Sales Call Review - YouTube Coaching Offer With $1M/mo Trainer [LIVE]

All right, we are back with a high ticket sales call review by myself. If you don't know who I am, my name is Josh Lions, and as a high ticket closer, I was able to earn $100,000 a month in commissions 17 months after taking my first ever sales call.

You're going to watch me do a call review with Alex, one of the students of the Unicorn Closer Mastermind, which is the private, members-only club that I run alongside my underground mentor for salespeople who want to become the top 0.00001% of salespeople. These individual students invest a minimum of $12,000 each to get direct access to me and my underground mentor.

And in this cool review, you're going to see four things. Number one, the style of selling that allowed me to earn $100,000 a month, which is scriptless selling. How to go deeper, way deeper with your prospects so that you uncover the truth. And the truth is what actually does the selling for you. Going to see how as a salesperson, not pushing to go to the next level like Alex is doing is one of the key things that prevents you from unlocking your full potential, making a lot more money, and being able to live the life of your dreams. And finally, you're going to see how the internal mastery side of things is equally, if not more important as a salesperson if you want to truly be able to connect with your prospect, listen to what they're really saying, and truly be able to go deep enough on the sales call to close anybody that's closable. The style of selling, script of selling, going deeper with every single type of prospect, pushing yourself to the absolute next level as a salesperson, and then also the internal mastery.

So, let's crack into this high ticket sales call review, and you'll be able to see what you need to be doing as a salesperson in the discovery so that you can go to the next level and earn more money in commissions. All right, let's jump in.

Can you hear and see me? Okay, you might want to skip forward quite a bit. No, no, I'm not going to skip forward. So, this is this is after the issue with the mic and then Okay, this is before. Yeah, this is like Your energy in the first two seconds doesn't seem your usual chirpy self. Okay, how so? Well, can you hear and see me? The not Can you see me? Can you hear me? Okay, it's just very like uh like I don't know, just not you. Okay. Was some was something going on? Not at all. I didn't uh feel so I thought it was um the opposite, but maybe I didn't catch on to that. Interesting. Let's see what happens. So, this is this is the mic issues. Yeah, dude. Join fun. Do whatever you got to do. No stress. Yeah. How you doing today, brother? Hello. There we go, my man. How's it going? We got there in the end. That's more your energy. Yeah. How you doing today, brother? Good. Good stuff. Whereabouts? Where are you based? I'm based out of Boston. Boston. Okay. Very cool. Very cool, my man. Listen, I know we do have a limited amount of time. You ready to jump in with things? Yeah. Yeah. All right. Cool. Let's crack in my man. Um, this call super simple. There's really one aim is just to, you know, really see if, you know, you have a high likelihood of success with YouTube business as a whole. But, you know, more specifically working with team. So, we we'll dive deep on this call. We'll see what you've got going on in your channel, your career, and really get clarity on what it is that you're looking to accomplish and if we have got alignment there with what we've got going on here, and I'll jump into all of those details if that sounds good, brother. Yep. That sounds good. Okay, dude. Let's do it.

