FREE High Ticket Sales Training For 2026 | FULL MASTERCLASS

At age 16, I was making $15,000 a month in straight commissions while in school. Fast forward a year, I was the number one sales rep in a $40 million a year company, out-collecting an entire team, eight versus one, by myself. Now, at age 18, I'm making $300,000 a month profit, and it's all because of the skill of sales. And because sales has changed my life so much, and I want it to change yours, I'm on a mission to make real Sales education accessible to everybody, which is why I am not holding back. In this video,

I am brain-dumping everything I know about sales so that it can change your life, too. So, whether you're just starting out in sales, or maybe you're already doing decent, you're doing five, $15,000 a month commission, you are guaranteed to learn something from this, cuz I'm going to go through everything: scripting, identity, psychology, manipulation, darker Psychology, stuff that nobody talks about because they don't even [ __ ] know it. So, I promise you, if you implement everything from this video, your life >> [music] >> will change. Okay, so first of all, we're going to go over

what is sales and some foundational rules. So, if you want to skip this, you're a little bit more advanced, skip to the timestamp on the screen, and we'll go straight into the More technical aspects. So, I'll start off with a bit of my story so you understand how I actually got into sales. There was a point in time when I was 16 years old, and I was super motivated, like very driven. A lot of you guys probably feel that way, where you're like, "I want to be successful so bad, but it just feels like it's

not going in my favor." And so, when I sat down, I really thought about it, and I was like, "Well, how do you make money?" You solve problems. So, what are the most common problems that I could solve while in school that are online? And when I thought about it, you have all these creators that have millions and millions of followers who get thousands of messages every single week trying to buy their courses or programs or whatever it is they're selling off their page, but they don't have time to respond to every single one of

those people. So, what do they need? They need Sales reps to go in there, message those people back and forth, get them on a call, follow a script, collect the payment, and then they give them 10 to 15% of every single sale. And that's essentially the foundations of what sales is. Then, within that, you have two roles. There's a setter and a closer. The setter is the one doing the messaging back and forth, or sometimes calling the people and setting up the appointment. The closer is the one who's Getting onto that appointment and actually collecting

the money. And so, typically, the setter will get 5% of every sale, and then the closer will get 10 to 15% of every sale. So, how do you actually land those roles, though? Now, for me, I had to go the long way, right? Because unfortunately, there wasn't another me that already existed. And so, I sent hundreds of emails, all personalized with Loom videos and everything, to a bunch of different People from multiple companies until I finally got accepted into a company, and then I started working with them. Eventually, I actually became the top guy, [

__ ] destroyed everybody else, cuz I was selling. That's what I do. But, again, because sales has changed my life, and I want it to help change yours, I made a group where in there, one of the things we have, besides free scripts and free coaching and everything else, is we also have recruitment Opportunities where I will connect you with influencers and companies who need sales reps. That way, you can start selling as soon as tomorrow, regardless of your experience. So, in the description below, you can join that. Again, it's completely free. This is my

mission. This is my passion. Now, let's go over some beginner mistakes. And these are things that, if you fall into these traps, even if you do everything else from the video, you're already [ __ ] No questions asked. Number one is bad expectations. So, these are the people who are they're very young, they come into it thinking, "Oh, I have school, I'm going to work two, three hours a day on the weekends, I'm going to become a [ __ ] millionaire." It does not work that way. Sales is something where you can make a lot,

a lot of money, but the amount of work you put in to learn a skill set is going to be completely relative to the amount of Money you make. Versus a 9-to-5 job, you just work the exact same amount of hours every single day, and you just get a deposited paycheck, except you're poor, so that's kind of the trade-off. The second thing is learning from the wrong people. So, one of the biggest mistakes I see is a lot of 16-to-25-year-olds, for example, will go online, they'll see these sales gurus or sales trainers that are 45,

50 years old, and they're like, "Oh, that guy must be a master. He's Been in it forever. I'm going to learn from him." But there's an issue with that. If you're young, think about one friend you have in your life, just one of your best friends, whatever it might be, right? And then think about your parents or somebody you know that's that age, 50 years old, 60 years old. My parents are 60. How similar do they act? How similar do they talk? How similar do they communicate? They are from different generations. They are Completely different

people. So, it does not make sense that an 18- or 20-year-old tries learning from a 50-year-old when they sound nothing like them. It's going to be extremely inauthentic and extremely ineffective. Number three is changing approaches {slash} scripts, or just going off of your intuition, your personality. You're not that amazing, trust me. The issue with this is, think about this way, there's compounding. So, if I use one Script, one approach, and every month I'm improving 10% for a year, 12 months, let's say, how much do you improve at the end of those 12 months? Now, if

you're an idiot, you're going to say 120%, but actually, it's compounding. So, it ends up being some somewhere around like 300%, a little bit more. And that's how people become so good, cuz they use one approach, they make one little change, make it a little bit better, another little change, make it a Little bit better, until after two, three years, now you've compounded to be one of the best in the world. Versus most people, every month, they're finding a new script, they decide to use it, and then they're never actually getting the compounding effect, cuz

they're just changing everything that they're doing. So, you have to stick to one approach and then master it. So, with that being said, now I'm going to go over the exact approach that allowed Me to do everything I mentioned earlier, which we call the impact formula. And again, all the resources I'm about to show you are all going to be in that group in the description that's completely free. Great. So, let's start by going over the setting script, and it's going to go straight into the closing script as well. So, even if you're a closer,

make sure you watch this. Very, very important. So, at this point in the sales process, you've had a Lead come in from kind of social media or an ad, something that they saw and they decided to opt into. So, they gave their name, they gave their phone number, and they usually gave their email as well. And now, with their phone number, you're going to go ahead and call them, and this is the script that you're going to be following. So, let's go through it. And I'll be giving you guys examples from a fitness offer the

entire time so you can see how to Implement it, and then I'll go into a couple different industries as well. That way, you know how to actually say it for whatever you are selling. So, at the beginning, you're going to start like this. "Hey, hey, is this this John? Yeah, what's up, buddy? It's just Andy here from like XYZ fitness company, man. It It looks like you downloaded I I think it was a training about possible help with like losing some weight, getting in better shape, all that jazz. Is Is that Is that about right?"

Then they're going to go, "Oh, yeah, I did that." "Okay, easy, man. Well, just to see if I could help you get like a little bit more out of it, what was your intent behind, I guess, even downloading that training in the first place? Like, what were you hoping to get out of it? Cuz I might be able to send you like a bit of a more specific training." Then here is where you're going to get a goal. Now, we call that a tangible. A Tangible, what's the definition? Any goal that they have in the

future. So, for example, for a fitness offer, it could be losing weight, it could be getting in better shape, it could be lower body fat, having more energy, being able to play sports with their kids, whatever it might be. For a marketing offer, it could be, "Oh, well, I want to get more leads." It could be, "I want to book more appointments." It could be, "I want to have a higher ROAS." For a sales training offer, it could be, "I want to get better at handling objections. I want to close more sales. I want to

make more commissions." And as soon as you get that answer, you move on to what we call the experience question. So, let's pretend they just told us, "Oh, well, man, like I'm I'm really just I I really want to lose some weight." "What have you seen that I guess makes you feel like maybe you haven't been losing as Much weight as you'd like?" "Oh, well, I mean, man, I'm losing like a pound a month, so I'm just I I don't feel like I'm making a lot of progress." If it's a marketing offer, and they told

us as a tangible, "Oh, well, I just want to get more leads." "What have you seen that I guess makes you feel like you're you're not getting as many leads?" "Oh, well, I mean, our social media isn't doing very good. We're maybe getting five leads a month, so it's really not enough to Grow." It's literally that simple. You just plug in whatever answer they give into the X. So, what is the definition of an experience? Cuz you need to know what you're looking for. An experience is any problem in the past. So, if they said,

"Oh, well, I'm not losing enough weight." Is that a problem? Yes. Is it in the past? Yes. If they say, "Oh, well, I'm not getting enough leads." Is that a problem? Yes. Is it in the past or present? Yes, because the present is Also the past. Literally, one second ago when I said the present, that's already in the past. Let's give some examples for some other lead sources. Let's say somebody attended a webinar, and now I'm calling them, and I'm starting the setting call. Then it'd be like, "Hey, hey, is this this John? Yeah, what's

up, buddy? It's just Andy here from like XYZ company, man. It It looks like I I think you attended the webinar about possible help with like growing your business, Getting more leads. Is Is that about right with with John?" "Ah, okay, perfect, perfect. I'm just with the customer support team. Well, just to see if I could help, cuz I might be able to send you like a bit of a more specific training for you, what was your main intent behind, I guess, even like going to the webinar? Like, what were you hoping to get out

of it, let's say?" And then it's the exact same after that. They'll say, "Oh, I want more leads." "What have you seen that makes you feel like you're not getting enough leads?" I'll give you guys another example. Let's pretend it's a book-a-call funnel. So, they opted in because they were about to book a call, but they didn't end up completing that. They did not schedule the call. Then be like, "Hey, is this this John? Yeah, what's up, buddy? It's just Andy here from XYZ, man. Um I was looking here cuz it looks like you opted

in about like possible Help with increasing your conversion rate on sales calls, making more commissions. It looks like you were about to book a call, but you didn't end up. Is that Is that about right?" Then they're going to go, "Oh, yeah, yeah, yeah, yeah, of course." "Well, just to see if it would even make sense for you, man. Like, what was your intent behind even like looking to possibly book that call? Like, what do you feel in specific, I guess, you could get better At in terms of like sales?" Then again, right there, they

give me, "Oh, well, objection handling," whatever it might be. "Well, what have you seen that makes you feel like, I guess, maybe you're not as good at objection handling?" "Oh, well, I get a lot of calls, and I just they give me things about objections, and I just can't handle them." Again, problem in the past, that's an experience. Great, check, we move on. So, that's the intent stage. Next, we go Into logical certainty. Now, I'll explain a little bit about the psychology. The whole point of logical certainty, what I'm trying to do is to get

what is their current process, and associate their process to the problem that they have. Because in psychology, and again, this is basic neuroscience, if somebody understands, "I have a problem, and it's being caused by this thing that I'm doing," what does that make you want to do psychologically? Well, you want to stop doing what you're doing. And if you stop doing what you're doing, what does it make you more open to? To a different way of doing things. And what the [ __ ] do you think you're selling? A different way of doing things. So,

I start by just going, "Well, what are you doing now in terms of like, I guess, your fitness regime that you feel like isn't allowing you to lose the weight?" Again, the experience, If it was, "Oh, I feel like I'm not losing weight," then that's what I'm going to plug into right here. If they told me something different, let's say, again, I'm selling marketing, they're like, "Oh, I'm not getting enough leads." "What are you doing to get leads now that, I guess, has you feeling like you're not really getting enough?" Then we immediately move into

the second question. "And how long have you been doing like that for?" "Right." "And what Kind of caused you to like like use that approach in the first place?" Now, what's the point of this question? This is what we call a doubt question. We're seeding doubt into what they're doing now. So, the tonality is extremely important. If they said, "Oh, well, I'm going to the gym two times a week and I try and eat a couple homemade meals." I'm like, "What caused you to like like do it that way?" Now, in their mind they're like,

"What what the [ __ ] Like, Why did I do it this way?" Oh, well, I guess it's all I really knew. It's again, that seeds a lot of doubt in their mind. Like, is it the wrong thing for me to do? Because of my tonality. That's so important. And again, we're going to go over that a lot more in depth later on. So, that's the first section of logical certainty, getting what they're doing now, the real situation. Next, we go into the problem section. So, as soon as we get all that Information, then we

go, "Again, do you do you do you like it? Like, I I I I I guess besides obviously not losing the weight necessarily, do you I guess like like that fitness regime you have in place like like now though?" If they say, "Yes, I do like it." "Oh, what do you like about it?" "Uh well, it's just like kind of easy, you know what I mean? Like, I've done it for a long time." "Okay, it doesn't sound like it's terrible then. I guess it is there is There anything you would change about either like the

the the fitness regime you have in place now or like the I don't know, I guess like the weight you're losing like if you if you could though?" And what does that give us? Now, we get a problem. "Oh, well, I'd want to lose the weight faster. I feel like I'm not losing it fast enough." "Oh, I don't have a lot of energy." "Oh, well, I feel like the amount of food I'm eating like it's hard for me to really Keep up." Great. Now, we have a problem. Now, on the inverse, if they told us

no, so we asked them, "Do you like it?" And they said, "No, I don't like it." Well, it can't be all terrible like if you've been using it, you know what I mean? What do you like about it, man? Tell me one thing. We're going to force them down the yes route. And then from there, it goes back to the exact same thing. They say, "Oh, well, I guess it's like pretty easy." "Okay, it doesn't sound Like it's going terrible then." And then we go down the exact same thing. Now, I get this question all

the time. Why do we force them down the yes? The reason why is because if the only thing we're ever talking about is problems and pain that they have, they're going to think, "Oh, well, this guy's biased. He just wants me to buy. He's a biased salesperson." And they shut down. They don't listen to anything else we say. But if we're also asking about what they Do like and what's going good, they're like, "Okay, he's unbiased. Like, he actually gives a [ __ ] He wants the best thing for me." And so, we want to

ask them about both, right? That's why we force them down the yes route. Then, as soon as we get them down the yes route, "Oh, well, I'm just not losing enough weight." "Oh, well, I don't have energy." "Oh, well, I can't play sports." Immediately, we probe to make the problem seem bigger. What do you Mean by that? How do you mean? Meaning? And now, they're going to give us more information. Then, we go, "And how long has that been going on for? To where like you feel like you're not really losing any weight like you

have that low energy." "Oh, well, man, I mean, it's been I don't know. Like, I noticed probably the last 3 years." "3 years, man." "And without assuming anything like as as a coach, right? Cuz I want the best for you." "You feel like you're not really losing the weight for the past 3 years even though you're putting in this work and like you're going to the gym three times a week and everything else. Has that had like an I guess an impact on like your your motivation to actually keep going?" "Oh, well, yeah, I mean,

it's had an impact. Like, I I I feel like it's really hard to keep putting in the work even though I'm just not getting the results from it." Now, we got them. Now, We have the deep-rooted pain. So, let's give some examples from some other industries. And this is very important because these questions will change a little bit depending on the industry and I'll show you the exact changes right now. Let's say I was selling marketing, right? Legion. So, I'm selling to business owners who need to get more leads for their companies. "What what are

you doing now to get the leads and I guess this is causing you to feel like Maybe you're not getting enough?" "Oh, well, man, right now it's mainly like referral based." "Really? And how long have you been like doing it that way for?" "Oh, well, it's been I mean, honestly since the beginning of the business, man. Probably like the last 7 years." "And what what caused you to just like I don't know, like rely on referrals in the first place?" "Oh, well, I mean, it's all I kind of knew how to do. Like, it's kind

