Sales Roleplay - Personal Branding Offer With $1M/mo Trainer [LIVE]

So, we're back with another high-ticket offer roleplay. We're going to jump into a personal branding offer, and I'm going to show you all of the subtle nuances of the things that you need to be doing on your discovery part of your sales calls so that you can close more deals. By closing more deals, you'll make more money. By making more money, you'll be able to actually fund the life that you want to live. So, without any further ado, let's jump into this high-ticket roleplay.

Nikil, whenever you're ready, kick us off with your opening question.

All right, Fernando. So, I looked at your application. I saw your Instagram, so I got all of those details. And so, I'm curious, what's the biggest challenge you're having building a personal brand right now?

Well, you know, um, you know, I have um, I have over 50,000 followers on Instagram, and um, I am, I just feel like I'm not using them the right way. Right now I am working as a bartender, and really for me, the biggest challenge I feel is getting traction in terms of working with brands. I have model here and there. I have a couple deals with brands, but I'm not really making the money that I want to make by, you know, using my my social media.

Got it. So, you have 50,000 followers, but you're not exactly sure how to use brand deals to make money from that. And you are a bartender right now.

Yeah. I'll try. And hang on. You said pause. Let's pause. You You've got everything, but it was just a little bit jumbled as far as like getting clarity of what's the order of the problem. So, I would have said, "Okay, right now you're you're a I think you said bartender. I wrote down barber, but bartender." So, right now you're a bartender, and you have 50,000 followers that you're not using in the right way to make money. Like, notice how much more condensed that was. So much simpler. You're a bartender. You got 50,000 followers that you're not using in the right way to make money. Is that accurate?

Yes.

Got it. Keep it simpler.

Okay. All right. Go again.

Perfect. Okay. Got it. So, you're a bartender right now. You've got 50,000 followers, but you're not using those followers in the right way to make any money. Is that accurate? Be careful. But if you say any, cuz maybe he's making a $1,000, $5,000, we don't know. So, just be careful with your words. Most prospects will do what Fernando did.

Yes, that's correct.

They won't check you on those little words, but subconsciously, they're going to start trusting you less and less.

Okay. Okay. Let's try it again.

Okay. Got it. So, you're a bartender right now. You've got 50,000 followers on Instagram, but you're not using those in the right way to be making money. Is that accurate?

Yes.

Okay. And what have you tried specifically to use your 50,000 followers to make money?

Well, I've tried, honestly, I've tried a bunch of stuff. I've been I I tried posting for an entire month every single day. I tried posting reals. I tried posting stories, but I just haven't I haven't really gotten the traction that I want to.

Okay. And when you say not getting the traction that you want to, what do you mean by that?

Well, I have friends that have less followers than me making anywhere from 10 to 15K per month. You know, having brand deals here and there, having brands reaching out to them, and I don't have any brands reaching out to me. I work with two brands every single month, and I they don't really bring the money that I want to.

Got it. Okay. So, you have friends who have less followers than you that are making 10 to 15K, but you don't have brands reaching out to you. Why do you think that is?

I don't know. I don't know if my I don't know if I'm not posting the right things. I don't know if my reels are not getting the the traction that I'm looking for. I don't know if I should change my approach. Not really sure.

Okay, got it. So, you're unsure if you're doing the content in the right way. You mentioned that you were posting every single day for a month. When was that?

That was, I wanted to see how how long you go down that road. We're going too far down the road of what he's doing, like the mechanics of it. We've got to start with the results of it. Okay? Because if it goes back to saying if people don't know how much you care, they don't care how much you know. In this case, it's if people don't know how bad their situation is, they don't care about explaining to you what they're doing to have such a bad situation. If they don't think it's that bad, we need to stop this. Every call, we need to start with how bad is it going as far as the money. I mean, it's clear that we're on the call to make money from followers. So, your very next question has to be from your 50,000 followers, how much money did you make yesterday? You could do yesterday, last week, last month. Doesn't really matter. I personally would go with yesterday because of the in fact, let me ask you as a question. Why am I going to focus on yesterday? Guys, put in the chat. Why am I going to say how much money did you make from your most recent? No, recency is important, guys. We don't want to say in the last year. It's too spread out. The reason I'm going to focus down to the minutia of yesterday is because of the extremity that he has 50,000 followers. If someone said, "I have 2,000 followers." It would be weird for me to say, "Okay, so from 2,000 followers, how much money did you make yesterday?" Because he can have this kind of objection in his mind of, "Well, I've only got 2,000. Like I maybe there'll be days that I don't make some money." Do you notice that, guys? Whereas from 50,000 followers, I know full well he's probably going to say zero. It's going to be like, hang on, you got 50,000 followers and you didn't make a single dollar yesterday. That's the extreness of how bad his situation is. So in this context, which goes back to the point, guys, of if you're following scripted lines, your line may have said, "How much money did you make in the last week or in the last month?" Well, it depends the context. Should I say month, week, day, hour? I mean, if someone's like, it'd be a bit extreme, but if someone said, "I have 10 million followers." I'd say, "Awesome. How much money did you make in the last hour?" Right? It's a little bit extreme of an exaggeration, but the point being, if someone has 10 million followers, I'm expecting you to be making bank every second from 10 million followers or you're clearly [ __ ] something up. So, in this context, from 50,000, I would have probably said, "Awesome." And how many sales did you make from your 50,000 followers yesterday?

Zero.

Okay. What about in the last week? And then I would spread out to day, week, four weeks, month, that sort of thing. Does that make sense, guys? This is the This is as Jay says, clarifying what you're hearing before specifying what you're going to ask. I don't know what I'm going to ask or how I'm going to ask it until I compute. What did I just hear? I heard 50,000 followers. I mean, that's a pretty big number. Did he? And so, my curiosity is, did he make any money yesterday? What about in the last few days? What about in the last week? I'm thinking about asking questions that I don't know the answer to.

Okay. All right. Go from there, Nikil.

Okay. Got it. So, you've got the 50,000 followers. How much money did you make from your audience yesterday?

No, yesterday nothing. Um, you know, I'm doing it in a in a monthly basis. I have deals with brands in a in a monthly basis. A couple brands that I work with, but like I said, it's not a lot.

How much money did you make in the last month?

Um, one of the brands, based on what you just heard him say, what did he say is his source of income from his audience?

Brand deals.

Correct. So, be specific. It shows that you're an expert. Okay. So, from your 50,000 followers, how many brand deals did you close in the last 30 days? Notice the specificity. And now he's like, "Fuck, I'm not going to be let off the hook here." Okay, he Well, to be clear, Martin, if I if I didn't miss here, I think he said a couple. Now, if we technically take grammar, a couple means two. But a lot of people say a couple and it means 1.5 or one or three or four. So, I'm still going to specify exactly how many. When people use phrasings like, "Oh, a few or a couple or a little bit." I need a hard number. I'm not going to move forward without hard numbers.

Okay. All right. Keep going.

Okay. Got it. And how many new brand deals did you close in the last month?

In the last month, none. There's two brands I've been working with them for the last four months.

Okay. Notice how we're starting to open up the pain now because of the way you phrase that very well. How many new brand deals? Uh, I didn't actually make any new money and now he said four months. So now we want to double tie down. So to to make sure I understand, Fernando, are you saying you haven't made a single new brand deal sale in the last four months?

right now. It would be a little bit um fudging the numbers a little bit, but you could say so 50,000 followers a month, you've basically reached 200,000 people in 4 months, and you haven't made a single deal. It's the same 50,000 audience, but we're saying every 30 days, you've gone through basically 200,000 people, and you haven't made a single brand deal. Now, notice how we're holding that mirror up pretty tight to his face. He's like, "Yeah, shit." So, that was good. Keep going from there.

Okay, ju just to clarify that, Fernando. So, out of your 50,000 followers over the last four months, you haven't gotten a single new brand deal from that?

Yeah. No.

No new deals?

No.

Okay. And how much how much do those two brand deals pay you per month? Don't say how much because that you're kind of asking like in general average how much did each of those brand deals pay you. Not did do you notice the difference? We don't want to ask kind of generally. We want to know okay so you've got two brand deals that was four months ago and how much were each of those brand deals?

Well, it was 20K and 30K.

Okay, got it. As opposed to if you ask someone how much do those brand deals pay you? Well, you know, sometimes it's five and sometimes it's 30 and sometimes it's this range and you just get all of this nonsense, you know, garbage as far as the response. You got two deals. How much were they worth? This much. And was that a onetime payment? Was that monthly?

Oh, no. It was just a onetime payment.

Okay. So, you earned the $50,000 four months ago and haven't generated a single dollar going through 200,000 people in the last four months. Is that accurate?

Yes.

Now he's like you're making him feel stupid as far as he doesn't know clearly what he's doing to monetize his brand. Does that make sense?

Yeah, absolutely.

Okay, got it. So, out of those two brand deals, how much did they pay you over the past four months?

Well, one of them is paying me is it both of them are in retainers on a monthly basis. One of them is $1,500 and the other is to is $500.

Got it. So, you've gotten $2,000 a month for the past four months, correct?

Yeah.

Okay. Specify because what what's going to make that seem more extreme? The contrasting to his followers, correct? Okay. Keep keep showing the mirror. Keep showing the mirror.

Okay. So, you made two So, like I would probably stack it up. So, you've made $12,000. I think that's right. Two, four, no, $8,000. 8,000 8 You've made $8,000 from 50,000 followers. Let's just figure that out. And then I would get the calculator out and I'd be like, "Okay, so you made like, you know, [ __ ] 10 cents per follower."

