Full $100k/m Sales Masterclass in 61 Minutes

The idea that until you learn objection handling you're never going to be a top closer I mean number one that's just [ __ ] your personal brand should be a reflection of who you are the problem for most people with all due respect to people is who they are as a loser the more you try and get someone into position to sell them the more they want to get out of position and then usually what ends up happening is the prospect Will just keep saying no to the point where they hang up the phone or

they hang up the zoom call I have had a very very clear road map in my mind of these are the things I got taught that got me this result this then got me to the next level this got me to the next level so I put it all together now there was one thing that a lot of closers love which is I appreciate you coming on and doing this again but I think you're one of the Favorite shows we've done on the channel the people seem to love it I love it and I'm very

fascinated with sales in general because it's psychology and you know what makes you stand out from other people is the fact that you're not just focusing on sales or or closing but you're focusing on internal Mastery and that's something I'm so passionate about as well and so I wanted to start there why internal Mastery in the first place well if you do enough reading if you do Enough studying you will realize that as the saying goes you don't have business problems you don't have sales problems you don't have closing problems you have personal problems and

they are then manifesting into your business whether it be your close rate is not where you want it to be or your show rate is not where you want it to be or you're not on the offer that you want to be on all of those things are going to be a reflection of who you are for example Your close rate why is your close rate not where you want it to be you don't have the skill set why don't you have the skill set well because you're not disciplined to study or you're not investing

in yourself or you have a belief that the world is just going to hand everything to you on a silver platter and if you go back far enough the root cause for everything is going to be you it's it's always going to start and end with you your show rate if You don't have a great show rate I mean probably you don't want your prospects to turn up which sounds crazy but actually you probably are like ah you know I'm kind of tired or I can't be bothered to take my calls today and if you're

not on the right offer probably again there's probably an issue that starts with who you are and your character so it always begins and ends with you which means you probably discovered this at some point in your Life when something happened internally and you're like this is like what was that moment for you because I don't think I've ever asked you like how you got into sales we just jumped into sales call Frameworks and everything the last uh call but uh what was the moment for you that made you go you know what I've been

doing things wrong I've been trying to learn scripts and I realized that I could have 10 different scripts and if I'm struggling internally then none of That matters I was blessed that I was was taught to sell from a script from the beginning so I can't tell the story that I was trying and failing with scripts but what I can say is that I've trained people like Alex H Mo's gym launch sales team and they had the script they had the perfect script I'm not going to name names but they had the the best script

and they still weren't closing and the moment I said to them hey we're going to do two things we're Going to ditch the script and I'm going to actually get you to work on yourselves as men and women that their close rate had the highest close rate in over a year and so although I was blessed to have a mentor that taught me these principles from day one I've seen them prove themselves again and again and again whether I trained homo's old gym launch seventh levels closes sales snipers closes people on my own sales teams

it always Is the internal that is going to make or break your success that makes a l sense it's like having the perfect gear for a YouTube Studio and then you turn the camera on and it's like uh what do I say how do I communicate what's in my head so if you don't follow a script then because that's what 99% of people think is the secret if I can just get their script then everything is going to change what's like the the struct or like what's the the thing that you do Before a call

that makes the call so good because you can prepare mentally you can go to the gym and get energized and everything but like there's a system to it probably right that you follow cuz there's like triggers there's nlps or whatever it is like walk me through that let's say people are right now they're either wanting to get into sales or they have something they look into sale like a service or coaching uh first they prepare mentally and it's like the Internal stuff but then they jump on a call and they're looking they just want to

help this person but sometimes they want to help the person so much that they are either desperate or they have no structure to it what's your like you get on a call where do you start what do you dig at and what do you look for to then go deeper into that in order to get the sale at the end yeah so I I think one of the things to realize is that conversation that's authentic is not Linear so when you see a script and it says question one question two question three question four it's

like well that is assuming that the first question you ask leads you to the perfect response for the next one and the perfect response for the next one I mean you're probably a better salesperson than me if that's how your conversations are going real life is you ask a question someone gives you a response and you think okay but I'm also curious about this over Here and this over here and this up here and this down here and then you ask all of those questions and you have a broader picture a more clear picture a

more honest picture a more a more accurate picture and so when you sell without a script what you have to realize is that it's an exploratory process you you need to be curious you need to ask things it's not a it's not a train that's just going down a train track in a straight line like that's not How how things work you know for example a doctor which is a great frame for a sales call you walk into the doctor's office the doctor say doesn't say right here's my 10 questions that I'm going to ask

you this one this one this one this one and this one no they'll ask you a question and based on what you said they're like huh okay when did that happen previously and then you tell them and they're like oh it's never happened before okay because the way you answered That question I'm going to ask this question and so the questions that ask are cumulative based on how the conversation's going and when you master this like like a good doctor you you can you can close anybody that actually wants to be closed yeah it's kind

of like dating you wouldn't just ask like 10 questions and based on that it's like okay now what and yeah you don't you don't go to your date and say right these are these are the the 10 topics of Conversation that we're going to talk about no based on what someone says if you're actually curious and you're actually to have an authentic conversation you'll go oh my God I went there as well and this happened to me and then the conversation just becomes this beautiful amalgamation of your your own interaction between the two of you

and the reason that that's so important is if people feel like something's authentic they're going to listen to the Message if people feel like something is inauthentic even if what you were saying was the most intelligent most honest most important thing ever they're like like I don't believe you because of you not because of the message you know there was a guy Source it's the source of the content yeah there was a guy that was a Canadian Communications theorist and and educator his surname is mcluhan I don't remember his first name and he said a

very powerful saying which is the Medium is the message which is basically saying that like there's the content of what you're saying but there's who's saying it as well and in what way are they saying it for example if I sat here and nobody had heard of me before they might be thinking why should I listen to him but if I put a badge on that says previous trainer of Alex H moi's sales team gy gym launch sales team they might go oh I'm going to listen now the content of what I'm saying is exactly

