SALES MANIA DAY 1 REPLAY

The countdown is over. Welcome to day one. Please welcome your co-host and senior vice president of Seventh Level, Anthony Bizari.

What's up? Welcome everybody. Welcome. Drop that fire in the chat. I see you Max. What is up Zoom user? You got to change your name over there. Sarah, welcome. Welcome everybody to the first day of the salesmania challenge. My name is Anthony Vazari. If you are ready to take your sales to the next level, type I am in the chat. You guys better be spamming that chat. I want to see that chat box firing for the entire 4 days. If you're committed, by the way, to showing up for all four days so you can learn the skills to do what? To obviously sell more. That's why you're here. Then type I will in the chat. Am I in the right room? Am I in the right room? Catherine, Jasmine, Aiden, Cody, Gregory, David, Terra, Angela. So good to see you all once again. If you have not met me, my name is Anthony Vazari. I'm the senior vice president here at 7th Level. And I'm coming at you live on April the 27th. Yes, it is 2026. But I've got some news for you. I'm from the future. So, it's actually the 28th for me. Take a guess of what country I'm from. My accent might give it away.

Now, type in the chat for us, where are you from? Where are you from? We had people register from 132 different countries. Isn't that insane? Isn't that insane? Give yourselves a massive round of applause. Florida, Alabama, London, must be very early morning. Maryland, St. George, Ohio, New Jersey, and also let us know in the chat, what industry do you sell in? Because we're going to be doing something very special over the next four days. We are going to be pulling some of you up to roleplay your exact industry live and get live feedback tying any PQ into what you sell. Who is excited for that? I think you guys are excited. Insurance, life insurance. Yeah, great. We've got B2B security, cyber security, water, health, fitness, water filtration. We got home improvement. These are the biggest industries that we actually train. And get this, we had just over 7,500 people register for this challenge. But you all, you're the 1,300 that actually have showed up. And you know what that says? That says that you're a congruent salesperson. A congruent salesperson does what they say they're going to do. When they say they're going to show up, they show up. We all know so many people out there that they say they're going to do something, but they just never do it. Does anybody know somebody like that? They say they want to be successful, but they never put themselves in a position to be successful. Just type yes if you know somebody like that. And clearly that isn't you. I know there's alignment between what you say and what you do. So the fact that you're here and you didn't come up with excuses that tells me you've already got the right ingredients. Am I right? Type yes in the chat. I think I'm right. I think I'm in the right room. We are in the right room, Tim. This is amazing. This is a high-level room.

Now, listen. This is so important you listen to every word I'm about to say because on Saturday at 11:59 p.m. Pacific, we're actually deleting all the replays and all the recordings of this 4-day challenge. They're gone forever. Why are we doing that? Because we've created a container. I spoke to Jeremy. I said, "Jeremy, we need to create a container to help people master sales now. Master sales now, not in a month, not in a year, but right now." So, everybody type clear in the chat. There's always a few people that message me on Sunday and they just get angry at me and they say, "Anthony, how dare you delete the recordings." So, I'm giving everyone ample notice that we're deleting the replay. So, type clear in the chat so that you get that. Um, there is one exception, however, I forgot to mention. That's our VIP members. Give me a VIP in the chat if you're a VIP member. Where my VIPs at? Where are you guys at? VIP. Okay, few of you are here. So VIPs, you're keeping unlimited access to every replay, every recording, and every session. So you can come back to it whenever you want. Now, why am I telling you that? Because if you're a VIP, I don't want you guys panicking to lose access. And secondly, if you're not in VIP yet, well, it's going to matter to you because the doors are still open. The doors are still open. So you can go to nepq.io/vip to get into the VIP. And why don't I do this? Why don't I bring it up on screen? So, you go to npq.io/vip.

Now, what do you get when you join our VIP experience, our upgraded experience? Well, I spoke to Jeremy and we're doing something pretty special for all of you. At the end of day two, we're running a closed door private intimate session. We have called the VIP. So, this will be a small intimate group where you can ask us any question you want over the last two days. So, tomorrow at the end of day two, you can have two days worth of notes in your book. You can ask us any questions you want. It's a live Q&A. We're also giving you the physical copy of our black book of questions. That's 273 questions mailed directly to your house, your office, wherever you like. We're also going to be giving you 90 days access inside our seventh level university where you get to do daily role plays with our certified coaches tying in what you learn throughout this 4-day challenge. You can do that in a smaller group setting for your industry. Who would like that? Just type me in the chat. That's pretty cool. Now, we're closing this tonight, though. So, this is your last chance to get into the VIP. Go to npq.io/vip.

Okay. And I wanted to ask you a question. Jeremy's like, I think one or two minutes away. Who knows Tony Robbins? Let me know who knows Tony Robbins, 'cause I want to share with you a story a friend told me. And I think this story will help you if you let it. So Tony Robbins, he had this event. He runs these events as you probably know. It's 2011. A very successful woman showed up to his event. Tell me her name when you can figure it out. She's worth roughly around $3 billion with a B and she was abused in her early childhood. Because of that, she had a stillborn baby by the age of 14. Terrible. She was put into a girl's home and she was black in the South in the 60s. What's her name? Few of you have got it. James, you got it. Thomas, you got it. Oprah Winfrey. Now, the question I have for all of you is, what are the chances that that person becomes Oprah Winfrey? See, she didn't let her situation define her. So, she's at one of Tony's events, and Tony asks the entire audience a question. He says, "Where do you think you are at reaching your full potential as a human being?" And he said, "Rate yourself on a scale of 1 to 10." And a friend of mine, he's sitting close to Oprah and he leans over and he was laughing and he jokingly says, "Hey Oprah, you're probably at like a 20, right?" Because is Oprah successful? I mean, she's super successful. And what number do you think Oprah gave herself? Let me know. Let me know in the chat. What number do you think she gave herself? She gave herself a three. And the reason I share this is despite all of her success, she feels like she's only scratched the surface of what a human being is truly capable of. So now I'm going to ask you the exact same question Tony asked Oprah. Where do you feel you're at on a scale of 1 to 10? Not compared to others, just you. Where are you at? And nobody's at a 10. 10 is you've mastered selling. You close 100%. There is literally nothing more to learn. And I don't feel like you would have spent four days with us if that was you. And a one is there's a heck of a lot more you could be doing right now. Where do you score yourself? All right. I'm seeing ones, twos, I'm seeing fours. I want to tie us together as a group because are we a team over the next four days? We're a team over the next four days. Yes or no? So, I'm going to tie us together as a group. What if I say a four? I'm seeing a lot of fours. I'm seeing a lot of fours. And if we're all at a four, what does that tell us? That tells us that we're at least leaving what? We're at least leaving 60% of opportunity on the table. So over the next 4 days, we all have to raise the bar because one of my mentors once told me, you're only as strong as your weakest link. But it's the strongest links that pull us forward. Think about it. You go to an event like this and someone's like there in the chat, they're being a negative Nancy the whole time. They're like just being skeptical. They're lowering the standard. They're calling out other people. They're bullying people in the chat. Those people, they lower the standard of the entire room. But that person, I know you've been in events like that. That person doesn't lower the standard only, they also lower your income. And if someone comes in and they play full out, they create an unforgettable experience. They raise the standard. So, I want every single one of you now. We've got, jeez, this is a high-level room. We've got nearly 2,000 people on this session. I want everyone to agree you're going to be the strongest link. So, type strongest link in the chat right now. Type strongest link because if I see anybody, we're going to be pulling some of you up to roleplay. I'm just going to tell you right now, if I see anybody being judgmental or being rude to another human being that's roleplaying and overcoming their fear, I will kick you out and blacklist your email so you can't rejoin. And I'll do that with pride because I'm here to protect this group. Are you guys cool with that? Are you guys cool with that? Let me know in the chat. Okay. Yeah, I knew I was in the right room.

And who would like Jeremy Miner to show you the plan that took him from below average where he was literally about to quit sales to after his first two months? You know what he did? Two months he was ready to quit sales, he then became the top, get this, 0.00001% in the entire world. If you would like Jeremy to show you that exact plan laid out step by step, type plan in the chat. Type plan in the chat. We're giving away some epic prizes. Jeremy's about to show you. So, I'm going to let him show you them. But make sure you all stay for live for the 4 days. We're giving away a Rolex. We're giving away one-to-ones. We're giving away a MacBook only for those that show up live for the full days. So, I'm about to introduce the man himself. I've had the absolute pleasure of working with Jeremy for it's coming up to 5 years now. Ever since I started as one of his advanced ascension clients back in 2021 and every time I'm with him, I still learn because get this, this guy, he spent tens of thousands of hours in the field actually making sales like you. Not just not just reading the books like all these gurus out there, but he was in the trenches talking to prospects daily like you are now. He has literally studied under every single person you can think of. He's an expert in neuro psychology. And what that is, it's the study of how the brain and the nervous system, they actually work together within human beings. And then he realized that most of it was way too complex. So he threw 99% of it out 'cause it doesn't work and created the 1% NEPQ and it works for every industry. You're about to witness that over the next 4 days. And over the next 4 days, he's actually going to share some of that with you because he does not, and me as well, we don't want you to spend 37,000+ hours learning the hard way like he did. We don't want you to have to keep winging it or dabbling. So, we're going to give you the real stuff over the next 4 days. So, everybody type, "Give it to me." Give it to me if you'd like us to give it to you over the next four days so you don't have to figure it out yourself. Because I think it's time to bring out the man who during his 17-year sales career before he retired, everybody get this for me, get this. You know, Jeremy was recognized by the direct selling industry as the 45th highest earning producer out of more than 108 million salespeople selling anything in any industry worldwide. His earnings, get this, when I heard this the first time, I was like mesmerized because his earnings as a commission-only sales rep were in the multiple seven figures every single year. And now seventh level, we've been ranked as the largest BTOC sales training company in the entire world. That's for 2026. And we just got ranked the third largest for B2B. This is based on annual revenues. Jeremy's a contributor for Inc. magazine, the Wall Street Journal, and he's a best-selling author. And today, we are here to share all of that with you. So, here's what we're going to do. We're going to watch a really short video. On the other end of this, you better fire up that chat and get that chat box going because you are about to learn something nobody else is teaching. I will see you on the other side.

Jeremy Miner. Jeremy Miner. Jeremy freaking Miner. For Jeremy Miner, the embodiment of this philosophy made him one of the wealthiest sales professionals on the planet. He was recognized in the direct selling industry as the 45th highest earning producer out of more than 108 million salespeople selling anything worldwide. His company seventh level was ranked the number one fastest growing sales training company in the US. He has literally changed my life. Catapulted me to the next level. This stuff is next level. It's life-changing and I truly believe it's going to shift the industry. Who's committed to mastery? Say, "I am." If that's you, I am. Say, "I am." If that's you, say I AM. IF THAT'S YOU, I am. Light up the chat and welcome to the stage for day one Jeremy Miner. Give it up in the chat everybody. You better fire that chat up. He's only coming out. Let's go. Shake. What's up, big dog? What's up, Mr. Miner? You good? Shake and bake, man. You know, and I've got a couple of prizes here that the team told me to show. So, apparently, somebody's winning like a new MacBook Pro. This little thing here in the box, you guys get it opened, shipped right to you. You get to open up yourself. And rumor has it there's this Rolex watch. Who would like a Rolex watch? Type in me if that's cool. And who would like to take your sales and your life to the next level? If that's you, say let's go in the chat. I want to see let's go if that's you. And once we show you how, once we show you how and what you need to do, how many of you are actually going to act on what we tell you to do? Type in I will if that's you. Type in I will if that's you.

Now, here's the thing. Anthony and I are going to ask you a lot of questions today, okay? And over the next four days, and sometimes we're going to ask you something and we're going to ask you to repeat it in the chats. I'm going to ask you to what? I'm going to ask you to repeat it. I'm going to ask you to what? I'm going to ask you to repeat it. Okay? And sometimes we might even be saying a sentence and we'll just kind of stop. You'll see this and we'll ask you to fill in the blank. I'm going to ask you to fill in the what? I'm going to ask you, okay, you guys are getting this. Anthony, I think we are in the right room. Let's go to that first slide. Now, what I'm going to do is I'm going to tell you a little bit of my story. Yes, that is a picture of me like 25 years ago. Time flies by quickly when you're having fun, doesn't it? And here's why I'm going to tell you the story. The story really relates to, I would say, what is necessary for you to get to a level that most salespeople don't even know they can get yet. Or if the business owner, like, can my business really scale this way? So, I got my first job selling home security systems door-to-door 24 years ago. That legitly is a picture of me in the first two months. Broke burnout college student. And like Anthony said, first two to three months I really sucked. There's about 300 reps in the company. Guess where I was ranked? The worst one, number 300. And I remember like being out on the doors couple months and I remember this one night manager came to pick me up. I had made zero sales for the day. And when you're in door-to-door sales, what's your base salary? Zero bagels. Okay, let's take the slide down. And I didn't sell anything. Made zero money. Had made zero money that entire week. And I started thinking to myself, you know, maybe maybe selling maybe selling just wasn't for me. Have you ever felt that way yourself? Have you have you ever noticed that you had, let's say, more money going out of your bank account than you had coming in? Well, that was me. And my sales manager when he picked me up that night, I still remember this Friday night, he popped in a Tony Robbins freaking CD. You guys know Tony Robbins, okay? And when I heard that, it like completely changed the way I viewed life, the way I viewed selling, persuasion, everything. And Tony said something like this. He said, "You will fail for the simple reason that you don't master the right skills." Let's go to that next slide.

So you will fail for the simple reason you don't learn the right skills that are necessary to succeed. He said the right skills. I'm like, what are the right skills? He went on to say that people who are average, those who fail or even those who never really reach their full potential like they could are dabblers. Write that down. They're dabblers and they just dabble. They don't commit to mastering skills. Now, why is that so crucial for you? Because when I heard Tony say that, it was like a light bulb went off on my head, like divine intervention from like the gods of sales that maybe, just maybe, what the company was training me and what I was learning from the, you know, the sales gurus, maybe they just weren't the right skills. Maybe they were outdated. Maybe they just didn't work as well as they used to, right? And you guys might have thought about that yourself. And Tony said this. He said, "You got to commit to mastery. You got to commit to your family to master these skills because I know you, like me, you want to provide a great lifestyle for your family as well." That's why you came here. Type in me if that's why you came here because you know you can provide better once you learn. Okay. So, I started to get really curious on why human beings do what they do. Because let me ask you this. Have you have you ever wondered how in the hell is it possible that salespeople who sell the same exact thing, same product or service with the same price points, selling to the same people using the same script, how do they get completely different results? Have you ever thought about that? How is that even possible? And I started asking myself these questions. What are the right questions to ask? How do I use my body language? How do I use my tonality to sell more? Maybe you've wondered that as well. Have you wondered what are the right questions I should ask? What are the techniques? What are the principles that work with human behavior where instead of me like doing all the work, how could I get my prospects to do all the work? How could I get my prospects to sell themselves? How could I get them to overcome their own objections and like pull me in rather than me like trying to push or pressure, which nobody likes that. That doesn't work. We all know that. And as I committed to mastering the right skills, guess what happened? Well, selling became pretty damn easy. And here's the thing. When it becomes easy, it becomes fun. And we lose that, you know, weird feeling of I don't want to pick up the phone or I don't want to knock on the door or I don't want to get on Zoom or I don't want to meet them at the house or their business. And when it gets that easy, guess what happens? It becomes very profitable. Now, why did I tell you a bit about my story? Here's the thing. I am not anyone famous. In fact, I'm actually just like you and I'm looking at you right now. I am someone that just realized very early on that if I wanted to provide a great lifestyle for my family, as you know, it's obvious you can't follow the status quo and sell like other sales people, right? I mean, we all know that, right? If we sell like everybody else, what results do we get? Like everybody else out there. And that's why you guys are here, right? Type in me if that's why you're here. Because unfortunately for me, I wasn't born out of my mother's womb with advanced questioning skills. Anybody born with advanced questioning skills? Nobody, right? I wasn't born with advanced tonality skills. Anybody born with advanced tonality skills? Unlikely. I wasn't born with advanced objection handling or prevention skills. Anybody born with those? No. You see, I had to acquire those skills. I had to commit to mastering those skills. So if I mastered then a kid who grew up, no silver spoon attached in the middle of Missouri on a cattle ranch outside of a town with less than 800 people. If that kid can master those skills, what does it mean for you? It means you can master the same skills as well. Would I be right? Even if you're doing well, you can do two, three, five times what you're doing now.