Interesting.

Yeah. I'm going to pull my calculator. Okay. So, it's what whatever it is, you know, uh $8,000 divided by 50,000 people. So, you made 16 cents per follower. Now, that sounds [ __ ] is like, "Yeah."

Yeah.

Interesting. Okay. All right. So, keep going from there cuz Okay. So, you've made $8,000 over the past four months from your audience of 50,000 followers. And if you do the math there, you've made about 16 cents per followower over the past four months.

I haven't done the math, but yeah, I guess that's right.

Yeah. Right? If someone says, "I haven't done the math." My next question is something to the effect of, "Well, now we've done it. How does it sound?" Like, I don't want to let them off the hook with, "I didn't do the math." It's, "Well, we've just done it now, and so how do you feel?"

Yeah.

How does it sound? How do you feel? Something like that. Okay. Because I want to know in my data gathering the numbers, but I also want to know the person. I want to know their perspective of what's going on. because it's really their perspective of what's going on that matters more. It's like if someone if two people are running a a marathon, but for one person a marathon doesn't feel like a long distance and the other person is like the longest they could ever imagine running, they're both not running the same race. It's their perspective of the race they're running that actually matters more than the distance in miles that they're running. Does that make sense?

Yeah.

My my intuition was to ask, "How does that make you feel?" But then I started to think about it and I over, you know, wasn't going to ask it. So, follow your intuition. Good stuff.

Okay, got it. Well, now that we've done the math about how much money you've made, how does that feel, Fernando?

Well, it definitely doesn't feel good. You know, it's uh I I thought the amount was a lot higher, to be honest.

Okay. Yeah. Just, you know, I I I don't know. I just want to be able to make 10 to 15k per month like like my friends are doing and I don't really know how to do it. I I'm not really sure where to go from here.

No worries. I'll jump in. How many followers are your f have your friends got that are making 10 to 15k?

One of them has 30k and the other one has about 45,000.

Okay. So they've they've got a little bit less than you or thereabouts. And so given that you've got more I mean for the one person that's got 30,000 you've nearly got double. Any particular reason you are kind of aiming for just 10 to 15k.

Well cuz it's that's just what I what I want to do first. I want to reach that point first and then of course get to 30 or 40k.

Okay. So that's a first goal and then your second goal is kind of 30 to 40. Any particular reason that number is a first goal? Does that signify anything to you?

Um, I just I just feel like that's what's possible because I've seen people do it already.

Okay. And if you like if you actually accomplish that, what would that allow you to do in your personal life?

Oh, quit quit my job. I'll quit my job right away.

Okay. Is is that a goal of yours?

Yeah. I don't want to I don't want to be bartendering forever now.

Okay. Why not?

It's rough. It's nights. I work uh Thursday, Friday, Saturday. I'm never able to do anything with my friends. It's tough.

Okay. So, you work nights, you can't do things with friends. What What particular things can you do or haven't you been able to do, should I say?

Well, go to birthdays, just, you know, do something on a Friday night with your friends, hang out, maybe go out with my girlfriend, stuff like that.

Okay, got it. Let's do just some some basic maths here. If you're at 2,000 in uh income from 50,000, and you want to get up to let's go with 15,000. I know that's a bigger number, but you know, maybe 10K wouldn't actually be comfortable enough for you to quit your job. So, let's accomplish the goal here. So, you need to basically 7x the amount of extraction that you're taking from your current audience. Does that make sense? Or grow the audience.

Yeah, makes sense.

When you hear that number, what do you think you're missing that's not allowing you to currently 7x the extraction of your existing audience?

I don't I don't really know. I felt like I have tried a lot of stuff, but I haven't been able to figure out a way to to get there.

Okay. Do you see where we're going to kill?

Yeah.

Specifying the pain. Why does it matter? How how uh large is that? It's a 7x. You could see his facial reaction when I said 7x. He was like, "Oh [ __ ] that sounds that sounds impossible." Like, "How the [ __ ] am I going to 7x this?" That's a good reaction from the prospect because it shows doubt. They can't figure it out on their own. They have no idea, right? Do you want to jump in from there? Do you have an idea of where you can go a bit deeper from there?

Oh, from from there, Fernando, what what did you say again?

Well, when I ran out or before I said I said that I just didn't know and I was I didn't know what to do basically.

So, for Ivan and for Alex, yes, the not doing things, not being with his friends, not going for birthdays, that is pain. But remember in the beginning of the call, you saw that I probably jumped out five questions in like 10 seconds there, guys. Broad strokes. Broadstrokes. I don't I don't know if that's the real thing yet. So, I'm not going to go like diving into, oh, you know, how bad is it to miss some birthdays. Maybe that's the pain. Maybe it's not. But at the moment, I'm kind of just like broad painting. I'm okay. He's a bartender. He says it's rough. He works nights. He can't do things. Missing the birthday. He needs to 7X. he's got friends that he's seeing that are doing this. I'm making some broad strokes first and then once I'm like, "Oh, I can really see that's what's bothering him," then I'll start digging into it. This is still broad data gathering.

Okay. Okay. I um I'm actually Okay. So, this is I'm a little bit confused.

Sure. No worries. Just because like it just happened very quickly. I think the biggest thing for me is actually being able to absorb everything that just happened and then knowing where to go. So, I think I Yeah, that that's that's a huge problem for me.

Okay. I would I would honestly like to reverse back to where you took over and see if I can go on from there.

Great idea. Great idea. Go from there.

Okay. Um where did that even start? So it was we'd got to the whatever it was 16 cents or whatever that he was making and I think that was basically where I where I jumped in was he's got 16 cents a follower. I think it was around about there and his friends his friends are making oh yeah he said oh my friends are doing 10 to 15 and so then my next question from there to gather data was how many followers do they have? I wanted to see is that the same or is it different? So that's where I jumped.

Let's do it.

Okay. Got it. So right now you're making 16 cents a follower and you said your friends are making anywhere from 10 to $15,000 a month. I'm curious how many followers do your friends have to be making that amount of money?

One of them has 30,000 and the other one has about 45,000 I think it is.

Okay. They've got 30 and 45. And what do you think or what are they doing that allows them to make that amount of money that you're not doing or not able to do?

I'm really not sure. I have tried everything. I've tried everything. I've been posting consistently, like I said, posting reals, trying to even reach out to people, trying to reach out to brands, but I just haven't gotten the results that they they have right now.

Okay. So, you're not sure?

Yeah, I'm I'm really not sure.

Okay. And is there a specific reason that you're aiming for that 10 to 15k a month goal?

Yeah, because it'll it'll allow me to, you know, leave my job basically focus full-time on my personal brand.

Okay. And why do you want to leave your job?

It's just avatar. It's night. It's at night. You deal with a lot of bad people. I can't really do a lot of stuff that I would like to do with like on my weekends. So, it's not I'm not really having a lot of

Fun with my fraternity job. Okay. What sorts of things does it not allow you to do on the weekends? Just hanging out with my family, hanging out with my girlfriend, going to birthdays, you know, that that type of stuff.

Got it. And so, for you to actually leave your bartender job, how much money do you need to make? Is it the 10? Is it the 15?

Well, with 10, I can leave my job. With 10, I can definitely leave my job. And 15 will be ideal, of course.

Ideal in what way? Well, because I have more room to save and, you know, more room if I want to take a trip or buy some some nice stuff.

Okay. So, to make sure I'm getting this right, for you to just be able to leave your job, you need to multiply your income from your personal brand by 5x. But for you to be comfortable and to, you know, travel and do some of those and save money, those other things that you want, you need to over seven extra income from from Instagram.

Yeah, that's correct. Yeah. Okay. My next instinct is to ask, what have you tried to do that? But I already know that he doesn't know. So then I'm not sure if that's the best question to ask. He he does know what he's tried, but he doesn't know what he needs to do because otherwise he's probably already figured it out.

What I would go as far as data gathering is I probably want to know does he know how his friends are making money? Are they doing brand deals? Are they doing something different? Because the friend side of things is is a pain point as well as far as he's got these friends that are making money. Like do you know what they're doing? Why don't you just do that?

Well, I I don't know. Well, do do you know how they figured it out? Oh, they've been doing it for 10 years. Okay. So, it sounds like your option is to figure it out on your own for 10 years, or what else?

Well, I that's why I'm here. I want to coach. I don't want to spend 10 years blah blah blah blah blah.

Make sense? So, I probably use the friends cuz that's facts. He probably knows something about his friends, what they're doing. Go. Okay. So, okay. That that makes total sense, Fernando. And I know your friends are currently making 10 between 10 and 15K. Do you know what they're doing to generate that income?

Oh, I have I have asked them a bunch of times. I have tried to understand what they do, but just being completely honest, they're not very open about it. They don't they don't really want to give me the sauce of what they're doing. Being completely honest.

Okay. Why do you Why do you feel like they don't want to share about what they're doing?

I don't really I don't really know. I have asked them a bunch of times. I try to kind of see what they're doing with their profiles, but every time I ask, they they'll tell me that they'll tell me later or they just postpone a date and and I'm not never really able to get that information. So, that's why I decided to, you know, take matters on my own hands and kind of reach out to you guys.

Okay. So, your friends, you you reaching out to ask them what they're doing and they're giving you the runaround and not revealing the information. So, now you've decided to take matters into your own hands, correct?

Yeah. How long was that was that going on when you reached this point where you decided I need to figure this out on my own?

It's been Wow. It's been like uh it's been like a year in which I've seen them, you know, make this amount of money and and I'm not doing it. You know, one year is a long time.