of what Everybody recommended." "Okay, fair enough, man. And and do you do you like it? Like, I I I I guess besides obviously not getting the amount of leads you want like do you I guess like like that approach you have in place like like now though?" "Oh, well, I mean, it's it's pretty good. It's not bad." "Oh, what do you like about it? Like, in specific." "Oh, well, I mean, it's pretty easy, right? Like, everybody loves me cuz they're all referrals and So I don't really have to do a lot of selling." "Okay, I

mean, fair enough. It doesn't sound terrible then. I guess it is there is there anything you would like like change about either like the like the way you're getting the leads or even like the amount of leads you're getting like if you if you could though?" "Oh, well, I feel like I'm just not really getting that many to be honest with you." "And how do you mean by that? Like, describe that for me." "Oh, I mean, I might get three a month, but it's just really not enough to grow the business." "How long has that

been going on for, man? To where like we're only actually getting like those three a month." "Oh, well, I mean, it's been going on for the last 5 years something like that. Like, a really long time." "And without assuming anything again cuz like I I I want to help you with that." "You're only getting these three leads a Month to where we're limited. How's it actually had an impact I guess on your ability to like hire a crew and keep expanding?" "Oh, well, I mean, we just can't do it, man, because we wouldn't have enough

leads for to actually have the crew make money and be able to grow the company." So, notice how it is almost the exact same. There's maybe one or two tweaks, but everything else stays basically the exact same. The only question that becomes a little bit Tricky and so, I'm going to go a little bit more in depth with you guys on how to do it is the impact question. Right? So, a lot of people ask me, "Well, Address, what do I plug in the X or Y?" Well, if you're selling a biz op for example,

a biz op is an offer where most people come in, they're either a student or working a 9-to-5 job and you're trying to convince them to get into high-ticket sales, get into trading, some kind of business opportunity, Right? That's what biz op stands for. The most common variation of the impact question is just going to be, "Well, X Y Z problem, has that had an impact on like your day-to-day life in any way?" And right there, they're going to usually going to tell you, for example, if they said they weren't making enough money and you're

like, "Well, you're not making enough money. Has that had an impact I guess on like your day-to-day life in any way?" They're like, "Well, Yeah, of course." "Well, how how so? Just so I understand." "Oh, well, I mean, I can't go on vacations, man. Like, I can't really travel with my family as much as I want to." Great. Now, you have this deep-rooted problem. So, that's the intent and logical certainty stage. Now, because you're a setter in this situation, you're going to move on straight to the transition stage. Right? I'm going to go over the

closing part in a second. The reason This is so effective by the way is because again, think about it from a psychological perspective. A prospect has just told you, "This is what I'm doing. It is causing all these problems." So, now it's going through their mind is, "Well, [ __ ] I can't do this anymore. I need something new." And so, it makes them a lot more open. And that's the exact moment we go in for the transition is when they're most open to something new. So, first I'm going to go Over the transition for

money offers. I'm going to show you guys how to do it for non-money offers like fitness and other stuff like that. We're going to start off by just going, "Hey, so let's zoom out for a second, man. In an ideal world, where do you want to be in 6 months in terms of like income for example?" And they're like, "Oh, well, I want to get to 30k a month." "Again, how far are you from that now?" "Oh, well, I'm at 5k a Month." Great. So, now we know their income. Now, we know if they're qualified

to buy. The only nuance here, if they give a number that is too small to where in your mind you're like, "They're probably not qualified." So, if they say, "Oh, I'm making 2k a month." Then, you need to get a willingness to spend money. So, then you just go, "Okay, well, sweet bro. Let's say there was a way to kind of possibly help you in kind of acquiring the right skills so You could go from like that 5k a month to like the 30k a month goal. Like, would you actually be willing to invest in

yourself if that's what it took?" So, notice I'm making it very theoretical. It's not like, "Do you want to invest?" That triggers a lot of resistance. Most people they do that. They're like, "Do you want to invest? Can you invest?" Nope, don't do that. It's too aggressive. You just make it, "Would you be possibly willing to invest?" It's Like in the [ __ ] ether up there. Right? And they go, "Oh, yeah, I would be willing to invest." And then you move on. Then, you just go, "Hey, well, based on what I've heard, man, of

obviously you mentioning like you're not really making enough money and so, you can't really go on those vacations. I feel like there might be a possibility of being able to help you with getting to that 30k a month goal. What I could do from here, man, is I could connect you With John and he could kind of dive a lot deeper into like where you're at now versus kind of like where you really want to be besides just the 30k a month. And then if he feels he could help, he could walk you through like

potential more advanced help or training with X Y Z business model. How how does that sound? Would that be helpful?" And they always go, "Yes, that'd be [ __ ] amazing. Book me in." And then from there, you just obviously go to the Calendar. If you're on any offer, you know you have the closer's calendar and then you schedule them in. And from there, they will go to the closer where you will then get paid. So again, that is a setting script. To recap, let's go back through it from the beginning. At the very beginning,

we're getting a tangible and an experience. What is their goal in the future? What problem is causing that to be a goal? Then after that, we're getting their current Process. What are they doing now? And then we're getting pain right next to it so that they associate the two. And then from there, when they associate their process with their pain, it makes them more open to something new. And when they're more open to something new, that's when we go into the transition because that's where we're essentially offering them the opportunity to get something new. And

so, that's why your booking rate's going to be so high. So, With that being said, now let's get into the closing section. So, just a disclaimer with the closing script. There's two situations as a closer. Number one, if somebody's running ads that go directly to a book a call funnel, you don't need to know what that is. Then, you'll get calls directly booked onto your calendar. Right? If that's you, you know what I'm talking about. And so, with those people, you're going to take them through the entire Script starting from intent and going all the

way through emotional and then the pitch obviously, right? Which I'll go through all of that. If you have a setter underneath you, you're going to get people who come onto the call, they've already been taken through this setting script. And so, you're going to start the call from emotional certainty. I'm going to show how to do both. I'll go a little bit more in depth on that in a second. Let's Start off with if you have a book a call funnel and you're getting people from the very beginning. Here's the only difference is going to

be an intent at the very beginning. So, you're going to start off, "Hey, can you can you hear me? Can you see me, John?" They're like, "Yeah, yeah, yeah, absolutely." "What's up, buddy? How's it going?" Just keep it very casual. "Oh, well, and it's going good, whatever." And you're like, "Cool, man. Well, it looks like you booked a Time about possible help with like losing some weight, getting in better shape, all that jazz. Is that right? About right?" So, here they're going to say yes. And this is where it gets a little bit more complicated

as a closer. You're going to ask only one of these questions, not both of them, only one. And it depends on this. If it is an offer where somebody's doing something new. So, for example, if it's a fitness offer where the person is Completely obese, has never been to the gym anywhere, that's something new. That's where you're going to ask the intent question. If it's something where a business is looking to put systems in place that they've never had, that is something new. On the other hand, if it's an offer where they're looking to improve

something they already have, that's where you use this question. As an example, if it's a sales training offer, right? Where they've already been In sales and they're just looking to improve their skill that they already have, they're looking to improve something they already have. So, go with this question. If it's a company that already does paid marketing for example and you're looking to go in and help them do even better paid marketing, then that's where we're going to use this because again, you're improving something that they already have. So, I'll give you examples for each.

A sales Training offer, somebody's been in sales for 5 years, they're coming to me, they want to learn how to get better. Then I'll to them, "Okay, what do you feel like you need help with in specific then? Like in order to actually like make more commissions, make more sales, help more people, all that jazz. Tell me that." And they'll be like, "Oh, well, I need to get better at objection handling. I need to get better at getting people to open up or my Tonality, my body language, whatever it is." Again, that's a tangible cuz

it's a goal in the future. If it's something new, like a biz up, right? Somebody's doing that in a five, they're looking to start a business that they've never ran before, right? Well, what's your intent of looking at, I guess, possibly even starting an SMA? Like what are you, I guess, looking to get out of it? Just to see if I can Oh, well, I want to make more money, man. I Want to have more time, more freedom, right? Again, that's a goal in the future. So, they're both tangibles, it's just a different type of

tangible depending on what offer you're selling on. Everything after this point from experience to the end of logical certainty stays the exact same and from here we'll pick it up at emotional certainty. Now, again, this is the caveat I was talking about earlier. If you have a setter underneath you and They set up a call on your calendar, you're going to start an emotional certainty. The way you start the call cuz you're not just going to [ __ ] hop on second five on the Zoom and just so I see you put in there, "Don't

do that shit." Right? Just start it like this. "Hey, hey, John, can you can you hear me? Can you see me?" Like, "Yeah, yeah, of course I can hear you." "What's up, buddy? How's it going?" Again, very, very casual. They're like, "Oh, it's Going good." And then it's like, "Cool, man. Well, let's get right into it. Um I have some notes here from John and I know my colleague obviously you spoke to earlier. He mentioned that you were looking to get better in terms of your diet because I I think you mentioned you felt like

you weren't losing as much weight as you'd like and it was kind of like draining you a little bit, having an impact on like your energy. Is that is that about right?" They'll be like, "Yeah." So, again, just a short summary of the notes that the setter left you. If the setter did not leave you notes, number one, he's [ __ ] [ __ ] fire him. Number two, if he does not know how to get the problems to leave the notes, then you got to send him this video so he can go through the

setting portion, right? Because he's clearly a shitty setter. So, after they leave the notes, do a summary of it and then you just go straight into this as soon as you go Through the summary. Number one, we start off with what we call the rationale question. The point of the rationale question is to pre-handle the objection of "Oh, I'm just going to do it myself." So, we go, "Okay, and just so I see kind of your point of view, man, besides obviously like not losing the weight you'd want to, what's the main reasoning of even

looking at I guess like a more advanced training in terms Of being able to lose it rather than just I don't know, like doubling down on what you've been doing, like going to the gym three times a week, eating home-cooked meals like why don't you do that like the average person? And now they have to justify to me, "Oh, well, I can't do that cuz I've been doing it for a long time and it's not working. So, clearly I got to change something." So, now they're selling me On why they need to change it up

and start getting more advanced training, in other words, paying for something, which is what I'm going to be pitching. If I'm selling a marketing offer, lead gen, "Okay, and just so I see kind of your point of view, man, besides obviously like not getting the amount of leads you'd like to, what's the main reasoning of even looking at I guess like a more advanced system for getting those leads Rather than just I don't know, like doubling down on the referrals, just hoping it grows the business like the average person, like why don't you just do

that?" And again, notice my tonality, my body language makes the second option seem bad rather than just I don't know, just continue doing the referrals just like the average person. It makes it seem like a terrible thing. That way they can't just be like, "Oh, Yeah, that's a good idea. Let's just [ __ ] do that, you [ __ ] dickhead." Right? You don't want them to say that. So, that's why you make the second part seem bad because then they're more likely to lean towards the first, which is obviously getting the more advanced training.

Next, we go into the pre-handling section, right? This is where you have to understand in any sales call, the most common objection a prospect is going to give you is the Same objection they gave in the past that prevented them from getting the help they needed. So, if somebody's fat, for example, the most common objection they're going to give you is whatever objection they gave in the past, which is the reason they're still fat. So, we need to uncover what that is first of all and then we need to pre-handle it before we get to

the pitch cuz it's a lot easier to pre-handle that objection before I pitch them to pay me 10 grand Than it is me pitching them pay me 10 grand and then trying to overcome their concerns cuz now there's a lot more pressure, there's a lot more on the line. So, we just go, "Okay, and in regards to that, like before you and I were speaking, were you out there looking for other ways to, I guess, like get more of like that advanced training so you could actually like lose that weight or like what were you

actually doing about that?" And this is going to Give us a decision-making tree. So, I'll break this down with you guys on a whiteboard right here. When we ask that question, "Before you and I were speaking, were you out there looking for other ways to get more of that advanced training or what were you doing about that?" They can either say, what are the two options? No, I was not or yes, I was. If they say no, I was not, now I need to get the objection. So, how do I do that? I go, "What

prevented you, man? Why not?" And they're like, "Oh, well, it was too expensive. Oh, well, I didn't have the time. Oh, well, my partner said no." Here's where they're going to give they're going to give you the objections that they would have given you at the end. So, now it's a lot easier to overcome. It's so easy to overcome as asking this one question. As soon as they give that to you, you just go, "Well, out of Curiosity, like what shifted for you now then? Like obviously if the money was what was preventing you in

the past, like what kind of change now that actually has you open like looking for more of like that advanced training?" And now they have to go, "Oh, well, I got a raise at work, man. So, like money isn't really an issue anymore." What did we just do? We just pre-handled that objection. Before it was an issue because of this and this and that, now It's not an issue. And now they've told us that so they can't give us the objection again at the end. Again, this is if they said no, I was not looking

to that original question. If they said yes, I was looking, now we ask another question, we have another binary. We ask, "Okay, and did you actually like like move forward with anything or like what actually ended up happening?" And again, right here, what can they say? No, I didn't move forward with anything Or yes, I did move forward. If they say no, I did not move forward, we have the exact same binary again. So, we got to get them to tell us the objection. So, what do we ask? "Well, why not, man? What prevented you?"