So, taking a look through your application, also taking a look through your channel. So, good. Personally, I'd be careful of saying brother too much. I noticed that. Yes. Going over there. Um, I'm definitely curious, man. What is uh you know what do you feel like is the biggest challenge that you're having you know with your YouTube channel and your YouTube business right now? Uh I think right now probably so say different energy to what I saw at the beginning of the call, but I'd say your energy is it reminds me of a time when I had been in sales a bit of time and I was kind of getting into this like yeah I know what I'm doing. I'm just going to do my thing. I'm really good at this now. I I can kind of just coast through the call. That kind of edge of laid-back energy but just bordering on not quite as as focused on what you're doing on the calls. It's kind of this like, oh yeah, this is this is just my thing. And there's just a little bit of an essence, at least what I'm picking up from you, of too much casualness, too much, you know, for the prospect that's on the call, this is this is their one call. It might be your 50th call for the month, but their interaction with you is one time. And so you have to bring that same level of I'm giving everything I have to this one prospect on every single prospect. That's why it's so imperative that you master your sleep, that you master your water, that you do your diet, that you have your pre-call checklist because for for us on our side of the the table, it's just our job. We're just going through the calls all over again. But for the prospect, it's their one shot at meeting you. And you have to bring 110% energy to every prospect. Does that make sense? Do you feel like with No, that makes 100%. I definitely agree. Do you feel like because what I feel like I was trying to do with this guy because he had so much um fear that he expressed like in his application and he seemed a bit hesitant at the start of the call. I wanted to kind of make him feel like really relaxed on that call. Do you feel like that might have been too much? It's a great point and I love the reason why because it's caring about the prospect. So that's coming from a good place. The catch 22 with that is you're wanting to care more about the prospect, but the most caring thing you can do is to to get him to come to a point of decisiveness over this fear. And if you're too casual with him, you're almost being his friend. So, you don't want to be harsh on him. You don't want to be direct with him. But being too casual, you're not creating the space for him to level up, for him to have to step up to the next level. Does that make sense? Yeah, that makes total sense. Agree. Building credibility because initially I was just under the impression I was like, okay, I need to make a product because if I have nothing to actually sell, then you know, there's no way I can actually make money. But then I soon realized like, oh, like even if I have a product, if I'm having credibility, no one's going to buy anyways. So then I guess that's that's where I am now. And then I guess the the the more micro issue is the the retention on the video. So probably I could work on better scripts. Okay, got it. So it sounds like you're having a hard time with, you know, really getting the retention on your videos, but also building, you know, the credibility within the space so that you can actually start converting, you know, your viewers into paying clients and then also, you know, looking for, you know, help. You're clearly having troubles with the script scripting, the hooks, uh, etc. So looking to get some, you know, support around that. Be careful that you don't downplay things when you say, you know, you're having a bit of trouble with or you need a bit of help with. It's you don't have blank blank blank. Got it. So, with your current YouTube channel, you don't have the level of retention you need and you don't have the level of credibility you need. Is that correct? Yes. It's much more definitive. Does that make sense? As opposed to So, with your channel, you know, you're not really getting this and you kind of need some help with this and this could be a bit better. It's too wishy-washy. You want to be direct. Yeah. Okay, cool, man. So, I looked on your application. You haven't made any money from the YouTube. And don't say cool to something that wouldn't be cool. That's not socially calibrated. If they say something that's negative, you'd say, "Okay, got it." Or understood or makes sense. You wouldn't say cool. Is that right? Yeah, that's right. So, like I I I made a product first and then basically I never launched it because I was like, "Okay, this this is not going to work." and I didn't didn't really like it anyways. So then I relatively recently just made a Stripe page that has like one-on-one calls that that I offer. And that's that wasn't really to make any money. It's mainly like if there was somebody who happened to buy it, then I would just get a better idea of what people people like are looking for in terms of like what they could have help with. And then but but given that was the goal, I also just ended up making a like a Google form survey that I leave in the bottom of all my descriptions, which which I mean also no one has clicked that, but but then again, I only set it up a couple days ago, so yeah. Okay, that makes total sense. And um what do you actually do outside of YouTube? Do you are you employed? Do you have a job? What what do you do? Yeah. Yeah. Like uh so I'm a senior equity analyst at a consulting firm. So I mean I'm probably going to quit, but that's what I've been. What have you um Okay. So So you got to dig into the real data. The data is not just numbers. I don't think you've been on some of the recent calls, but data gathering is not just numbers and facts and figures. Data gathering is about gathering all the information about what's going on in this person's life right now, their situation. So notice the thing that I'm most curious about is he said about leaving his job and then he had this like you know nervous laugh and then but but given that was the goal I also just ended up making a like a Google form survey that I leave in the bottom of all my descriptions which which I mean also when I clicked that but then I only a couple days ago so yeah. Okay, that makes total sense. Um what do you actually do outside of YouTube? You employed? Do you have a job? What what are you doing? Yeah. Yeah, like uh so I'm a senior equity analyst at a consulting firm. So I mean I'm probably going to quit, but but what that would have been my next question. But what when when you're in the mindset of I need to do my data gathering and even if you're believing that you're scriptless selling, you're still having an agenda which is I need to do my data gathering. I need to get this and this and this and this and this and this. It's still an agenda. You need to completely have no agenda. The only agenda you have at the front part of the call is to understand what's really going on in this guy's life relative to whatever he wants to change by building a YouTube business. So, he said something weird, which is, you know, I I'll probably quit, but but what that that had to have been your next question to be truly listening and truly tuned in. What's going on? Why did he say but what? Or why did he say but? And there was a nervous laugh and he's like, "Okay, well that's what's really going on." That's what I What have you Okay, what is it you've seen uh in that that has you looking to quit? You notice how the real truth is not that he wants to quit. The real layer of the truth is he wants to quit, but yeah. Why he hasn't done it already? Well, it's it's the fact that his current experience is he wants to quit, but and so what you need to be digging in from a nonsalesy perspective is what's the but whereas what you're doing is you're digging in from a sales perspective, from a closer perspective, from a oh, if I get this information, I can stack it on my clipboard of things that will close the deal. The irony is the thing that will really close the deal is getting to the truth of what's really going on. The highest resolution of the real truth. First level is he wants to quit his job. The next level is he wants to quit his job but and the but is the real when we talk about peeling the layers back from the onion. The real heart of what we've got so far is I want to quit my job but so that's what I would be digging into. I mean, I basically like, you know, you wake up at like six o'clock and you work till like two o'clock in the morning every single day. So, I'm kind of dying and and and also like if I think about what I want to do long term, like I mean, if I just stay in that job, I'll be working the job and then maybe helping some hedge fund make a little bit more money. It doesn't and then I would then again just make money, but doesn't seem all that valuable to me. So, biggest juiciest thing so far is he doesn't feel like his life has value. You can bury someone in that. Makes makes total sense. Well, let me ask you this, brother. How many more days do you want to spend dying in a 9 to 5, you know, filling a hedge fund owner's pockets? Too pre too premature. But also the big thing is you attached it to the wrong thing. The issue is not that he's in a 9 to 5 making hedge fund people more v more money. What is the issue? He hasn't left yet. Nope. What is the biggest issue as far as his pain or problem? It's not the issue, it's the meaning of the issue that we have to dig into. He just said, "I'm working a 9 to 5, making other people money, blah blah blah, if I keep doing what I'm doing." And I feel like that has no meaning. So, what we, if you were going to say, "How much longer?" It would be how much longer, how many more days are you willing to live a life of no meaning? It's not how many more days do you want to go to your job. It's the impact of going to the job and his personal emotional feelings around it. That's what we're selling. Yeah. So, if we really if I really explain it for you, there's three layers to this. First one would have been my job. Okay. Which you know what is it he's doing? Equity thingy, whatever. Next thing is he said it has no meaning. So why does it have no meaning? What does he mean by that? What does he define as meaning? Why does his job not have that? So we need we need the specifics. And then it's going on the white side here, but and then the final one is his his feelings or his impact of living a life with no meaning. So feelings and impact and that would then take you into how much longer? How much longer? So the first thing is my job sucks cuz it has no meaning. What do you mean it has no meaning? Well, what I'm doing doesn't do blank blank blank blank blank. Get get all of the specifics. This this this this. Got it. How long have you been going to this job feeling this? this this this this. In other words, every time we jump from one layer of depth to another, we we delete using the word or the phrase from the previous level and we insert the higher resolution thing. In other words, you know, layer one, my job. What about your job? It has no meaning. Then when he tells us why it has no meaning, we then say, "How do you feel to be going to a job with and we we insert the things he just told us. We don't say, "How does it feel to go to a job with no meaning?" Cuz we now have a higher level of resolution of what he meant by no meaning. Does that make sense? You got to take it one step at a time. Are you sure it makes sense? Yeah. So attach it essentially not to like the tangible thing. You're attaching it to the emotional thing. Yeah. Well, we're attaching it to whatever the deepest level of truth is around whatever's going on, which probably is emotions, but it's not always emotions, but it it it's emotions, values, beliefs, things that are deeper and deeper and deeper. If I draw it another way to make it make it more visible this way. Can I do a Oh, I can't do it. Oh, yeah, I can. Whiteboard. Another way that we phrase it is um peeling back the layers of of the onion. So this is the center of the onion. This is layer one. This is layer two. This is layer three. Layer three, he says, I don't like my job. Why don't you like your job? It has no meaning. Has no meaning in what way? Well, I feel like I'm not using my potential. And now we've got potential as the the the closest thing to the real truth. Could even say, you know, it would be a bit redundant. You say, "Why why do you feel that you're not using your potential?" Well, because I feel like I'm really intelligent and I'm using 5% of my intelligence. Then our how much longer question would be how many more days are you willing to not use 95% of your potential and flush it down the toilet. You you always connect whatever the deepest level of truth is. It's almost like another way to view it is, you know, you could start your sales call knowing that you're going to ask how much longer blank at the end of the call. And as you ask questions, you're replacing what goes here with a deeper version. So, how much longer do you want to go to your job? Next layer. How much longer do you want to go to a job with no meaning? Next layer. How much longer do you want to go to a job that uses only 5% of your potential? And each time you're replacing what would have gone here with something more and more and more specific to the prospect. And when you've uncovered the real burning thing, which is he's not using 95% of his potential and you then ask him how much longer do you want to continue with whatever the deepest truest thing is, that's when you've locked them down and they'll say, "Not another day." Yeah. No, it makes a lot of sense. I basically used the question prematurely and what I was attaching it to was too surface level and I should have taken it a couple layers deeper, attached it to that and then it would have had way more impact. 100%. Cool. Yeah. Yeah. I mean, not not really any more days. That's why he said not really. Okay, that makes total sense. How long have you been wanting to get out of this job? Like basically a month after I started, I guess. So that's cool. Yeah. Yeah. I mean, not not really any more days. Out of your job a month into starting, you got to ask more questions, brother. You got to ask way more probing questions. Okay, got it. What needs to happen so that you can get out of this job? You're you're you're pushing way too quick into trying to sell him. You got to get way more data first and then you don't have to try and sell someone. You don't have to try and sell, handle objections, do follow-up. Gather all of the data and lay out the facts for the prospect and they'll sell themselves. He's going to a job that he wanted to get out of a month into it. Why did he want to get out of it? What is it specifically about your job that has had you wanting to get out of it from month one? Why have you continued going to that job? If you hate it so badly, why haven't you been able to get out of that job? Uh what do you think about um because for example like my calls at the moment they've just been 45 minutes back to back to back to back and if for example like this guy was having issues running late so I had like less than 40 minutes would you recommend increasing my call times or would you do you feel like I can get the level of depth that I need to get in less than 40 minutes? Personally I wouldn't take a sales call that I have an hour I have less than an hour on my calendar. Yeah, because I I have closed calls in 20 minutes and I've closed calls in 45 minutes, but I would rather know that the average maximum percentile is I'm going to need up to the hour. I would have made less money in my prime if all of my bookings had been 45 minutes cuz there would have been a lot of calls that I wouldn't have been able to close. So, I would push them to an hour. But the other thing is on this call, your bookings are 45 minutes and you already were cut short on time. The first fundamental error that you made was if you know that you're going to be limited on time, you have to reschedule because otherwise you're just not serving the prospect and you're not serving yourself because you know you're not going to close them cuz you're going to cut corners like you're doing now and then you end up not closing them. Yeah, makes sense. Which the first fundamental thing comes down to discipline. Do you have the discipline to potentially lose a lead knowing that you'd rather call your shot and say, "Hey, brother. Uh, my last call is run over. We're going to need the whole hour, so I need to reschedule." And the prospect ghosts you whether they ghosted you or not, that was the right thing to do. And I've said many times before about the spiritual side of selling. If you do the right thing, even if you lose that one lead, you'll end up closing more other leads because you did the right thing. And that sent out a a frequency into the universe of I'm doing the right thing. I'm a good person. I'm a higher value man. I'm actually doing the work that I need to do to make the right choices. Even if it's at my own jeopardy in the short term, the universe will see the intention that you have, which is to do the right thing. And it will repay you based on that intention. If your intention is, [ __ ] I want to hit my financial goal this month. I'm going to rush the call. I'm going to rush the prospect. I'm going to not serve the prospect. Then the universe will repay you based on that level of selfishness. Does that make sense? Yeah. Makes a lot of sense. Really nothing. I I actually have enough money saved already where I can survive like 10 years and figure something out. So, I mean, I can I'm I'm basically ready to quit within like April. So, the biggest thing that we have to do on a sales call is get to the truth. What What are you wondering if you detach from trying to sell and you just think curiously, what are you wondering based on that already? Exactly. Yeah. And if you can't get to the bottom of that, which by the way, the bottom of that is going to be something significant because it doesn't make any [ __ ] sense that he wanted to quit his job from day one and he has 10 years worth of savings and he hasn't quit. It doesn't make any sense. So, I need to get to reality. What's really going on, Mr. Prospect? Why Why have you got 10 years of savings and yet you're still going to a job you don't want? In other words, his brain is [ __ ] his way of thinking is not straight. And if I can't straighten his brain, I'm not going to close him cuz people that are not thinking straight don't make good decisions. And if a good if it was genuinely a good decision for him to join the program, I guarantee that he will not make a good decision if his brain is currently not thinking straight. Why haven't you done it already? Good question. But you got to contextualize it because otherwise he'll be led off the hook. It's not why haven't you done it already? It's interesting. So given that you've got 10 years worth of savings and you wanted to quit your job from month one, why are you still going? Notice the difference in the specificity.

