Event Pre-Training - Creating Your High Ticket Sales System

Her even my whole goal in this presentation is to convince you like with a white-hot burning desire why you should be selling high ticket and why you should do it right now almost before you do anything else my whole goal is basically number one is to convince you persuade you get you focused on that being like one of your goals if not your only goal and I'm going to tell you why it should be your only goal and then Secondarily give you the tool of how to do that because they're so what I'm going to

give you is is it a more elegant method a more choreographed method a really it's gonna be almost like you're you're just greeting somebody at the door and you're like leading them to the table of full with food you're like hey how are are you let me just walk you right on over to this huge feast that I have prepared feels like as easy as that and I'm gonna teach You inside the presentation that selling isn't like an event it's not like something you have to work yourself up to it's simply a process selling is

just a process it's a series of steps it isn't emotional it doesn't have to be you know you don't think yourself into it you don't be scared of anything because it's literally just a process where you're showing someone the solution and again I'm gonna give you all the notes and the transcript to this And the script so if you just want to like kind of kick back and just listen what I really want to do is I really want to I want to go after some mentalities and why you may question like let me tell

you this for a quick second Who I am because you don't know me either obviously my name's Eileen I'm in Houston Texas I brand-new to the two CCX community but I came to funnel hacking live just as in March and I was like I didn't know what Clique phones was I had a friend that paid for me to go to funnel hacking live and I'm there and I'm just like you guys I'm hearing the presentation and I'm just like wow I to CCX things down to nuts and I didn't even have a clickfunnels account and

I just I just signed up right there did I have the money to sign up right there 100% I did not I put it on a credit card why because I had been in online marketing but wasn't making Money I have a best-selling author two looks hit number one on Amazon charts I've done a TV and and all sorts of things come from a Christian faith based background both my books are faith-based inspirational books been a pastor for eighteen years and I just started wading into the waters of internet marketing but I do into a

story and started studying that I that selling the way to get in the game was to start selling low ticket start selling low ticket online What do I need my little ticket seven dollar twenty seven dollar forty seven dollar 197 low ticket so but after doing that for a couple maybe about it probably a solid year showing up on a hockey live I was like how are these people making money I mean I'm doing okay but I'm really just able to pay for my MailChimp account and like my web stuff and like I had kajabi

at the time I'm just able I'm barely making it how are these people like making a million Dollars I just don't get it so that's why I signed up for 260x it started kind of wading into the waters of this and through that process through a call-in inside a Q&A with Julie she she threw out a line about something and she said you know if you're you're not really sure how to sell your webinar had my webinar made by that time she said just hop on a call with them and close them over the phone

so I was like okay um dad sounds cool and then I was about to hop On the phone and sell start selling my thing for I was so scared oh my gosh I was gonna sell it for 497 and like I was I was I was I was terrified about hopping on the phone selling something for 47 and I kind of started researching a bit more and just through like a I don't want to go to this whole long thing but I had a couple conversations one of my friend was selling high ticket and she

said why don't you just try selling it for 997 and I was like that Terrified me even more like my heart even I started sweating just even thinking about it but what happened was is I did it and then I kept doing it again I did it and I kept doing it again and I kept and I kept getting so surprised that people were giving me 997 so what happened was I was just like I don't all just fell experiment I doubled the price people still bought it then I doubled it again and now did

I tell anybody that I was doubling it no I just Cuz it's a phone closed so I just I just tested it and then people kept buying it so was a through a strange course of events that I kind of departed from the two CCX sell your webinar at nineteen ninety-seven into high ticket offers but the more that I got into it I started studying in it I'm gonna give you ten like why it is the best thing you should it's the best thing you should do I'm not saying don't sell your thing for 997

I'm saying you Should probably just try this first why because this is the fastest way okay I don't know what your goals are but for me I couldn't afford to CCX so this was the fastest way to the money getting people on the phone they were giving me thousands of dollars was the fastest way of the money so within eight weeks I paid off all into CCX in full just just just doing what I'm telling you what I'm gonna teach you here so if if money is your goal and I believe it should be This

what about to show you is literally the shortcut it is not more work it's just a different strategy it's not harder to sell something at 5k than it is at 407 it's not harder it really isn't so if you can make 5k or 497 which one would you rather make the fact the fact came right like I don't know about you but like that sounds better to me okay so that's that's a little bit about me and that's how I kind of stumbled into this then I Also want to tell you where I really went

to the next level is I invested in my ring gold and sell your way to wealth he sells us of course I kind of invested that how encourage you to write that down actually encourage you to reach out to him I don't know what he's selling it for now if he's selling it for but I asked him before the call I said can I mention that in case somebody wants to reach out to you he said absolutely please tell them and that is much more Comprehensive than what I'm going to be able to deal with

you on the call but if that's something that you kind of like feel like you should invest in and I'll tell you why I think you should invest in his or somebody's is because if you can learn how to sell high ticket well you are set for life you're literally set for life like this skill set which can be learned it's not like some people are born high ticket sellers it's just a skill set you can Learn skills you learn lots of skills right in the past few months you learn things you do things you