"Oh, well, the program I looked at, it was too expensive, the time, the partner, all the other [ __ ] that they told us earlier." Right? So, this is again where we get the objection. And once again, now how do we overcome it? "Well, what shifted for you now then, man? That I guess has you looking for like more of like that advanced training, like if the time kind of I guess prevented you in the past?" "Oh, well, man, like before, my kids, they just took up so much time and now they went to college

so now I have a lot more free time on my hands to actually like do something else." Great. Now we've pre-handled that objection, right? And so they cannot give us that objection at The end of the call anymore. So, once again, that's if we asked them the question, they said yes, I was looking for a way, no, I did not do anything about it, I did not move forward. So, now let's go to the last decision split in this tree. If they said yes, I did move forward with something, what we're going to ask is

we're going to go, "Okay, did you get like a like a good result or a bad result?" What is the binary here? Either they got bad or they Got good. If somebody got a bad result last time they moved forward with the program, what is going to be their fear or their, in other words, objection this time? "Oh, well, I got a bad result last time, what's preventing me from getting a bad result this time, too?" So, how do we overcome that? That's a value objection. How do we overcome it? We go, "Well, out of

curiosity, man, what would you need to see in something this time to be able To be like, 'Oh, I actually feel like they could get me results' even though last time obviously you didn't?" What are the answers we're looking for here? "I need better communication. I need a better game plan from the beginning. I need to constantly be updated on what's going on." So, we need some kind of criteria of what would make them feel like we're different than those other people. Cuz then what are we going to do? As soon as we get to

the pitch later On, we're just going to plug in whatever answers they gave us here straight into the pitch and that's how we pre-handle it. If they said we got a good result, what is the objection they could give here? "Well, I got a good result last time, why do I even need you guys?" So, what question do I got to ask? "Well, I mean, out of curiosity, man, like if you got a good result last time, what even has you looking for, I guess, possibly more advanced training this time?" "Oh, well, I feel like

we hit a bottleneck. I feel like I don't know if we're going to hit my goals if I just stick with them and I don't move on anything new." Great. What did we just do? We pre-handled that objection. So, this is the entire decision-making tree of how to pre-handle objections in emotional certainty. All of that decision-making tree is literally just this little section right here, right? So, so far what have we done? We pre-handled the "Oh, I'm just going to do it myself" objection. We pre-handled the most likely objection we're going to get on that

call. Now we need to go into future pacing. This word's going to be a future-paced positive and the consequence. But before we go there, we need to say an analogy to them to make them more likely to give us a good response. This isn't required on every single call, but especially if you're Starting out or you're around like 5-10k a month, you're going to want to use this. We call it the Usain Bolt analogy. So, it goes like this. "Well, can I offer you a perspective, man? Have you heard of the Usain Bolt analogy?" They

usually go like, "No." And it's like, "It's going to like if you take Usain Bolt, right? Obviously fastest man in the world, and you put him on a starting line, you tell him to run a 100-meter dash. That [ __ ] going to run Fast. Now, you put a lion behind him chasing him down trying to eat him, just just gnawing at him the whole time, he's running even faster because the most successful people in the world, they have a strong pull of what they want to achieve, but they also have a strong enough consequence

to failure to push them to actually achieve it." Think about what I just did with that analogy. Now I've gotten them to understand the value of having a strong pull and a Strong consequence to failure. Because I'm about to ask them what is their pull and what is consequence to failure, now they're going to be a lot more open with me because I framed it as a good thing. So, then we just go, "Let's say there was a way of possibly helping you in kind of like losing that weight a lot faster that way you

have that energy back, you're able to play sports with your kids and everything else, What would tangibly be like like different for you at that point?" Now, what are we looking for? We're looking for specific, tangible, vivid things that would be different about their life because we want them to be drawn in and to feel this pull, this high emotion of "Oh, I'm so happy, everything's amazing." And so right there, in a fitness offer, for example, they might tell us things like, "Oh, man, I would just finally feel Free in my body." And I could

go, "Well, how do you mean by free?" "Oh, well, I would just feel so confident in myself again." "Well, what situations do you think your confidence would, I guess, like improve the most?" "Oh, well, when I'm at the beach or the pool, like being able to take my shirt off, I'd feel amazing again." Great. That is one vivid, specific imagination that they're creating in their mind of an outcome they would get by working with us now. We need two to three of these. The key is they are never going to give it to you as

soon as you ask this question. You're going to have to probe to build this visualization. If I'm selling a biz op offer for example, and I'm like, "Well, let's say there was a way of possibly helping you with kind of like quitting that job, getting to that 30k a month goal. What would be I guess tangibly like like different for you at that point?" "Oh, Well, I mean, I could travel wherever in the world I would want. I would have so much freedom." "Well, where would you want to travel, man?" "Oh, well, I'd want to

go to Cancun." "Okay, and you're just staying like like a hotel, an Airbnb? Where at? Where do you want to stay?" "Oh, well, I'd be in this specific hotel that I absolutely love." "Okay, and I'm assuming you wouldn't want to go alone. Like, who would you want to take with you?" "Oh, well, I'd Want to take my whole family. We could have a big big vacation over there." "And how would that like feel, man? Like, you being there surrounded with your whole family in that resort with everybody around you eating food, whatever it is, tacos.

How would that feel? Like, put yourself in those shoes for a second." Again, what am I doing? I'm making them visualize a specific scenario. Now, I'll give a B2B example. If I'm selling to a business owner, again, the marketing leads example. Let's say there was a way of possibly helping you with actually like getting to those 50 leads a month, those higher quality leads. What would tangibly be like different for the business at that point? "Oh, well, man, I mean, we could hire a crew because now we'd have enough leads to actually be able to

handle it." "Ah, and how do you feel like that would Impact like the company's growth even?" "Oh, well, I mean, if we have another crew, we're making way more revenue. So, then I mean, if the ads are working and stuff, we can dump even more money into the ads and get even more leads and hire more crews." So again, I'm creating this specific visualization. Now, the difference is in B2B, after I get that specific for the business, now I need to make it personal. So, I get them to imagine one or two points about the

Business, what would be different, and then I go, "And obviously like you being the owner, what would even be different for you like at that point as the owner?" "Oh, well, man, I mean, I would have a lot more free time because like then I could hire managers and stuff to come in. So, I'd have a lot more time like for myself, for my family." And that's where you're able to make it specific for them. Again, absolute B2B contracts, Absolute B2C, all of that, many many offers. And so, this works in any of them. You

just got to tailor the questions depending on the industry and the offer you're selling. So, I'm going to draw a little graph to help you guys understand. Once you're at this point, think about it emotion over the time of a sales call. The Y-axis is emotion, the X-axis is time. I hope I didn't [ __ ] that up. I didn't graduate high school. So, right here on emotion, right? At the Beginning of a call, intent, logical certainty, we're getting them a little bit negative, a little bit of problems, right? They're talking service level issues that

they have with the business. Then we go into emotional certainty. Now we're getting them on this high that we just did on the future base. Super super high, they're at the peak of emotion, I'd feel amazing, everything would be [ __ ] fantastic, vacations, cars, whatever it is, right? Then immediately After that, if I want to create the most urgency, the most desire to change in their mind, what do I have to do on this graph? Well, I got to drop them all the way to the most negative I can down here. So, how do

I do that? Think about psychology this way. If I don't brush my teeth for a day, what are the consequences? You're musty as [ __ ] You smell like [ __ ] right? That's the consequence. If you expand That over time though, if I don't brush my teeth for a year now, now we have issues. Now my shit's falling out. Now I have brain tumors, right? So, like that's pretty bad. So, when you expand a problem over time into the future, it makes it much bigger in the prospect's mind. And so, what's the way that

we can increase the amount of pain that they feel on this graph? Obviously, this is negative emotion, this is positive emotion. What's the way that we can Increase the amount of negative emotion they feel? Well, now we got to future pace them into the negative, right? Into the problems that they're facing and what happens if they continue to face it. And so, right after we get this peak positive emotion, then we go, "And what if you don't, man? What happens if you stay in the same position where we're not really losing the weight even though

we're putting in the work and we feel low energy for the next 2 days, 2 weeks, 2 months, even 2 years, man?" "Like, what would happen at that point?" And now, once again, we're doing the exact opposite. We're getting two to three tangible specifics about the negative now. "Oh, well, I mean, I wouldn't be able to really play sports with my kids very much and like I'd be very very low energy." And then again, I need to probe to make him visualize it. "Oh, what sports I guess wouldn't you be Able to play? It just

so I understand so I can kind of help you a little bit better." "Oh, well, I mean, I wouldn't be able to play soccer or football with them." "Oh, do you have like a field nearby?" "Oh, yeah, one's right by the house." Again, what am I doing? I'm creating this visualization of what it looks like for them. That way there's more emotion attached to it. If it's a marketing offer, "And what if you don't, man? What happens if we stay on the Exact same trajectory where we're getting those five leads a month and we're not

really able to get another crew because we're not able to actually support them in terms of the leads for the next 2 days, 2 weeks, 2 months, even 2 years, man?" "Like, what would happen at that point?" "Oh, well, I mean, I feel like everybody says like you're either growing or you're dying. And right now we're not growing. So, I mean, if that keeps happening, I feel Like eventually we would just kind of die down and" "Oh, that makes sense." "And what do you think that might even mean for you like as the owner?" And

again, I ask that because I care, right? Like I I've been in those shoes. "Oh, well, I feel like I'd have to keep working like I wouldn't really be able to retire at the age that I want to." Again, I'm just creating a visualization of what their pain looks like spread over time to make it real, make them Feel more pain. "And how would you like like feel at that point?" Now, for B2B, this question, you might want to skip it sometimes. For B2B, it won't always make sense. For B2C, almost always you're going to

ask this cuz it just adds a layer of emotion on top of the emotion they were already feeling and it makes them verbalize it, which makes it more real for them. Now, this is the perfect time to explain what actually creates urgency for somebody on a sales call. This is what you need to understand. This is what people get wrong. Going back to the same graph of emotion over time. Most people think, "Oh, I'm going to have a 2-hour sales call. I'm going to probe in everything, go super deep, get all the pain, all the

goals, everything." That doesn't work. Here's why. If you put your hand on a stove, how fast do you want to move it away? Immediately cuz it's intense, it's fast, Right? If you stay in a sauna for an hour, are you sprinting out of there or do you just get up and leave? You get up and leave if it's too hot. Because it's the amount of pain condensed into the shortest amount of time possible. And so, your goal when you're future pacing them to this positive outcome desire and then immediately consequence in them is you want

this high to be as close to the lowest of lows as possible. You don't Want this gap right here to take you 15 minutes. That is not your goal. You want to make this jump really fast that way they feel the difference distinctly of this positive emotion compared to this negative emotion cuz they're like, "No way. I can never let that happen. I need this positive emotion, this desire." And that makes them way more open and makes them feel a lot more urgency. So, right here when you get to the pitch, which is what's coming

next, right? When you get Right here to the pitch, they have as much desire to buy as humanly possible. And this is why if you've seen any of my sales call recordings, which again is in the group description, click it, join, it's completely free, right? If you've seen those recordings, the reason that sometimes my pitches are 2 minutes and it seems like they don't even know what the [ __ ] they're buying is because they just feel so much urgency to fix the problem that their mind bypasses all Logic. It's purely emotion. People buy on

emotion and justify with logic. Remember that. So now, let's go over the pitch. Moving on to the pitch, it's very very easy. Number one, we got to go into a transition. So now they feel all this emotion over here, right? All this urgency, we need to get them to commit to a change is step one, right? Commitment to change. So, we just go, "So, this is going to be an obvious Question, man, but I mean I mean it's really not. Are you willing to settle for that?" Whatever consequences I told you a second ago. "Oh,

well, no, obviously not." "And why not? Cuz like there's always a new year, new me guy like start diet on a Monday. Why actually draw that line in the sand like make that change? Cuz you have been for the past couple of Months if we're being real about it." "Oh, well, man, I mean, I realize like I just had enough cuz if I don't stop now, I never will." "And whose responsibility do you feel like it is to actually say I've had enough and make that change?" "Oh, well, it's my responsibility." Once you've gone through

these three commitments, I'm not willing to settle, I need to do it now, and it's my responsibility, then we transition into the actual pillars. So, The transition sounds like this. "Well, based on what I've heard, man, with obviously you mentioning how like you're not losing enough weight and because of that your kids. And obviously, you wanting to get to the point where you have that energy back, you're able to progress in your career, everything else, I think what we're doing for sure could help you. If it would be appropriate from here, we could kind of

put a game Plan together of like how to actually get you to that goal of like being able to lose the weight and keep it off. Would that be appropriate or what do you want to do from here?" All we're doing is getting permission to pitch. That way they're telling us, "Yeah, 100%. Let's go through it." Then from there, we go straight into the three pillar pitch. This is where it gets very very nuanced depending on offer. So, I'm going to break a couple down with you guys now. The structure is pillar one is X

because you know how you mentioned XYZ. So, what we do is XYZ. The reason this works, I'll give you an example right now. We're adding the context of their problem, the issues that they're having into why we have the pillar. So, it feels extremely personalized for them. If I'm selling a Fitness offer for example, I could be like, "Pillar one is the accountability, man, because you know you mentioned earlier like you kind of lost sporadically a couple of pounds, but then you always gain it back in the holidays and stuff and you're never really able

to like keep it off for good. So, that's actually why we have the accountability to make sure that even in those tougher periods like the holidays or whenever you're alone, You're not with family or anything, you're actually able to stay accountable to losing that weight. That way it never comes back. Do you feel like that would be helpful for you?" And then you end it with the agreement of yes, it would be helpful, yes, it makes sense. That way you're keeping track and in good communication with them throughout the entire process. Another example. If I'm

selling marketing lead gen. So, the first pillar we have, man, is the Targeting because you know you mentioned earlier like you have a lot of leads right now that they come in and they have issues, but they're like, "Oh, I want to fix in 24 months." Or they're just broke and they can't even afford it. So, that's why we have the targeting because we're able to give you leads that are all qualified and all have proven to have enough urgency to need it to get fixed over the next 6 months. Whether it be because of

roof leaks or More kind of urgent issues that they might have. Does that make sense? So again, it's the exact same structure. I'm saying the pillar is X because you now you mention problem problem problem. So what we do is and then explaining how that pillar is going to help them solve that. It's that simple. So all you have to do is write down what are the three main pillars of whatever you are selling and then build out this exact structure for every single one. That way on every Single call it's identical. It stays the

exact same. Now after this three pillar pitch, then we got to get commitment to buying now. Right to the fact that they think it's going to help them. So we just go, "Well now based on everything we've covered, man, like do you actually feel like this would get you to that goal of like losing the 50 pounds, having more energy, being able to play sports with your kids again?" They're almost always going to say yes and then You go, "Okay, and why though? Like I I guess what what do you think is really like the

the the the key to the castle for you? What do you think is going to help you the most?" And they go, "Oh well, man, I think having the accountability is really going to help me because I've really struggled with that." Then most of the time you're going to double down and go, "Yeah, because you having that accountability, man, what do you feel like that would do For you like even more personally though?" "Oh well, I feel like I'd really be able to stick to the plan and I wouldn't deviate it and so I'd be

able to keep off that weight for good." And then that's when we go to the price drop. Right? And it literally sounds like this. We just go, "Okay, cool, man. Well, based on everything I've heard, the total investment, man, to actually get you to the point of like being able To lose that weight so that you can have more energy, be able to play the sports with the kids and it's not kind of getting worse over time is going to be X Y Z. $5,000, $10,000, whatever it is. How would you like to proceed?" That

simple. Now from here, if you've taken them through the process properly, most of the time they're going to buy. If they do not, they're going to give you an objection and that's when you go into objection handling and reframing. There's a very specific process for doing that which I'm going to cover a little bit later on where you have to be able to convert the objections they give you into the one you want to handle. Do not be like these [ __ ] losers online who do not know what they're talking about who try and

chase the prospect handling all their objections. That does not work because you're in their world and they know the objection they're giving you better than you do. You have To convert it into the one that you want to handle where you're then going to have a thousand reframes lined up for how to handle that. It's very simple. It's scripted. I will show you guys exactly how to do it. Now let's move on in chapter two. In chapter two is now we know what to say, but now what matters is how we say it and the

things we can add on to make it even better. This is where we cover tonality, body language, verbal queuing, how to build rapport, How to handle different personality types because this is stuff that takes you from just reading a script like an average closer to one of the best. So let's start with tonality. First you have to understand there are four main tonalities. And the key to becoming great at tonalities understanding that body language is the remote control to your tone. For example, if I go, "What do you mean by that?" versus "What do you