All right, you guys ready for this? I'm going to ask you this question. Type in the chat. Is selling something you do to people or is selling something you do for people? Selling something do two people or selling something you do for people? It's for people, right? Because if we have a belief system that selling is something you're doing to a person, how good are you ever going to be at selling? Not very good. And why do I say that? Because if we believe you're doing it to them, like it's a bad thing, like you're manipulating them. And because you believe it's a bad thing, what's going to happen to your nervous system when you go and try to close a sale? You're going to get nervous. You're going to have anxiety, right? Because you feel like it's something bad. Now, why is that important for you to understand? Well, look at yourself and just be real with yourself. How many of you have ever been presented with something from a salesperson that you knew you should do it, you should buy it, you could feel it, that it would solve your problems, it would get you everything that you wanted, and you knew that if you did it, it would completely change your life. It would get you the result you want. Even though you knew you did, you should do it, you still didn't do it. Type in me if that's you. How many of you ever been to an event like this? Maybe you're presented with something, maybe an idea. Maybe you could even invest in a training program that would help you sell more or run your business better or have a better relationship or better leads. And you knew that if you do it, it would completely change your life. Yet, you still didn't do it. Type in me if you've ever done that before. We should all be typing that in right now. Now, for a lot of people, that's called a pattern. Write down pattern. That's a behavioral pattern. So, if we have patterns that prevent us from doing something that we know we should do by default, would that also mean your prospects have the same patterns that hold them back from buying from you? Even though they know they should yes or no in the chat? Yes or no in the chat? We all know that's a yes. Right now, here's the question. Why do prospects develop patterns that hold them back from buying? It's because we've all got this brain. And the brain is like millions of years old whenever God put the first humans here on the earth. And the brain was never designed to thrive. It was simply designed for us to survive, to keep us safe. Now, why is that crucial for you to know about? Because anything that has the opportunity to move your prospect forward can be seen as a threat to the brain just because it's something new to them. It's unfamiliar. It's unknown. And remember, the brain was only designed to keep us safe, to keep us in the status quo, just like everybody else out there. But I don't believe you came here to stay in the status quo, did you? Yes or no in the chat? Yes or no in the chat. Okay. So, for the next few days, does Anthony and I have your permission to help you understand maybe what's in you that's holding you back from mastering the same rec. You guys okay with that? Because if we do that for you where we can teach you how to recognize your own patterns, what ability would that then give you? What skill level would that give you? That would give you the skill level to recognize whose patterns? Your prospects, right? And if you could master how to recognize their patterns that hold them back from buying from you, and we trained you the techniques to help them overcome that fear, would that cause you to sell more than you are now? Yes or no in the chat? Would that cause you to sell far more than you are now? Yes or no? Okay, we all know that. Now, why is that important for you to master? It's because of this. Because every objection you get, every prospect that does not buy comes down to the core of human beings having a fear of change. That's it. We don't have the money. Uh, your price is too high. It's too expensive. Need to talk to my spouse. Need to do more research. Need to get more quotes. Need to keep looking around. Wait till next quarter. Everything comes from the core of a fear of change. So whether your prospects want something better or they're trying to move away from pain, it's all about change. So it's going to be how good you are at helping your prospects view that in their mind by changing their situation. That means paying for your solution that is far less risky for them than them doing nothing at all. Staying the status quo, the problem stays the same and nothing ever changes. Which is more risky? Now, whose job is it to master how to help your prospects overcome this fear of change so you can help them? Type in whose job is that? That's that's our job, right? Because how many of you would trust yourself that you could sell far more than you are now if you just master the right skills? Type in mastery if that's you. If you know that. Okay. Now, why is it critical of you to master these skills? Because you all have prospects that say, "One day I'm going to do it right. Someday I'll get that life insurance policy when I'm older. One day I'll start investing more money down the road I'll get more leads. You know, one day I'm going to look at remodeling the kitchen." And where do all those prospects go? Where do they go? They go nowhere, right? Because that's the path that leads to nowhere. But that's not this group. That's not you. Because this is a high-level group, right? You came here to what? You came here to acquire skills that you don't have yet. Would I be right? Type in mastery if that's why you're here. Okay.

All right. Now, here's what we're going to do. Get into some training here. What I'm about to share with you right here, right now, let me get this set. Was the core that allowed me to go from being a below average rep my first year in selling to within four years of that making multiple seven figures. Let me repeat this. Making multiple seven figures every year in commissions. I didn't own the business. I was an employee, a rep just like you, working for a company just like you in the trenches. What I'm about to share with you today right now is something that no sales trainer, no speaker has ever mentioned to you before. Why? Because 99.9% don't even know it. Because they have zero background in human behavior and psychology, or they do by chance know it, which is rare. They don't even want you to know it. They want to keep it to themselves. Here's the thing. I know you cannot master selling influence and precision without it. So, I'm going to give it to you starting now. What I'm about to go over with you today in the next 3 days took me 18 years of high-level training in the trenches as a rep just like you, talking with prospects, closing. And during that 18-year career, I personally invested a bit under $900,000 of my own money to master it. Are you ready? Type in me if you're ready. Are you sure you're ready? Okay. All right. Let's get into this.

All right. Now, as you guys heard, as Anthony talked about, I went to school to become a psychologist, and I specialize in neuro psychology, which is the study of how the brain works with a human's nervous system. Now, we were taught that every human being sees the world through what we call frames. I want you to write down frames on your piece of paper. So, write down frames. Okay? Now, what is a frame? See this board? A frame is a belief system. Now, our belief systems where they come from primarily from the ages of 4 to 13, pretty much cemented by the time we leave the house at 18. And they come from how we were raised by our parents, uh, maybe the church we went to, uh, what cousins we hung out with or the friends we were around at school. Even if you're a kid now, the influencers your kids follow on TikTok influence their worldview, their belief system. That's called a frame. Are you with me on this? So, your prospect might have a belief, a frame that they always need to talk to their spouse, external validation, or they always need to think it over before they invest with you or buy something. That's their belief system. Now, do you want them to have that belief system when you're trying to help them solve their problems by buying? Yes or no? Do you want them to have that belief system? 'Cause how is that serving them that they need to talk with their spouse to get permission to solve their problems? That's kind of weird. Or they need to think it over because we all know that nobody goes and thinks it over. So, as a salesperson, how do you take them out of that belief system, that frame? That's called a D-frame. So, I want you to write down deframe. We're going to work on deframing. Type in me if you want to learn how to deframe your prospects out of those beliefs. Okay? And then, how do we reframe? How do we reframe their way of thinking into a new way of thinking? A new belief system. That's a new frame. Are you guys getting this? Yes or no in the chat? Okay. Well, I'm going to ask you this. Let me ask you this. You're going to even know about this. What's one of the first questions you start to ask yourself when a salesperson first starts talking to you? How much is this going to cost? Anybody ever have that thought when you first start talking to a salesperson? Yes. But the question is why does the brain even think that? Why does it go there? So here's my question. And if you're thinking that, does that also mean your prospects are probably thinking that as well when you talk to them? Yes or no in the chat? Okay. Well, we all know that, right? So, the question is, how do you take them out of that frame, that belief, which we call that? Pay attention. This is important. Price or cost-based thinking. And then how do we reframe them into this? Write this down. This is really important here. Results-based thinking where we get them to focus on the result of what you're selling. Remember, you're not selling the thing. You're selling the what? The results of what your thing does. Nobody cares about the thing. They care about the results or the outcome of what the thing does. Now, if you're the type of person who wants to master what I just went over, type in me. Type in me if that's you. Okay. All right. You guys want me to show you some examples today with some of our clients role-playing. Okay. That's what I thought. Let's go to that next slide.

Now, we're going to talk today about what's called Well, actually, let's talk about this for a second. You know, one of the people that influenced the NPQ methodology that I created, neuro emotional persuasion questions, was this man here, Sigmund Freud. You guys ever heard of him? And one of his top students, Carl Jung. Carl Jung. And I'll kind of paraphrase what they said. They didn't say this exactly, but I'm going to make it easier for you. They basically said that people do who they believe they are. People do who they believe they are. Now, what do I mean by that? That people make their decisions based on the identity of the person who they believe they are. So, your prospects are making decisions based on the identity of who they believe they are. Because the strongest psyche, the strongest form of psyche is to stay consistent with who we believe we are. Yes or no? Okay. So, how do I build them into the identity of the person who becomes a buyer? How do I take each person and build them into the identity of the person who is a forward thinker, who makes smart decisions for themselves and their families, that doesn't need to talk to their spouse because they're the provider, that they're the independent woman, that they're the provider of the home. How do I make them into that identity that they're a forward-thinking CEO and they don't procrastinate? Type in me if you want to learn how to do that because that takes you to a whole new level. Now, we're going to go over this today. This is called connection questions. Okay? And connection questions take the focus off you and put on the prospect. They help you disarm the prospect to let their guard down. Type in me if you know you got to master how to get your prospect's guard down. We all know that, right? And what else they do? Take them from price or cost-based thinking to results-based thinking. Now what we're going to do today over the next three days as well, four days, is we picked we hand-selected nine to 10 different clients from several different industries. That's hard to do. You know, I've trained over a million salespeople, got hundreds of thousands of clients. How do we pick nine or 10? So if you're one of our clients and we didn't pick you, don't take offense. We just randomly picked some different people and some volunteered. I will tell you each of these clients we picked are now in the top 1% or higher in their industries as top earners. But here's the cool thing. Even a few of them 6 months ago were on a similar Zoom like you in your same situation. Weren't even a client and six months later they're in the top 1% of their industry. Type in me if you're the type of person who wants to get to that level. Okay, a year ago, two years ago, some have been here five years in our training programs. Okay, now let's bring out that first client. We have a Cadence Sanchez. We selected Kaden Sanchez. We had him out here on one of our other ones maybe six, seven, eight months ago and everybody voted that they wanted to come back. So, let's pull up Kaden Sanchez that go ahead.

Let's let's go through the rules. Hey, Jay, as we bring in. That's right. Yeah. While we're bringing up Mr. Kaden Sanchez, while we're bringing him up, let's go through the rules. Anthony, what are the rules of the role-play? 'Cause who in here wants to role-play to get better? Who in here wants to get better? You want to get better at selling? I want to get better. Yeah. You're not going to get better being a spectator. I'll tell you that right now. So, I want people participating. And not just that, Jeremy, remember the Rolex or do you remember the prizes we're giving away? What do they have to do to get this Rolex? Yeah. What do they have to do? Well, rumor has it. It's got it's got a lot of diamonds on here. You know, Cy called me. So, if you guys don't know, well, Anthony, I mean, obviously Anthony knows. Cory's my business partner. He's the chief marketing officer of the company. That's how you know who we are. Um, we selected this that the diamonds on. We felt like you guys deserve one with diamonds. Who likes diamonds on your Rolex, baby? There you I don't even have a I don't have a Rolex with diamonds. That's awesome. Okay. So, the reason you want to make sure you are role-playing is we're actually tracking engagement over the next 4 days. So, we're tracking all your comments. We're tracking who is live and you've got a substantially higher chance of winning that Rolex if you raise your hand and you get selected to role-play. So, here are the rules of the role-play. Take note. This will be the same over the four days. Number one, you have to have a working camera. Yes. You'd be surprised. We get somebody up, they have a working camera, it doesn't work. Mic doesn't work. So, working camera, working microphone, you're not a client yet in our NEPQ 2.0 ascension to mastery, our pro or our advanced inner circle. If you're a client, you already know this. Reserve this for somebody that doesn't so they can get the help. So, if that is you and you would like to role-play with Kaden Sanchez, listen up. You have to type this in the chat box right now. And only type in if you want to role-play. Type in the industry you sell and role-play. For example, insurance role-play, B2B role-play, SAS role-play, etc. So, type in your industry and then type role-play next to it. We'll be selecting one of you to come up. And Jeremy, I made it easier for everybody. This is going to pop up on your screen. Yes. If this shows up on your screen, not this one, but the next one. Press the blue button. So, you're going to press the blue button and then we'll take you backstage, check your camera mic, and then bring. Press the blue button. Press the blue button. The last time we did this, people started pressing the other button and they got rejected. Press the blue one. Exactly. So, let's go. We painted colors for you guys. We made it. Unless you're color blind, I can't help you. I'm sorry. Maybe there's some Zoom feature. So, everybody put your hands together for our first client in the top 0.1% in this industry. Give it up for Kaden Sanchez. Give it up everybody. Mr. Sanchez. Um, let's make that uh let's make that bigger there. Perfect. All right. Congratulations. You know what? Shake and bake, man. What's going on with you? Just shaking and baking. You got voted to be back on here. You do so well. Um, okay. So, you've been you've been in the training programs for like four and a half, five years. Uh, where do you live and what do you sell, big dog? I'm in Salt Lake City, Utah. Sell life insurance, uh, final expense, mortgage protection, ILs, annuities, the whole. Okay. Now, I remember, uh, and I think this is important. Here's why I do this. You know there's always these myths that we believe about ourselves. These stories we believe about ourselves. Everybody, sometimes we make up stories in our mind, right? You know, Tony Robbins once famously told us, he actually told me, I'm in a zenith group, told us about 3 weeks ago, he's like, human beings are story-making machines. We make up stories and then we attach a meaning to said story and that controls our life. No bueno. Right. So I remember Kaden that a long time ago you believed in this lie that since you were not a natural-born salesperson out of your mother's womb that you didn't, you know, you didn't have the gift of the gab that you just needed more time and as soon as you got more experience in reps and sales eventually down the road you had figured out. Where where did that way of thinking get you? It didn't get me very far. It didn't get me back. I was in an office at the time where everybody that was doing well had been in the business for significantly longer. And so I just had that thought in my head and it moved me almost nowhere. Could be trouble. All right. Uh, what made you realize that you, because before you, before you uh committed mastery, would you say you're a winger, dabbler, or a know-it-all? Um, oh man, probably a winger. Probably a winger. Yeah, a lot of wingers out there. Way better to get committed to mastery. You could make more money apparently. Now, um, do we have somebody coming? Do we have somebody coming, Anthony? Who wants to role-play with Anthony? This is or with with Kaden. This could be pretty fun. Who do we got? Who do we got? Two minutes away, Jay. Two minutes away. Two minutes away. Fixing the camera. Have them select somebody. Fix that camera. So, Kaden, what do you feel like I know you've been in the training for several years. Uh, and one thing I admire about you is look, you're smart. When I don't think you even realize this, but I kind of know how much you make and I typed it into AI. And I was like, this type of income for your industry, what does this rank this person at? And it was like 0.01%. Because you're like, I don't think I'm even in the top like 0.1%. I'm like, dude, this is what AI says you are based on your earnings. What, what, what do you sell? Yeah, we're selling life insurance, so I'm in a broker model. Uh, so we're, you know, a lot of coaching other people how to do it now and training other people. You know, what I learned here, which has been amazing and a really, really cool journey. And we're selling, you know, a lot of final expense policies, a ton of mortgage protection and, um, ILs, annuities, and so it's been. I love your industry. Life insurance, final expense, health insurance, commercial insurance, PNC, uh, every insurance. That's the largest industry we train. We have a few hundred thousand agents in our program. So, well done. Um, what do you feel like is the, what was the most important skill you learned in like our mastery training programs that has helped you scale to where you're at? I mean, you're literally 0.0001% earner in your industry now. Oh my goodness. Um, it's really tough to boil it down to one. Uh, because I learned so much. I don't know if I can boil it down to one. I would say the tonality. Let's talk about Let's talk about disarming. We have someone, Jeremy. We have somebody. So, rather than talking about it, why don't we show them how it's done? Let's just show them. Let's do it. So, everybody, for our first volunteer, give it up for Jeffrey. Give it up for Jeffrey. Let's go. Jeffrey. Let's go. Oh, let's bring up Jeffrey. All right, let's bring up Jeffrey. Where's Jeffrey team? I'm not seeing Jeffrey. There's Jeffrey. All right.

Let's get Jeffrey in here. I see a face. Jeffrey, how are you, big dog?

Good. Thank you.

Hey, you got a you got a lot of courage up here. There's 2300 people or so on here now. So, it takes a lot of courage.

Shows us that you're a leader. Uh, what do you sell? I sell property and casually and life insurance.

Okay. PNC. Oh, this will be a great role play because you guys are both in the same industry. Well done. Okay. Um so, so here's what I here's what I want you to do. So, in this role play, Jeffrey, um Kaden's going to be the prospect first. You're going to be you. Okay. Do you want to sell do you want to sell life insurance? Do you want to sell?

You want to sell PNC?

Casually.

Now, how do you how do your leads get in front of you?

Uh networking mainly. Um, I buy some of them.

Okay. So, let's go off like you're buying some leads because a lot of people on here buy leads. They have leads. Let's go with that role play. That's going to help them the most. So, pretend So, Kaden responded to some ad or how did you get his information?

Yeah, he responded to an ad. I'm following up on it.

Okay. So, he responded to an ad. He doesn't know who's calling him or when. It's kind of an outbound call. And what I want to see from you, Jeffrey, is kind of the first words and questions out of your mouth to really disarm him where his guard goes down. And I want to see how you start to take him from like price or cost-based thinking to like results-based thinking. Are you ready? Okay. And you're going to do well. Now, here's what we're going to do. Everybody type in the chat what Jeffrey does well, okay? And maybe what he can improve on, if anything. This is constructive feedback. I swear if I hear anyone being a bully, we will kick you out and we will permanently ban you where you can never even buy any of our training programs. And that is not good for you. I can tell you that. All right. So, this is constructive feedback because we're all on the same team. Okay. This is important. So, Jeffrey, um what I'm going to do is I'll show you what you do well because I'm sure there's stuff you're doing well that I want you to keep doing. And then if needed, do you want Kate and I to show you any tweaks if that helps?

Yes.

You want to get better? Sure. Okay.

All right. Um,

Kayen, you need to know anything from Jeffrey?

Uh, I'm guessing leads are generated on like a Facebook ad or what what type of ad? Just so I know.

That's fine.

Okay.

All right. Here we go.

Easy enough.

Jeffrey, the floor is yours. Make the phone call. And here we go.

Hello, Kaden. How you doing? My name is Jeff Formers Insurance.

Okay. What What do you need?