Of the question. 100%. Yeah, I guess because, and because you weren't specific, he's—his feet are not to the fire, which is why he's laughing. I—I haven't—I didn't feel like I've proved that I could do anything else yet, cuz I—I have been working on this YouTube channel in the background for like a year—like half—I—I—I believe I brought—started like September of 2023, maybe? I—I don't really remember exactly, but like a year or so ago. And then I paused for a while, just because like I actually had no time, and—and then uh, I started back up recently, just because one of the clients—main clients I was working with is—is—is no longer working with us. So then I just have more time.

Okay. I'm going to—I'm going to address the elephant in the room, brother, cuz I looked through, you know, your application and I saw what you—you know, you wrote at the end. Uh, and I saw, you know, you've signed up for this a few times or gone to hit submit. Um, but each time you've done it, you know, you've—you kind of got scared away for some reason. So I'm—I'm curious what—what do you—what do you feel like has held you back from actually, you know, submitting that application beforehand and wanting to get on a call with us?

Yeah. So, I think it was two things. So, like the first thing, for whatever reason, I just felt I wasn't ready, like I have to—I have to make my channel succeed before I sign up for the course. But then again, that doesn't make all that much sense, given—given this is supposed to help you improve.

And how long were you aware that it didn't make sense? You got to go deeper into what he says. I knew it didn't make sense. How long did you know it didn't make sense? So why, knowing that it didn't make sense, did you continue to not take an action through a mindset that didn't make any sense? You challenge someone one layer, but you need to keep challenging them until you actually get to the bottom of it.

And the second thing is like one—one of the main points in—in like the landing page says like, "Oh yeah, you'll have like seven YouTube experts in your—in your back pocket." And—and yeah, that's super valuable, but it's also sort of like it feels like, oh yeah, you have like seven people staring down your back and like improve, right? And I didn't feel like I have the—the actual time to do that quite yet, but I—I do now. So it—it basically last—last month I think is what—

Got it. As far as the second bit. So—So the second bit sounds like you—you—you didn't want people to push you to actually accomplish this and challenge you and hold you accountable and make you hold—make you uphold a higher standard. Do you think part of the reason why you've continued to go to a job for four years that you wanted to quit after month one despite having 10 years of savings is because you're not willing to be held to these higher standards?

Yes. And then your—how much longer question so far is—how much longer are you willing to shy away from the standards that would allow you to be a successful YouTuber? How do you expect to be a successful YouTuber with an audience and followers that are looking to you for guidance whilst you're the type of person that runs away from being held to a higher standard?

The last time the—the program was open, I was thinking about incongruency 101. I've never clicked submit, but I told myself, okay, since I'm coming back now, if my first three videos get like over 300 views, then I'll just do it, which—which it did. So, okay. So, where—where are you at now with your, you know, your readiness to commit to getting the help you need so that you can scale your YouTube channel and get out of your 9 to 5?

