Transcription
Though I probed into it one more time because I want to get a tangible out of it, because the more tangible the problem is, the more urgency there is added to it. One thing I wanted to add on more because the your I think it's just it's a role play, your natural demeanor, but you're like still like I can hear from the tonality that's like yeah yeah yeah yeah, you're not taking seriously. So what I added on a little bit more was the time aspect now, okay, because definitely it's lack of urgency within you that slowed your results down. So what I wanted to add on was try to be a little bit more creative in the end was well, okay, how much time are you spending in your job contrast to how much your daughter's getting from her dad? So from that on I was like, hey, well you're no longer but you're not you're no longer but going to be the cool dad anymore, you're going to be the dad that like when she hits puberty you're not you're no longer but going to be that you know buddy or the big guy anymore, right? So and then I added on a little bit Fram of saying it's not the job that counts, it's the memories that we have with our family that really matters at the end of the day, and what's more important, well knowing that it's more important isn't that worth you putting a line in sand? And then that was my thought process, and then from that on I went in, I still felt like I still needed to keep you a little bit more accountable, the way you just you know like deliver yourself and everything. So I was like, okay, are you open to me holding hand? I don't know the grammar behind this honestly, holding your feet to the fire? I think that's why it's called I I usually in the call I say are open to me um holding you to the higher standard though, because that's just my belief system, like we live the life that we deserve and our standards you know, so are you open to me holding your holding your hand to the higher stand? Are you open to me holding your hand to the higher standard? And then I add on a a little bit of a little bit of future piecing, are you open to me holding your hand at the higher standard so that you don't have to waste another nine months, 9 years, or 3 months? And then you were like, no one says no honestly at that point, so I had to double check on it, why though? Because when I keep you accountable it's going to be difficult, and you'd rather not say yes, you'd rather want to say yes, you'd rather want to say no. Why do you say yes? And then you were like, I would rather be told what what I need to do. That was the answer, what I was looking for, because now it gives me ammo to objection handle with you later down the road, because what I'm communicating with you is that I'm not letting you you hang up on me, I'm not hanging up on you though, right?
And then from that on I naturally progress into okay, well future pacing, what is your higher standard like, what do you want to be making next three to six months for you and your kids? But it wasn't easy for me, I kind of got out of touch, I'm still doing sales calls by the way, but I think I don't think that was fad at all. No, yeah, no, that that was good. So I remember will odms from sniper one time he said responsibility as urgency, because if the prospect doesn't have responsibility the prospect's like yeah, I mean you know maybe it's the government, maybe it's my wife, it's my boss, and so they have no no urgency to do anything right, but if you narrow down the responsibility to like oh it's it's me, like I got to be the one to do it, so why you did well was now okay cool like you know your kids right, what about like don't they deserve more? Like don't you deserve more? It's like yeah yeah yeah, so like you're bringing to like them them them, and so now because they have more responsibility their urgency increases right, so it doesn't only happen in like the problem section or the consequence section, but it also happens there as well. Yeah, what I want to add on one more top on top of all that is what I did over there was I kept up probing a little bit more to get a actual internal reason on why you're slowing yourself down, so you start with skepticism, so I ask you where is that skepticism coming from, because I want to understand the program behind that person right, and then you told me, and then we in the end we figured out it's fear of failure, like fear of losing money which is fear of failure same thing Y, and then once I got it, what I did add on from there was I empowered you right away in terms of hey, I want to acknowledge your honesty, because a lot of people out there and just like like the you versus US versus the world free where it's like hey that that's what successful people do, they take string ownership and the ones that always blame it on something else and aren't dishonest with themselves are the ones that will never make it, but you have the potential to make it because now you're being honest with yourself.