Not really. What What do you need? following up with you on on the uh inquire that you had. You were interested in uh some some home insurance and I wanted to talk to you a little bit about it.

Oh, yeah. Can you call me back and like can can you call me back tomorrow? Maybe.

I could, but I just curious what did prompted you and your uh your interest in and our agencies farmer insurance?

Oh, I thought it was going to give me a quote online. Uh I was just I was just shopping around. Um I'm not I don't even know if I'm really going to make a change, though. Well, just something to remember that it it's much better to be talking with a a person like myself that you know is a human that cares about you and and wants you to be properly covered for the things that are most important to you uh versus you going online and and just choosing and kind of uh spinning the wheel and hoping you get a good coverage. So, um what time would be best to give you a call back? And I'll I'll promise I will only take up a little bit of your time and send you some great quotes.

Um, yeah, maybe sometime in the evening. Uh, I I get home about

5. Okay.

Okay. Tomorrow or Wednesday?

All right. Wednesday. I'll give you a call Wednesday about

either one.

All right. Let's go ahead and stop there.

All right. So, Jeffrey, so Kaden, what do you feel like Jeffrey did well?

I think your tone is pretty good. Uh, when when you opened the call, it was a fairly familiar tone. like I almost like I should have been expecting your call and you know a lot of times that that tone is hard to to master and so I thought that was pretty good.

Yeah, good calm tone. Uh what do you feel like he could improve on possibly?

Uh as you know that's a lot of times that objection is just a smoke screen, you know, where they're just like trying to get you off the phone because that's how it is on Facebook, right? People sometimes don't realize they think they're just going to get a quote online. and they're not really wanting to talk to anybody and then you call them and they ask you to call them and they're they act baffled that that you called.

And so I think just a little bit more structure in terms of knowing where to go and being prepared when somebody says that to be able to push through and and have the conversation right then and there.

Yeah, 100%. And okay, so a couple things that I noticed. So, first of all, good good job on like the tone part as far as like coming across uh relaxed and calm because that typically lowers the guard somewhat. Okay. But there's there's other things that we have to say and do to get it really down because obviously if he said, "Hey, can you you know, I'm not interested quick." That means the guard went up, right? Triggered reaction, defensive mechanism. So, I want you to be very careful when the prospect answers the phone uh saying like, "Is this Caden?" Okay? Because immediately if I say, "Is this the person's name?" What does that imply to that person? That you're a stranger automatically.

So, the guard is up in the first 3 seconds. So, I'm going to say Kaden. Yeah, it's Jeffrey. I I want to act like I'm familiar because he's the one that filled out the form. I'm calling him back. I'm doing him a favor. Who has the problem? You or the prospect, Jeffrey?

They do.

Yeah,

they do.

Who has a solution to solve it, though?

I do.

You do. So,

right,

we're going to train you how to get them to qualify to you rather than you qualifying to them because you're not the one that has the problem. They are. Okay? So, I want you to be careful about opening up like that and immediately saying, "How are you doing today?" When a salesperson asks you that question, just be real. Hey, how's your day going? Does your brain think, "I'm so glad the salesperson cares about my day. They're so nice." Or do you say,

"No,

they're just trying to get me to like them so they can sell me their thing."

And is everybody noticed that? Everybody. Okay. So, you know what I'm saying, Jeff? So, if you're feeling that, what are they going to feel? Same thing. They they know even if you are interested in how their day is going, they don't believe you are because every salesperson asks that predictable question. You see what I'm saying? And these are little things that we we just haven't learned yet. Okay. Now, another thing I want you to be careful of is saying I'm just following up with your request for information, your interest. Those are type of things I don't want to use following up, checking in, circling back because how many other sales people that have emailed them, called them throughout their lifetime, selling them anything probably have said the same thing.

Yeah, probably a few.

So remember, our brains recognize patterns. Yeah, I recognize our brain recognize patterns. Are those words that they are familiar with from other salespeople? Yeah. So their brain recognizes that pattern. Okay. And where do they associate most sales people? Not good, right? Okay. So I don't want to I don't want to sound like other sales people because that t their survival part of the brain puts you in that category like oh salesperson trying to sell me something guard up. We don't want to come across I don't want you to have to come across that way because you got to have you these people like need your help and you can help them. Okay. Um and then be careful um about saying You know, I really want you to know like you really need to understand, you need to talk with like a person who really cares about you. In the first one minute of a sales call, how much trust or credibility do we really have with that prospect? Zero. Right.

So, does that and even though you do care about them, Jeffrey, I know you do. That's why you're in it. Does the prospect really know you care about them a minute in? Probably not, right? But as I build that trust and credibility, they feel that by the questions I ask and how I ask those questions where they feel like I genuinely care. But if I just say, "I care about you in the first minute or two," it's hard for them to feel like you do since it's a quick it's a it's an early sales call if that makes sense. Be careful about that. Okay? Even though you do care, they don't know you care because you're a complete stranger. Okay? And then I also want you to be careful about buying into their story about, "Hey, can you call me back later?" and you saying yes. What time? It's like us saying like how high do you want me to jump? Do you want me to jump off this cliff? Because remember, who has the problem? You're the prospect.

They do.

Yeah. You're the one that can solve that.

Yeah.

Yeah. So, when we get that, we can even say, "Oh, yeah. Just, you know, I've only got a few minutes before my next appointment anyways." And then I keep going. So, instead of agreeing, "Oh, and I've only got a few minutes before my next appointment anyways, John." And then I go to the next question. Okay? Does that make sense? now.

Yes. Excellent. Thank you.

Now, what we're going to do though, Kane's going to role play now on you. And you can be just as hard on him as he was on you. In fact, he deserves it. Jeff, you make it hard on. Okay? No easy prospect here. And so, what I want you to do, and I want everybody to pay attention to Caden's tonality, okay? How he asked the questions. Remember your mama always said what? It's not what you say, it's how you say it. That's your tonality. That's how the prospect interprets your your the reason behind why you're asking the questions, your intention behind them. Okay? So, I want you to pay attention to Haden's tonality. I want you to pay attention to when you throw out little objections, how he reframes those, okay? Where they're not really an objection real quick. And I want you to pay attention how he leads you into this process where your guard probably starts to come down a bit even though it's a role play. You ready?

All right.

Okay. So, uh Kaden, you tell him. Do you want You want to I guess he could be a new lead like that. You want to do that?

Yeah. Just a life insurance lead.

Okay. Everybody ready? Type in me if you are ready to hear a top 01% earner in his business. Okay. All right. Kayen, the floor is yours. Jeff, don't be easy.

All right. Ring.

Hello. This is Jeff.

Jeffrey. Jeffrey. It's just Kaden. Uh, I'm I'm just licensed with the state.

I I got the request that you'd put in about possibly looking at at life insurance. Were you looking for yourself or a loved one?

I was for myself.

Oh, okay. Yeah, easy enough. Were you looking for anything specific or just wanting to look at all the options?

Yeah, probably um an IL save some money down the road saving the capital.

Okay.

But

All right. Yeah, it sounds like you've been doing some learning about it and so you've already been looking into it. That makes it that makes it easy. And so in terms of the ILS, how familiar are you with how they work right now? Just so I don't bore you to death.

Um, fairly familiar, but um, you know, basically I just want, you know, like half a million and um, like like to get the best value I guess that I can from it.

Yeah, Two birds, one stone. A little bit of life insurance, grow your money at the same time. who who doesn't like to take take care of two things at once. Uh well, this call is a pretty quick and easy one. Uh really just for us to get a better idea of what you currently have in place. That way we can actually like compare to just make sure that the IL would even make sense in the first place. Okay.

Okay. Appreciate that.

Now, you're not going to be mad at me if the IL doesn't make sense, right?

No.

Okay, perfect. Now, in terms of your current life insurance, what what do you already have in place? Walk me through that.

Um, I have probably about 350,000 um in combination of term and and

Okay. So, you already Oh, you already have an ILO?

Yeah, I I have some, but I just don't feel like I have enough. No.

What uh what makes you feel like like with what you have that that that's not enough? Um, my wife and I kind of we both want to have about the same on each other and she has probably another 100.

I'm gonna I'm gonna pause it there. Jeffrey, you're doing a good job, Kayen, I want you to go harder, man. Everyone in the chat's like, Jeffrey, throw an objection. Throw an objection. So,

you got to be hard,

dude. Go hard. Go hard like your prospects because I know your prospects aren't that easy. Come on now,

yeah. we'll start over and give me whatever

start from the start and throw the same objections you get day after day after day after day. Like don't go easy on Kaden. He's a big boy. He can handle it.

100%. Now I I I will tell you guys because I reviewed a lot of Cadence calls once you master selling. Once you learn the right skills, you actually get a lot of prospects like this because you get really good at disarming them. But Jeffrey, go hard, not easy. We need to show We need to show the hard side of Jeffrey. Let's go.

All right. So, Kate, I don't know what company you represent, so I'm not sure. Can you tell me at least who you're from?

Oh, yeah. Yeah, I Yeah, I apologize. We're actually just licensed with the state, and so we don't work with any one specific company. That's why I ask a few questions to get to know you a little bit better. That way, I can kind of assess which company is going to be the best fit. Are you with me there?

Yeah. What's the name of the company that you're with, though?

Yeah. The the brokerage is called Lasting Mark and so it's just a a brokerage. We work with over a 100 insurance companies. Uh that way I can shop around for you unless you want to spend the time to shop around yourself.

No. How long have you been doing it?

Oh, I've been doing it for Well, it feels like a lifetime. Uh but it's been hell it's been six years and it's moved by pretty quick. Uh you're asking really good questions. I can tell that you've looked around before. Uh, and so that's going to help us quite a bit because really as we dive into this, uh, what we believe in is just making sure that you're in a good spot. And so we'll go through all of that and really make sure that whatever we look at is going to be a good fit. Okay.

Okay.

Now, with your Now, let's come back to the the start, Jeffrey, and I'm just going to call you again and give me an objection in the intro. Uh, kind of like I did with you, like, you know, I'm I'm busy right now. Call me back later. You know, I'm not in what, whatever you want to say. Um, ring ring.

Go hard, Jeff.

This is Jeff.

Hey, Jeff. It's just Kaden. Kaden Sanchez. Uh, I'm I'm licensed with the state. I I got the request it looks like you'd put in about possibly looking at life insurance. Were you looking for yourself or a loved one?

Uh, I am, but who who are you with?

Oh, I Yeah, I apologize. I'm just licensed with the state, so we're brokers. We're able to shop around for you. Were you looking for anything specific or just wanting to look over different options?

Yeah, I guess I would like to be able to at least look up the company that you're with. I want to make sure that I'm dealing with

Oh, yeah. It's a Yeah, it's a brokerage and so it's lasting mark. Uh, and you're a way ahead of most people. Uh, because I actually I'm required to send you my information. Do you receive text messages on this phone?

Uh, yeah, but I prefer emails. But um, yeah, if you can just email me something and then I can just

Yeah, the email I've got for you, it looks like it's jeff123gmail.com. Is that right?

Yeah, that's fine.

Okay, perfect. Yeah, if you want to pull that up. I'm required

Yeah, I'm required to send you some information. And so I'm going to send you some information right now. Just my information and the company information. And then we kind of have to narrow it down a little bit based on the information that you put in. It looks like there's like hundreds of options of insurance. And so once I know a little bit better, then I can send you whatever information is is necessary. Okay.

Okay. And how long will that take for you to narrow it down?

Uh oh, I apologize. I actually No, I actually have another appointment. What was that? I'm sorry.

No, no, no. I said, are you just asking me a bunch of questions? Am I filling stuff out?

No, not yet. Uh, right now I just need to ask a few questions. uh just a few to get a better idea so I can narrow it down a little bit and then I'll be able to send everything over. Uh so it's pretty simple and it's pretty quick and easy. Uh I'll just ask you some questions to see what all you're going to be qualified for, see what discounts you're eligible for, and then we can narrow it down together and I can I can send you the information. It just takes a couple of minutes. Okay.

Yeah. I I just gota have I have about a minute. But uh you know I I usually like to look over and then talk to but

yeah and you'll be able to look over all of it. Of course like I said I have another appointment coming up so I only have a couple of minutes myself and then I'll be able to kind of narrow it down and send the information over to you and then we can go from there if that helps. Would that help?

A minute.

Sure.

Easy enough. Okay. Uh grab a pen and paper for me. the the state just has me give you some of my information and the company information like I was saying. Just let me know when you're ready.

Yeah. Go ahead.

Okay. And so here I'll have you write down my name and then I would have you write down my name and my my information, my MPN and that stuff. Um and then I'd have you repeat it back to me. We'll just say that you repeated it back to me and I'll say that. Uh all right, perfect. You passed the test. Uh now are we starting from scratch on this or do you already have something in place?

Um, I have some in place, but I feel like I need to have a little more.

Oh, okay. Yeah, happy to look at it for you. With what you have now, what makes you feel like you uh like like that might not be enough?

Um, just want to have equal amounts with my wife.

Oh, okay. So, she has a little bit more than you. How much How much more are you looking to get? Um, you know, I I probably need to look at how much it's going to cost and then kind of back.

Yeah, there's a happy medium there, isn't there? Uh, and and we'll look at that, of course. The only reason I ask how much you're ideally looking to get is just so I have like a baseline to start with and then we can look and make sure it fits into the budget. Did you have like how much coverage does your wife have?

About a half million.

Okay. And how much do you have currently? Uh, yeah, it's about three or four. I I I don't know off the top of my head, but

Okay, let's stop there. Let's stop there. This is really good. Okay. All right, Jeffrey, what what was what was the difference? What did you notice from Kaden first call and second call?

I just think he does a good job of just continuing the conversation and and not letting you, you know, bring up objections. I mean, he keeps asking questions, so you got to keep answering them. Just like a conversation that's not necessarily like, you know, I'm going to jump into my sales pitch.

Sure. It It sounds conversational. Would you say it doesn't sound script? It sounds conversational. Right. Now, the question is,

how does it sound conversational? And why do you feel it was conversational? Okay. So, did you see how every time you threw an objection, he just agreed and then reframed it to mean something different and then just kept asking the next question? So, when you said like, "Oh, I don't have much time." He said, "Oh, I've only got a few minutes before my next appointment anyways." Now, Kaden, why would we teach you how to do that?

Yeah, because it's it's all about the frame that's created and how the prospect is looking at me. And so, if they're like, "Oh, I only have a little bit of time and I'm fitting into their window." Well, now they have all of the authority and they're in control. Whereas if I have limited time, I'm busy. I'm in demand. And I immediately be start to become the trusted authority.

Yeah. He's taking back the frame. Does that make sense? Remember who has the problem? You or the prospect. The prospect who has a solution, you do. So, see, he's refraraming. Now, this takes a while. It's not like you're he's done with you at this point. And here's the thing. Is he doing that to you or is he doing that for you? He's doing that for you. Yeah.

Because if he can't get your guard down and you don't get the policy when you pass away, that means your spouse is left with not as much as you want. And that's on him if he doesn't know how to disarm you. Okay? So, he's doing this for you to get your guard down so you can actually open up. You know, Tony Robbins said it best at my last mastermind with him. I'm in a group of 25 of us with Tony and Dean. He said, "Every human being wears a mask of how they want society and everyone to view them, including you, the salesperson." So when that prospect answers the phone, guys, they have a mask on. Most sales people, unfortunately, because they haven't learned the right skills, they're selling to the effing mask. They're stuck selling to the mask. So the prospect never opens up. They stay guarded. What we're going to train you over four days is how to get that prospect to willingly want to take their mask off where you're selling to the real human being behind that mask. The human being that really needs the help. Type in me if you're getting what I'm throwing down by the mask. Okay. Now, a couple of other things in here. Um, look what Kaden did when he first called. Did you see how his tone sound? Hey, it's Kaden. Kaden Sanchez. uh just got your request about the online form about looking at different uh life insurance options. Were you looking at uh something for yourself or just wanting to see the different options? Does tone sound somewhat familiar?

It's Kaden. Kaden Sanchez. You see the difference in that? Okay. So, that's that verbal pause there, that familiar tone that causes the prospect's guard down because what happens on the other end, Jeff, as you know, the prospect's brain goes, "Who's Kaden Sanchez? How do I know Kaden Sanchez? Cuz his voice sounds familiar. They never say, "Who is this?" Now, if I don't have a familiar tone, hi, is this Jeff? Hey, Jeff, this is Cadence Sanchez with XYZ company. I just got your form about salesperson trying to sell me something, he can say the same words and get a completely different reaction from the prospect based on his tonality. Type in tonality if you're starting to understand the difference here. So, when we say our prospects are hard, our leads throw us out objections, that's because we haven't learned yet how to get their guard down with our tonality. Kayen, before we trained you advanced tonality, what kind of prospects did you notice you had pretty much every call?

Uh, steamrolling prospects. Uh, the kind that were not interested and were angry.

And once you started to master tonality, magically those prospects turned into what? You get lay downs.

Lay downs. That's the difference. Does everybody understand? It's not the leads. That's what the wingers believe. It's how we communicate with the leads that matters. Everybody getting this. Now, a couple other things that Kaden did there. Did you see here at the end? He's like, "Well, let's just make sure that an IL would even make sense." Now, Kaden, why on earth would you say that? Why wouldn't you say, "Of course, you need an IL in the first two minutes."