Well, I mean, I was—same thing again. It's all—it's all premature, but we'll—we'll keep going. I actually set on quitting anyways because uh—I—I'm—I'm able to live without my job for a very long time. So, I mean, I'm basically going to have the ability to go full-time.

Okay. And if I'm understanding correctly, you—you've had that ability for a long time because you now have 10 years worth of saving. So what's changed? If you're curious enough, you would be thinking, well, he's saying that he now doesn't need to go to work, but he also said he has 10 years worth of savings. Why did he not quit when he had three years worth of savings or five years worth of savings, which is still excessive, but why now? What's changed?

So, I—I guess I'm curious how—what—what's changed between—Here we go. You know, besides obviously getting a few more views on your videos um and having a little bit more time. Notice the key—the key thing that you're missing, brother, is contextualizing your questions.

Yeah, I agree. Given that you have 10 years of savings, which I assume means you've had that ability for a number of years, what has changed now? What's—that holds the mirror up as well a lot more?

Yep. Yeah. Specificity of contextualizing questions changed from the first time you know you didn't click submit on an application between you know now. I guess the main thing was time. It's [ __ ] though, and we know it's [ __ ] because, and you have to get him to realize it given that you had 10 years—you have 10 years of savings. Did you not have the ability to buy the time two years ago, and you could have just quit your job? Like he's trying to tell you that it's the outside force of time. That's his sudden, you know, logistical reason. It's [ __ ] cuz, and you know it's [ __ ] because that logistical reason was available a year ago or two years ago when he had 5 years of savings. So you have to bring the facts into the conversation to be able to challenge him on why this doesn't make sense.

Yeah. I just didn't feel that I would be able to go through and spend as much time as—as would be required to actually implement everything that I learned.

Okay. And that just—How much time are you at once? Okay. You're in selling mode. You're trying to sell rather than be curious about what's really going on.

Sorry. Yeah. Yeah. So, so I mean previously I would probably like—like could put in like—like four hours or just whatever time I had over the weekend, but—but now I mean I can basically put in like—like you said the phrase elephant in the room, which is a good phrase. The elephant in the—in the room is—why now are you now committed to spending this time doing this when for a number of years you've had 5 to 10 years worth of savings? That's what I really need to know. And—and the two big issues with this guy is he's lying to you and he's lying to himself that the external reason of time is his all of a sudden, you know, doorway to doing this. And the other big issue is—is—which is why he's lying by the way. One leads into the other. The reason he's lying to himself, not intentionally, it's subconscious, is uh this fear of himself not being good enough. I mean, think about it. What type of person, Alex, saves up 10 years of savings before taking action? What type of person [ __ ] does that? An incredibly fearful person. Unbelievably fearful. Doesn't get worse than that. He had to save up 10 years of a safety net before he's on the phone. You have to challenge what type of person he is, cuz if he's not willing to change the type of person he is, he's never going to have a successful YouTube channel just in general. But also because people aren't going to watch his [ __ ] videos when they can feel the type of person he is. He'll be a—he'll be a fraud. Even if he tries to come across as, hey, I'm, you know, I'm this dude and I built my YouTube channel and I'm crushing it in this. It's like people will feel that it's fake. He's someone that inside is deeply insecure. Deeply insecure.

Yeah. I didn't tune into him enough cuz now I watch it in this context. There's—I thought I picked up on it, but there's—I think it was still all quite surface level.

Yeah. Okay. So, you saved up 10 years of savings. Why? Why did you save up 10 years of savings? Even if you'd have just asked that, you would have got into the insecurities. Well, you know, I—I thought that'd be a good amount of money to save for—

What? Good. Good. In what way? Has it—has it not prevented you from doing for four years what you really wanted to do in life? In other words, you might have 10 years of savings, but you've lost 5 years of your life. Which one of those is more valuable? At the end of your life, looking back to today, would you have given all of those 10 years of savings to have 5 years back of your life? So, what does that mean about which is more valuable? You got to challenge his thinking process. His thinking process was—I'll give five years of my life away to save 10 years of savings—only because he's been insecure. Not because there's any logical rationale behind that—a day, seven days a week. So—or honestly more than that—like up to 13 hours I guess.

Wow. Okay. I mean for context most of our students we say we want you doing about two hours a day. So you can do that. That's more than enough. Um, so obviously you know you now have the time and things in place I guess. Was there—um, you know besides that I guess—is there a—cuz like you said in the application you know you were kind of—there was that hesitation—there was that fear holding you back from doing it. Has anything changed in terms of—you know—was there a specific turning point for you where you decided you know what—what have I got to lose? Or what did that look like?

Yeah, I mean just more like—like I guess my goal in life is to have a business at some point or to have ownership of something—not—not just some point—taking ownership. How much ownership did you take spending 10—spending five years saving 10—10 years? What—what level of ownership is that? Like work a job is kind of like a dead-end thing. He—I want ownership whilst I'll stay in a dead-end job. How—how much ownership did you take to not be in a dead-end job for the last four years and then—so I just sort of asked myself like—does the job align with that? And no, it doesn't. Does this YouTube thing align with that and like building business on it? I'm like, yes it does. And also like I have enough money. So then—did you ask yourself that? What led to that conversation? What's actually stopping me? Nothing. So, I just went and did it.

Got it. So, it sounds like you've come to the realization that for the last four years, the only thing stopping you was you. What actually changed in your life that you had such a transformative reframe of your own reality that you now realized you're the only person stopping you. That was good—what he just said. That would help you sell him. But we need to go deeper into it. He spent his entire—at least 5 years stopping himself. He's now admitted that and realized it, which is very good. Why? That's a—that's a really big—if it's true, that's a massive shift for someone. I need to know proof. Prove it to me. Tell me with facts why that's actually happened and I should actually believe you.

Well, it sounds like, you know, and obviously having that fear there initially is normal. I'd be worried if you know you didn't have any fear, but it's clearly you know evident—seems like you've had enough of the job you're in. You're at a point now where you're no longer willing to let that fear hold you back from the results that you want to get. Still don't know why—what—why has he had enough of the job? He hadn't—he hadn't had enough two weeks ago. You're willing to step up and over that fear so that you can actually get the help you need to scale your channel to what you know it's capable of.

Yeah. I mean—I mean the other thing was that like while I was working the job I—I probably put out like 30—notice the power of the summary. You didn't even ask another question and he's just adding more information—in video just like pumping me out over the weekend. Even with my lack of sleep and they—they—some of them performed all right. Some of them were like, you know, they get like 20 views or something like that. And then—but—but—but basically, you know, I would watch the videos that just free—on—on YouTube, like on Creative Booth or whatever. And implement some of the stuff recently and I—and I see like, oh, this stuff actually works. So that's like another supporting point to actually—

So you started implementing some stuff for free on YouTube and it worked. Why didn't you implement that stuff before? Like notice the weirdness of what he's saying. All of a sudden, I actually started taking action. Why did he start taking action now when for all of these previous years he's not been an action taker? Do it. So, it's not like, you know, a lot of people say like, "Oh, yeah. It's like you don't—there's no like actual method to do it. It's just like luck of you algorithm." I'm like, "Oh, well, not—"

Sure. Cool. You've been following along? Probably since I tried to start back in like September. So, or like—of maybe a year or two ago. So,

Oh, wow. And why in September did he start this business? What—or start the YouTube? What changed in September? He—he's had 10 years of savings. So what shifted in September? What was that critical moment in September? What happened? Probably his girlfriend dumped him. You're not a stranger then. That—it's usually some external thing. It's not like internal.