wouldn't be here if it weren't this is just like a tool in your tool belt but this is a killer told the tool have in your tool belt like selling high tickets it just um it's it's the best and it'll get you to your goals faster okay so if you want to reach out to him Keith I'm sure it'd be a great investment to have it inside your inside all of courses we Own right um and you know in just a little hindsight even Myron like the other day he told me I leaned like what

if you just what have you I don't know he's just really good at teaching he said what are you just hit 16k like right now like right now next couple days and he just like he's just really good at getting you to go guck will increase your potential okay so the number are you guys ready are you guys ready can you tell I'm like literally Soaked like freaking out I'm so excited okay so I'm gonna go through a couple mentality things and then I'm gonna give you like my ten top power tips and then the

script but number one when you're thinking about high ticket you have to throw away everything that you have learned and what you think you've researched inside of your niche like I was a Christian author and I was guaranteed if you sat me down just a few months ago I'd be like Christian people Will not pay thousands of dollars for anything they barely pay for books and they think that's like a huge investment they're not gonna pay thousand dollars but that's when I realized something Alice can't even get a witness on that right but out but

but what I didn't realize is that if I crafted the offer right and if I presented it the right way they would hand me their credit cards faster than you can even imagine so I figured out how to do that and That's why I'm gonna teach you right now but number one think about what what is the result when you're thinking about how much could I price my ah crap ask yourself what is the result that I am going to achieve for my client and how much is that worth to them if I'm a health

coach I'm thinking if I could give you perfect health in probably 60 days or less how much is that worth to someone like your health is everything like if I could get you feeling great The weight you want like like how much is that work from a business coach and I can teach you how to get great leads or how to close high ticket how much is that worth to my client who wants to know how to do that that's worth a lot if I have a program for divorced women that can get them up

and running with their own business working at home so they could be with their kids like how much is that actually worth to my client if I have a program that can help Somebody become a best-selling author in 90 days or less how much is that worth to the person who's been sitting on top of their book idea for 19 and a half years beating themself up every year that they don't get it done that is worth a lot that's like that's what if I if I know if I'm a relational coach and I can

teach you how to find the love of your life online in like also 90 days or less how much is that how much is that worth to somebody who's been looking for Love like their whole life or if I can help you in your marriage and I can get you not divorced which is a goal for some people they're like I would just have some problems you just help us out but like how much is that worth so think about how much is it worth for you to do it it's enormous what you value what

you offer excuse me it is enormous what you offer you are offering someone life change that could affect the whole rest of their life Their children's life in all their future legacy like it's legit guys how much is that worth so that's when you're thinking how much is this worth that's the question you're not you're asking you don't look at what the market even says what that's worth thinking about experientially lidget what is that works for someone so that's how you you figure out how much is that how much how much your high ticket offers

and people would saw off their right arm to Get your result I know people right now who are frustrated authors authors excuse me that wood sawed off their right arm not literally I don't mean that literally guys you know you're gonna learn my sense of humor but it is just worth a lot like is that worth 3,000 is that worth 10,000 like how much is that worth for somebody to get that result and so there's two real reasons why you haven't charged maybe the prices you haven't Charged what you should be charging yet and that's

because you either feel really guilty about it or you think people won't pay it and at both of those the both of those are false beliefs that the market even says are not true so you have to ask yourself is that is it is it am I more willing to hold on to this false belief even though the market says something completely different or am I just willing to trash everything that I've learned about this subject and be Like I'm going all-in like if the market says they're gonna pay that like I'm gonna get an

agreement with the market and today the market is willing to pay this much money so I am gonna convince you like I am gonna convince you why why you should why you do it so why you should sell something 2 K 3 K 5 K 10 K 36 K why you should do it number one the high ticket offer really reflects the Value of what you do like what you do like is is just so place value on on what you do for people like is what is what you do Candice worth like forty seven

dollars no no or somebody wants to become a full-time prolific fiction author no like that's just not worth it so high to cover it actually is the accurate truthful reflection of what you offer them that's actually the truth of what You're offering so align yourself that this is worth thousands of dollars like to this person so number one also it is going to okay okay this is this is a sub point of number one but it will actually create to your ideal clients a lot of doubt if what you offer is lower than nine ninety

seven to even two K high-paying clients do not trust low ticket offers let me give you an example I surgery if you tell me you're gonna do laser surgery on Me for 497 I will think you are it might murder me or like whatever service you offer is not is not going to get the results that I want I want you to try to be thousands of dollars that will bring me great comfort if you chat if you charge me a lot of money because then I will think you know what you're doing so high

ticket actually reassured is your clients that you know what you're doing it speaks in and of itself who you are the price Alone speaks your identity the price is is the thing that people then assign value to you at that level that makes sense use give me it so so the pride you if you charge low check it guess what I'm thinking you are not good at what you do you do not know where you're doing I will not give you my money because you do not know what you're doing so you are actually serving