Yeah. I'm just taking the pressure out. you know, I'm taking the pressure out. Uh especially with something like that where,

you know, a lot of times it's kind of confusing to learn about. There's so much information online and so I know that there's a lot of pressure there and so I'm completely removing the pressure uh just because I know that most prospects are going to come in already thinking that.

Yeah. Do you see how he's lowering your guard? Now, does that prospect know you can help them in the first two minutes? No. Because you have zero trust and credibility. Do I know I can help them? Yes, but they don't know that. So, as Kaden builds that gap from where you are to where you want to be, then Caden will get far more assumptive because there's more trust. There's more pain that he allows you to feel. But none of that is in that first two minutes. So, I got to be more neutral in my languaging. Does that make sense, Jeffrey? Get the guard down. Okay. And another thing that he did there, there's a lot of nuances, but a lot of what he did is like when you said like, I've got, you know, I'm looking at getting something, you know, that's similar with my wife, he said, well, what's caused you to feel like you might want more, though? Do you see how he did that? Rather than saying, do you like the polish, the coverage you have, uh, you know, why do you, you know, like what what's some of the issues you have with it? See, those are all predictable leading questions that the prospect knows where they go, right? So, see how we're teaching him to relanguage that question. Reframe it, Jeff. Like, what's caused you to feel like what you have might not be enough? And now you start to open up and tell him. Is everybody getting this? Type in me if you're starting to get this. Okay. All right, Kaden. Any any last words of advice for Jeff?

No, I I think you're in the right place, Jeff. And I think you already know that as well as everybody else here. Appreciate you, coach. You've changed my life and my family's life and couldn't be more grateful and thankful.

It's an honor. We're having you speak at our event uh coming up in July live, the the Dallas event, 2,000 people in person. I'm going to be excited to hear you.

All right, Congratulations. Now, Jeff, we got to ask you, Jeff, before you came on here, Jeff, were you a winger, dabbler, or a know-it-aller?

A dabbler. Yeah.

Can you see how that's gotten you where you're at? Yep.

Okay. Are you ready to commit to mastery so you can help more families?

Okay. You're going to help a lot more people. You're going to change a lot of lives. Everybody give it up for Jeffrey and Kaden. Well done, guys. Well done, Jeffrey. Well done, Kaden.

Anthony, we are just warming up, my friend. You know, we're an hour in and we are just barely beginning. Everybody learned something from that. Type in what you learned real quick. I want to know what everybody learned. It's kind of fun, you know. And here's what I want to go through. You guys, you guys heard me talk about wingers, dabblers, no dollar, committed to mastery. Like, what the hell is Jeremy talking about? Well, there's four types types of salespeople. Four types of entrepreneurs. Really, four types of anybody in life. Okay? And here's what I want you to do. I want you to take a look at maybe where you're at now compared to where you want to be. So, the first type is the winger. You know the type, right? They wing everything. They say something different to every prospect. They don't know what works. They don't know what doesn't work. And when they don't make many sales, who do they typically blame? The leads, right? The leads are bad. My leads are broke. Everybody's mean. They never blame their lack of skill level. And where do most of those sales people or entrepreneurs go? They get fired or they go out of business. That's the winger. Now, the second one, that's the dabbler. Okay, the dabblers, you know who they are. They buy a few sales books every year. Maybe they attend a free event like this one. Maybe they buy a cheap sales course for a hundred or 200 bucks. Maybe they even follow me on some of the basic, you know what, reels on Instagram or YouTube or LinkedIn. And they believe the lie. Unfortunately, that if they just stay in long enough, if they get enough reps, eventually one day hopefully they'll figure it out, which what the hell kind of strategy is that? We all know that's not going to work. And most salespeople are here. Most entrepreneurs are here and that's why they stay average. If they ever get good, it's because they're forced to play the numbers game. They're forced to work 10, 12, 14 hours a day. And where do they go? They eventually burn out. That's the dabbler. And I think all of you know someone who's a dabbler in sales intimately, don't you? Now, the third type, let's go to the next slide. That's the know-it-aller. The know-it-allers, they initially invested quite a bit of funding into sales training. they got good. Maybe they got up to six figures a year. Maybe even multiple six figures a year, even three or four or 500,000 a year. If they're a business owner, they got to seven or even eight figures a year. Then unfortunately, what happened? They get a big head. They get a big ego. Think they know everything there is to know about sales and persuasion. They stop investing their skill level and their income gets capped. That's the know-it-all. Now, I'm not saying any of you are a know-it-all. And then the fourth type, the few, the proud, the ones who are committed to mastery. They invest in their skill level all the time. They're resourceful. They find funding for it. And they don't want to learn from their mistakes. They're smart. They learn from other people's mistakes so they don't make the same mistakes themselves. They want success now, not months or years down the road. Their learning curve is a hundred times faster. These reps know that training is not something you did in the past. Training is something you do all the time if we want to stay in the top 1% or even get there or above. And these are the few. These are the top 1%. They're committed to mastery. Now, Anthony, let's do a Zoom poll. Let's bring up Anthony real quick. And I want to see where everyone is, where everyone's at as a group so we know how to train them the most because we're all in this together. We're all on the same team.

I love how open this group is. Jeremy, this has to be the most open group. I saw Carlos say, "I'm a know-it-aller and I'm not happy about it." I love how open this group is. So, let's do a poll because this tells me everyone's willing to get better. So, you're gonna see something pop up on your screen right now. So, click on are you a winger, dabler, know it aller or I close 100%. I've mastered selling nothing more to learn. I know that's nobody here. So, which one are you? And I am going to I'm going to share the results here in just a moment. All right, 10 more seconds. Nine, eight. Click it on your screen. On your screen, everybody click what's coming up. Five, four, three, two, and one. What do we got? What are the results? Boom. Can you see that on your side, Jay?

Yes. Wingers at 20%, we've got dabblers at 68%. And that's pretty normal. That's pretty normal. That's why, you know, unfortunately, most sales people just kind of stay there in the middle and average. Okay, then that's not their fault. Maybe they just What do we always say, Anthony? The biggest problem in sales is what? The problem that you don't know you have, right? Cuz if we don't know what our problem is, how do we ever change it? Well, that's why we're here, right? That's why sales people and companies come to us. No dollars, 11% and Anthony, we have one, we have 15 people out of 2,000 that say they have mastered selling. They close 100%. Now, everybody in the chat, those 15 people, we love you. Everybody that's in the chat with those 15 people say that they've mastered selling, they close 100%. Would they possibly be a know-it-aller? Possibly. I don't know. I mean, in my career, when I was making over $3 million a year in straight commissions, I was still learning. Was Tom Brady still learning his last season in the NFL? Yes or no? Was Serena Williams still learning her last season playing tennis? Yes or no? See, they're committed to mastery right now. Type in mastery if you're the type of person who's committed to mastering sales now and not keep pushing down the road like everybody else there. Cuz that's the room that we're in. All right. Now,

a really engaged room, Jeremy. Really room. I love it.

Yeah. Because here's the thing. What's the number one thing that determines your income as a salesperson or if you own the business determines if you scale the company or grow it to its full potential? What's the number one thing that's going to determine that? Your skill level. Right. Okay. Okay. Right. All right. Now, let's go to this next slide. We're going to talk a little bit about tonality. Let's go and put the five top tonalities. There's five top tonalities that we have to master if we want to sell more. If we want to get in the top 5%, the top 1% of our industries. And I will tell you, mastering tonality is probably one of the biggest reasons why even women lady bosses come into our mastery training programs. Why? because they're already kind of their DNA is all about loving and caring as well as other things. So, they're good at showing a concern tone, a tone that shows empathy. Men, we have to train that. Like men don't have a lot of empathy sometimes. So, we have to train that. But sometimes the lady bosses can show too much empathy when the prospect just tells them a story on why they can't get started. And that doesn't really help the prospect overcome their fear of change. So, we have to master how do I learn how to use that concern tone to be more concerned about the consequences of what happens if they don't change their situation. Now, how do I switch from that concern tone to maybe a challenging tone sometimes? Why would I use a challenging tone? Where can I do that? Or how do I use a curious tone? How and why would I use that compared to maybe being a playful tone or even a confused tone in certain circumstances? And you might even be thinking about a time where everything was going great in a sale and you said something and you immediately noticed the prospect's guard coming up and they shut down and you lost the deal. Type in me if you've ever had that situation happen where you're like, I don't even know what I said. Okay, because how many deals have you simply lost because you haven't mastered that yet? Okay, now Anthony, I'm going to throw it over for you. We've got a cool little exercise and then let's get into we got a few more role plays tonight. I hope everybody's ready. It's going to be fun.

All right, give it up for Jeremy. Jeremy, go have a drink of water. You're working hard over there, man. You had a busy weekend, you know, round table workshop over there in Scottsdale. Give it up for Jeremy, everybody. Is he playing full out? Yeah, he's playing full out. Okay, I want to do an exercise for you. Jeremy keeps talking about something. You've probably noticed him have a common theme about patterns. So the question I have for all of you is what is a pattern? Let me know in the chat. What's a pattern? What is a pattern? Meaning what else? Yeah. Repeated behavior. Yeah. It's it's kind of like a habit. So how many of you have some some good habits? Put them up. Say yes in the chat if you got some good habits. Let me let me re ask. Who brushed their teeth this morning? I hope you brush your teeth this morning. You brush your teeth. You've all got some good habits. Now, how many of you also have some bad habits? How many of you have some bad habits? Type me in the chat. I'm going to raise my hand. We all have some bad habits, right? We're only human beings. So, I'm going to show you something. This is fascinating when you understand what a pattern really is. So, I'm going to say a word. What I want everyone to do right now, wherever you're at, unless you're driving, put your hands out about six inches in front of you, like this. Six inches in front of you. Put your hands out about six inches in front of you. Unless you're driving, make sure you keep your hands on the wheel. I ain't being li I'm not going to be liable for any wrecks over there. Okay. Now, when I say the word go, I want everybody to clap. So, the chat box should be silent for the next 20 seconds. Okay. When I say go, everybody clap. Ready? 3 2 1 go. 3 2 1 go. 3 2 1 go. 3 2 1 go. 3 2 1 All right. Oh, now back on your keyboards. How many of you clap? Just type yes if you clapped. Type yes if you clapped. Isn't this fascinating my people? Few thousand of you here on a Monday or Tuesday if you're in Monica of the Woods. How quickly did you all pick up a pattern? See, in less than literally five seconds, we've already started to develop a pattern. And the reason why is because your brain is learning that in real time. Are you seeing how fast your brain picks up a pattern? How fast it locks into a new habit. So the question I have for you is how quickly in your business or in your life or maybe you have a sales interaction and it doesn't go your way. Maybe the first time you have a second call. Third time you didn't make the sale. And then you start to develop a pattern. Oh, that's just how my audience is. Oh, my prospects are broke. Oh, my leads suck. How many of you are guilty of that? So, what we end up doing is we end up developing a pattern mentally and emotionally that takes us out of the situation where we begin to judge our prospects and ourselves. And those are the things I'm telling you right now because I have been there. Those are the things that will literally take your life and your business in the wrong direction. Are you guys picking up what I'm putting down? Type yeah in the chat. Type yeah in the chat if you guys are getting this. But I'm going to show you as quickly as we can form a pattern. I'm going to show you how quickly we can break it. So put your hands back up in front of you 6 in apart. And when I say the word go, I want you all to interlace all of your fingers like so. I want you all to interlace all of your fingers like so. Ready? Three, two, one, interace. Now, everybody, look down at your thumbs. Look down at your thumbs. It's this is really interesting because the latest research actually shows that if your what if your right thumb is over your left. So just separate for a second and type me if your right thumb was over your left like that. Type me if your right thumb was over your left. Okay, we got a few right thumb was over your left. The latest research shows that if your right thumb was over your left then you're a creative person. It also says you're very sexy and you're going to be an amazing lover for the rest of your life. So, no switching. Yeah, I'm looking at you, Zachary. No switching. Okay. Who had their left thumb over their right? Just type me in the chat if that was you. Who had their left thumb over their right? Like so. Uhhuh. Okay. Well, this is good, too. You know what this tells us? You're my logical thinkers and you're going to be multi- multi-millionaires. Well done. So now you're like, "Do I want the love or do I want the money?" Did anybody have their thumbs side by side like this? Wait, you didn't interlace at all. Just type me in the chat. Type me in the chat. Everyone's like, "Yeah, multi-millionaire." Okay. Well, a few of you had your thumb side by side. This is good as well. It means you're going to have a lot of love and you're going to make a lot of money. So, well done to you. Now, here's the thing, though. Here's the thing. Everybody, pay close attention. When I say go, I want you to switch everything. I want you to switch all your fingers up from their position. So, switch it all up. Ready? Three, two, one, and switch. How does that feel in the chat? Type how does that feel in the chat. Weird. It feels off. It feels strange. Do you know why? Because I broke your what? When I made you switch up, what did I break? I broke your what? Let me know in the chat. Come on, let me know in the chat. Exactly. I broke your pattern. And my point is this. When you change your way of doing things, when you push yourself to that limit, like think about this. When you get outside the box and and you think about how you're interacting, how you're running your sales interactions, how you're running your life, and you change that and you change the way you're doing things, and you start learning a new approach, it's going to feel a little uncomfortable. And that's the reason most people never change or they never commit to long-term change because discomfort to the brain is danger. When you are uncomfortable, your brain is built for survival. So the default is let me go back to what's comfortable, what's familiar, even when it's not working. Because I I'm even sure if some of you are still holding your hands like this subconsciously, some of you probably already switched back without even knowing. So remember this as we go.

Into the next role play. Fear lives in your comfort zone. Growth lives where? Outside of it. That's why we're not just learning tactics here over the next four days. We are unlearning patterns. We're breaking your stories. We're rewiring the identity that shows up every time you try to lead, influence, and sell. And that's why we're going to keep challenging you over the next four days to become a better person that's willing to break their patterns. If you guys are cool with that, type in the chat, "Break my patterns." Break my patterns. Jeremy, this is a high... You know what? This has to be one of the most engaged groups I've ever seen. This chat box is firing.

"It is firing." There's a few thousand of people still in here an hour and 25 minutes in. That shows us one thing: that you're committed, that there's change on, I would say, the horizon. And Anthony, I want to ask them in the chat: Are you open for Anthony and I to keep you accountable? Type in "me" if you're open for Anthony and I to keep you accountable. Okay. And now I'm going to ask you why. Why do you want to keep... why do you want us to keep you accountable? Because a lot of people out there, they don't want to be accountable to anything. And that's why they never go anywhere in their lives. So type in why you want Anthony and I to hold you accountable for you to actually get where you want to go. Type in "why." I want to see that. There is a lot of firing through there, Anthony. I don't... I can't even keep up.

"Okay." "To change my life." Somebody said, "To change my life." "Yeah." And it's really, you know, um, I was thinking about this yesterday because we had a a round table event here in Scottsdale with, uh, um, about 30 of our highest, like level seven master class. This is the highest program we even offer. And part of the fulfillment is is meeting in person. And, you know, I shared a story that when I first got into sales, the reason why I invested so much in my skill level, it was hundreds of thousands of dollars eventually, but even in the first couple years, I invested over $100,000. I didn't have that money starting out. I was a kid. But the reason why I did that was not because I was like doing it for like pleasure or like to be able to make all this money to buy a Lamborghini or to buy some, you know, $5 million crazy house or anything. The reason why I did it because I was running away from something. You know, Anthony just talked to you about patterns we have and the fear of change. Are we all aware that fear is a normal thing? Fear. Every human being has fear. Even like Warren Buffett or Oprah Winfrey or Elon Musk, everyone has fear. It's just what we choose to do with that fear that separates us from one to the other. Because I had the fear that I was, you know, I was running away from... I was running away from being my dad. And I love him. But I was running away from the feeling I had as a little boy, looking up at him at the toy store and asking him if I could buy this toy and him looking at me and saying, "Son, we can't afford it." And the tears he had that he really wanted to do it, but he didn't have the money. And I was running away from that being me when I had my kids because I didn't want my kids looking up at me and me having those tears in my eyes saying I couldn't afford it. And maybe you guys have felt that way yourself. Type in "me" if you've ever... if your fear is that and you're running away from that fear now. We can do something with that fear because one person takes that fear and they say, "I'm a victim. I because I grew up in a poor family, I'm going to be poor. I'm never going to be successful. Nobody's been successful in my family." And the other person takes that same fear and looks at it in the eyes and says, "That's going to drive me where I'm never going to be in that position again, and I'm never going to have to tell my kids that they can't have something." Type in "me" if that's you. If you're the type of person who's driven by that fear and you're gonna change that.

Okay, this is good. All right, now let's go ahead and bring up... I have time for a role play. Let's go and bring up this other client. We've got Jim Nukem that volunteered to do this role play. Let's go and bring Jim up. And Anthony, what are the rules of the role play, my friend?

"Okay, let's do this. So, the same rules everybody. Working camera, working mic. You are not a client of ours yet. And for this example, we want someone in B2B, right, Jay? Is that what we're going for in this one?"

"Yeah, that's cuz Jim's in B2B. We got about 30% of the entire audience here is in B2B sales. So, let's do an example for B2B as well here."

"Okay. So, here's what I want you to type in the chat. I want you to type B2B and the industry you sell. So, B2B and then the industry you sell. You're going to get this button on screen. Press the blue button and we'll see you in just a moment to role play. But in the meantime, let's give it up for the man himself who is an absolute master at what he does and we're going to be seeing him in July as well. Give it up for Jim Nukem."