Awesome. What do you—What are you looking for then from, you know, a mentorship? What—what do you really feel like is, you know, you need in order to start boosting your credibility to start, you know, having more retention, but also like another way to view this, Alex, is like billiard balls, you know, billiards—like pool or snooker and things like that.

Yeah. Yeah. So, like when you hear someone say, let me go back to the whiteboard. When you hear someone say, you know, in September I started doing something different in a different direction, you should see that as a billiard ball rolling in one direction and you should go, "Oh, interesting. September, this billiard ball just started rolling in this direction." So then what you should be thinking is what billiard ball hit that billiard ball to start it rolling. Cause and effect. In September I started this YouTube channel. Okay. What happened? And you've got to understand like the laws of physics that there's cause and effect. If something starts moving, it didn't just—the billiard ball didn't just wake up one day and say, you know what, I'm just going to start rolling in this direction. No, something hit that billiard ball that knocked it in a different direction. You need to know what that was because that thing was big enough and significant enough that it actually was able to move this ball from standstill, not doing anything, to motion. Anytime you hear a moment of motion in a prospect's life story, you need to go back into it. Dig into it. What happened? Why did that cause that? Why so? How do you mean by that? How were you feeling? Why was that the turning point? Does that make sense? Cause and effect.

Yeah. [ __ ] That's a paradigm shift. Um, I feel like I've just been looking at the effect the whole time and digging in on that, but I've not taken it deep enough to actually get to the square root.

Yeah, exactly. In September, I started this YouTube channel. Why? What happened? Well, you know, I—I went—I went back home and I had to live with my parents and I realized that, you know, they're getting old and, you know, I—I realized I've not accomplished anything in my life. My job has no meaning. I've made money. I've saved 10 years of savings, but honestly, I just looked at my parents and I thought, I'm just going to end up where you are.

Okay? And so, when you're at home and you're at your parents' house and you realize that, how did you feel? I felt blank blank blank blank blank.

Okay? And so then you decided you need to start a YouTube channel because you didn't want to have a life the same as them with no meaning. Makes sense. Notice how much deeper we've gone into it. What actually happened? And as he's telling you those stories, he's getting into that emotional state again, the feeling of disappointment with his life that he felt six months ago when he went to his parents' house. And you're changing his state. And when you change his state, that's what makes the prospect want to buy because they're in a buying state. You're reading, you know, the levels of consciousness. The state that they're in specifically that gets people to buy is guilt and shame. Those are the two emotional states that you get a prospect in to buy. The guilt and the shame. When they feel that, they—they start to do something. They decide, right, I need to do something about it cuz I don't want to be in this guilt and shameful state any longer. Which is also why the how much longer question is so powerful because it's a guilt-based question. How much longer are you willing to choose to stay in blank blank blank situation? Guilty guilty guilty. That's what you're saying to the prospect and that's what you're making them feel.

Enough views on your channel. Probably a few things like I believe like when—when I'm filming some—some of the days like it goes well and then like I film—have like a 20-minute—20-minute thing I just usually cut down like 10 times. So half of it is good and like the other half is garbage. But then other days I'm not quite—haven't quite been down exactly what it is, but then it's like you film for an hour and then I repeat myself like—like five times and then it just—it feels like it's garbage. I mean I go into the edit and usually end up being all right or you know—I feel like you—okay, this end all right, but—but uh—I don't know. I think there's something with like the script—presenting part I could just do better on.

Okay. So it sounds like you want help with, you know, the right structure and format for your video so that you know when you are uploading a video you know that is going to get views from the right people and you know you're not going to have to be unsure whether or not it is the right video to post.

Yeah. Okay. Anything else in particular you know feel like you're really looking forward with or looking for from a mentorship?

I mean, I guess—I guess I'm not quite—quite there yet, but then if—when I do go to create a product—like something that I actually feel is valuable to my—my viewers because uh—yeah, I mean, I thought about a couple things like based on like focus or like—like—or like distractions or like—I don't know—like a potential make more money, but I—I haven't pinned down what—what I think I feel valuable and then if I feel valuable is probably not actually valuable for the years.

Okay. So, sounds like you're also looking for help not only with the process of launching your product, but also actually finding out, you know, what product your audience needs and you know, how to then launch it.

Yeah. Okay, for sure. Makes total sense. Let's say then we can help you, you know, boost your credibility, boost your, you know, retention in your channel, but also get to a point where, you know, you have the exact dial-in process for your scripting, for your hooks, your ideation. Notice how you're telling him if we can help you with solution. No, no, no. If we can help you get to a point where you no longer feel like your life doesn't have meaning because you have a YouTube channel that has views and credibility and blank blank blank blank blank. You don't sell the—the tangible solution. You sell the result of the solution. We sell removing them from the current position of pain and negativity that they don't want to be in anymore. Right now, we don't know what that position is. The reason you would never sell this guy on this call is we don't know what that position of pain is. What is his pain right now? How bad is it? Why is it so bad? What impact is it having? You got to find—it's like the epicenter of an earthquake. You got to get to the epicenter and see, holy [ __ ] look at all the consequences of this pain and this problem and how—how uh—what do they call it? The magnitude of the earthquake. You know, is it a nine on the Richter scale? Right now, this guy's not even on the [ __ ] Richter scale. It's no pain. So, you're selling him based on the solution, but not on his current life. You have to—

Yeah. So, should be being less disempowered rather than empowered.

Correct. Yeah. Why right now does he need to actually get this YouTube channel working? I don't [ __ ] know. The own—and the irony—which is why I've given you guys all the four core pillars. The best thing that came out of this call was his response to the opening question. My—I—I'm going to a job and it doesn't have meaning. If you'd have just dug in on that, you would—that would have been where to close the sale. Going to a job with no meaning. No meaning in what way? Blank blank blank. How long has it been? How long have you experienced those things? Three years. What impact has it had on you having those three—those things for three years. Why haven't you left? Well, I've got, you know, 10 years worth of savings. So, why haven't you left? And you would have started challenging him on—he has chosen to stay in that place of whatever the reasons are that his job has no meaning. You got to—you got to get into the pain which came straight in the first few seconds of the call from the opening question. We got it. You—you just went off into selling mode and trying to sell YouTube and dig into YouTube, but also you know the support you need to find a problem and to solve for your audience and find a product to launch on the back end of that. What do you—what do you want to see from this? What do you want to see from your channel and your YouTube business in the next six to 12 months?