Yeah. It's uh it's honestly been a long time. Yeah. I just, you know, started putting focus into it recently, basically.

Recently when? Well, honestly, um, about six months ago, that's when I started putting putting a lot of focus into it.

Okay. Six months ago, you started putting focus into it, but now you've decided to get on the call. What What happened over those six months that you decided you need help? Now, I split that into two pieces of data. Okay. So, what happened six months ago that you decided to focus on this? It was blank. Okay, and you've been trying to do that and you've been trying to figure this out so that you can accomplish blank for 6 months. Was there a turning point which led to you booking this call now?

Oh yeah, it was this. So I'd split that into two pieces of data to get more clarity on his what's going on in his his life. Okay. Okay. So you started thinking about actually trying to make money from your personal brand a year ago. What happened six months in where you actually decided to focus on it? I was actually led guys going backwards. Now I've thought about it. It's probably three pieces of data. What happened a year ago that you decided to build a personal brand? What then changed 6 months ago and what's changed now? Like I want to plot this guy's probably emotional intensity of like, okay, well six months ago I got a bit annoyed with my barber my bartending job. Okay, why? Well, it was this. Okay, got it. And then 6 months ago or 6 months into it, you put more focus in. What happened? Oh, it was this. Okay. And then now you've been doing that for 6 months. Why are we on this call now? So now I'm like, and as you're plotting the emotional intensity, the prospect's having to remember those things. Oh, a year ago, I was pretty annoyed. 6 months ago, I was really annoyed. Now I'm [ __ ] fuming. And as you're making him have to relive those experiences, you're not only plotting it on your piece of paper, he's plotting it in his mind of that trajectory that he's been going on and he's reexperiencing those feelings. So I'd probably it's probably three pieces of data actually. Okay, got it. Okay, so you've been asking your friends, you know, about how to actually monetize a personal brand over the past year. Was there something specific that happened a year ago that you decided it's some this is what you want to do?

Yeah. Well, I had a I had an opportunity to work with a big brand, you know, in the fitness space and they paid me pretty good. They paid me 3K and it was just a photo shoot. It probably lasted like what, 2 hours and um it was good money and I thought, okay, this might be something I want to dedicate some time into. But then, you know, life came in. I went back to my normal job and didn't really pay attention to it until 6 months ago.

Okay. So, a year ago, you worked with the f uh the fitness brand, got paid 3K, but then because of life, you didn't pay attention to it for 6 months until 6 months ago. Yeah. What happened that caused you to start paying attention to it again? So, perfect. But use his language against him because what he's basically saying is, I went back to life, my normal life. In other words, there wasn't something important enough in my life that kept my focus on this. So now the phrasing of the question is what then happened in your life that re-shifted your focus back to this? Cuz clearly what he's telling us as far as his mental model is whatever's going on in my life determines what I do or don't focus on. So I would put that into the phrasing of the question.

Okay. So you you had that opportunity, you know, you made a little bit of money, but it didn't seem like what was going on in your life was enough to focus on it. Is that accurate?

Yes. What then shifted in your life that 6 months ago this opportunity to make money with brand deals, with followers, with personal brands became a priority?

Oh, it was this. Okay, got it. That makes sense. So, we're using his language and showing him that we hear what he's saying. Does that make sense?

Yeah, absolutely. Okay. So, a year ago, you had the opportunity with the fitness brand to make $3,000, but then life happened and you went back to living your normal life. What happened in your life six months ago?

Yeah. It's not quite that life happened. It's like you went back to your normal life. Yes. But why is what I is what I want to remind him of. It's more like But it doesn't seem like that opportunity to make $3,000 in a couple of hours was enough at that time to pull you out of your current way of living, your current life. Did something then shift as far as your life and your lifestyle and what was going on in your life that then you are now seeing this opportunity and wanting to capitalize on it. Does that make sense? Put in the chat everybody if that's making sense what I'm what I'm saying as far as we want we want to like really show this guy that it's it's how he was approaching life wasn't there just wasn't enough of a motivation then. He I mean he made $3,000 in a few hours, but clearly like you know maybe he had a girlfriend and he he was just comfortable in his relationship with his girlfriend. So even though he made $3,000 in 2 hours, he just went back to living life with his girlfriend. Probably then if it was a real prospect, something happened which was oh well, you know, then my girlfriend broke up with me.

Okay, interesting. So why why did that then shift things for you?

Well, without my girlfriend there that I'd been with for five years and just coasting through life, I realized, you know, I'm I'm kind of empty now. So, I decided that the thing I'm going to focus on is making money.

Interesting. That makes sense. Why money?

Well, you know, I kind of while I was in my relationship with my girlfriend, I was really comfortable. You know, obviously I had company and sex and this that and the other, but really I wasn't moving ahead in life.

Okay. And so, when she then broke up with you and you realized that, what what were the thoughts that were going through your head?

Ah, I realized that it's been five years in my bartending job and I still make the same amount of money and I wasn't aware of that because I was just comfortable in a relationship, but now the relationship's gone. I'm not comfortable.

Not comfortable with what?

I'm I feel poor, man.

Okay. So, you then you remembered that brand deal that made you $3,000 in two hours and you thought, you know what? Maybe I should go deeper on this. Is that accurate?

Yes. Notice how I'm like piecing everything together. And that would probably be a realistic story. Okay. Okay. From there. So then in terms of phrasing of the the first question. Okay. So I I mentioned So he got the opportunity a year ago. He got the the $3,000. But how do I Okay. But your life was But in in the summary, I'm I'm saying something about like how his life didn't drive him to keep pursuing it or Yeah. It doesn't seem like what was going on in your life at that time was enough for you to go deeper on that opportunity. Is that accurate?

Yes. Something like that. Okay. What what we're doing is we're we're connecting cause and effect for this guy and his is it what's going on in your life determines what you focus on. Back then, what was going on in your life wasn't enough for you to focus on this $3,000 in 2hour opportunity. So then what I'm leading him to is clearly something's changed here in your life, the cause to have a difference in the effect, which is I'm now going in on this brand deal, make money opportunity. So we're drawing those parallels for him so he can see. Yeah. and he's now going to start entrenching himself in the fact that something's clearly changed in his life and is continuing to change at a more rapid pace that he he focused more on this 6 months ago. Now 6 months later he's booking a call about it. What is it in his life that's causing these effects? That's what I'm starting to piece together for him. Does that make sense?

Yeah, you you cut out a few times, but I I think I I got the gist of it. So Okay. Okay. Okay. So, one year ago, you had the opportunity to make a few thousand dollars. Um, but I I'm getting the sense that whatever was happening in your life, you didn't have that drive to just really focus on the personal brand at that moment. Is that accurate?

Yeah, that's right. Yeah. Okay. So, then what? And I love your phrasing, by the way. I'm getting the sense you you could keep that going for the next question. And so then I'm getting the sense that something shifted in your life 6 months ago that you you've reoriented yourself back to this make money opportunity as a focus point. Is that accurate?

Yes. And you probably just have to say is that accurate? He'll say yes, but he won't just stop at yes. He'll tell you what happened. If you just stay silent, he'll probably just tell yes. It was this. I like that phrasing of, you know, I'm getting the sense that it was this. That was good. Keep going from there. Okay. But I'm I'm getting the sense that six months ago something shifted in your life where you decided to actually start to focus on the opportunity around your personal brand. Is that accurate?

Yeah. Um um my friend actually we're from the same um from the same country. So we've been here in the States for a while already. And um my friend was actually able to bring his family with him to live with him. And I don't know, I know that he's been able to do that due to his, you know, financial stability with his personal brand. And me not being able to do that was kind of like a, you know, a wakeup call if you want to call it like that.

So your friend brought his family over to the United States because the fact that he's making 10 to 15k a month. Yeah. Correct. Okay. Where is your family right now? and tie sorry just one other bit to tie it down if I if I am assuming this correctly the guy didn't just make 10 to 15k a month he made 10 to 15k a month with the same opportunity that Fernando didn't capitalize on 6 months ago it's much deeper than just oh my friend just won the lottery no like if we really think about this Fernando's like [ __ ] I had that opportunity 6 months ago and I just didn't take it seriously Seriously, that's guilt. That's shame. That's why people buy, guys. Guilt and shame. So, so you got to really hone in on the specificity of what he said. So, a friend of yours had the same opportunity that you had 6 months ago to be making multiple thousands of dollars in a couple of hours. And he capitalized on it. And over the six months, he built money, built money, built money, and was able to then do that experience with his parents. Meanwhile, you had basically just turned a blind eye to that opportunity. Is that accurate? Now, now you're really holding that [ __ ] mirror up to him. It's much worse than just, oh my, you know, my my friend got a promotion cuz like if his friend was working in an office and got a promotion and because of a promotion, his friend was able to do his familyo wouldn't be on the call. It's the connection of my friend and I had the same opportunity. He took it seriously and I didn't. And now because people don't notice that they don't take things seriously until there's something tangible in front of them that they're like, "Oh, that's what my lack of seriousness cost me." They don't they don't, you know, like there's two fat there's two fat friends. One starts going for a walk every morning and the other doesn't. Now, the the fat friend that doesn't isn't going to notice anything until the guy that was doing the morning walks comes to an event and brings a smoking hot blonde. And now he's like, "Shit, we both realized we were fat at the same time and we should have started losing weight. I didn't take it seriously." Now he's got a hot girlfriend. It's the click moment that he realizes something. But it wasn't just I realized that my friend could do this for his parents. It was I realized his friend could do this for his parents and guilt and shame that I didn't take the same opportunity seriously. You connect the dots in the middle and the prospects wrapped around your little finger. Does that make sense?