"All right, Jim, welcome to the call. Got a few have you on a few of these or having me speak at our big event in Dallas. Uh, Jim, why don't you tell everybody, uh, what do you... you know, where do you live and what do you sell, my friend?"

"Yeah, so I'm in the the Tampa Bay, Florida area and I am in, uh, software as a service. So, tech sales."

"Tech sales. But the, you know, crazy a couple years ago that was like an industry we rarely train. Now it's in the top 10. Like it has moved up. Big industry. Um, okay. So, you're, you know, you've been in our training for I think about three years now. Our mastery training, uh, programs. Um, committed to mastery obviously with your results here that we've seen, uh, ranked in the top 1% probably actually higher in your industry now. I've heard you got all these bonuses and stock options and crazy stuff. Now, anybody want to get stock options in your company and you're a salesperson? How many sales people just get stock options because they bring in tens of millions of dollars? Type in 'me' if you want to be that person."

"Okay. Now, I know Jim, this wasn't always the case, though. You weren't born this way. Uh, before you committed to mastery, before you got into our training, were you a winger, dabbler, or know-it-all?"

"Um, you know, I was solidly in the dabbler camp. I would like read a book, an audio book every here and there and be like, 'Yeah, I got a good tip.' Uh, and I was... I was just dabbling all the time."

"Just a dabbler. Now, uh, you told me, uh, at one of our events, I don't remember which one it was. I think the Atlanta event, the live one, that you... I didn't even know this from me, but you believed this thing before you got into the training programs, NEPQ, that it wouldn't work in B2B, even though we're like the fourth largest in that space, but you didn't believe it would work because the executives you talked to, the C-suite executives are all logical. They never would open up emotionally and you would never be able to ask them those type of questions. Just all logical thinkers. What, what did you find out once you got into training?"

"Uh, yeah, it turns out that even, uh, you know, a lot of this stuff, oh, they're they're just logical. It's all about business value. Not true at all. And when you taught me how to tap into really, I would even say, like, one of the biggest things I learned from you is that persuasion starts in the nervous system, which is crazy when I really realized that and get into their emotional side of things and what it would mean for them and the business, everything changed. It was crazy."

"Well, yeah, because..."

"Do human beings biologically or emotionally? Emotionally. There's zero debate in science on this. You cannot make a decision without it starting in the emotional side of your brain. I feel like a drink of water because I'm thirsty. So your brain feels like something. You make the decision based on a feeling and then you justify why you made the decision. Does everybody understand how this works? So if we're thinking that, oh, our prospects are all logical, it's impossible. They literally cannot make a decision logically. It starts with their emotional side of the brain. So the right question would be, is Jeremy, Jim, you know, everybody, I don't know how yet to get my prospects to open up. Will you train me how? Is that a better question for everybody?"

"Okay, good. All right. Uh, and congratulations on your results. I know you're in President's Club every year making bank. Well done. Uh, let's bring up... Do we got somebody to roll?"

"We do. And and we actually have our first lady boss of this challenge. Can we please give a massive round of applause for Katie Felton? Give it up everybody."

"All right, Katie. All right, cool. That's a cool name. K-A-D-E. I like, 'Mom, why did you give me the boring name, Jeremy?' Like, what the heck? Cool. So, Katie, where do you live and what do you sell?"

"So, I live near Nashville, Tennessee, and I work in compliance for the trucking industry. We have two software solutions that we sell. One for driver file management and one around the asset management side."

"Okay. So, SaaS as well. Okay. Good. And what, what, uh, what problems do you solve for your prospects?"

"We can solve anything from registrations, field tax reporting. Um, basically, a lot of a lot of companies we find, they... we start asking them the uncovering questions and they have all these paper files. They don't know what they have. Things are missing. They don't know who..."

"Trouble."

"Do you save them time?"

"We do. Yeah, that's the number one thing that we save them."

"Percent of time."

"Time is money, right?"

"Time is money. Yeah."

"Time is a lot of money. Lost a lot of money. Okay, good. So, here's what we want you to focus on. I want you to focus the beginning of the conversation. Now, how do your leads get in front of you? Do you have like an STR that cold calls and books them onto your calendar? Do you cold call to book them on the calendar? How do they get in front of you?"

"Yeah. So, our marketing person's pretty great, so we do get a lot of leads from that. We also go to quite a few conferences. We just went to Geotab recently in, um, Vegas, if you're familiar with that. Um, so, we get a lot of leads from there as well."

"Calling."

"Okay, let's go... Let's go in this example where you're you've already cold called, you've booked the appointment. Now, since we're on Zoom, it makes more sense. You've already cold called Jen before and now here's your discovery call with Jen. Would that be accurate?"

"Yeah. Yeah."

"Okay. So, I want you to start like you would normally do and I want to see what I'm... what we're looking for is, you know, what questions are you asking to get Jim's guard down, right, in the first part of it and start to, you know, reframe his mind from cost to price-based thinking to why he's there, like the results of what he's really looking for. Okay? And then we're going to show you what you do well because I want you to keep doing that. Don't change that. And if needed, do you want us to show you some tweaks to possibly help you even more?"

"Yeah, I do want to point out too, I just stepped into this role in January. So, and I knew nothing about the trucking industry before that. So..."

"Hey, you know what? This is great because, uh, I, I would say, you know, even new salespeople, it's a big reason why they come into our training programs because, look, they don't want to be like all the dabblers out there that just hope and pray one day they'll figure it out. They want to figure it out right now because once again, time is money, as you know. Okay. Um, Jim, what do you need to know from Katie before we start the role play?"

"Uh, what's... what's my role? Who am I?"

"Um, you're going to be owning a trucking company. Um, you can make up..."

"How you're handling things currently if you have it on paper. Spreadsheets. You like your spreadsheets. You might be using multiple systems, not quite happy with them. Or you might tell me you're fine."

"All right, sounds good."

"Okay, you guys ready? Okay, everybody in the chats, type in what Katie does well, what she can improve on. This is constructive feedback because we're all on the same team. We're all here to to get better. And, uh, and then we'll, uh, we'll go through it right after. Katie, you've got the floor. You're going to do really well. Here we go. Takes a lot of courage to get up here in front of a few thousand people. So, it shows us you're a leader. Good."

"Here we go."

"All right. Ring ring."

"Well, no. You're going to be on Zoom."

"Oh."

"Yeah. So, we'll just pretend I just jumped on Zoom."

"Oh, perfect. All right. Hey Jim, how are you doing? How have you been since the the conference that we saw yet?"

"Uh, you know, can't complain. How about you?"

"I've been good. Did you, uh, see anything you liked at the conference? Anything that stood out to you?"

"Uh, no. You know, they always got those, uh, cool gadgets and stuff. Um, but no, you know, I hit the buffet and, uh, just had a good time and everything. It was a good, good event. I liked it. Yeah, honestly, I might hit the buffet too many times. But, uh, how's, um, I know you mentioned you were looking at maybe a better way to manage your current driver files. I was wondering what systems you have in place, if any."

"Oh, yeah. Yeah. So, I've got, um, well, yeah, we got we got some pretty solid systems. Um, because I've got like an Excel going back for the last 20 years that I've had the company. So, it's like this big spreadsheet. Like, I've got like all the data on there. So, it's it's pretty, it's pretty solid. Um, I mean, I want to hear what you got, uh, for sure, though."

"Yeah. I mean, we'll absolutely, absolutely get into that. Um, but first, I just kind of want to understand, you know, what might be making you to look to make that change. Um, if I could ask you another question or two. Do you have time right right now?"

"Yeah. Yeah. I can... I got a couple minutes."

"Perfect. Yeah. I want to be respectful of your time. So, um, on those spreadsheets, do you have a process for tracking renewals for your drivers? How do you know when, you know, they need to go get their driver's license renewed?"

"Yeah. Um, my manager, Jeff, mostly takes care of that. Uh, is what is what I would say. So, I think I think we got to get to have them there."

"Okay. And does Jeff have to relay that to the drivers or do they get a... is it automatically notified to them?"

"No. You know, whenever they're whenever they're around, we kind of just make sure we're like, you know, give them a little kick in the butt, like, 'Hey, where's that renewal?' And then, you know, we put it in there when we get it. Yeah."

"Okay. Okay. And, um, how many drivers are you having to do that for?"

"It's it's a it's a lot. Um, I mean, we got like one, two, yeah. Between two and three dozen at any given time. Yeah."

"Okay. All right. Um, and then I know you have to do annual MVRs for drivers. That's the requirement for DOT. Are you still doing that and how are you managing that?"

"Um, we do that on the spreadsheet too. Would you could we just could you show me kind of what it how it works though with your system because I want to know if it would make sense."

"Yeah, I'm just trying to kind of understand your pain points because, I mean, I, I don't even know if we would be the right system for you. Um, I want to make sure that, you know, there's some actual pain there of things you're looking to change because I, I don't want to sell you something that's, you know, not going to be helpful to you."

"Yeah. Um, let me follow that up with..."

"It's not that bad. Yeah."

"Um, are you..."

"Okay, let's go ahead. Let's go and stop there. Good job. Just due to time. Hey, you did good. There's some things you did well there. A few tweaks that we're going to show you to help you even more. First of all, Jim, what do you feel like she did well?"

"Uh, I feel like your general demeanor was really disarming. So, that was really good. Um, and you did try and loop me back. So, I thought it was really good as I tried to sort of take you off track. You did a really good job kind of looping me back to where you were trying to take me. So, both of those are really good."

"What do you feel like she could improve on?"

"Uh, two things that that stood out cuz I was kind of in the zone trying to be my best, uh, trucking company owner. You asked me if I had time."

"Yeah."

"Don't do that. Especially some Type A owner."

"Yeah, I've got like five minutes. What, what is this? How much does it cost? Like, I didn't want to be mean on the webinar, right? But you're going to get that a lot. So, um, that for sure. And also a lot of Type A, high ego business people, if you start talking about, 'What are your pain points?' 'What do you mean by pain points? I've got a great successful company.' It could be tough."

"Yeah, there's... remember, every human being, every prospect you talk to, wears a mask. They're showing up, they wear a mask. So, if we ask those type of questions, we're going to get what? The masked. We're selling to the mask. They're not going to take the mask off and tell you the truth, right? So, it triggers them to keep that mask. 'Hold on to my mask. I don't want them to show any weakness,' right? So, well done on that. Now, a couple of things. Um, if you're going to get on there and I noticed that, you know, hey, they were at the conference, so that makes sense. Instead of asking a closing question like, 'Did you see anything at the conference you liked?' Just make it more open. Just like, 'So, hey, when you're at the conference, what did you kind of see that you liked?' It's more conversational rather than, 'Did you?' Is it kind of a yes or no short answer type of thing? I want to open them up. What, what did you like about the conference or what did you see that you liked if you're going to start that? Okay. Um, now instead of going... the next question you asked is a really good question where you said, um, 'What was it, you know, what do you have, what process do you have in place or something like that?' That's more of a situation question. We would train you. So, it's a little bit further down. I first need to disarm them. So, the first thing I want to do is get them into results-based thinking. So, easy thing for you to do, and Jim will will show you here, is you're like, 'So, at the event, let's say you saw him. So, hey, you know, Jim, when we were at the event, like, what was it that we kind of went over that caused you to feel like, hey, maybe, maybe I should look into this a bit further?' Now, why would I ask that type of question there, Jim? Why would I want to ask that there?"

"Is I would want to help... I would... Well, first of all, I want to find out for myself what did they see that maybe resonated. I also want them to remind themselves and start to get into results-based thinking."

"Yeah. So, what was it that we went over that caused you to feel like, hey, maybe, maybe I should look into this a bit further? See, I'm still neutral. I can't get assumptive yet because how much trust and credibility do I have a minute in? Not much. As I build that gap in the trust, I can be more assumptive, but that's not yet. I got to disarm them. That's all I'm doing in the connection stage. Okay. So, that gets him in. Well, when we were talking about... and they start telling you now, sometimes, as Jim knows, as you know, you ask a question like that and they'll give you like a short answer. Jim, give me like a short, like just answer you might get from that. Just like they don't really open."

"'Yeah, it was good.'"

"Well, in particular, kind of what was it that caused you, like, 'Hey, I maybe I should talk to Kaylee. Maybe I should talk to...'"

"'Yeah, it said something about the the records. It was the records. Yeah.'"

"Well, in what way? The records, though?"

"'Yeah. It's just, you know, we're just looking at at options to, um, we, we just want to see if there's a better something better out there. For the record.'"

"'Yeah, we'd have to see. It's a big reason why companies come to us in your space. Now, let me ask you. Now, see, see what I'm doing there is I'm looping back around because a lot of times your prospects, this is everybody. You'll ask a question and you guys know your prospect, where's the mask? And they just give you like a vague answer or they don't even answer the question. You ever notice that, Kaylee?"

"So, what I just did there is an example of what's called a loop. I looped back around and re-asked the question a different way because if I just accept that [ __ ] answer, let's all be frank, right? Um, that's called a non-commit. It's... I call it non-committal languaging. So, if they just give you vague answers like non-committal languaging throughout, what's the likelihood they're going to commit and take the next step to book the next demo with you? Unlikely. Not committed. So, I have to loop back around and get them to open up, take the mask off. Does that make sense? Is everybody getting what I'm throwing down? Type in 'me' if that made sense to you. Okay. Another thing here, um, that I, that I noticed here, um, that I want you to say. So, instead of saying, 'I think you said, 'Do you have a process?' What, what question did you ask? You said something like, 'Do you have a process for XYZ?' What was that question?"

"Uh, do you have a current system in place?"

"Okay. Instead of using that close-ended because that causes the brain to say yes or no, I want to say, 'So, what, what process?' Now, what are you trying to find out? Like, what pro... what their process does to what?"

"I'm trying to find out what their process does and then ask them for what reason if you didn't have to."

"But for what reason? What, what reason? Like, process does what? That's what I need to know from you. I'm asking you like, what, like, what process do you have in place to ensure that you're what?"

"You're DOT compliant and that you have everything you need."

"Yeah. Okay. So, so what process..."

"And you're not putting too much time on it."

"Okay. So, perfect. Perfect. So, let me help you reframe. So, 'What process do you have in place to make sure you're DOT compliant?' See, that changes the question. 'What process do you have in place?' Not, 'Do you?' Does that make sense? Now, did you notice how my tone ended a little bit concerned there at the end? What does that do in the brain?"

"Creates doubt that they might not be compliant."

"Seeds doubt. Do you see? But if I ask that in a curious tone, yeah, 'What process do you have in place to to for the DOT compliance?' Oh, I don't know. You have to talk to Fred. You get service level answers. Okay. Jim, when we see doubt like that, what do you notice started happening once I started training you that?"

"Um, the way I think of it, you start to get a huge more like a ton of emotional engagement, but also they begin to trust you and that mask that Jeremy's talking about begins to slip off bit by bit. And when you demonstrate what you know, it is real concern and they feel it."

"When they feel you're really concerned for them because you know what's going to happen if they're not DOT compliant, all of a sudden they're going to open up because they trust you and they're going to spill the beans. And now all of a sudden you can really help them."

"Yeah. And if you get a prospect really early that's like, 'Hey, can you just tell me what you have?' You, you, you started off that really good. Just like he said, don't say pain points because business owners, but I don't... they just, you know, they're tough, right? Especially in the trucking industry. It's a big space that we train in logistics. Just say, 'Oh, yeah.' And, and just so you know, we'll go over those details. You know, it's really going to depend on what you have in place now for your X, Y, and Z. And once I understand all those details, I can go through all the different options we have. Would that help you more?' So that's an example of answering the question but answering indirectly because now it makes sense on why you don't know what they need because you don't know all these different things. Okay? Especially if they say, 'How much is it going to cost?' Because you know if you just tell them the cost without any gap, it is obviously going to be a no, right? Too expensive. But I can't sweep it underneath the rug like ignoring it because then they feel like you're sweeping underneath the rug and the trust is lost. Does that make sense? Okay, let's have Jim role play on you. Now, rumor has it if we have time, Jim even has a recorded prospecting call with a real person. Maybe if we have time, we can play it. Does anybody want to hear that? But I want to see Jim role play on you first. Okay. So, Jim, tell Kaylee what, what, uh, what you do."

"Yeah. So, you're going to be a manager at a big professional association. So, like the American Truckers Association, for example. You manage the annual membership awards program and it's really big and important, but right now it's all spreadsheets and PDFs and emails. It's very manual. So, you put in a demo request on our website looking for help. And so, we're jumping on the call now."

"All right. And everybody pay attention to Jim's tonality, his body language. Does his questions he asked start to disarm the prospect? Kaylee, don't be easy. Okay. All right. Here we go."

"Hey, Kaylee. What's going on in your neck? What's..."

"Hey. Uh, who, who's this?"

"So, we... This would be like a booked appointment, so you jumped on too hard from the beginning. All right. Hey, Jim. How are you?"

"Not much. Let's go. Well, you know, just, um, staying out of trouble, but, uh, the day is young, you know. So, yeah. I look, you, you'd put in a demo request, it looks like, on the website, just on some, uh, some possible outside help with the awards program. Is that right?"

"Yeah. You know, I was just kind of price shopping around. I don't know that we're going to make a change right now, but..."