your client giving them comfort do you want your Clients to feel comfort like really comfortable like reassured that you know you're doing charge them a high price they will feel reassured okay number two when clients are investing at a premium price they also show up committed you charge somebody a high price they are gonna show up at your class they are gonna do what you're asking them to do they're gonna do the homework you should write this down people who pay pay attention people who pay pay Attention so you know there's a scripture that says

wherever your treasure is your heart is there also and a lot of people think it's talking about like you know paint ties or giving the church and I'm sure it does think about this like where if somebody when you give somebody a loan a lot of money hello to CCX when you give somebody a lot of money we pay attention we are showing up on a call right now months after and we're doing everything that Sarah and the coaches tell us to do why because we gave them our treasure so our heart is in it

so you are actually again it's all goes back to serving your client you are serving them when you ask them for a lot of money you are helping them you are helping they are not gonna have light change unless you charge on a lot of money they will not do what you ask them to do unless you charge them a lot of money Number three you show up differently to your clients and in your class you actually like now cuz somebody's paying you what you feel like you're actually worth you were like showing up for

them you are site you are pumped you are you are supporting them unbox and you know you were like all in on their success cuz your time it's not being you're being paid what you work your work number for you stop wasting your clients time now this me I don't know if this Will offend you but in the lot of ways making something seven dollars twenty seven dollars forty seven dollars in a lot of ways you are just delaying their breakthrough because they're not committed they're not doing the work they're not going on and you

you're really if you we were just be like super honest you're just wasting their time where you're really going to change their life isn't a one-on-one experience with you isn't Something where you're walking them through the steps that's where you're really gonna get to changing their life so in any any way that you and I are delaying that experience in many ways we are doing a disservice and not valuing their time so like and if you walked into a rolls-royce dealership or like what's a cool car I don't know I don't know rolls-royce but think

of the coolest car you walked in you're like ready to buy you the Rolls Royce they're Not gonna sell you like a keychain and then be like you know what let's sell them a jacket no no no no you need the coffee mug like no I just want a rolls-royce just sell me the rolls-royce like you're not gonna distract me by all this stuff just did me get me to the result quick okay and huh yeah so that's just comes from so much frustration of me selling low ticket and I wish I had known this

earlier I could have changed their lives if I didn't this earlier Number five well I think I already said this your clients are reassured and are confident because they're paying that premium price if you spend eight K or ten K man you're gonna feel like this is gonna change my life and that's what the feeling you want your clients to have number six you hit your income goals faster isn't this great like if you sold something at five K you only need to sell like ten a month which is super easy to do on a

webinar with The phone close to make 50k a month super easy so five K offer it's ten phone calls could you make could you be on the phone 10 times and be like this 50k you totally can do this if you hit your income goals so much faster number 7 you work with fewer client clients and make a bigger impact okay this is a secret I didn't realize until I sold low ticket and got super frustrated you sell low ticket you're gonna get a lot of sales Which is awesome but guess what it means more

people to take care of it's more it's more work you're gonna have to hire somebody which I did to help with customer service with refunds there's upset people as I have where's my order I don't have my login info more people is more work high ticket you get fewer people in and then you can just really really care for them like you just like they're like you're you're like Mike the way I feel about my Clients I'm like you are my people I could spend so much time with them fewer clients more support number eight

you don't have to hire as much team if you go if you if you add high ticket to your offer like I love all the team training and I'm totally gonna do that and that's amazing but when I think about my long term goals I do not want a large team my in my 20 year like I want four people or or or less do you know how much work it is to manage the staff if you don't ask Somebody who's managing a large staff so you don't you don't have to hire as many people

number nine you stop getting ready to get ready so this is like all this stuff that says like you need a podcast need a you need a YouTube channel that has nine million subscribers you need your Instagram your Facebook which is all really important and I went to traffic secrets 100 percent it's on my goals but if you don't have this right in the back end I Would if you are one of my clients I would tell you do not even pay attention to any of that until you get this right in tight because unless

you're leading people to the engine that's going to cause your whole business and life to go to the next level you're just you're just wasting time and you're wasting their time and you're just adding to the noise on social media so and then number 10 you just you're just gonna love your life more so like you're just gonna love Your life more and I'm sure you guys feel like this about your life but I feel like this about my life like when I go on a walk every morning I am like so grateful I can't

tell you like regularly since I started watching high-ticket I walk around and think I can't believe it this is my life I get to be with my kids I get these few clients I get to work I love working with I make huge income goals like just based off this and the script it's like 30 33 K and like 10 days you know like and I used I I mean I think the first year I did internet marketing I was like I think I'm very early made 33 K in a year so you just you

just love you just love everything a little bit more in my opinion and it's less work and less stress like how good is that so I'm gonna pause there but my goal is just like persuade you and then I'm gonna go into the script but I would love to pause there and see which are those ten Things resonated with you the most and then later we're gonna have some questions but what about the ten one of the ten just pick one and I'll call on you resonated the most with you they may need a second

