Mastering Sales Psychology: Live Sales Call Break Down

I just reviewed one of my coaching clients' sales calls where he lost a sale because he didn't actually understand the prospect and what they truly wanted. So, in today's call, I'll be sharing with you how to actually understand what the prospect really wants, not just what they say they want.

Now, this is something that took me thousands of sales calls and spending over $50,000 in sales training myself, but I'm going to teach you the exact questions that you need to know and you need to use on your sales calls to get to prospects' true motivations. And if you make this one shift alone, I promise you your sales will double in just one month. So, let's go ahead and let's dive in.

Okay. Like, what's the first thing you notice about this this guy, this situation? Uh, he don't speak English, right? Well, it's like he he seems younger. Yeah. Just in general. But look, like what's his like living situation like right off the bat? Like third world. Well, it's not like third world, but like he seems like he's in a studio, which is fine. So, it's like I'm just like making that like just thought process in my mind, right? Like dude, when I was when I first moved to like Miami Beach, like I literally had a studio this size. Yeah. That's what it reminds me of immediately. Yeah. Okay. And it's like he has the door open and he has a window AC unit, which again, I had the window AC unit when I first moved to Miami. You get what I mean? So, it's like, okay, young, probably not that much money. Okay. So, there probably needs to be a lot of leadership on our end.

Yeah. Yeah. I'll be real. Like this guy, he said he owned his own contracting business for like flooring and he make 20k per month in revenue and then he was taking home 10. No, he he was like the profit was 10, but he put half of that into a business account just for the business and then he takes home 5k for like his personal [ __ ] Yeah. So, and it might also be a mentality thing, right? Like living very, you know, bare bumps, right? So, it's like that. I'm just making a a profile in my mind of like the type of person where to take this conversation. Okay, make sense. Yeah. Okay.

The way I like to run these calls is for me to just get a better understanding of what you're currently up to, ultimately where you're looking to go, just based off my understanding of that if I feel like one 100% certainty that we're doing. Do you put on 1.5 cuz I have another call to review. I may send you an invite to join. Okay. For whatever reason, if I feel like we're not the right team for you, do my best point in the right direction. Send you some resources. Take care of you. No good. Yep. No worries. But do you see where your energy's at right there? Low. Yeah. Just like you're like kind of like methodically like going through it. Yeah. This my last call of the day. Yeah. So it's like if you know it's like your last call of the day, just like okay, what can you do to just like show up the way you need to show up? Mhm. Cuz is this person deserve less of you than all the other calls you had that day? No. Right. So when you're talking about like okay like you're not able to connect like on some level if we don't show up with the same energy we have with somebody who we are able to connect with like then that's just on us and that's really what it comes down to. So just making sure you are showing up with the energy that you need to show up with just for anybody. Yeah. Right. Like we're going to be a leader. We're going to help them, especially like young guy like this, immediately that's where my thought process goes. Okay. And this is just after you know selling tons of young people like yourself. You know what I mean? like there needs to be like a lot of leadership there typically. Okay. Thank you. Okay. Sweet, man.

And I know we're back and forth on iMessage. Um, and I also took extra application, but I don't like too much about those. Did you ever get a chance to watch those videos by Richard that I sent over? Yeah. Yeah, I did watch it the day it was last week, Friday. Okay, sweet. And based off of those videos, like what do you feel like is um the ultimate outcome that you're looking to accomplish by starting. And something you can do now this is if like this is more for you but also it can be for them as well is you can add in a bit of humor to just like get yourself laughing, get them laughing again if you notice like it helps you if yeah like hey did you get bored to death over there watching those videos just like that stupid joke like that like you're actually like in the conversation right like right now just from the very beginning it just seems like you're more going through the motions of like okay this is what I have to do [ __ ] you get what I'm saying Yeah. Yeah. Right. So, it's just being able to like if you notice like, hey, I'm just going through the motions like do something to like break not only his pattern but your pattern too and be in the conversation. Okay. All right. On my business. So, like what do you mean outcome on like um what are you ultimately looking to achieve? Uh so what much I want to achieve is like um what I see nowadays like everybody is online making some different incomes um looking at different spots. So I was looking I was really looking around like uh what can kind of fit me like I've never been into like anything online or anything like that. So I was like uh trying to see what can uh help me out like at least to start something you know because um I know that nowadays like you know the internet and all the social media is very powerful. Many people are just like you know making their money out of um being online and stuff like that. So I mean I just wanted to try see how it goes I guess some information see what's it all about.

Yeah. So so then for you why getting into social media to make money as opposed to like just working your same job right now doubling down on that. Uh so the reality is um I don't think uh uh it's the same as working from a computer or from you know from home or from wherever you are located at at the moment like working online as physically as me like um I have a current job that is you know physical so it's hard work um like I said I do make I do make money I understand that but at the same time it is very physical and I just don't see myself uh like doing it for many years and it's very physical. Yeah. Yeah. Like when you say physical like way uh because it's it's hard work. It's labor. So Okay. Yeah. So it's very intense. Now something that he said was very interesting. Okay. He said everyone's making money online. So like what is he doing? He's comparing himself. Yeah. So it's like on some level he's inferring that he feels less than because he has to do like a man like he has to do manual labor. You get what I'm saying? We have to expand on that later in the call and like what he meant by that. Um, and he said like he went to a coffee shop recently and he saw like people chatting to their friends about like they're just making like thousands of dollars in the coffee shop just working on their laptop. So yeah. And then it's like really cutting to the root of that. It's like well hearing that dude knowing you're working your ass off to make your money. Like how does that make you feel? Damn. That's the question. Do you feel like these people are smarter than you are? Do you feel like they're harder working? No. Right. Okay. So, how does it feel knowing people who aren't smarter than you, they don't work harder than you, they're making more money than you, doing less work. So, it's like it's kind of like um like it's like, "Fuck, dude. I'm behind." Yeah. That if we can tap into that emotion, like that's going to get this guy to move. So, especially very early on in the conversation, we have to pay attention to their language of how do they describe things, right? Everyone online is making money. Well, first of all, no they're not. But like that's how he perceives it. You know what I mean? So it's like in his mind, everyone is making money and he's the odd man out. Yeah. Cuz that's interesting that you picked up on that because what I picked up on was physical labor and then in my Well, it's like it's both. Yeah. So it's like the physical part. Okay. But it's like also like everyone's making money online. That's an interesting thing for somebody to say. Interesting. Because like statistically that's just not the case. I know we make money online, but it's like most people, you know, like they don't make money online. Like, you get what I'm saying? So, it's like, oh, everyone's making money online. Like, why? Like, first of all, like why does he think that, number one, and why? Like, he kind of saying it like um there's not like resentment in his voice, but it's kind of like he's missing out, like there's FOMO. You know what I mean? So, it's like cuz he's young, physical, like obviously that's going to be a pain point. It's good. You're diving into it now. But like we just we need to make sure we get the like, well, everyone's making money online. He's not. Okay.