The same but the medium is the message and and the medium that's most important on a sales call is do I feel like you're having a real conversation with me that's the most yeah and it's so funny because I struggle to be honest I struggle with teaching sales even though I've closed like I've built 600 funnels now and I was like why do I close the the deals and why does it feel so natural because I don't use sales scripts you know what I do I figure out Like what business they're trying to scale what

offers they're trying to sell and then I consult on what funnel they need and it's almost like I paint the vision for what they should do with or without me and then they're like oh and so how much is it and that's where I know like okay now they're interested in having me do it so when I teach sales I'm like it's not a script it's a framework and I've simplified it down to like connect with them personally Collect information then close the deal and use I use examples of like how I've done it myself

but I don't find like the triggers to look for because to me it just comes naturally I'm genuinely just curious which is like the hardest part to teach especially a beginner who's never built a funnel because they don't have the same like database of experiences they can sell from and so now they have to like use something like a framework to be like oh for you it Sounds like you need this funnel type because this was in Go's program and it's like that's where I bring you in I'm like can you help people who are

beginners who are like they're getting into the business of building funnels for example or partnering with creators but they don't want to have a sales script they want to have a structure to it and a lot of them might just want to like start helping people even it fits for free but both of us know that even If it's free it costs something so some people struggle to even close a re client because they're asking for their time and attention so this is where we go like super deep but this is the stuff that I

love and so with your experience what would you say to someone who's like how can I sell to someone as a beginner if I'm struggling to even close free clients you said something really powerful which is you know I don't have any reference material I've not built Funnels so how do I how do I teach somebody to sell funnels that's never built a funnel who are the most curious people the most kids children children yeah they don't have any scientific knowledge about how the world Works they're asking for the knowledge they're asking for the information

and so if you have a belief that's like I can't be curious or I can't try and understand something unless I already know something about it you're not going to Get very far but children don't think like that they look at something and go why is it green why is it blue why does it do that why do that happen does that always happen oh why is that and they just keep asking and that's actually the secret to selling is you have to be more Curious than you are um I guess self-conscious that like oh

I don't know anything about funnels so I don't want to I don't want to ask the wrong question the only person that knows the Answers is the Prospect and so if you just keep asking questions the prospect will tell you okay so why did you choose this funnel to begin with oh for this okay and and why why is that okay that makes sense and why do you want a new one okay why do you want gusten to give you the framework or the the template or build it for you well because of this okay

why is that important to you you just keep asking why why why why why why why and Then the person's just sold themselves and then you're like wow that was easy but the difficulty is not the selling the difficulty is your internal State being empty being open-minded being curious just coming with an open mind yeah and you know what you just did with which a lot of both marketers and salespeople need to to learn is using metaphors and using examples and using stories because so many people want to be the doctor and prescribe The Thing

by Saying you need this thing and it's like okay again it's like how do I know I can trust you but when you sell an example you sell an idea the idea if they believe in the idea then the thing that you're selling makes more sense am I making sense by saying that I agree with that I also think another way to do it is to just ask the person what do they think they need so there's there's three ways you could tell the person what they need prescribe which is going to be the Least

effective you could give them an example of how somebody else has done it which is okay a story or an analogy or metaphor or you can ask them what do you think and then now they're going to be really persuaded because they're like well it was my idea yes it was your idea so when you you know if you were trying to say oh you need this type Ty of funnel that's not going to be very persuasive if you say Dean graziosi used this funnel so I think you should use it That's pretty persuasive but

if you say to the person okay so you're not getting the leads that you want to convert and blah blah blah what type of funnel do you think you need and they say well I saw that Dean graziosi had this one and I think I'd like the same one okay why well because and they just start explaining themselves into why they want that funnel and you say okay cool and now they've just convinced themselves so the best person to ask is is the Prospect yeah the way I look at it when you switch from that

to like the pitch or the clothes is I like to look at a visual as as like a restaurant or you have like a plate full of things so together you can discover what do we add to the plate in order to get this outcome well we need an info product you need a YouTube channel and a funnel to sell the thing so it sells 247 for you okay now we have all these things on the plate who's going to take the dishes and And like clean the plate that's where I come in that's what

