Transcription
Oh boy, lies. Closers tell themselves the lies that you tell yourself as a closer. The rationalizations, the excuses, the justifications are the very thing that is sitting between where you're at now financially, your level of skill set, the life you're living, who you are, and where you want to be. The activities are the bridge, but you not walking across the bridge is because of the lies that you're telling yourself.
So, in this video, I'm going to expose one of those universal lies that closers tell themselves that keeps them forever stuck and tied to where they're at now and never getting to where they truly want to be.
So recently, inside the Unicorn Closer Mastermind, my mentor posted a very short post that was so revelatory for every member of the Unicorn Closers Mastermind that I thought I should probably peel back the curtains and show you just a slither of what goes on on the inside. Now, before I share with you exactly what I said, let me tell you why that is so important. The reason it's so important for you to see what really moves the needle is that where most closers get stuck is they're looking for what is the thing that I need to do: the sales tactic, the gimmick, the word track, the script, the memorized line, the objection handle track—whatever it is. What you actually need, if you want to go from where you're at now financially to where you want to be or really should be, is understanding what is keeping you from making the changes in terms of the actions that you need to be making. And that is having somebody in your corner, a mentor like I had, a mentor like all of our students have, that is going to show you the things that you're lying to yourself about as what they really are. In other words, you see things, you distort things, you lie, you warp things; you need to be shown what the truth really is. And so here is one example.
Now, before I give you the example, again, I can tell you this example, and you can have a lightbulb moment and realize, "Holy [ __ ] that is absolutely true." But if you just watch this video and have the realization and then don't act on it, I will be 100% up-front and honest with you: nothing is going to change. You need to have this realization, and then you need to act on the realization; otherwise, you're just mentally masturbating in education and procrastinating on learning new things, but you're not actually changing. So here is what the post said, in quotes: "I don't have time to interact in the community; I'm attempting to be the number one closer on my team." Close quotes. Is that so? The underground mentor goes on to say, "Because you are making less than both of them." Who is both of them? There is a screenshot of our leaderboard, and there is a couple of members from the Unicorn Closers Mastermind that are at the top of the leaderboard: place number one and place number two. He goes on to say, "Maybe you believe the opposite of what is actually true." So Manuel, number one on the leaderboard—and by the way, the leaderboard is ranked based on action, interaction, action, engagement; it's not based on you're the best closer or you're the closer that's making the most money—it's simply based on, within the Mastermind, with all the training you have, the resources, the network, the community, are you actively engaging in that and extracting what you need? And we see that by people posting, liking, commenting, sharing things, turning up to live calls, things like that. Manuel, a couple of days ago, posted that he just broke 62,000 or 63,000—I cannot remember—to the ,000 in monthly commissions; $62,000 in monthly commission. Skyler is doing thereabouts the same, over $50,000 monthly commission; he might even be at 60,000 as well. So these are two closers that are bringing in, probably—I dare to say it—six times, maybe more than what you're making. Maybe you're making 15K a month, and it's four times. Think of how much of a difference that is in terms of their workload, their skill set, and just generally the person that they're showing up as on a day-to-day basis as far as their bandwidth. Despite that—and I'm going to teach you—it's not despite that; it's because of that. They—uh, sorry—because of this is why they are making that amount of money. In spite of all of that accomplishment, they are still the ones engaging the most.
Now, this isn't about interacting in our community; if you're watching this video, the likelihood is you're not currently on the inside. This is about understanding the lies that you are telling yourself as a high-ticket closer: "I'm attempting to be the number one closer on the team, and therefore I don't have time for training; I don't have time to be part of a mastermind; I don't have time to be engaging in the activities that get me better as a high-ticket closer." Well, the proof is in the pudding; the facts are, we run a mastermind for the people, the closers that want to be the top 0.001%. That doesn't mean that everybody joins is going to become the top 0.00001%, but what does determine that, as proven by the data that we have now for over a year, is the closers that access the tools, the resources, the mentorship, the network, and actually engage with it the most; they do become the top 0.00001%. Those that join the mastermind and think, "Oh, pat myself, pat myself on the back here; I made an investment; I made a significant investment; I've committed to joining the highest level Mastermind for salespeople with the highest level of standards," and then they come in, and over a certain period of time they're too busy, they're too busy trying to implement what they're learning supposedly and attempting to be the number one closer on the team; they are at the bottom of the leaderboard in terms of engagement, and months and months go by, and the progress that they make compared to the progress that is made by those that engage with the Mastermind is night and day difference. And when I say progress, I simply mean the level of mastery they develop over sales, the level of mastery they develop over themselves, and as a result of both of those two crossing over, the money that they make.