And so my body gets, you know, I get very tired. It's not like I'm in the office and just like sitting around or something. I'm just like, you know, I'm going up and down like since I wake up till the end of my job. So Okay. No, that makes sense. What do you actually do for work? Just around the same age. So I do flooring. I do flooring. I install floors. So it's kind of hard. So I don't have a schedule. So basically I start in the house and then once I finish I go home. So it's I don't have like an end point. So that's why it's kind of complicated to getting into the the Zoom meetings because you know you got to see which job is small so that way I can know I'm going to be home. Yeah. Plan around. Okay. How long have you been doing the phone for? So I've been doing it uh like well not you know I started at a young age so I was around like 17 18 when I started. Um I used to be with my uncle and then I turned around and started doing on my own. So then I proceeded from there. So Okay. And for like I guess besides like your the physicalness of the job, what's coming up for you just you know with the point right now that makes you feel like I don't know just not quite enough of you? It's it's it's not that it's not quite enough. It's just that I feel like um uh you know I don't want time to pass by and just you know stay around. I just want to look out for something different you know like I'm have if I if I could have another income that would be great you know like to have something on the side and I mean if it was doing online it would be good like something on the side it's not like I'm saying I don't like my job or anything I do love but at one point you know it gets very physical so that my body gets you know tired something like that. Okay. And is your body like tired all the time or like there specific times actually gets more tired? Well not really like I can't really tell because it's like you know. Okay. Okay. So, it's like right now we're digging, but we didn't really get like the main pain point out. What was the main pain point? So, it's like at this point where my mind goes like immediately is like okay cuz he said like it would be nice like that. That's what's like coming up like oh like it'd be nice to like make that type of income blah blah blah blah blah blah blah. It's like okay but like why why do something like online rather than like just maybe like a different type of thing that's not so physical, right? Like I need to get him to like we haven't quite got it yet. Like we have hints of it, but then like we just go back into the physical. That's what that that's what this entire call was around. I just built it around physical. Yeah. And it's like okay. And it's not that like okay it being physical is a bad thing or it's not that like going into the pain point of him like him having a physical job is a bad thing cuz I'm sure there is pain around there. Okay. But if I'm just thinking, right, if this guy was like 20 years older, probably be more of a pain point. Yeah. Right. Just naturally. Okay. Like this is my deductive reasoning. Um but like he he's younger and he's like I feel like I can do something different. Why? Like that's what I need to know. Like why why look for something online rather than just, you know, trying to expand like your physical business you're doing. Just like bring it back. I thought that was Huh. I I just thought all of that entire thing that you said like everyone's making money online that was just more interesting of like oh everyone's making money online whatever. Yeah. Well, it's like well everyone's making Well, it's like the way he's describing it. Well, everyone's making money online. It it it gives you insight into his worldview and what's important to him. You get what I mean? So, it's like I would just want to understand that more because like that's what you're gonna help them do like make money online, right? It's a biz. So, in his mind, um what what do you mean you see everyone making money online? And you know, some people are fine like seeing something and then not being a part of it. Um why would you want to be a part of it making money online, right? Just like dig dig deeper like what what's actually going on there? Like let's pull back the layers. Does that make sense? Yeah. It's just like I've never thought about it like that. like everyone else like I everyone else is making money online so like well some people are totally fine you know just I Huh he feels left out way in my head yeah yeah so it's like what what is motivating this person what are the needs what are the desires that he doesn't feel like are being met him having to work this job that's what I'm trying to understand and until like I get that it's it's going to take some probing like right now we have a little bit of an inkling into it of what it might be unless we ask, but it's just about actually asking the questions to understand what are the needs that are being met by this person that should be met that that's why he's on the call. There is a need that ar that isn't being met to the degree. Now, it could be for him like I would assume like this is where my mind goes immediately, okay? Cuz it sounds like he's working a job, okay, that makes okay money or good money, whatever it is. So there it doesn't seem like there's a lack of certainty in his life as far as making money, right? So what's probably the next best guess if we look at like the six human needs? Uh variety probably. Yeah. Right now we don't know unless we ask. Mhm. I would just ask like, "Hey, but what's the main reason you'd be looking to maybe make more money like online rather than just continue to do, you know, more of the physical jobs besides like maybe in a be physical like you dove into the physical like and it's like again he like he was downplaying it and like yes, he might just be trying to minimize it, but I would see if I can't flush it out to like okay, but besides it being physical, what's the main reason you'd be wanting to make money online rather than just, you know, continue to do like what you're doing?" Okay. You know what I'm saying? And then I need to pull out a need. Yeah. My my guess it's variety. That's my guess. I could be wrong. It could also be like love and connection. Like he you know he's out working all the time. He's working so many hours and like you know he can't be around his f like who knows. Yeah. Could be significance. Like it could be any that was like touched on in this call. It was just all I built it all around future pain of him being 30 and then how old is he? 24 23. It's like, bro, if I tell you right now, like what? You're 17. If I tell you right now, dude, you're going to have this huge pain when you're 30 years old. Like, can you even conceptualize you being 30 right now? Uh, not really. Like, dude, you've been conscious for 10 years. You get what I'm saying? You don't like you don't even have the [ __ ] time. Like you're like I'm telling you like hey in like 10 more years which is your entire conscious life right now you're going to face pain and you're like you know what that doesn't seem that bad. So especially like when we're talking about like young people like what drives young people like again put yourself in this guy's shoes like what drives you for more? What drives you to do the things you do to put in the work to invest in yourself? Future pain. Well, it's like again like what like let's say you make more money in sales. Like what's the biggest payoff for you? Like we've talked about it before. Yeah. Like it's like you move, right? Like you get a different experience than what you're currently in. Yeah. Right. I want something different. I don't like my current situation where it's at. I think I You get what I mean? So, it's like we we need to tap into crazy how you watch like seven minutes of the call and like you already know that I [ __ ] up the entire thing. Well, that's what it comes down to, right? Like um and it's just being able to notice these patterns in people. So, it's like a younger guy like this, like if you talk about like, "Hey, bro, when you're 30, you might be running into some issues." It's like, I don't give a [ __ ] Yeah. It's like Yeah. Like, okay, maybe there are some people. Can we sell like that? Like, yes. But are we going to be able to sell like a a good majority of like younger people doing that? Like, no. Because it's not real in their mind. Like, I can tell you right now, like, you know, I'm 27. I can barely conceptualize 30. Yeah. And I'm old as [ __ ] You know what I'm saying? So, you like you just you got to like, okay, what's important for this person? And if you if he would have like maybe described like it being physical differently, like he had put some more gusto behind it or you could like you could see a little bit of cracks in how he described it. Then it's like we having a different conversation. So it's just about like understanding just the way he described it cuz I just thought he was minimizing. So I was like, "Oh, let me dig deeper by deeper on the wrong thing." Well, it's like then you also have to understand like what's more likely to be true. Okay. Mhm. On some of it, on some of this, like there is there has to be some level of like pattern recognition of like if somebody's young and healthy, can they work a physical job and really like yes, it kind of sucks, but like do they like are they going to completely uproot and do something differently? The fact of it being physical. Now, it could be like if we go down the route of like, well, how how of like how long are you actually working? like working long hours, him being stuck in one location. Now, again, we don't know, but I like we didn't really get like a problem that he like he's talking about or like I can hear is enough of a problem to actually dig on. So, if we're starting to dig on this, it's like we're not on the right point. Is that just understanding people? Yeah. Okay. Right. So, it's like just let's uh let's just take a take a listen back, right? So I do flooring, flooring, I install floors. So it's kind of hard. So I don't have a schedule. So basically I start in the house and then once I finish

I go home. So I don't have like an end point. So that's why it's kind of complicated to getting into the the Zoom meetings because you know, just got to see which job is small so that way I can know I'm going to be home. Yeah. Plan around. Okay.

How long have you been doing the phone for? So from there. Okay. And for like I guess besides like your the physicalness of the job, what's coming up for you just you know, with the phone right now that makes you feel like I don't know, just not quite enough of you? It's it's it's not that it's not quite enough. It's just that I feel like um uh you know, I don't want time to pass by and just you know, stay around. I just want to look out for something different, you know, like I'm if I could have variety right there. I just want something different pass by again like then now that gives us more insight like everyone else is doing it. [ __ ] So it's just about listening like like you get what I'm saying? Like he's just like oh I I want something different. Well, hey, like what what's the what's the biggest reason you'd be looking for something different rather than just continue to do the job you're doing, dude? Right. Just like non-assuming like, hey, what's going on? Why do something different? Okay.

I think I asked something similar to that and he just said, I don't I don't see myself doing this till I'm 30. Why not? Cuz I have a friend who's do who's 30 and his like body is I don't know if he mentioned body or something but he said that he had a friend who was doing it well when he's 30 and he has stuff that he doesn't want. Well, what does he have? Yeah, I think he might have mentioned variety. What does he have that you don't want? Yeah, the lack of variety I'm pretty sure is something he mentioned there. Yeah. So it's like so and again like that's that's why I'm breaking like I I try to break it down and it's like okay if I just understand like what needs like what are the needs that this guy isn't being met? I don't know why my keyboard decides just not to work right now but what needs are not being met right now from this guy. Okay. So if we just understand what are what are the actual like needs and then if we understand like what needs aren't being met like out out of this right certainty variety significance love connection growth um contribution now typically you'll have a couple different needs but it's like okay he has stable income so we kind of can cross one off variety is it significance it it could also be growth we don't know unless we ask but it's like It sounds like just from like his language and what he what he's choosing to focus on that is variety. And if we if we're not on his actual needs, like what he cares about, then it's like then we're not going to be able to connect with him. Yeah. We don't even need to watch the rest of this to be honest. Like that's it right there. That's my clothes cuz I wasn't on the right [ __ ] A consequence like that was a consequence of hey bro like your body's break like you continue doing this physical. It's just not it. Yeah.