Absolutely. Okay. Okay. So, six months ago, you saw your friend who had been working on his personal brand and slowly who had been working on his personal brand was able to start making 10 to $15,000 a month and eventually was able to bring his parents over to the United States, which was the same opportunity that was available to you six months previous, but you failed to capitalize on it and didn't take it as seriously. Is that accurate?

Yeah, that's correct. Yeah. Okay. How does that make you feel?

Well, it makes me, you know, makes me feel bad cuz of course I would have love to have my family here with me, but there's there's really nothing I can do. I can't go back in time and and get that fixed.

Where is your family? We we need to hammer him more cuz he's trying to rationalize and get off of it of like, well, I can't go back in time. Yeah. It's like, no, you can't. But why has your friend been able to do that and you didn't? We need we need to go one question on him for we need him to turn around and verbally tell us what I just told all of you 5 minutes ago. Well, if I'm honest, we both had the same opportunity and I was a dumbass that didn't capitalize on it. Once he says that out loud, that's like lynchpin one of commitment. But we need him to say it. We can't just connect the dots and be like, I think he gets it. He needs to verbalize it. Like that's what we're really looking for when it comes to connecting the dots of cause and effect, pain, and ownership of why the person's in the pain. Yeah. So, he's he he's doing a great job of a prospect. Like, he's trying to sneak around it like, "Yeah, man. Well, I can't turn back time." And most of you would be too soft because you're like, and I think I did this on the Wednesday training. You're like, "Well, he's kind of admitting, you know, um, uh, remorse, like, oh, I can't turn back time." And most of you then see that and you feel too uncomfortable to press on it because you're like, "Well, I don't want to be a dickhead." It's like, well, actually, you have to be a bit of a dick with your prospects to make sure you take them over the end zone. Otherwise, they just give up. They're like, "Oh, you know, I kind of got let off the hook." You You got to go all the way.

Mhm. Right. It's It's really It's just being more more of a leader and just like, "Dude, like come on, what are you doing?"

Exactly. Leadership 100 100%. Okay, makes sense. Okay, so Fernando, what was your response again? Can you Can you say that again?

Um, I say I think I said you asked how how do I feel, right? Yeah. I think I said I feel terrible, but I can't I can't really go back in time and get that fixed.

Okay. So then you could ask it in so many different ways. It's like, "So, what would have changed that course of time so that you got the result that your friend got?" Like, he he's trying to say, "I don't want to think going back in time, but it's I'm going to make you think about it."

Mhm. Yeah. Okay. Well, if I've taken it seriously and been responsible and cared more about my parents and blah blah blah blah blah, and now we connect it to, guys, what are we then going to connect that to next?

Correct. Something's clearly shifted that the guilt and the shame has become top of mind. So, you know how I said we were going to do three pieces of data gathering as far as the timeline? Notice how the second piece of data connects to the third piece of the timeline because we actually split it out. It's all gonna come together now. M whereas if we hadn't have gone into his story of you know 12 months ago this happened 6 months ago this happened and now this happened you guys get lost of like where do I go in the call it's like well you're trying to piece pieces of data together when you don't have enough data to have like it's like if you're trying to finish a jigsaw puzzle that has 200 pieces missing but you look in the

box and you're like, "there's only one piece, how the [ __ ] am I going to finish the jigsaw puzzle?" You need more pieces to finish the puzzle. What are the pieces? Data. The more data you gather, the more you're like, "Oh, now I can see if I put that piece, that piece, that piece, that piece, and that piece." We now have the whole picture. You got to go, you got to split out the data into more individual components to have more pieces to put together to finish the puzzle. Make sense?

Yeah. So, go from there. Good stuff, Nick.

Okay. So 6 months ago, but you said, "Oh, but it feel it feels like I I couldn't go back in time and change it." Okay. Well, what Fernando, what could you have done 6 months before that to have actually capitalized on that opportunity and been in a position where you were making, you know, 10-15k a month? Beautiful. But I wouldn't use the word "could" because it's too dissociated. What was the difference? What was the difference in the actions that you took versus your friend that led to him having this desired result you don't? What was the difference between your friend and you over the last 6 months that meant he got that result and you didn't? And I wouldn't say "that result." I would specify that he made 10 to 15 grand and was able to give blank to his parents. What was the difference? It's not what "could of," cuz then he can still be like, "I can tell you the answer but I'm not associating."

Yeah. Exactly. What was the difference? Now if he's willing, if he's willing to be a good prospect that admits the real difference, we can start letting him off the hook a bit more moving forward as far as ownership because he's decided to demonstrate to us that he is willing to be honest. He is willing to be real. He is willing to be reflective. You can't just bypass that part of the sales call. You you have to get someone to be real and honest and take ownership. Once they've done it, it's like you don't then you don't need to be a [ __ ] that's just trying to get them to do it again and again and again and again. It's like, "I need to see is this prospect willing to show up this way because it's going to determine whether they enroll and get results and have success or not." And if they're not, I'm not moving forward until they do. But if they show me, "yes, hand up, you know, boy scout promise. I'm willing to say it was my fault. I didn't do this and my friend did this." Okay, completely makes sense, Fernando. So now, and then my tonality would change, by the way, which would be like, "okay, so now what is different?" And now I'm more like caring as opposed to challenging cuz I don't need to be as challenging cuz he's already admitted it was my fault. Now I'm going to start leaning more into—I shouldn't say this, but like—being more friendly with him, being nicer, cuz now I'm trying to help him past what needs to happen now as opposed to before. What I needed was, "let's be reflective. Let's be serious about why you're here and you're not where your friend is." Once we've gone past that energetic kind of space, now I can be more like, "Okay, now I'm going to help you. I'm going to take you by the hand. We're going to figure this out." But it's like you you don't like, why are you being a nice person trying to help someone figure what they need out before they're admitting it's my fault that I'm in this situation in the first place? Does that make sense as far as chronological order of the energies, guys? What you need to move people through?

Okay. All right. Go from there, Nikil.

Okay. So, 6 months ago, your friend was able to, you know, be making 10 to 15K a month. He was able to bring his parents over to the United States. Six months before that, what was the difference between the actions that he took in terms of capitalizing on a personal brand and the actions that you took?

I don't know. I felt like I put a lot of work in, you know. I put a lot of work in. I tried some stuff similar that what he tried and I just, you know, didn't get the results. I guess it was just I guess it was just luck.

You tried some stuff.

Yeah. Well, I tried the reels. Like I told you, I tried posting, but you know, I guess I guess he got lucky with one of his reels that went viral and I didn't.

Well, if I remember correctly, Fernando, you told me you tried posting consistently for one month.

I did. Yeah, I did.

Did he post consistently over the entire six-month period?

He kind of did. I'm not I'm not really aware of his in terms of

Yeah, if you do it that way, he's going to be like, "well, I don't know." Or maybe he did three months. I would just reflect back what Fernando said. Do you think your friend got that result, that 10 to 15 grand taking his parents, by doing the same one month of posting as you? I would focus on the one month rather than say, "did your friend do six months?" It's like maybe he didn't even need to do six months. I mean even if his friend did two months and he did one. So your friend put twice as much effort in as you. How much do you think that double amount of effort led to a significantly different result? Like even if he wanted to say, "Oh, he did two months and I did one." Still enough to to hammer him in.

Yeah. Keep going from there. Got it. So you did the one month of consistent effort. How much effort and time do you think your friend put in to be able to get the result of making the 10 to 15k a month of being able to bring his parents to the United States?

I'll say it's kind of similar. He they put a little bit more effort than me, but I don't feel like he did put that much that that much more effort.

That makes sense. And so I'm curious then if you think it's luck, like I mean why are we on this call? I just I just want to put luck on my side, I guess.

How do you put luck on your side?

Feel like uh really if I have some some mentorship, it can help me, you know, get the balance get the balance to my side and I don't know, get get some deals.

And so is that luck?

I guess it's a combination of luck and and mentorship.

Okay. And if you were to kind of split out that combination, how much do you think results are based on luck and how much do you think it's based on mentorship, training, strategy, execution, things like that? Things that are in your control.

I'll probably say about 80% is mentorship and 20% is luck.

Okay. So 80% of the results that you want to get now is in your control. 20% we could debate is is luck. Is that what you're saying?

Yeah.

Okay. So, we've just broken the belief down. Like if he if he wants to go down that road, which Christian asked us to do it, and you'd already gone that direction anyway. I said it won't happen. If you do what we've been doing, it's like one in 25 people are going to do what you're doing. But I respect you for going that direction anyway. But does that make sense, Nikil? Like if he if he wants to say it's luck, you can do two things. The first thing you did perfectly, do you think it was luck with your friend? If he still wants to say, "Yeah, I think so." Okay, cool. So, what about you? Well, I don't want to play by luck. Okay, what do you want to play with? I want to play with, you know, stacking the deck in my favor or putting luck on my side. What are the things that you think would put luck on your side? This, this, and this. The key question is not stopping at mentorship, training, and this. I need a number. To what extreme do you think that's going to put luck on your side? Because if he turned around and said, "Oh, I don't know. Probably help me like 10%." I mean, you're not going to [ __ ] close a 10K paid in full deal if he thinks it's only a 10% advantage. So, I would I would have to keep going on that belief that like the likelihood that someone says that is like one in 50. But if it happens, you know that you've got to stay there on the call because number one, it's not true. It's incorrect. And number two, he's not going to buy or go through the program and implement if he thinks it's a 10% difference.