I do for clients is I take everything off their place so they don't have to do it they're like heaven that's the dream does the dream offer right and so that's probably something beginners still can do is like paint the picture the visual of here's the things that we do we do need we discover it together we add everything to the plate and then that's where I partner with businesses like yours where I take everything everything off the plate uh what's your like transition towards the pitch where you go from like okayy now I have

everything and understand your situation here's what I think we should do or do you ask like where do you where do you think we should go from here like what's your trans the most important thing with the transition is to make it feel like you don't need to transition so I'll give you an example once you've done your Discovery the first thing you want to do is kind of lean out so I would always say okay got it is there anything else that we haven't talked about that you think I should know so they feel

like you're you're still wanting more information more questions you still want them to have freedom to tell you anything else not okay we we've been going 20 minutes so I think we should probably finish the discovery now let me tell you about what we've got going on Then they're not going to like that now you might not communicate that as obviously wrong as I demonstrated but there's some transitions that are going to make the prospect feel the same way you don't want them to feel like you need to transition or you need to pitch so

you say okay got it um anything else and when you say anything else they are then thinking ah this this person is really interested in making sure that they've got all the information they're Not trying to roll into the pitch so that's the first thing once you've done that and this is really why the discovery is so important if you are actually absolutely certain that you can help the best thing you can do is tell the person with that certainty based on what we've gone through we can definitely help and that absolute certainty the prospect

then they sit up they're like oh wow like he can definitely help now the Caveat is if you haven't done a good Discovery that's actually going to backfire because they're they're going to be thinking well they didn't really ask me many questions and I I don't feel like we had a very honest conversation and now they're telling me they can definitely help that sounds very salesy like it sounds like they're just trying to tell me that they can help but the opposite is true when you really have done a discovery and the prospect has Felt

like you weren't rushing you weren't trying to sell you were just genuinely curious and you say based on what we've talked about gusten we can definitely help you they're like oh I and they feel this relief they're like oh my God I'm I'm going to be saved yeah after you've done that like you said do you want me to talk to you about what we've got going on over here yes please okay cool and you just ask them if they want to be pitched and that's it I think You just put words to What I've

Done sub subconsciously cuz I don't I don't even want to pitch them before I know that I have all the information cuz I already think about the buildout the the deliverables so I need to know all the things so I know when I jump off like there's not going to be any additional even onboarding calls I already know what to build and I'll just have them maybe fill fill out per form and upload some stuff but I can now go and create Not just the funnel but their business that's how deep I go so I

can understand their business and now that's where I sort of come in as a partner because I actually feel like I'm building their business like their Vision not just a service you know and it's like that's probably what makes it work but I was struggling to put it into words that's why I like having these conversations with you uh I've also notice that or I don't know tell you you tell me actually Do you have a lot of objections because I feel like you don't and if you do it's probably more like man to man

or men Toom like honest conversations it's not it's not objection it's more like dive even deeper into the resistance that they have like the internal like I you know I don't I don't really get objections and neither to many of my students but when you do get an objection if you've had a really powerful discovery which is asking the Right questions without a script and showing up to the call as somebody that's been doing the work on themselves because people can feel that they feel like holy [ __ ] this person is actually I can

feel something about them they have density they have character they have personality they they're really working on themselves if you get an objection it's like the straw man you just go and it falls over and you're like oh that was easy like there's no oh we need to Objection battle each other and go at it for 20 minutes or let me let me get my book out of my you know my black book of objection handling reframes and turn to the page for partner objections and be like okay uh yeah and you just read off

this like ridiculous objection you just say to them they they give an objection you say okay and then they'll and then they'll just keep talking you're like well you could do that are you telling me that You're perfectly fine with having a funnel that is bleeding you money every single day that isn't converting all of these leads and they're like no okay so are you going to do something about it or are you not going to do something about it I'm just a bit scared that's fine but are you going to let that fear control

your decisions and continue to lose money no okay so what are you going to do and you just very politely it's like massaging them you just massage Them through the the the final hurdle but there's no like okay they've set a partner objection okay well what happens if you go to your partner and they don't want you to do something about it and you just sound like a salesperson it sounds ridiculous yeah I I think a salesperson sounds like it's you versus me and we're going to fight together we're going to see who wins the

war and whoever wins gets the the payment you know and we we walk away I win and you Lose something versus uh someone who helps them overcome like the internal battles I feel like it's more like handholding side by side so I feel like with you you walk people through like their thought process and you try to figure out like what's actually holding you back and is there in those moments correct me if I'm wrong though but is there in those moments situation I'm sure there are where you go actually for you I don't feel

comfortable enrolling You or I don't think this is best for you because you probably need to work on your marriage before you bring this up or other things maybe it's your mental it's your whatever it is where you go I actually don't either want to be around this energy or think it's a good fit for you like what do you do in those situations you do the right thing which is exactly what you're saying and here's why most salespeople who have trained to handle objections end up losing deals Because prospects can feel when your intention

is to beat them or to win as opposed to to do what's best for the Prospect and if you've spent a lot of time training objection handling you get into this like I want to beat my chest like I'm I'm better than you like I I objection handled you and then got you into a corner where you can't get out and then usually what ends up happening is the prospect will just keep saying no to the point where they hang up the Phone or they hang up the zoom call because they can't say no intellectually

because you have a rebuttal for everything but debate yeah but they don't feel any better they're like I I just I don't want to do it or whatever so your question was if you're in a situation where it's just not best for the prospect you say hey I'd love to bring you in here and build a funnel F and see your business grow but there is going to be a point where as we're Building the funnel and as the business is growing you're going to need the support of your partner and based on what you're

saying right now it doesn't sound like you to your partner and you are 100% aligned so I don't want to bring you in to build your funnel with our team until if it happens you get to a point where you're both on the same page I can't do that for you Gustin you need to you know see if that's something that you can arrange at home and if you Do that's awesome just let me know and we can you know get you enrolled but right now I'm not going to have a discussion about next steps