So, you just got to like notice like what they what they highlight cuz if he says like this person doesn't have uh he doesn't have like he has things that I don't want or something like that and then you ask him like what does he have? Well, his body's broken down blah blah blah blah blah. If he would have told you that it's like okay now it makes more sense. Yeah. But what do you what do you think because like we didn't ask the question but what do you think he he probably would have said at that point? To which question? Like hey what does he have that you don't want? He doesn't have um like the ability to travel is I think what he mentioned. So you get what I mean like oh like what do you mean he doesn't have the ability to travel? Can you not travel at the moment? Cooked. So it's like so you got to think about okay just like for this person okay so you're talking about like somebody like working and this is just understanding your prospect. Yeah. Okay. like somebody who's working a job, a physical location job. Okay. Now, there are some like especially for bisop uh the two two biggest problems you're going to run into is like certainty like they're not making enough to pay bills, big expense coming up. Okay. Another big one is going to be variety. Typically, those are going to be the two biggest ones. So, it's like at the very beginning of the conversation, I'm just sitting back and I'm listening like which one is it of those two? Now, it might be a different one, but most likely like 90% of the conversations you're going to have are going to be one of those. Yeah. Okay. Pretty safe to assume like with a bisop like them making more money, them having more time. Okay. So, it's like for him, he like again, what did he choose to highlight? More things when it comes to variety. So, then I need to then position my questions to talk about his lack of variety right now. Because if he's working a job where he has to be there every single day. He's trading his hour. He's trading his time for money, then he can't travel. Okay? If he doesn't work, he doesn't get paid. Period. Mhm. Okay. He has to be in a certain location to do that. So, he can't go work somewhere else. He has to work here, right? So, and again, there might be other lifestyle factors that he doesn't like about like having to be like in person, but especially if he's seeing other people just like be able to make money from a [ __ ] coffee shop. Like, how do you think he feels that he has to go in like install flooring to make his money? Yeah. It feels like [ __ ] when he has to go in. Yeah. So, a big big thing as far as his pain I would see is his like comparing like he's comparing himself to others, right? And he feels like he's falling short. That's one key thing. And the other key thing from what I'm hearing is just a lack of variety, being able to do different things with his life. If you're able to tap into those two, then it's like dude's [ __ ] cooked. Yeah, that makes a lot of sense. All right. Does that help? Yeah. Okay. Okay, cool. the for the next one I just sent in the chat. Um that's there's three calls in the one cuz I forgot to take my fathom of the waiting room of course. So yeah, the transcript in time you might be [ __ ] But let's just focus on the first one. So in the it's the first one like this Anna girl. Um okay. [ __ ] she was I did an hour of objection. I could not get her across the line. Yeah. So let's just let's take a look at problem because that's probably where the upper the upper Yeah, you can join the protocol. Let's take a look at solution awareness of the limiting beliefs and then let's go to objection handling. Okay, cool. You hear me? Yeah, I'm just going to put my uh video on. No worries. Hi. Hi. You living the dream over there? Still working on it. I'm sorry. You living the dream over there? Still working on it. Oh my god. still working on I mean like I'm living like on some of kind like my dream life right now but I need Okay like digital on it and I just want to everything like English is my second language. Okay. So maybe slow down. Yeah. No no no problem. So anything when somebody tells you like English is their second language instead of like you like reassuring them like hey I'm going to go slow for you. Um do kind of the opposite. be like, "Oh, no. Your English is really great." Why? I want to give them confidence in order to be open because like if I'm self-conscious about how I speak, the likelihood that I'm going to be more open is just lower. Oh, okay. So, if they're like, "Oh, like English is my second language." It's like, "Oh, I would have never guessed it. Like, your English is really good." Oh, thank you. Right. And it's like you give them a bit of a compliment and then you give them reassurance that their English is good and then they're more likely going to be open. Mhm. Okay. Little little trick I got from talking to foreign girls, right? You know, living in Miami. But it's like it's it's totally true. Okay. It's like you want to go ahead. You want to give them the reassurance of like, "Oh no, no, your English is really good." And so that way they're more likely to be open so they're not self-conscious about how they try to express themselves. Yeah. Okay. Just a little little thing you can do. It's not the end of the world if you don't do it. All right. But it's just like those little things definitely add up. It's more me. Okay, no worries. You got a pen, notepad, anything you can take. You see, it's like it's more me. She's like she's self-conscious about how she sounds as we go through. Yeah. Yeah. No, no, I have everything. Okay, sweet. Typically, the purpose of this call is for me to just find out what you're currently up to. Ultimately, we're looking to take things. Then, if I feel like with 100% certainty what Richard is doing over here would 100% benefit you, I may extend you an invite to join. for whatever reason, if I if I feel like we're just not the right team for you, okay? I feel like there might be better fits, I'll do my best to point you in the right direction, let you know, all that good stuff. Sound good? Yeah, sure. Thank Now, I know they're making you do the agenda, right? And it's like you don't want to do the agenda, but at least, like I said, like as far as like the energy when you first open up the call, energy is good, but then when you say the agenda, you're like it's like you're pulling [ __ ] teeth. Like, I understand you don't want to use an agenda. I don't like using agendas either, but like for this new, you know, role like they're having you use an agenda. At least like, you know, like at least be like, oh, like at least say how you would say anything else, right? Just little things like that. Okay. Thank you. Okay, sweet. And I know we're texting a bit back and forth on iMessage, right? Was it WhatsApp? Okay. What? I'm sorry. It was WhatsApp. Okay. Um, this is one thing and I think it's like I'm getting to my head about how I'm coming across on the calls, but do I am I too leaned in here to where when I get to future pacing, I can't lean in anymore? No, you're fine. Okay. Right. Like again, if you want to do it like as far as like you you shifting your body language, like all you got to do is if like you're shifting it before, it's like shift back then before like you lean it again. It's really the shift in body language that matters the most. Um, don't be don't be too in your head about it. The problem is if you're too in your head, if you're too worried about what they think about you, then it's like our movements become a bit mechanical in a sense. Yeah. And we never want to fall into that trap because like then we seem weird. Like what is this dude doing? Right. Um, and if you are self-conscious and it comes across a little bit, you are self-conscious, it's going to cut to your credibility and your authority and your confidence, which again they're like, he's probably like, and this is something that's always going to be subconscious, but if you're coming across like you're unconfident, they're like, oh, he's probably unconfident because people don't react to him well, so I'm not going to react well either. The weight of tribe. Yeah. Yeah. Exactly. Up to date. Okay. Um, did you ever get a chance to go through those videos I shot over Richard? Yeah. Okay. And from those like what were your biggest takeaways so far? Oh my god, there was a lot. I mean, this was like a long video and I I was trying to like take everything. But I feel like the first thing that I um and I thought was like really important is the factor of like having a mentor. Um, feel like Richard is talking a lot about this and I completely agree. I mean even in my current job like this is super important to me to have one well one or two or three. So so I feel like this like uh why I wanted to to learn more about this and also the I was I found that like interesting the thing of like the old ways and the new way and like um just to be honest I'm I'm young yes but I'm dude she soaked up the propaganda. Yeah. Yeah. Yeah. It's [ __ ] lay down city right now and I still missed. [ __ ] You see like she's so bought into like the propaganda. So it's like it's lay down city a grandma in the field of like I love that. I really need to learn more, you know. I I believe now like your energy is better, you know? You're like you're kind of like laughing and like you're connecting and all this good stuff. So your energy is better on this call. But we just got to make sure like your energy is relatively similar on every single call. Yeah, that's what I mean. Like half the calls I'll go that Marco guy, half these calls are like my energy will be up and it's like this girl even though I still missed. But yeah. Yeah, it happens. We can't close everyone. But you know, dude, she [ __ ] soaked up the propaganda. Like I hear that stuff, I'm like licking my chops like, "All right, let's [ __ ] go." Forum, what's the name? Uh when like Richard and I talked on it, was it Instagram or No, no, no. It was on um speed it up a little bit. Uh Rachel uh platform school like school. Yeah, school. Rachel Jova something like that. Yeah. Yeah. Yeah, exactly. I bought like her courses and I found it really interesting because like I said, I'm such a grandma. But I have like um project uh like uh divorce like digital project uh that I want to to to try and I don't know if you read like my um kind of little I took I took a brief literature application. I don't want to assume too much about those. I'd rather hear from your words. Yeah. Well, that that's fine. But yeah, so I am like I've worked like a lot in the social field for the Red Cross, Canada Red Cross. Now, like I'm the CEO of an organization um for so it's like just just a way that we frame this and and it's something small, but it's something I'm always very careful of. At the very beginning of the conversation, she's like, um, where were we at? I took a I took a brief look at your application. I don't want to assume too much about those. I'd rather hear from your words. Yep. Like I took a brief look at it, but I don't want to look too like you you know what I'm saying? Like hey, I kind of looked at it, but not really cuz I don't want to assume. Like that's what you're saying. Okay. If I sent you over like a detailed application and you're like and I'm like, look at it. You know what I'm saying? So it's like Yeah. And and I definitely I definitely took a look at that and it's like really good information, but you know how things can get lost in translation. So and then you go into it. Yeah, and I definitely took a look at it. Really great information, but you know how things can get lost in translation, which is just a truerism. It's very hard for them to disagree. So rather than I took a brief look and I don't want to assume now it's about me. I took a good look, good information, but things get lost in translation. But things get lost in translation. Okay? Right? Just naturally what happens with anything like I don't know anybody who doesn't agree with obviously things get lost in translation. Okay? So then at that point I just want to then then move it to where I need to get it to, right? Cuz like right now like the biggest thing that I'm seeing from this person in particular like she's very open which is great. She's very open. She took over like the propaganda but she is uh very talkative. Yeah. Okay. So what is the downsides if I don't re in her you know her chattiness is she's going to be more scattered. her thought process is going to be more scattered. So when we get to the end, she doesn't have the focus to make a decisive decision. So what are we gonna get at the end? It sounds great, but I need to think about it. Is that what we got at the end? What happens? Right. So it's like I need to just rein her in like immediately. Okay. Okay. And it's like uh and if you that that one that one I did with that like that really chatty lady who like the insurance sales one. Mhm. Right. All right. If you take a look, that's exactly what it like anytime like especially when you get like just naturally like you get a woman who's more open and like you know uh a little bit like just you know kind of like up in the air like a little bit woowoo just in general like okay I just need to rein them in and bring them to reality. That's what I have to do in this conversation. Okay. I need to know exactly what type of help they're looking for, what it does for them, but I need to make it as concrete as possible and I need to start to rein in their thinking. Does make sense? Yeah. So, right here she's like, "Oh, did you take a look at the applications?" Like, "Oh, yeah. Like, I definitely did really good information." Um, but you know how things can get lost in translation. So, I'm I'm a bit curious. What's the next question that you should be asking right now? Like in in the process they have that you following. What's your overarching outcome? Yeah. Like what's your what's your overarching goal you're looking to achieve with starting your own online business? Okay. Because it's like going into her background as far as like cuz I see here in the transcript like Red Cross and different things along those lines. It's not like it's bad, but it's is it productive, right? So, it's like it's interesting information, it's not important information. So, once I start to like and let's say like, hey, we didn't see this coming. It's fine. We weren't able to read that at the beginning. And then like as soon as like she starts going into that, we're like, oh yeah, of course. And we'll we'll definitely cover a lot more about your background, but just so I don't miss any important information. Um, I'm really curious about this. Boom. Right on point. Right. So it's like oh like and you do it's like oh yeah we'll definitely cover all that but just so again like I can I can best help you and like I have the best direction you know to help you best like boom right we make it in their best interest and we ask about them. Make sense? Yeah. Okay. Cool. Arbitrage. Say this arbitrage. Okay. Okay. So um and I found this like interesting but I feel like I have a lot of uh digital product that I feel like could really help people and also I have like kind of idea of like um online courses to help like other social uh organizations. So I feel like maybe this is a good idea. I don't know if like I can combine both or maybe I could like concentrate myself more of like my own stuff. I don't know tips on it. Yeah. Typically like if I can make suggestion. Yeah. Most Yeah. And you see like she's already she's already kind of scattered in her thinking. She's already saying like I don't know, right? So it's like I need to help give her clarity. Do you get what I'm saying? Yeah. People just for the first couple months as they're getting into just because they don't have the experience it takes to create a super compelling offer that can convert to cold traffic. So these are people who don't know like or trust you on the internet. They'll go ahead and they'll start with digital arbitrage. Once they start making 5 10k months with that, then they'll go ahead and transition into a digital product themselves where they make one. Is that something you're open to? Yeah, sure. I don't have much of an Instagram