Okay, let's go back. And I I love that you did it, Fernando, but just to keep this more streamlined, let's go back and I want you to do the other answer, which is like, "no, I think my friend just put in way more work than me," because then you could just move further forward in the call a bit quicker. So, let's go back to that. All right, get going.

Okay, so I'll ask the question again. Okay. So, given, you know, during that six-month period, what do you think was the difference between the efforts and the inputs that your friend put in that resulted in him making the 10 to 15k a month and him being able to bring his parents to the United States? What was the difference between what he did and what you did, Fernando?

Well, honestly, his let me just pause. Beautifully done. Just for advanced stuff. Notice how much simpler we could make the question. What did your friend doly over the last 6 months that got him those results?

You cut out. Can you say it again? So we can

Everything you said was perfect. Just to streamline it cuz if all of your questions are like this, you you'll add on an extra 5 minutes. You can simplify the question. What was different over the last 6 months between your friend and you that meant he got the result of 15 grand and taking his parents on that trip? What was what was the difference between your friend and you? You can just keep it a little bit shorter. It's probably about 50% shorter.

Okay, keep going.

Okay, Fernando, what what was the difference between what your friend did that resulted in him making the 10 to 15K and bringing his parents to the United States versus what you did over that six-month period?

Well, I do know that he saved some money up and he just went all in into it. He basically quit his job and went all in into, you know, content creation and I was not really able to go all in like he did.

Okay. Why weren't you able to go all in like he did?

I just couldn't quit my job and just rem like rely on my savings. I didn't have that much saved up.

Okay. How much money do you have in savings?

I have about 7K now right now. I I think I just don't think that's where the lie is. Where is the lie, guys? Where's the rationalization? Most likely he's saying that the reason was that he couldn't quit his job. I mean, I highly doubt his friend just quit his job. Pretty sure that his friend was still working a job at the same time. Does that make sense, guys? So, you think he lied that his friend just quit his job instantly? It's not a lie as in like the I mean, it is a lie, but it's not a lie in the sense of, "oh, bad prospect, bad person." It's he's telling himself a story because he's intentionally or subconsciously emitting the fact that his friend was in the same situation as him. So, like all you need to ask was, "did your friend quit his job on on day one?" Well, no. How how long over the six months was it that your friend still had his job?

Uh, four months.

Okay. So, your friend was in the same situation as you for 4 months. So, what was the difference?

Well, I guess if I'm being honest, it was 4 months. And now, by the way, cuz we're now starting to get a read on the prospect, I depending on how well the prospect shows up as a good prospect, I might dig into that. might be like, "So, I'm I'm curious, Fernando, what I'm noticing as far as like the reason that your friend is so much further ahead than you of making all this money, providing that to his family, is when we dig into the reasons, you're rationalizing a lot what those reasons are. Why do you think that is?" Like, I'm actually going to go into the fact of why do you think you're rationalizing? Well, I guess I'm scared. Now, this is where we bring objections into the discovery and they won't come up later. I I want to I want to know why he's because like the rationalization was such a simply obvious one that I'm sure Fernando knows what he's doing. Like if I say, "Okay, so it's oh no, it's not true." Like why is there a difference in this prospect between what's true and what's not true when it's so glaringly obvious that his friend like had the same time as him? So I would ask that to the prospect as a question. Remember the prospects have the answers. Why when it's so obvious that you and your friend literally had the same opportunity for the last 4 months do you find it difficult to be honest about that? Well, I guess it's this reason, this reason, this reason. Now, we connect that to the third timeline point of what's changed now. And when he says, "Oh, it's this." I'm going to tie the the timeline change to the rationalizations. And I'd say something like, "So why if it is, is that situation enough if it is for you to break your own lies and excuses and rationalizations?" Now I'm tying the prospect on himself. I'm like, "you're going to tell me that this current situation is enough for you to stop rationalizing." So now when he says, "Oh, it's enough because of this." We've again tied cause and effect. the the the cause in this case was the timeline, the third timeline. Something changed the last week and tying that to the effect of that change of the timeline has the effect of him no longer believing his own lies. So, we're literally tying the prospect on himself with cause and effect. Cause and effect, cause and effect. And he's just so wrapped up by that point that he's like, "I've told this person four times that I'm not going to buy my own [ __ ] anymore." The likelihood that they turn around at the end of the call and give you an objection is very slim. Or this is why if they turn around at the end of the call and say, "Oh man, it's a lot of money." All you have to do is shut up and say nothing cuz they're the ties that you've put them in are so strong that if you just say nothing, they'll sit there and in their head they're like, "Shit, I'm so tied up with everything I've just been saying about cause and effect that I'm going to have to figure out this money thing." and they'll sit there for 30 seconds and say, "Can I put it on a credit card? Can I like split it up? Can I do this? Can I do that?" And you're like, "Well, yes, we can do that." And then they've just handled their own closing process because you tied them up so much.

Mhm. Does that make sense? All right. Go from there.

Makes a lot of sense. Okay. Okay. Yeah. Got it. So, okay, Fernando. So, you said your friend just quit his job and went all in and that you weren't able to quit your job and go all in. Did your friend just quit his job day one or

Yeah. Did your friend just quit his job day one?

No, no, no. He he started making some money before before quitting his job. He was actually getting some traction and then he decided to quit his job. So, probably quit his job probably about eight months ago.

probably 8 months ago, meaning he spent two months working his job and working on the personal brand.

Mhm. Before he quit.

Yep. Okay. And then what was the difference between that and what you did? We could we could turn up the heat a bit more and just say, "why didn't you?"

Yeah. Why didn't you why didn't you spend those first two months going all in on you know maintaining your job whilst actually capitalizing on this opportunity to get ahead? Why didn't you? Like we can turn it up a little bit there. Okay. So if your friend was able to go all in for those two months while working his job, change the language from "able to" and this is ad guys, but what could you say instead of "able to"?

He did. Yeah, he did. or he chose to or he decided just like put the ownership back onto the prospect with the choice of language cuz "able to" is still language that's like he was able and I can still I the prospect can still rationalize and justify that I'm not able to. So he decided to spend two months managing his job whilst also putting in the time and effort required so that eight weeks later he could actually quit his job. Is that accurate?

Yes.

So, Fernando, can I be direct?

Yes.

Why didn't you

Well, if I'm being honest, I guess it wasn't important enough to me back then.

Okay. Has something shifted?

Yes. This. Now, we're tying all those things together along the timeline. Make sense?

Yep. Good. Okay. So, your friend made the decision to manage his job and go all in on the personal brand for that twomonth period. Why? Why didn't you?

I don't know. I guess I was just not I was not focused enough to be honest.

Okay. Has something shifted recently where you now are focused on making this a reality for you?

Well, I think uh immigration process takes a lot and his family just got here. So when I saw him with his family here, it was kind of like a moment in which I said I also want my my family to be here with me. So

okay, go deeper on the pain. What would be a question you can ask to go deeper on the family?

Well, my first thought was like, "but you saw the family get here 6 months ago, so what are you talking about?"

Yeah, you can go there as well. Yeah. I'm not sure what going deeper on the family, the asking.

No, because I said he was going to bring their family here six months ago. So, he planned for six months to bring the family over, correct? And now they just got here. Okay. In other words, he was able to rationalize that it wasn't real. It was hypothetical until it's not hypothetical anymore that his his friend's family are [ __ ] stood in front of him. He's like, "Oh shit." And when

Okay, so so this would be how you would tie it back to guilt and shame. And so when you actually saw your friend's family here, what did you think and feel? Because he's going to have to turn around and say, "Honestly, I felt like a let down. I felt like I let my family down." Like it it it really hit me. Not that the friend's family were there. As I said before, what would hit you, and this is psychology, guys, is not, "Oh, wow. Look, it's so nice my friend's family here." It's, "wow, what a worthless piece of [ __ ] I am that I didn't do this." Like, it's the it's the mirror that's going to hit him. It's the personal responsibility that would hit him, not how nice it is to see his friend's family. It's not the experience that hits us. It's the reflection of the experience that hits us, which is a reflection of who we are. To not be able to have that experience. I'll give you an example, guys. When you see a rich person in a Ferrari, it's not the seeing the person in the Ferrari that hits you. Oh, it's red. Oh, it's fast. Oh, it's noisy. Oh, it's nice. Whatever. That doesn't hit you. What hits you is the reflection of if this person is having this external experience, what type of person are they? And therefore, what type of person am I that I'm not having that experience? It always goes back to the internal. It's not, "oh, he has a Ferrari and I don't have a Ferrari." It's what type of person is he compared to what type of person is I? Which by the way, guys, because it's on the personal level. That's why we then create the projection, not on Ferraris are bad cars. Guys who drive Ferraris are [ __ ] We project a rationalization onto the human aspect of the material thing because that's our copout. That's our coping mechanism. It goes back to what's a way that I can tell myself that the human being that manifested this reality is not a good human being. Because if I don't actually tell myself

That rationalization, what I have to face the truth of, is that person is a better version of the person that they were years ago before they had the Ferrari than the version of me that I'm currently showing up as. So we create the projection onto the person. Does that make sense? Absolutely. Keep going from there.

Okay. So, when your friend brought his family over six months ago and you saw them arrive here, what did you think and feel?

I don't know. It was a—it was a tough moment because I wish my family was here with me, and it was kind of like a—I don't know. Um, it made me realize that I wish I worked harder in this last year so I could bring them here.

