Pie Pay: Day 2 Training 2024

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All right guys, welcome back. Thank you so much for tuning in and welcome to day two of the training for the Piay program, uh, at Piay training with us here at Pi payments. Um, we're very excited to have you. Hope you got a lot of really good information, guys, on Training Day One. Um, please note, okay, the most important thing about this training is that we do cover a lot of content, okay? We cover a lot of content. Sometimes I talk very quickly, but at the end of the day, there's a lot of really good stuff in here, guys, that's going to help you succeed.

So please, at any time during this training, if there is something that you don't understand, or you don't quite retain well, or you just didn't pay attention, or whatever it happens to be, please note you will be quizzed on this and you will also be tested on this. So it's very important to, if you missed something or you didn't quite understand understand something, to please pause the video, rewind it, go back, rewatch that section. And it always does help to, you know, take notes, okay? We want you to take as many notes as possible. That way that you can re, you know, you can go back to this content and kind of, you know, hash it out. So that's a good process of kind of memorizing it.

Um, so again, guys, welcome to day two. We're going to go ahead and get started. We're going to get right into the training. So please, if you don't have your notepad with you, please pause the video, go grab that. Um, or the steps of the sale, or the objections, or anything that we have that it was included within this email, print it off, or at least at your disposal. Please pause the video now and go do that.

Um, just like the last video, we will be taking a few breaks. We do suggest that you do take a break at that time, so that way that the, the information isn't just kind of flowing and you forget it, okay? We want you to very much pay attention to this. Even if you're a visual learner, a hands-on learner, guys, this stuff is valuable. It's super important. It's a necessity for your success, trust me.

So we're going to go ahead, guys, and get right into the training. Um, so first off, guys, like we said, welcome to day one. Um, day number two. So guys, day number two, we're going to talk about what we're going to cover today, which is a lot of really, really good stuff, okay? We're going to go through objections. We're going to talk about our method, our methodology, our process, and our steps to how you actually handle objections, okay? This is based off of a lot of modern psychology, a lot of sales, uh, tactics and techniques used by Grant Cardone, Jordan Belfort, all sorts of different sales trainers. Uh, and we're going to cover how you, particularly in this day and age, cover objections to be effective with it, okay? Or rebuttal.

Um, then we're going to go into a little bit of an equipment training. We're going to also talk today about the perfect paperwork tool and then the e-application. We're going to talk about the benefits to using both of them. So it's very, very important that you pay attention to this, guys, because paperwork can also kill your deal.

Then we're going to go into Centric. We're going to give you a little bit of a background to our story. We're, you know, working internationally, guys, as, uh, you know, Pi payments being an international partner, um, with Centric, the other call centers and businesses that we own within the industry that make us, you know, one of the best ISOs out there to work with. We're going to cover the Google Drive. Then we're going to kind of go into prospecting.

Now, just like we said, we cover day one and we cover day two. At the completion of this day, we're going to be talking about the mid-training quiz, which you must score at least at 80% above to pass. So again, it's vital that we really study and we really, you know, get into this information, guys, so that you can pass that test and move on, okay? So make sure you're paying very, very, very close attention, guys. Super, super important.

So getting back to it, guys, um, we're going to start right off and we're going to jump right into it, guys. We're going to jump right into objections and we're going to cover this. Now, this is important, guys, especially. We want to make sure that we master our responses. Now, if we're not sure, we're not new to sales, okay? If we're new to sales, or we're not new to sales, guys, objections are basically roadblocks, okay? They're either roadblocks or their their their questions or challenges that your merchant is going to pose to you, okay? Not every sale is perfect, and it's almost a guarantee that it won't be perfect. And if a sale is perfect and there's no objections, that usually means that there is a lot of red flags. That means that a merchant probably can't get qualified, they're doing something illegal, they can't get a processing account. So they're like, "Okay, great. No problem. Oh, yeah, that sounds awesome. Sign me up." Okay? Anytime I hear that, that's a major red flag. And for those that are new to sales, or not new to sales, okay, even in this industry, no objections is a red flag.

Objections or concerns or speed bumps in the sale, are something that you can look at one of two ways, okay? And you have to be very careful with this. Well, number one, okay, I want you to think as if you're, you know, a captain of a ship in the ocean, okay? And you know, an objection are basically the, the, the waves or the, you know, the, the different severity of the storm represents the severity of the objection. So if it's a difficult objection to overcome, then it's a big part of the storm, it's like a hurricane. Right now, there's a few ways that you can look at it as a captain. Well, number one, you can look at it as a scary situation where you're not prepared, okay? Which is why we're doing this, why we're covering this, and we're studying this. Um, or you can look at it as a challenge. You can look at it as, you know, an awesome situation. Most people that that travel within these ships, you know, run into a situation where if it's perfect waters, they feel not, you know, that it's too good to be true. They need objections, they need concerns.

I also look at it like, for example, baseball players, right? Whether you're in the M, the infield, ground balls for little kids can be scary because they, they, they jump. You're supposed to catch the ground ball and it sometimes it hits them in the face. Now, good players are the ones that want to take control of the situation and they want to take control of the ball. They're the ones that are playing shortstop, third base, first base, you know, however it is in the field, and they want the ball. They want to make that play. They want to be in the limelight. And that's the situation that we look at here is that as someone who's navigating your way through this objection field in the sea of these waves, right? You want to be able, to expect objections. You want them, okay? And you want to look at it as a challenge.

Number one, the reason why we want to look at objections as something as some as something being very positive is because it opens the door for communication, okay? People responding back and forth about concerns and objections gets you psychologically to actually learn and adapt and and get into the mindset of that merchant or your potential client. So objections aren't something to be afraid of. They should not be. And it's okay if you don't know the answer to that particular objection. That's why we have this training. We're going to be covering today the six steps to handling these objections and then the most common objections and the responses.

But one of the best ways to prepare yourself is to get a piece of paper, okay? When you're done with this, and write down all the objections, and then write A, B, and C, and go through and and and type out your responses, okay? It could be the same response, but just put in a different way. And then start to slowly memorize these responses so that way they come on cue. And what's that's going to happen is you're going to find out that when you're looping, when we talk about the closing, and you're looping, you're coming back with the response to these objections, they could be said in a different way. It could be the same response, but at the end of the day, it comes off the, you know, and it flows, okay? And you overcome that objection.

Now, the thing is, is that there's old-school ways of thinking of how to overcome objections. We're going to cover the six steps on how to handle each particular one. Now, there are many different classifications of objections that we need to be concerned with: through-the-door objections, smoke screen objections, all sorts of different issues and responses. And as a professional sales communicator, we, we, and you and me included, everyone needs to understand the difference between both of those objections and their concerns. We need to also recognize how to approach them. Now, the good part is, whether they're a smoke screen objection or any of these, there's one single way to approach this, and that's where we're going to be talking about the six steps to handling these objections.

So before we get into it, we're going to cover each one of them. The first one is clarify with a question. The first step to handling an objection is to clarify with an objection, okay? Being able to clarify with this a question is super important. Then, once you clarify that objection, which is means both parties know the communication, so you understand the objection, and more importantly, your potential client understands that you understand their objection. Let me say that again: it's important we cannot assume communication. It's like talking to a toddler. The customer needs to understand that you understand their concern, okay? Then you validate their concern, which is number two. Then, after that, we're going to isolate that objection, which means we're going to take it out of the communication and we're going to focus on that. Then we're going to do step four, which is you're going to gain permission to overcome that objection. So you're going to ask a certain way, you're going to address the objection, you're going to go with it, you're going to put your arm around the customer and you're going to go through that objection together. And then number six, finally, you're going to attempt to surface any more concerns. Once this part is completed, guys, the good part is you won't have to deal with the objection again. You'll overcome it. You'll be able to move forward within the sale.

So the first one we need to understand, okay, that we go through this is that we first understand that these simple steps will allow you to strategically overcome any objections that are thrown in your way. It's imperative that you focus on mastering each step in order before proceeding to the next step, okay? This is drastically important as the success of your next step heavily depends on your past success. This is the same with the steps of the sale as we covered before. This is also the same with this. So you need to make sure that you're memorizing this process.

So we're going to move on. So the first part that we want to look at, okay, is clarifying with a question. You want to make sure that you understand that questions are an extremely powerful tool that you can use to qualify your customer, but also to gain the information you need to overcome that objection later. Now, a good fact that you need to understand before we get into this is that out of 3 million recorded sales conversations that we've had, okay, the data has shown that the top 10 to 20% of salespeople will respond with a question of their own when presenting when when presenting with an objection. So you can see that that that 10 to 20% of salespeople that respond with a question, it's important because now you're getting the merchant engaged. It is important to discover the full objection before answering. The new salespeople often miss this step. This leads to unreasoned sales pros addressing the wrong true objection. That's what we call a smoke screen. That means you make up another excuse. In turn, because you don't want to be rude, merchants do this and customers do this all the time.

Most sales pros respond with, "Why?" So if there's a question, "Why?" Well, "Can I think about it?" for example, okay? You're going to have a merchant or you're going to have a customer say, "Well, I want to think about it." Most sales pros will say, "Okay, well, what is there to think about? Why would you think about that?" Now, you can use that, but it's very aggressive and it opens up the tone for something responsive. But this leads to customers being very defensive in their response, setting up a chain of negative comments and and and, you know, a tangent conversation. So the alternate to, "Well, why would you not want to do that?" is, "Can you help me better understand what's causing that?" And this is important for your first step to understand. So they say, "Well, I really need to think about it." You say, "Okay, that makes a lot of sense and I completely understand." That's the first part. "I completely understand, but let me ask you this, um, what is causing that? What is what is causing you to think about, um, wanting to think about?" Now, that simple response is not abrasive, okay? And that's going to, you know, lead you into that first step. One, you're clarifying it.

Once you've clarified with a question, okay, just like here. So instead of saying, "Well, why?" but you can say, "Well, can you help me better understand what's causing that issue, please?" Let you clarify. Please let them clarify that for you. They need to be doing 98% of the talking during this step, and it's important for them to explain in detail. That way you can better understand. Once the merchant has said, "Well, I really want to think about it. I really want to think about it because I just, you know, I just want to talk to my partner about charging my customer." Now you have the real objection. The first objection was, "Well, I want to think about it." So instead of saying, "Well, what is there to think about?" you'd say, "Well, I completely understand, but please help me clarify that a little bit more. Um, you know, please help me clarify what's going on and and and please help me better understand why, what's causing this, what's causing you to think about it?" Okay? And that puts you in a power position to move on to step two, which is where now we need to validate their concern, okay?

Now, there's a little bit of a secret that we have that has to do with validating a merchant concern, okay? 95% of humans go through most of their life being very misunderstood. And it's very common, believe it or not, to have people not completely even understand their own selves. And when people talk about this, they'll say, "Well, Carson, I completely know myself. I know my name, I know my age, I know a lot of different things about me." Well, these things are assigned to you. Your age is how old you are. Your name has been given to you. And most of the time, you know, we're pretty much reactive. A lot of times, for example, we don't remember driving to work, and that's how the brain works. We don't remember tying our shoes this morning, or what we ate two days ago. Our brain dumps most of the information that goes into it. So most of our lives are very reactive. So we're heavily responded to, you know, our outside, which means that also 95% of humans are misunderstood. They, they are not put in a situation where they get understood. This is why psychologists get paid thousands of dollars in sessions to help customers better understand themselves. So most of the time, they are being denied the gift of feeling understood.

So give your merchant the gift of understanding. If you're a sales pro, this shows you that you can understand them. Your merchant will be blown away. So use this simple word track to validate and repeat their concern back to them. And this is important. This is where we don't assume communication. Now, assuming communication is on a whole different situation, right? Assuming communication is something you would do with an adult, okay? It's based off of context clues and situational matters, which means that you don't assume communication with most of your friends because you've been together. So you usually fill in each other's sentences with your partner or whatever you have to deal with customers as if you're talking to a toddler, someone that you have to validate their response back and forth so that way they know that you know, okay, you understand them. Now, again, when night humans go through life, 95% don't being understood. This helps a lot. So you want to make sure that you validate their concern.

So how do we validate their concern? I'll say, "You say, 'Well, that's a valid concern. It seems like you're...' " Boom, put in your response, okay? So what you would say is, you would say, "Well, Mr. Merchant, I completely understand. That's a very valid concern. You know, I, it seems like you don't want to charge your customers because you're afraid that you're going to lose business, am I correct?" And they're going to say, "Yes." Now, the merchant feels that you completely understand where you're coming from. Now that you understand what you're coming from, you can now move to number three, which is where you isolate that objection. What you're doing is you're taking that response and you're placing it aside so that you can both objectively look at it.