because you know we're not just building you a funnel that builds you more in inome we're building you a funnel so you can have the life that you want and part of that is going to be having the support of your partner and so you saying this saying this uh probably exposes excuses if there's been any like if they' said Ah you know I don't know if uh my wife would allow that which that in itself wife would allow to to me is weird but if um I think that would expose like the the truth

and the real reason why they're not signing up or they're not agreeing to move forward like they it can have like an opposite effect you say you saying that I don't know if this is a good fit I don't know if I feel comfortable and rolling you can get them to lean forward and be like actually you Know what let's do it I've been trying to do this for years and maybe it's just me coming up with excuses going back and forth in my mind and trying to battling out the inner demons have you seen

that happen on calls as well where you're like all the time all the time all the time the more you try and get someone into position to sell them the more they want to get out of position because and I I train this to to guys inside my Mastermind which is you can't Rob people Of the opportunity to come to their own decision because part of people having fulfillment in life is getting the result they want but the other part of having fulfillment in life is feeling like they were the ones that got themselves to

the result if you take that experience away and you just handed them the leads or the money or the business they want but they're like well I I kind of feel like I didn't independently make it happen they're not Actually going to feel very fulfilled and and people have a inner defense mechanism that they know that they know that they want to push themselves they want to feel like I did it I got over the hurdle I got over the objection if you do it for them they're like well now I kind of don't feel

empowered I don't feel like it was me that accomplished it you know yeah I see this this like the hero's journey like there's the the outer the external goal that we have but Also the internal of like I want to feel as the man in the marriage and all these things and what's fascinating with you I feel like your sales process starts with your content and the way that you put yourself out there how important is it being yourself and putting yourself out there so that they see the congruency from nare to seeing you for

the first time online and then having a con conversation with you and then then enrolling in the the offer that you have Is this something for for example coaches versus service providers do you see a difference in importance when it comes to cont like the pre selling the pre funnel the pref framing whatever you call it yeah I mean PE people are going to be much more likely to buy if they have seen consistency in who you are that's one of the the the laws of influence by Robert chalini is is consistency if people see

you and they think hm there's a bit of inconsistency Or in congruence between the message and then what he says he does on the inside of the program program people are going to people are going to have doubts and doubt creates indecision or it creates delay which are both as bad as each other so this is what you you call framing right like I was having a coaching call before this I was talking about personal branding how perception is reality and how framing like when you think about content pillars for example There's like a frame

that you hold and then everything that you either post or choose not to post fits within a frame right and you look at a person as like that type of person you're the guy who is coaching or did at least Coach Alex Hero's team and a lot of other big corporations so talk to me a little bit about framing how someone who's maybe a beginner who wants to be perceived as one thing but then are living a life of and it's okay to be a beginner it's okay To be curious and to be a student

of the game but uh maybe talk about Framing and the importance of both being yourself and then being that online as well so that you build a person brand that is authentic and fits within a frame of this is someone I really want to work with I love their personality their character traits and their expertise which is something that keeps building as you grow so I mean personal branding I'm not the personal branding expert but I I think where people would find personal branding easier is to not have a difference between what you're trying to

show on the outside and what you're actually doing on the inside for example one of the for sales people one of the biggest in congruencies that I see with their personal brand so to speak is they say that they're people that help people closing deals helping people through their objections whatever but in their own personal life they haven't evolved They haven't changed they're still living in their mom's basement they're still living in the little town that they've lived in their entire life they still not in good shape they still haven't seen anywhere in the world

they haven't traveled and your personal brand should be a reflection of who you are the problem for most people with all due respect to people is who they are as a loser like they're not anybody that should have a personal brand and the Worst thing they can do is be a loser and try and create a personal brand of being somebody worth listening to how about instead of creating the personal brand and spending money and time and effort on that spend that time and effort on becoming a better person and just document documenting your journey

as you go and then people are like oh wow the other thing with marketing and you you know marketing way better than I do is if you document your journey and Then people see gusten that has the the home office the sauna the family the children all the things they want and then they look back and they're like oh he didn't just come out of his mother's womb like that it's like no he had to build that life and had to challenge himself and study and learn and sacrifice if you've documented it as you go

people are going to be more inspired cuz they can see themselves and they can see where they are along the journey but When you're just a loser and just create this personal brand people are like yeah that's nice I'd like that but ah he he must have just been given money from his parents or something yeah this is probably why you are teaching internal Mastery first right because so many people teach like the tactic and like I was saying with sales I've been struggling to teach sales because it sounds so basic it's like actually well

first you can raise your standards and And become obsessed about something but then it's truly just about like finding out what they need and like mastering the skills in order to not just close the deal but be able to deliver on it and You' be amazed at how quickly your personal brand can grow by just working with people and sharing that but people want typically what I found is they want like a simpler version which is like help me install a system to the personal brand so that I can create the Perception when it's the

other way around it's like internal Mastery leads to actions and routines and habits that then create perception and now perception is action reality and reality is true and it's like that's how deep it goes yeah it's like it's like people that want to have the Harvest well you can go down and pick the Harvest out of the fields but then you're going to have no food left how about you go down to the fields and You sew the seeds and then you get the Harvest and then you repeat that cycle and you constantly have what

you need people just want the end result but they don't realize that you need to like nourish and and and and sew the proceeds to get the thing that you want and it's an interesting thing with marketing because one of the most powerful marketing tactics is get it now like tomorrow become a high ticket closer billionaire it's like well you're Probably not going to become a high ticket closer billionaire tomorrow like you might need to spend a few years doing it so you have to Market that people can get quick results but you also have