Okay. And that was 6 months ago?

No, they just recently—they just recently arrived here.

They recently arrived here, but he was planning that for the last six months.

Got it. When did they arrive?

Great question. One week—a week ago.

One week ago. And is that why we're on this call today?

I'll say so. Yeah, it definitely triggered it.

Okay. So, are you at the point where you're no longer willing to not be focused and to not put in the work and the effort and not be able to manage your job while working on your personal brand so that you can actually make money and bring your family over here?

Yeah.

Why?

I just don't want another six months to go by and not be able to, you know, bring my family here. That's—that's my—that's my goal right now, and I really want to focus into it.

Well, can I challenge you on that?

Yeah.

When you say not be able to—correct me if I'm wrong—do you mean that you didn't work hard enough to make that happen?

Yeah, I guess that's right.

Yeah. Well, when you say "I guess," is that right or is that not right? Or is there something else that you want to add in there? Because it sounded like you'd come to the realization when you saw your friend's parents in front of you that you wish you'd worked harder so that your parents were stood in front of you.

Yeah, you're right. Should I work harder?

Okay. So, how hard are you going to work now to make sure that the next opportunity that comes around, it's not you looking at your friend's parents in the eyes, it's you looking in your own parents' eyes?

I'm going to do everything I can.

I'm tying it in. How hard are you going to work? And then I put some imagery in there.

Yeah. All right. Good stuff. Go from wherever you want to, Nicole.

Okay. So, you just—I just said "why?" And you said, "Well, I no longer want to not be able to bring them over." Okay. So, Fernando, if I'm hearing you correctly, are you saying that over the past year or so, you haven't been able to bring them over, or you weren't able, or you weren't willing to work hard enough and put enough focus in to actually being able to bring them over?

Yeah, I didn't put, you know, enough work to be able to bring them over. I think you're right.

Okay. So, how hard are you willing to work and how much focus are you willing to put into this at this point to bring them over?

I wouldn't say "willing." It's too—it's too soft. How hard are you going to work now?

Oh, how—how much are you going to—Okay. So, how hard are you going to work and how much focus are you going to put into this so that you can bring your parents over here?

No, I want to—I want to go all in into it. I want to put all my focus, and I want to—I want to make it happen, you know.

Okay. Why?

I just don't want another six months to go by and not be able to see my family.

Okay. Tie it back to the commitment. Because of what I would add on, he says, "I don't want another 6 months to go by and I can't see my family," because of what he has to say. Because of my lack of hard work. You have to get the prospects to always put the cause and effect together. Otherwise, they're still kind of seeing things, but it's not connected together in the middle.

Okay. Well, okay, Brando. And why weren't you able to see your family over the past year?

Well, we know that because he's already said that it's—it's this. It's this time. And what is going to determine that? Or because of what?

Oh, okay. Got it. Got it. Yeah. Okay. Wait, no, I'm confused. So you said what is going to determine the fact that he will be able to bring his family over now. Is that what you asked?

He said why—why do you—why do you want to work harder? Yeah. And he said because I don't want to have another six months go by and I don't see my family. He stopped after "don't see my family." We need him to say "don't see my family because I didn't work hard enough."

Ah, okay. If he—if he doesn't say that, he's still kind of like artificially saying, "Oh, I just don't want to not see my family." He needs to say, because as I told you before, it's not the not seeing his family that bothers him that much. I know that sounds a bit extreme, guys. It's not seeing his family because I didn't do what I could have done. It's the guilt. Like how—how many of you are ever going to feel bad about not seeing your family if for whatever tangible reason there genuinely was no way that you could see your family over the last 6 months? Let's imagine you didn't see your family for 6 months because both of your parents have submitted their passport to be renewed and they don't have a passport for 6 months and you didn't have a passport either so you can't travel. Like you're not going to feel bad. It's just it is what it is. You're not going to feel bad about it. You feel bad about things when they're your fault. So, you need to get him to have that certainty of, okay, because of what? Well, because I didn't work hard enough. Now, it's the—and his tonality would change if he's being real. And it would go down. He'd say because I didn't work hard enough.

Okay, got it. Okay, let's just imagine we've done that bit because we're going to wrap up, guys, in 10 minutes. What's the next section that we need to dig into, guys? This is very good as far as how far we've gone in this call for one of these role plays. So, what's the next thing that we need to dig into?

The—like the why our program, um, and then like the why now. We already covered why now pretty much though. We've covered why now. So, it's why our program and then why this personal branding strategy specifically, something like that. Those different things. So, we need to get into why personal branding. I mean, one—one notch is he's already made some money with brand deals. So, it's not like—I mean, it would be more extreme for him to go, "I had $3,000 in a couple of hours from a brand deal. My friend made money doing the same thing, but you know what? Now I've seen my friend's parents. I'm going to go into crypto." Be like, well, that's a bit weird. Like, you—you wouldn't do that. So, we probably want another one tie down. It's probably not much cuz he's got the friend. He's had some experience of seeing some money come into his account. We probably just want to double confirm.

Okay. And so I know that you had the one experience a year ago. You've seen it's possible. You've seen your friends done it for you. Why do you want to make this reality possible as far as quitting your bartending? You know, doing things like bring your parents here with a personal brand. He'll probably just repeat what he's already said before and that's totally fine.

Well, because I know it's real. I know it's possible. I've seen my friend do it.

Now, when someone says three times, "I know it's real. I know it's possible. My friend's done it," that's how you completely obliterate any objection at the end of the call of, "I'm not sure if I can trust this vehicle." Like, they're not going to say that cuz he's just told you three times that he knows it's real, but I want him to verbalize it a couple times through the call. So, that's one thing. Second thing, as you said, why your specific training? Why your offer? Why your service? Why your business? That's another thing. But before we get into those specifics, we need to have a transition to get there. What is the transition to get us into the conversation of why personal branding and why your specific personal brand training? What's the transition, guys? He's just given it to us. I want to see if any of you spotted it. Put in the chat, guys, if you know what the transition is going to be. What are we going to, as script of selling always goes, what comes out of the prospect's mouth last is what we're going to use to get the next question. What just came out of Fernando's mouth as far as how we can bring this now to personal branding and Nikil's personal branding course. Anybody in the chat, if you're confused and you have no idea, type the word "confused" so I know that you can actually—

We asked the "because of what" question and then he answers that saying because I wasn't a—I wasn't—I didn't do what I needed to do over, you know, the last year to make it happen.

Pretty much correct. His—his exact words were "I didn't work harder."

Mhm. I didn't work harder. So the transition, guys, is okay, what things do you need to work harder on—on this—on this—on this—and why are those—why do you want to do those things with personal branding—okay, why do you want to do personal branding with us? So that's it—layer 1, layer 2, layer 3. He said "work harder"—well, I don't know harder on what—so my next transition question is, okay, what are the things that you know you need to work harder on? I know I need to work harder on getting more followers, on converting those followers into paying customers, on having a product or a service that means I'm fulfilling those sales and getting recurring revenue and blah blah blah blah blah. Okay, so you know you need a bigger reach, you need more sales, and you also know you need fulfillment. Why do you want to accomplish those things with a personal brand? Well, because of blank and blank and blank. Okay, that makes sense. Why with us? And that's it. You've done those three things. But we got there from the vagueness of "work harder." Like I mean, if—if someone said to you, "Here's a plan. Work harder." Would you know what you're actually going to wake up tomorrow and start doing? No. You'd be like, "Um, work harder on what? My fitness? Like my—my sleep routine? Like what am I working harder on?" So the prospect has the answers. Okay. What specifically do you need to work harder on? And we would go into those things. Does that make sense?

Yeah.

Roll—role play that and we'll cover that and then we'll probably wrap up. Guys, okay, got it. Fernando, what specific things do you need to work harder on?

Well, I definitely had to produce better—

One more thing. What do you need to add on to the end of that question? Or you could put it at the front of the question to keep tying everything together so we stay on track. Uh, right now, what are the specific things you need to work harder on so that you within the next 6 months have your parents stood in front of you because you made 10 to 15 grand?

Got it? Now we're—cuz as you keep tying everything together, guys, this is how a lot of you—um—will find that you stay on track throughout the call. Whereas what I've heard a bunch of you saying is like I get through the call and then I feel like I need to do a massive summary. Yeah, you have to keep doing summaries because you're not tying each question to the next question to the next question, which it's all going to start accumulating naturally. If you don't do that, you're asking questions and then you're like, "Oh [ __ ] like we've got eight pieces of data here. I now need to do a summary and put it all together." You don't need to do that if you just tie it from one question to the next as you're going along. Does that make sense?

Yeah.

Okay. All right. Keep going.

Okay. So, Fernando, what do you need to work harder on so that within the next 6 months you can make 10 to 15K and bring your parents over here to the States?

I guess I—I really have to put more work into, you know, producing quality content, posting consistently, you know, having the right guidance and getting more brand deals at the end of the day.

So notice that's—that's exactly what we need. Quality, consistency, conversions, sales. So I mean from there it's okay, got it. And so you need more quality, you need more consistency, you need more conversions into sales and brand deals. What do you think is—and then if you wanted to go even deeper into the fact that he needs training, he needs mentorship, he needs live calls, you could go there. He could say, "Okay, so what do you think you need to get your quality up, your consistency up, and your ability to turn those followers into brand deals and money in your pocket?"

Oh, I'm confused. I need training. I need mentorship. I need this, that, and the other.