So how do we do that? So first off, before we get into step three to isolate the objection, it's important to understand that it is important at this point to isolate the objection so that you do not run into smoke screen objections or smoke screen issues. This means that they continue, uh, they could be saying one thing but then feeling another. Uh, this will leave you dealing with an untrue objection. Follow these word tracks to help you isolate the real objection during the situation. "If you could somehow figure out how to solve that completely, would that help you?" Or you could say, "What other obstacles would you have to overcome before moving forward?" Now, this would be a very important word track. So now that you've taken the process of first going through validating the merchant's concern, which is step two, so saying, you know, "I completely understand that. So it seems to me that right now you have a concern of charging your customer and losing business, am I correct?" And they would say, "Yes." "Yes, you validated the concern." So then you could say, "So if we could somehow figure out how to solve that completely, we could actually prove to you and show you that you would never lose business and you would put you in the right situation to make a sound financial decision. Would that help you?" Okay? So you're not going to move forward. You want to get them involved again. "Would that help you?" Now, this is going to make sure that they say yes. Once they say yes, then we'll move on to the next word track, okay? Which is awesome.

So now that they say yes, you now move to step four. Now, step four is gaining permission to overcome the objection. Now, this is awesome. So a critical note to understand here is that without this critical step, you will trigger resistance from your merchant, okay? You can do everything perfectly before, but without completing this, you'll have your merchant back out. Most sales pros at this point can use aggressive word choices that are very competitive. They can say, "Well, can I make a suggestion?" This is not what you should be used, okay? You can say, "Can I make a suggestion?" or "Can we look at that?" What you want to say instead of, "Hey, can I make a suggestion?" question, use, um, "Can I bounce a few ideas off you?" Very non-intrusive way of doing it. Again, you can use that aggressiveness, but it depends on how you'd like to handle that objection. When you're first starting, you'd say, "First, validate the response, then you gain permission to overcome that objection." You say, "Well, so what I'm hearing from you right now, Mr. Merchant, is that you know what's causing you to feel this way is that you you think that you can charge your customers and you lose business. Um, so if there's a way that we can actually isolate that, figure out a way that if there was a proven way that where you wouldn't lose business, would I be able to bounce a few thoughts off of you? Can I bounce a few ideas off you?" Gain permission. Once you've gotten that permission, they're going to say, "Sure." We need to move to step five, which is actually overcoming or addressing that objection.

So addressing the objection is simple. Provide the proper response to the objection. If your answer is not properly understood, then you should deliver the response from another angle. This is called reframing. There are many examples listed below on how to cover cash discounting objections in the field. The process is having at least three answers to every objection. Like we said before, the best way to do this is to take some time for a 30 to 45 minute activity. Get the steps of the sale, look at that, but get the objections manual and look at all the different objections and write out your own personal responses A, B, and C. Then kind of memorize them, and you'll find out that A might be very similar to C, but they're worded differently, okay? Every hot session we do and every roleplay is always different, but it has the same responses and the same outcome. It's important for us to have these same responses on tap so that when we're dealing with the customer, we can actually give that response. And believe it or not, they might give you the objection. You go through your objection process, then when you give your response again, it's reframed a different way. They say, "Oh, I get it now." Once they get it and you're addressing the objection, uh, simply, then they can move forward, okay?

After you've addressed it, guys, and you've gone through that process in step five of addressing that objection, okay? Then you've reframed it, and they said, "Well, maybe, maybe I just, are you sure?" And then you say, "I completely understand, but what if we look at the videos here? We have a lot of customers. This is called grouping, right? We've had a lot of customers that have gone through the same process, the same situation with the same customers in the same area with the same type of business, and they haven't lost any business at all. The difference is between you and them is that they're saving thousands a year and you currently aren't, but you will be at the end of the sale." So I'm pre-framing and I'm pre-lighting.

Once you've addressed that objection and you've gotten the merchant to go along with it, they say, "Okay." So we've covered, we've now covered the answer to that objection. That now brings us to step six, which is now where we're going to want to attempt to attempt to surface any other objections, whether there's smoke screen objections, true concerns, or anything that might be standing in your way of moving on to the next step and closing the sale. It is important now to ask if there are any other further issues left to be discussed. The reason for you to do this and the need to ask is due to the merchant being emotionally involved, participating, and currently answering questions. This will help you solidify and strengthen the close of your deal, okay? This puts you in a situation, guys, where you also avoid buyer's remorse. If you've covered everything and you've covered all the objections, I love to pull objections out of merchants, and it's a challenge to me to get everything off the table because once I solidify that deal, they're more likely to give me referrals, number one, and number two, it's more likely that they don't have buyer's remorse. They won't pull out the deal during install and the move forward with me, okay? It's important.

So a good example of this, let's covering step six is to attempt to surface any objections. "John, what other reservations do you currently have? Are there any other issues moving forward now that we've covered that you won't lose business?" Or you can say, "Now that we've solved that issue, is there anything else that we need to, you know, bring some clarity to? Do we need to cover anything else? Or do we need to move, uh, you know, do we need to discuss anything else that might be standing in your way for the for the program?"

So at this point, now that you've completed the process of learning how to deal with objections, okay, now let's look at the top 13 most common objections you'll face in the field. Please note, there are many different answers to these objections, and you will often need to reframe them for your merchant. Now, reframing is important. Reframing is where now you give the response, and it happens that you have the same response again. So it's back and forth. So you say, "Mr. Merchant, so my clear that, you know, you you don't want to do this because you're afraid of charging your customer, correct?" "So I completely understand that, but do you mind if I bounce a few ideas off of you?" "I can say, sure." "Okay, so if, if there is a way, now I'm not saying that I can do this, but if it is possible that I can prove to you that at the end of the day, no matter who your customers are in any area, that we would be able, okay, to, you know, not, you know, not lose any customers at all, and we can prove it to you, would there be anything else?" So now I'm solidifying this objection and I'm isolating it. "Would there be anything else or there's anything we need to cover?" And the merchant says, "No, I mean, that's pretty much it." So you like the equipment, you like this, and you like that. We're going to talk today also about the four Ps and the concerns. We're also going to give you a live presentation in day four where you're going to hear a live close. Craig is closing a deal live. We were messing around on the phone, we pushed record, he walked into a business, she gave him about a 20 to 25 minute a rebuttal back and forth with objections. He used the four Ps, he used this, uh, this method of overcoming objections, and she ended up signing with him. Not only that, but she became one of his best friends. Um, she, you know, she gave him a lot of referrals. But if he wouldn't have closed that deal and he would have walked, he wouldn't have done these steps, he wouldn't have got that deal. So it's very simple. So just make sure you're studying these six steps.

But let's look at some of the objections, okay, that we were going to be covering. So note, there are many different objections, but they might need reframes. So going through this, before we get into the cash discounts on objections, we want to talk about the four Ps. Now, this is important. Now, I'm going to pop this this video on here right here because the four Ps, guys, are a simple sales technique that you can use to better yourself, understand and how this process works. You want to go through the six steps to solving the objection. So memorize what they are and practice them with each objection. Memorize what they are and practice these objections. But the good part is, is that this also helps you at the very end when you're addressing these concerns to remember the four Ps, and you can say this with customers. You can say, "Well, now that we're covering that, is there anything else that we can, you know, that we need to cover?" "No, I just still need to really think about it." And I could, "I completely understand that, Mr. Merchant. We've covered that you don't want to charge your customer. We've covered this, we've covered that. There still must be something because it's not every day that someone walks in here and saves you $12,000 a year, $1,000 a month, or whatever it happens to be, puts that money back in your pocket to have them kind of think about what they would, you know, tell, have them think about what they would, um, what what they'd want to think about. You know, my best friends, for example, don't write me checks every year for $1,000. I mean, at the end of the day, it's like having a dinner with friends. They come over, we have great food, and my buddy says, 'Merry Christmas. Here's a check for $12,000. I'll see you at next year's dinner.' Um, I would say, 'Great, that's an awesome gift. I'm doing that with you right now.' So it's very difficult for me to see why, you know, anyone wouldn't want to move. There must be something else that we're not discussing or that we're not covering, and that's completely okay. But, you know, I have to tell you right now, John, or Mr. Merchant, can I share with you something? Do you mind if I bounce a couple ideas off of you?" The merchant's going to say, "Yes." And say, "Well, most customers of mine usually don't make decisions based off of four different things. So do you mind if I share them with you?" These are called the four Ps. And the merchant's going to say, "Um, sure, yeah, you can share them with me." So, so what, what, you know, what is it? Why don't merchants or why don't customers usually generally work with you?" And say, "Well, first off, the four Ps are person, place, product, or price. So most time when customers of mine don't usually make a decision on a program that good, it's because of either number one, the person, the place, which is the company, or the product, okay? Or the price. So let's go through these.

So the first one is the person, okay? So let's discuss the person. If I've done a good job for you, do you like me? If I don't, okay, is there anything else that you change about about me or what I do? Um, you know, is there anything I've done wrong?" And they say, "No, no, no, Carson, you're great. I like you. Again, I just have to discuss this with my partner, or I have to do this, or I have to do that." Say, "Okay, great." Um, "Well, is it my company?" And you know, guys, it very well could be. It could be the company. It could be like, "Well, I don't know your company." "Oh, so that's the real objection? Let's do this. Why don't we go to the website? We'll look us up online. We'll look at our Google reviews. If we go to getpi.com, you can see we have six or seven testimonial videos on there. I have a thing called the trophy box, which your customers that have been asked questions, what she'll ask you to do when we sign the deal today, of people that love to do this program." Merchant's going to say, "Okay, sure." Um, or they'll go, "People don't make decisions based off the product." And like you said before, you still ensure that charging your customers could be an issue. And they say, "Yeah, it's definitely, it's definitely an issue." So you say, "Okay, let's cover that." Or it's the price. Now, usually with our product, we need to make sure we investigate. It's not the price because most people don't walk away from $12,000 a month, right? It's just not something that happens, okay? They like the program, they like the product, and that's just how it works. So, Mr. Merchant, what are those out of those four things? What can we cover?"

Now, you'll find out in Craig's recording, guys, this is awesome, is that you're going to see that during this recording that you'll listen to here on day four, you'll hear him do this live. You'll hear him talk about the four Ps, and you'll also hear him talk about the process, the six steps to solving an objection, okay? So getting back to it, we're going to go to now looking at what are the cash discounting objections? What are going to be the objections that you're going to see in the field? What are going to be some of the things that we need to overcome? Now, I'm going to give you some personal responses that I have to the most common cash discounting or dual pricing objections that you're going to find, okay? Now, you'll also be able to reference this, guys. Please make sure you reference this in your objections guide. You're going to have five or six different responses, or sorry, one or two different responses per objection in this guide. So please make sure you do review this on this section and you go through, talk, talk to yourself on these objections and then look at the steps to the objections on how to handle them. Go through that process with each one of them with a fake thing, or sorry, a fake dialogue, and you'll come to a point where you're very confident with what you need to say and how to handle them, okay?

So looking at these right now, okay, first one is, "I don't want to charge my customer. Um, I'm not doing that." So first off, address the objection. You say, "I completely understand that you don't want to charge your customer. Now, let me ask you this, do you not want to charge your customer because you're afraid that you'll lose business?" And the merchant will say, "Yes." "So if I could find a way, let me bounce a few ideas off you, John, but if I can find a way to prove to you that that's not possible, that you won't lose any business at all with your particular type of customers, um, would there be anything else?" So trying to pull everything else out like, "Would there be any anything else that would stop us from doing business?" And John's going to say, "Well, nope, that that would basically, that would basically be it. I mean, if, if you could figure that out, then, you know, we could we could solve it." And they could say, "Well, it's the equipment or that." So you want to give your three responses and then move on.

Number two, "I'm not that kind of person. You don't understand my customers." One of the best ways to address this, guys, one of the best ways to address this is, "No, I completely understand your customers. Our company's been doing this for over 12 years. We've sold in rich neighborhoods, white neighborhoods, black neighborhoods, Chinese neighborhoods, any culture that's out there, in the north, the south, east, the west, to many different types of businesses, from funeral homes to liquor stores. I mean, we've sold this everywhere. We definitely know your customer. We know that you're not going to lose business." Now, that doesn't mean you're not going to have some concerns. You might have a couple customers that might complain, and that's completely fine. But it's usually not worth the net profit that we're putting back in your business. So again, we truly understand your customers, and at the end of the day, you should try this program, and we should go through with it. It saves you a ton of money. Get back to the value add.

Number three, "If, if I went, it says, if I know, if I went, uh, to a business and they charged me that, I would never come back." Now, a way to respond to this is pretty simple too. You say, "Well, I mean, that might be your opinion, but, but you don't shop like every one of your customers. Now, you could agree with me that 95% of people don't check their receipt, right?" And they're going to say, "Yeah, most people don't check their receipt." "But I always do. Just because you do doesn't mean the vast majority of your customers do, which means that you could be making a bad financial decision based off your own experience and not necessarily the experience of your customers. So again, I think you should not walk away from a $12,000 a year savings just because a couple people might ask what this is. We'll train your staff on how to address that concern and how to properly explain cash discount."