to look at it and you didn't but maybe just something I said yeah I don't know if you're taking notes because I told you not to take notes so Candace what stuck out to you the most what what resonated a lot of what you said resonated with me um but I Think well the part that really slapped me in the face is wasting clients time willow taking offers like that whole thing about a mug so but the thing that got me the most is I show up differently for the clients and the client show up

differently for they get their breath faster because they pay for money and I really really awesome fantastic Hannah's good takeaways I love that and what about what resonated with you oh you're muted I went to the wrong Place you're so totally right years ago I had a retail store brick-and-mortar and I sold it was a lingerie shop and we sold the slip at I don't remember how much it was it was let's say it was $36 and a customer of mine came in she bought the same slip in Florida for 60 something dollars and she

wouldn't buy it from me I mean I've been selling these slips for years but she bought it in Florida and my customers Would go to New York to shop for the same items that I had in my store so if you're if you're fighting a battle on price you never win so and so it's true and Katie and I have talked about it we got into this clickfunnels thing together but you're right I need to I'm looking in the wrong direction I do need to go higher higher end because it's the only place where I

can be different yeah that's so good in and you're not competing against yeah I'm not competing against myself awesome take away and so so good Alice what what resonated with you what stuck out to you when you said people who pay more pay attention it's interesting because probably probably about thirty percent of the people who pay for my course really don't show up and I'm grateful for the ones who do because they're really getting results and so I have awesome testimonials but I just yeah I'm like okay I can't wait to see what Happens when

I raise the price and yeah and or you know start offering someone on one or small group like you know take six people and say okay I'm gonna work with you six people only you get to do the force and you get my private coaching for more kind of like an inner circle kind of thing absolutely yeah great point Alison I would really encourage you if that is the model that is that scales the best is selling People into a group coaching experience once a week in an hour because it's why because it it values

your time the most yeah well it I already actually have a group that I do every week it's anybody who's in the course can jump in though I do it on zoom video and I think there's a limit to a hundred people which I don't have in the mini in the course yet but at some point it'll max out if I get that many people in the course but yeah I want to start I want to figure out a Way to do just a limited group that pays more for specific yeah coaching one hundred percent

yeah that's great great takeaway you know what stuck out to you what resonated with you um you know I I've always established myself in my retail field as the world I'm the most expensive picture framer possibly in the United States and everyone has told me that for many years and I've always charged double or triple what anybody else charges anywhere around and now I've been by appointment for the last few years so I've just made myself more scarce and more of a pain but I I look at my tip make my other computers right there

I look at my computer and I go I made more money this year than I did last year and I did like a quarter of the work so so I so I totally get that whole thing out I don't have any issue with it but they you know I I thought was really nice that stick out was I was oh you don't need as big a team um I Really don't want to have to deal with a big team of people and that's where I've been resisting a little bit with the whole like I did

a LinkedIn thing the other day and somebody was saying yeah you do this business this and then you have to hire somebody to do this and then you hire somebody else and you know she's within 30 days you know you'll have a half a dozen people working for you and I just thought it's oh I won't swear but I promise that's Not my goal in life um so I really that's the thing that makes me go yeah but as we were talking I started realizing that I understand what I see like my retail thing nothing

I have no problem with it I could sell anything for any amount of money and I really have no problem with it but I'm finding that I have this little kink in the back of my head about selling my information like oh it's my information like it's the same thing I Sell my service as a designer here and you know ten thousand dollars and I'll make that for you even if it cost me fifty bucks you know it doesn't really matter I don't have an issue with doing that but I'm laughing that I'm going online

I'm feeling like oh there's all these other people and there's all these other courses and doing all the market research about you know how many people teach photography and all that is bringing my head you know my mindset Down so this was a really interesting okay so I'm gonna make sure that that does not get in the way I haven't I mean I literally haven't sold any like I'm well I published my magazine this summer I wrote a magazine which I want to do is more of a pieces to saying who I established myself as

an expert and and I did the market research every single magazine is between a dollar ninety nine $5.99 so I made mine thirty bucks and I put it online and most people don't buy It but the couple people that do and then other people though how that's must be really nice thirty bucks so I've got the headframe for it but I find it interesting that thinking about teaching the course I'm stuck in the old way of saying well who's gonna think that's worth money you know like that kind of thing and because I'm also because

I because you're selling a service or somebody has a measurable output you know you sell a book you do this you do That and I'm selling how to make something more beautiful so I think that's where my disconnect is it's about and I heard what you said in the beginning about what's it worth to them as opposed to what it's but it's not it's because it's not a tangible dollar valuable thing in terms of their results that's where I'm having I'll write that down too and I'll see if I can I can hit that the

end thank you thank you for that okay cool Sarah take Away what resonated with you um just uh the ultimate value of what we can offer them I know that's one thing that I struggle with like if my ideal client is leaving a marriage you know I mean how does she even have dollars for a moving truck you know kind of an idea so I've tried it's been difficult but the the idea of selling what the long-term vision is like if they invest in this what how does their entire world change yeah yeah 100% and