So what I just over once you agree with that frame like in a real life sales call when I do that they're always be like they all double down and be like yeah yeah I was me myself slowing slowing myself down when 20 seconds before they were like oh it's the government's fault it's my mom's fault, but once I actually give them a little dop strike and planted identity they're like yeah it's my fault, they double down on and once I plan that frame for you it's a role play but for you it's going to be very very difficult for you not to take stream ownership because I gave you that dopam strike and you want to be on that box now y you want to play by that game so every answer that you're going to give me is going to be an honest answer right, there are different frames right, there are different frames for example like hey the successful unsuccessful like hey like you're the ones that take the risk taker like I don't do those frame anymore I'm more like um more like honesty frame, you got to be honest with yourself to be successful so I do that freame because I want them to be honest throughout the whole entire call with me rather so I can deal with whatever they have you know yeah yeah okay that was good so I'll go this time and I'll start from the top so I'll be closer your prospects and give me some vague right and problem because I think that's one of the 90% of the time whenever look at closers role plays or you know call reviews they're not going deep into the pain and like they have some trouble like you know uncovering pain so there's different scenarios that happen right so just be like like really really vague so we can go through like different loops and different scenarios now I don't know what exactly what June's going to do but I'm really bad at role play though really bad at it but I'll try I'll try to be the bride over here it's all good uh so let's do uh let's do the biz up again right uh Adrian can you see me okay yep cool man well looks like you booked a call about possibly getting into trading to make more money is that right yep cool brother well do you know what you're looking for when it comes to what you want out of trading I'm just looking for a program okay well what kind of outcome are you hoping to get out of that um I don't know just I mean you guys promised me making more money so just we didn't think you promise so that doesn't count but do you want to make more money or what's the outcome that you want I mean everyone wants to make more money so oh not everyone I care about you man what do you want uh make more money just being able to not look at the price tag anymore I'll say that's why I'm here you know okay what are you doing for a living now uh currently right now I'm a I'm a sales guy you know oh okay sales guy a sales guy you like it be honest what your job my job yeah yeah I like it I like it what do like about it I just talking with new people every single day that's really kind like how we're doing now I mean yeah that's always fun I me it's a good job right so anything can change about either the type of work you do or I don't know I guess a financial time Freedom you're getting from that no just um just want some extra side income if it complement my income and just so why why not make more money with the sales job you have now though I mean I can but it's like I don't want to do more dials I just want to have more passive income want not do more dials um that's boring I mean I just work what do you mean I just work like I'm the type of guy that I want to get done within 8 hours a day and and then from that on I'll just move on to my personal life you know how many hours a week a day do your work now eight hours a day okay so want to just work like one more hour make more money that way uh no I don't think the return of investment is there you know what do you mean by that it's just like I mean one hour like yeah I can do that but I'd just rather do something else I mean probably I might retire in the next okay 20 years and in the next 20 years I want something that is a good passive source of income sales not like that you know sales you have to wake up every single day like sell new people all the single time there's no residual in my company so how do you feel about that I mean I feel motivated every single day you know besides you feeling motivated sales guy a sales guy I know that game like I'm on your team dude but like you you having to wake up every day like making the dials like you have to be there to make more money I mean what's it doing to you um I'm just I'm just bored you know I want besid being bored if you're bored you can just go play golf you know what I mean I'm not a golfer you can go play chess so the real real talk man that was kind like I'm I'm here to help you but you know if we you your guys understand right if we don't understand your true problem then we don't know how we can help you or anyone can mhm you know so what's going on um I want to make more money so that I can be able to not look at the price tag you know you're kind of doing that now what looking at Price TXS everything has a price tag yeah yeah but like are you doing that looking at Price tax oh yeah 100% for what um just like normal groceries or just the mortgage payment and like that you ever seen the meme where like you have the groceries at 200 bucks then they haven't scanned the meat yet and you're like it's kind of like that grocery has gten up a lot mortgage has gone up a lot