mean by that?" Because my body Language is showing curiosity, my mind is like, "Oh, we're curious now." And then my voice shifts to match it as well. And so when it comes to mastering tonality, what you actually have to learn is body language because then it'll become natural for you. So let's go through the four. Number one, we have the casual tone. Now the key to understanding this is this is where you're going to be the majority of the call. And the reason why is because we Want the other person on the other end, the

prospect, to feel like we are confident, we are casual, we do not need them. We are there to help them like a professional. So here's how you do it. What you have to understand psychology is whenever we have our vital organs exposed, it signals to the people around us that we're safe, we don't feel threatened by anybody around us, therefore we are better than them. And so the key is you need to have your Vital organs exposed meaning like your chest and your stomach area. And so again, shoulders back is the easiest way to do

that. And the other key is have your hands visible at all times because again, subconsciously, when your hands are hidden like in your pockets, it's like, "Oh, does he have a knife? Is he going to pull out a gun and [ __ ] shoot me?" Again, you're on Zoom so obviously that's not going to happen, but that's the subconscious thought. It's not like a thing that they're thinking, "Oh, he's going to shoot me now. He's about to shoot me now." It's just subconscious. They feel threatened. So always have your hands visible, always have your vital

organs exposed. That is the easiest way to appear confident and casual. In case you're wondering, yes, I'm about to shoot you. Number two, we have the curious tone. Now the key to this is tilt your head and squint your eyes. So I gave the Example a second ago, "What do you mean?" That's nothing. If I go, "What do you mean?" Now I'm curious. You tilt your head and squint your eyes. Number three, we have skeptical. The key to this, lean back and scrunch your eyebrows. So if they tell me, "Oh well, we're only getting three

leads a month right now." Three leads a month? Now it's like, "Well, what the [ __ ] What's wrong with you?" You know what I Mean? So I'm making them think, "Oh, what you're doing now is terrible." Which usually it is cuz they usually don't know what the [ __ ] they're talking about, right? So skeptical, lean back, scrunch your eyebrows. And last but not least, we have concern {slash} empathy. The way you do this, lean in and raise your eyebrows. So if they're like, "Oh man, I mean, my kid like I wouldn't be able

to feed him, right? Like I wouldn't be able to feed him at all." "Oh, I'm Sorry to hear that, man." You lean in, raise your eyebrows. If you want a bonus as well, don't do it every time or it's going to feel really [ __ ] awkward, put your hand somewhere near your chest or your heart or somewhere near there. Right? So like, "Oh, I'm sorry to hear that, man." Now you might be wondering, "Well, where do I apply this stuff?" Let's go to the script briefly and I'm going to show you guys exactly where

to use specific ones. This is the closing Script obviously, but for the setting or closing it'll be the same. Right? At the beginning of the call and intent, whether it's a setting call or a closing call, all of intent is going to be very curious and casual. When you go into logical certainty, the first part, getting the root cause, what are they doing now, also very curious and casual. When you get into the do you like sequence and going into the problem, this is where you have to use a little Bit more of a skeptical

tone. The reason we use a skeptical tone is because after we're like, "Oh, do you like it?" They're like, "Yeah, yeah, I like it, whatever." "Oh, what do you like about it?" Now they're telling us, "Oh man, well I like this and this and that. My fitness regime it's really easy to follow or I'm very used to it." So now they've told us all these good things. Now when I go into, "Okay, that doesn't sound like it's going terrible then. I Guess is there anything you would you would change?" The reason we do it that

way is because it's like, "Well, you've just told me all these things that are going good. Like why the [ __ ] are we here?" That's the tonality. So it's like, "I doesn't sound like it's going terrible then. I guess is there anything you would change about either like X or Y like if you if you could though?" Because again, all I'm doing is I'm sounding a little bit Skeptical to make them naturally come to our rescue and be like, "No, no, it's because I have this problem." And now they're a lot more open. Now

in the probing section, it's going to be a mix of that skeptical and curious to get them to go deeper. Moving on to emotional certainty. Right here you're going to be extremely curious for most of the pre-handling until you get to the what shifted question. Remember? "So what shifted now That I guess has you looking for like more of like that advanced help like if the time kind of prevented you in the past." Right there, we need to be a little bit more challenged, a little bit more skeptical to once again make them come to

our rescue. "Oh well, now like I got a I got a raise at work so like now I can afford it." Right? And now they came to our rescue and we're able to pre-handle it. When you're going into you say and bolt And then you're going into future pacing on the positive side. "Oh, you could accomplish this and this would be amazing and everything else." You're going to use curious but you're going to add a bit of a variation. The variation is inflections. This is how we take tonality to the next level. If I want

to sound very positive, I need to use upward inflections. For example, I could go, "What and what would that mean, man? Like who who would you take on that Vacation?" It's still curious, tilting my head, squinting my eyes. "Who would you take on that vacation?" But it's an upward inflection. Versus if I'm curious but negative, which is what we're going to do in consequence, it's like, "And what would happen then?" It's very downwards. Right? My inflection is going down. It's negative. Versus if I want to sound positive, up. That should be pretty clear. Then when

we're going into The pitch, this is all just going to be extremely casual and extremely confident. It is as simple as that. Now when you master your tonality and body language, there's still one issue you're going to come across. And the issue is this. When you're that good, people just want to keep talking and they never want to [ __ ] stop. And so you need to learn how to control the conversation. We do that with verbal queuing and verbal pacing. This goes back to a Principle in psychology called mirroring. So what is mirroring? If

you've ever gone to a bar or some little cafe and you see a couple on their first date. You'll start to notice at the very beginning when they're awkward, they have no rapport, they're all over the place, she's looking at him like he's a pervert or something. And then after a little bit of time when they get into rapport and they start liking each other, you'll notice they Start copying what they do. For example, he'll start leaning in a little bit closer, you'll notice she leans leans in a little bit more if she likes him.

He'll start tapping his foot or gesturing a lot more, getting a lot more intense. She'll start doing the same thing cuz now they're in rapport so they start mirroring. This is exactly how you can control the pace and the way that your prospects talk. So how do you verbal queue? Step one, you have to Choose five filler words that you're most likely to use. So for example, for me it's like, "Yeah, oh, really, uh-huh, right." And then you're just going to use those five as the prospect is speaking at different speeds and different inflections to

make them feel certain ways and speak at a certain pace. So for example, if I want a prospect that just keeps rambling to start speaking faster, then I'll just be like, "Yeah, really, uh-huh. Okay, that Makes sense. Uh-huh. Right." And I'll just alternate between them and do it faster. Now if I want them to slow down and start speaking slower, I'll do it a lot slower. I'll be like, "Yeah, right, uh-huh. Okay, that makes sense." So it's slower and it's more spaced out because that's going to make them tell me more cuz it feels like,

"Oh, I'm not done talking. I Should keep talking." That's variation one is the speed in which you do it. Because going back to the mirroring example at the bar or the cafe or whatever, when you're doing that very very quickly for example, if I'm like, "Yeah, really, oh, right, uh-huh." then the prospect picks up on that and they're like, "I need to mirror that. I need to match that." So they start speaking faster as well. But the next level to that is changing manipulating Their emotions using inflections. For example, if I am future pacing somebody

on something that they want and they're like, "I could go on this vacation, get this dream house, do this, do this, do that." Then I'm like, "Really? Uh-huh. Jesus, man, that's amazing. I love that. Right." Like it's always upward and it's a very wispy sound. If I want them to feel negative emotion cuz I'm consequencing them for example, then it's like, "Oh, Really? I'm sorry to hear that, man." Uh-huh. That makes sense. So, it's the same verbal cues for the most part. It just goes downwards now to make them feel that negative emotion at a

deeper level. Think of how waves work and frequencies. If you have two frequencies, and again, this is physics, not to get too complicated on you guys. If you have two waves that are going at different lengths and they collide, They cancel each other out and they both go flat. That's no emotion. But, if you have two waves coming at the same frequency, when they hit each other, they double in size. So, that's your goal. They feel this emotion, you mirror them on that same emotion by again using these inflections to make it either positive or

negative. Their emotion is going to get even higher. So, they're going to feel even more positive emotion or even more negative emotion. That's How verbal queuing works. Now, the question I always get from here is like, "Well, Andress, okay. Now we've covered scripting, now we've covered tone and body language, now we've covered verbal queuing and verbal pacing. Now they won't stop [ __ ] talking. They just keep talking and they keep talking about the wrong things. How do I cut them off and how do I actually get the answers I need?" Because that's a common

thing, right? And that's when you Have to learn mirror Give me a second. I'll write it out. Give me a second. Be patient, you [ __ ] Mirror questions. That's when you have to master mirror questions. So, what is a mirror question? A mirror question is whenever you ask me the question and rather than give me the correct answer, they either skirt it whether it's intentional or they just don't understand the question so they give you The wrong answer. We'll cover how to handle both of those. And so, what you need to do is there's

two parts to the mirror question. Part one is the callout. The reason this is so important is because if somebody doesn't give you an answer and you don't call them out on it, what are they learning? That you're a [ __ ] They can not give you the answer and you'll just move on like nothing ever happened. So, you need to Call out the fact you didn't get an answer that way they can't do it again. That's step one. Then step two is you have to ask the same question in a different way. That way

they feel like you're not treating them like a toddler. However, you're still asking the question you needed to ask to get the answer you needed from the script. So, what's the formula for creating these questions and then I'll do some examples with you guys. You guys see the Most common places where you're going to need a mirror and what kind of mirror question you can use. The key to creating a good mirror question is figuring out number one, what were the answers I needed for my original question that I asked. For example, if I'm asking

a tangible question on a fitness offer, "What was your main intent behind even looking like possibly lose weight?" Like is it more kind of have more energy or like feeling better, More confidence? Like what for you? What answers can I get from that question? I could get, "Oh, I need to lose the weight faster." I could get, "Oh, well, I want to be more confident." "Oh, well, I want to be able to take my shirt off at the pool." These are all different answers I can get. So, then the second step, once I know the

answers I'm looking for from the question, is I have to create other questions that could give me that same answer. And it will Not always sound the same. It can sound completely different yet still give me the same answer. So, let's do some examples together. Going on to the script. Right here, let's imagine I'm selling a biz op, right? So, I'm helping people working on a 9-to-5 job get into high-ticket sales for example. And I ask them, "What was your main intent on looking at like possibly getting into high-ticket sales? Like what what are you

I guess really looking to get out of it?" And they're like, "Oh, well, man, I just really want to make more money." Which is probably going to be the most common answer. Then my experience question is going to be, "Well, what have you seen that I guess makes you feel like you you you don't have as much money as you'd like?" Right here, that's my experience. Now, what are some answers I can get from that question? I could get, "Oh, man, Well, I can't go on vacations." I could get, "Oh, well, I'm living paycheck to

paycheck." "Oh, well, I can't afford to buy a car." "I'm living with my parents and cannot move out." These are all examples of different things that we could get. So, now we have to ask ourselves, "What's another question I could ask to get these same answers?" And so again, what you're going to want to do is go through every question where you most commonly get interrupted by the Prospect or you don't get an answer and build these mirror questions for that. So, right now, let's think of a question that could give me this answer. One

example right now off the top of my head cuz I'm such a [ __ ] genius, right? No, because I already knew this [ __ ] >> [laughter] >> I could ask them, "Well, you making more money, man. Like what would that I guess really allow you to do that that maybe you you you can't do now?" So, what answers can I get from that? Well, I can't go on vacations. I can't afford to buy a car. I'm living paycheck to paycheck. Can't move out. Living paycheck to paycheck. Can't do XYZ, whatever else they can't

[ __ ] do, right? This gives me all the answers I need from a completely different question. Does the question sound the same? No, but does it give me the same answers? Yes. So, it is a perfect mirror question. So, now in a role play Scenario, going back to the two steps, if I ask somebody, "What have you seen that makes you feel like you're not making as much money as you'd like?" And they're like, "Oh, man, well, I I don't know. Like I'm I I just I just want to make more money." Does that

give me an experience? No, cuz it is in the past? No. So, I got to do a mirror cuz I didn't get the answer. So, what's step one? The callout. "No, no, man. Sorry, that that wasn't what I meant to ask. Maybe I wasn't being very clear." Callout. Then step two. "What I meant to ask is you making more money, what would that I guess really allow you to do that that maybe you can't do now?" "Oh, well, man, I could go on vacations." Great. Now I got my answer. Let's do one more example together.

If I go to the closing script again, let's go down to I don't know, emotional certainty, future pacing. If I ask Somebody, "Well, let's say there was a way of possibly helping you with like actually losing those 50 lb so you'd like be in better shape, have more energy, all that jazz. What would like tangibly be I guess different for you like like at that point?" So, now let's do the exercise again together. If I see what are different answers they could give me to that? Well, they could be like number one, I could I

don't Know, play sports with my kids. I keep using this example. I would be more productive at work. I could be a better role model for people around me, my family, etc. These are all examples of answers I could get from that question. So, now let's think together of another question I could use to get those exact same answers. Just one that I'm thinking about right now is I could ask something as simple as, "Well, you actually like losing those 50 lb? Like how how would that even impact I guess like other areas of your

life?" Is it a different question? Yes. Does it still give me these answers? I can play sports with my kids, I'd be more productive at work, better role model? Yes, absolutely. Because that's all we're really asking at the end of the day. And so now once again in a role play scenario, if I say, "Let's say there was a way of like actually Possibly helping you with like losing the 50 lb so you could like have more energy, get in better shape, all that jazz. What would tangibly be I guess like like different for you

at that point?" And they say, "Oh, well, I don't know, man. Like I I would lose the weight, you know what I mean? Like that's it's really the number for me." Then I have to step one, call it out. "No, no, sorry, man. I I don't think you understood what I was saying. What I Meant to ask is" and then I ask the mirror question. "Like you actually losing those 50 lb, how would that impact like like other aspects of your life though?" Just to see if I could even help. Now, it's very hard for

them to [ __ ] me again because again, I called them out respectfully for not giving me an answer and I asked them the same question but in a different way. So, now they feel compelled to give me that answer. The Only thing that can change how we approach this and this will take us to number five is the personality type. Let me draw this out for you. On every sales call, there is a buying pocket in terms of the mental state in which the prospect is in. On top of this is an alpha personality,

otherwise known as an A type. Underneath it is the beta personality. These are the people who have no sense of self-confidence. They Get on there like, "Oh, my life's ruined. I don't know what the [ __ ] I'm doing. I'm useless." Right? Those are beta personalities. Now, they're both bad and here's the reason why. An alpha is too confident that they feel like they don't need your help. A beta on the other hand is too unconfident that even if they think buying is the right decision to make, they don't even trust themselves to know what

the [ __ ] a right decision is. So, they can never be like, "Oh, I think this is going to work. I'm going to do it." Because they don't even trust themselves to know. And so, there's a pocket in the middle where if they're a beta, you have to build them up into that pocket and if they are an alpha, you have to tear them down into that pocket. Because right there is where you want them in order for them to buy. Let's start off with the beta personality type. This is where we get a