"Oh, yeah. Yeah. We can, we can talk about may or may not, may or may not even make sense. Um, what did you, what did you see on the website or or heard about OpenWater that, um, caused you to even want to want to chat with us though?"

"Oh, you know, we're just kind of doing things on on spreadsheets and, you know, we got we got some PDF files and and shared files that are, I mean, they're working pretty good, but I just, you know, if there was something that was affordable, we might we might make a change, but I, I don't know. I'd have to get that approved, you know."

"Oh, yeah. Yeah. That's all it's all pretty typical and like that more manual type of process is probably it's probably the number one situation folks would come to us with. But, um, just so I understand, like, what would you overall hope could actually happen by, you know, possibly switching to something more, um, like automated and streamlined like an OpenWater type system?"

"Um, I mean, yeah, I could save some time possibly, but I mean, I really want some visibility, you know, across the the team, but they, I mean, they can all log into the spreadsheet, so I don't, I don't know if that's necessary."

"Well, no, no one comes to us for less time and visibility, right? They always want more. So, but we can, yeah, we can get into that. See if it would even make sense for you. And, um, I don't know how much Jack had shared, but these first calls are really on the basic side. It, it's really just for us to get an understanding of like, where things are at with like the, the manual spreadsheets and all that compared to what you might really want, right? Just we can kind of see what that gap looks like. Um, and then towards the end of the call, if it sounds like OpenWater, you know, might be kind of what you're possibly looking for, we can go over some options for, uh, for possible next steps. Would that help if we went over that for you?"

"Yeah. I mean, we could, but I mean, what, what's something like this going to cost? That's..."

"Oh, yeah. We can go over that for you for sure if that would, if it would help you. I just need to understand a little bit about like the the logistics of the program and kind of the different parameters like, um, like how many, how many completed submissions would you say you get every year overall?"

"Oh, you know, we're probably, you know, at least 1500 a year."

"Oh, okay. That's a healthy volume. You're doing that on spreadsheets?"

"Yeah, I mean, it's been working pretty good though so far."

"Oh, yeah. Yeah, for sure. And then where does the, uh, awards program fit in as far as like strategic importance for the organization as a whole?"

"I mean, yeah, it's definitely very important. I mean, it's one of the biggest..."

"In what ways though?"

"Um, I mean, it's, it's very important to make sure you have everything documented correctly. Um, so that you, you know, you have the right statistics and everything when you're when you're doing something like that. All right, we're kind of in the situation."

"Perfect. All right, good job. Now, well done. Good job on being the, you know, I say medium prospect. It's a booked call, so you're going to have a little bit more openness, but that doesn't mean they're going to buy, obviously. Um, what did you notice that was different that Jim did?"

"Uh, he definitely kept me on track. Even though I was being hard on him, he kept..."

"Doing that pattern interrupt and and getting me to answer questions. Well, and he did it in a way where did you feel like it was conversational or scripted?"

"Definitely natural, natural."

"Like a natural conversation, like you were talking with your friend."

"But it was very structured, very skilled conversation. Uh, now did you notice a few things that he did there? So, at the very beginning when you got on there and asked him how he was doing, he didn't say like, 'Oh, I'm doing good' or 'Just working hard,' which that doesn't... it doesn't hurt you to say things like that, but it doesn't really help you. What did he say? He's like, 'Oh, you know, just trying to stay out of trouble. What about you?' So, he's just kind of playful there. Now, Jim, why do we teach you how to be playful there when the opportunity arises? We don't just do it to do it, but when there's context, we do it."

"Um, because especially like all of, so many of the prospects in B2B have been burned by salespeople before. When they jump on, their guard is up. And so if we can get them to chuckle, this is one of actually the, the craziest things that, uh, I learned from Jeremy. If we can get them to laugh, even just sort of a casual chuckle, like we make kind of a dad joke, that calms their nervous system down significantly. So now that they're disarmed, now say, 'Hey, and yeah, what did you actually see that you really liked?' And we're going to get a better answer from them."

"Yeah. Does that make sense? We're not... We're not doing it to be like the class clown. We're doing that strategically because what happens when you use a playful tone? Now, we don't do this just all the time, it has to have certain context in there, like you asked him how he was doing, so that made sense. But psychologically, what that does, Katie, and everybody else, is it releases what's called dopamine from your adrenaline gland and it goes up to your brain, which then calms the nervous system. So, is it easier to sell to somebody if their nervous system is calm or triggered? We all know the answer, right? Okay, that's what I mean when I say disarming the prospect. I'm really meaning I'm calming the nervous system. You see the difference there? Okay. Now, a couple other things he did there. Notice the first question starts to take you out of price or cost-based thinking to resulting. 'Looks like you submitted a demo about some possible help with, uh, maybe automating your awards program, right?' See, with what he does, the end result is he automates their awards program, which saves them like X hours each day and where they don't have to have employees do that. Just automate it. Saves them like tens of thousands of dollars a week. Okay? So, he's getting you into that end result with the first question. See the difference in that? Okay. And then what did he do when you started to kind of like, 'Oh, we're just looking and everything?' He's like, 'Yeah, it might not even make sense for you to do anything.' He went to the next question. Now, that's a disarming technique, Jim. Why do we teach you to do something like that?"

"Cuz if we actually get like oppositional and we're contradictory, it turns into a battle. And that's a battle you're going to lose. I want to disarm them and just keep rolling through the script."

"Yeah. You guys see that difference? And he's rolling in it like where it feels conversational. He's not doing that to you, he's doing it for you. Because if he can't get your guard down, he's stuck selling to the mask. Type in 'me' if you're tired of selling to the damn mask. We want to sell to the real human underneath that mask, the real person that needs help, the company that needs help. And what did he also say? Other nuances. When you told him a problem, he said, 'Yeah, that's one of the biggest reasons why companies in your space come to us.' And then he went on, Jim, why did you do that? Why did we teach you that?"

"Uh, because I want to begin leveraging social proof early in the process to start creating certainty."

"Yeah. Because this happens all... as everybody in SaaS knows, you always get people coming in price shopping. So, I want to begin to differentiate as early as possible and create a gap between even me and the other solutions."

"Yeah. Because like a lot of sales people in your space and every space, we're the number one market leader. We're the best at this. We have the best product. Well, guess what? In the prospect's mind, it all sounds the same. They don't know the differences. Would I be right? They don't know the differences. Every company's telling them the same thing. So, what he's doing is he's basically telling you the same thing, but he's camouflaging it where you start to socially accept it like it's... he's acting like this is just normal. Does that make sense? So, he's like, 'Yeah, that's a... that's probably one of the biggest reasons why companies in your space come to us.' And then he goes to the next question like it's just a normal thing. He doesn't sit there and like, 'How do you feel about that?' Like, you don't do that. He just goes to the next thing because it's something that's normal. If that's one of the biggest reasons why companies come to us, that means that obviously they must be really good at solving this problem. So, it's building social status. Write down social status, everybody. That's important to you. And then what did he say when you said like, 'Oh, I just want to know the cost?' He said, 'Yeah, we'll go through.' He just agreed. Disarm. 'Yeah, we'll go through all that. And it's really all going to depend on like what, you say, the logistics and what, Jim?'"

"'Yeah, just the parameters and kind of what you're really needing, that sort of thing.'"

"Yeah. And, and it does. He doesn't know the price until he knows those things. It's really going to depend on like the parameters and logistics of kind of what you need. Like, for example, what do you have in place now to..."

"And he goes right into his first situation question. Did everybody see and feel that transition? Your thoughts, Katie?"

"Yeah, it was very smooth. It was very smooth because that's the biggest one I get. They just... the price choppers, you know, and you want to deflect and, you know, I like, I think it was you that said, you know, that one time, um, 'Oh, I don't even know if we have, you know, the right thing for you.' So..."

"Yeah, it might not... You might be better off staying. You might be better off just doing it manually. Now, do I know I can help them? Yes. Does the prospect know you can help them the first two minutes of the sales call? No, because you have zero trust and credibility. So, as you build that trust and credibility with your questions and helping them relive the pain and building the gap from where they are to where they want to be, then I can get far more assumptive. Does that make sense to everybody? Everybody getting what I'm throwing down here? All right, Katie, before you got on here, were you a winger, dabbler, or a know-it-all?"

"I was... I'm a dabbler, I would say."

"Okay."

"I'm, you know, buying some books, going to some things like this."

"Can you see how that's..."

"Yeah. Can you see how that's kind of got you where you're at?"

"Mhm."

"Okay. Are you ready to commit to mastery?"

"I am. I am."

"Okay. Why now though?"

"Um, I'd like to succeed and, um, yeah."

"Success only comes from hard work and practice and help from people who know what they're doing."

"You're smart for saying that. Very brilliant. Okay, give it up for Katie and Jim. Well done. Congratulations. Great job. We got another role play coming up. This is going to be fun. Good job, Jim. Congratulations, Anthony, my friend. We still got another 20 or 30 minutes. Is everybody going to get angry at us if we go another 20 or 30 minutes with another role play? Because Anthony's got something pretty cool to show you guys. Then we got a new role play."

"Absolutely. And I just want to give it up one more time for Katie, please. Everybody just shows because Katie said she just joined in January, this new company, and she's raising her hand in front of a few thousand people to role play."

"She's already got the ingredients. So, Katie, well done. You're going to go so far. We cannot wait to watch your progress here."

"I don't know. She could be winning this Rolex that commit possibly."

"She could be. She's could be a front runner for the Rolex."

"It is a unisex Rolex, Jeremy."

"It is. It is. And guys, you guys can take this to Rolex as well if you want to and trade it in for a different Rolex. Whoever wins. Here you go."

"Exactly. Exactly."

"What should we do? Should we go through the video I wanted to share and then we're going to come back in."

"Let's show them. You guys want a cool... You want a cool little exercise that's going to get you in the right mindset to crush it in sales before this last role play? Everybody, would that help everybody if we did that for you?"

"It's a pretty cool exercise. Let's go. Let's do it."

"Okay. So, I, I rarely share this publicly because it was from one of our private events that me and Jeremy ran. This was, I think, I think it was last year. Yeah, last year's event. But I want to let you in on it because if you let this sink in, I know it's going to help you if you let it because remember what I spoke about before. Who's spamming the chat? Ah, someone's spamming the chat on me. I love you, Gate. Please don't spam the chat though, otherwise I can't see everybody else's beautiful comments. Okay, thank you. I appreciate you. Okay. So, talking about breaking patterns, I want you to watch something that really helped me when I, when I understood this lesson. Understand what's been holding me back so it can help you figure out what's holding you back. So, you can remove that. So, this is a recording from one of our sales summit masteries. It is raw. It is real. And for some people, it was the moment everything changed for them. So, if you're willing to be honest with yourself and if you're willing to view this with open lenses, in the next five minutes, you're going to have a complete total shift and you're going to tell me about that. So, I'm going to play this recording. I want you typing in the chat though as if you were live in the audience. Can you guys do that? Just say 'yes' in the chat. I want you engaging as if you were in the audience. So, I'm going to cue this in three seconds and we're going to see you on the other side. Cue the tape. We're going to do an exercise right now. I'm going to need five volunteers. Raise your hand if you'd like to volunteer, my man. Yes. With a with a cool hat. Yes, sir. Everyone give these people a round of applause. What I'm about to do is I'm going to give these volunteers a test. Now, got a couple of rules for this test. Rule number one, they don't get a lifeline, meaning you guys can't help them. Rule number two, I'm going to ask you guys some questions, but nobody can repeat the same answer twice. Let's start over here. My name's Anthony Vazari and you are..."

"Federico, Tiffany, Amber, Sam the man. Give it up for Ryan, everyone. So, they got the first question right. But here's the thing, the questions I'm about to ask are going to get progressively harder. And remember, no two people can answer the same question twice. You guys got that? And no helping. We're all sales people, aren't we? What are we transacting with our prospects?"

"Energy."

"We are doing energy. What else?"

"Money."

"All right. So, I'm going to ask the second question. Federico, what is in my hand? Benjamin, give it up. Yes. Tiffany, what am I holding? Money. Yes. Give it up. Amber."

"Paper."

"Paper. Yes. Zen, what am I holding? Opportunity."

"Opportunity. Oh, Stan's getting philosophical on us. I like it. Brian, what am I holding?"

"Freedom."

"Freedom. Yes. So, they got the second question right. And let me tell you this. When I first started out in my career, as I mentioned before the break, I was selling to really high net worth individuals. I was dealing with people, medical people, dentists, doctors, orthodontists."

high status. Society looks up to these people. They got a lot of money. They don't have time. They don't have patience.

They knew I was there to sell them. I never had a good audience at the start. I would always get resistance. But here's the thing. I believe so much in what I was selling. Like raise your hand if you really believe in what you're selling is going to help your prospects. I don't see everyone's hand raised. Maybe some of you don't believe it and that's a problem. We're going to work on that.

And here's the thing, like I knew that people would go to bed worse off at night if they didn't buy what I was selling. And I had to I had to develop this belief. And one of the biggest beliefs that helped me that I developed, I believed that people loved to pay me money. Doesn't matter if they were older than me, they had more money than me, they had more experience than me. I didn't care how they perceived me. I believe that people love to pay me money. And raise your hand and be real with me. How many of you believe that people love to pay you money? I don't see a lot of hands raised. And that's what we're going to work on.

Because here's the thing. If we don't believe that people want to pay us money, we already go into the call with a limiting mindset that we're fearing what the person's going to do or they're going to judge us and then they give us an objection and then we start to form a pattern in our mind that maybe our prospects don't have the money or maybe maybe what I'm doing isn't right and that really affects us. How many of you are picking up what I'm putting down? So, I implore you all to adopt this belief.

So, my volunteers, I want to ask all of you a question. How many of you believe that people love to pay you money? Pedico, do you believe it? Do you believe that people love to pay you money? Bit shaky. I see that. Do you believe that people want to pay you money, Tiffany? >> Yes. >> Good. Amber, do you believe How many of you believe? No. Stan, do you believe that people love to pay you money? Do you believe it? Like, do you really really believe it? >> Open-minded. >> Open-minded. Good. Ryan, do you do you believe that people love to pay you money? >> Currently not. >> Currently not. I see that. And we we're going to have to work on that. I'm asking all of you again. How many of you believe that people love to pay you money? I'm talking every single one of you. Like, how many of you really really believe that people love to pay you money? Like, do you guys believe it? You believe it? How many of you believe that people love to pay you money? Do you really really believe it? OH, GIVE IT UP, S. A true believer. Give it up. Scoot on down. Scoot on down. Scoot on over everyone. We have a true believer. Give it up. >> All right. >> So, the four of you left, how many of you believe that people love to pay you money? GIVE IT UP FOR RYAN. >> NOW, there's three of you left. How many of you believe that people love to pay you money? GIVE IT UP FOR FEDER RICO. OH, YES. GOOD. All right, two of you left. How many of you believe that people love to pay you money? I'm talking like really really believe it. Like you believe it. How many of you believe it? GIVE IT UP FOR Tiffany and for you, Emma. Good. All right, get in order from 20.

There's a couple of principles I want to unpack with this exercise. See, here's the thing. Before I left Australia, I knew I was going to come here and give somebody this money. I just didn't know who. And the same way I know your prospects are out there willing to give their money away to you, I implore you all to adopt that belief that people love to pay you money.

Now, when Stan grabbed the $100 bill, I called him a true believer. Why did I call him that? Because people don't believe what they say they believe. We only believe what we do. How many of you are picking up and I'm putting down? You see, in life, there are a lot of people that they say they want to be successful, but they're not doing anything to put their neck on the line and get the skills to master and become successful. You got a lot of people meditating about it, thinking about it, dabbling about it. You guys know this. got the prospects dabbling about it, you know, but they're not doing anything to put themselves in a position where they can actually get the skills to win.

And the second principle is this. It's what we call first mover advantage. First mover advantage is whoever moves the first, they get the lion share. How many of you can make a hamburger better than McDonald's? Keep those hands up. But here's the thing. Get this. McDonald's sells more hamburgers than anybody out there. Why is that? They don't make the best. Well, get this. While everyone else was talking about doing fast food and talking about creating a chain, McDonald's was the first one to actually create a system so that they can win. Wealth has a need for speed. If you make a million, are you wealthy? Yes or no? It depends. If it takes you 40 years to make a million dollars, that's 40 years. You're in you're in poverty of $25,000.

When Stan moved, what did you get, Stan, for for moving first? He got $100 cuz he moved first. So, the person that moved first got five times as much as the person that moved second. The person that moved first got 10 times as much as the person that moved third. The person that moved first got 20 times as much as the person that moved fourth. And the person that moved first got a 100 times more than the person that moved fifth. But realize this, everybody that moved, even though Amber only got a dollar, she still got something. So in business, when you see an opportunity to make your life better, you must act with a sense of urgency. So remember, in business and in life, when you see an opportunity to make your life better, you must act now. When? >> When? Now. When? >> GIVE YOURSELF A ROUND OF APPLAUSE. Give our volunteers. All right, eyes back on me.