that's it That's exactly what you want to be like crystal clear on is the the end result you know because yeah you sell the vacation right sell the dream and I haven't but I have a practical answer for that too Sarah which I I loved it um there's so much to go so much to go over but okay cool because I want to get to your questions answers do you guys want me to do the script first or questions script script next scripts script okay all right well because a lot of the Questions I had

is a lot around pricing payment plans and things and things of that nature there's looks like a whole little bit I'm hoping I'll be able to get to at the end but let's let's just skip the script you have your offer you have your stack you're ready to go you're on your webinar you're doing the due to the webinar and then I can't even remember actually this exact point I could ask you if somebody wants to reach out to me but when you say I remember I My however I did the stack and then I

basically said if this is something that's of interest to you my team and myself are gonna make themself available for the next couple days if you would like to book a call we would love to give to you a free business a free strategy may hold hold on this I didn't prepare this on the script this is just in the webinar um something about a free strategy call if you want that script someone make a note and to reach out to Me and I can get you back that's great but actually how you close out

the webinar okay people get on your calendar they book a call so what do you do next well inside that forum I had them to fill out a few questions which I'll give you again and it Mike's notes but there's a few questions that you asked them kind of where are you at your business you know are you are you why don't you start now or later I think It's a few questions just here a little bit ready more ready on the call with them then they get on the call with you and then this

is what you do next don't have to take notes on this because it's a lot of questions but but what I was saying to you earlier is that listening is the best selling strategy hard closing forcing especially women forcing women and and putting pressure on them does not work for what women guess it works for us for especially for sign of Women listening ok so there's gonna be a lot of questions here they go like this hey I'm so glad you reached out their name how did you find us so you find a little about

how that finds where are you calling from it's still big talk to you now here's another little power tip don't be too excited in my research when I was studying this if you are too excited if you're super excited which I actually struggle with it with this Because I get so excited people put their guard up they think you are like about to sell them something and they start they start to immediately feel a little like I don't know the word but they're kind of back away a little bit so how I have learned and

I learned this only from practicing is I'm so glad you've reached out how did you find us where are you calling from so I'm nice and calm and my tone of voice don't be too excited or High-pitched in your voice what was it that caused you to apply for the strategy call today what was it that caused you to apply for the strategy call today what do you think and then end up submitting then once there once you ask that did you get a little background information then I like to ask them where have you

been feeling stuck in that with that goal where have you been feeling stuck so now I'm starting to get context and so I'm Gonna start to personalize my sales presentation I'm just getting a little background in right now you're just kind of collecting information actually it can be honest with you right before I do ask I'll put this in my I actually say after I greet them I say I'd like to give you a quick overview of the call I'm gonna be asking you a bunch of questions I really want to deep dive into your

goals and dreams and I say and what God's put on your heart and my Whole goal for the conversation is to add a ton of value and get you unstuck in the next 45 minutes I really believe it's gonna change your life so I say something like that and then I say at the end I have an opportunity for sometimes I say if you would like to apply to be into in my blah blah blah program anything it's the right fit for you and if it's the right fit for me so now I'm reserving the

opportunity to extend them an invitation and they're Gonna start to have to feel like they're gonna have to kind of apply to get in so they're gonna start to in their brain they're gonna start to posture themself as now they have to prove themselves to me is that make sense again it's all in the script okay so but um like what caused you to apply where where are you feeling stuck and it's being prevented from achieving those goals what in the past have you tried to solve this problem now you're hearing like courses They may

have invested this is killer research they're gonna get from this answer what are you tried in the past you're gonna hear about all the programs and people that probably you can now is what I've done I start targeting those things on Facebook so what have you tried in the past you find out what solutions they've tried what do you think okay and now you say things like you just kind of keep with me it's a little bit organic cuz you go like tell Me more about that how did that work for you you know you're

kind of just digging a little bit deeper and then our next pivot in the conversation is we're going to try to get them identify it with pain you are going to try to get to identify with the pain that they had trying those programs and not getting the results they wanted you remember that in some of the training with 260x like it's we have to get them out of Pain and into pleasure but you first you have to get you have to go deep with the pain if the client does not feel pain when talking

to you about this issue you may not make the sale you have to get them to identify with the pain this is how you you you how have you tried in the past it's also they tell about all these things that didn't work and then you say like how did that make you feel how'd that make you feel when that didn't work how does it make you feel Not making that income that you thought you're a bank how did that make you feel how does it make you feel not finishing that book how does that

make you feel how does that make you feel not having the look like your business make the rewrite getting the income goals that you want how do whatever your nature is just how does it feel not having that how does it feel for me I say things like how does it Feel like not not knowing how to start your business online how does it like how does that feel so then they started going to all these things that feel so painful and then what I encourage you to do that is is a little bit that's

the question and then springboard off of that ask more questions to go deeper they're gonna start talking about their family they're gonna start having a divorce there's a certain where they lost a child like it can get really deep Guys just go as deep as you can into into the pain of not having achieved that goal does that make sense okay then here's another pain oriented question pretty soon we're gonna start to pivot to pleasure but another pain question is what do you think is going to happen if nothing really changes in the next three