Going on. It's okay. Most people come to us; they don't have any.

Yeah, exactly. But you know, I want to learn. So yeah. Yeah. Okay. And for you, like because we're looking to ultimately just dedicate more time towards the nonprofit. So what makes you feel like, I don't know, like you just don't have as much time as you really need to dedicate towards it?

Well, right now, uh, like I have a like I have a job like that I needed to really like I said, like to to grow up financially, and um, all like organizational or pardon. So I did it; my my me is like already done there. So like I wanted to just like put more time into my other um project, and for that I needed more um more I needed more time. So I wanted to to earn more money somewhere else, and I feel like all this um is all related to all the project that I want to start. So it's like, you know, it's like not like I want to do this, and on the next part I want to do this, more like all.

Yeah. Okay. Because how long have you been like wanting to create more time and more more freedom when it comes to the actual like humanitarian part?

Yeah. I feel like did we find out like what she does for work? I found out like I think like three or so minutes later. But like I I had to clarify because I was so confused. Apparently, she does like social work as her 9 to 5, and then she also has 9 to 5, and then she has like a a nonprofit.

Yeah. It sounds like okay. So nonprofit that she wants to put more time into, but obviously like nonprofits tend not to pay very well. Okay. So it's like she wants more time to go ahead and like do more of like her nonprofit. That's that's the biggest thing. So it's like, okay, I would assume when somebody starts talking about nonprofit, like the two two biggest like let's talk about needs like what needs is she looking to meet, just like probably contribution or another big one when it comes to nonprofits would be significance, like they make a difference, right, like they're they're part of a bigger bigger thing, um, so but those are like that's where my mind goes immediately. Now I'm not saying like that's exactly what's going to be it for her, but like if she's talking a nonprofit like it is right now, but she's not able to put that enough time in, then it's like her lack of contribution, her being stuck doing something she doesn't want to do. That's probably where the pain is.

All right. So, that's where I want to start to take the conversation. Does it make sense?

Yeah. Okay. So, it's like I want to get there as quick as possible. And I did hit that point, I think, eventually where like how does it feel like not spending as much time as you could be, not having the amount of impact you should be. Um, but she was already doing social work, so I was I feel like it didn't really land, but just let's listen.

Yeah. Uh, it's been like maybe a year only because um this humanitarian part is like really in demand right now, and I have a lot of investors that want to invest in it, and so I need to have more time to create it and to know are you doing the nonprofit full-time or do you have like another job?

No, this is full-time this right now. Uh, but like I said, I my contract maybe is going to end soon, so I'm gonna have like a lot more time dedicate.

Yeah. Okay. Because how long have you been doing the nonprofit for?

Uh, it's going to be like two years soon.

Oh, okay. So, so what's shifted more recently where it's like, okay, I actually want to, you know, look into digital arbitrage to get more time?

Uh, it's only because uh like in like my different project I wanted to learn more about like first of all um um like how I say this in English, well how to use Instagram and other platform Facebook to like just grow uh the so that was my first first wish, you know, I wanted to learn more about digital platform and everything, and after that I learned more about digital product and like uh how like personal branding for example, and like what does she mean by grow liquidity. I assume it's just more money.

Right. She said it like just one second ago. Okay. She's like, "Oh, I'm looking to like grow liquidity." Okay. And for you, like cuz we're looking to ultimately just dedicate more time towards the nonprofit. So, what makes you feel like I don't know like you just don't have as much time as you really need to to dedicate towards it?

Well, like [ __ ] Fathom always gets me, bro. Okay. Cuz how long have you been I know you doing the you doing the nonprofit? Okay. Here we go. because how long have you been doing the nonprofit for? Oh, okay. So, so what shifted more recently where it's like, okay, I actually want to, you know, look into digital arbitrage to get more time. Uh, it's only because uh like in like my different project, I wanted to learn more about like first of all um um like how I say this in English. Well, how to use Instagram and other platform Facebook to like just grow uh the so right there. What does that mean? Okay. So, it's like she wants it to I assume make more money, but why? I'd want to like clarify. What do you mean by like grow like liquidity, right? I don't know what she means by that. It's kind of like a vague term. Does she just mean like she wants to grow the nonprofit? Does she talk is she talking more about like aside income to really fuel the nonprofit? Like what does she mean by grow liquidity? and what what makes her feel like just the liquidity she has right now in the business just isn't quite enough for her to really grow the way she's wanting to or make the impact that she's really looking to make at that point. Is that more of an improvement offer at I would say no, it's still at at this point cuz she's saying like aside income you supplement. Yeah. You know what I mean? So it's still a new thing, but it's like what does that money do? Like what does that money buy her? What does she not have that that like that money would help her with? Like that's what I'm really trying to understand. Okay, because you're you're selling money, but it's like but you're also selling what that money buys for this person specifically. So, I need to understand what they are actually buying. Like what does money buy them that they can't buy now? What is the problem of them not having the money? What is the problem of them having the liquidity? That's what I need to know. Does it make sense?

Yeah. Okay. So that was my first first wish, you know, I wanted to learn more about digital platform and everything, and after that I learned more about digital product and like uh how like personal branding for example, and like that can right now and for the future affect like like terribly like u the the you know the the connection between people and how I can like have more views of the organization so it can like grow. So I feel like this all started there, and now like learning more I I had like other like digital project that I wanted to add in the platform for um helping others, and I feel like this is yeah all combining one thing of like learning, right, okay, yeah, so like do you mind if I ask you like a bit of a personal question?