Little bit more into identity framing. With a beta, you have to build them up and the best way to build them up is with their identity. Because if they believe in their core as a person, "I am this kind of confident person or successful person or a good father or a good business owner or a good employer," they're going to start acting like that person. As an example, if I am future pacing somebody and they are like, "Oh, man, I mean, I could take care of my Kids better, I'd have more money, we could go

on more family vacations." "Oh, man, I really appreciate that. Like it shows it shows you're a great father." What does that do? "I'm a great father? I'm a great father? Holy [ __ ] I'm a great father." Great. Now I've built them up. If I'm speaking to a business owner and I'm future pacing them and they're like, "Oh my god, man. Like I would be able to pay my employees more. Like all my sales reps would be making 10K a month for example." "I I really appreciate that, man. It shows you're a great employer." "I'm

a good I'm a great employer? I'm a good Same [ __ ] right?" Builds them up. Now, there other places in the call that you can do this. For example, at the beginning of a call, if you're ask somebody, "What's your main intent behind looking I guess like possibly even getting into high-ticket sales? Like what are you I guess looking to get out of it?" And they're like, "Oh, man, well, I just really want to be able to quit my job cuz I feel like everything's been going terribly and I'm just so defeated and everything

sucks." Then you go like, "And kudos to you, man, for actually having the courage to do something." Cuz a lot of people, you know what I mean? They're all hard-headed and they're like, "You know what? I hate my job. I've been doing it for 20 years, but I'm just going to keep doing it and hope it gets better." Right? And obviously it doesn't. So, kudos to you for actually being like the kind of courageous person who actually does something about it. What did I just do? I just built them up to being a courageous person,

an identity frame on them. I showed this up for you guys. This is the structure of how to reinforce somebody's identity that you can do every single time. Kudos to you for being XYZ. Most people are bad thing, so kudos for being Y. I'll Give you another example. On a fitness offer, if I have a dad tell me, "Yeah, man, I want to get in better shape because I want to be a better role model for my kids." "Well, kudos to you for being a great father, man, cuz a lot of people, you know what

I mean? They're just really hard-headed and they're like, "You know what? I have kids, I have family, I don't have time to get in shape." Right? And then Obviously nothing ever happens because of it and they're not the best role model. So, kudos to you for actually like being that great father for them. Again, what did I do? I just reinforced their identity and I threw stones at the bad people, the people I don't want them to be like, which in this case are the people who use their kids as an excuse to not get

in shape or not buy the program. So, that's beta. Now, how can we tear down an alpha? This is actually Much much easier because you can deflate them in like 2 seconds. As an example, if I'm on a sales call and somebody tells me, "Oh yeah, man. I mean, we're doing a million a month. Like we're doing great." I'll just go, "A million a week? Jesus, man. You guys are crushing it." And now what is he going to do? Correct me. No, no, a million a month. And he deflates. Because he assumes that means they're

usually working with people who are Doing a million dollars a week. And so now all of a sudden he went from thinking he's the big dog looking down on you, talking down on you, to oh [ __ ] I'm the little kid in the [ __ ] corner looking up to you because you're usually working with people way above me. So, you just completely destroyed his mentality around who has the most status in the conversation. That's an easy one you can do. If it's fitness and they're like, "Oh, I'm doing great, man. I'm Losing 10

pounds a month." 10 10 pounds a week? Jesus, man. It's like [ __ ] crazy. You never heard those numbers. No, no, a month. Oh, oh, I'm I'm I'm sorry. And then you move on to the next question. Again, you'll watch them deflate. The second easiest one to do, any number or statistic they give you, you can do this. If they say, "Oh man, we're getting five leads a month." And they're super Proud of it. Like, "Oh, we're doing five leads a month, man. Everything's amazing." Oh, only five? Why Why so low? Remember, skeptical tonality.

What? Why so low? And again, you'll watch them deflate because you're changing their expectations of what's good or bad. And so that's going to, once again, put them down into the middle, into the buying pocket where they respect you much more. Now, let's get into section three, objection handling. And I'll give you Guys a sneak peek. No, don't screenshot, you [ __ ] idiot. I'm going to show you in a second. What you have to understand about objection handling is that most people try and handle the objections the prospect give them. That's a mistake. Because

if you're constantly trying to handle the objections, they're just going to give you a new one. Now you're in their world. They're the ones controlling the conversation of what happens. Because they know the next Objection they're going to give you a better than you do. Sorry to break it to you. But instead, what the best objection handlers and sales people do is they convert the objections they get into the ones that they want to handle. Because if they know that every single time they're going to convert any objection they get into one objection, now they

can line up a thousand reframes for that one objection, and now the prospect is in their world. They're in control. So, in this section I'm going to show you guys a reframe for every single objection and then how to convert them into the one that you want to handle. That way you're always in control of the conversation and you're able to close a lot more. So, to start off, no matter the objection you get, you're always going to push it to money logistical. Here's why. A lot of people think, "Oh, I'm just going to handle

the objection I get." No. Any objection, Whether it's partner, or time, whatever, has something to do with the money. Partner, for example, if the thing was free, would they still have to ask their wife? Well, no, obviously not. So, there's some factor of money involved. And so what we want to do is get money out of the way to begin with, that way we know everything they're telling us is actually real and not just something that their mind made up. So, here's how you cover it. Whenever they give the Objection, you just go, "Hey, not

a problem, man. Money aside for a second, like if I gave you a duffel bag with the full 10,000 for the program, would you actually do it?" They go, "Oh yeah, of course I would do it." Well, why though? Just so I understand. Oh, because I mean, with everything you've covered and the coaching, etc., like I feel like it would really help me. Yeah, because like you you having that coaching, I guess, and like the guidance and everything Else. What do you feel that would do for you like like more personally with that? Oh, well,

man. I feel like it would change everything. Like I would start actually making the money I want to make. I'd be able to retire myself a lot earlier. Like I feel like I'll just enjoy life a lot more. Now I have removed the value objection out of the equation. They've agreed it's not value. So, now I can tackle it head-on. So, is it just the initial investment of the $10,000 or if there was a way to possibly break it up, would that make it a bit more digestible like financially for you? Now, almost every time

they're going to say, "Yes, that would make it way better." No no, not a problem, man. Cash on hand and business expenses aside, what do you have saved up? Just to see if I can help. Oh, well, I have $3,000 saved up. Now, in basis of whatever they tell you, you need to create some kind of payment plan that Would match their budgetary constraints. The key is before we ask for the sale again, we need to get them to agree this works within my budgetary constraints. So, after I put together a payment plan, for example,

if I were to go, "Well, we don't usually do this. What I could do for you though, we could split it up into four payments, I guess, of 2.5 grand a month, split every 30 days. That way you're actually able to start learning the skills and it kind of pays For itself over time. Would that work within your budgetary constraints?" And now after they agree yes, now logistics are out of the way. So, they cannot fall back on logistics and now we're able to tackle fear head-on if they give me another objection. And so again,

once they've agreed it works within budgetary constraints, then you just go, "Okay, so with the understanding that you feel it actually get you to that goal of like the 50K a month, having the financial Freedom, being able to travel, etc., and obviously that it works within budgetary constraints, how would you like to proceed?" And so again, now we ticked off, they give us whatever objection, we ticked off it's not money, it's not value, logistically it works, how do you want to proceed? And so now there's two options that can happen. Number one, they say yes

and they buy. Or number two, they give us another objection. Now, if they give us another objection, It can either be, and I'll zoom out for a second, logistical, meaning either time or partner, or it can be fear-based, in which case you're going to go straight into the fear. Let's go through time and partner first, the other logistical objections. If they say, "Oh man, I mean, it it sounds really good. It's just that like I I just really don't have the time right now." Then we just go, "Well, time aside, man. Like if you did

have the time, would you actually do it? Like do you actually feel like it would get you to that goal of like the 50K a month?" They say, "Yeah, yeah. If I I feel like it would." Well, why though? Like what do you feel would really help you the most? Oh, well, I mean, I feel like specifically having like the coaching, the guidance would really really help me. Yeah, because you having that, like what do you feel like that would do for you like Even more personally? Oh, well, man. I mean, I really feel like

it it would be a game-changer for me. Like I would be able to change my whole life around this and this and that. Whatever answer they give you, again, all we're doing is getting value out of the way again. Even though they already give us those answers in money, we're going to ask it again. Because the way that the brain works psychologically is through orders, as lenses in which it Makes decisions. And so we need to bring the fact the value is there to the front of their mind before reframing the time again. So, after

we get value out of the way, then we go, "Well, [ __ ] make a suggestion, man. Because really in this world there's two kinds of people. There's the guy who goes, 'You know what? I have a family, I have kids, I have my job, I can't find a way to make more money.' But then there's a second guy who goes, 'No, no. You know what? Because I have my family and I have my kids and I have my job and everything else, that's why I need to learn how to make more money and learn

skills. That way I can even have more time to spend with them in the future.' Because that's really what matters to you at the end of the day, right? Or you could ask them the question is, I mean, which of those two people do you want to be? Right? No matter what, they're going to agree, yeah, I want to be the second guy, etc., Right? And then you push back. And why? Because like you don't have to, man. Oh, because I mean, my family's more important than anything. Like I want to make money, I want

to be able there to support them and everything else. They're more important than anything in this world. Because what do you think would happen if you didn't, man? Like if you decided to be that first guy who's just like, no, they're the reason Why I can't be successful. You know what I mean? What do you think would happen then? Oh, well, I mean, man. Like nothing would really change. I wouldn't be making the money I want to make. We wouldn't be able to go on those vacations and everything else. Again, are you actually willing to

like like like settle for that? Well, no, definitely not, man. Okay, so in your eyes, like what decision do you feel like you have to make to put yourself in The best possible position to actually learn the skills to make more money that way you're able to provide better for your family. Because that's all you want at the end of the day. And right there, again, this is a tree. There's two things that can happen. Number one, close sale. Number two, they go, "Ah, like that makes sense. It's just that XYZ fear objection." Right? And

as soon as they give that to you, then once again, you're going to go into fear and I'll go over that in a second. And I want to make a note here because this is the first reframe I show you guys. I'm going to show you guys the structure of how a reframe actually works. Let's go over to the whiteboard. Number one is the frame. That's where I go like there's two types of people or if you see me like having to say that words of power, that's the frame. Step two is the push back.

This is where I make them defend the Frame. So, that's where I go, "And why? Because like you don't have to be, man. You don't have to be that kind of person." Right? Because I'm making them defend, "Oh, this is true. I want to be the second guy." Or oh, "This is true. It's my responsibility." So, I'm pushing back to make them defend it, right? Number three is the consequence. The reason this is so important, in psychology there's a thing called leverage. You need leverage to change Anything. People say, "Oh, I was in a toxic

relationship for a year and then I got out of it. It took me a year to quit." No, it didn't take them a year to quit. It took them a year to finally be like, "I [ __ ] had enough. I'm ending this now. Never again. I'm never going back." Because they finally got enough leverage. Something happened in a moment where there's so much pain, she said something, she did something to them and they're like, "I quit. I'm never going Back." Right? Because they finally got enough leverage. It's the same thing you do to change

any belief or anything in sales in the conversation. You want them to change their mindset? You want them to change the current frame that they're in? Well, you need to get enough leverage to do that. You need to get them to understand, well, if I keep having the same mentality that I have now, it's going to cause me all this pain. Because then getting them to Change it is going to be easy. But if you don't do that, it's going to be a piece of work. It's going to be difficult. Right? So, we need to

get leverage. And the way we do that is with the consequence. So, that's where we go, "Because what do you think happens if you don't, man? Like if you decide to be that first guy and you use your kids as the reason for why you can't be successful and you don't have enough time to make more money and learn Skills?" Oh, well, I mean, I wouldn't be the role model I want to be. I wouldn't be this. I wouldn't be that. That's the consequence. And then step four is the CTA, the commitment to change. I

am finally going to do something about this. Now, there are a couple versions of a CTA. It could be a commitment to changing a mentality, right? It could be a commitment to changing an identity. It could be a commitment to buying. So, an Example of identity, and I'll show you guys this a little bit later on, would be like, "So, which of those two kind of people do you want to be? Do you want to be this guy or do you want to be that guy?" I want to be that guy. That's a CTA. Another

example of a CTA could be, again, getting them to buy. It could be like, "So, what decision do you feel like you need to make, man, to put yourself in the best possible position so when your head hits that pillow Tonight, you know you did everything in your power to get to that 50k a month goal. So again, this is a structure of a reframe. So that being said, let's go back to the objection handling board, right? After this, again, we've just gotten them either back into fear or they've now bought it. Now the third

logistical objection you can get is partner. This one's very very interesting. I'll show you guys how to do it. Number one, you should notice the Pattern, get value out of the way and get them to agree, yeah, the value is there. So we go, partner assignment, like if she was on board and she was like, "Honey, you have to This is amazing. Like, would you actually do it? Like do you actually feel like it will get you to that goal of like the 50k a month?" Oh, well yeah, of course I do. Well, why though?

Like just so I understand. Oh, because I mean like with the guidance and the mentoring and Everything else, I feel like it's going to be super helpful. Cuz what would I do for you personally? Again, wait for them to answer, make them defend it. Then we just go, okay, so out of curiosity, man, what happens if you go to her and you're like, "Honey, you know, we need to do this. Like this is going to change everything." And she says no. Like would you kind of like do it anyways or would you just kind of

like give up on getting to that 50k a month Goal and like really learning the skills? Now regardless of what they say, if they say I wouldn't do it, move on to the frame, which I'll cover in a second. They say I would do it anyways, you say, "Well, why would you?" Right? And wait for them to be like, "Oh, because it's important enough to me, etc." Make them defend it and then regardless, again, you're going to go into the frame. So again, this is the first step of a reframe. We're going to The frame

now. Have you heard, man, if I can make a suggestion, the saying like, "Heavy is the head that wears the crown?" The idea of it, man, is like the weight of the crown isn't the crown itself. The weight of the crown is the decisions you make when you have that crown on. Because like back in the day, the king, he was the one sending an army this way, starting a war this way. He was responsible for hundreds of thousands of Lives. Because as the king, it would not be fair to put the burden of that

responsibility on anybody but himself. Because for you, for example, man, who's going to be the one actually going through the training, like learning the skill sets, getting into sales, collecting the commission, collecting the payments? Is that going to be you or is it going to be your wife, between you and I, cuz I want to help you? Oh, it's going to be me. So whose responsibility Is it to really put you in the best possible position to learn that skill, that way you're actually effective on those calls and those conversations? Oh, it's it's it's my

it's it's my responsibility. Okay, so then the same way as the king, do you think it would actually be fair to like put the weight of that responsibility on anybody but yourself, whether it's your dog, your wife, your tree, whoever? You're like, "Oh, well no, obviously it wouldn't be Fair." Well, why not though? Again, what am I doing now? I'm getting them to defend, I'm pushing back to get them to defend their new mentality, my frame, right? Now they go, "Oh, no, well because like man, I'm the man of the household, like I need to

provide, I need to be the guy, right? I have the best context." And then once again, go into the consequence. Cuz what do you think happens if you aren't? Like what do you think happens if You take that responsibility, that burden that you have and you put it on anybody but yourself, whether it's your dog, your tree, your wife, whoever, that doesn't have as much context about the situation? Oh, well I mean they wouldn't be able to make as good of a decision, like they're not the ones taking the calls, so they're not as educated.