to five years in the next three to five years tell me like if nothing really changes what do you think is going to happen Then they start to go into like all that I'm gonna feel stuck looks like I wasted my life I feel like I didn't fulfill my destiny it's gonna go again but these are all that just understand the concept is pain okay then I like to say this is a really great question it's my favorite one what what keeps you up at night about the potential that happening what keeps you up at

night about that issue so now we're deep in the pain and now we're Going to achieve you to see how how deep we're going we're going even deeper now what keep okay and usually they will pause if they pause in any of these pain questions it's good the longer that they pause it shows up the more they're reflecting on the pain okay what keeps you up at night this is a killer question because this is also language I write that I take notes during the whole thing I use all of this and my copy what

keeps you up at night about this issue What is it gonna feel like if you deal with that for the rest of your life okay how do you think that's going to affect you and your family still in pain okay you understand now we're gonna pivot to pleasure this is one eye this is the way that I do it you can do it however you want I say I say okay what we do now is we're gonna we're gonna do a little fun play a little exercise I call it weaving the magic wand now we're

gonna start this to The way this is how I craft the language around pleasure I say and and cuz I'm a Christian I say we're gonna pretend that Jesus is standing right next to us and he's got a magic wand and then everybody laughs cuz like magic and Jesus always go together I'll be like just go on with me three times in the gospel Jesus says what is it you want so we're gonna pretend that Jesus right neck here is reading as Magic client he's saying to you Suzie What is it you want in the

next three to five years ask ask me right now like what what is it you want and know that whatever it is you ask for there's not gonna be anything any harm or loss done to your family your income your house your friends everything's still going to be perfect and they'll be no loss whatsoever what would you what would you ask for so then they start to talk about what they'd love their future life to be Like and I love this Park then I start getting excited for them they're like they're like I'd love to

be a speaker I'd love to be an author I'd love to make this much money per month or whatever and I'm like really what would you do like what would you do when you're a national speaker like where would you go like how big of the crowds we just kind of play out as far as we can into this Julie would say ignite their imagination we're just igniting Their imagination I'm gonna feel amazing what are you gonna do with that extra income and so that's one of the questions here at tulane pleasure what would you

do with that extra income because I'd love to travel and that's amazing you just keep going on you hearing about their dreams that's like my favorite part and then you say in what ways would that change your life how would that change your life again They're going into pleasure deep into pleasure how and then you like how would that feel again we're feeling pleasure we felt pain now we're feeling pleasure and this I know we're coming close to the end but then this is a question that I put in after I studied more psychology and

it's from Victor Frankel that man's search for meaning he was a Nazi camp survivor and his whole thing is about how man's deepest desire is for their life to have meaning so then at the end I say what would it mean to you to have and then start stating some of the things that they mentioned in their magic wand X what would that mean to you and then they said so then they're like then I would affect the thousands of people that I knew I was meant to I was born to impact then I would

be able to provide my college kids college education because no one ever provided that for me then I would be able to quit this horrible job and work you know then Like it would so what does it mean to them okay and then then you say okay cool it like that's amazing is it okay if I sum it up so far what I've heard and then you can just tweak what you feel I'm hearing and then in just a five or six sentences I sum up all the pain I'm like okay cool Suzy it sounds

like you're like you know you you've been working so hard like 20 plus years inside the school system like your paycheck to paycheck like it's it's been Really hard you got no time and then I go into and then but what what when you become an author and then always speak in terms of that they're going to do your thing but when you become a best-selling author or when you get your business launched online you're gonna do business and so you sum it all up and then and you say does that sound about right and

then normally no one has ever provided additional they're like wow yeah that sounds of me so now they feel Like you really listen to them okay are you guys cool cuz I know we're over time is it okay if I keep keep going a few more minutes then they know that you you're really less you say does that sound about right yeah and then I say okay that's amazing based on everything that I feel I've heard from you I am 100% confident I can solve this issues for you so now you are declaring to them

you got them I heard you and I got you okay then You present you're off you and then you ask their permission again this is a little bit Russell fronting you ask their permission to present is it okay if I talk to you about my certified coaching program I think this will be the best fit for you so I have a couple offers that I present depending on what I hear and then I present the offer I go through the stack I go through everything everything everything you could possibly you just present your Offer and

then I like to make a joke like Russell does I say I'm gonna pause there because sometimes people say it feels like they've just been drinking out of a fire hose okay you remember that I say and then they laugh and then it's so funny and then I say oh but let me ask you this what did you like best about this state your offer what did you like best about the certified coaching opportunity did you like how you could change people's lives or making money or Both then they usually almost always say both and

these are called embedded commands people normally aren't always a hundred percent listening to you but they will repeat back to you last word they heard you say so they usually say right right there okay they say both okay and then I say then I say cream base all that information what questions do you have here we're gonna put the ball back in their court and the goal here is to get all of their questions Out so that they don't later become objections to buying so we're gonna now put the we're gonna ask that what questions