To be honest, if I can sell one thing to one person, I would be happy with it within the next like year, which—which I think is quite a low bar. Notice how his—his whole goals are so low bar.

Okay. And so, and he even said it's so low bar. Why do you have such a low bar goal? Do you think part of the problem in—in regards to why you haven't got out of a job with no meaning is that you don't set higher bars? How are you ever going to have a life of meaning whilst setting low bars? If you—if you connect from the front what's going on at the back of the call in the middle, everything he's saying is connecting together. I live a life with no meaning. Meanwhile, I'm setting low bar goals. Meanwhile, I had the opportunity to—to go full-time on YouTube three years ago when I had five years worth of savings and I never did it. So, Mr. Prospect, do you think the reason that your life has meaning is nothing to do with your 9 to 5? The reason your life has no meaning is because when you have an opportunity to build meaning, you hesitate and you delay for years and years and years building up a safety net. Which, by the way, how much meaning does life have when it has a safety net? Pretty much none. The other reason is that you doubt yourself. And the other reason is this, and the other reason is that. And you lay out the facts for him. The real reason his life has meaning is

He delays taking action. He's afraid of things. He sets low bars, and he's not facing the reality of the life he has chosen to live—a life of no meaning. You're not selling YouTube; YouTube is just the vehicle out of it. It's why he even wants a vehicle and wants to get in the vehicle in the first place that you need to find, probably, but I don't know. And also, why I guess the first thing would be to get my vid—to, I guess, make my videos—to a point where I feel their retention is good and then, therefore, people think it's credible and then to be able to sell at least one product. Okay. Why just one? Use his specific language. It's not "why just one product." What we really need to ask is, "Why are you setting a low bar?"

Same direction that we're going, but very different intention. One is actually—one is actually—being curious about the person that we're on the phone with, not the information. We're curious about who are you. You need to be curious about who is your prospect. I just want to know if it—if it can work. I—I best way to say, but like if I can just make $1, then that's like I would consider it, right? Like he's trying to rationalize that he's not sure if YouTube would work, and why—why is—and so you could say, "Why are you unsure that YouTube can work?" And we need to get him to a place where he says, "It's not YouTube; it's me. I'm unsure if I have what it takes." Okay, what would it take? What do you think you need, or what do you think would help you push through that so that you can find what you're made of? "Well, a mentor and a community and guidance and support." And so then we start selling the service based on what the individual needs, not just by selling the service, giving him training and support. It's why does he even need those things in the first place? If we can't find a reason why he thinks he needs those things based on his own personal experience, we won't be able to sell the YouTube training course just because it's a great training course. You need to have a reason for the training course first. Yeah. People decide to be open to buying when they have a need, and then they—they close on that decision when the logistics or the variables of the—the offer makes sense. But the first thing is they need to have a need for it in the first place.

Revenue generated. There's something here for sure. But I mean, if you're only coming here to, you know, make a dollar, there's probably no point of even being a part of, you know. So yeah. I mean, I mean like if—right, you're trying to say if you—if your goal is to make a dollar, it's not worth you doing it, which makes total sense, but the real thing that you need to be handling is why is he setting such low bars? What you're trying to do is unsell, like, "Okay, well, if you only want to get one sale, then there's no point." You need to truly focus on serving the prospect, which is this guy is setting himself low bars, living in fear, living in scarcity, living in delaying everything, procrastinating, meanwhile telling himself, "I'm so sick and tired of my life having no meaning." Solve the real problem for him, which is, "What does he need to do to have a life of meaning?" Set a bigger goal. Take immediate action. Not be doubting that YouTube works, and actually, he needs to put in the [ __ ] work.

So my summary would go something like this. So it sounds like Mr. Prospect, the reason that you have a life of no meaning is because you live in scarcity. Saving up 10 years of money because you're living in this fear and, therefore, living in fear is not a life of meaning. Plus, trying to protect yourself with 10 years of savings is also not a life of meaning. Second reason you live a life of meaninglessness is you're aware that any vehicle—whether it's YouTube, ecom, crypto, whatever—isn't going to work if you don't go all in. And right now, you know you've got a life of meaninglessness because you know that you haven't been going all in, and you're aware of that when you look in the mirror. The next reason you have a life of meaninglessness is you keep setting these low bars because you know full well that you wouldn't hit anything greater because you're not committing to anything greater. You're not actually taking action and going all in. And so yes, you do have a life which feels meaningless because it is meaningless. But whose choice is it—those three variables that I just gave you? "It's my choice." So, how much longer are you going to choose to show up in the way that you've been showing up, knowing that you'll continue to have a meaningless life? Got it. Makes total sense. Why YouTube? Why? Okay, cool. Sign here.

Don't sell YouTube and don't sell until you've sold the person that you're on the phone with against their lower version of themselves, the way they've currently been showing up. You got to sell the person first. Can't sell YouTube to someone that doesn't even want to, you know, show up in the right way or face reality. Doesn't matter if it's, you know, if you said to him, "We've got a guarantee that you'll make a million dollars in the next 12 months." He still wouldn't [ __ ] buy because the issue is him. He'd be like, "Oh, well, you know, I've seen guarantees before and I don't believe them." Or, "Oh, well, you know, I'm still not sure if I want to do YouTube." Hey, man, I just told you we guarantee you'll make a million dollars. Yeah. Well, excuse—excuse—excuse doesn't matter. It's not the guarantee; it's him that needs to be sold on his reality.

And like if we summarize it, the real issues—if we put it all together—if I pull this whiteboard off, uh, pull this whiteboard up—even the real issues with this guy is the—the 10-year savings. That's a—that's a red flag. That's an issue. The low bar goals. Low bar goals. The lying to himself that he doesn't have time. That's [ __ ] as well. We don't know why in September he actually started this thing. That's what we would have needed to know. What else would we have? What else was there? Why? Yeah, if you'd have covered those four things: why does he have 10 years of savings? Why does he set low bars? Why is he lying to himself that he doesn't have the time? And what happened in September? And then once you've got that, which is all the data and the facts, what now? In other words, okay, this is what you've currently been doing. What about now? What are you going to do now? Are you going to not need this 10-year saving security net? Are you going to not need this low bar [ __ ]? Are you going to not make excuses? And are you going to actually do what you committed to do when you made a decision in September? Those are the things that we're missing. Does that make sense? Yeah.