to be honest to people that it's a big transformation and so one of the ways that I've tried to to B B that is I tell people if you want to be good you can go and join another program or you can go and do some you know scripts or word tracks or whatever and that will Be fine you can do that very quickly or if you want to be a master you have to commit to a longer Journey the second thing I did is I took everything that I learned as I went from $0

to $100,000 a month in commission which I did in 18 months I took everything and I had a mentor so I learned a lot of things in 18 months and I condensed them down until I just had the Holy Grail things like the things that were like the book The 8020 but I I went to like the 99 to One like if I could just pick 20 things what are the 20 things that I need to teach people and instead of learning 200 things very shallow how about you learn 20 things and you go really

deep and you master those things and that's what I did for the program that I have or The Mastermind which is why people have made some pretty wild jumps like we had people that are making 10K in a weekend in Commission in in two days uh you call it being a unicorn closer what's a Unicorn to you so a unicorn is something that is very very rare and that some people don't believe it exists which is actually the advantage for you if you if you have different beliefs and you're like you know what for example

for me at the time when I was closing I'd never heard of high ticket closing I just found a mentor and taught me sales but I didn't know there was a whole industry about it and I just had the belief that I can keep growing and growing and Growing my income so I hit $100,000 a month and that's what I made in commission for most people they hear that number and they're like that's not possible well if you don't believe it's possible it's definitely not going to be possible for you and so a unicorn is

like it's something that's so rare and very hard to come by but also that most people don't even believe it exists how did you normalize it once you got 100K per month because for some people It's like they hit it once and they're like yeah this is too much for me but then for others it's like they they set a standard of like even when they're at 10,000 a month I know for me I was like if they can do it you know maybe they're smarter than me but they're not going to work harder than

me so I should be able to do it and so when I reach a milestone I'm like this is this has been normal for like a year already and so then it becomes normal and it's like if if other People who were once at the bottom if they're able to do it why not me but a lot of people are like they hit it once and then they don't normalize it what about you I feel like you also normalize things very like quickly and then it becomes a a regular thing like why would I not

be at 100K per month or more the best way to think about this is like a car that burns like cheap fuel or a human being that gets results because they were taking cocaine you're going to Go pretty quickly if you take Co cocaine but it's it's not healthy fuel so the reason that people hit a number and then go down is because they haven't done the inner work they're not burning healthy fuel they're not burning authentic fuel they're not actually doing the Deep transformation inside so for example they go from 10K a month to

20K a month and the reason that they went from 10 to 20 is they were just working working working working working like doing a lot Of hard work well you're going to burn out at some point if the only way you're getting better results is working more hours or working harder or pushing yourself for example you know if you're burning all of your mental energy to close more deals you're going to run out of juice at some point instead you should be looking at your habits your routines your environment the people around you your belief

system your energy like are you fueling yourself Physically in different ways when you do all of the internal work the journey up is One Direction you don't go up and then come down and then go go up and then go down and have this roller coaster you you're doing the work as you go the the internal work and so I I didn't have a point where I like hit my biggest month and then you know came all the way down I did have a time when I did come down which was actually when I went

and tried selling with a script so I was I was making like 50 Grand a month I tried selling with a script and I just went down to 15 grand a month which was a big jump a big drop at the time but if you do the inner work you have sustain ability yeah you tried follow in someone else's model instead of just doing what what is genuine to you and it's natural it's probably natur natural to you that was one thing is it was more natural for me to sell without a script the other

thing is I didn't know what I didn't Know I got taught to sell with a script from the first day so I just thought well this is how I've been taught I then saw people that were selling with a script and I thought well may maybe this is better maybe I don't know so I went and did it I did the all of the programs the beginner the intermediate the advanced the Inner Circle Advanced the Platinum everything and my closeth rate went down and I was like okay this is definitely not better like I've tried

it I've I've committed to it I've invested in it I've done the training I've done the hours I've been on the training calls this is worse so I tried it what's one what's one this is uh slightly cont controversial what's one thing that the industry believe besides the script that is like the secret to selling but youve realized that isn't as effective as people think it's a great question um tonality okay to like the whole thing about you've got to have specific Tonality for specific questions at specific times on the call it's like the most

important thing like below tonality like the deep deep deep most important persuasive thing is your energy tonality is is is something you hear the words are something you hear and they can be written as well the energy is something you feel and people can feel if you're authentic people can feel if you're if you're genuine it's not something they hear and so if I say a question in a Certain way with a certain tonality because it says that on my script yeah I may say the right words with the right tonality but people feel something

they're like hm I just feel something's a little bit weird I feel a lot of times when I follow those type of trainings I feel either manipulated or I feel like I in order to sell have to manipulate someone's emotions based on tonality for an example I've been asking like is that just me having like a limiting belief or Is it am I missing something here like that's why I resonate with you a lot because I feel like it's more about energy and actually caring and truly being detached from from the cloes which you you've

talked about as well is there anything else that you've seen in the industry that makes you go like I need to to change this in the industry like this has to stop the I the idea that until you learn objection handling you're never going to be a top closer I Mean number one that's just [ __ ] for example there's a guy that teaches objection handling and he's a he's a good person so I don't have anything against the person but if you spend all of your time and your energy and your attention and your

focus on objections you're going to get objections because you know that's how reality creation works if you think about a blue car and you walk down the road you're going to see a load of blue cars like that's just How reality creation works and so this idea that like you you need to think about objections all the time and you need to know to handle them well I made $100,000 a month and I barely ever got objections if I did I just said a couple of words and they closed and the main reason was cuz