yes right just inflation is I mean how much is the mortgage I pay about um 2K a month yeah for mortgage yeah that's a bit so you you having the the mortgage and you're having the the grocery it keeps like inflation is not stopping anytime soon right but you keep having to be in the dials how does it make you feel just I mean I got to put in the dials to pay off the mortgage I'm just like there's a little sense of anxiety I guess anxiety what do you mean I mean I just got to put food on the table you know and got to make sure that that I don't get bankrupt you know so that's why and there there are months where I'm like doing really well with sales and I'm like a like I'm making money but there there are months where it's like I mean got to if you're sales guy understand like there are months that it's just not doing well it's kind of like up in like a roller coaster a little bit is that right yeah yeah how long has the roller coaster been going on I from the very beginning of my career you know when was that um five years ago that's quite a while that is you going to change that yeah definitely okay so boom just pause there yeah how did they feel as a prospect um it was very like tactful like it was very sharp um one thing that I want to add on is that because a lot of like one thing that you really did really well was you don't do the okay okay or gotcha like because I mean we'll do a role play on this but a lot of sales reps when they're flustered they're like okay okay gotcha yeah and they cannot come up with their they literally just their brain gets awesome awesome so so Jun what I'm hearing is that you hate groceries is that right yeah but there was no no such thing as that it was just like cut to the point like um straight shooter and be like it's more like you're coming from a place of hey let me wrap my hands around you and be like hey like let's just budy talks exactly choke you choke you're into that man maybe hey be be aware with your with your with your daughters you know don't don't have them around Brian God Is Watching but that was really good um the probing inant probing when you hear something instead of letting me ramble I mean I I wasn't playing Rambler by the way I was like playing the opposite but still big like nonchalant guy big n I don't know how I did as Prospect because I'm I'm not a really good Prospect now um when it comes to when it comes sales because I'm really compliant but um I think I was trying to be vague as much as possible you're like you would I was like telling you like hey it's yeah it's motivating was like doing like this shrug and like that it's like like it's nothing right and you would kind of like you would not point it out directly but you're like but dude what's really going on let's have a real conversation over here that was the sub communication that you were that was that was just what you were communicating with me the whole entire time and I felt comfortable enough to give you the answers and it's very hard to describe but like I think we call the Swagger I I think you know what I'm talking about the Swagger it's like detached but also you're sharp like you're you're detached but you're unfuckable it's very hard to get out of that because I know you're sharp and I know you're detached and you you act like you don't give a but you don't you you do give a and it's it's it's kind of like a strange balance I think you can kind of uh unpack that a little bit more with your own words but that's what I felt like this guy has swagger this guy doesn't give a even though I throw him off and try to test him it's like a girl trying to test you right oh why are you so ugly or why are you so old or why do you smell this way right you're like the way how you respond either gains respect from the woman or lose respect yeah and the more I was testing you the more you pass the test and it actually gave me more respect for me to open up to you now if you break down your own role play just we did right now like how do you how would you unpack that yeah 100% it's a really good breakdown so there's two parts to it right so there's the verbals which is the actual words and the word tracks and all that kind of and the other part is a sub commmunication so subcommunication a term widely known the dating space where it's not the words but some nonverbals which goes back to your tonality your facial expression your body language and as woooo as it sounds your overall Vibe right which is the thing that J was talking about to Swagger so the the big the biggest thing people do is like they get flustered right like you talked about so they're like like they don't know where to take the conversation and because of that they get lost or they visibly get irritated or frustrated and because of that now the prospect shuts down more and more and more right now that's the problem that's what you don't want to do so the there's the opposite where doesn't matter what the person says I'm like like dude we're chilling it's fine yeah right but at the same time so what that communicates is that now like this it it shows to the prospect to the other person that this person has high status yeah because if someone's like really happy it shows that oh they don't have problems even though they may have like million in one problem going in their life it shows that they're like nonchalant chill yeah dude like what's going on like have a drink it shows that like oh this guy's High status they're not consciously