I think I've had a bad habit where I've been taking so many calls back to back to back, and I have then been less intuitive, been less curious on those calls because I'm just treating them like one call out of 15 on my calendar that day. Mhm. You know what's crazy? What did I say before we even got into the call? At the start of the call, I was like, "Your energy is the energy of someone that is too like checked out." Yeah, you're not on the call. You're just like there. You just sat yourself in your chair, put your microphone on. Okay, next call. Here we go. I could see that within the first two seconds. And you've been on enough live calls where—uh, off the top of my head, one of the people that I've called this out on a few times was Christian Parah, where I said, "Christian, I know what's going to go wrong in this call. Not because I have a crystal ball, but because what happens in a call is based on how you show up in the first few seconds. Because how you show up in those first few seconds is going to be how you show up for the rest of the call. And how you showed up for this rest of the call was the same as you showed up in the first few seconds that I saw, which is you—you've done this enough now that you think you've got it, and you don't really need to take each individual prospect as a human being. They are complete. Although there are patterns and although there are, you know, you'll get momentum as you do enough calls, you—you need to delete everything you know about every other prospect for the next prospect. It's almost like start from zero with every prospect. If you bring your experience and your knowledge and your, you know, pattern recognition to the next prospect, you'll actually not dig into what really needs to be dug into because you're assuming that you know what needs to happen.

I'm going to put that on my checklist: Start from zero. Yeah. And I—and I spotted it because it happened to me when I was somewhere around about six months into selling. The underground mentor said, "You've checked out. You had a couple of massive months, which I did. I made a [ __ ] ton of money in my early days in sales. And he was like, "Now you're just going through the motions. You've—you've just checked out. You're just—you're not thinking that this prospect's life is on the line. They are an individual that you know has value and has a life, and you need to care about them like you've not got any other sales calls on your calendar for the rest of the year." Yeah. And I wasn't doing that. And so I could spot that energy in you because I remember when I was in that energy. I know where I was. I could—I know which room I was in. I remember the feeling of pressing dial on my calls and just being like, "Oh, another call. Here we go again. I know what I'm doing. I'm good at this. I've mastered it. I know what I'm [ __ ] doing." And I just checked out and then I stopped making any [ __ ] money. Yeah, you're right. Until the underground mentor slapped me in the face. All right, dude. Any questions?

I'd like um—No, I'm super clear. This makes a ton of sense. There's this last bit where I—I think I challenge him in a moment. I'd like to hear your feedback on that bit if that's cool. Sure. Do you know where it is? I think it's literally now. Okay, cool. "If I were to make a dollar, I would be happy, but I mean the ideal is to make like replace my actual income with uh—So, I mean, I would ideally like to make over 200k a year from it. I mean, I don't know how long it's going to take, but that's ideal. Yeah. I mean, 200k, that's a lot more than $1, right?" Yeah. Yeah. I mean, it certainly is. So, why—I guess why you hold yourself back from that, you know, goal in the first place? "I guess I just don't—I don't—I don't—I don't really like to set goals with hard numbers like that. I—I ideally just like to just kind of just go on something and see where it ends up in a certain time. So, yeah. I don't know." I get—where did you get that mental model from? But he—he's just making up some arbitrary thing which we know is not led him to be successful because otherwise he would already have a business. But if we want to be specific, we say, "Okay, so that's the way that you've made decisions thus far." And the result of that is you live a life of no meaning and you've gone to a job for five years not having meaning in your life. So if that's the way you set goals and that's the result that you've got, how do you feel about the way that you set goals leading you to success? "Well, it's probably the wrong way." Okay. So if that's the wrong way, what would be the right way? "I should probably set a real goal. A goal that I truly care about and commit to it." Okay. When are you gonna do that? "Now." Why now? "Well, I've probably never thought about it until you've just told me." Okay, cool. So, you've now just reframed him around his nonsense.

Oh, that makes sense. I understand where you're coming from. Um, but I guess, you know, if you don't even allow yourself to think of the guy you want to go for, the chances of it happening are probably very low, right? So, are you willing to—You're trying to sell him based on your wisdom. You know that if someone doesn't set a goal, the chance of them hitting it is very low. But anything that you tell the prospect goes in one ear and out the other ear, and in the process, they lose trust for you because they see what you're doing. You're telegraphing. If you want to reframe someone, you have to use their facts of their life against them. What results has his goal setting got him in his life? So, you've had a goal to have a business so that you can have a life of meaning since September, and during that time you're telling me that your goal setting was to not have a goal. Is that correct? "Yes." How has it gone given that it hasn't worked out for you? How do you feel now about that strategy to setting goals? You got to use his life against him and do it with questions as well. You can't just tell—tell them what—what you know is true. Doesn't matter whether it's true. It's the fact you're just trying to tell him that he's not going to listen. Let the mindset of not even thinking about the goals you want to hit hold you back from being able to achieve in the first place. Yeah. I mean—I mean—nothing—I haven't thought about it. Whereas if you'd have just said, "How has that mindset gone? How has that goal setting worked for you?" "Well, it hasn't worked." Now he's having to tell himself as opposed to him responding to your questions. Yeah, that makes sense. I mean, is it something that's holding me back? "I'm not quite sure. I mean, I certainly thought about it, but I haven't went and like deliberately wrote down like, 'Okay, this is what I'm going to do.' But yeah, I mean, I could—I could think about—" What are you not sure about? "I suppose, well, here's the thing, right? Nothing in life is guaranteed, and I don't know what my life's going to be like in the next six months. I have it all mapped out to Z, right? Um, but at the end of day, if you're only setting your goals, you know, I want to make a dollar, guess what? You can make a dollar, but you're going to find a hard making any more than that. If you, you know, if you not even got a clear direction of where you want to go. So, you know, are you—are you willing to prove?" The big thing in this guy—in his story—is he doesn't have meaning in his life. He wants meaning in his life. What is it going to take to get meaning in his life? Setting small goals or setting big goals, saving 10 years of savings and not taking action or taking a risk. What is going to give this guy meaning in his life? What we're selling him is not—or YouTube. We're selling this guy meaning—he doesn't have meaning in his life. Are you willing to—um—allow yourself to think bigger so that you can go and achieve bigger? "Yeah. I mean, for sure. I mean, to be honest, actually something I did not—I didn't mention initially, but I mentioned I was like sort of afraid to sign up, and—and that's—that's also sort of because like—I mean, the reason why I ended up signing up in the first place because I like to do what I—what I feel like I don't want to do, and I feel like I didn't—one of the things—reason—reason why I feel like I didn't want to sign up because like even though I say that like, 'Oh, I like feedback and I like to be able to see—tell people—have people tell me what's wrong with what I'm doing so I can improve,' then again there's still that like fear mind like, 'Oh, like someone's going to tell me I'm garbage,' and what if it's true—[ __ ]—that would have been so good—would you rather—would you rather someone tell you what's true so that you can become what you're not or would you rather someone not tell you what's true and you stay who you are right now? But given—I—I certainly had a rule in mind to just do—do what makes me uncomfortable. That's usually the best thing to do. So yeah—and—and give me an example of when you've done that in the last 6 months—like he's telling you a [ __ ] bumper sticker. Oh, this is the right thing to do, but you haven't done it. So are you—are you willing to—you know—are you willing to take on that feedback? You know, the potential of someone, you know, and if you go deeper into it, the reason he's telling you that bumper sticker now is because he knows that he hasn't done that for the last five years whilst he saved 10 years of savings. And he is dissatisfied with the outcome. He is dissatisfied with having 10 years of savings, but nothing to show for it as far as purpose or fulfillment or meaning or impact. So, he's now telling you this bumper sticker because he's had that realization. But you still need to hold the mirror up and show him, yes, what you're saying, Mr. Prospect, is true. But you haven't lived life like that for your entire life. What has shifted? What has changed that you now actually had this realization? Why did you have that realization? How much longer are you going to continue not doing the things that you're afraid of now that you have the realization of the outcome of that is a life of no meaning. Right. You criticism so you can get the goals you want to achieve. Yeah. Yeah. I mean, for sure. I mean that's why—that's sort of why I try to submit this time. I would—now that I have the time and I would like people tell me what's going wrong because you didn't dig into the [ __ ] that it's not about time. He's just going to keep saying it. Therefore, I could make that improvement. Good for you. So I'm curious, you know, if by when you want to be in a position where you could be making, you know, 200k a year. Do you notice that? Like he's just telling you [ __ ] and you're just picking up what he's putting down because you didn't challenge the fact that he had more than enough time years ago when he could have quit his job. So given that he had 5 years of savings two years ago, why didn't he quit? Okay, fine. Why now? What shifted now in September and what shifted now in May that you now—or February—that you now need to do something about this? Yeah. Because you're not digging into the truth on all the little details that the prospect's giving you. They're running circles around you. You're letting them off the hook, and so they just think they can play that game. Does that make sense?