Welcome back everybody. Now, take a breath. And I'm first of all, I'm very impressed with how engaged the chat box was. It was literally like you were all in the audience. So, well done for that. What came up for you when I played that that recording because here is the truth. If you don't change your relationship with money, you know this, it's always going to control your actions. How many people right now feel like they are controlled by their actions because of their relationship with money? Maybe you don't have a good relationship with money. Or maybe you grew up where money was frowned upon. Maybe you were told money is the root of all evil. Or money doesn't grow on trees or like Jeremy his story about we just couldn't afford it. So, how many of you feel like that relationship you have have of money is the reason why sometimes it might be difficult for you to ask for the money and to believe that people love to pay you money? Yeah, a lot of you are agreeing with me. But what if this was the moment like day one of the challenge, you're here for a reason. What if this was the moment that you made a decision? Because all success starts with a what? A decision. What if you made that decision to break that pattern? What if you made that decision now? Because that's why we do this. That's why we built this free 4-day challenge. Not just to help you sell more, but to help you finally become the version who's no longer held back by that fear or or that scarcity or or what I grew up with, which was self-doubt. Who's starting to feel that shift right now? If you are feeling that shift right here, right now in this safe environment where nobody's here to judge you, just type breakthrough in the chat. Type breakthrough in the chat. I want to see who my people are. I want to see who my people are. Who have we got? Ah, we've got so many people here. This is amazing. I've got Logan. I've got I've got Eliia, Caleb, Angela. We're going to continue this breakthrough for the rest of today. We got another 10- 15 minutes to go. I'm going to announce some homework soon. Stay tuned. But for the next 3 days, you're going to see this breakthrough in action. I don't want you recognizing the person that joined this session today. If you're committed, type let's go.

Jeremy. >> Yeah. And you know, I love what you said because, you know, I'm a big uh obviously we're both big believers in God. And it's not the money is not evil. It's the scripture said the love of money is evil. That's a big difference. See, money does not make us happy. Money doesn't buy happiness. Money just gives you options. Money gives you options to help people that you love. Money gives you options to donate to charities that you want to, to give back to your church, uh to, you know, believe in the projects you want to or, you know, maybe build your mom a house right next uh to you cuz she doesn't have the money. Lack of money causes what? A lot of misery. Okay? Because money gives us options. We can do good things with money. And Anony's 100% accurate. If we have a fear of money, if we think money is evil, money doesn't grow on trees. When you go and your prospect gives you a story of why they can't afford what you're offering, even though they know it's going to solve their problems, how hard is it for you to be able to overcome that objection when you believe it yourself? Is everybody getting what we're throwing down here? Everybody getting this? Yes or no in the chat? Okay. Money makes the world go round if we do good things with it.

All right, now we've got one last role play. I Before we do this role play though, Anthony, why don't we give them their homework assignment and then let's do this role play. Let's give them the homework assignment now. Then let's do this last role play. Do you want to stay for this role play? I saved a really good one for you guys. >> Oh yes, you do. And I'm going to walk through the homework now. The homework is one of the criterias in order to win the prizes. So, first things first, let me tell you what the prize is that I'm announcing tomorrow as soon as we kick off tomorrow at 8:00 p.m. EST. So, the prize for doing your homework that I'm about to announce is you're going to get a one on-one call with yours truly, your friend from down under, myself, Anthony Vazari. You're going to get a one-on-one, just me and you. Not 3,000 people, a few thousand people, just me and you. We're going to book this in for within the next couple of weeks and you can ask me any questions you want and more importantly I can help you tie in what you learn over these four days into your exact industry. Right? I've been working with Jiren for the past 5 years. I'm his right-hand man. Especially for our advanced trainings, I'm coaching between me and Jeremy. He said it. You saw the video. We've we've trained nearly over a million salespeople worldwide. So, you're going to get one-on-one access with me. So, if you would like to win that, type I want to win and I'm going to walk you through your homework right now. You've got to do this.

So, the homework for day one is we're going to put a link in the chat in just a moment or you can see it right there. Go to npq.io/homework and you are going to answer some questions for us. You can write these out or if you really want to be in it to win it, post a video on the submission form. You're going to answer, "I've mostly been a winger, a dabbler, know-it-aller, but after today, I'm choosing to commit to mastery because, and tell us the real reason why you're committing to mastery." And the second question is, what was your biggest takeaway from day one? So, once again, you have to go to napq.io/homework. You can see it right down there. The team are putting the link in the chat. Save that. It's I'm going to be literally up for the rest of the day watching all of your submissions. And then tomorrow at 8:00 p.m. EST, I'm going to be announcing the winner for the onetoone with me and you have to be here live. Okay, there's your homework. If you're going to do it, say, "I'm going to do it."

Jeremy, let's get to the show. >> I love this. Okay, let's bring up this last pro we got role play. We got a client, John Lande. Let's go and bring him up. And while we're bringing John up team Anthony, what are the rules of the role play in case somebody got amnesia and didn't remember the rules? What's the rules, man? >> I hope they didn't get amnesia. That could be trouble. Okay, >> could be trouble. >> So, the rules are working camera, you got a working mic, you're not a client yet, and also for this final role play, Jeremy. >> Yeah. >> I want a very particular person. >> Yeah. If you've been sitting on this session for the past two two and a bit hours and you're like, there is absolutely no way I'm raising my hand to role play because you have fear, self-doubt, and you're a little afraid of getting outside your comfort zone. I am speaking to you right now. This is your moment. I want you. This may be your only opportunity to break that barrier in front of a group of a few thousand people that are all supporting your growth. So if I am speaking to you and for this example, we want to cold caller as well. So if you cold call and I am speaking to you, working camera, working mic and not a client, I want you to type in cold call right now. Cold call right now. Cold call right now. Okay, team. Can we can we pull up one of these brave, courageous people up because we've got a we've got a an amazing role playing in store for you. Why don't we welcome to the stage the man, the myth, the legend, >> John Lande. Give it up for John, everybody. >> All right, John. Congratulations. >> John, congratulations. Uh, we had you out here on one of these, I don't remember, six months ago, a year ago. Everybody loved the role play that you did, so we wanted to bring out you again. Uh, where do you live and what do you sell, my friend? >> I live in Medigene, Colombia. And, uh, I buy houses and sell them to investors. So, I do real estate wholesaling. >> Real estate wholesaling. So, real estate uh, if you guys aren't aware, is our second biggest industry we train uh, out of every industry in the world. So, uh, real estate investors like John uh, or it could be a real estate agent, residential or commercial, big space for us that we train in. So Anthony, let's even try to get somebody that's in his industry. That'd be even fun if we could even role play with somebody's in his industry who's on here as well. Um John, I know you've been in the training a few years here or so. Um before you got in the training, >> winger, dabbler, or a know-it-aller? >> I was a dabbler. I uh I had some scripts that I had pulled online, been through a few courses, almost a know-it-aller. >> Okay. the the fine line between the know-it-all. What what what shifted for you? Like what caused you to be like, you know what, I need to commit to this. I need to I need to really get advanced training if I'm going to get up here for my family. What caused you to start getting really committed? >> Um in 2022, I was flipping houses. I lost a bunch of money. So, I was in a bunch of debt. And I had to ask myself, do I let the debt crush me? and I could take 20, 30 years to pay this off or do I improve my skills and do I pay it off faster? And so I took a big gamble on myself to >> to improve my skills. >> Does everybody hear what John just said? Everybody has these tough situations and we all have I'm sure John had a little bit of fear there, right? I would say he probably had some fear. But what did John do with that fear? Did he let the fear overcome him like a lot of people out there would? Like a lot of people out there would just be like, "Oh, I'm, you know, it didn't work out. I'm going to file bankruptcy. It's not my fault. It's the market's fault. It's everybody else's fault but mine." Or to John, maybe like you say, you know what? I'm going to take that fear and I'm going to use it to motivate me to make change. Type in change if you're the type of person who knows you've got to make some changes pretty damn quick. like this week, get you a remote. Okay. And I remember John that you believed this lie that in the beginning that cold calling was dead, that it was just a straight numbers game, that you just had to do more dials and eventually you'd figure it out. And where did that get you >> and a whole lot of debt? Got me in some trouble. >> Could be trouble. All right, we got somebody here. Let's go ahead and bring uh bring this person up. Anthony, who do we got? >> Give it up for Donna Bebo. Welcome, Donna. >> Yeah. And John, I And John, I want to And John, I want to say congratulations. I've seen you post tons of testimonials in our Facebook groups and and our W community and stuff. And I even saw some of your people. You got a company now. You got so good from the training that you were able to hire uh, you know, salespeople underneath you. And I saw one of them post a while back that the coal calling skills that we've trained your team that you're getting a 71% that people that answer the cold call, seven out of 10 are them are booking into a discovery call >> on a cold call. >> Crazy. >> Can everybody hear that? Every anybody on here get a 71% booking from straight cold calling. So out of every 10 people that answer the phone, seven out of 10 book. Anybody have that skill yet? or do you want that skill? Okay. Uh what has that changed for your life, man? >> Well, first of all, it got me out of debt. >> Yeah. >> You're talking to me, right? >> Yeah, John. Yeah. Come to you in a second, Don. >> Yeah. I mean, uh I mean, I I hit my first six figure month within 90 days of uh of implementing the training. I paid off all my debt. >> Uh and now I have a team, so I'm able to take vacations with my family. They are able to close deals without me because they have a process that they can follow. So, it's not like I'm an outlier. It's worked for them, too. And so, it's been incredible. >> Congratulations. All right, Donna, welcome here. Donna, what do you where do you live and what do you sell, Donna? >> So, I live in Oklahoma and I sell websites and SEO. >> Okay, perfect. So, uh, John's going to be, I guess, a business owner. Is it just generalized businesses that you co call call, Donna, or who do you call? >> Yeah. So, I work for a company that owns radio stations and I travel to our different radio stations around the country and reach out to businesses there in their market. >> So, uh let's say this example, I mean, since let's just say that you're on the phone, okay, calling rather than, you know, knocking on like business's doors and John's a business owner that probably wants more leads, I'm assuming. Crazy idea. More leads, better leads, grow the business even more. I don't know. Uh, and we I just want to hear how you start that cold call and kind of what you're saying to kind of help disarm the prospect. And then we're going to show you what you do well because I want you to keep doing that. Of course, if needed, you want us to show you tweaks that could help you do it better. >> Yeah, absolutely. That's how we get better, right? >> Would that be a crazy idea to get better, help more people? Okay, so the floor is yours. You're going to do great. Everybody type in what she does well, what she can improve on. We'll come back and talk about in a second. You're up, Don. >> We'll just do a ring ring. Uh, hello. >> All right. Hey, this is Donna from Kaw. I was trying to reach um John's HVAC. Is this Did I have the right number? >> Uh, yeah. Who's this? >> Yeah, this is Donna from Kaw. I saw you in my neighborhood. It looked like you were doing some work on my neighbor's house, and I I hadn't heard of you before, so I tried looking you up, and I I really couldn't find anything. Are you are you local to the area? >> Uh yeah. Are you are you wanting uh some replacement for your HVAC or do you need some HVAC services? >> No, I was actually reaching out because like I said, I I work over here at um the radio station and I work with a lot of HVAC contractors and I hadn't really heard of you guys before and the main thing that I focus on is is helping businesses get their name out there, get more jobs. And I was wondering, do you have room to take on any more clients? >> I mean, yeah, we we always have room, but uh we get a lot of companies or a lot of people that call in uh you know, from like our our reviews and from Yelp and and things like that. What what exactly do you guys do? >> Yeah, I So, I focus on website and SEO. And I want to apologize. I know you probably get a ton of people calling that they want to help get you showing up higher in Google searches and the reason I'm reaching the reason you're getting all these calls is >> they're seeing exactly the same thing I am >> that you know you have this business there's a huge search volume >> and you're just not showing up as an option right now. >> Yeah. Yeah. I've had a few of those calls. Um how much does this cost? Because we we've had a couple people call us and it ended up being crazy. What's the price for something like this? >> So, it's it's going to vary depending on your goals, um how aggressive you want to be. Um you know, just like when you go out to a job, you can't really bid it until you get a a chance to see what all it entails. >> Okay. Uh just like a ballpark roughly. >> Um so it's roughly a few hundred on up. Like I said, I have some of my guys that are on the lower end. You know, my smaller operations, my larger like statewide roofers, contractors, you know, they're going to be a on the on the higher end with that. >> Okay, let's stop right there just just due to time. Okay, so all right, Don, there are some things you did well there. I'm going to show you a few tweaks there. John will uh first of all, John, what do you feel like she did well? >> Uh a little bit of seat of doubt there where uh she said, "I noticed that you're not showing up or It's around there. That was I started to kind of feel like, oh, maybe I should be doing a little bit more promotion or branding when she brought it up. >> Hey, that was good. What do you feel like she could improve on? >> Um, the biggest thing is you said like, I haven't heard of you before. Uh, that one right there when you said I haven't heard of you before, I might think, especially if I'm a small business owner, like, okay, well, I'm not Dr. Horton or like a big name, so it would kind of it might trigger me. And especially, you know how business owners have huge egos? They're like, "What do you mean you haven't heard of me before? It's going to be more offensive than uh trigger curiosity." >> Um Yeah. >> And then whenever whenever Go ahead, Jeremy. >> Oh, and I and and and Donna, we get what you're trying to do, >> but especially with a male that has a big ego, >> you're going to get a lot of push back. So, we don't want you to get push back. Like John, he'd be like, "What are you doing?" Keep going, John. Uh the other part is is when you when I asked you and I priced you for the price the first time you did a good job of deflecting it but you had an an opportunity to go into another question from there. And so if you just go, "Oh, well, it really depends on your goals." And then you pause, they're going to go, >> "All right, well, what like ballpark, what is it?" Where if you go, >> "Yeah, it really depends more on what you want." Like we have lower tier packages, we have higher tier packages, but walk me through how many actual technicians do you have right now. And then you're right into your discovery and you could just go right into your questions. >> Yeah. Rule number one in sales, never say a statement without ending it with a question. Does that make sense? >> Because when you say a statement >> and you just stop, the prospect then has control and they just pepper you the questions and they're like the puppeteer and your little and they're you're like their little puppet and now they just make you do this little dance. And I don't want you to have to go through that dance because who has the problems? You are the prospect. >> They have the problems have the solution. >> Not you. you're the one that can solve their problems. They should be doing the dance for you, not the other way around. Okay? So, right there, like, and one question I want you to be really careful of because a lot of cold callers do this in your space because it's a big space we train. They say, "Do you have room to take on more clients?" >> That is a very obvious question and most prospects know where that question is leading. Would you agree? Nobody's gonna be like, "Yeah, no, we have." Or they'll actually say, "No, we don't have your room to take clients." But just get defensive. It's not like they don't want more clients, though. So, when we ask those predictable questions, and look, I get it. It's not your fault. I'm sure the company that you're selling for is like, "Say this because it works one out of 50 times." >> But the other 49, it doesn't. And I don't want you to have to play the numbers game because you got lots of people to help here. Okay. So, we're going to reanguage that. So, right when I first start off the call, I would need to be more familiar. And you you sounded kind of familiar at the beginning. It was good. Okay, that was good. I I like that. Different route, but like you know, I'm John. It's it's uh Donna. You know, it's I'll say Jeremy, not Donna. It's Jeremy. Jeremy Miner. Um I'm on your website uh on page five where it's talking about X and Y and Z. Wonder if you could possibly help me out for a moment. So, if you're talking to a business owner and you're selling like lead generation or SEO rankings or, you know, rankings on Yelp or whatever you do, that triggers curiosity. I'm on your website and I'm looking at and you say something very specific. What could you be on their website looking at that's very specific or some type of review. What would you see? >> My favorite one is when their booking link is broken. You know, I'm clicking around on the site seeing what works and I'll call them up and you know, hey, I'm I'm clicking on this booking link and it's not going anywhere. >> It has to do it has to do with something that you solved though. Otherwise, it's it's out of it doesn't make any sense. Okay. We offer that too with our website development >> is fixes your website. Okay. >> Okay. That makes sense. And it has to be relevant to the conversation. So that's good. You I'm on your website uh where you click on this link and I noticed it wasn't working. I was wondering if you could help me out for a moment. It just triggers curiosity. That's all it is. And then immediately well I'm not even sure if it makes sense for us to talk. So I'm like selling the exit real quick and then I'm going into you know looking at some possible hidden gaps. and John will kind of show you from a different angle. Okay. Now, be very also careful with saying, "I want to apologize to you. I know you get a lot of calls like this." Remember, in a business situation, who has the problem? You or them? >> They do. >> So, when you're apologizing to them, that means you are qualifying to them. That means that now they're in the driver's seat, >> but you're not the one that has the problems they do. I don't have to be mean, Donna, but I'm not going to apologize to them that I'm taking their time when I'm the one that can solve their problems. >> Does that make sense how that might lower >> Yeah. Because then they put you in like, oh, salesperson category >> and now they start to commoditize you like, well, how much is this going to cost? Just like John did. I don't want you to have to go there. Okay. Does that make sense? Total sense. >> John, let's have you role play on her. Now, John's not in your industry, so let's have him role play his industry. Okay. >> Okay. >> Uh, so John, her >> do. >> No, I won't I won't do that to you. Uh, so do you want her to be like a a homeowner that's got a like a distressed property? She might be losing it for some reason. >> Yeah. >> Yeah. So, we call a list of people that uh are either in foreclosure, they're behind on payments, uh maybe inherited a property with a couple of other things like tax leans and things like that. So, you'd have some sort of distresser, but this is a cold call, so I'm calling you out of the blue. Um, so like you're be resistant. Don't be easy on me. >> Cool. >> You guys ready? >> Everybody type in what you're noticing from John. Pay attention to his tonality, his body language, and what he's doing to disarm the prospect. Remember, it's selling something you do to people or it's selling something you do for people or people. So, if we can't learn how to get their guard down and open up, we can't really help them, unfortunately. And I know everybody on here wants to help their prospects, including you, Donna. Right. >> Okay, let's go. All right, floor, guys. Here we go. >> Just and just to help you go hard on me, like some of the things that they hit me with are like, "Just give me an offer. What's your offer?" or things like that. Uh, you know, like a little bit of confusion, stuff like that, just to give you some ammo to use on me. Cool. Uh, hey, >> Donna, can you uh can you hear me? >> Yeah. >> Yeah, it's it's just John uh John the Lawn calling out of Orange County. Hey, I'm holding a copy of your property tax records on your home there on 123 Main Street. I was wondering if you could >> possibly help me out for a moment. Yeah. Yeah. What what with >> Yeah. I'm I'm not even sure it makes sense for us to talk. I actually I represent a group of buyers who are buying five to six different homes in the same neighborhood that your Main Street home is in. I'm not sure they'd be interested in yours quite yet. They just had me call you to see if you'd be, >> I don't know, completely opposed to having a a brief conversation about the home. Would you be uh would you be opposed to that? Um, yeah. I I'm I don't know. I mean, I'm really busy and I I've actually had a few of these calls, so I I don't know. >> Yeah. And you might be better off just keeping the home. That's actually why I'm calling. Now, obviously, I would need to know a little bit more about the property, you know, like the things that we can't see from the outside and if you did want to sell it when, just to see if we could do any good for you. Are are you with me there? >> Um, I mean, I I don't know. Like I said, I get a lot of these calls. What? Um >> ah >> what are you thinking? >> Well, hold on, Donna. Do you mean to tell me you didn't sign up to get five to 10 calls on this house every day? >> I um I I filled out something. I wasn't sure that I was going to get this many calls. So, >> yeah. You know what? A lot of the sellers that we've worked in the past have said that same thing. They get tons of calls. And you know what they tell us? most of them end up being complete knuckleheads that ask like irrelevant questions and a lot of times they never even get to an offer. Is that is that kind of what you've been dealing with over there, Donna? >> Yeah. And I just I I worry like this isn't really my my field of expertise and so I kind of worry about getting scammed like I I don't really >> Yeah. Well, and don't worry, we'll go through all of that and kind of what you would need to see to make sure you are 100% comfortable. Again, I'm not even sure if we would buy the house yet, but walk me through the property. Are you living there right now? Is it a rental for you? What's What's going on with it? >> No, I had >> Let's stop there. Let's stop there. Good job. Now, we're into situation questions. Okay, so Donna, what did you notice that was maybe a little bit different than what John did? Um, I liked the the joke that he made about you didn't sign up to get 10 calls. I'm I'm totally stealing that. >> Okay, now that now notice he used a playful tone. Remember, five tonalities we have to master. A playful tone is in there. Okay, now John, why do we teach you in that scenario to disarm her to use a playful tone? What does that do? It it gets them to relax. Like they get a little bit of a dopamine hit. They laugh a little bit and it's really hard to be mean to someone that just made you laugh, you know? So they go, "Oh yeah, no, I didn't sign up to get 10 calls a day, obviously." And so then their guards down and then you can go in through the rest of your process. >> Hold on. You're telling me you didn't sign up for like 10 or 15 cold calls a day from people trying to buy your house? >> I'm playful. Okay. See how But if I'm like, "Hold on. You're telling me you didn't sign up for five or 10 calls a day from somebody buying your house?" Going to fall flat. You see the difference? So, we have to master that tonality. Okay. Um All right. Now, did you notice what he was doing? Now, John, why do we teach you when teach everybody this when they coal call? It doesn't matter if you're calling companies or consumers or anything. Why do we teach you to like shuffle and hold papers in your hand when you coal call? What does that do? >> Yeah. I remember when I reached out to you, I was like, Jeremy, they won't even let me get into like the hey, how are you doing? and they're just hanging up and literally I remember cold calling and you would open up the call and hey uh I was calling about your prop click and I was telling you I don't know why like there's no way sales is going to work I can't I can't actually even get to them and you're like okay we'll try this and then when I started to do that that's when they had so much curiosity that they couldn't hang up they were like they they wanted to hear what you had to say and so I was actually able to get through my process That's called that's an example of what's called a pattern interrupt. Everybody write down pattern interrupt. I'm interrupting the pattern. Okay? Because how many of these prospects, Donna, are used to people calling them out of the blue all of the time trying to sell them anything. They get cold calls every single day. Hi, my name is I'm with XYZ company. Click. You know, so what he's doing is like, yeah, um uh Donna, this is uh John John Wande. I'm holding a copy of your uh property taxes there at uh 55 uh willow land. I was wondering if you could help me out for a moment. Now, right now, Donna doesn't know if you're the IRS. She doesn't know if you're the county commissioner. She doesn't know anything, but she hears the papers. So, what that does, Donna, is it interrupts the pattern in the brain. It's like you're looking at something which triggers their brain to become curious. Sounds real. And he's really looking at the property taxes. Okay. So, in his industry, you can go to any county and just print out property taxes. Now, in your industry, like I said, yeah, I'm on your website where it talks about XYZ. I was wondering if you could help me out for a one. That is something that triggers curiosity because it makes sense. You know what I'm saying? Or like I'm looking at your your VSSL where it talks about XYZ on the fourth page. I was wondering if you could help me out for a moment. It just triggers curiosity. Okay, that's why we're doing that. Make sense to everybody? Now, what we're also doing there is when you started to like, hey, I'm not, you know, I've had a bunch of these calls. What did he immediately do? He's like, oh, yeah, and just so you know, you might be better off keeping the home that, you know, just keeping the home anyways. I'd have to know a little bit more. And notice how he didn't stop. >> He deflected with that, but then kept and then he asked you another question. So, that's a disarming technique. Oh, and and just, you know, you might be better off keeping the home anyways. Now, does John know he can help Donna? Yes. Does Donna know in the first one minute of a cold call that John can help her? Probably not because how much trust or credibility you have? None. So, as he builds that gap, his first job is to disarm the prospect. But as he builds that from where you are now and where you now see you can be, he can start getting more assumptive. But if he tries doing that in the beginning, as we all know, it's pretty much a numbers game at that point. You see the difference? Okay. >> What else did you notice, Donna? Um, I mean really you just said it like that what I didn't do that he came back with a question and it it kept the conversation going didn't give me a chance to think too much or um you know tell him no or try to get off the phone like he's immediately re-engaging. >> Well notice what he did like yeah, and it might not even make sense for us to talk. >> So he like basically admitted like I might even be able to help you. >> That's disarming. It might even make sense for talking. Then we I just I represent a group of buyers and they're they're purchasing. It's like five or six. Notice how he's acting like just curious and a little bit confused. They're purchasing I think it's like five or six different properties in that uh fourb block area there where your Wilson uh Lane home is. And after after they had me uh review some of the property, they had me call to see if you guys would be against, you know, having a brief conversation around the home. Would you be uh would you be opposed to that? Now, why would I say would you be against or would you be completely against or would you be opposed? Why not say would you be open? What's the difference? >> I don't know. But >> what's the number one word that a human being feels safe to say on a cold call? The word what? >> No. >> No. Are you against having a brief conversation? >> That's an easy word for them to say. feel safe. It's hard to say yes, I'd be against it. Yes, I'd be opposed. It's easier for them to say when you say, "Are you open?" It's easier for them to say, "No, I'm not open because no is a safer word in the brain." Does that make sense? So, what I'm doing that no leads to a yes. >> Are you with me on that? Everybody getting what I'm throwing down here? Okay. >> Uh John, any any last words of advice? you just I will tell you I had so many limiting beliefs when I joined and uh especially from the background I came from. I I was in the military previously. I was very uncomfortable getting people into the emotional side of the brain. I was like Jeremy I don't think I could do this. There's no way I was I I thought that I made all my decisions based off of logic. And it wasn't until one of your coaches challenged me and got me to realize that I make my decisions based off of emotions as well on my family and that's who I do it for that it got me to open up and I just I'm grateful that you unlocked that belief inside of my head because it it really did it changed my life massively. So thanks Jeremy. >> Welcome. >> That's why I came out of retirement and started this thing for you guys. exactly why I did it. Because these techniques can change your not only change your life, but it changes your family's lives for generations to come, doesn't it? Because now your children, they don't have the same limiting beliefs that we might have had when we were kids. Everybody getting what we're throwing down? Because when we're more successful, that is something that we magnify. Like our kids see that in us and they start to become used to like success is normal. Making money is normal. Helping people is normal. Okay. Being a victim, being broke is not normal. And that's why everybody's here, right? To get to the next level. We all know. That's why I love working with like top top salespeople like everybody on here. You guys are a high level group because you know that there's always another level to go to get to. And what's going to get us to the highest level? learning skills that we don't have yet. Right. Okay. Donna, before you got on here, were you a winger, dabbler, or a know-it-aller? >> Probably a dabbler. Like I I've read a lot of books. >> Probably a dabbler. Or you were >> I was a dabbler. I was a dabbler. >> You for being honest, can you see how being a dabbler has kept you where you're at? >> Yeah, absolutely. >> Okay. Are you ready to commit to mastery? >> Yeah. >> Why? >> Because I want to be the best and I'm not there yet. >> Why Why do you want to be the best? A lot of people say that for you. Why? >> Um I like >> You can tell us. I like people being able to rely on me and and knowing I I do set some of my own cold calls, but primarily I'm the closer and like when my account executives set a meeting that they know that I'm going to close it. And >> where does where does that come from in your life where you you're like you want to be the reliable one? Is that something you're born with or something you had to learn? >> Um I think because I didn't have people to rely on and so I like being that person for other people. What does it do for you? >> Um, it's rewarding. Like I go home at the end of the day and you know I feel good. I know I know that I did something. Not only did I support