Go ahead.

Yeah. Because like you not being able to spend as much time as you really like to just on that we don't have enough information. Yeah. But we're kind of taking a shot in the dark. What What more information do I need at this point?

Well, it's like what the [ __ ] is her problem? Ah, sure, sure, sure, sure, sure, sure. Like, that's probably a big one. You know what I mean? Like, what is her problem? Like, yeah, like, so it's like I just need to clarify. So, she's talking about getting more views from the organization. She's talking about growing liquidity. It's like, okay, well, what do you what do you mean by that? What do you mean by growing liquidity? Does that mean you don't quite have the liquidity like in the business right now? How so? And uh again, I I don't want to assume um what impact is that actually having on the business, not having the views, not having liquidity. And then what's that doing to you though? Then like I need all that I need all that before I get to the nitty-gritty. And again, you can also like okay well it's like how much are you actually making in the business right now versus like if you had a better way to systematize it like how much do you feel like you you'd be leaving on the table because we don't have that. It's like they're leaving money on the table because she doesn't have the system. Blah blah blah. Like again, we can turn that story into numbers. We don't have to do that, but it's like I at least need something like concrete. I need something to sink my teeth into right now. Like we're just kind of taking a shot in the dark.

Yeah. That's why this didn't land super well. That's why I even added like instinctually, can I ask you a personal question because I was like, I have no symptoms. Let me just go for it.

Yeah. It's like, okay, so she's wanting she's wanting to learn the skill, but it's like she's wanting to make more money, but it's like why? what in life is telling her she doesn't have the money that she needs, liquidity that she needs. So, and again, if you ever get lost, right, because it sounds like right now we're just a little bit lost. That's fine. Okay. It's like, okay, I I guess I'm I'm just a little bit confused on my end. I guess what's the main reason you might be looking for, I guess, like, you know, a different way of, you know, bringing income in rather than just doubling down with what you currently have. It's like, why do this rather than doubling down with what you have?

Well, just with what we have problem like I feel like we just got a little bit too lost in the sauce, and it's like I'm not going to like I need to have this person's problem before I can move on because it doesn't like I'm just confused and I don't know where to take this conversation right now.

Yeah. So just very first and foremost just to simplify in your mind it's like okay what is this person's problem and specifically for what you sell what does the money what does the time what does that buy them that they can't do now or why why would they even want that what need isn't being met that's always what I'm thinking what need isn't being met right now that they want to be met what in life is telling them that isn't being met yeah what life yeah what in life is telling them that their needs aren't being met and then once you find that and you find like the real root of it then when you ask that what's that doing to you though or how does that feel like dude they crumble yeah cuz I asked her once or twice and she never answered so that's yeah cuz it's like we're not on the thing like we didn't we didn't actually get anything right now like it's like basically we did a bit of crab walking right like we kind of stayed like adjacent like outside but we didn't we need to dive in dig deeper right and again if you ever get lost it's like Hey, why? And and and again, I want to help you the best I can. I'm just really trying to understand like what's coming up for you that would even have you open to doing anything different than you're already doing. Or why why try to I guess like make money this way rather than just like doubling down on your nonprofit.

Well, my nonprofit doesn't make any money. Let's talk about that.

Right. It's like now you got a problem. If it's like my nonprofit doesn't make any money, like where do you go from there? It's like well what do you mean like it doesn't make any money profit? So yeah, it's like it's a nonprofit. So it's like you guys have like no money coming in or like what what's actually going on when you say it doesn't make money. Like how I I would be curious because like again I don't want to assume too much on my end but if you have no money coming in like how are you getting by right now? Just like her current 9 to 5 or doing social work right cuz it's like she said like oh well she was doing the nonprofit full time. Like you see how like it just got like you were confused and you're just like oh I'm confused. I guess I'm just going to move on.

Yeah. It's like, "No, if I'm confused, like I don't move on." Like, I'll just be like, "Well, I feel like you're all the way over there on like page 15. I'm back here on page three." Right? Like, they understand. Like, are like, "Are you doing a 95 link right now or just you're not doing it?" Like, you just be super clear and don't move forward until you have a clear picture.

Yeah. Right. Cuz like without a clear picture, again with somebody who is like just scattered in their thinking, especially if I don't get a clear picture and give them direction and help focus their thinking, the likelihood that they're going to have enough conviction at the end of the call is very low. Does it make sense?

Yeah. Yeah. So, do you want to take a look at the objection handling then?

Yeah, let's go for that.

Okay. Hell yeah. skip the solution awareness or well solution didn't lad because the problem was not yeah if you don't have the problem down but like let's let's see do you know what time stamp or no no this is three calls combined so it's like a 200 of recording okay like we're kind of just going in circles and again like she's open like that's the thing too like she's open so it's not like she's going to be resistant to she should have bought yeah

Yeah. So, okay. Then you got our goal. Yeah. Income. Um, well, you live in the US, right?

I'm Toronto, Canada. You're in Canada.

Yeah. We're in the Arctic over here. I guess like what have you actually been up to in order to actually accomplish that for yourself?

What I can um

Sorry, can you repeat?

Yeah. Like in the past that you've really wanted to free up your time. Yeah. What have you been trying to do in terms of like just businesses or just taking action on that goal? Like what have you done to take action on that goal?

Uh, okay. So, make sure I understand what I would be a little bit more specific with this question. Okay. Like before like we started talking today, have you been out there looking for more hands-on help to actually get to XYZ outcome in your own business or what have you been doing with that? The reason being so it's like I can skip a lot of [ __ ] as far as like oh well I mean I look on YouTube blah blah blah blah blah. It's like no.

Okay. Okay. specific questions to get specific answers. I will do or what I've done. What have you done in the past year to time?

Yeah. Oh my god. I didn't like dedicate myself in like trying to find a way to have more time to to be 100% honest. I was justating my job.

Honesty. I'm sorry.

I said I can appreciate the honesty, right?

Yeah. Yeah. Well, I was just 100% in my current job, and so I didn't put much time, but I feel like uh since maybe uh Christmas, I started like to to make time and to work a little bit less so I can like to learn it. I feel like there is like um this kind of year like 2025. It's more like a a great year to start this kind of uh you see how she's so up in the sky, dude. That's what I'm saying. Like you got to bring these people to reality that just a side note, but it's like okay.

Yeah. So that's why if you have a more specific question, you're going to get a more specific answer.

Yeah. Okay. So it's like you got like the why not like oh like I didn't have time but since Christmas I've been making the time. Okay. So but what's prevented you in the past what I five months since May. Like what what's prevented you in the past five months like knowing we needed to make the time of getting hands-on help so you can actually get this business up and going and actually get your time back. Would you Why do you attack the five months instead of the full year? Just because it's probably going to be easier. Okay. Because it's like if I attack the full year, then she's going to be like, "Oh, what was the time?" But that's no longer a thing. Yeah. Like I can fall into that. I just want to sideswipe it, and it's just going to be easier to attack the five months cuz she said, "I had this limitation. Now for the past 5 months, I haven't had this limitation." Fantastic. What limitation did you have? Throw it at me. Right. let's talk about your limitations. Like that's that's really what I'm inviting. So if she's like, "Oh, but for the past 5 months, I've been making the time." Okay. So I mean, if you've been making the time, what's preventing you past 5 months of getting actual hands-on help so you could get a business up and going and actually get more of your time back? Limitation, belief, or excuse. I'll take any. Let's have a check.

Yeah. Right. So that's that's what you need to get to. Make sense?

Yeah. Okay. um like business online and everything. I feel like this is like that. So that's why I started.

Yeah. And and for you, right, when it comes to making time, like that's a very funny thing, right? Because what what shifted like last December where you're like, "Okay, now I need to really start making the time to start doing this." Like what shifted?

Uh, it was more about like uh my job being done here that the contract expiring.

Yeah, exactly. So like to me it's really important when I like give a promise or dedicate myself to something I'm doing. So I've done it, and now like I have more time.

Yeah. Okay. No, that makes sense because just ultimately if I can if I can make a suggestion like we don't have the real thing. You see that?

Well, it's like we don't have the real limitation.

Oh, that's sold her back in the five months.

Yeah. Yeah. It's like she's like, "Oh, well, it's like back then I didn't have time. Now I do have time, but I've still haven't done anything for five months. Like now, like it makes more sense to be like, "Okay, well, what's prevented you in the past five months, though?" Like, what do you think she might have said to that?

I've been trying to decide which avenue do I want to go with my with my um business because I have a bunch of different passions. I can either, you know, promote my traveling idea. I can, you know, do something more um with the holistic health care that I can promote through this Larish.

Okay. Yeah. So, it sounds like we just have a a lot of lot of different ways that you can go. Again, she's scattered, right? So, it sounds like we have a lot of different ways we can go. Can it sounds like we just want like clarity on like what the best direction is, right?