logically thinking this is that they're subconsciously is going on in their mind it it they can't help it like we're human beings like re evolutionary trigger yeah that's one the other part is actual War track so what we did was in a principal sense I did not let the the prospect get away with vague answers right so it's like yeah I'm just bored but bored is like a very man like half ass answer and dude besides getting bored like what's actually going on right I want to chime in because the way you asked it was a key though hey buddy like really though what's going on like that was the Swagger that you had it's because if you try to dig in um like I mean it's not wet yet and you try to dig in like what happens you know like it becomes an argument you know yeah I don't know I don't you got to lube it up yeah you got to lube it up uh um and I see this so many times with call reviews is it becomes an argument with the Prospect and the closer the closer tries to di your problem and he's making it so obvious that clo that the pro feels interrogated and for you you were able to keep a really um keep really good uh composure where it's like it did feel like you're interrogating me it was like but buddy like what what's really going on like come on Cut the like it's crazy how you can say pretty much the exact same thing but depending on how you say it or how you ask it you can get a two totally different response from the prospect we heard like a gazillon times like it's not what you say it's how you say it but it's it's actually that but let's actually tactically break down like what that actually means right so if you go like okay but June aren't you tired from your job if I ask it like that it's like you know this guy's trying to like dig like something right so they're going to feel like they're being taken advantage or something so they're going to shut down but what I did was with this kind of prospect you got to tailor your approach to these Prospect right but this Prospect okay so he's a sales guy this guy seems more like more direct kind of like how I communicate in that case I'm going to be more direct right so I'm like dude come on like I'm almost like I I know like what's going on right it's like the I've been there frame is a really good one I learned from Marco right so it's like you could literally say hey dud I've been there or can just you know just uh demonstrate that like hey like I've been there right it's like dude like I know what's going on like what's actually going on right so it's I know what that's like so what does it also show demonstrates the higher authority because you've been there right it's almost like you solved that problem before yeah right so that's number one and then I had a set of questions that I could go to like from I could pull from the back of my pocket whenever they're giving me like a V kind of response right so I I have a whole decision tree mapped out right so I give it to my private students from a real estate uh real sales system members a decision tree is when you ask a question here's the limitations with sales scripts sales scripts are great because it gives you questions to ask it gives you a road map however almost no sales conversation goes exactly how the scripts WR toun it's not allow something to happen it's not right so sometimes you ask a question and they say like well you know uh I'm doing good maybe they give you a problem right away or they just like I'm bored right in that case like what do you do and in each scenario you better know what to do for each scenario if it happens so you on a call every day it still boggles my mind where like a like a salesperson still like did I get burned before every day I don't know what to say and and then like dude the and then let's say like I tell them what to do like they still don't know they still can't go through I'm like dude what are we doing here yeah yeah you get this every day on your call what like what are we doing right so like you don't even need to like execute it like perfectly at least know what to say at least memorize it I'm not we're not even going over delivered like your pacing and your your sub commmunications at least memorize it right yeah but going back to this okay cool so you said I've been bored like well besides besides vague half-ass answer you know like I was going into that right also say you gave me an outcome based answer when you go into the problem section typically what happens is Prospect can give you like a problem right away I'm not making enough money I'm working too much I hate my job or they can give you an outcome based answer which is well I'd like to make more money which is the thing you gave me right I'd like to make more money in that case a question you can ask is why not get outcome with situation so it's a plug and play why not make more money with the job you have now right so why not get outcome of what you're doing now because it's a logical question right I mean like if you want to make more money why not just want to just do that right so I like okay want to make more money with the job you have now yeah and then you said I don't I remember exactly what you said something like oh you know I'm just top of gu like dials I'm just like well you could do more dials yeah so we're going that thought process like and then we eventually got to like oh you know keeping on sales calls like I'm a bit anxious anxious so whenever I got a like a problem or negative impact I prob to right away yeah anxious anxiety yeah so the sub commmunication also is very important if you ask it like anxiety oh anxiety they're like yeah anxiety and this sounds extremely funny but it happens it happens people people do this I think they 90% of the time that I do a call review it's like so robotic I used to do this so I know sa for me as well yeah so okay anx so you don't want to let them ramble too much anyway cuz like the moment you get a problem you want to prop straight away yeah reason for that