I didn't believe that they were a thing and I can see the comments now on the YouTube video oh Josh is talking [ __ ] what do you mean you believe objections you can believe Whatever you want to believe guys and girls but I'll tell you now that your beliefs create your reality and so if you believe that you're going to get a load of objections you will get them the other reason why that is not true that you need to focus a lot on objection handling is because people don't give you objections when you

do the right thing in the discovery you go deep enough you're not trying to sell you're detached all of that the reason that People needed objection handling training in my opinion is because there wasn't a proper training on the market for how to actually do the discovery properly and so everyone was doing the discovery and getting a bunch of objections and not closing at the level they want to and it's like well I guess I should just do objection handling training it's like that's fine it's better than nothing and I admire people for investing in

themselves but the real Root cause is that you're not doing the discovery properly what about after the discovery do you ever change your offer to fit that more accurately so like there's a core offer that you have but then you notice that there's this one thing they really want without it messing up the operational like the whole deliverables uh and the team and all that the efficiency but do you ever talk to someone and you're like you really want to help this person you know You can help them but you just there's a few things

that you can customize to not just say it differently so it makes sense to them but actually also deliver it differently so that they're happy to get results with the either service or coaching or whatever it is so that would depend on the business owner's business so if a business owner is designed to work with a small number of clients probably at a higher price point I think you can do more custom Additions to the the pro program if a business is designed to have a lot of customers probably at a lower price I don't

think you want to be doing that the other thing and what I teach is always to go to First principles if there is something that genuinely is going to make a significant difference to people that they ask you to include probably you should start including that for everybody like if it's really that important then it should probably just Be part of the program you know or it's something in the beliefs of the prospect that they think it's super important oh I I probably need to have a budget for the ads in order to get traffic

to the funnel well have you tried social media and you know a lot of people I've seen they have like the 10 things that they know they need or they think they need in a business because they heard it somewhere else and so they want like the thing the funnel for example but this Thing that comes like later or next year and it's like well if you don't have the funnel is that thing going to be important still it's like well I guess not because I need something to like convert the customer I'm like right

so that's why we start with that first and then I'll connect you with someone when that becomes relevant for an example so I think that's something people need to hear also it's like an objection is just a thought a belief an idea that they Have that they've seen somewhere else so questioning the idea not the person helps them under like uncover like okay is that actually true or is it just something that we've thought that is uh is important so I think that's a a big thing uh inside your unicorn Mastermind is there something else

where you you you've added to it because you've seen that man everyone keeps either bringing it up or they notice that this is something they encounter with their Prospect therefore I need to add this thing that is going to double their Converses the close rate whatever it is not one thing specifically um if I say so myself I think I had a pretty complete program when I built it because I had a mentor who taught me decades worth of internal Mastery and sales Mastery and I went further than almost any salesperson has ever gone in

the time period that I did and so I had a very very clear road map In my mind of these are the things I got taught that got me this result this then got me to the next level this got me to the next level so I put it all together now there was one thing that a lot of closers love which is if you want to get better at sales one of the things that you're going to need to do is do a lot of reviewing your calls but a lot of closers are like

what am I listening for like what am I supposed to find on the calls or what am I supposed to find so Inside my Mastermind we have what's called a unicorn closer call review Manifesto which is a document that they can print off and it takes you line by line through the call so introduction framing Discovery pitch objections all of it and it gives you the things that you need to tick off on the call not just the words or the tonality but your energy your state your Cadence the intentions that you have in different

parts of a course so we said the Transition in the transition your intention is very leaned out okay cool do you have anything else that you need to tell me about no okay very cool if you want I can take you through what we've got going on over here and I wrote down in the manifesto the different Vibes if you want to call it that for different sections and when closers used that the progress that they make with understanding the Deep things that you're supposed to do on a call is Extremely quick because they have

a literally like a paint by numbers system of okay I open up the call I need to have this energy and they watch themselves on the video and they're like oh no I I had the wrong energy and they'll put a cross or a zero or however they want to score themselves and it tells them what to do instead so it will then say okay this is how your energy should be here's a link to the training video inside the Mastermind on how to Fix that and so they can literally work themselves through a process

to get to a point where they Master the whole cool they can score themselves from like 1 to 10 and look at patterns and see like when I started it was at this level and now I've worked on these things and I've seen improvements here I should probably implement that with like funnel Audits and look at and it's probably easier for me to do it because it's Visual and it's like it's either words or Graphics or Technical like did you do this and I have checklist and stuff but I love that you have more energetically

also like what about your you know intentions on the call and then yeah seeing the results did they close and like pairing those two together yeah like for a funnel like on the on the initial homepage so above the fold when they when they go to that it' probably be two two questions one is like on a scale of 1 to 10 how excited do you feel landing On this page and if they're like I don't know I just kind of feel bored okay well that's probably not very good another question would be how clearly

and how quickly do you understand what problem we solve and they can you remember do you remember the project we were both a part of like six months ago this was a core issue that we had some people wanted to do everything for everyone and you stood out in the group call because you said we need to like pinpoint Exactly who this is for and that's probably because you work with closing and you've seen the importance of like actually knowing exactly the outcome that they want and then the like as minimum of variables as possible