And so what do you think would happen to your career then? Oh, well I mean I wouldn't make a lot of sales, like I would just kind of stay stuck in my job, etc. Again, we're in the consequence, then commitment to change. And are you actually willing to like like settle for that? Well no, no, I'm not willing to settle for that, man. So what decision do you feel like you need to make to put yourself in the best possible position to get to that 50k a month, start making the commission you want to make,

start Making the sales you want to make and be able to quit that 9-to-5 job? Oh, well I feel like I have to buy. Great. Now we've taken them through that whole process of the reframe, right? And now the responsibility of partner is done. The only thing that will come up sometimes here, and I get this question asked a lot, is where they're like, "Well, Andres, I did the reframe, they agreed to everything, but then they still told me I just still need to speak To my partner." Here's the key though. You now handled the

logistics of the objection. The logistics is them agreeing, "Oh, well it's my responsibility." Once they agree it's my responsibility, anything they tell you after that of still needing to speak to their partner is purely fear. And so you can just go straight into fear objection handling if they tell it to you again, right? So from here there's really only two paths that can Happen. Number one, they're like, "You know what? Let's do it." Close sale. Or number two, again, they go, "I agree, man, it's just that objection objection objection fear fear fear fear fear." And

then you go into fear. So now let's cover how to handle fear. So now let's get into fear, what you've all been waiting for, and how to convert objections into the one you want to handle. Let's go over here. So the key, and again, this is the frame pushback consequence CTA structure, the key is as soon as you get a fear objection, you go into what's called an agreeance statement. An agreeance statement is this. It's a statement that cannot be disagreed with, so it is an absolute truth that also converts them. For example, if I'm

on a sales call and somebody tells me, "Oh, man, it's just it's just way too risky." And I go, "Well, that makes sense, man, because like ultimately what you're seeking is like like certainty, right? Like you'll actually get the result, you'll be good, you'll be able to take care of your people, all that jazz." And they go, "Yes." What was their original objection? It's too risky. What's their new objection? A lack of certainty. Well, guess what? I have a thousand [ __ ] certainty reframes lined up in the back, so I'm Going to beat them

every single time now. Versus if I tried handling the risk objection, I am now in their world. And so it makes it a lot harder for me. The reason this is so powerful is because if somebody had absolute certainty in something, they would buy it. Like there's no other option. If you had absolute certainty in something, you would buy it. So any objection they give To some degree is attributed to a lack of certainty. Another example, this isn't the one I use, but this is like Matt Ryder, our CEO, and Yash, my business partner, they

both use this one, is perspective. Yeah, that makes sense, man, because like we all make decisions based on our perspective, right? Nobody can disagree with this. You always make decisions based on your perspective. Now, the reframes I come after that is getting them to see that The current way they're making decisions is what led them to their current situation. And so in order to change the results they get, they need to change the way that they make decisions. Which again, cannot be disagreed with. And as soon as they agree to your agreeance statement, which they

will, cuz that's what it's called a [ __ ] agreeance statement, then you go into your four frames. Now, if it's perspective, these are the four perspective frames. Island, What's riskier, fat person, $4,000. Now for me, I use certainty, so those are the ones I'm going to cover right now. I don't have time to go through all of them, cuz that alone would take like an hour, but I'll walk you guys through one so you see how it actually works and how to implement it. Let's say I'm selling a biz op and the person goes,

"Oh, well man, it's just way too risky." Well, that makes sense, man, because like ultimately what you're seeking is like Certainty, right? Like you'll actually get the result, like you'll be good, you'll be able to take care of your people, your family, all that jazz. Is that right? They're like, "Well yeah, yeah, of course, right?" I'm like, "Well, the interesting thing about certainty, right, is that like everybody wants it, but nobody can have it. Cuz there are no guarantees in life except for death and taxes. It's kind of like this. If I have a McDonald's

Worker, right, who they make two grand a month every single month, it's deposited in their bank account, no delays, no nothing, they just got to go to work, do the same thing every single day. Do you think that's somebody who's after uncertainty and adventure and happiness or somebody who's just after certainty and safety and security? They're like, "Oh, well obviously somebody who's after safety, right?" And on the other end, if I have somebody Who's an entrepreneur, they do what the 0.1% of people do, they take massive risk, they get the payoff because of it. Do

you think that's somebody who's after certainty and safety and security or maybe a little adventure? And actually being like, "I want to take a shot on myself." They're always going to be like, "Oh, well obviously they're the one who's after adventure and uncertainty." Yeah, because can you see how, man, like you Making your decisions based off seeking certainty could have been what put you in this position where you've been working this job for the past 7 years, not actually enjoying it? Oh, I mean yeah, I guess I can see that. So in your eyes, like

what do you think happens if you keep using that same way of making decisions of seeking certainty in things before doing them for the next 2 Days, 2 weeks, 2 months, even 2 years, man? Oh, well I mean my life would be terrible, like I wouldn't feel like I was growing at all, like I wouldn't be able to actually achieve that freedom and take my family on the vacations. Okay, and is that something you're willing to like like like settle for? Oh, well no, obviously not. Okay, so what decision do you feel like you need

to make, man, out of uncertainty To put you in the best possible positions when your head hits that pillow tonight, you know you did everything in your power to get to that 50k a month goal so you can travel and have that freedom with your family? Now here, they can either go, "Oh, well I need to buy I need to do it." And great, now you made the sale. Or they go, "Yeah, man, you're right, it it's it's just that more fear, and then I go into my second Reframe, right? Which again, these are the

perspective ones. If you're using certainty, you're still going to go into what's riskier, but then the other ones are different. Again, if you want to see the certainty ones, go to the group in the description. It's completely free. Notice that I literally just follow the structure, frame, there are two kinds of people, McDonald's worker, entrepreneur, pushback, can you see how that way of thinking put you in this position, Consequence, what happens if you keep using that way of thinking, CTA, what decision do you feel like you need to make to do blah blah blah, and

then they're like, "Oh, well I need to do it." It is the exact same structure. And then after that, if you do the four frames and they still have not bought, you do an apology and you leave the call. And this has confused a lot of people, but the reason why is because If you don't reframe them after four reframes, chances are if you don't close them, you're going to have to be there for another hour, and that's just to be able to get a little payment plan. Versus if you're a top performing sales rep,

in that extra hour, you could have gone to the dialer, started making outbound dials until you found a prospect who was a lot more probably a lot more financially qualified and then potentially gone to piff off of it Without having to scrape, claw, and [ __ ] tooth to get a thousand dollars. And so this is a lot more productive of a thing to do. And so again, after the four frames, pipeline the person, apologize, you just go, "You know what, man, I'm I'm really sorry. Today I failed you because I know that it would

have been the best thing for you for you to do this, but I wasn't able to get you to overcome that fear, and I know you're Going to suffer because of it. And so I genuinely I I want to apologize for that, and in the future I hope I can help you as well." That way you leave the door open and you're leaving it on a good note, because the last thing that happens is the thing that they're going to remember the most, and then potentially in the future you can get them, but even if

not, get back on the [ __ ] dialer, make more calls, and hopefully you'll make another sale. After apology, you just end the call, and that's the end. So just to summarize objections before we go into the next part, going back to the very beginning, we start with money logistical, then if they give us another logistical objection, time or partner, we go go it, we handle all the logistics, then they're either going to have bought or given us a fear objection, we go into an agreement statement to get on the same side of the table,

get them to agree to A concept that we can mutually agree on that I have a lot of reframes lined up to handle, and then we go into our four frames. These are going to be different depending on obviously if you're doing certainty or perspective or maybe some other one you came up with. Then, if you close them, perfect. If you don't, apologize and the call. Now, let's get into section four. Now, section four is all about identity, and this is so important Because this is the foundation and deepest level of manipulation. Sigmund Freud, even

the most famous psychologist of all time, also a pedophile, he had this quote and it was "The strongest power in the human conscious is acting in accordance with who we believe we are." For example, if you take somebody who thinks they are the most honest person in the world, "I never do anything wrong. Everything I do is perfect." Is that person going to go Tomorrow and take a 12-gauge shotgun and shoot somebody in the head? No, cuz it's not who they believe they are. They think they're the most honest person in the world. If I

have somebody who thinks they're the most dishonest person in the world, "I don't help anybody ever. I just hurt people. That's all I do. I'm a terrible person." Is that person going to go help a grandma walk across the street tomorrow? No, probably not. Not very likely cuz it's not who they think They are. But, the exact same way, if one of those two people fell into a [ __ ] coma and somehow woke up and genuinely inside of them believed, "I am the other person." So, the honest person believes, "I'm the most dishonest person

in the world." That person isn't going to be helping grandmas cross the street either because it's who they believe they are at a foundational level in their mind. And so, the most powerful thing you can do Is change who somebody believes they are on a call. One thing that so many sales trainers get completely wrong and it pisses me the [ __ ] off is they talk about pre-handling as being the key. "Oh, you have to ask this question to pre-handle this objection." No matter what, if somebody is spending $30,000 at the end of a

call or $50,000 at the end of the call, they're going to have fear. Like, yeah, you can try and pre-handle money, Whatever it is. They're going to have some fear though, and so they're still going to have hesitation. You're going to have to overcome the objections anyways. The key though is what's a lot more powerful than trying to pre-handle a person's objections is to change who they are as a person to where they would never have objections to begin with. And that's why you have to change their identity. Now, there are two variations of using

identity. I'm going to walk you Guys through both of them right now. Number one, you have present / past. And number two, you have future. And this is where you're using a lot more leverage. So, let me explain how to use both of them. Number one, present and past. This is very similar to what we were talking about earlier about getting a person alpha personality into the middle of beta personality into The middle, except at a much deeper level. There are a couple of main identities you want to put onto somebody and make them believe

that they are. Number one is intelligent. Number two is bold. I'm not writing the whole thing. Number three is courageous. Now, bold and courageous is very self-explanatory. Sometimes I'll get people who ask me, "Well, Andres, why do I want to make them feel intelligent? Doesn't that make them think that they're too smart?" It's actually the opposite. It's the exact same as with the beta concept where if somebody believes, "I'm a [ __ ] idiot. I'm useless. I might as well shoot myself." That's not a person who's going to trust themselves to buy it because they

could think that what you're selling is the best possible thing in the entire world. They could think it's The most helpful thing, but they don't even trust themselves to know what a good decision it is. So, how are they going to have enough trust to buy something, much less spend $10,000? And so, instead, I want them to feel like they are intelligent and intelligent for buying. That's why I'm building the gap and doing everything. I want them to feel like the intelligent thing to do is to buy and trust that they are smart enough To

make that decision. And then, bold and courageous is obviously because I want them to feel courage if I want them to spend 10, 20, $30,000. So, that's pretty self-explanatory. Now, there are two main ways to get people to buy into these, right? Number one is going to be very casual. Number two is more pre-planned. I'll show you guys how to do that as well. I'll just write P. Now, the casual ones is this is where you got to be very smart about it and you got to Be present in the conversation with the prospect. What

I mean by present is a lot of people, they memorize their script, they kind of know it, but they're still having to think in the call about what their next question is going to be, and so they're never able to fully focus. If you internalize a script, and what I mean by internalize is if I tell you right now, "What is the third question in logical certainty? What caused you to do XYZ?" I know that Immediately. It's [ __ ] burned into my mind. If you had to think for even half a second, it's not

internalized at all. And so, you need to get it to a point where you don't have to think by your script ever because then you're fully able to focus on who? On the prospect. And so, for example, the way that you do this casually is that if somebody on a sales call, they're like, "Oh, well, I've seen other people trying to use marketing and ads and stuff and it Seemed to work well for them, so I'll give it a shot, too." Oh, that's really smart of you. You see what I just did? I seeded in

that's very smart of you. What is that? Intelligence. So, I'm just seeding this in. This all goes into their subconscious mind. This isn't a conscious thing of them thinking, "Holy [ __ ] I'm smart." No, it's a subconscious thing, right? Another example, they say, "Oh, well, man, I quit my 9-to-5 job and so I really need To make a business work. I need to find a way to make money." Oh, that's really courageous of you. Again, it's very subtle, and I go right into my next question. "Oh, that's really courageous of you." And and but

by the way, when you when you said XYZ, and I just go right into my question. Literally the exact same thing. It is that simple. And so, all I'm doing is I'm reinforcing these three main identities. Now, to be clear, there are a lot of ones that you Can add on top of this. These are just the three that will apply to any offer, any situation. Some other ones that you can add is you could add, for example, if they are a father, then you need to use their family as leverage, which is always a

great idea. That sounds [ __ ] up, but it's not cuz you're helping them and their family at the same time. It's the reality of the situation, right? If I want to use their family as leverage, then I can go, "Oh, that that I I can Tell you're a great father." Right? And again, it's very very casual. It's seeded into the conversation, and then at the end when I pitch them, if they think that buying is going to help them make more money and therefore help their kids, they're more likely to do it because you

reinforced identity of being a good father. Another example, you could do it for an employer, right? For example, somebody's running a business, I think I gave this example earlier, Somebody's running a business, they want to take care of their employees and they're like, "Oh, well, man, I really want to be able to pay them more." I can tell you're a good employer, man. Phenomenal. Fantastic. Right? Again, I'm reinforcing that identity. So, if at the end of the call they think by buying this it's going to allow them to make more money for the business, pay

their employees more, now they're going to do it because you Reinforced identity of being a good father. Now, let's move on to So, this is where it gets really interesting cuz this is where you can start using word tracks that are extremely good. I just wrote this for you guys again. This is the simplest word track. I use this almost every call. It is phenomenal. "Kudos to you for being XYZ kind of person. Most people are the opposite, so kudos to you for being Y." Somebody says, "Oh, well, I quit my job, man, Because I

really want to make this business work, etc." Well, kudos to you, man, for being really courageous cuz a lot of people, you'll know what I mean, they're really hard-headed and they're just like, "I hate this job. It's the worst thing I've ever happened, but I'm going to do it for another 20 years and hope it gets better." And obviously, it never does. So, kudos to you for like actually being courageous. It sh- it shows you can. That's a very powerful way to reinforce that identity of being courageous, right? Now, they're going to want to stick

to that. So, I'd recommend if you're at this level in sales, start writing out what are a couple of these that apply to your offer. If you're a little bit more advanced, you know that every single offer has a couple of avatars you're going to see every single time. I'll list some randomly. If I'm selling a crypto offer, teaching people How to get better at crypto, well, what are going to be my main avatars? I'm going to have the guy who's already trading crypto, wants to get better at it. I'm going to have an investor

who has other investments, but nothing in crypto, wants to diversify. I'm going to have a student who doesn't have any job, doesn't have any money. I'm going to have somebody who's working a 9-to-5 job, and I'm going to have somebody who's unemployed. Those are going to be My main avatars. And so, if I know that those are my main ones, then I can build something like this for each of those five avatars to use towards the beginning of the call. Again, I want to create a repeatable system, and that's the easiest way to do it.