do you have then they're like then usually and then here's another secret power tip the more questions they have they they they the more likely they are to buy so if they does ask you seven questions they are 7x more times likely to buy isn't that cold and so every question you have you answer their questions just super simply just answer The question and then you always validate the questions you ask really good questions like that was amazing how'd you even think about that like you're just validating them confirming them what other questions do you

have just keep going keep going and then I say fantastic and then normally then they'll start to ask me about the price and Eric's we're in the questions part right so then they start to ask you about the President I say fantastic now this is where this can get a little bit more intricate but hear me go through it and then I'll solve over email Hey then I present scarcity and then I throw out the price because again we're not on the webinar now we're good to almost do like a webinar but we're doing it

on the spot so I'll say things like we currently only have two spaces available for the certified coaching opportunity which would you like to hear more about the Investment that to jump in so again I'm Mike I'm again at MIT okay and again I'm asking for permission remember these are trial close it so every time they're saying yes every time they're answering a question I'm conditioning them to to say yes okay so would you like to hear more now another scarcity I'll use the word tactic I use is because I'm doing it right now this

is this opportunities only available in December and a price is going to more than double in January So I whatever a scarcity you have going on in your business just use that and would you like to hear more about the investment to jump in so you don't say price to say investment to jump in okay fantastic I'm gonna go over the pricing structure from what I have learned works best but you can do what works best for your business when I first started off okay I don't know if I should do this okay when I

first started off I offered a payment plan payment plans are great To get more people in and to practice your selling skills because more people will say yes to a payment plan a lower payment plan for instance my first offer was 2 K I modeled this after Julie to K offered 249 a month I think for nine months okay so more people okay did the payment plan I got a ton of people in that way what I learned later is that payment plans mean less cash upfront so that means that you don't see that at

cash for a really long time And therefore you cannot pay Facebook a lot of dollars because you have everybody on Kanan planets that makes sense so the better method is to get more cash in the beginning and this is actually I mean I think I want to pause it and ask for questions um because the payment but but I'll tell you how to get more cash in a second if you want I'd love to pause it there for questions don't be afraid you can keep going Really that's how I feel I don't know okay okay

all right Candice I'm go go alright so what this took me a while to learn this and I had to dig deep into some other high ticket sellers to figure this out but this is a strategy that they use let's say the offer is 5k they say this they say well normally the offer is 12 K or this is what I'm saying the offer is $12,000 and then everybody the phone wants to drop the phone and you almost can hear them drop their jaw If normally the price is $12,000 but right now in December you

say it like this I am removing you don't say it's discounted you don't say it's on sale you don't you say I am removing $8,000 from that price only right now in December so you talk about money that you are removing away I am removing $8,000 when the price of the so they offer right now in December is only $5,000 or I'll say yeah I think I say I don't say four nine eight seven I say $5,000 then you say this most people and okay and then you can you can jump into that investment by

putting $2,500 down right now we can split into two payments and in two thousand five hundred dollars in 30 days however I do offer a one-time on the phone discount on the phone pay in full discount I'll say it again I do offer a one-time pay in full discount for only 4k a lot of people choose to use that to do that option because they save another So again I'm talking about I'm removing another thousand dollars most people and then and then always as many times as you can say like most people that's very helpful

I'll tell you why in a second but most of that so that took me a really long time to learn that information but that is the strategy you say however much to offer as you say you can put half this or half in 30 days or at one time paying full discount but usually $1,000 less okay then if they're Like oh my god this is this is the safety cost most people at that point in my experience they say this oh my gosh this is how you know if you did a good job Wow I'm

in zack is an incredible deal that those are the words that people say to me wow i'm in that sounds like an incredible deal if you've done it right that's what they say okay then I say great I say I say then I said well most people are putting it on a Visa Mastercard or discover which will which will you be using to get started today they'll say what their what their want to say and then you say fantastic and then you say that's kind of starts another kind of rapid series of questions great what's

your first name what's your last name great what's the credit card information great what's a great address because I'd love to send you something awesome that you want to send them maybe part of the thing I'm Gonna send your t-shirt address fantastic great you get the Craig code details you get the credit card details you say congratulations let me be the first to congratulate you that to changing not just your life but all the lines that you're going to change as a result of this program so you just congratulate them and then pretty much the

next move well this last step tell them what's gonna happen next I'm gonna send you an email I'm gonna Send you the login details I'm gonna do whatever you gonna do to tell them so they so they feel reassured about what the next steps are and then get off the phone literally get out of there people have been known to sabotage when they start talking so just be like okay well I'll be sending that email fantastic Congrats again so excited that you're apart hang up the phone okay so just get out of there okay Now