So getting back to it, number four is, "Can I charge less than 4%? That seems a bit high." This one you want to say, "No, unfortunately, no. That's just the price that we charge, especially with the Pi.com program where we share in profit with you, which I'll get to in a little bit, and then also how you can actually make money. We have a couple merchants that make two or $3,000 a month. They get paid to process. It's part of the program. We can't really lower it because we also don't want to, you know, we don't want to underpromise. So we don't want to overpromise and underdeliver. I don't want to say that it's free and then you get a charge at the end of the month because a lot of the cards that came in were higher. Now, again, that's probably not going to happen, but I don't want to take the risk. Start with four. We might be able to lower it later, but start the program with four."

Next one, "What happens if I lose business?" Unfortunately, Mr. Merchant, again, I want to repeat this in a different way. You will not lose business at all. Uh, it's one of those things where you will have a couple customers that will have concerns, but again, addressing those concerns, they will come back. If you believe in your product, you believe in your service, okay? It's, it's not a price business. If you go right now to Yelp and you look, I'm pretty sure there's not going to be any reviews that have anything to do with price, more on customer service, uh, experience, product, and so on and so forth. But usually nothing with price. So if you have a good product, you have a good pizza, you have a good service, you shouldn't be worried about losing business over 4%. It's just not something that's going to happen. That'd be the same concern as you losing business over the state tax, even though people know how they, they have to pay it, just like they pay the fee at the ATM. Well, now it's going to be training your customers on paying this.

Number six, "There are a lot of competition for my business. They will go right down the street." This is generally not true. Um, you know, we see this a lot where even the people that have concerns on camera, we've seen Mr. Merchant that they've came in and brought their product and they've, uh, not complained about it, they've had a concern, they were addressed, and they said, "Well, I might not come back." They leave two weeks later, they come back for the same service and product. People are, uh, creatures of habit, and it's less likely that they would make a decision, you know, whether your product's stronger than the 4%. Okay? So it's important to understand that.

Number seven is, "I tried this program in the past and it didn't work." This one's important to say, "Well, I tried your program in the past and it didn't work." Addressing this concern is very simple. "Well, you probably weren't sold the product correctly, and you didn't implement it correctly. You didn't train your staff, and that's where I come in. I'll train your staff so that way you can turn those customers into repeat business and you don't have to pay that money, okay?"

Okay, number eight is, "I need to ask my customers how they feel about being charged." This is one that comes up a lot. "I need to ask my customer about being charged." You have to understand, Mr. Merchant, that same group, no matter how good a customer they actually are, you could also give them a survey and ask them if they would like their product, your product, for free. A lot of people would say, "Yeah, well, I kind of pay for it." But if you had no say in it, that same group of 500 customers this month, if you had your product on sale for free and you say, "We would, you know, you can pay if you'd like. We're doing this out of the generosity of our own heart." I'd say about 90% of people are going to walk out with a free product. That's not a really good pool of people to discuss. Your customers are great to ask about things like, you know, if they like your product or the service or where they're going, but as far as for price, you're the one that generally guarantees the cost of the price, and you base that based off your expenses, right? Now, your expense is processing, right? It's going to cost you more than it's going to cost you for doing cash. So it's important for you to set the price, set the tone, and understand that it's not a really good, you know, uh, group of people to ask whether they'd like to be charged or not. Most people are going to want to say, "Well, I don't want to be charged." It's simple as that. So you might be making a bad financial decision based off of poor information. Again, the same group that would also take your product for free is not necessarily a good decision. If you're going to take the product for free, it's not enough for profit, and you're not going to make profit. It'll end up closing your business. So not a good decision to ask them, okay?

Number nine, "I can just do that myself." "I looked at everything, but I can't do this to my customers. I looked at it all, and I just can't do it." "Well, that makes a lot of sense. I completely understand. Can you please elaborate a little bit more on that, um, before I can bounce some more ideas off you, just so that I can better understand why you don't want to charge your customer, right?" So get back to the process, and like we said, we're looping. We're looping to the objections.

Moving on to the next one, okay? The next last and final three here is, "I already make enough money. I don't need to save money." This one we get a lot from people that are pretty wealthy, okay? They're going to say, "Well, I already make enough money. I don't need to make money. I don't need to charge my customers to make money." And the best response that I usually hear is, "Well, John, do you mind if I bounce an idea off you?" "Yes." So you'd say, "That you were very financially smart and you didn't get to this position of owning one or two businesses and being financially successful by making poor financial decisions, am I right?" And I say, "No, exactly." So you have to understand is that, you know, making enough money has nothing to do with being frugal and smart. Most people that make enough money, you know, have made it for a reason through a lot of hard work and smart financial decisions. You know, that most people that win the lottery end up going bankrupt, or they put themselves at severe risk of dying. So people that just come upon money, right? And that's not something that you were in, right? It's like, "No." Okay? So when we hear the excuse of, "Well, I already make enough money. I don't need to charge my customer." Again, it's back to, "I just don't want to charge my customer because I'm afraid," which I understand the concern that you'll lose business. So is there any other concerns other than that?" And then you isolate it, you overcome it. But you say, "But to say I already make enough money is just a cop-out for, you know, I don't need to make this money and I'm afraid I'm going to lose business. You're, you know, you made it this far in business and you made it far enough to make good financial decisions, and this is one of those good financial decisions to where it's not just about making money, it's about being smart with what you're doing. You should charge for every expense that comes through the door, and you should also work it in with your price. It costs you more to take cards than to take cash. So therefore, you should have two different prices, one cash price, one credit price. It makes sense, right?"

So getting back to that too. Next one is, "I will lose too many customers." We covered that as well. "I will just raise my prices to cover the cost." "I will lose customers over the fee." This is another one. "Well, I'm just going to incorporate this in my my cost." You say, "Well, that makes a lot of sense, but no matter how much you raise your price, you're still losing net profit when you take a card, right?"

Doesn't matter how you add it into your price. You're still losing money, and you're making different profits for different amounts. You think you make the same amount whether you sell this or sell that, no matter what, but you're not.

So, if you sell something for 10 bucks and your profit is 10%, okay, you're making a dollar. Okay, but you're not if you're using a credit card because they're taking their percentage. So, get back to the fact where you can actually rely on a true net profit. You can say, "Well, I make the same net profit on a person who uses cash or whether they use card." It shouldn't matter to you.

So, keeping that in mind, you can raise your prices if you want. You can raise your prices, but you should also put this program in here. It just makes smart financial sense.

Then, the very last one is, um, is this one of those programs where you charge your customers? I'm not going to do that. Now, this is an important one, guys. When you're setting an appointment, because you're going to get this. Now that cash discounting is more prevalent in the industry, they're going to say, "Oh, is this one of those programs where you charge your customers?" Well, when we're out there prospecting, you want to be very hazy and realize, like we talked about before, that you're just trying to get the appointment, right? So, in that sense, what you're going to say is, "Well, we have some programs that do, we have some programs that don't. It just, again, it just depends on what you qualify for. Why don't we set the appointment tomorrow? I'll see if I get you qualified. We'll make a decision from there." So, how does that sound? Okay, then you move forward.

Okay, so guys, getting back to it. Okay, getting back to it. That is the objections. So, with that being said, let me go back here. Sorry about that, guys. I'm not sure how we got that far over. But objections wise, boop, boop, boop, boop, boop, boop. Sorry about that, guys. Give me one sec. A little bit of a preview of training here. Don't know how that happened.

Okay, so guys, that being said, last final thing. So, a to-do list. So, now, okay, now guys, now that we've covered the 13 most common objections, um, and surrounding cash discount, you're going to hear some of these, like we said, with Craig, okay, on video, uh, or sorry, on the training on day four. You're going to actually be able to get in there, uh, you know, get to listen to some of his, uh, his ways of objections, how to cover them, so on and so forth. Um, so the objection to-do list, guys. Now that we've actually gone through the objections, how to cover these, this is what we're going to need to do.

Number one is, you should probably re-watch this section. If it's one of those things where you didn't catch up on any information, or you, you know, had a question on it, re-watch the section.

Number two, you want to print off the cash discounting objections guide. In this guide, you're going to actually get the, the true responses to those objections. And I covered a few of them, but many different outtakes, so that way you can reframe them and loop back around.

You want to write down the objections that you don't know, or the ones that you really think that you're going to start covering when you're in the field. You need to make sure that you role-play in front of a mirror.

Number five, you want to memorize the objection answers.

Number six, you want to find a friend.

Number seven, practice with a friend.

And then finally, like we said before, guys, on number eight, we want to make sure that you practice, practice, practice.

Okay, now learning all this stuff is great. Writing the stuff down is going to be a key. Now, you might not memorize it to begin with, but getting in front of merchants is the best way that you're ever going to get a response from rejections. Okay, and and that, that information and that, and that flow. So write this stuff down. Rewatch this section, kind of get an idea of it. Print off those, those, you know, the objections manual. Write them out or type them out on a computer. Put A, B, and C. Write your personal response. How would you respond to this, right? If you need help, you look it up. Okay, write it out. Maybe you say, "Well, I like Carson's response. I love Craig's response, but I, I would word it this way myself." And then write it in. Okay, and then write C, and then B, or A, B, and C. After a while of doing this, you're going to have these objections that you personally wrote that are going to leave an imprint on your memory. So that way, when you're in front of a customer, you'll be able to move it forward and keep it going. Okay, so keeping that in mind, guys, that's the objections training. Um, appreciate you guys tuning in for that part. We're going to be moving.

Um, there we go. Hold on a minute, guys. Keep doing this here. I don't know why it keeps doing that. Um, okay, guys, so now that we, all right, guys. All right, guys. Now that we've covered the objections, the to-do list, and everything, what we're going to be doing right now is we're going to be taking a little bit of a break, and then we're going to be moving it right into equipment training, guys. So, take about a five, 5 to six minute break. Grab a glass of water. Kind of regurgitate that content. Rewind it if you need to. Come back, and we'll see you here in a couple minutes.

All right. All right, guys. Welcome back. Welcome back. Hope you had an awesome break. I hope you had a good chance to kind of retain all that information. Um, a lot of, a lot of really good stuff. Again, guys, you know, um, out there on objections, probably, like we said, the third most important thing, um, in dealing with a sales process with any company is learning how to deal with objections. Obviously, number one is going to be the steps of the sale. The process is most important. Number two is how to deal with objections and issues within that process. And then we finally come to step number three, which is going to be product knowledge. We're going to be covering that right now. Uh, big mistake. A lot of sales professionals like to rely on product knowledge, and they like to base off the fact that I need to be an encyclopedia. I need to know all this information so that I can present it to my C customer, therefore increasing my chances of closing the sale. And they regard product knowledge as being the number one thing. Well, unfortunately, that's just not true. Okay? The top sales performers out there, Grant Cardone, Jordan Belfort, usually like to rely more on psychology, psychological processes, negotiation, and communication before you deal with that.

Now, that's a good term, a good example of this, guys, is that, you know, people that sell cars are not car mechanics. And I'm not going to sit here and explain to you how a carburetor, a turbo, supercharger, an alternator actually physically work to bore the customer into buying a car because I'm a mechanic and I know a lot about the product and I know a lot about the cars. I'm not. It doesn't mean that I'm going to sell the deal. So, it's important to understand that product knowledge is important, but it does take a back seat to true sales professionals that actually want to be effective and actually close deals. Number one, sales process. Number two, objections within that process. Number three, product knowledge. So, we're going to be covering product knowledge right now. Super important to understand that, um, we get to it now. Again, if you have questions on any of these products, guys, um, kind of coming through this part, you know, in the future, of anything that come, any things that come out, any of the applications, so on and so forth. This is the part where you at home will do your own research. As an agent, this is your job. It's not something, uh, that the company usually trains on because there's thousands of apps, thousands of programs, thousands of POS stations, thousands of capabilities within those POS stations. So, we're always going to direct you. If it's Clover, to go to the Clover App Market. So, go to Google, type in Clover App Market, research the app yourself, and then you can sell them. So, on and so forth. But the key and the goal here is never let product knowledge get in the way of your close. Okay? And again, that is a very important thing. There's so many products out there that it can get you and your merchant and yourself on a tangent that lasts 45 minutes, that now you run out of time, you don't sell the deal, and it's, and it's your fault. Okay? So, please be aware of that that we need to be heavily focused on sales and not necessarily education around the product.