So I share this with you because, as I said at the start of this video, you need to be trained; you need to be mentored on the lies that you're telling yourself that, as beliefs, are self-sabotaging you from doing the actions that would take you away from the current level of stasis or status quo that you're in now and put you into a place where you'll be rapidly accelerating exponentially again in your level of sales mastery, who you're becoming, and the amount of money you're making. Whilst you do need a mentor that is very skilled in sales to be able to teach you the skill set, none of that matters at all if you are still rationalizing to yourself and lying to yourself. I'm going to give you a couple of extra pieces to hammer the point home so that by the end of this video you can make the choice: Do you understand the point? Have you had the lightbulb moment? And are you going to make a change in your actions? Or do you not? That is your choice. The choice that you make will determine the next few weeks, the next few months, the next half year, the next 12 months: how much progress do you make or not make?
So my personal story: When I got into closing, when I first started, I had less calls; I had about four calls a day, six days a week, sometimes seven days a week. And so I had those four calls a day, and outside of that I was working with my mentor nonstop, reviewing my own calls. When I had reviewed my own calls and I couldn't figure out what I'd done, I would submit a call to him for review, reviewing the call reviews that he did for me, constantly studying, mentally rehearsing. I didn't role-play with someone else; I actually role-played with my own imagination, and I was constantly spending all of the time to attempt to become the number one closer by actually doing the things that would allow me to become the number one closer, not just saying, "I'm attempting to be the number one closer." By taking my calls, that is not how it works. As my calls started to increase, I knew—because my mentor taught me this and continued to hammer the point home—just taking more calls still wasn't going to allow me to become the number one closer. What would always allow me to become the number one closer was the engagement and the activity that I was doing as far as getting better at sales: training, studying, doing the inner work, redesigning my life, the actual things that I needed to change. And so as I started taking six calls a day, seven calls a day, eight calls a day, I still had to look at my schedule and make sure that I carved out the time so that, even though I was taking the calls and attempting to become the number one closer, I was still doing the work that allowed me to get better at closing. Let me summarize that in a quote: So Abraham Lincoln said, "If you gave me six hours to chop down a tree, I would spend the first four hours sharpening the axe." So as a closer, if you're attempting to chop down trees, which is take sales calls and close sales calls, the thing that you should be looking at more—whether that's focus, intensity, or potentially hours as well—is, "How am I sharpening the axe?" If you look at your current schedule right now, how many hours are you actually reviewing your calls? Are you actually training? Are you actually going through advanced training, further development? Are you actually in a community where your standards are being raised? Because, as the saying goes, "A rising tide raises all boats." How much time are you engaging in sharpening the axe? Most likely, if you're not where you want to be financially and/or a lot of time is just slipping through your fingers without your financial level increasing rapidly month after month after month after month, the likelihood is that amount of time is way less than it could possibly be. If you want a hope in hell at becoming a master closer and making a lot of money and mastering yourself on top of that, you don't know what you don't know. And so that time that you are spending also needs to be supervised and led and guided by someone that's already accomplished what you want to accomplish and most probably a lot more than you want to accomplish, simply because you don't know what you don't know. If I had have spent my first 18 months trying to study my own calls and not working with a mentor that would show me the blind spots that I had, showing me my rationalization, showing me my skill gaps, I would not have gone from earning $1,500 to $2,000 a month working for jobs to 18 months later—I'll say that again—18 months later printing $100,000 per month into my personal bank account as a high-ticket closer. That wouldn't have happened; it would have been much, much less money. 