Yeah. Can can I share perspective on that?

Yeah. I mean, when it comes to clarity, you never know what the weather is going to be at at the beach tomorrow until I actually get there. You know what I'm saying? So, of all these different options we do have and different directions we could go, how are we going to know if any of them are going to be the best fit and the best direction for us? Like, how are we actually going to know? You only know when you try, right? So, what's prevented us this past five months knowing that the only way we're going to know is try of like actually picking a direction, just trying.

I don't know. I was just trying to like decide. So, yeah.

Well, what's what's prevented us from being able to decide?

I don't know. I guess just like lack of direction. I don't know.

Okay. Yeah. And I can mentorship. Yeah. Right. When we're talking about like the the lack of direction and lack of mentorship. So what what's prevented us from getting the mentorship though, right? If if we know the only way we're going to

Actually, I know if it works for us if we try. What's prevented us from, like, trying to get a mentorship and at least taking at least one step in any direction?

Yeah. Typically from there it's like, um, either like externalize it or it'll be like self-doubt. Like they'll just give you the belief right there. So yeah.

Yeah. Belief right there. It's like, oh, like what do you mean by that? Can can I share a perspective? And then it's like they're cooked at that point. Like you got the self-doubt, you got the belief. And it's just about like sideswiping all the [__] until you get to the real heart of the issue. You get to the belief and then from there like they're cooked. Like what what could she get? You know what I mean?

Yeah. And it's like that that's the real heart of it. The real heart of it is she can't make a decision. That's the belief we need to get to. Now, we probably knew that from the very get-go, from just from the way that she was speaking. But now, like, okay, that's probably what she's going to tell you if you asked her like over the past five months, like what's been holding her back.

And then when we get to the end, it's a lot simpler because she's already told you. It's like, oh, well, it's like, what do you need to let go of? Well, I need to let go of like my indecisiveness. So, then if she gets to the end and she goes, well, I'm so indecisive. Like, [__] that's why you're here. You know what I mean? You don't say. You know what I mean? Like then it's it's such a more straightforward conversation.

No, that makes sense because for leads like this, even if you get the belief, do you still go into identity if they don't understand English fully well and you just feel like it's not going to land? I would still go into identity. You might just need to simplify it. But it's like even with this like you don't even need to go into like identity. Like honestly, like I've sold millions of dollars in deals like not even talking about people's identities. Like yes, it does take it up to the next level, but it's like for this one, if I just got her to admit the reason she is where she is right now is because she doesn't actually have or she hasn't taken a step in any direction, right? That's where she's at.

Okay. Can you see how us just not taking a step in any direction has just led us to being stuck where we're at right now for the past 5 months? Are you okay with me saying that? So, I do have to ask you, what do you feel like that's cost us these past five months? If we had to put a cost to it, they're like, "Oh, well, I don't know." Well, it's like, "Okay, well, do you mind if we do the math?" I don't know where the [__] my phone is. Do you mind if we do the math?

Okay. So, it's like especially it sounds like we got two costs. Okay. One, we have time and the other we have like money. Okay. Because like how much time right now are you spending in that job? Like each and every week? 50 hours. Okay. So, like 50 hours. And so it's like been for the past five months.

Yeah. Okay. So that's that's 200 hours a month. Okay. Times five. Oo wow. Um so we spent like 10,000 hours or no thousand hours. Quick maths. Um who knows? So it's like I I would do it on the calculator and show them.

Yeah. So it's like is a thousand. I can't do math. I did not get into sales because I could do math. Um, but it's like, okay, so we spent a thousand hours on the past 5 months like really like not walking towards our goals. Is that does that number sound right? And they'll be like, yeah, that does sound right. O, yeah. And and then when we talk about money again, if like right now we're making this and we feel like we could be making this if we just had the right skills. So, we're leaving like let's say 5,000 on the table each month, right?

Mhm. Okay. And if like if we left 5,000 on the table each month and like over the past 5 months we left $25,000 on the table just because again like we haven't taken a step in a direction [__]. Okay. So I have to ask, given that it's cost us a thousand hours and $25,000, is this belief of not taking a step in any direction or overanalyzing is it worth keeping moving forward if we actually want to take we want to make a move on this? Well, no, why isn't it? But what if you keep on paying life your time and paying life your money for the rest of your life? Like she's paying life this stuff right now.

Yeah. Because she can't pick a direction. That's where we need to get to. Okay. Because that's that's exactly what came up at the end of the call. So yeah, let's go to objection handling. Okay. What's the price? Uh 12K. Do you just say like 12K? I say 12,000. 12. See if I can't type in 12. Doesn't pop up. My biggest concern for you. What was that? You might just have to spell it out. That's how Fathom picks it up. 12 nothing, bro. Let's just say investment.

Okay. So, just understand like the longer a call goes like the likelihood that we're going to get to think about objection increases, especially with somebody like this. Yeah. So, it's like just keep that in mind. Now, I'm not saying like, hey, now skip steps, but it's like you just need to make sure you keep these people on point.

Mhm. That's the biggest thing. Like keep them on point, bro. Okay. So, in terms of next steps, what we'll do is we'll go ahead process. While we go through that, I'm going to go grab some like energy pills because I'm yawning. So, I'm still listening though.

Okay. Okay. I I'll wait for you. Just go grab it real quick. Oh, okay. Sweet. Give me like 30 seconds. Like, where do you feel like you fall on that scale? Exactly. Ask a one to 10 question. I feel like this is a great um nine, 9.5. Okay. Why do you say nine? What? Why do you say nine? Uh I just feel like um I'm waiting for the price. Like I feel like and we can definitely get to that, right? But yeah, this is a great offer. It doesn't even make sense if you don't even feel like logistically this would help you. Okay. So I just want to make sure.

Okay. Yeah. No, 100%. Okay. 100%. Right. So before we talk about next step, tuition, things like that, do you have any other question? I would just get her to expand. Like she didn't really expand. She goes nine 9.5. So do you feel like this would help you? Like you did a good job like you know sideswiping that then it's like okay why do you feel like it it really would be the answer for you or why do you feel like you know this is like a great offer just at least get her to expand on like why it's good for her before you go into price just a little side thing questions about the mentorship specifically uh no okay so in terms of next steps what we'll do is we'll go ahead process your investment with me we'll email you the receipt and then I'll book you in for a one-on-one onboarding. On that one-on-one call, your coach who's assigned to you I don't like the email the receipt thing. It's in the script. I got to say it. We have all you have to say it. I don't know why, but it rubs me the wrong way. Like it makes it feel more like a transaction. Just again, it hits my ears wrong. Now, does it like again I'm so particular around like how I talk about the investment, okay? Because it it makes a big difference. But just just little things like that is going to help you optimize your website funnel, set up your social profiles, and then start our 7-day launch strategy so we can get this entire system up and running in the next few days. Sound good?

Okay. Yeah. Okay. In terms of the investment required for a mentorship, we'll show you everything A to Z on how to actually start and scale your digital project business. You can get your time back and start making 10k a month. The investment for that is going to be a one-time investment of $12,000 for the for the 12 months for the mentorship. 12,000 you said? Yeah. There's a couple different ways we can break that up. Okay. It's just going to depend on works best for you. Next up from here is we just arrange that typically debit or credit whatever works best. And then get you on the onboarding. Yeah. Would that work or how to proceed? I'm sorry. Yeah. Like would that work for you or like how you like to proceed? Uh right now uh well can I sleep on it? Yeah, no worries. Right. Yeah. Like maybe I'm going to sleep on it just to to revisit uh everything. This is a big amount, you know. So I really believe in the program. Okay. What's our objection? Money money. Yeah. Money. What? Money fear, I assume. Yeah. Right? Just from her language, this is a big amount. Okay? So immediately like what where does my mind go? It's like first and foremost like I'm going be real. You look a little tired. Okay? So it's like when I get the objection like just take take a like take a breath like take a sip of water and it's like allow them to kind of like flail a little bit. Like gather your energy because you just got done talking for a good amount of time. You know this call is going longer. So it's like okay I need to make sure like for the next 30 minutes like I'm good to go ready to tackle this call.

Okay. Okay. Cuz at the end of like an hour call, it's like it's kind of it's reasonable that your your energy is going to drop a little bit, especially if you just started, you know, you presented for like 10 [__] minutes, okay? Like you're just talking non-stop. So it's like, okay, slow myself down. That's going to help her slow it down. Okay. So she says she needs to sleep on it. Uh it's a big amount. Okay. Money fear. That's where my mind goes immediately. There might be some logistical stuff that's coming up that she just doesn't have it. I don't know. But that's where my mind goes immediately.