to getting that outcome and it that was super powerful to see and so it just shows that you can take these principles into any business any industry any Department probably also culture team building when you hire how they show up So like the internal Master comes out in so many other ways than just closing the deal yeah like a good weight and that's such an important lesson which is why I'm such a strong I'd say like I'm so bullish on people mastering how to sell authentically because whether they are a closer for two years 5

years 10 years whether they go on to be an entrepreneur or anything in life the ability to have a real conversation and help people solve problems through conversation is Going to change your life probably more than anything so how I would explain it to people that are selling with a script or without a script would be like this using a funnel example so you know how with funnels you can download a Google Chrome extension that clones a funnel and you press a button you go to click phones you press paste and it just clones the

whole funnel that is like selling with a script it's like oh I can just copy and paste a funnel Yeah but you don't understand anything about psychology marketing Design Technology you don't understand anything well yeah but I just copy and paste the funnel okay see how far you go in life when that's the only skill that you know compared to somebody that looks at a blank page like I've seen your old funnels to your new funnels and the difference and they look at a blank page and they understand psychology they understand copywriting they understand Marketing

they understand design they understand hierarchy of how things should be positioned they understand the tech stack they understand sales they understand upsells they understand business even if one day you decide you know what I don't want to be a funnel designer anymore everything that you've learned because you the principles and you went deep on genuinely understanding you can do anything you want but the person that's like oh I'm just going to Do a shortcut I'm just going to use the funnel closer well you're not going to go very far in life well I've always said

that if you learn funnel building not just the sign but truly full stack funnel building you can launch any offer yourself you can partner with businesses and be like a Creator partner that's like the evolution right now for me and the programs that I'm building is like from funnel Builder from funnel designer cuz visual easy to sell to force like Funnel Builder is more like the copywriting and offer and strategy to funnel agency to operationalize and scale and then partner and this would also work in your business where you go in if someone wants to

learn sales if this sounds interesting they can reach out to you and they can learn more about closing and then I think it's sort of the same way you can sell for people whether it's through chat through calls they can then grow and expand into Different roles within a company and be a manager right and then eventually either sell their own stuff or partner with businesses and build out like sales teams which I would assume it's even more High ticket stuff now you have your own offers maybe talk to me about that and people listening

like what are the what's the vision for what's possible once you master these skills because I I see like the start to finish like evolution of what you can go through Right we we already have a manager's license so it has additional training additional support you can ask questions about managing teams which I've done and inside the Mastermind depending on which way you come in whether you're a closer manager business owner we have those different Pathways closer manager business owner because the core skills are going to be needed to be Mastered by everybody the closer

the manager the business owner the the sales manager but On top of that if you master those fundamental skills and then you stack on additional skills how to manage a team of closers how to how to write the pitch the right way for example how to be a business owner that's congruent and is a good leader to other people you can you can go Way Beyond a closer bro I'm getting I'm getting ideas I'm sitting here like we should probably do something where people can evolve from being Creator Partners or funel Builders To managing sales

teams maybe do appointment Setters and install those in in teams for businesses is there a reason why you don't have like a school group at 97 uh I think you uh your Mastermind is pretty high ticket but is there a reason why is it to keep things simple like what's the strategy behind that number one is Simplicity number two is that the level of stuff we teach is not going to be for everybody like what somebody needs to learn who's looking For an offer like they're still working a 9 to-5 job and they're trying to

get into high ticket sales quite frankly they should probably just you know get a PDF on how to ask a few questions and get on an offer and just get in the trenches once they then have 3,000 $4,000 $5,000 coming in a month and they're on an offer then they can get real mentorship and real training the other thing is like I don't have a course I have mentorship like even Yesterday two people were asking me questions inside the Mastermind and they said a message and they said it is crazy that we have direct access

to you for the investment that we're making monthly I mean people invest $3,000 a month to join my Mastermind and to have access to me and they have access to my mentor who was like a multi-millionaire in his early 20s and now is completely off grid you cannot find him online no social media no YouTube channel nothing and They get access to both of us for that for those that understand the value of that it's a drop in the bucket compared to the increased money that they start making a month like we have people that

have got from $5,000 a month to $30,000 a month in four or five months so you know make an additional $26,000 a month you know it's it's pretty crazy now I respect that you have like an all-in-one solution rather than saying you can pay me 97 a month but I'm only going to Teach you like this one thing right uh I think it also attract a specific type of client when you have a high ticket and and those people want oneon-one access to you not a course with like 200 videos to watch yeah I mean

like for you I'm not saying you do this but it would be like having a school group for for a free school group and the only thing it teaches is how to clone funnels if you really really really believe about why people need to actually understand the Fundamentals of psychology and marketing and everything you're going against your morals it's like I don't believe that people should be trying to learn sales for free and then getting on a sales call and trying to close somebody for $20,000 it's like you're in congruent like you're not investing in

yourself and you want everything for free on YouTube or whatever which you're not going to learn what you really need on YouTube anyway and then you're trying to Get somebody to get out of their comfort zone to overcome their fears to not need to ask their wife for permission whatever whilst you're only learning in free school groups it's like it's very incongruent you know that's very true that's a part big part of the internal Mastery it's like saying one thing and actually living it even when it's uncomfortable especially when it's uncomfortable it's like I think