I will pause and you may ask questions related to anything first question when you take care what do you use for payment yep so what I what I have started doing is just loading it I write I write the details down or I do it on my note and then I load it right into write strike okay I go ready to stripe you go into payments and then you press plus I think and then you can charge your credit card okay see ya Alice thanks for coming do You um do you offer any kind of

money-back guarantee or refunds or honey so just in practice and policy I do but I never talk about it and that is because I have observed other high ticket closers never just bring it up this is from they and I have observed but I I like I haven't done I haven't asked them all but yes this is what I would say if somebody asks me we absolutely offer a 30 day refund all we ask is that you just show us that You've completed the assignments each week so we know that it because we know the

program is gonna get you results so all we ask is that you just turn your homework in it as soon as you do that then what issue you're 30 your full refund in full so then it's kind of putting a condition on them and it's also stating my complete and utter confidence that my product is amazing and so if there's anything really wrong with it it's gonna be you great other Questions great great questions guys I just want to let you know that I really do want that webinar the you know the posi script about

do you do what Russell does so you do like the stack and you show if you sell in your program for three for example $30,000 for the value which is kind of crazy and then say application or Jimmy you know whatever for clock I do I do the stack and I do the whole value of the stack and then then I do the Invitation to a3 I forget what I call it I want to say business strategy call yeah three business strategy call we're all help customize a plan for you so then I'm saying get

on the call and I'm gonna add value to you and I always am sure to do that somewhere on the phone I'll always like when they're talking about their three to five years I'll always usually add a few lines I didn't say this but this is just what I do organically I say what I can also see You doing is but I thought about so I kind of give them a strategic plan and I said that that tech checks that box that's good yeah but I didn't think about that as far as giving you guys

a script so I'll be sure to do that cuz I that took me a while to get that too so I'd be happy to share that as well canvas for the webinar and I really appreciate that's by the way you just tell me again what it is that you sell yeah yep well I started selling Something called wild and free work from anywhere system it is basically teaching women how to start their very first online business really teaching them how to make a funnel so I teach them like kind of what how'd it would it

who do they want to serve like what do they want to do is it coaching is it real estate whatever clarify their offer build their first funnel and then market it all about in ten weeks so they finish everything inside ten weeks and they Usually have clients in seven ten weeks so consider that to be like that it's not like done for you it's not really done for you but it's like you work with them individually it's sort of modeled for each person or theirs or is it a standard thing and then you're just putting

them into your standard I don't know what you call X let's say pitch for lack of a better word yeah yeah I'm not sure I probably would put it more on the I Was definitely not done for you I'm not doing anything for that but it might be more considered done with you in that I'm I am with them every week in the class for 10 weeks and I do some Vox support offline and I have them hand in homework these are all tips and techniques I've learned from doing this a lot which I've learned

power tips are have them hand in something every week have them have an accountability partner those are like the two best best every Time I do feedback they say that those are the things that got them results then they watch videos like in my online course and then they show up once a week for one hour with their questions I also when Alice was talking about a hundred students I also because I I'm doing this all the time so I have so I will launch a class with eight to ten and then they'll go a

couple weeks and I'll make more sales I launched another class so sometimes I've had to at times I've done three classes at once because I want them all going through it at the same time there's so much momentum and handing in homework at the same time that that's the best when I'm thinking about how to serve them the best those are the best experiences for them for the climate yeah great question yeah more questions anything yeah that's pretty much everything I got y'all yeah and did you have any questions No not at the moment except

what I'm doing and I'm thinking about the funnel that I designed multiple times and I think what I'm going to do is change it I'm gonna change it okay I'm gonna offer something to do in addition and I'm going to change it and I'm going to hike the price okay instead of discounting because I haven't made any sales it's crazy so I have nothing to lose yeah also in this is like a when I when you Were talking earlier I have met three to four Amazon entrepreneurs who cannot crack the code in how to manufacture

domestically and I was gonna say that I think you could offer a high ticket offer for people who are already bark it's growing and it's growing every day of Amazon sellers to either get a better price or set up their domestic shipping manufacturing business yeah yeah I I don't personally work with them as on so you don't you can work with any E-commerce seller it doesn't have to be Amazon but they don't they can't figure out how to do that and you've done yeah well I do have I I do have a link to an

engineer and manufacturing facility so yeah I I think I'm gonna offer this to you guys as well but just this is this is really easy for me to do it really is to construct I take it offer so Sara maybe if it's okay with you I think I'll follow up with you guys and give you a link to book if you would Like to to book a competent call with me and I could craft your high ticket offer and I can do it like in 20 minutes or less I think that I'm really it's easy

it's super easy to do if that could be a with Apple to help you guys okay that's an amazing offer I think the easiest way to get everybody eileen is when I send a link out just hit reply all because I'm going to send it to only the people that are on the school calendar and bite for this Thursday call so then that way Those would be the only people that get back to say reply off because I struggled with that and I have learned how to do that like it's just what should be that

I take it offer do you know I mean okay all right so Sarah I wanted to say something to you okay are you high enough I'm a divorced woman and I was a family law mediator for 2.5 seconds because it was way too emotional for me being a lawyer but I will say that when you get divorced you have low Self-confidence you are financially messed up because even if you had money he probably had to get past that a full you just divorce oh yeah and if you didn't have money and you provided them all

your life you don't have the skills