So, that's how you reinforce identities for past and present, meaning things that are now or things that have happened in the past and labeling them with an identity and basis of that. Now, number two, we have Future. And this is where, in some people's eyes, it can get extremely manipulative, but it's also the most powerful. And so, this is where you have to use your good judgment as a human being and do the right thing for the person. This will mainly apply to the future pace in the consequence sections of emotional certainty, if you remember.

This is where it's going to mainly apply to. Let's say I ask somebody, "And what if you don't, man? What happens if you continue on the same trajectory, gaining this weight, losing your energy, not able to play sports with your kids for the next 2 days, 2 weeks, 2 months, even 2 years, man? Like, what would happen at that point?" They say, "Oh, well, man, I wouldn't be able to like spend as much time with my son." "And what would happen then?" "Oh, well, I feel like our relationship wouldn't be as strong anymore." This is

where you can add the identity piece. A- and I want to be clear on it. I'm not saying this is you, right? Because like I want the best for you. Who do you think that could even make you as a father? Like, knowing there's something you could have done about it, but looking back 5 years from now and being like, "I didn't do anything and because of that our relationship suffered." Now, he's Going to say, "Oh, well, I'd be a worse father." That's more important to him. That's more dangerous and risky to him than losing

five grand. And so, he's going to buy every single time. You can also see why it's so manipulative and dangerous though. Another example, if I'm selling a biz op and I'm like, "And what if you don't, man? Like, what happens if you continue on the same trajectory where you're working this job You don't really enjoy and you feel like you don't have any passion and like purpose in life for the next 2 days, 2 weeks, 2 months, even 2 years, man?" Like, what do you think happens then? And they're like, "Oh, man, I mean, I'd

feel like I'm I'm trapped. Like, I'm I'm in a cage. I'm in a box. I don't really have any freedom and like at the end of my life I feel like I I did nothing." A- and again, I I don't want to say this is you. Again, whenever you say, "I don't want to say this is you," what does it imply? Well, this kind of is you, right? I don't want to say this is you, right? Because I want the best for you, but who do you think that would make you as a person? Like,

if you knew you had the opportunity 5 years from now looking back, "I could have changed that. I could have made something. I could have Made money, but I chose not to. And now I'm living this life of unfulfillment, trapped in a cage because of it." Who do you think that would make you as a person? Oh, well, man, it like a really lazy person, like not really worth anything. Again, them being a lazy person not worth anything is a lot more risky and a lot more dangerous Than wasting five grand. So, they're going to

act because of that. So, once again, this is covering the future negative side. So, it's covering the negative side, which is a consequence. You can also do the same to reinforce a positive side in the future. Going back to the script, I'll give you another example. Let's say there was a way of possibly helping you like really losing those 50 lb so you Could have more energy and everything else. What would it is like tangibly be different for you like like at that point? Oh, well, I mean, I could take my family on like way

more vacations. Oh, where would you go on vacation on? Oh, well, I want to go to Cancun. Where would you stay at? All the normal stuff for future pacing, right? And then you could ask them something like and who do you feel like that would make you as a person? Like Being the guy who actually took the opportunity, gave it a shot, bet on himself. And is now able to provide for the family because of that. Oh, well, I would be a good role model. Oh, I'd be a good provider. I'd be a good father.

Again, what am I doing? I'm attaching an identity to this outcome. Because then they value it a lot more and it's like I have to be that person. They have to live up to it Because I've given it to them now and it's a positive label. I have to live up to it. And if they feel like in the pitch buying helps them live up to that identity and label, they're going to do it every single time. So, again, what I recommend is figure out what avatars are you typically selling on your offer. Once you're

able to write that out, then you can start putting together some common Ones you would use in the past and present and even in the future. Because then you're going to start noticing patterns of great, I can use this same one on the majority of my calls. And that makes you a lot more effective because now instead of guessing on the calls, it becomes once again a system. When you have a system, you have a framework, you have your process, that's when you can compound. And that's when you get 10% better every Single month, which

compounds over a year low over 300% and that's when you get closer to mastery. A lot of the things that I've covered have been things that you can learn in theory, right? But it's a different thing to see it in practice, see how to actually apply it and then also break it down at the same time. So, what we're going to do in section five now is we're going to do a call review of one of Yash, my business partner's calls, that way you Guys can also see a slightly different style of using the exact

same approach and I can break it down at the same time that he's doing it so you guys can see everything that he's doing. And keep in mind, this recording isn't just any random recording. This is a recording from back when he was making $120,000 in straight commissions when he was 18 years old. So, pay attention and rewind wherever you need to. Let's get into it. And by the way, I don't know how many More times I can say this, this entire recording and a bunch more are all inside that group that's in the description.

Again, completely free. So, go join it. But let's get into it. Notice right there, that's a mirror question. The guy isn't giving him an answer, he's giving ego. And so, now he has to mirror question to get the answer. Never move on without getting the answer because all you're teaching the prospect subconsciously Is this guy's low status. I don't need to answer his [ __ ] questions. I'm the one on top. I'm higher status. So, you always have to mirror and get the answer you're looking for. By the way, this is on 1.5x speed just

so we can get through it quicker and I can do better review. So, just pay attention to that. Usually going to be a little bit slower than this. Now, we're in logical certainty. How long have you been in that process As far as the way you make those calls, right? The way you just go through that conversation and how long have you been in that process? So, just pay attention to that. Usually going to be a little bit slower than this. I mean, it sounds like things you want to learn right there. The process, you

like it, it's straightforward. What is it in particular about like maybe the current structure you have or like the results right you're getting Within the past month that you want to change if you could? Well, like I said, I'm transitioning from face-to-face sales or in-home sales to I would like to do more telesales telesales aspect of it. It's a little bit more of a different animal because you're trying to get people's personal information and their medical history and all of that stuff. And so, overcoming those objections and really having the the questions to ask and

building the Rapport with them is a different animal over the phone than it is in person, right? Now, just to be clear, again, stop thinking in terms of just words, start thinking in terms of principles. So, for example, right here, you're like, "Oh, why should we bring up numbers? That wasn't on the script." Well, what is an impact? If the impact, watch this. If you if you find out the problem is they feel like their questions aren't good Enough, for example. What does that cause? What's the impact of that? Well, they're not making as much

money. So, if you could quantify how much money they're losing out on because their question isn't good or their approach isn't good, is that an impact of them not having the sales skills? Absolutely. And so, that is an impact in itself, just a different way of going about it. So, understand what Yash is doing right here from a principal standpoint. Pause again. This is much more advanced so I'm not going to get too much into the nuance. He asked the tonality question or the guy said, "Oh, well, tonality it feels like what I needed to

work on." And because you can tell he's a little bit resistant though because he's like, "Oh, well, I mean, I'm just trying to master the company script." which obviously isn't something that Yash can sell him, getting better at his own company script. And so, Yash pivots A little bit since he notices the resistance into something that he cannot be bullshitted out of. So, if he asks, "Well, what's the most common objection you get?" The guy now has to say, "Oh, well, I get this objection very often." And that in it of itself is a problem.

So, do you think like having the current script you have now affected that? Okay, give me an example Once again, this perception theory. It's not enough that a guy subconsciously in His mind knows he has a problem. Yash wants him to say it out loud because when you say it, because of perception theory, it makes it a lot more real and it brings it to the surface to pay it. And as soon as that pain comes forward, now he's no longer on this call just have a conversation, he's on the call to solve a problem.

So, he becomes a lot more open, he feels a lot more pain, and so obviously he's a lot more likely to buy. Oh, probably 1,000, I would say. So, what do you think it makes you sound like? You have the same script like like everybody else. Right, do you think that maybe the reason why they're giving you those objections right away when they say they're not interested? I'm sure that if we're not the only ones that have a similar script in the industry, there's probably other people that have contacted them and said the same thing.

And as soon as they hear that, that's sorry, I'm not interested, thanks. So, how many sales are the 95 people that didn't buy? How many sales do you think like could have been made though if you knew how to reduce that resistance and not sound like a real estate agent? I mean, at least at least double like Let me find my Let me find my call log and stuff like that so I can kind of get a better understanding. Yeah, it's interesting because I've tried I'm Trying to find a balance of setting an appointment to

talk to them at a later date because they're you know, we're catching them off guard and stuff like that. And so, a lot of it's lost in translation between setting the appointment and then you know, basically them avoiding the call after that. And so, as far as like there's not even really a verbal subjection, it's really just a a wall that's put up after the after the appointment's already made. Yeah. So, how many how many out of the 95 people how many do you think like These are people that could have converted but I just

Probably three times as many, about 15 to 20. And what do you make per sale right now on average? Why is he doing this? Think about it this way. There's two types of pain. There's a pain of I have this problem and it's so bad it hurts. And then there's a pain that is missing opportunity. For example, if you're Selling way more successful people, people who have already accomplished a lot in their life, you're not going to sell them based on, "Oh, you're living paycheck to paycheck. You can't afford your bills. Your life is terrible."

You're going to sell them in basis of you could be this person. You could be this guy who has this legacy and everything else, the children, the best role model, but you're not yet. And so, that's why they're going to buy it to Become that kind of person. So, there's two kinds of pain. There's a pain of not having and there's a pain of having something that's [ __ ] And so, since Yash right now can tell that this guy isn't just a complete beginner in terms of he's not making $0 and struggling with bills,

he's just looking to go from good to great, then Yash is going to build a lot more of the gap in terms of what he could have that he doesn't have. And that's why he's breaking down the Opportunity cost. What percentage could you have closed if you had the skills? I could have closed X plus Y percentage. Great. So, on the other hand, that's what he lost out on, right? And that's the pain. Uh $800 to $1,000. Okay, so you got to get 15 to 20 grand a month and you could have been in commissions

if most people were open and if you could reduce Right, correct. So, if you were to let's say learn the right skills where you knew How to reduce that resistance, like what what kind of commissions you want to get a month? And I know for a fact that you're first up. So, how far are you from that right now? How far would you say it is so I understand the amount of sales you'd Well, what am I like five grand right now? So, I guess 45k away. 45k, okay. And so, in HVAC man, cuz I

know you said that's what you did before, like how does it compare to HVAC? What were you Making if you're in HVAC? I was making about 20 to 25. Okay, so this is a big jump for you even from HVAC. Tell me this, did you get a chance to go through Rainey's interview that Yash sent you beforehand or Uh yes, yeah, I did. You went through Rainey's interview because he sells final expense life insurance. So, how was that going through that interview? What did you take away from No, it I raw that showed some of

the possibilities of what you guys had to Offer. Yeah. What did you take away from this process? When you look at yourself, right? The 20 grand you push yourself and you compare to his process. How do you go from 5 to 50 within 6 months? Like, what did you take away compared to yours? There was clearly less resistance than what I'm getting now. He's not approaching it from a He's not getting the typical response that every other insurance salesman is getting. Yeah. And and I think that has to do with the Level of questions that

he's asking and the tonality and the way that he's asking it. Okay. And so, just so I see the rational man, but besides wanting to get that tonality, right? You have the tonality alongside the structure, right? What's the main reason you're looking for more of that advanced training? So, I'm like, rather than just like making more dials. Like, why get more skills rather than strengthen the people you speak with? Well, first of all, more Dials cost more money. So, I'll get you paying for your leads. Yeah, you're paying for the leads, so there's that element

of it. Um no problem making more dials, but if you can have a higher conversion rate, really the numbers make sense. Okay, so efficiency. Efficiency, you're right. And before you say that, you're 1 month into your race of By the way, this is a lot more nuanced again. Labels are extremely important because it makes it a lot easier to ask sharper Questions in the future. For example, if you were to ask an impact question off that and you tried going, "Oh, well, you feel like you can't make more dials because your conversion rate isn't as

high." How does that have an impact? That's a very soft question. You're not going to get a good answer. But if you ask, "You feel like you don't have that efficiency because you just labeled it as efficiency, does that have an impact?" And then ask something. Now, it's a much more sharp question. So, you always want to add labels to different problems that you get. Because just remember, the rule of thumb is labels have meaning. Okay. All right. So, before you started speaking to me, have you done anything else, man, in terms of even H

back as far as increasing conversion so that you could get to 50 grand a month? Get that tonality and that structure or what have you kind of done? We did do some Strategic strategic strategic sales training with a sales trainer. How long ago did you do it? I mean, it was ongoing, but it was about 6 months ago. And then, how did that work out? What type of results did you get with this approach? It wasn't as consistent as I'd like it to be. Coming in and doing all the same dog and pony show that

everybody else is doing and there was no difference between any Other salesperson. Okay. And so, besides getting that as a company training, is that what the company provided? Yeah, it was a third party third party company that they hired out. Yeah. And besides the company training, have you any done anything else? Okay, pause. So, notice the psychology behind that. The point of the pre-ending question isn't, "Oh, did he look up some YouTube or some PDF?" No, no. It's, "Did you invest in something?" So, whenever he talks about, "Oh, the company invested for us and they

did put us through this training." I don't care about that. Because what I'm looking to get in pre-ending is the objection that I'm going to get on this call. The company gave him the training, so there's no objection that could have happened right there. And so, I need to find out, "Okay, company aside though, did you do any training?" And when they say no, "Well, what prevented you? Why not?" And then Obviously there I get the objection and then you pre-end them. Watch. That would be on your part to get the advanced skills necessary to

get to 50 grand a month or no? Yeah. Why not, man? What's preventing you from like actively trying to get the skills to get where you want to go? That's where I'm at today. But before we start speaking, like what's in the past, right? Like, what in the past has been keeping you from doing it? I literally have only been in back in Sales. I I had a company that I ran for about 10 years. Yeah. I just And I sold it and just got back into sales about 6 months ago, like I said. The