So, but with an idea of what we sell, we do want to make sure that everybody out there understands what we do sell. So, we're going to talk a little bit of equipment training within this video. We'll talk about the perfect paperwork and also the e-application within this, okay? So, going through, we usually deal with Clover. Now, we have a lot of other POS's that we will cover, but the best way to learn most of the information about Clover is to go to clover.com. clover.com or YouTube or basically self-research. Can the Clover do this on Google? Whatever it happens to be. We have four different types of Clovers. One is the Clover Go, which we won't display here. It's a basic one that you can plug into your phone. It's like a Square, um, and you can use this to, you know, basically take transactions on the go. We don't lease this equipment. It's one of those things that they can buy for right around 100 to 150 bucks, depending on the, the volume of the merchant. Don't sell a lot of them, but ask your national accounts director, and they'll get your information on it. Okay? But what we do sell is we do sell, if you look here, guys, we do sell the Clover Flex, which is one of the, uh, awesome pieces here. The information on the Flex can be found at clover.com. Um, it serves customers better. It's at the counter. It can, it's a small POS station where they can take it around their business. You see how, how big it is in relation to their hands. This is good for smaller businesses, food trucks, um, mobile businesses. It does have LTE. It does print a receipt, um, which means that it can be taken anywhere out in the field, so on and so forth. Great little unit. So, do some research on that.

Uh, the next one is going to be called The Clover Mini. Now, this one's not quite as big as like a normal tablet, but it is a great little unit, and it can be sold with a stand that will allow the whole unit to turn and face the customer so they can sign, and then it can turn back to, uh, back to the person who owns the business. It's a very small but very powerful point of sale station. Again, this is good for food trucks. It's good for auto places that might have parts and all sorts of stuff that they can use for inventory that want to use docking and billing and, um, auto software, everything in there. Um, again, go to the Clover ATK Marketplace to download what you need to download for that. But again, please go to clover.com, um, to actually look at this and get some training on the Clover Mini if you'd like to. You can also go to YouTube and do some research on there. But this is a great little unit that will print a receipt. It will also attach to a cash drawer.

Now, the next one is the main one that we normally sell that's kind of midline, which is called the Clover Solo. Now, this, unlike the other old Clovers, does not face the customer. Okay? This is for very quick service restaurants, just like you'd imagine, you know, like, you know, either behind a bar or a Subway or a poke restaurant or something where the customer doesn't need to see anything up front, they don't need to sign. They just give the card, um, and they, they take their sandwich and they sit down and eat. Okay? Again, please do some research on this one, but it doesn't flip around, but it'll come with a cash drawer, a screen just like this, and a printer.

Now, the big boy POS that we sell from Clover that can handle liquor stores all the way up to, you know, clubs and restaurants with four stations is going to be called The Clover Duo. Now, the Clover Duo is an all-in-one package where, um, it does face the customer with the screen. It can flip around, um, that looks like a mini in front, but it's actually an attachment so that the, the server or the person can ring in the items. After they ring in the items, it will show the price to the customer. This is great for dual pricing and cash discounting. Works for retail stores, restaurants, quick service, service restaurants, pretty much any business. And I think we lease these for a certain amount, um, at the time of the recording of this video. I'm not going to give an amount. You want to look at your presentation manual that you'll learn about in the drive. Okay? Um, so that being said, we also have other options. So, don't discount those options. But again, we want to make sure that we're not discussing these options with customers with what we can do until, just like we said before, until later in the sale. Okay? This, it comes with the manager call. We don't want to be throwing out pricing and we can do this and that before this. We want to put that out after, after we find out what they qualify for. But as far as that being said, I mean, we do offer other solutions and other integrations depending on the situation. So, you want to make sure that you please consult your national accounts director for further information. I mean, we work with Paradise POS for liquor stores, which is great. We work with Revel for custom installations for multiple location deals. We work with the do, uh, we integrate with Aloha. There's a lot of other systems that we use. But again, this is going to be something that's on a case-by-case custom basis that you'll need to consult with your national accounts director.

Now, again, guys, more information on these POS's is going to have to be by yourself at home study. Go to paradise.com or adpos.com and do your own research. Look at YouTube. That's the best way to do it. We don't provide a lot of training on it. It's not necessarily needed. The idea is that, you know, POS's are a lot like phones. Okay? You can play Clash of Clans or PUBG or, you know, whatever it is on one phone as you can play it on an iPhone. As other, they all do the same stuff. Some do stuff better than the others. It just depends on what the feel and the look is. We recommend Clover most of the time, but if, if you don't like Clover, we have other solutions. The point is that we have other phones. We're not going to go through a process of explaining on how to play Clash of Clans on a phone at Verizon when someone buys it. Okay? It's just, here's the phone, here's how it works. You know, it's still a credit card machine, so keep it simple, right? That's another thing.

So, that being said, we'll moving on, guys, to the next part of, uh, training. Um, now, again, the best thing that we can recommend with that is that is probably one of the fastest equipment trainings you're going to get. Why? Because, guys, it's not about the equipment training. The more information you have about equipment could lead you to information overload with your customer, which could lead to not closing a deal. Good example of this, guys, like I said, I used to sell Subaru, uh, cars back in the day, and I was excited to work for this dealership because it would never give someone my age the opportunity to work new cars. Everybody there was 50 years plus in sales, or sorry, 50 years older plus with 10, 15 years sales experience. And I was a green pea. I got the job because I fought for it. But one of the coolest things was my manager taught me. Um, this was, guys, this was years, years ago, but it's very simple. Is I was sitting there working, and I said, "I love Subaru. I love the WRX. I love the STI. I love engines. I used to rebuild engines. I used to race, and I want to sell cars because of this, this, and this." And the manager said, "Stop, stop, stop right there. He said, if you mention anything about engines and racing and cars, I'm going to fire you. It's not the product. It's not the knowledge around the product and the turbos that sell the deal. We have mechanics that do that in service, and we're not going to bring them on the lot to help them sell a car. Okay? You need to just learn how to sell. You need to learn the steps of the sell, the psychology. You need to learn people. You need to learn the four Ps, the four square. You need to learn all these things to sell these cars. So, if you start talking with the customer about this and that and all sorts of stuff and get on that tangent, then I'm going to fire you." And I went, "Holy." So, it shocked me, but it made me understand that product knowledge is important, but it's really not that important. You need to have the basic understanding of the Clover, the different units that we offer, the pricing, and so on and so forth. So, do some independent research. Go look at it, but don't get too heavily involved in the cool parts of the functionality. Next thing you know, you're going to fall in love with a part of the application of the Clover. You're going to go off on it. Next thing you know, 15 minutes later, you realize, "Wait a minute, I'm so far off the steps of the sale." Where Jordan Belfort will tell you to get back on the straight line theory, and you're so far off. The merchant's like, "Man, I'm so confused. I don't want to do this anymore. I got to go pick up my kid from school." Just, you know, "Why don't you come back tomorrow?" And you've lost the sale because you're so involved with the product. So, stay focused on the product, yet do your research, but little increments to get back to the steps of the sale. We can move forward now.

Now that we've covered this, okay, we're going to go into the next part, which is going to be the e-application training. Okay? Now, the e-application, guys, again, is something that we do want to use most of the time. Okay? If you're very valid with the e-app, there's a few different rules that we want to discuss and we want to cover with the e-app.

Rule number one: When you click the information, and we'll show you how to do this, but when it goes to the goes to this, the office for the e-app, you are not to leave that business. And I don't care if you have another appointment or you've got something else. You don't leave that business until that merchant has signed that application. Too many times when you leave and you send out an e-app to a merchant, they will never sign it. They will never sign it. You need to collect the documents while you're there, get it over with the information, get them to sign that e-app, confirm with the backend office that it's completed and it's signed, then you have permission to leave that business. Do not leave that business until it's physically signed. The only exception is that if you work a deal over the phone out of state. Okay? But other than that, you need to remain at that business with the e-app signed until it's complete, completely signed.

Okay, so moving on. How do we work on the e-sign? Okay, well, here's what happens. When your, uh, your sales manager will provide you with a link to the e-app. When you log in, it'll look something like this. When you're logged in, fill out all the information. Please be, make sure that you're very accurate with the information: Social Security numbers, emails, so on and so forth. This information then will be translated with the supporting documents. You see on your screen: business voided check, driver's license, and business license or liquor license, something with the address, and then the menu. Okay? It's all sent to info or underwriting at gofreet.net. So, underwriting at sorry, underwriting at p.net. Once it's sent over, okay, guys, what's going to happen is that they're going to take that information and they're going to physically fill in the e-app. Then it will be sent to the merchant's email you provided, and they will sign it. So, you need to make sure that they sign it while you're there. That's how the e-app works. Now, make sure that you include in there the equipment pricing. Make sure that you include the equipment type and pricing as well as your name so that you get credit for the sale.

Now, there's a part on here that you'll see here. Well, you want to send that to, like I said, it says here, underwriting at gofreet.net, but it will be underwriting. It won't be underwriting at gofreet.net, guys. This is just for training sake. It will be, um, underwriting at pay.com. Okay? Um, so you make sure you have the pricing, so on and so forth, that way it's filled in correctly for the merchant to use.

Now, again, this is super, super, super, super important here to see this and to talk about this. Okay? Once they get it, once you click and you send to the underwriter, will fill in the email, um, the application to your customer within 15 minutes or less. Do not leave until the e-app is signed. This is so important, guys, if you would like that sale to continue. And again, they have to sign that e-app. Once that e-app is signed, you can proceed just like a normal deal. Say the equipment will get there in 5 to 7 business days. You want to tell them about Trophy Box, see if you can get some referrals from them, um, and you want to sign them up for the PI. program so they can get 10% net profit back and then 15% net profit on any referral that goes with our dual pricing program. And that's how, guys, the e-app actually works.

Okay, now that we've covered the e-app, okay, we're going to move again in the same video with before we take a break here, coming up right into the next section, which is going to be the Centrix, um, sorry, Centrix and Google Drive training. And actually, no, we're actually going to take a quick break. I think actually, uh, we've covered the equipment, we've covered the perfect paperwork, and we've covered that. So, what we're going to do real quick, guys, is we're going to take a little bit of a break. So, make sure you take a quick little break, 5 minutes. If you need to go back, uh, back through, go back through and research what we covered. Um, if you want more information on Clover, guys, just go to YouTube right now. Put pause on, go to YouTube, look up the Flex, look up the Mini, look up the Clover Solo and the Duo. See what kind of stuff's on there. Okay? You need a little bit more help on paperwork as opposed to the e-app, to go back in that section and rewatch it. But right now, we're going to take a quick break, and I'll see you guys here in just a moment.

Guys, again, I hope you enjoyed your break. Um, again, like I said, a lot of information, guys, so please make sure that you're going back and reviewing anything that we haven't covered yet. Um, again, just keeping in mind, this whole training is going to be focused around the most important parts, right? The steps of the sale, how does that work? Then the objections on how it works, and then all the auxiliary information like the Google Drive and so on and so forth. Uh, so next part of training, guys, and again, lots of information on this day. Day two being our longest day. Okay? So, please make sure you take notes, so on and so forth. What we're going to be covering today, guys, is the Centrix and then the Google Drive before our next break. Okay? So, first off, what is Centrix and what is the Google Drive? Okay? And and these are, these are, these are some important things that we want to cover.

Well, Centrix, guys, Centrix is our call center. Centrix is our call center. Centrix is our company that's located out here in Kathmandu, Nepal. Beautiful Kathmandu, Nepal, um, which is where we have about 100, 150 staff upstairs that call for you. They set you with leads. So, to better understand the company and where we came from, we have a video that we prepared that we really want you to watch to see the different kind of quality, um, that we've actually put into this business and for leads. And these are good leads. They're so good that we sell them to other companies. Now, again, we don't compete with ourselves. Um, we don't, you know, we don't set leads for agents and recruit in different areas, so you won't have anyone to compete against. But it's important to understand that these leads are very valid. They're awesome. We do sell them. They're, they're the best leads in the industry. Okay? But you have to first understand how leads work. We're going to discuss that when we talk about the call center, the leads, how to approach appointments, so on and so forth, in this section. Okay? So, without further ado, though, guys, we're going to kind of, like I said, we're going to move it to, um, we're going to move it to this section, or sorry, this part, and we're going to go through a little bit of a presentation on Centrix. So, please enjoy.

Back in early 2012, I set out on a mission to find a country where I could start a marketing department that was cost-efficient, effective, and where people had fantastic English. I settled on the beautiful country of Nepal and in 2013 moved to Kathmandu to start the adventure of building an international business. With just five callers in a tourm office, it was a pretty humble beginning, but we did manage to grow.