18 months later, I maybe would have got to $30,000 a month, and it would have taken me a lot longer, if ever, to have hit $50,000 a month, 60, 70, 80, 100. It's just not possible in a condensed time period because the way that you accelerate time is to take the wisdom and knowledge from someone that's already figured it out and download it into you. But as I said at the start of this video, just being in the community, just making the investment into the training, that's not enough; you have to actually engage. The big thing that prevents that happening is the lies that you're telling yourself: "I don't have time to interact, do more sales training, be studying because I'm attempting to be the number one closer on the team." You are Abraham Lincoln trying to chop down a tree with six hours with a blunt axe; stupidity. It's as simple as that: lies, stupidity. Napoleon Hill, in his book *The Laws of Success*, calls this the skill of developing accurate thinking; developing accurate thinking, in other words, seeing things for what they really are. You call it whatever you want: it's an excuse, it's a lie, it's a rationalization, it's a justification, and it comes 'cause you're either lazy, scared, insecure, living in scarcity, fear—any of those negative states. You tell yourself you don't have time for further sales training, or if you're in a sales training, to actually be putting in the time and effort because you're attempting to be the number one closer on the team; it's just [ __ ]. Let me give you another way to look at this. So there's a quote that says, "Show me your habits, and I'll show you your future." In other words, show me your schedule, and I will show you your future, because your future is just an elongation of what you're doing this week. If this week you're taking loads of calls, trying to attempt to be the number one closer, and you don't actually have any time in there to get better, to sharpen the axe, I can predict your future. Here's the next layer of that, though: If someone showed you the mirror—"Oh, look at your schedule; I can predict your future"—you would then have a rebuttal for that; you would have a smart-ass response that would be, "Yeah, but I'm attempting to be number one closer; I'm focused on taking the calls, printing as much money as possible, and I'm attempting to be the number one closer." So it's not just not being aware of your schedule as a predictive for your future that's causing you to stay stuck; it's that you have these lies and these rationalizations that you tell yourself to justify why your inaccurate schedule and choice, choice of time management and choice of not having a mentor overseeing what you're doing and guiding you. You lie to yourself that that's actually a positive thing. Think of how absurd that is. If you see something positive—sorry—if you see something that's negative and you've reframed it in your mind as something positive, where the [ __ ] are you going to be in the future? You're going to be nowhere close to where you're trying to land as far as accomplishing your goals, and it's all because of these lies. So will you make it or will you not make it? Comes down to the things that you're lying about, and in this case, saying that you don't have time to do further sales training because you're attempting to be number one closer on the team. You have to be spending as much time, if not more—focus-wise; it might not be hours in the calendar—on improving what you're currently doing and having someone showing your blind spots as you are doing the activity.
And I'll give you one final personal story that, you know, bothered me, if I'm being quite frankly, which is somebody I know that was a closer, or that is a closer, should I say, got into closing around about two years ago now, and I assisted them a little bit in getting into closing, and they did their initial training. So they did a sales training to learn the basics, and they got into their first role. Fast forward two years later, and they just got a commission check which was their biggest commission month ever, which was $177,000. And you might be listening to that, think, "Wow, it's pretty good, $177,000." It's not over two years. I hit my first $20,000 month on my eighth week closing. November 2020 was the day that I started closing; four weeks later I had my first commission check; eight weeks later I hit $20,000 a month in commission, and I was only taking four calls a day. So it's not that I had a massive amount of lead volume; I wasn't closing a $50,000 package before you think that I was; I was actually closing a $9,000 to a $14,000 package. I don't think it had already had the price increased to $14,000, but to be accurate, maybe for the final couple of weeks of that, and I hit $20,000. And the reason I hit $20,000 is the training that I did before I took my first sales call did not stop when I started taking calls; in fact, I did more training once I started taking calls, 'cause now I had real calls to review, real in-the-trenches experience to go, "[ __ ]; I screwed that up; I need to figure that out." Compare that to this person I know that spent two years to only just hit their first $177,000 commission check. The thing that was in the middle—because I asked them, I actually said to them, because I cared—"Why are you not doing continued training? Like, why are you not still investing?"—and they said, "I don't have time; I'm, I'm, I'm trying to, I'm trying to take sales calls and trying to get better." And it's like, "No, that mind virus needs to be ripped out at the weeds if you actually want to maximize your potential and do it in the fastest time possible."