H back 6 months ago is when you started H back as well. Exactly. Exactly. I mean, I'm just trying to improve my skills, like I said. So, that's that's it's really a basis of what can I do to help myself in this whole process and what can I learn to just improve my skills and get better at this whole Thing and >> Yeah. That's So, what do you need, man? Like, just to make sure what we're really getting is super clear. But besides wanting a process that gets you to 50 you improve your skills, what

are you actually looking for in like a training program? Like, what's kind of the the ideal criteria of what you feel like you need to get to 50? The ideal criteria would Be I mean, something that has a specific structure, something that's been successful, something that I can A, you know, do it on my off time and off hours. Um so, it's some virtual training as well as maybe a little bit of consultation or one-on-one training and stuff like that to just kind of refine the skills and stuff like that that I've learned through the

virtual. Well, and now when you say support, like one-on-one training, that gets Structure, right? That makes sense. Well, what type of support do you need? How do you learn the most? Well, I mean, if you're not being critiqued by somebody that knows exactly what to look for, then you're >> Well, this again. When he asked, "What prevented you in the past?" The guy gave a valid reason. He's only been back in sales for 6 months. He sold a company before, etc. And so, it's hard for to really pressure him on that and do some Kind

of reframe, especially because he's also a bit more of an advanced person. So, what he goes into instead is he asks the ideal criteria. That's the same question as if you watch the emotional certainty breakdown, if they say, "Oh, I did a training in the past, but I didn't get good results." Then you ask the ideal criteria as well, which is, "Okay, so what would you have to see in something this time in order to be able to be like, yeah, I actually feel like It's going to help me even though in the past it

didn't." And so, that's exactly what he's asking right here because whatever answers this guy gives him now, "Oh, well, I need this level of communication. I need this. I need that." What is he going to do? He's just going to copy and paste that into the [ __ ] And then obviously that's how he's going to end up selling it. With not being coached, you're kind of just being given A program and being like, here you go. So, having that level of low, hey, you know, a a call once a month or something like that

where it's like, here's what I've been learning, here's what I'd like to work on. How does this sound, you know, things like that? So, having somebody to actually be in contact with as opposed to just having a a virtual training system. So, the support and accountability where you're working from it. Okay. And that's the structure makes Sense, right? Everybody needs that. Regardless of what you do. That support and accountability, like why is that aspect important to you now but Because that's what will accelerate the growth Again, remember, whenever somebody gives you an answer, always make

them defend it because it makes it real to them and it makes them use that decision-making process to decide if they want to buy or not. Be able to learn and get some Real-time feedback of the of the work that I'm putting in and what I'm learning in the company. Sweet. So, let's get into the structure alongside the accountability and support like we do with other students. You mentioned 50 grand a month, right? And what time frame do you want to hit that? As soon as possible. Okay. We're not going to hit it by tomorrow.

I know that for a fact, right? So, what time frame? Let's go because ASAP, man, like as soon as Possible doesn't give me much of an idea, right? Like, when do I mean, 6 6 6 months to 6 to 12 months would be a good a good outcome, I think, if I could start hitting 50 grand a month. Okay, so let's be real to be real to be realistic about it. Yeah, cuz like When you put a time frame on something, it goes from being a dream to being a goal. So, now he's getting to

actually start visualizing it because if it's like, "Oh, eventually I'm going to hit this Thing." That's in the future. It doesn't mean anything. But if it's like, "I need to do it in 6 months." Now, that's real. Now, you got to take start taking actions to get there as soon as you say Even for Randy, right? He got from 5 to 50. What it wasn't like that. It was a 3 month process. 2 months 6 months consistently hit that, right? And why 6 months? Like, when I ask you that, you need that right away. 50

grand is your target. Why 50 grand? Because I've Already made 300,000 plus a year and I would rather double that, so I I already I already have the financial base that I'm working from, so I want to accelerate from where I started. I already have the base. Yeah. So, if you got to let's say 500, 600 grand, right? Cuz that's 50 grand a month. That's your goal. You being able to double your income from what it was in H back when you started 6 months ago. Like, what would you do with that extra income Coming

in? Like, what does that do for you, Chad? Well, I mean, it definitely changes my family's life. I have two little kids, you know. Yeah, that's for you. Um you know, I can get them into the schools that we want to get them in. I can live in the area that we want to live in. I can help make it so my wife doesn't have to work. There's a A lot of a lot of elements to it. 600k get up by the way. Like, to where your wife doesn't have to work. Well, I live in

San Diego, so it's not like I don't know about that. I don't know about that. San Diego, it's expensive. Right. I mean, you sound like I'll be rich, but you know, it'll be definitely a a better life. >> right? So, when you say get your kids into the schools, are you talking about public schools or you mean private Uh private school. Yeah, they're they're 7 and 5. It's a couple grand a month. It's a couple grand a A grand a month. What Is that? A 3 grand a month? 4 grand a month? Like 2 grand

a month. And that's per kid or is that in total? Remember, as soon as you get a goal of, "This is what I want." You have to make it real. The way you make it real is by breaking down what it actually means. Somebody says, "I want a car." What car do you want? What model? How much is it going to cost you? Are you going to pay it in cash? Are you going to put a down payment and then monthly lease? Like, How how are you going to do it? Cuz that makes it real

for them when there's details. And going back to the same psychological principle, perception theory. As soon as you say something out loud, it makes it more real. Your brain cannot tell the difference psychologically between a truth or a lie. It is the exact same in terms of the chemicals it releases in your brain. Okay, so that's what you need about let's say 2 times 12, 24. You need 24 Grand a year. You're like, yeah, I was And you mentioned And then put money aside for college and all that stuff as well, so Okay, how much

money do you need once you set aside for college? That's a good question. I mean, I would like to be putting, you know, 5 5% of my annual budget at least to yeah, college fund. So, what is that? So, 30 grand 30 grand. Yeah, 30 grand probably per kid would be nice. How much do you want to set aside when they go to college? Like, Ideally for both of them you want 6 figures both? 200 grand? Like, how much both? Yeah, at least 6 figures. Yeah, how far are you from that 6 figures right now?

You didn't even hear him now. Pay attention. If you're noticing in logical certainty, he had a little bit of resistance. He was a little bit pushing back. Now, as soon as he's talking about sending his kids to college and this college fund and private school and everything else, you Can hear it in his voice how he's just elevated. Like, his whole energy, everything is just elevating because you asked him the very specific questions to make it real for him. 200 grand. Yeah, 200 grand in total, right? For both kids. How far are you from the

200 grand mark right now? Pretty far. How far are we talking? Are we talking 6 figures but 180 or And you're getting right there. When he asked, "How far are you?" you can Immediately hear his voice take a downturn. Watch. Let's play that back like 10 seconds. 5% of my annual budget at least to yeah, college fund. So, what is that? So, 30 grand 30 grand. Yeah, 30 grand probably per kid would be nice. How much do you want to set aside when they go to college? Like, ideally for both of them you want 6

figures both? 200 grand? Like, how much both? Yeah, at least 6 figures. Yeah, how far are you from that 6 figures right now? I'm Probably 200 grand. Yeah, 200 grand in total, right? For both kids. How far are you from the 200 grand mark right now? far. How far are we talking? He goes, "Pretty far." Looks away. You can tell. His body language, what he's saying, the way he's saying it, you can tell now he's feeling the negative emotion. We're about to switch into a consequence. Are we talking 6 figures but 180 or 6 figures

both? My The Money's going out as fast as it's coming in, so not There's not much There's not much college savings at this point. They're still pretty young. But I But I need to start producing now. Notice right there. Again, this is a lot more advanced psychology, but I want you to notice it. This is called a self hug. It's self soothing in psychology. Whenever your arms or your face, whenever you're touching it, that's because you're trying to get comfort Because something is making you uncomfortable. And it's because right now he's talking about how far

he is from being able to achieve his goals and how it's probably not going to happen with where he's at right now. So, now he has to soothe himself. You can notice even though he's bored out him doing this. Well, they're 7, right? You got a while. What is that? If not, in 10 years, it's 10 years. Yeah, but you know, it's about That. And you said living in like the area you want. What does that mean? You're in San Diego. One of the best places out there. What what type of area you want to

try to get into? Well, just being able to stay here, realistically. I mean, cost of living going up so much, it's freaking expensive, so maybe just a little bit nicer house. I mean, we live in a nice house now, but you know, just a little bit better neighborhood, stuff like that. How much would that cost in The neighborhood you want to buy the house in? I mean, mortgage payment would be probably anywhere between 8 8 to 10,000 a month. Okay. That's a big house. That's a small one for It's not a It's not a big

house here, to be honest with you. Cuz I'm a I'm a I'm a I'm a I'm a I'm a You know, where I'm at now is supposed to it was 5 grand a month now just in house payment plus bills and all that stuff, so I mean, 5 to 10 5 to 10 is not A huge leap, yeah, but it's a definitely better neighborhood. Yeah. So, at 50 grand, are you confident like 8 to 10 is good though? Like, you're comfortable spending that for the ideal house you want for your family? Yeah, I'd like to

keep it under 20%. Okay, all right. Yeah, so then you're in the target at 8 to 10. So, 50 grand. So, you're getting support though, man, right? Where you are saving up that 200 grand for the kids' college funds, right? You're able To put them in the best schools, support your parents both of them. But getting support where like your skill level to double it, which you haven't done in the past. Like, money and business aside, once you get to 50 you'll be able to get in and out of the game, right? So, it's a

constant Like, what would that do for you personally being able to hit those targets? Personally, it would confirm the effort and work that I've been putting in for quite a long time and it Would just be a It would be gratification and satisfying. It would make my wife happy, which is super important. >> Why do you say that? Well, I mean, happy wife, happy life, right? So, I know that comfortability, not her not having to worry about finances or not having to worry about where our school kids are going to go to school, what neighborhoods

they're going to live in. I know one of her her goals is to stay In a neighborhood for the majority of their childhood, so we're not bouncing around and stuff like that. So, That makes sense. being able to, you know, help her fulfill some of her dreams as well and and, you know, being able to provide really is what No, for sure, man. You said a word that was kind of interesting, like gratification. Is it a bit of a different than satisfaction makes it? How do you mean my gratification? I mean, gratification would just Whenever

you want to go deeper on a specific feeling or a specific thing that they say, the easiest way is pick out one adjective, whether it's positive or negative, depending on the emotion you're trying to create, and then just probe on it. So, right there he said, "Gratification." What do you mean by gratification? It's you're doing a consequence and somebody says, "Oh, I mean, it would it would really be Tiring." "Tiring?" Meaning what for you? "Oh, well, X and Y and Z." And then now you're able to probe a lot deeper it and make them feel

the gratification or the tire. Be hey I've set my mind to a goal I've worked hard for that goal and I'm grateful for achieving that goal and and doing the work that that I put into to to getting to that point. Um I wouldn't I wouldn't be satisfied by any means at that point, you know, but I would be Grateful for the work that and that for the outcome that that has been produced to the the production. And so currently right now with where you're at in terms of like the income and more importantly the

skill set you have, how close are like you being able to do those things? How close am I to get to that financial All right, get it. All right, where you're at in terms of the skill set, all right, got it. To getting to 50 so that you could have that 25 grand for private School or that 200 grand for kids college, getting to that neighborhood at age 10 grand with the 20% right where we're at now. I'd say I'm about 40 40 to 50% of the way. Okay. Well, help me understand it. You're at

five, right? You want to get to 50. So you usually feel like you're four out of 10 four out of five Yeah. Okay. So what happens if you don't learn the skills, right? What happens if you got the same structure you have and you don't learn the skills Necessary to get yourself from the 50% to hitting 50 grand a month at 100% right so that you are able to save that 25 grand a month for the education and that 200 grand for the college funds, move into that dream house so that you know your wife

achieves that margin in terms of the kids and the family and being able to kind of be that provider you are. And what happens if you don't learn the skills to get there for the next two days, two weeks, two months, Two years? Much of the same. Wouldn't be moving forward that much. I mean I wouldn't be going backwards. I still have a a level of skill set that I know that I can contribute at this level. But it would just be much of the same. >> Well, man, I've met a lot of people that

stay much of the same, right? They never use their full potential and they live a life something like that, right? What's the day-to-day ramification of you seeing exactly where you're at three, Six, 12 months down the line where you aren't hitting the targets you want? Notice again, Yash asks the consequence question, the guy kind of gives a [ __ ] answer. Oh, well, it'd stay the same like whatever it is. And so Yash mirrors. What did he do? Number one, he called it out. Yeah, well, I know a lot of people who stay the same,

right? And I mean they live a life but it's not a fulfilling one. Mirror question right after. What would be the day-to-day ramifications? And now he's going to go into it. yourself kids and wife the best as possible. Considering the cost of living continues to go up, it's going to actually probably be putting me backwards if I continue in the same income level of income growth. There you go. producing, right? Well, if inflation continues at 8 to 10% every freaking year then realistically I'm Going to be making 8 to 10% less every year if I

continue to make the same income. What happens then though financially? You're making You're going to have to go to a smaller house or have to downsize instead of being able to continue to grow. And are you willing to settle for that reality? And who has to make the choice if you settle or not? I do. So are you ready to learn? Now we're in the transition. Again, you could literally pull up the script and follow It word for word from here and you'll see exactly how it's going question by question. Now we're in the transition

of will you will you settle for it and then he's going to go into the pitch. the skills necessary and the advanced skills to get to 50 grand a month. So that's six months down the line you and I have a different conversation about the house you just bought and being able to add those terms. Yeah. Okay, but why now? You know, every good diet starts on a Monday. You're going to be the new year new me guy that writes all the goals down on December 31st. February you're further away than you were back in

September. >> Because I'm jumping into this new industry and I I just want to hit the ground running to be honest with you. Okay. That's what I really needed to hear man. Cuz based on what you shared with me, how do you feel about where you're at Doing what actually works? If you feel it's appropriate, let's make a game plan though how we have to bridge the skill level gap to get you to 50 grand so that you get these things. Do you want to write that down? Do you have a pen Do you have

a pen handy? I do. All right, that's fair enough. No, it was honest, it was real and it really dug down into the deep core. And then he goes into the pitch. Now from here, this call ended up closing for 10K PIF. Again, the entire recording is inside the group. But the main thing I want you guys to take away from it is the formula. It is how he's able to follow that structure question by question even though the guy gives him resistance and everything else. The way you know you've mastered sales is when you

can review 20 calls, 10 calls and they all sound identical. The only thing that changes is the prospect's answers. Because that's when you have a formula that is Repeatable and you're able to compound on month after month after month. I hope this training was helpful for you guys. It took a long ass time to record. I'm sure you guys could see the sun setting behind me the further into it I went. But like I mentioned earlier, I'm going to mission to make real sales education accessible to everybody because it changed my life so much and

I wanted it to change other people's. And that's why as I said earlier, if you go in the Description, there's going to be the link to the Impact Team server. We've gone 40,000 members in the last seven months. Reviewed 4.91 stars out of five stars from over a thousand reviews. Because again, in there is my entire course going a lot more in-depth than just this. Offers influencers you could start selling for if you want to start your career, start making a lot of money like I did at a very very young age. Live sales call

recordings and even Coaching sessions I run in there every single week. Again, completely for free. The only thing I ask is when it changes your life as it's changed so many other lives, share it around and keep helping me grow this [ __ ] mission.