[Music]

Over the last 10 years, our office has grown to more than 150 employees. We've had the opportunity to work with some of the leading ISOs in the industry, as well as a few award-winning sales agents as well. Thanks to the success of our ISO partners and the agent offices that we work with, we have branded a solid reputation in the ISO industry, as well as in ISO lead generation. We would like to welcome you to Centrix, and we look forward to making our partnership a very, very strong success.

All right. All right, guys. Now that you got the chance to see that video, that is Centrix. That's us, guys. That's where we're at right now. So, see that we put a lot of energy and effort. We have a lot of, uh, warriors that are going to be working with us to get you leads. Okay? So, understanding that now, now we have to understand how do we get these leads, right? Like, how do we get these leads, um, what do they look like, so on and so forth. So, we're going to cover that right now, um, on this situation. So, where, where you get your leads and your appointments. Now, first off, just remember that leads are not directly given to you right off the bat. Okay? The first step is to learn how to prospect. Okay? So, once you've prospected, this can only take a day, whether you've gotten training from Craig in the field or another, another manager in the field or on the phone, you want to make sure that you can go out there and prospect. The reason that we do this is we don't want to give leads to agents that haven't been able to set an appointment first. If you can't set an appointment for yourself, there's a good chance you're not going to be very successful with the lead. Okay?

So, first off, when we want to understand appointments, there's a few things that we need to manage as far as for expectations. Okay? And this is important to understand for appointments, guys. Please understand that these guys work their ass off. They call a lot, and they pressure business owners to meet with you. So, you will sometimes have some resentment, some from merchants. You'll have issues and pushback, and you know, they're like, "Well, I didn't call, I didn't do this, and I, you know, whatever." We always have recordings, and we're going to talk about that. It goes through three different data streams before it makes its way to you. Not only that, guys, but if you have five, if you have two appointments in the field, there's a good chance we set five and we dumped three. They didn't make it past quality control and the quality checks. So, a few different rules of appointments you need to understand is: you never call an appointment ahead of time, you could ruin it. Number two is, don't expect appointments to be red carpet sales. Merchants aren't going to roll up the carpet and give you a coffee. Our job is to get you in front of a merchant, no matter what the merchant says. Our job is to get you in. They know what was going on. They know that we have a value-added proposition. You know, it's for credit cards. It's your job to sell it. Okay? So, that's why we train you hard in the steps of the sale. You have a good negotiation with the merchant and involvement with the company, the backend, the process, the objections, because they are going to be difficult, but they are hot leads comparatively in our industry. Okay? And if it was that easy to close and make $1,000 a sale, the leads would be, you know, uh, for everybody would be, "Oh, come in and sell the deal." It's not like that. I want you to look at appointments more as opportunities. Just because someone comes onto the car lot looking to buy a car doesn't mean they're going to actually buy a car. Okay? They could be looking around, pricing. It's your job as a salesman to sell it. Same thing here. We want you to understand that appointments take energy and effort. But in that being said, where do you get your appointments?

So, now that the appointments have been set for you, okay, what you need to do is you look here. Where do you get them? Well, there's two different places that you can actually get your appointments, guys. The first one is when you log in with your company email, and if you see when we go to the Google Drive section, okay, and we're going to do a presentation live on the Google Drive, okay, you will be able to actually get your lead. It'll be sent to your email, just like this, okay, when you log into your company email. Okay, you'll see that right here, like for example, First Choice Flooring was a lead, okay, or Uncle Bo's, or First Choice Flooring was set for Michael, and you'll get to see it right here. So, you see these appointments, these invitations, these are all appointments right here. So, this is one right here, for example, was Uncle Bo's Pizza. You click on it, you want to hit yes, you're going to your lead. Okay? That's where you get them.

Now, in your lead, there's a few things you want to understand. When you open up your laptop or your computer, you're going to go to the lead at the time of the appointment in the title. Okay? You don't want to go to the appointment, guys, at the time that's listed here. Now, because we work in different time zones, we work all over the United States and also all over the world. These time zones based off your computer can be completely inaccurate. You always want to go to the time that's mentioned in the title. The reason why is because on the recording, that's the time mentioned on the recording. So, it doesn't matter what time zone you're in or where, where it's at on your calendar. If they mention a time, there's a good chance that business is in your time zone. Therefore, you go in the time in the title. Okay? No matter where it's at on your calendar with the appointment, there's going to be the name of the business owner. So, this is Umberto. This is his phone number, right? He's the business owner. Then you're going to be given a little bit of the notes. Okay? The notes are listed here. "Talk with the owner regarding the processing fees. She is, uh, ready to look over the program." And when you go in there, we'll try and have the, the CR, credit merchant statement, the merchant statement ready. Uh, the volume is $4,000 a month. Now, please note that it's going to be more than $4,000. The call center's requirement is to ask if they're above $4,000, not if they're $4,000. That way, we have a decent volume merchant. They'll say yes. Sometimes it'll be $50,000. But do not look at the appointment and say, "Oh, they only do $4,000."

Next thing is the location. You're going to be given the location of the merchant right here. So, this one is at this location in Pilot Point, Texas 76258. That's where you'll go. Again, when you go to a lead and you can't find the location, Google it. Re, do some research. Look it up on Yelp. You know, do some research on these leads. Okay? Go through and read the reviews. Bring up something you can bring up in the appointment. But do not call the appointment to reconfirm. And I want to stress this, guys, that if you're be, if you're calling appointments ahead of time, and your national director catches you, you will be taken off the appointment board, and we will give your appointments to someone else. Okay? Do not call the appointments ahead of time. The only time you call an appointment ahead of time is if you're lost, and you don't say you're coming for processing. You just say, "Hey, I'm a customer. Where you guys located?" Once they tell you where they're located, they say, "What's disregarding?" You say, "Never mind." Hang up the phone. Go there. Okay? So, super important to understand with, with regards to appointments.

Okay, the call center. Want to talk about this and kind of how it works. So, with the call center, how the call center works, the call center will set you up the appointments for you during the day. Now, remember, these are opportunities. You must coordinate with your manager to ensure the best success. Your manager will fill in what's called the appointment order form, which means that you have to give with 24 hours in advance a response. Okay, guys, you have to give 24 hours in advance of when you're going to be getting leads. You can't say at 12:00, "I don't want leads tomorrow." Because if we had you on in the morning and you got three leads, and you say, "Oh crap, I forgot to tell you at 12," and you have two leads, you missed again. You miss leads. You'll stop getting leads. These leads cost a lot of money, okay? And we have to pay callers no matter if you take the lead or not, and they only get paid if you're selling a deal. So, that's important. So, these are opportunities, opportunities, opportunities. The cost of an opportunity is $100. So, no, guys, they don't cost you $100, but you have to look at it from our perspective. If we set you with two or three leads, and you don't go to those leads because of an emergency, or you don't go to those leads because of an excuse, or you got drunk the night before, or you're just too groggy, or, you know, some excuse or something, you've just cost the company $300. Again, owning Centrix, we can sell those leads to someone else who could better use them. Um, so you have to understand that they're valuable. So, if you have leads, follow the rules, and you will keep getting leads. If you don't follow the rules, you'll stop getting leads. Go to every opportunity, and please be on time.

Now, there's a few exceptions to this. The most important deal you have is the one right in front of your face. If you're closing a deal and you have another lead coming up, forget that lead. You don't need to call them. You don't need to take attention away. Go late. But when you go with a set of paperwork, you can throw it on the ground and say, "Listen, I closed this deal today, so I'm sorry if I was a little bit late, but look what I did." And then boom, sign him up.

Okay, so getting back to it, guys, super important. Leads are important. Here are the call center rules. Again, want to make sure that we cover this and we're very clear. Be on time. Be prepared. Do not miss the appointments. Call your national accounts director before each appointment or shoot them a text. This is not micromanagement, guys. This is a situation where your national accounts director could be very, very busy. They could be working several leads at once. And if you'd like the opportunity to get help, you need to make sure that they're ready in front of a computer for you. They're not out to lunch. They're not dealing with a recruiting call. You have to make sure that you're ready, and they will help you. Okay? Provide detailed notes on each appointment. We have a thing, guys, called our DDS, okay, which is super, super important. And the DDS is something that is called the Data Department Specialist. And we have them reach out to you every single day to get the right information. Now, the reason we need this information, guys, is because, uh, the information on the DDS, whether you've met an owner, you've talked to them, you've presented to them, that information gets back to us so that we can better prepare the call center. We can set them out on on different stuff. We can, we can place them somewhere. So, you have to make sure that you're in good communication with that. And then also the notes, because there's hot follow-up. We can use the call center to move them around with good agents. We also have secretaries that will actually call and move stuff around too that we'll reach out to you. So, notes on the leads are super, super, super, super important. Also, call your accounts director before you leave every lead. This is also imperative, guys. No matter what, even if it went bad and you got kicked out, don't call your national accounts director 20 minutes later down the road and say, "Oh, well, this and that," because all you're doing is explaining why you didn't close that deal to your national accounts director when you could have done what we call the turn. Now, we all know in sales what a turn is. A turn is where good cop, bad cop, you tag team a deal. Maybe they don't like you, they'll like the manager. Maybe they won't like the manager, they'll like you. The point is, don't leave a deal without communication to the office because they're going to give you some pointers and tips that help could help you close the deal. And please remember, guys, your manager is on the same team you are in. Okay? If you don't close a deal, they don't get paid. We're all in this together, and we're all partners in this. So, it's important that you call your national accounts director. And again, back to it, if you break the rules, you will not receive any more leads. Okay? So, they're important.

So, the appoint, um, appointment expectations. Underpromise and overdeliver. This is important with appointments to make sure that you underpromise and overdeliver with your leads. Do not assume communication with your appointments. You do not want to assume communication with your sale. What does that mean, Carson? When you say, "Don't assume communication," that means with the lead, okay? You make sure that you want to, um, understand that, you know, not everything is expected. You have to make sure you're going through the steps of the sale. You're going through the eight steps. You don't assume that they know your steps. They haven't been through this training, so you can't just jump right into the sales process and start training. You have to make sure you follow the process. Inform them of how the process works. Inform them of possible delays. Inform them of all possibilities. Rely on the chain of command, which means you want to make sure with the rules, guys, that you're talking to your national accounts director. You need to ask for referrals, and then also ask for the Trophy Box. So, these are the expectations that we have put in place that we want you to follow when you're dealing with appointments.

All right, guys. Welcome, welcome back. Uh, also wanted to say thank you so much, Britain, again, for popping in there to kind of explain the call center. I know that we did talk about that. And also to kind of, you know, learn a little bit about our story with the, with the call center. You know, not a lot of, uh, you know, agents or ISOs get the chance to work with, you know, such a good staff, and also not only being an international crowd too. Um, and it's amazing because we're out here as well, and we've had a lot of agents just like you actually come out to Nepal to visit. We've done certain things where we've taken them up to, you know, the PI or the PI Payments Villa that's up north, count of by Mount Everest. And, you know, talk to your national understand is we, we are an international company. So, we do have a lot of good events for top agents that, you know, we have a lot of fun. We go on motorcycle trips, all sorts of crazy stuff. So, anyway, wanted to bring that up that that's how the call center works. Not only that, but it allows us for over the last 10 years to know exactly and provide appointments to agents and see the results. Um, and that's important to understand when you're working with an ISO as well, that you're not going to get bad appointments, because, you know, they're tested, they're tried, and they're true, and they are appointments that are being closed every single workday that are set from the PI Payments call centers. We have a major luxury in that fashion, but they are earned. So, you have to make sure you're taking good advantage of them. And then again, just know that they're a different breed. They're a different kind of appointment. We teach you how to close them, and that's what we do. Um, but with that being said, we're going to move into the Discord training now. Again, we did mention this on day one. It is important to understand that there is a way to use this. And again, I'm telling you right now that it's super, super important and it's very valuable here, guys, to understand is that use the Discord. Use the chats daily. Okay? And if you're, if you're continuously using them, then you'll receive the support from the management, the staff, because this is your way of communicating with them without being micromanaged, without having to call 24/7 with all that kind of stuff with support that you'll be in there. Okay? You'll be, you, you'll have a tag. Um, I'm going to give you a live presentation on how to use the Discord. Um, but we've also used the Discord as well on a way to replace the drive. So, in the Discord, in the very top part of the information section, you're also going to be able to have not only ongoing chats, but this is exactly where you get to download all of the information. You'll be able to get on there and download this very PowerPoint that you see in front of you, this very, you know, training PowerPoint. You'll be able to not only get that, you'll be able to also, uh, download the steps of the sale, the objections guide, the prospecting scripts. You're going to also be able to see what bank paperwork looks like. Any updates, we'll have a bulletin board as well that's going to be amazing where, you know, if we have different bonuses for the day, we'll go out there too. Um, and then again, going down into the other section, we, we'll be able to see the general information, how you can interact with the call center. It is literally faster, um, you interacting with Discord than it is to be making phone calls to people, believe it or not, because the Discord is being seen by all of the departments within the company at any given moment. So, you have communication with call center, call center manager, your manager, other managers, leaders.