Mhm. Okay. So, first thing I'm going to say, it's like, hey, I can appreciate where you're coming from. When you say it's a big amount, I guess like compared to what though, right? Compared to you actually getting to the 10,000 per month or what do you think? Well, no, it's not a big amount compared to that. It's like, okay, so then if you just put money aside though for a second, like would you do it? We're off to the races.

Okay. Yeah. Yeah. Can I can I ask like when you say it's a big amount like is it the total like nine like 12k that feels a bit out of reach or is there something else about your financial situation that's making you a bit hesitant? No, it's more about like the 12k. Uh I feel like you know this is this a lot. Uh I feel like I get it that. Yeah, I get it. Like but it's not about the financial uh part like if she's like oh it's not the financial. So it's like it's more like the mentality around the money. So anybody anytime anybody says a lot I'm like okay well compared to what or it's expensive compared to what they're comparing it to something but what I want them to start comparing it to is their goals. So, is it a lot compared to your goals?

Right. Exactly. Right. So, it's like you know where you should be going. So, it's just like how do I get that shift there? That's what I need. Yeah. If I'm going to move forward with it, I'm going to pay it all. It's more about Yeah. investment. No, I get it. Right. Aside from you not having the 12K. Like, is there anything else that could be potentially holding you back from She didn't say she didn't have it. Yeah. It's in the [__] script and I read off the script for the money. Do you have Do you have the script up for money for them? Yeah. because I haven't memorized the flow. Okay, just first of all memorize the flow. So it's like that way like because like when you have a script up like again you miss out on certain especially when we're talking about objection handling like you got to listen to your language to understand exactly where you need to go and if you don't it's like because how long did you objection handle this person? An hour, right? It's like if you don't listen, then we're going in circles or we miss key things that could literally cut the time it would take to actually handle this person's objection by like 90%. Okay. So, it's like you got to you got to just be very keen and listen to what's going on. No, I feel like uh you don't sound too sure. No, I feel like I just need to really like think about the amount invested and like really believe it. Um, and are you are you are are you confident that like the mentorship itself like do you believe that that would actually get you to the goal of 10k a month in the next six months? I mean I I really want to believe it. I feel like this is really Do do you actually believe it though? Because it doesn't make sense to talk about the investment if you don't feel like it would work for you. No, I feel like it it it could work for me for sure. Okay. Like I've never done it, you know, so like Yeah. and everything. I feel like it like why do you feel like it would work for bigger? Yeah. Like just plain and simple. You it will work. Um well because it's really like I I see like every steps of the way like there was going to be she like she said it could and but I've never done it before, right? Like that's just like that's straight up just fear. Yeah. And she already mentioned she had it. She did. Yeah. She said she like she'd pay it all up front. That's what I heard. Interesting. Now again, if you're if you're cur like you can clarify, but that's what I heard. Like she said like, you know, I paid all up front. Um. Okay. So, but if you can if you can see from this, like she's not asking about how you can break it down or different things like that. She's not directing her her language about like, hey, how do we make it work? She's caught up in the amount total. She's not thinking how can I break this down. She's like I don't know about that amount. I don't know about that amount is a belief. I need to break it down is logistical. So it's very two totally different conversations we need to have. Right now I don't know about that amount is fear and I need to address it. And like how I do it like from the get-go. I'm like okay well I mean if we worked for thousands of others of people in the past is there any particular reason why you feel like it wouldn't work for you? Now I assume what she's going to say like no there's no reason. I've just never done it before. It's like, hey, and I can I can totally get where you're coming from. Um because I don't want to say it's it's scary, but it's kind of scary in a way. Like, you've really taken that leap and just, you know, diving in, right? Yeah. This is after like I'd have to do this after the open wall test, which is what I did because that's how they have us do it. So, yeah, they have to do open wall test. Okay, cool. So, you do that. You not do that. Put on you got a lot more handling to go. So, I feel like this is the perfect way of doing doing it. Yeah. So it sounds like the only thing that's holding you back is figuring out logistically how to make the financial investment work. Is that right? Yeah. Well, it's a great move. It's a it's a big move. Yeah. Yeah. So like let's just say like hypothetically we could actually figure out a way to make this work for you financially without putting in a top spot. Something that would actually work for you. Is that something 100% want to move forward today? Of course. Yeah. Okay. So here like we can definitely figure that out, right? Because we'll definitely walk through that. Okay. We don't have any set payment plans or payment options. We just customize something that actually works best for you. Okay. Okay. How would that work? Yeah, I'll walk you through So, would it be okay if I just ask you a few questions just so we can find a creative way to make this more manageable for you financially without putting you in a bad spot? Okay. Okay. So, right now it's going to feel like I'm interrogating you a little bit. I'm just going to press that right now. I'm not really asking what you can spend. I'm more just trying to understand your situation just to see how we can best help. Okay. Yeah. Okay. As far as your checkings account or any other account, what do you actually have available? Uh, oh my god. In all my accounts, as far as let's just say checkings, like what do you actually have? Uh, in my checking, um, I would say right now I have 15K right now. Okay. Told you she had it. Okay. As far as like savings, like what do you have available? Um I would say I have maybe another in my savings. Yeah. 5K and I have like some investment for housing. Yeah. No worries. Right. So as far as like stocks, crypto, like anything like that or Oh, no. Okay. Not investment. Yeah. And how much like roughly are you able to save each and every consistently to save? Yeah. Uh I would say you give me like two seconds. Yeah. Um I would say this is great that you're Canadian dollars. This is like Yeah. Yeah. So, I would say maybe 2,000 per month. Okay. So, we can save 2K per month. Yeah. And as far as your credit score, you know, ballpark what your credit might be at. My credit score? Yeah. Uh yeah, I can give you that. So, you're doing mathematic right now with my Yeah, we're going to help you figure this out. Okay. Yeah, this is Okay. Okay. Um I'm going to give you the really right number if that could help. Oh, I have a great one, but uh do you need the number like exactly? I'm I'm just checking out park. Yeah, ballpark is um I think it's around 750. Well, let me check. Okay. I just don't want I'm in it right now. It's okay. Go ahead. And it's really easy to have. So like two seconds that would be fine. Yeah. So there's no logistical money reason why she can't do this. Exactly. Right. So financially qualified and and that's why I'm saying like okay like I can kind of see the shortcuts just from like doing this so long and listen to a language. So if you need to go through this it's like fantastic. Um but it's like once you understand that she's like I got 15k in my checkings. I got another 5k in savings. So she's got 20k liquid right now. And then she has a 750 credit score, right? So now it's just like now I need just to get her over the edge. Okay. So it's 775. Okay. 775. Even better. Do you have any existing credit cards? Oh, yeah. But they are not uh they are already paid. Okay. So the limit is already hit. No, no, no. They are paid like uh they paid automatically. Is it your Yeah, I have a credit card. Okay. Like what are the available limits on them? Oh, the limits. Um I would say I think it's around like 5k. Okay. 5k limit. Let me see what I can do for you. Okay. Let me pull this. Have you ever heard of Stripe or Affirm? Okay. What Affirm is is so is that something you'd be open to? They can break up the initial investment of $12,000 into across 36 months. Okay. 6 to 24 months. That's typically what we see. So they just like take longer to to um give the money, you know, that like you pay and I I give the money to them like on the longer months. Exactly. Yeah. There's no as soon as you start. So what most of our clients will do is they'll actually just pay it off early once they get the right skills in place. Does that make sense? So you're not inferring like you you but the thing as far as like compliance you are already are talking about them like you know making 10k you're already

Kind of inferring that just in script and what they like, yeah, see all the time they always [ __ ] me. So cuz if you're going to be like 100% compliant, uh, very high level, anything you can't even mention like income at all.

Exactly. That's what they want me to do. I mentioned all my pitches and they keep seeing all my pitches.

Yeah. So, it's like you can talk about the money that they're losing right now without having the right skills and what the right skills, what that would do for them personally. You can talk about skills, right? So then like you move more to the emotion of like you having the right skills. What difference does that actually make in your life? Well, I have more freedom, more time, more different things like that. And anytime they bring up money, well, you go, "Okay, yeah, and I can definitely appreciate like we're looking to make more money, but ultimately money is a result of skill set." Like, wouldn't you agree? So, for you, what's what's the biggest thing as far as like skill set you feel like you need? And you you so you always shift it to skill set. And you can talk about, well, you not having that skill set right now, how much money do you feel like we're we're we're missing just with what we're currently doing. You can talk about money they're missing, like they're losing right now. You can't talk about money like they might make. Does that make sense? That's the distinct difference. And you can always go back into like the way you do it as far as like just be like especially if they're really like harping on compliance is you always invert it. So it's like so the investment required to get you to the point where you're not actually losing that 10,000 per month we're losing right now because we don't have the right skills.