So, you notice how this—this next bit here is just like paint by numbers. It's like question one, question two, question three. And they just tie into each other. How deep you need to go depends on really the energy of the prospect. If the prospect still has that somber energy that we brought from the pain and the ownership, you can keep this bit pretty light. If you see the prospect start like feeling too comfortable, you're going to have to go deeper on each of these answers because you don't want their energy to just be like, "Oh, I think I need quality and consistency and this, that, and the other." And then you're like, "Hang on, he's not in ownership anymore. He's not in pain anymore." So, how deep you need to go is just watch the prospect, read—read their energy.

Okay. So, keep going from there. So, he said quality, consistency, and brand deals. Okay. Okay. So, you said you need to increase the quality and the consistency of your posts in order to get more brand deals—um—from your page.

I blanked. What's the question again?

And then you would just say, okay, so what—what do you think you need?

Oh, right. What do you have more quality and more? Because he's telling you what he needs as an outcome. Same thing again. Cause and effect, guys. What is the input that's going to get that outcome?

Okay. Okay. So, you need more quality and consistency of posts in order to get more conversions and brand deals. What do you think you need to increase your quality, your consistency, and get more brand deals?

I need a—I need the right system. I just need to know how to do it the right way.

Okay. So, that's an example of where he didn't really give much. So, I wouldn't move on. What would be a way that I can stay on that question, guys? What is the right system? You could say that. Yeah. Anything else, guys? Put in the chat. Like, do you really think the only thing he needs is the right system? Is there anything else?

Exactly. Okay, cool. What else? What else? Implying is there definitely is something else.

Well, it's like—I mean it's—I mean that—it's just not enough from the prospect for us to move past this part of the call. If he really thinks all he needs is a system, well, [ __ ] Just go on AI and just type in Chat GPT "quality consistency personal brand system," and it will give you a [ __ ] table with what to post, when to post. I mean, that's obviously not all he needs. So, you got to use a little bit of awareness here to be like, it's probably a bit more than that to make a sale here.

Okay. So, say okay, cool. So, you need a system. What else?

Okay. And when you say "what else," he's like, oh, I didn't actually—haven't thought about it. Which is good. He hadn't thought about it. We're going to make him think about it. Good. Okay. So, you need the right system. What else?

Well, mentorship. Somebody to really guide me through the process and tell me what to do, when—when not to do, so I can get results at the end of the day. I want—I want results fast. I don't want to, you know, just keep trying what I've been trying and not—not get anywhere.

Notice how because we asked, he's now having to open up a bit more. We want to keep the prospect open. The moment the prospect shuts down, that's why you need to fire another question at them. Like the whole point of questions, guys, is to keep things open. That's why we ask questions. Cuz prospects are shut down with a very narrow view of what's going on in their life that usually is looking at something that's [ __ ] lies, rationalizations, excuses, etc. We ask questions to see what's really going on and keep things open. So that's why when he just gave a one-word answer or you know a system. So yeah, we're—I'm going to have to ask more questions here. I need to keep the conversation open and fluid.

Okay. He then said, "Oh, I want speed. I want results. I want mentorship. I want a guide. I want a system. I—I don't want to keep doing what I've been doing." At that point, we've got openness. What would your next question be based on that, Nikil?

I would want to—Okay. So why do you feel like Lucas is the right mentor to help you achieve those things? And be specific in the things. Don't just say things.

Okay, got it. That makes sense. Why, if you do, do you feel like Lucas has the system and the mentorship to get you results at the speed that you want to be so that you don't keep doing what you've been doing for the last year and not getting those results?

Notice how I'm pushing it all back onto him, everything he just said, and tying it all back together.

Okay, so go with that.

Okay, Fernando. So why—if you do—do you believe that Lucas is the right person to give you the mentorship to help you achieve the results with speed so that you know 6 months down the line you're not in the same place you were a year ago. You actually have—you know—the money and your parents over here.

Okay, let me pause you. That was beautiful. So, with this—with this question that we need to ask, guys, a good way to phrase it, and Nikil did one of them, but I'm going to give you two, is "Why blank blank blank blank blank?" or "What was it about Lucas or blank program that makes you feel blank blank blank?" The reason we're going to open the question with one of those two phrasings is we need them to buy into it. We need them to sell themselves on it. We don't just need a list of criteria. We need them to tell us a story about it. So why, if you do, do you think that Lucas is the person to give you the system, the mentorships to get the result at speed? Beautiful. He's now going to have to explain himself. The more he explains himself, the more he's entrenching himself in the response. Or you could phrase it as, okay, that makes sense. What was it about Lucas that makes you feel like he has the system and the mentorship to get you the results that you want after not getting those results for the last 6 to 12 months at speed? And then now he's going to have to explain himself. So either of those phrasings, I just wanted you—for everyone on this call—to see a couple of different ways that you can get into that question.

Okay, keep going. Good stuff. Just answer the question, Fernando.

Oh, yeah. Um, just answer the question, Fenna. Come on.

Well, I honestly just—I just found out about Lucas a couple weeks ago, so I'm not really sure. Um, I'm not really sure how to answer that question.

Okay, let's go back. I—I love that you're doing that, but I want to get to the end of the—I sorry, I wanted to see how you were going to handle that. Plus, by the way, the prospect's not going to say that when you've challenged them so many times. Even to the point where if, and I've said this before, maybe you haven't heard it,

Fernando, but even if a prospect has only just come across the brand a week ago, their perspective now of the brand is through the perspective of the salesperson that they're on the call with. And the salesperson has built so much trust and so much expertise in the eyes of the prospect that the prospect's perception of the brand changed through the last 20 minutes that they're now going to start selling you on how, oh, you know, I only saw it a week ago, but I love this bit about the system and this bit about the mentorship. They're just going to start selling you because you did that as the salesperson. You changed their whole perspective of this brand.

Okay, right. Think of it like this. How many seconds do you need to be in a supercar before you realize that supercar is the bee's knees? Once you actually get in the car and you go for the first 15 seconds, 0 to 100 miles per hour in 6 seconds, you're like, "Holy [ __ ] I only got in this car 15 seconds ago, but this [ __ ] went 0 to 100 very [ __ ] quickly." That's the experience that you're giving someone. Zero to 100 in 15, 20 minutes of the discovery that they now know they like this car. They don't need to take it for a spin for the weekend before they tell you, I want to buy the car. They just had the 0 to 15 seconds acceleration. They're sold. They're sold on the [ __ ] vehicle if you do this right. Okay? So, keep going for them.

Okay. Yeah. So, um, well, I saw Lucas and I've been I've been following Lucas for a while now and I just feel like everything that he does could really help me get my brand to where I want to go and really get me those brand deals that I've been looking for.

Got it. I would go into everything that he does. What does that mean? Okay. What do you mean by everything that he does? I mean, well, all the mentorship that you guys have inside the program and all the, you know, the the course and the strategy that the posting strategy and the, you know, all the quality content that you guys keep posting out. I want to have my content look like that.

Makes sense. Tie that back with a summary. Basically, what he said is, I'm already seeing Lucas doing the things that I need to do. I just want those things for myself. So, I'd summarize it back and say, okay, got it. So you're seeing Lucas execute a system with speed that gets results and you just want a part of that. Now he's like, yeah, and then after that are we going to hit him with a like a how much longer or are we just going to transition? Probably summarize everything and then it would be a how much longer.

Yeah. Okay. Okay. Got it. So I'm clear. So basically what's going on, Fernando, is a year ago you and your friend had the same opportunity. He spent six months working hard for the first two months whilst maintaining his job. And you basically didn't really know what he was doing or what the results were going to be until recently, a week ago, he turned up with his parents, which was something he told you he was going to accomplish. And you just thought, "Yeah, whatever." And then when his parents were in front of you, you were like, "Oh [ __ ] I didn't work hard enough on the same opportunity that we both had." And now it became real. You realized that that opportunity wasn't just a make money online opportunity and an online scam. It was having your parents in front of you, looking them in the eyes, and instead you were looking your friend's parents in the eyes, thinking, "Shit, my friend worked hard to make this a reality, and I didn't."

Is that all accurate? Yes. Okay. And so now with that realization, you know that you need a system, you need mentorship, you need results, and you want those results quickly because this has really smacked you in the face when your par when your friend's parents were in front of you. And you don't want that to happen again if you allow another one or two or three months to go by like you did a year ago for the first two months that your friend was doing his job at the same time. And so you basically want to work with Lucas cuz you've seen him getting the results that your friend got that you want for you so that you could make 10, $15,000. Get out of your bartending job. And actually six months from now you'll be texting me saying, "Hey dude, I'm here with my parents. We made this happen."

Is that accurate? Yes. That's it. Done. Okay. You've done the summary. So, let me ask you, Fernando, how many more days are you willing to not work hard enough to have your parents in front of you?

Not another day. Okay. Notice I didn't [ __ ] say anything about branding. Don't give a [ __ ] about branding. I care about result and input to the result. Not working hard enough. End result, parents in front of you. Does that all make sense, everyone in the chat? Yes. Yes. Yes. Yes. Yes. All right, folks. We are done for today. I'm going to bring up two people only that have questions or feedback because this was a long call and I've got to bounce and then we'll wrap it up. Before I bring those two people up, I'm going to get some feedback from the kill and Fernando. If you have something you want to share, guys, put in the chat your uh virtual hand up. So, we've got Daniel and then there'll be one other person. So, starting with Fernando. What did you I think it was I think it was amazing. I just feel like like as a prospect and how deep you went, it just it just went great. And I was role-playing with Nick Hill for this for this offer a while ago and this call was just completely different how deep we went and there's no way that you're going to say no after going that deep.