Is because if you wait, then typical what happens in the problem section is this: you let them ramble. Yes, you know, I feel anxiety, and it's it's so anxious, like grocery bills, like going like too up. But I mean that's why I'm here, because I want to I want to fix this. I want to make more money. What do they do? They're alleviating themselves from the pain. They like that's why I'm here. They're telling themselves, "Oh, I'm doing good. I'm a good boy because I'm trying to fix this," right? But dude, the problem's not fixed. It's almost like you ever get those—what is the thing called?—the uh, those cardio machines? You buy it, and then you never use it. But when you buy it, you feel like, "Man, I feel so good about myself. I'm trying to lose weight." It's one of those things. I heard people though that buy those machines, like like 80% of them never [ __ ] use it, not even once, but they get the dopamine hit, right? So same thing here. So before you get to that point, before—here's what happens, right? So the the buying temperature, the emotion goes up, yeah, like the anxiety, frustrated grocery bills. But that's why I'm here, because I want to make more money. So before it goes down, you got to go at the peak anxiety, yeah, anxiety because grocery bills, it just keeps going up, yeah, right, yeah. At that point, you can like—if you got enough—you got to know how deep you go. There's a whole different topic after that; you move on. So you got to be quick, um, but going back to the role play that I've done as a closer, like like if you cannot be quick, if you're having brain fog, or if it's like like not your best day, sometimes you just can't be quick, like you have to, but you can't be quick. It's fine, it's okay. Take your time. Just make sure that your next question is strategically just there to make sure that it lands, you know, and when you ask it, just ask it with full conviction. Like I see this so many times with closers that they ask a question, they doubt themselves, and they lose conviction in that question, and therefore that question doesn't land. Dude, the moment you ask a question, it's done. Like just rather ask it like 100% like conviction. Because I know like Marco, for example, his questions doesn't freaking make sense at times, but it just works for some reason because he asks it with so much conviction and so naturally that's like the prospect actually guessed, "Okay, actually, oh, this is what you're asking." Yeah, yeah, yeah. They're like, "What is that what you actually asked?" Marco. Marco. Yeah, yeah. That's what I asked. Just like like if you have the right like—again, if you display conviction, confidence, and just be also playful in the call, like how you did, like bide from that bro, like, "What what's really going on though?" like type of vibe, right? Like you you will get away with a lot of—I mean, even the vague sophisticated-a-type prospects. Come on, same thing at the end of the day. Yeah, 100%. And if it's a more—less say it's like an older lady that's like very gentle, then I'd play a bit different, right? I'll would be more like the more senior tone. It's like, "Yeah, I mean, sadly, you know, I I totally understand, but you know what's—" I talk more like that, right? You ever know those octopuses where they go into the ocean, like when they land on the rock, they they change their color with the same thing with the rock, right? Same thing with like chameleons. It's not like you're being fake; it's just that you're tailoring yourself. You're being socially acute; you're being socially intelligent, like that's what it is, right? In the dating world, they call it calibration. You're calibrating. But yeah, so that's that, uh, yeah. Going back to the conviction thing, when I was in the orchestra when I was younger—I know, very Asian—I was like a lead violinist for different orchestras. What the Maestro, the conductor, would always say is whenever you make a mistake, you want to [ __ ] up big, right? So because like what most violinists, you know, people do is like they try to like be quiet because like they feel like they're going to make a mistake. But then, dude, you don't know if you [ __ ] up or how you [ __ ] up, cuz like you'd rather go in big, and then you see the prospect reaction. "Oh, that was bad. Let me stop doing that," right? Maybe you need to give yourself enough volume, but like, "Okay, cool. Maybe I need to ask this," right? Right now, this is preventing objections. Now you want to—it's not about like this or that. We talked about detri, right? So it's not about like objection versus prevention, followup versus not. No, no, no. It's like if you have all those things, you have more advantage, right? So this episode was about how to prevent objections by having urgency, but you still want to know how to handle objections as well. So we have an episode on how to overcome, think about objections, how to handle that. So if you go right here, check it out.