Oh, that's interesting. Yeah. To stop you losing the 10,000 per month, right? You can invert it. There's different ways to do that. So, it's just um but you just you can focus on what they're losing and then you just always turn it to skills and then from skills you get it to the emotion of what they get once they have the skills.

Yeah. Make sense?

Yeah. Okay. And if you do it right and like you really get to a limiting belief, you tie them up an identity. It's like honestly, bro, you don't even need to talk about money because like at the end of the day, what are you selling this person? Change. Yes. But what changed specifically? Significance. Well, it's like you're getting rid of a feeling that they don't want to feel anymore. So, it's like you're getting rid of a feeling. This is the way to always think about it. Okay? Like I'm selling you sales training. Let's say for example, okay, like and I'm taking you through I'm understanding the process. It's like, hey man, like let's just say like you know your issues are the issues they are. Okay? It's like, I'm having a hard time getting people's problems, connecting with them, and overcoming objections. Okay? And when you get a prospect where you know you should get them across the line, and then you don't because you don't have the right skills, like how does that feel? That feeling, that's what I'm selling you to get rid of. Does it make sense? Right? So, it's like, and I would tie all of that in. Okay? Little things you can do, especially when you like, if you can't talk about money, start seeing results with this. As soon as you start, you know, recouping your investment, there's no prepayment penalty. So, if you paid it off, there's no penalty for that.

Right. Okay. But uh ultimately like I'm going to get like all the the 12,000 is going to be like on a longer term, right?

Exactly. So it'll break it up across 24 months. Is that something that would work for you like within your pensionary constraints?

Um yeah, that would be fine. That would be fine. Yeah. Okay. Yeah. Here. I'm going to send this into the chat and I'm happy to fill that out. Okay. The application. Is that okay?

Um yeah. Uh to um to go into the program and everything. Can I still take some time to think?

Yeah. Yeah. Just fill this out really quickly. Just see if it's even an option for you.

Yeah. Okay. And then we just go through logistics.

Yeah. Yeah, search for the word scary because that's when we start in the fun part and we got eight minutes. It's good that you're like oh like just go ahead like you know. So it's um almost thousand every month during six months um after that like 520 every month during 12 months and I have like um 300 um every month during 24 months.

Yeah. Okay. So they got different options. Okay. This is what I'll typically do. Well, can can I share with you what most of our clients will do?

Oh yeah, sure. cuz again I just want to lower friction as much as possible when I'm talking about like the financing options. What most of our clients will do is they'll just pick the lowest monthly option. So that way while they're learning the skill set to actually increase like what they're able to make, okay, they're not having to worry about finances. Okay. But then what you'll do once you increase your skill set is then you're just going to take bigger chunks at it. So you're going to pay it off early. Does that make sense?

Oh, no, that makes sense. Okay. So would that that 300 per month like would that work for you?

Yeah, I'd say go ahead, pick the lowest one. That'll be able to That's just so you have to put as much up front. Okay. And see, like it's not bad. Like you're still like saying, "Hey, pick the lowest one." But like how do we frame it in the best possible way? Can I share with you what like all of our other clients do? What they'll do is pick the lowest one so that way again when they're finding the skills to then increase their income, they're not worrying about the money and then they're just going to pay that off early. So it's like again, you don't have to pay it, you know, overtime that much. Does this make sense?

What do you want me to do? So, as soon as you check out with that, we'll be able to set up with onboarding right now.

Yeah. Uh, can I have the night to think about? And it's like you could tell like as you're going through, she still wasn't sold.

Yeah. All right. Oh, yeah. No worries. Just so I can send you over some info between now and then, I guess. What are you looking to like over your head just so I can best help out?

Um, no. I mean, I feel like it's just like me with me just thinking about it. Um, yeah. Yeah, no worries. Right. I don't like taking that step. I like investing. I don't want to say like it's scary, but it's a little bit scary like a way. You know what I mean? Like taking that step, like taking that leap, you know what I mean?

Yeah. Yeah. Yeah. Well, you know, I know like how it's worked about like how you make money after that and everything. And now it's just like a beat instant. You know, I know that you

No, I get it. Like it's it gets scary, right? Like I get feeling like I've been there myself. Yeah. What you're feeling right now, it's exactly what you're supposed to feel because this one hour handling is this entire one hour of objection handling just a symptom of like an hourong discovery or no?

No. Well, it's like part of it like the discovery going so long is going to create just more uncertainty in her mind. Like the longer discussion goes along like she's less centered. Part of the problem is like if we weren't really able to get to like the real root of the problem and get to see like that she needs to take action. We didn't get enough leverage. We didn't get all of that. Then it's like that's also going to be a contributing factor. the fact that there's been five months and she hasn't taken action on anything even though she said now she has been making the time. That's a contributing factor. But even at this point, it's like at this point like she's on the edge. Like she should still like we should still be able to get her over. But like the biggest thing we need right now is we need her why.

Yeah. Okay. So it's like, okay, I know they're like they're telling you to handle money in a very particular way where you don't bring up their why or why they would do it or anything like that. we go into any objection handling, it's like, okay, no, I I totally get like a, you know, you know, you need a knight. If you just take the knight aside though for a second, like, is it something you you actually want to do just to just to make sure we're on the same page?

Yes. Why? Why actually invest in yourself? So, even after you tie off money, if you're going into fear, you still need their why. You need the why? Cuz you did like, okay, so the reason why I'll typically teach like you don't do that right before you go into fear is because you got it in the money. But they're telling you, hey, don't get it in the money. just like start going like logistical lane, which again like I don't like, but it's not the point. So the point is you don't have her why. So it's like what leverage do you have right now?

Yeah. So what I'm going to assume, and I could be wrong, but all of our frames are going to be generic as [ __ ] a little bit.

Yeah. Yeah. Most of them. Yeah. All of them. Yeah. Cuz like we don't have like what's going to speak to her. So it's like

Yeah. like having the generic frames down like it's good to like at least know where to take the conversation and for some people like just the generic frames will work but it's like you have the information to not be generic. So the reason why like I'll say the exact same frame and it'll land is because I elongate certain parts, I shorten other parts, I highlight other parts to speak to this person directly.

Yeah. Right. Like if I took that exact same frame and I had it on another conversation, it wouldn't make sense. So the problem is if you're using frames that make sense in any conversation, it likely is just too generic. You're not actually like if you could speak to everyone doing that, you're speaking to nobody.

Yeah. Right. So like that's that's the big thing right now. So it's like just making sure you get her why.

Okay. All right. Let's listen to a little bit more. Do you have to jump at the top of the hour?

Yeah, I recall. Okay, let's listen. You're right. I'm asking. I'm not right. Right. I'm just asking who

No. Well, no, you're right. I feel like this is the thing to do to get out of the comfort zone. Um, this is an expensive comfort zone. Yeah. That feeling that you're feeling right now when it comes to getting

But like why why do you feel like you should really get out of your comfort zone though? Like it's not that long. That feeling that you're feeling right now. Yeah. That's exactly what you're supposed to feel. It means you're growing. If you're sitting right here right now on Zoom, you're cool as a cucumber. Stone cold face. Like have to check your pulse. You know what I mean? It's normal. You know what I mean?

Yeah. Yeah. So, that feeling that you're feeling right now, it's not going to go away. I'll tell you right now, as someone who spent over six figures on coaching, that feeling never goes away. Okay. All we get to do is decide how we use it.

Mhm. Because we have two options. Number one is we allow it to constrict us so that we don't get to the point where we're making 10k a month and we can make the impact we have. We're tired of our parents and things get worse. That's the first option. Or number two, the second option is that we shall do in a good way. massive action bad cuz now we put some [ __ ] now this has to work which one would you rather do good at that or shame you into taking massive action you're good at that you see what I mean yeah so it's like and again I know you why you don't have her why and it's like it's just like it's super generic right like oh you're good at that [ __ ] right so it's like you hear that then it's like oh I feel like he's doing something to damn that why is like our our intent is off. So it's like dude it all comes down to because like again you have two things in objection handling what their objection is and their why. If you don't have this other equation then it's like we don't have leverage to help them overcome that.

Mhm. Yeah. Okay. All right. It's biggest thing and objection handling. No matter what get their why. I don't care what they tell you to do differently. Okay. Even if they lambasted you for getting their why, I'm telling you, you actually start [ __ ] closing people on objection.

Yeah. Okay. All right. But crush the call, dude. [ __ ] hopefully this is helpful. I'll send you the recording as soon as the processes.

All right. Appreciate it. All right. Take care. See you, bro. Bye. Hopefully you found that valuable. Now, if you want to see me actually on a real life sales call, you can check this video out here. But if not, like, subscribe, leave your biggest takeaway in the comments, and I'll see you guys next