So I've given you a number of examples: We've got the data from inside the Unicorn Closer Mastermind; I've trained so many closers that got stuck on this until they actually had someone to smack some reality into them and show them that these liars are just killing your financial gains, killing your ability to master, killing the time that you will never get back, no matter if or when you decide to stop [ __ ] around, and it's also killing the prospects that you are on the phones with that you could be helping, that you should be serving, that you're not. To tie it all together with a universal bow, so to speak, what's also important is if you want to master sales, you have to start understanding the fourth dimension, which means not just the 3D world, but above that you have: everything is connected. If you are the type of person that is lying to yourself by sheer ignorance, sheer willful blindness that, "Oh, I'm trying to be the number one closer on the team, so I don't have time to be doing training," those lies get sent up into the ether; they get sent up into the universe, and as a result of that, the experiences that you attract to you are equally as distorted and—and let's just call them gritty—for one of a more accurate word. Let me give you a tangible example: You will find that you get on an offer, and it goes tits up; then you have to find another offer, and the marketing crashes. You'll find that you don't get that great leads; you'll find that your prospects are combative; they just don't want to talk to you, and you're wondering, like, "Am I just destined to have bad luck?" Luck does exist to a small amount, but more of your experiences are reflections of the way you are living authentically, accurately, as Napoleon Hill said, with your view of life and therefore your choices with life. If you are the type of person that is telling yourself some stupid, irrational [ __ ] that you don't have time to sharpen the axe that is blunt 'cause you're too busy trying to chop down the tree with your blunt axe like a [ __ ], then what you get in your life is just [ __ ] that just keeps going wrong: bad offers, bad leads, you'll have personal [ __ ] that goes wrong. And so we have all of the tangible, three-dimensional examples that I've given you: a closer I know, the data from the Unicorn Closer Mastermind, that closers that are doing $63,000 a month also are the ones that are posting the most, turning up to training, asking questions, engaging with people, being a part of the community, being a part of the network, raising their standards, and they're the ones that are making the most money. And the ones that are not making anywhere near as much money and not progressing are the ones that tell themselves they're too busy to be turning up to the training. I've given you the quote of, "Show me your habits, I'll show you your future." I've given you all of the two- or three-dimensional realities, and I've now shown you that there's other things that are connected, but not linearly, that you're just going to stay on this negative downward spiral until you start looking at the things that you're telling yourself and thinking, "Is that actually true?" Well, if it were true, it would be working for you; it ain't working for you. You're not making the money you want to be making; you're progressing so much slower than you want to be progressing; you're probably banging your head against the wall, frustrated with your lack of progress and the difficulty that you're finding figuring out closing. I remember that closer I mentioned constantly saying, "Oh, I'm finding it so difficult to figure it out; you know, it's taking me a long time; it's taking me a long time." It's like, "Oh, yeah, because you're not training and you're not working with a mentor; so of course it's going to take you a long time." "Well, I don't—it's so difficult; I don't have time to be training, a work with a mentor." Well, you just stay in this holding pattern, this negative loop, this groundhog day.
So that all being said, I said at the start of the video, I can teach you this reality; I can show you the errors in your ways; I can hold the mirror up to you; I can show you accurate thinking, and you can go, "Damn, that is 100% right; that makes total sense; understood; got it," and then you hop off this video and you don't do anything. So I invite you, if you watched this and it actually does make sense to you and you're realizing the stupidity of the way that you've been thinking, and you're either not in a sales training or a sales Mastermind, or you're in a sales Mastermind that you're thinking, "Maybe that's not the best one for me," take action. Click the link that's below this video; go to the Unicorn Closer page; watch the video if you haven't already watched it, and then take immediate action. Don't sit here on YouTube, wherever you're watching this, mentally masturbating over more information. If you don't make that click moment in how you operate, your way of choosing to live life, you're just educating yourself, but your bank account is going to stay the same; your frustration level is going to stay the same; the slowness of your progress is going to stay the same. Show up how you want your prospects to show up. You want your prospects to show up, lying to themselves, "Oh, I don't, I don't have time to join a program 'cause I'm broke, and you know, I'm, I'm super busy." Well, you're broke and you're super busy 'cause you're not in a program; that's the reality. Would you say something like that, maybe in different words, to your prospect? Of course you would. So why are you not saying the same thing to yourself? Those lies are going to boomerang and bounce back onto yourself, and you will stay stuck; you will stay broke; you will stay a [ __ ] closer with no high-value skills that are a good enough level that people are begging to work with you; you won't master people; you won't master yourself; and you'll not live any better life. If you're sick and tired of running that same cycle, here is a lesson for you to go and implement right now: The lies you're telling yourself are keeping you stuck. Do something about it.