Myself, okay. The, the, the underwriting department, the customer service department, the appointment setting department, the recruiting department, the EA department, which you just went over, right? When you're getting something signed, you can say, "Is it out yet?" They'll see that and they can say yes or no. I mean, it's instant, okay? So it's super important to have that along with your national accounts director. So we'll go into a little bit of a training right right now with the Discord and then exactly how the Discord actually works, right?

So again, the Discord, we're going to talk about this here. Um, we're going to do a little bit of a live presentation, and we're doing it currently right now. So I want you to please watch, listen, and focus in. This is where you get pretty much everything that you need, okay? And I'm going to show you here, um, what the current Discord is live, so that you're able to kind of see what it looks like. So I'm actually going to come out of the PowerPoint real fast, pop down, um, go down here, and I'm actually going to pop up my browser, okay?

When my browser comes up, as you see, I've got a lot of documents, my email, so on and so forth. So again, just understanding too, please note that, you know, your, your, uh, your Discord will also be able to be active on a laptop, just like I'm looking right here for the training. But if we pop back over here, I'm going to show you, uh, Discord will be the same kind of thing. So if you look on the training, like we were talking about, when it's on your cell phone, okay, right here, it's going to list everything off to the left right there. And when you actually click on that, it will pull up the chat so that you're actually able to see what's going on.

So for those of you that are not tech-savvy, okay, or computer-savvy, or phone-savvy, this is what this app was developed for. So don't be afraid of it. It's great. This is exactly what they made this for. Was was a really easy and efficient way to be very smart and easy with with with what you got going on. So what I'm going to do here is look off to the left, okay? Now, this is the, it's right now will it says Texas Pi team, but it will say Pi Pay team. Um, but essentially, how this works on your computer is you're given a login, you're given a profile. This is you, okay? And you can have many different rooms and different chats. Now, remember, these rooms have nothing to do with Pi payments. Like this is Midjourney, this is some other stuff, this is Chat GTP. Nothing to do with that. But this is our symbol. So the text is Pi, or Pi, right? And when you're on Pi, on the left, you're going to have all the different rooms from the top to bottom, okay?

Now, the full category, so for example, this is called Information. This one is the Text Channels, and this one is the Voice Channels. Now, with these, they can be minimized or they can go out. But you start here. Now, we've used this to get rid of the drive. I'm going to go over exactly what you're going to see when you actually download this. Right now, it's not up to date as my live one is. So that's why I have this little Word doc that will show you. When you go down here, that what's going to happen is you're going to see the one by one. They'll be labeled one, two, three, uh, four, five, six, seven, you know, six, S, eight, whatever, right? So it'll be labeled one, two, three. Sorry, this would be four. This would be five. Sorry, five, right? This would be six, and this would be seven. All right.

So what you're going to be seeing off to the left when you actually download this after the training is, again, read important first, just like this. And what you're going to have in here is you're actually just going to have, you know, notations. These are actually chats, but this is going to be basically how you kind of put the format in. And also, our daily conference calls that we have in the morning, the numbers listed in here. So you can pop in here, pop this number in your phone. We have those conference calls at 8:00 in the morning. Um, we do our lounge calls here, which we'll talk about here in a little bit. But this is what you'll be doing, you know, when you first start. But that's going to be labeled one, okay?

Now, when that's labeled one, then again, it's just like the first information to read. So after you were training and we sent you the Discord link and we said, "Play around with it, please," then you would go to folder two, right? Folder two, which would be like right here. It actually would be in here and it would look like this. We have it, again, we're still kind of working on getting it all cleaned up. But at the end of the day, it would be folder. These would be the training files. So this would have your four training day PDFs. So this exact PDF that you're going through, believe it or not, with the video call, you'll be right here and you'll be able to kind of see exactly up up, you know, up on the side over here, sorry, over here, that the exact PDFs. Then everything that Craig has at the top. So pretty much anything that we have in the training files, so the six steps of the sale, the cash discounting objections, which we have in the section, um, the, the Close book 2.0, the objections guide, uh, the example hot sessions, which you actually hear in training as well, those all will be in here in this chat. And you can actually download them if you click right here. Look, there's a little screen here to where in the chat, you can download them. And you can download them to your phone, you can download them to your. Here's our, here's our, um, equipment pricing sheet for everybody. It'll all be organized within this section, okay? That's this section.

Next is going to be the prospecting section, is number three. This is where you're going to get the prospecting script. So just an example here, Craig actually has a prospecting script, which you guys have gone over, um, or you will be going over later in today in in day two. But you'll always have access to that right there. The prospecting script, also the prospecting hot session that you'll hear of the gatekeeper pitches that will also hear will also be listed in there. Number three.

Then after you get prospecting down, of course, next to follow that would be the six steps to the sale and then objection. So in here, you'll have the six steps of sale. You'll have a hot session recording, and then you'll also have the objection document, which is going to give you all the document, all the objections you're going to have on dual pricing and cash discounting. So again, when you go there, you'll be able to click on that and then download those, those guides. You probably already have them from the training, but you, you have them again there at your disposal if you ever forget about it because you'll have your Discord on your phone and your computer all the time because you'll be using it every day.

Next, tools for the field. So in here, you also have the presentation manual. Now, again, the presentation manual, we don't necessarily need to go over that. The presentation manual is something that you can download in place of like a three-ring binder to show to your merchant. Now, if we have a tablet, we have a phone, you can do that. If you need to download it, you can download it to your desktop at home, and you can even take it and print it off and put it in the three-ring binder if you want. If you're an old-school person with paperwork, you want something physical to show your customer, you'll have the presentation manual right here that you can download. You'll have the equipment sheet pricing that you can download, and you can put that all into a three-ring binder, three-hole punch it, and then take it with you at each appointment if you need something physical. But nowadays, a lot of people like to do it off their phone or their tablet. It's completely up to you, but you have it always available. And also, ask your national accounts director if they need, if you need additional support with your Discord app. In here, they'll also have an example bank letter and then all the other stuff. So these are tools to the field, stuff that you're going to need. You can play around with, like example guides, high-risk notes, stuff like that.

Um, then also, the last part will be Banker style paperwork. This right here is going to show you exactly, um, on this part, how to go over, um, you know, essential things for your merchant on how to fill out paperwork, how to kind of make re, sorry, this over here, so how to make kind of recommendations on how you actually fill out paperwork with the merchant or how you fill out the EA form, uh, is going to be here. Page one, page two, page three, page four. It's how you explain to them the paperwork that they're actually signing when they ask, okay? It's a good thing to have.

Then last but not least, the bulletin board. And the bulletin board is going to be live. So for example, at the time of this filming, we had an upgrade for equipment pricing. And if you click on it, okay, it'll actually pop it up like this, and you can even open it in your browser or on your phone to tell you what the actual current prices are. So the full price that we would sell it at, uh, per month, or the minimum price that you could sell it at based off the merchant's credit. So we have PX devices, we have the kiosks, we have everything that has to do with Clover, um, so on and so forth. So that's there. And as you can say, you can go like this, you can right-click it, you can save the images, or you can download it, um, to your, to your computer right here. So even if they have that, that's a PDF. Bolton board to good example. In this, we have the right pricing models that we have, the signs that go out to the merchant, so on and so forth. We have Happy Easter. So the time of this filming, that we were right around Easter, um, so the Bolton, there's a bonus where, um, we're flying a couple guys to the, the Tyson and whatever fight has not happened yet during the time this recording. So if it didn't happen, we don't know what's going to happen. But again, I guess to get the point, the Bolton board is where you get all of your stuff. And that is Discord.

Now, this is just the informational section, right? So this is all the stuff in your first agent. You can use that. You can, if you have questions on stuff, it goes here. Now, if I zoom in, okay, at this part, this is our Gen, this is our general chat, okay? Now, you're going to get access. These are the text channels. Now, during the workday, you constantly will be in this chat. You'll be constantly, um, you know, typing into here. You know, you can hit the at sign, and then you'll have all of your agents that you kind of can work with here that you want to reference. So if you want to ask Dylan Black a question, if you want to ask Craig or Hunter a question, your manager, then you can sit, "Hey Eric, um, hey Eric, um, how, how is that merchant?" Okay, like that. You can just go like this, and you can see it in there.

Now, tech questions, same thing. So now in the tech section, we have all of our tech agents, okay, where at here, you can have all the people. We have Nisha, Hunter, I mean, a bunch of other people, Garrett, Craig, um, you know, Sue, P, our whole team in here, sales team, at everybody, so on and so forth, where you can basically go in here and say, "Look, I have a merchant. The merchant has an issue with this, this, and this. I need this to happen. I need that. I need this, this, this. Can you do it?" They'll respond during the workday. You can see here, we have issues with receipts. So Garrett put in here that he had an issue with receipt. So Sid responded. They worked with it. They got the issue solved immediately, okay? So you can see that it works there.

Now, appointment setting chat. This is also live. When you're out there hitting the streets, guys, you're out there banging doors, and you're actually prospecting, and you, you have a merchant that you set up, you can see Phil here yesterday, for example, set an appointment with Red Carpet. His name's Ari. Um, it's 52. So that would be today at 10:00 a.m. in Aurora. Now, that's just enough information for the call center staff to actually get in there and throw that up on the calendar. Now, we talked about the calendar. You can notice here that that appointment was probably put on this calendar for Phil somewhere. Can't really see right now. But looking around, you can see right here, it was put up for him just because it was in, in, in the app. Now, a lot of people do that. A lot of people also, if you scroll back up, will not only prospect, but they'll get business cards. But this is where you have applications or so appointments that you set when you're in the field. So here, we had a receipt appointment was set. You could say, Julia's 1600 hours, 429, 424, and then here's the address. You just took a picture of receipt. So you can see right here, guys, super, super involved in the Discord chat, okay? Manager chat, you won't have to worry about that.

Customer service and support, the E-deal chat. So this right here is really cool too, where if you're signing a deal, these are the per people that are working on your app, and they are on this Discord chat daily. They are on the Discord chat from the morning when you wake up, from the evening that you go to sleep. So if you're there and you're signing an e-app, you fill up the merchant info checklist, like we talked about before, it goes in. You can text in here and say, "Hey, are we able to do this?" They might say, "Well, what is the equipment?" So make sure when you're filling out your e-application in the notes section, you put all the information need. This station, they need this, any special pricing they need, whatever your manager tells you to put in that notes goes there because these people in this chat will see this. So instead of calling your manager, having your manager call the underwriting department, you actually get direct chat access through Discord to say, "Hey Nick, is the app out yet? Hey, is it out yet?" He might say, "No, listen, we're working on it right now. It'll be out in five minutes." You wait five minutes. "Okay, great. Is it out yet?" "Yep, it's in the merchant's email." "Great." Okay, all in this chat, okay?

Now, there's a couple other ones in here that I have that you will not have, but you'll have those essential main, super important chats on your left side, they're that that are great. Now, on, on the very bottom, now we're going to go to the lounge. Now, guys, we have lounge meetings on this. So on your phone, you just scroll down, okay? It'll be in your calendar. Your manager will probably call you. If prob, you get text in the general chat and on your phone, that's gonna, hey, jump into the lounge. Now, we have our lounge calls. We have our conference call in the morning at 8:00 Central Time, which is basically a login from your phone. You log in with an access code, okay? And that actually, believe it or not, is first read here. That's right here, right? That information is here. You'll also be getting an email daily on this, where it's our morning conference call. And the reason we do the conference call instead of the lounge call is that we want everybody in the morning to log into this. And what we do during these morning calls is we talk about the current deals in the pipeline, and then we cover each individual agent's goals, okay? And we do this in specific time period, so it's nice and quick. That way, you know exactly where your deals at, um, from a live person and move it through. So like I said, we have lots of support here. Then at 12:00 Central Time, whether you're in to sit, you focus on your sit, you focus on this, will be going to the lounge.