That makes a lot of sense. I've got like eight pages of notes right now. All right. Yeah. Questions? Let me answer any questions you've got. "I think I have zero questions. I think it's—um—I needed that. I think I've just got into such bad habits with the nature of how my offer has been right now and just being so flat out for such a short amount of time. I take that—I think it—the mindset has been that quantity over quality. I think that's a terrible mindset to have, and that's probably leaked into my calls, cuz even though I'm performing well, I could probably perform so much better if I was more intuitive and I took these calls deeper. So, I might actually benefit more by dropping the quantity and upping the quality probably." Yeah. Any other—any other takeaways or any other things you want to go over? "I think the biggest takeaway for me is how like—I—I think the biggest thing was the cause and effect thing that helps me picture it so well because I've been focusing so much on the effect and not actually the cause in the first place, and I've not been intuitive enough on the cause, and I've been settling for surface level, cuz I think the issue last time was the challenging, and now I—I'm not afraid to challenge, but I'm almost too premature with it. So I've swung the pendulum too far the other way. I've not got enough of the understanding as to why—I've not got enough of the data on the actual truth before I do challenge. So that's the biggest thing. So I'm going to watch over this—of quite a lot of times—and just look at the different ways where I could have picked it up and where I actually settled for the surface level." [ __ ] that makes a lot of sense. Let me just draw that cause and effect one more time. I know you've got it, but just to make sure it's crystal—crystal clear. "No, please do it." If you imagine that you were, and I'll give a couple of examples. You're in a relationship. This is you and this is the girl, and everything's good, and you're going through life and everything's good. Everything's good. You got a great relationship. Boom. And in September, she just decides instead of going this direction with you, she goes off this direction with another guy, or she breaks up with you, or whatever. Your natural intuition, your curiosity would be like, "What happened? What was the input that created this change of direction as an output? It's just weird that when we're on sales calls, we don't use the same logic that we would use in real life because we think it's—it's a different context. It's like, oh, it's sales. I need to be in sales mode. No, just be in normal mode where if something strange changed direction, you would naturally be like, what happened? Like if—if a—if a billiard ball is rolling in this direction and then all of a sudden it starts rolling in this direction, your natural inclination, your—your curiosity would pinpoint your awareness to this moment here, and you would be curious what happened here. And so when someone says, 'My life was going this way. I didn't have a YouTube. I didn't have a YouTube. I didn't have a YouTube. I didn't have a YouTube. September I opened a YouTube.' You'd be like, 'What happened in September?' Because anytime something changes direction, you have to know why it changed direction. What—what happened? Does that make sense?" "100—100%—100%." Or—or like if it was business, I had 10 leads 3 months ago, 10 leads two months ago, and uh—I was 50 leads this month. You'd be like this direction, this direction, this direction, this direction, this direction. You'd be like, "Well, well, what—what happened here? What happened in between these two? Why—why did it go 10—10—10—50?" And you just got to be curious. You got to be data gathering. Does that make sense? "Yeah. No, it makes a lot of sense. It's just getting to the square root of like what actually started it in the first place. Cuz if I don't find out that, I have no like foundations to actually go off. I'm just using the end result. But there's no meaning in the end result because that's just the end of what actually started it in the first place where the meaning is." I don't think I've ever shared this, but on my pre-cool checklist and when the underground mentor trained me, one of the frames that we use often for sales is be the doctor—like the—the doctor frame. The underground mentor taught me a different one which was be the detective, which I think is more appropriate when we're thinking about that cause and effect is like imagine if you were a detective that was solving a murder mystery and for whatever reason one part of the murder mystery was there was a billiard ball going along the snooker table in the mansion in one direction and then all of a sudden it pings off the table in a different direction and hits someone in the head and they die. As a detective, the first thing you'd be wondering is why was the ball going in this direction and then all of a sudden it went in that direction. That would be the thing that as a detective you would look at. You'd

Be like, what hit the billiard ball to change it into a different direction? So, so maybe a a good shift for you as far as your frame in your own mind could be I'm being the detective. I'm trying to be a detective of what's really going on. Why did that happen? When did that happen? What caused that? Why did that cause that? How do you mean by that? Clarify that for me.

Yeah. So, being the detective is a very powerful mindset as far as understanding the I'm going to add that to my checklist as well. That's really good.

Yeah. I like that. All right, brother. Anything else?

I don't think so. I've got so much to work with. It was good, though. I think it was um it was humbling as well because I thought that was in my head. I was like, "Yeah, that was a pretty good call. I challenged him well." And it just makes you realize like [__] there's so many levels to this. There's so many layers deeper that you can take it. Um, and even though like even though I did close that guy in the end, I could have done it way better. I could have served him at a way higher level as well.

Yeah. Um, if I had just actually taken it deeper and not treated it like just another call. So, got a lot to got a lot to go through.

Nice, brother. And you you've had some big months as far as commissions. And if you're hitting those months at this level, it should be very exciting for you how much money you have available that you can be making if you go to this next level.

Yeah, I agree.

Yeah. All right, brother. It's a pleasure. Anything you need, just holler.

Appreciate you, Josh. Thank you very much. And see see you in Carbo. See you in Carbo soon, brother. Talk soon. Bye.

Awesome, man. Sega.