people people need to to remember there's a Difference between like feeling a certain way and acting upon and like actually living it because we're not our emotions it's not that's not our identity it's like it's actually okay to appreciate feeling bad or you know discomfort it's like thank you for this gift because without this I wouldn't become the person I am and the person I am becoming one last thing there's a diagram of people and you can see that they have an aura and it's like colors You can see the the color of people's Aura

that's not verbally communicated it's something that is around you that people can feel and like when people come to me and they say like oh I'm getting a bunch of objections they say okay what objection I'm getting Finance objections like I don't have the money okay how much is the thing that you're selling oh $155,000 got it when was the last time you bought something for $1,000 they're Like like 3 years ago I'm like well how about you go and buy something for 15 grand and watch what happens to your Finance objections and it's like

poof they disappear like not because you said anything different but because your aura changed people look at you and they feel this is a guy or this is a girl that spends this type of money and even if it's scary they do it and so then when somebody the prospect gives you an objection or or they're thinking to give You an objection like a lot of money they look at you on the camera and they're like I'm just going to do it I'm scared but I'm going to do it and it's like people just feel

your aura that's true I can't like I can't even remember all the times where it's where it's been like uncomfortable to invest in something but it's like I I I find the fun in doing that and it's like I told my wife yesterday like life is kind of boring without those moments like think Of it let's say you're 70 years old you have a grandkids and you have no stories to tell how can you encourage someone to do hard things if you've never done them yourself it's impossible right but it's easy you teaching sales and

closing is probably easy because you've done it so many times and it's like that's what people have to understand you live one way and then you just share that with the world and money comes in because people find that valuable it and it's Not just that I've taken the sales course so many times it's that I've been a closer same so many times meaning I've done the things in my personal life that a closer should be doing literally yesterday I hopped on a no two days ago I hopped on a call with somebody that I

wanted mentorship from and it was funny cuz they're like oh I don't do one-on-one I was like how much can I pay you to do one-on-one they're like I don't do it I was like there's going to Be a price and he was like well I guess if you paid me this much and it was a big number and I was like done here's my credit card off we go and he was like his face he was like I can't believe that this guy actually just paid that and like just paid it in full and

like if I needed to hop on a sales tomorrow my conviction would be through the roof the person is not going to give me objections like they're just not going to do it I'm curious last question What do you invest in now when you invest in yourself what is it that you're looking for that you know is GNA like make a big difference content content master so it's like depending on where you're at in your journey you invest in the thing that is most important right now it's not like oh I'm going to need this

later and so I'm going to is that kind of how you think you're like okay right now you have your deliverables and your offer down so we Just need more eyeballs on it yes um and like you were saying about the hero's journey you've got the external and you've got the internal so the external is more eyeballs like if I invest all my money that I have in the business into more eyeballs that's going to be the highest Roi compared to if I invest in something else or split the money across different things but second

side is where do I need to develop the most what part of my it's like a video game it's Like the character it's like oh he needs more defense or more offense or more this or more that it's like you look at yourself like a character and think you know the the thing that I need to get better at is viral content or speaking on camera or whatever and you go and you spend money and you add that thing to your inventory like a little video game character and that's like you said it's fun like

and that's a big reframe for people if they're a closer or a funnel Builder or a entrepreneur you need to find it enjoyable to to create the character that you are like you can't be like oh I have to spend money it's like what else are you going to spend the money on like you are player one you're living this video game that is life you're player one take all of your resource and build yourself like invest in the character that you are you're the engine that like fuels everything else and it's like without you

there's so Many people suffering because you don't have and you're not the person that you could be and actually like I I see your stuff your content about that and and keep post like those are good reminders of like man there's levels still like don't get comfortable 100% yeah and I love the way you frame it which is the the most powerful frame is like who are you letting down you know there are people out there your you know you've got kids you've got a wife you got you Know friends people around you everybody has

somebody that they can help like literally just two nights ago my mom's partner died and my mom was living in the the house with him and she called me obviously distraught and said I basically am not going to have somewhere to live because it was his house and she comes to me and she tells me how much money she needs she needs a bed she needs a home blah blah blah and I just send her the money I send her the money Because I can because I've done the Investments because I've invested the time the

money the hard work to build the person that I needed to be so that I can help the people around me and I don't wish anything bad on anybody but unfortunately bad things it's not if it happens it's when it happens it's going to happen people around you are going to need help and they're going to look at you and think that person can help me or they're going to look at you and think They're not going to be very helpful I I can't get any support or any safety or any um resite from their

protection and their provision and I believe that every man and every woman should be trying to spread out as much help as they possibly can and you can't help people it's like Bruce Lee says or I don't think it's someone says you can't pour from an empty cup if you don't have anything you can't give anything and it's like if you buy a a nice car that's that's great That's fun and and you inspire people but that Fades away pretty quickly compared to someone needing your help and maybe it's because you worked so hard for

it that you feel this immense proud and meaning and it's just ah to that's what I live for it's like I want I want to find Opportunities to suffer for something good so I can help other people because they may not be as fortunate to have this obsessive mind for self Mastery and service for others And it's like that's a gift that we have so we need to get more eyeballs to see it's our uh obligation 100% I love that Josh I appreciate you this has been great as it always is and uh for people

watching we'll get you a a separate master class as well uh where we go deeper on on this stuff but um I guess we'll have to do another 3.0 of of this in the future as well so let us know the comments below uh if you want to see that and we'll we'll make it happen Appreciate you always a pleas it's always a pleasure brother thank you I'll talk to you soon talk to you soon bye