Now, when you go into the lounge, you're actually going to, if I pop into lounge now, see if I can do it, um, if it'll, if it'll do it for me, but if I pop into the lounge now, okay, myself, and I just click on it, it's going to put me into an actual chat where you're going to actually see all of the, all of the people. So here we go. So it's letting me go into the lounge. So it'll show that it just put me in the lounge. So right now, it's just me. But in this, in the lounge call, it'll be live, and you'll get to see all of the people. So let me just make sure, yep, my volume is working there. So it, you'll get to see all the agents that are in the lounge at a given point. If they're not in a sit, you guys talk. The national accounts director, whoever is running the lounge, well, she'll talk about a sales topic in the afternoon. But in the evening, they'll discuss with you individually how your day went in front of everybody. Good to do that because then people will jump in and say, "I would have said this, I would have said that." This is also where we kind of have a little bit of fun. Um, we do kind of get a little bit ridiculous as well sometimes. But it is good to work with a sales team that actually cares. And those that actually get to, um, you know, get to, um, get to do. So see, as you can see here, I put, "Eric, how's that? How do that merchant?" And you can see people are still up this morning because it's very early there. And they're talking about was for training and film, sorry. So you can see in the general chat, it's actually live. So you can see that even there, I think in the United States right now, at time of this filming, it's probably about, I would say, 3:00 a.m., 4:00 a.m. in the morning. So you can see people are still responding at that time. So at the end of the day, you can see that the, that the Discord is super, super valuable. It is something that we, we love to use, um, you know, and we do a really good job with it. So it's, it's just important, guys, to know that you should be using this, okay?

So with that being said, guys, that is the Discord training. Again, the thing that I cannot stress enough is that if you have any tech questions regarding this, um, again, after this training, you'll be given access to your company email, and then you're, you're going to be, your new H paperwork will be sent to you. Um, your national accounts director will be giving you a call, whether it's me, anybody else. And then you'll also get a link to Discord. So download the Discord on your phone, download it on your laptop. You'll be given access to it. You'll be shared to it, and you'll get to use it at home, in the field, wherever you are, with a merchant, so on and so forth, with every department. So you have ultimate connectivity to your office. Now, that's a lot. Not, not a lot of ISOs do that. Trust me, we know exactly from training, they do not do that. So use the Discord, okay?

So that being said, I think we are going to take a little bit of a break. I am not specifically sure. We might move into the next section, but we might take a break. But the next section of training is actually going to be Prospecting 101, and we're going to be welcoming Craig and Hunter, some of the best agents and managers and owners and partners that we have out there that are consistently closing deals on a regular basis. So either take a quick break, and I'll see you out there on the sales board.

All right, guys, welcome back from your break. Hope that you got an opportunity, guys, to take a little bit of a break, grab some water, get refreshed. Um, we're going to move on to the next section of training. And if you've not noticed, I am wearing something a little bit different. Um, we did record this training a little bit differently, because we did have some newer things that we wanted to add in, which is awesome. Um, but this is also an extremely important part, guys, of training, um, is getting into the actual prospecting side of things. Now, we talk about this for a super important reason. Um, this is also something, guys, that we do understand that everybody in sales usually hates to prospect, right? It's one of those things where, um, you know, it can be very challenging, it's monotonous, it's over, it's wax on, wax off, it's repetitive, uh, there's a lot of it, um, but the difference is, guys, that it does, it does reward you with the most amount of income that you can get within this business, okay? Prospecting is super important. Um, now, the benefit of working with Pi Payments and us here is that we teach you how to do this on a regular basis. We actually have people that hit the streets. Um, it is one of the things that we require, um, in order to receive support or get appointments from the call center, is that you do want to prospect. But when you are talking the kind of money that we are talking about here, you do want to prospect. Prospects are actually 40% more likely to be closed, um, you know, you know, and when you mix those numbers with if you're 40% more likely to follow company's process, and you're 40% more likely to close a deal if it's prospected from yourself, other as opposed to a call center, um, you know, then you, you do want to do this. And the reason why this is, they've done studies on this, is that you're the first initial, first point of communication, um, when you speak with that prospect, right? So you're the one that opened up the, the floor, right? That opened up for conversation. Now, the difference is that is that you have to understand is teach you how to this effectively, so then that way you're not wasting your time. And if you follow this process, you'll find out that this is probably one of the most effective and efficient ways to work within B2B sales and also how to, and how to, and how to actually get appointments.

Now, when we start looking at this, guys, it's important to understand is that when you do prospect, okay, you have to understand first off, what is being sold? Like, if I had a platter right here, or I had a box, and I was going to place on top of it the full definition of what you're actually selling, it is not prospecting, or sorry, it is not processing. It's not a Clover POS. It's not rates. It's not fees, okay? When you are prospecting, the product that you were actually physically selling is an actual an appointment, okay? So we're going to teach you some clear and concise ways to actually achieve this. Now, again, it's important to understand this because again, you, you, you, we get this question a lot with new agents. If I walk into a business and I meet with a business owner, and they would like for me to go through that process right away, okay? Do I sell them processing? And 95% of the time, the answer is no. You don't want to do that. When you're prospecting, you have to understand the, the product that you are selling is just an appointment, which means that it's the first initial point of contact, first initial communication. You are literally sitting there trying to just get an audience, okay? And the reason we talk about this is because it doesn't matter how good you are, how well you are, um, if you're a Darren Brown, Darren Brown Mentalist, which I challenge you watching this to go see him on YouTube, he's amazing, uh, this is the kind of guy that can probably close 85% to 90% of his sits just because he knows how to communicate very well, uh, but the point is, even if you're him, he's going to strongly advise the same thing. Is it, it's always better to first get an appointment, get an audience, and then go. Right? When you, when you have a merchant or a potential sale or client that agrees to sit down with you, okay, the outcome is going to be extremely better, right? It's like, it's like, for example, if you, if you walk into a bathroom in the business and you decide that you're going to sit down, and you then you realize the toilet's broken, you go out and you inform the plumber, or so you inform the business owner that the toilet's broken. He's not just going to poof magically a plumber appears. They will, they will put an, you know, a sign on the door saying it's broken. So they're going to call the plumber. The plumber makes an appointment, then comes in and fixes the toilet. These be the same thing, right? It's just they don't appear out of thin air. Your deals are not going to appear, uh, you know, appear out of thin air. If you're just walking into businesses and pitching prospecting, or sorry, pitching credit card processing and selling, you're not going to sell anything, okay? Uh, and that's the same difference like what we call, um, UPS Ines. You don't just walk into a restaurant, pull some out of the restaurant and sell them a car. They come on the lot. That would be like an appointment, right? They, they know that physically, they're there looking for a car. There's something in the air and get that closed. So please understand that that's important, okay? And that's going to answer a lot of questions. That's number one.

Uh, number two, guys, for, for Prospecting 101, is how many prospects do we need per day? You should be knocking between 20 and 30 doors per day. Now, that sounds like a lot, but you have to understand that through this training, you're going to understand the pitch, you're going to understand how we effectively help you prospect, what you should say to gatekeepers, what you need to say to owners to get this done. It's not a long conversation. You're not having a super in-depth, you know, display of products, okay? That's actually detrimental to your sale. Don't do that. So 20 to 30 doors a day, right? You can do within, I don't know, after the conference call, probably get it done by lunch, believe it or not. We have some guys that will hit 40 to 50 doors per day, right, with a clear and concise pitch. They get it done, they get stuff set, they walk in there with their toolkit to close the deal the next day in a guaranteed audience, right? You don't just randomly show up at a concert. Your appointment is the ticket that you buy for it. You have a plan. You know that you're going to go to that concert and see the show. That's how this works. Same thing. So set the appointment first.

Um, where do you start? Well, first off, guys, you want to start the most efficient way possible, right? When you first start prospecting, um, you know, or getting leads from the call center, it's the same thing. You want to start in your local area, as close to your house as possible, and work your way out because the closer you are to your house, less gas it takes, so on and so forth. You understand that. Um, what is, what is the prospecting mentality? Well, again, the prospecting mentality you need to have is just the overall goal. Your main objective is to set the appointment. Your mentality needs to be appointment, appointment, appointment. It's not to give information. It's not to hand out flyers. It's not to give them your business card, okay? It's none of this. Nothing productive. It, it is to set the appointment. That is your mentality. What is the end goal? Get the damn appointment. Give them two options. Get an appointment set. Yeah, that's great, Mr. Merchant, but blah, blah, blah. Can I see you tomorrow? How about two or three? Will that work? Okay, that's awesome. You know what? That's a great idea. I completely understand. We can cover all of that tomorrow at the appointment. What's better, two o'clock or three o'clock? See, I'm circling around for the goal here. You just get the appointment.

Um, how do you practice this? Well, first off, best way to practice this, honestly, is to hit the streets. That is the best way to practice prospecting, okay? If you go in and you screw up a prospect, guys, there's nothing stopping you from walking into that business two weeks later and trying again, okay? The worst that's going to happen is they're going to say no. You can't lose what you don't have, okay? So that is the best way to practice. First, really work on getting your script down, right? Once that script's down, then yes, go in there and give it a shot. You will fail. That's the number one thing is that you have to be willing to know that you're going to fail. And the best way to get through it is go through it and then just learn to fail less. That's as simple as that. Um, you, you are going to lose motivation. This is super important to understand. Is that it, it, it is monotonous. It's over and over and over. But I can tell you this right now, that the agents that make over a million dollars a year with us, they prospect consistently, and they pros, prospect constantly. They do mix this in with appointments from the call center. So it's important to understand that, you know, you, if you understand that you will eventually end up losing motivation, you will also learn the techniques to kind of help keep yourself motivated. Rely on your sales support, on your call staff, join the meetings that we have every single day. We have three meetings a day generally, um, you know, get in there, get, get motivated, and you'll see that there's a lot of things that you can, you can do to stay motivated.

So let's go over the prospecting pitch real quick. So when you do walk into a business, okay, um, you, you don't want to sound like a banker, not necessarily. You don't want to be dressed like me. The only reason I'm dressed very formally for you guys out there is because it is a formal training. But at the end of the day, and, but you also don't want to look like a sleazeball. You don't want to wear pajamas when you're prospecting. You want to look business casual, like some khakis and a t-shirt, sometimes a nice shirt, some slacks, some shoes. You don't go overboard. But when you walk into this, I need you to listen to the tonal language of this prospecting pitch and just realize that it's just a human. You're just talking, just like I'm talking to you right now. I'm not a, not a robot, okay? And this training me is meant to be that way too. It's not that I'm just, you know, comfortable on camera and I've tried to train myself. No, this is how I talk to my friends. Is the same way I talk to my family. Is the same way I talk to a merchant. And that's the first thing that you need to understand that when you're prospecting, is you have to focus in and you have to make sure that you're talking to them like a human. Talk to them like you already know them, okay? And that's going to help you know, help a lot tremendously.

So first off, you're walking, you say, "Hey, how's it going, man? What's going? How you doing? Uh, sorry to bother you. I'm a local business owner in the area and I just wanted to introduce myself to some of the other owners, um, you know, so, is, is the owner available? Is, are they here now?" We did talk about the gatekeeper pitch. You're going to hear there's, there's, there's a very effective way of doing it, which is this. This is going to work 95% of the time, uh, but then again, if you get into a conversation with a gatekeeper, you're gonna say, "Listen, I just need to speak with the owner. If they're here, you know, I'm not trying to bother you or anything, and it's, it's kind of regarding the finances of the business. So if you would just, you know, just let them know that I'm here. Say Carson's here. I'll go, I'll go over here, walk over there. That'd be great." They're going to go get the owner. Uh, the point is, now you have the owner coming over, right? And then you say, "Oh, what did, what did you say your name was again?" "Oh, John." "John, great, okay. So, well, nice to meet you. My name's Carson. And now that you know, uh, now, now, now remember, you're gonna, you're gonna probably hate me, and I know you get a lot of people coming in here all the time, but I own a small debit and credit card processing company, um, locally here in town. And you, you probably get harassed on the phone constantly for this, and I completely get that, um, you know, and this is why I wanted to actually come in person because you get the phone calls all the time, you have people harass you. We do things a little bit differently here, um, you might have heard, we do charge just a flat dollar amount per month. It's $19 flat per month, and it could even get lower than that. And actually, in some cases, we actually pay you to process. So I'd love for the opportunity just to show you. And again, I completely understand that you get hounded all the time, you have people that walk in here, um, and you've probably heard it all before, but this is, this is actually different. We're called Pi Payments. Get your piece. So we actually, we actually pay you to process. Again, I can't get into the details because it's a qualification program. We actually have to have you qualify for it. So what's a, what's a good time that works better for you? Is, is 11 o'clock or 1 o'clock work the best?" Give them two times, okay? Don't give them, say, "Hey, can I meet with you?" That gives them the option of yes or the option of no. But instead, I give them the option of 11 o'clock or 1 o'clock, which means that I'm assuming that they're going to set the appointment. Just as simple as that.