100%. Beautiful. NIL. Yeah. I mean I mean this was awesome. Like awesome. Uh just I've I've always had the idea of like, okay, gather the data, try and get things together, but doing this live makes me realize how jumbled up and all over the place I actually have been because just look at the summary. You're able to sum tie it all together and summarize it beautifully. Okay, how many more days do you not want to work hard enough so that to get your parents in front of you? It's just like it's like a it's like an orchestrated symphony versus like banging pots and pans together. That's the difference. So, I mean, this is good. I I look forward to being able to watch this again and just like go through it. Yeah. Really, really, really good training.

Nice. Yeah, it seems like that. Reading what Emil said, I'm looking at all my notes and takeaways and it's all so logical. Seems like that is the the takeaway for people is guys, you're not banging pots and pans, throwing out random questions in random orders. You're logically working your way through what's going on, why is it been going on? Is the prospect admitting that to me? What do we need to do differently? Why now? And then tie it all together. Like as you see the summary, you're like, "Okay, that makes so much sense. I know 12 months ago, 6 months ago now. I know what those transition points were. I know how Fernando felt about it. I know how he currently feels about it. I know what he thinks he needs to solve. I know why he wants to work with us. And I know what the end result is going to be if he works harder. And you just summarize it. And then your closing question, how many more days are you willing to not put in the hard work? Which, by the way, is a great closing line if it happens to be that because you're basically telling him the truth. Hey, you're not saying how many more days are you willing to not have the easy peasy click a magic button system and have your parents in front of you. If you said something metaphorically like that, the prospect's probably like, "This sounds too good to be true." Whereas, when you've actually tied it to the real input that they weren't doing, which is why they didn't get the output, it's so real and authentic that there's no trust objections. It's like Fernando, how many more days are you not willing to put in the hard work so that the result is you can be looking at your parents in the eyes six months from now? Now, he's not like, "Oh, I got hoodwinked here that it was an easy push a magic button." So, no, I'm basically just telling you, Fernando, the truth that you already knew, but you didn't want to admit to yourself, which is you didn't work hard enough. Like, how easy is it to sell someone to give you their credit card and the magic 16 digits on their card when you're just telling them you just need to work harder, man? You need to work harder. You need a mentor. You need a system. You need a community. By the way, all the same things that we teach you in here. None of you come into the mastermind and watch an intro video that says, "Congratulations on signing up for an 8-week crash course in scriptless selling. You're going to become a best version of yourself by the end of this training, and your whole life's going to [ __ ] change." No, it's come in, we're going to hold you to a very high standard. Most of you won't make it. Most of you will quit. But if you actually want the life that you want to live, the watch, the car, the house, the retiring your parents, the travel, everything, you need to align yourself with a mentor for a long enough period of time. Put in massive action, put in massive hard work, go through some extreme personal development changes, and then you'll actually get the result. We just tell you the same truth, which is the same thing that you should be doing on your sales calls, connecting it back to the ownership that the prospect, just like every salesperson, is exactly where they've chosen to be. They are not showing up. They are not putting in the work. They do not have a mentor. Or they quit after a few months of actually trying to get better, not realizing that excellence is a long road, a long road of mentorship, training, showing up and putting in the work. So, it's everything that we teach on the inside out, guys, is what you're doing on the sales course.

Okay. All right. Let's bring up two people. So, I'm going to bring up Daniel and Harry one at a time. So, we'll bring up Daniel first.

Hey. Hello. How you doing? So, I have two questions. I'll make it big because know we're running short of time. The first question is can h can we lead with a kind of a completion bias when we want to wrap up like that like you said uh so why you want to do it and then he said I want to do it because I I I'm going to work harder and you need him to say I want to work harder because I want to bring my parents to the states. So would that be a good moment to use like a completion bias kind of leading question? Because if not, I feel like he could ramble somewhere very different and it would take the conversation away from being wrapped up. So could I use something like, you know, when the kids are told in school this guy is color and he kind of hinted that something's missing, they pop it up. Would that be a good tactic there to make sure he he's or even to see if he's actually aware of the connection? So that's similar to what I did earlier on in the call where uh he said, you know, I don't want I don't want six months to come by and my parents aren't here again. And I said because of what the because of what is leading to the because of my lack of hard work. So yeah, you could you could do that if you need to. I wouldn't use it as my first try though. I would always want to have faith and trust that the prospect is going to connect the dots that I've connected for them. And if it doesn't work, then we can start to be a little bit more leading because it's it's leading from a place of serving the prospect. Whereas usually when we start with leading, we're trying to serve ourselves. And that's where the whole thing goes upside down. If you're trying to lead because you can't be bothered to slowly massage the prospect to the truth, then that that then that incorrect intention is just going to boomerang and bite you on the ass. But if you're doing it because you're like, I'm trying to get this person here and they're just not really connecting the dots. Let me let me try and make it a little bit more obvious and it's coming from. So yeah, even even at that point, obvious will be good because it's just like the report is there, the you know trust is there, everything is there.

Okay. The second question I had is I keep noticing we closers have a tendency for trying to soften language and you said it today. Did not use, you know, just chose to or decided to instead of why would you, could you? What can be done about that? Like what exercise can we do to just filter that out and and try to speak bluntly without I don't know if that is that a belief that we we kind of feel that we need to soften things up not to bother people or how do I get rid of that? It can start as a belief but the solution is two parts. Part one is bring yourself awareness that you're doing it and part two is training the opposite. So the two ways to bring awareness to yourself that you're doing it, guys, role-playing with other members of the mastermind where the other member on the call is going to say hey pause a minute you said be able to as opposed to chose to or decided to. Second one is when you're reviewing your calls and you're going through the transcript to then notice that you said it yourself. But the most important thing is that you don't just bring awareness to it. You then have to train the opposite. You have to rewire the motor patterns in your brain. And that's why when I when I would say it, I would say, "Right, Nikil, we're going to go back and you're going to say it." It's not just me pointing it out and saying, "Okay, Nikil, you said this. You should have said that." And he goes, "Okay, got it." And then we move on to something else. No, I've got to point it out and then say, "Right, you do it." And then he has to say the words. Okay. So, why did you decide or why did you choose blank blank blank? Yeah. So, that's it. Yep. Awareness and training ideal fix. Yep. Thank you.

Great, great questions, Daniel. All right, Harry, bringing you up and then we're wrapping up.

Hello. Hello. What's up, brother? Great call both guys. Um my question is in the like to wrap up the discovery you kind of summarize the whole situation right and then in the transition to the pitch we're also kind of summarizing how do you avoid not repeating yourself basically is that second summary going to be more geared towards like what needs to happen as opposed to summarizing the situation and the kind of ownership side of things just cuz I was thinking in my head I I completely understand why you would do it at the end of the discovery before asking that final question, but then I just don't want to feel like I'm saying the same thing again. You just do a much shorter version. So after you'd say, he says, uh, not another day. And you say, okay, cool. And you say, so I'm definitely clear on everything. You know, you need to work harder, but in order to do that, you need a system. You need mentorship that is going to get you results at speed. Yeah. And that will allow you to be able to get out of your bartending role and to be able to know that uh you're looking at your parents in the eyes six months from now. If you'd like, I can basically walk you through the A through to Z of exactly how we make that happen. It's just a much more condensed version.

Got it. And the other difference is that when you do your previous summary before the how much longer question, there's there's emotion in it. You you have emotion. When you're just transitioning, it's more of a logical thing. It's okay, got it. So, I'm clear on everything. You you're kind of more detached and your tonality is much more consultant as opposed to I've connected with you person-to-person. Yeah. Like if I if I show the difference in tonality, my summary before my how much longer question is going to sound more like this. Okay. So you have spent the last 12 months where 12 months ago your friend and you you had the same opportunity. He put in the hard work. Two months into that he quit his job. You didn't really realize any of this until literally a week ago. Blah blah blah blah blah. That's my tonality. It's much more slow, considerate, carrying. The transition is okay. Cool. So I'm I'm definitely clear on everything. You you're kind of more detached and your tonality is much more consultant as opposed to I've connected with you person-to-person. Yeah. Cuz if you think of a sales call, if you split a sales call in two parts, part one is all the discovery and you're like trying to care, trying to connect, trying to understand, trying to think and feel through what's going on. Part two is I as the closer have got what I needed. I'm now going to walk you through Mr. Prospect my process. It's just process-based transition pitching. Got any questions? No. Here's the price. What do you want to do? I'm like the whole vibe is completely different for that second half of the call. Yeah. And so that that kind of bridge is your final transition between discovery and rolling into pitch. And in that bridge, you're showing the prospect that different energy. We're now going to get into my process. It's very logical.

Makes sense. Very almost like they've earned the right. We've got we've got through that emotion. Beautiful framing for it. They've earned the right. I'm no longer qualifying you, Mr. Prospect. I'm no longer trying to figure out should we help you? Can we help you? Do we want to help you? Do you deserve being helped? All of that skepticism. Exactly as you said, they've earned it. Now, I'm going to bring you into my process. I'm going to help you and I'm going to walk you step by step through what we've got going on over here. Beautiful framing. I like that. Very nice. Good stuff. Thank you. You're very welcome. All right, guys. Fantastic call. Have a wonderful weekend. Implement as much as you can of what we've gone through here. Take your top one to three things, implement it into your next calls, make more money, and look your parents in the eyes when you can actually bring them out to come and see you on the vacation or whatever the experience is that you'd like to give for your parents. I'll see you all soon. Thanks, Josh. Very welcome, guys. Bye.