My family, I helped other people take care of theirs.

Yeah. Congratulations. Commitment to mastery. You'll go far. Well done, Donna. John, congratulations on your success and results. Have a lovely family. Obviously enjoy Columbia. You can live anywhere in the world now that you want. Everybody get it for John and Donna. Well done. Well done, my friends. Well done, John.

All right, Mr. Anthony, let's round it up and let's get out of here. Let's give him one day assignments real quick. We got day two. Day two, we are just warming up. We didn't hardly go through anything today.

Dude, I was just getting my vocal cords warmed up today. What about you?

That's right, baby. A bit of water. Just warming up.

Day one, we just kind of show a little nibbles. We just little nibbles on day one.

A couple of derves. Exactly.

All right. So, can we just please give it up for Jeremy, everybody, before I wrap things up. He played full out today. Jeremy, you got three more days, my friends. Get some rest over there. Get some food in you. All right. You've been going hard all weekend.

All right. Let me bring this home, everybody. Now, let me ask everyone a question. Let me know in the chat. Oh, look at these reactions. Look at the love. I love it. How many of you feel like you're starting to see sales differently than you did what nearly 3 hours ago? Type yes if something clicked for you today. Type yes if something clicked for you today. And then how many of you also have realized maybe you've been saying things on your calls out of habit without even knowing why. Yeah, some of you are guilty of that. How many of you saw a better way today and now it's just hard to unsee it? Your brain's probably firing. So, drop ne in the chat if your brain is going 1,000 miles a minute right now because you know that there's a better way out there to sell and you realize you may have just discovered it.

Okay, I'm going to recover the homework right now. How to get back into the VIP. So, remember we are closing the VIP tonight at midnight. The VIP is going away. This is your last chance to get into VIP because tomorrow, this time tomorrow, me and Jeremy are running a closdoor session for only our VIPs where you can ask us any question you like. It's a closed door intimate training session and we're going to do a Q&A at the end of that. So, let me show you really quickly how to get the the Q&A, the VIP. So, go to nepq.io/vip. This is your last chance to upgrade. Do not ask us tomorrow if you can get into the VIP. We are closing it down. So go to apq.io/vip for your upgrade.

Now remember, we have some homework. So tomorrow I'm announcing as soon as we kick off the session, I'm announcing the winner of the one-on-one with me. You have to do your homework, though. Who's going to do their homework? Let me know who's going to do their homework because the homework is pretty simple, but it allows you to unlock the ability to win the prizes. So, go to nebq.io/homework to post your homework. Once again, you have to submit. There's a submission form. I've mostly been a winger, dabbler, or know-it-aller, but now I'm choosing to commit to mastery. And what your biggest takeaway from day one, Mr. J? Let's go.

Now, tomorrow, yes, tomorrow I want to go over what we're going to cover. Uh, tomorrow is a very, very important day.

Listen, if you're the type that's committed to really learning this, mastering this for you and your family so you can make more sales, you can help more people. What actions does the person who's committed to mastery take? What actions do they take that others out there don't take? One of those actions is what? They show up because they want to learn. They don't make excuses like the dabblers and wingers out there, know-it-allers that couldn't be bothered getting better at sales for their family. So, if we want to become the person who makes two to three times what we make now, or whatever your goal is, what behaviors, what actions, what beliefs do we have to be, do we have to do to become the 2.0 version of the person we want to be? We're the 1.0 0 version. How do we get to the 2.0 version? We change our actions, our beliefs, our behaviors to get there. Everybody getting what I'm throwing down here?

Now, tomorrow we're going to build the gap tomorrow. How do you build the gap? How do you Okay. How do you get into this conversation and take a prospect that might not be a lay down because that's what 2% of the people we talk to. And how do you take them from where they are now? Help them find out where they're really at to where they want to be. That's called the gap. Okay. How do I help them find not just one problem, but how do I help them find maybe two or three or four or five problems they didn't even realize they had? Which does what? When I get them to find all these problems and what's causing the problems and how those problems are affecting them, that drives what? Massive urgency for them to want to change. When I don't find hardly any problems or maybe one problem, the gap is smaller. The more gap I build, the more pain they feel and fear of pain they feel could happen, the more urgency there is to what? To change. Remember, how do I help them overcome the fear of change? I build a gap so big where the fear of staying in that pain is far more than actually changing by buying what you're offering. Is everybody getting this? Tomorrow is a very important day if you want to start to sell. So, make sure you're here on time. 8:00 PM Eastern. We will go about two hours and 15 minutes tomorrow. Anthony, turn it back to you. Tomorrow's going to be fun.

Going to be amazing. And remember, more of you are going to have the ability to actually role play. How many of you enjoyed watching the live role plays today? By the way, can you just let us know in the chat who who enjoyed seeing our clients, our top 1% clients role play so you can see what it actually sounds like in a real conversation. Yeah, you guys love the role plays. So, we're going to be doing more of that tomorrow. We've got some other special prizes. And remember, just for showing up live, you're in the draw for the MacBook and the Rolex as well. You have to do your homework every day. You have to engage in the chat. And you've also got to be here live.

So, just before I wrap it up, I want to hear everyone's biggest takeaway in the chat right now. What's been your biggest takeaway, your biggest aha moment, and your biggest lesson from today? I'm going to give you 30 seconds. Hype that out and I'm going to read some out right now live. Let's go. What's your biggest takeaway? We got tonality. Ooh, this chat box is moving. It is moving. My limiting belief about about money. Logan, thank you for your honesty. The role of money in my life. Suzanne, the money conversation seems to be a big topic. My tonality, says Michael. Thomas, don't be a dabbler. Yeah, no room for dabblers in this life, right? Johnny, breaking my patterns. Alan, got to get them to drop the mask. Yes, I love that. Justine says tonality. Kevin, tonality. My tone says Andrea. Nate says, "Tonality." Wow, so much into tonality side. Pattern says, "Julie, I'm here and that means mastery. I must act now." pattern interrupting belief about money. Okay, remember all of this. This is just the start.

And last thing, the last thing before I close out the session, I love um basketball and this basketballer named Kobe Bryant. You know, he's pretty he's pretty decent. Maybe you've heard his name. How many of you have heard of Kobe Bryant? How many of you heard of the man himself, the myth Kobe Bryant? Once upon a time, he said something. He said, "I can't relate to lazy people. We don't speak the same language." I don't relate to lazy people. We don't speak the same language. Rest in peace, Kobe Bryant. And the reason I share that is that's not arrogance. That's a standard. That's a standard to live by. You came here today. You registered for this 4-day challenge towards the end of April nearly, you know, nearly halfway through the year. Like, we're getting there, guys. You came here because you've decided you're done speaking the language of average. I know that's why you're here. And the only way you stay out of average is by showing up tomorrow with the same energy you bought today. Because I'm telling you, you played full out today in that chat. You guys showed up and you put in. That doesn't end here because how you do anything in this life is how you do everything. So, make sure you do your homework. We'll see you back tomorrow. Same link, same time. Let's rock and roll. And we'll see you guys on the other side. Goodbye, everybody. Bye-bye.

Let's go everybody. See you tomorrow. Let's go. 8 p.m. Easter. So, be on time.

Yes. Be on time. Bye, everyone. Bye-bye. We're going up up. It's our moment. You don't care. We're going to be going to be going to be done hiding. Now I'm shining like I'm no fears. No lies. Where you wait so long to break these walls to wake up and feel like these patterns all in the past and finally live hiding like I'm born to be cuz we are hunted voices strong. I'm going to get it. We're going to be going to be going. I'm not hiding now. I'm shining like a fire. Oh, I want to take no, you know. We're going to be going to be golden.