U practice this pitch over and over until you have it naturally, until it comes off the tip of your tongue, um, and the best appointment setting script that's currently out there and it works every time. Uh, you're going to notice this is also in the Discord chat. We talk about this, we practice this, we roleplay this, um, and you, you'll also hear this in recordings and also in the hot session, um, later on in the training. So you know, you're going to hear this prospecting pitch. So again, just say it over and over and over and over again so it's natural. So like I don't have to look at the screen here. It says, "Hey, hey John, how you doing?" "Oh, yeah, hey man, how you doing? My name's Carson. You know, um, probably gonna hate me, but look, man, I'm a local business owner. I'm just going, going around trying to meet people and say hi and kind of spread the good word. Um, and, and look, like I said, you're going to get pretty mad. I know that you get bothered on the phone all the time, constantly for this, but, um, we, we own a small debit credit card processing company. We're local here. And what, what our program does is pretty unique. It's, it's a flat $109 a month. It can get as low, lower than that. There's no fees, no nothing, just that, um, and it's unlimited volume, unlimited swipes, um, you know, and in some cases, we actually pay you to process. Now, again, I can't get into the details, um, but what I'd love to do is see if I can at least give you the right information. So does one o'clock or two o'clock work better for you?"

Now, at this point, you're going to get objections. We're going to talk about this later. You will be getting objections. This is, this is what's going to happen. So if you look at the screen here, guys, that's the actual script. So if you want to take a snapshot or pause it and be through it, but you are going to be getting objections. It's important to understand here is that, you know, a baseball player, for example, shortstop, the best shortstops, the best baseball players in the field are the ones that want the ball. As a little kid, you're sitting there, and you know, you're in the field, and usually as a little kid, they're like, "Oh, I'm afraid of the ball. I'm afraid of the ball." But then you learn to love it, right? Like, "Want the ball." Why? To take control of the situation, to get this guy out, right? So I want the ball. I don't want him to have the ball. I want to have the ball, right? So in that case, it's super important that that's the kind of person you want to be, that you're the guy that wants the objections.

Okay, at this point, your agent, sorry, your, your customer is going to say, "Oh, no, we're not interested. Look, we get this call a time." Well, you already said that. Okay. Another thing that you're going to say, "Oh, is this one of those programs where you charge your customer? Because I'm not interested." Don't go down the rabbit hole of answering the merchant's objections. Deflect. We're going to talk about that, and that's how you deal with this. First off, if they give you any objection, okay, going back to the screen here, that's super important, guys. If they give you any objection, okay, you want to make sure that you agree and you understand. You, you, you agree. Say, "You know what? That's completely true, John. A lot of people do come in here and they offer you different kinds of under, other programs. I completely understand." Okay? And then deflect. "But, but let me ask you a question, who do you currently process with?" So look at this, you're using a question to to deflect it, answer the question, and then, and then use that as a me reading, meeting to me. "Oh, that's great." Even if it's positive, like, "Yeah, I, I love Heartland. They're a great company." But you know what? That also gives us a good reason why we should meet because that my program, and then actually really give you a situation to see how we can actually compare or work with Heartland to give you better rates or a better deal and lower it, right? Um, and then use that to close. What's a better time? So look, if, if that's not okay, if 11 or 12 doesn't work, uh, is mornings or is afternoon is better?" And you can see right then and there, boom, okay. Understand that there are avenues that you should use to develop questions for your potential sit, okay? And these, these avenues are important, okay? These are like outlets, I would say. They're outlets or their angles and different approaches by asking questions that you can use to get the appointment set with your merchant, okay? And it's important to understand.

So first, you can say, "You know what? That's completely understand. I know that you don't want to charge your customer. I wouldn't want to charge my customer either." So I'm agreeing and I'm understanding and I'm going to deflect by asking questions. So let me ask you this though, um, how is your customer service with Square? Do you like Square? Do they give you good customer service? Because they, they usually never give any service over the phone. "Oh, they give custom." "Okay, that's, that's fine. Completely. So, you know, let me ask, do you like your hardware though? Does your hardware work?" Okay? So then you can say this. And, "Oh, yeah, my hardware is great. It's awesome, blah, blah, blah." Then you can even downgrade and go to the next part. And essentially, the next part would be pricing experience with other companies. "Okay, well, that's awesome, but let me ask you about your pricing. You know, I do know that Clover charges 2.65% and 10 cents. It can be very expensive. So, you know, in our case, do you pay more than $100 a month?" And they say, "Well, no, I, I pay more than $100 a month." "Yes, but again, at the end of the day, do you get paid to process?" "No." "Okay, great. Well, why don't we do this? What if I could get you a better system that has more amazing customer service, Square? It has better hardware than Square. And not, not only pricing, you're going to be paid, you're get paid, but not only this, you're also going to get a paycheck every month. How would you like that?" But again, like I said, let's get you qualified for this. Again, it's not gonna be any skin off your back. What time you come in tomorrow? You know, do you come in at 9:00? Okay, great. What, when you come in at 9:30? I'll be here at 8:30, um, and we'll, we'll go over it. Nice and quick. It shouldn't take too long. Worst case scenario, if you don't like it, I'll be out of your hair. Like quick shampoo, you hear Craig say that all the time. Or I'll say, you know what, look, man, I'm not asking for a firstborn child here. It's not a piss test. It's not a blood sample, okay? It's, it's just an appointment. Like, like I said, the worst case scenario, you could go through this with me for 5 to 10 minutes tomorrow, get all the information you need. You can even give it to your current company so they give you a better deal. I mean, I'm just trying to help you here, um, you know, again, we get paid on commission, which should tell you something, which means that essentially, at the end of the day, I'm going to be displaying this information to you for free, and you should take advantage of it. It's a great program to get qualified for, okay?

So moving on from there, the, the rules while prospecting. You need to be extremely important. First off, be as vague as possible. Again, do not go down the rabbit hole. Now, again, mark this, and I say this, do not go down the rabbit hole. Now, the rabbit hole are fishing questions. These are beneficial questions for you, which means that the customer is willing to buy. These are good for you tomorrow. These are good for you when you set the appointment. Now, again, if it's early on in the morning, and you set the appointment for the afternoon, that's okay, but it needs to be something where you clear your face, you leave, gives them time to marinate realizing at the deal later. Has to be that way. Can't go into pitching right now. Um, it's not official. And I don't care if they say, "Listen, well, if you can't meet me now, then you can't." I'm not gonna do a pitch. And then they're gonna, they're gonna be like, "Okay, thanks so much, Carson. Great. I got your card. I got your information. There's the door." Doesn't matter how much rapport you have. It's great to build rapport, but at the end of the day, there's, there's, there's nothing better than setting something and coming back, okay? And I mean, I mean, for the actual presentation, because they've agreed to go through your process. That's a difference. If, if, if you sell them now, you're actually going through their process. They've, they said, "Pitch me now." Now they're in control. That's a problem. The elevator pitch is supposed to be very, it's supposed to bring objections. It's supposed to enlighten. You're supposed to hang the carrot in front of a rabbit, right? I'm taking a rabbit, I'm taping a stick to its back, a carrot, and it's trying to chase the carrot, right? It's never going to get it, but it's trying to chase the carrot. You need to be dangling the carrot in front of the merchant, right? Which is, we pay you, free, $100 a month, only look, it's, it's an amazing program. We get, we got to get qualified for it. To do a takeaway, we got to get you qualified. Take phone call again, we actually pay process. Again, you, I like, I know you like your company, you got a great program. I, you know, I see that you're charging.

Your customer, you say that? Or I see that you're not. Doesn't matter. Again, I, I qualify you for it, then I'll know exactly what to do for you. Has to be quick, less than five minutes per pitch. It's got to be quick, it's got to be tight. Get the appointment set, leave, and then you're going to come back. Okay, that's the idea. Have fun, be yourself. Another thing is, if you notice how I'm talking to you on this training, I'm not a banker. Like, you don't want to be, "Hello, my name is..." Too formal. Okay, be yourself. Be yourself. Be yourself. Your prospect, say it's gonna be amazing. Okay, first things first though, the best way to do this again, that we can work with you on this, is that you need to send in your.

Okay, this is important. When you first start with us, it is requested that during the initial training period, you actually send in 20 recordings, 20-plus recordings. Your manager might request you to send in 30, but it's between 20 and 30 recordings when you first start for the first week. That way they can listen, and this is not to micromanage you guys, this is to help you. This is to gain, uh, things that you would not learn otherwise. So you don't want to go over and over and over for two and a half weeks of prospecting, realize, "Wait a minute, I've been saying the wrong thing. I'm not really saying the script." And my manager would catch that within one recording, one phone call. And instead of waiting two weeks to get your first deal, they'd help you solve it right away, which would lead to an appointment. So it's important to understand that. So please, please, please do your recordings, guys. At the time of this recording, I don't know how much we do now, where for sending in 20 recordings, at the end of it, you know, it, once you participate in sending these recordings, which is not required, but it is requested, that we give you, you know, a commission bonus, which is something that's super beneficial. And again, this is not micromanagement. If this is something that you're not willing to do, then again, guys, this might not be the position for you. Pi payments not be, might be the company for you. Um, and again, it's not micromanaging, and we don't care if you have 50 years sales experience. We want to hear your recordings. We want to hear how, how it's going. Um, and it is, it is, it is beneficial, and it also is required for appointments. Okay, let's put it that way. So if you, you do this, then you receive appointments. If you don't, payments not a requirement for to work with us, but at the end of the day, it is required for the benefit. We would give you this support. Um, anyway, so these recordings are for your benefit. Again, they're not to micromanage you. This is something that we want to speed you along. The managers are being paid on, so are you, so is, so is I, so is the customer service staff. The only people that are being paid a very small, small amount of are the callers, right, that we have, which is very, very low. Okay. Um, and then also some of our support management. Miss. So it's important to understand that managers will always be there. You get paid, then we all get paid. If you don't get paid, we don't get paid. So we're not going to say anything or do anything with the merchant that's going to be detrimental to the sale. We're going to use our vast amount of experience and knowledge to help turn these recordings into a solid pitch for you. Um, that way, able to do it. Now, again, you please have to note too, that it is where you have, right, um, in, in that third-party consent state or whatever. So just make sure you check your local laws before you participate in that. And then again, just follow the law accordingly. That's what we suggest, we recommend. Um, we think that everybody should, but at the end of the day, recordings are requested for training purposes in the states that allow. So other than that, guys, do list first. What you want to do is you want to watch this section again. Check in to see what you might need or write down the prospecting script a few times. Not only just saying it in front of a mirror, you have it in your guide, you, um, training from. You can download the prospecting pitch. You'll have it. Discord. Uh, go back to the video, pause it, write it down, or type it out. Uh, writing it out also will help you remember it. Roleplay in front of a mirror. That's a way, good way to do it too. Roleplay in front of a mirror before you feel like you need to get in front of a customer. And then get in front of customers. Memorize the script word for word. Prepare to hit 30 doors minimum per day. Use this pitch. Hitting 30 doors, you'll set between four to five appointments. If you get really good, you'll set five appointments a day doing this. And again, remember, if they're not in the business or they don't, or they say no, doesn't mean they're a dead prospect. Give it two weeks and go back in there. If they weren't in there that day, go in there the next day. Um, you know, and practice with a friend. Practice with a friend. Another one is practice with a friend. Say, "Hey, I just got a job." Practice with a spouse. U, put them in front of you. Say, "Hey, I want you to pretend you're, you know, you're a business owner and let's practice the pitch." So you get off. Practice with some local businesses as well. And then also get out there, set appointments. You know, get out there in the field, set appointments, and then, you know, rock and roll. So other than that, guys, that is prospecting 101. Again, rewind this video if you have any questions on how to prospect or the pitch. Just remember, doing this over and over, it becomes fun, it becomes easy, it becomes challenging. When it becomes third nature, it's like it, you know, it's, it's like riding a bike. Okay. Becomes very easy, but it is essential to being successful with this. Okay. So it's important. Completed day two. Congratulations on completing day two. Um, again, we're going to go over the quiz and what you need to do now, but good job. First off, round of applause for completing day two. Good work, good work. So now what I want you to do after this, is there's a link below, not on this video, but there should be a link below this video that is the quiz. Now, the quiz is going to be 10 questions long, and it's going to be very specific to the content in these videos. So if you have not, if you feel like you, you know, you haven't really watched these videos enough, go back, rewind them, rewatch them. There's nothing stopping you from from learning. Write down notes, take notes. Okay. Go back to the parts you think you might want to review because you need to take the quiz. The quiz needs to be completed with an 80% or more. Now, again, if you take the quiz five times, that means you didn't really pay attention or you didn't watch the videos. Okay. There's a lot of good content in here, a lot of good information. Uh, please complete this before moving on to the next section. You will have day three and day four remaining, followed by a final test of 22 to 25 questions. I think at this time, um, if you missed the questions, then go back to the video, review, and then complete the quiz again. It's important for you to retain this information. This training is not there to bother you, it's there to help you succeed and help you make a ton of money. So, um, with that being said, guys, thank you so much for tuning into the training. Um, and then congratulations on completing day two of Pi training. Have a good one out there, and I'll see you out there on the sales board.