Sales Call Review - Financial Services Offer With $1M/mo Trainer [LIVE]

All right, what's going on? We're back with another high-ticket training. This is not a high roleplay. This is a high sales call review. I'm here with Chris, who is one of the students of the Unicorn Closer Mastermind. If you don't know what that is, that is the private mastermind that I run alongside my underground mentor. That is the guy who is responsible for teaching me everything that I know about sales and everything that I know about life that allowed me to go from working four jobs, zero a month in high-ticket sales or any type of sales experience, and all the way up to $100,000 a month in commissions. And I did that within 17 months.

Now, in this call review, we're going to go through the discovery part of the call, which is the part that is responsible for whether you make or lose the sale. Going to take you through the nuances, the advanced strategies, most of the basics that you're probably missing because you've never been taught them properly. And I'll also teach you some of the internal mastery that allows you to close prospects without doing follow-up, without getting objections, and being able to close a massive amount of the prospects that you should be closing so that you can earn the money that you truly want to be earning. And that will allow you to live the life of your dreams. So, without any further ado, let's crack into this call review.

Hey, how's it going? Uh, just trying to—There we go. Good. Uh, good. How you doing? Do well. Do you see me? Okay. Yeah, it's a little choppy, and my service ain't the best out here sometimes. Okay. Where are you—uh, where you calling in from? Huntsville, Alabama. Alabama. Very nice. We have a couple of students that are uh from Alabama. You Crimson Tide? Oh, yeah. Yeah, I'm not like a die-hard fan, but uh, if I'm watching football, it's definitely Alabama. Understood. Can you hear me? Okay. Do you feel like we should uh reschedule when you have a little bit of better connection? I do work evenings as well if you want to bump it. No, I can—I can get by fine right now. If something changes, we'll, you know, reschedule if we got to. But cool. Sounds good. Well, definitely excited to dig into your story and really for the call. Uh, super simple. I have one goal: just identify whether or not you have a highlight. How do you—how do you rate your energy thus far on this call? I think it's uh—I could have come in with a bit higher energy for sure. Higher in what way? I just—just by looking at it like more eye contact, more friendly, a bit more. Yeah, for sure. Yeah. Any particular reason that you weren't in that mode on this call? Uh, I think it's maybe just the call before kind of threw me off. Yeah. Ah, what happened on the call before? Just a harder prospect that was a little bit skeptical. Yeah. Did he close? No. Okay. Did you read your pre-call checklist between the calls? I—I always do. Yeah. But okay. And my energy could definitely be higher on this call for sure.

Okay. So, what I would do is I would specifically put something on your pre-call checklist that attacks this because let's just say that that first call, the one that was a tough prospect that didn't close, was genuinely a prospect that wasn't going to close. But let's imagine that this second call that I'm assuming doesn't close, would have actually been a prospect that could have closed. What that means is that you're taking one call that there's probably nothing you could have done; he—he wasn't going to close—and you're turning it into a call that could have closed, and you're then losing that call. Now, if you imagine that on a grander scale, let's say you take, you know, five calls in a day and the previous call that you had was your first call, you can actually end up losing two deals or three deals or even the whole day of deals just because you're bringing that energy. That's why you've got the pre-call checklist. Now, the beauty of the pre-call checklist is it's not a cookie-cutter tool; it's whatever you need at the time you need it. So, I would be writing down, "Don't lose this deal because of the previous call," like something very, very clear to you. However you want to phrase it, have a think about it over the next 24 hours. But every time we have a problem that is costing us deals in sales, we need to get to the root cause of it, and then we need to find a remedy for it so it doesn't keep repeating. Make sense? Makes sense. Thank you. Awesome. You're welcome. A success working with as well as the academy.

Now, we're going to go pretty deep into your current financial situation and what it is you're looking to accomplish, right? For a lot of our students, retirement; see if we can speed that up for you. If we can actually help your situation, we should discuss next steps. If not, let's go a little bit deeper into the human psychology of things. Let's look at how you're dressed. Let's look at how he's dressed. Let's look at your vibe. Let's look at his vibe. Let's look at your position of authority. You're in your amazing apartment that you've got from progressing through sales. He's in his car. He's got his lumberjack jacket on. How do you think he might be feeling hopping onto this call with you? Maybe a little bit nervous because it's—Why do you think he might be nervous? Because he's never really spoken to anyone about his finances and really gone down that era. Yeah, he's maybe never spoken to someone about his finances. Why else could he be nervous given the—the specific situation? Maybe because I'm the way I'm dressed and then the backdrop, just the environment. He's not used to that. What if he was dressed like this and he was in a penthouse? Feel a little bit more normal. What did you say? It would feel more normal for him if he was—Yeah, he might—he might not feel intimidated by that. If he was in the same position, he might not feel intimidated by that. So the—the key thing to understand is the difference between you and him and how that perspective might make him feel uncomfortable. Now I'm definitely not saying, you know, go back down to the ground floor and get a new apartment or don't dress nice. What I'm saying is we have to be cognizant or aware that sometimes people can feel uncomfortable, and therefore we need to use our energy or we could simply call it in the beginning of the call our openness, our warmness, our friendliness to make them feel like we're not superior to them or we're not trying to make them feel inferior. And so just be aware of the dynamic here. This is someone who doesn't know what they're doing with finances. They hop on a call review and they're like, "Shit, this guy's got his [ __ ] together." Now, there's a fine line because on one hand, they want to hop on a call review and think, "You've got your [ __ ] together. You're an expert." But on the other hand, they don't want to make—they don't want themselves to feel like an idiot or feel inferior because of your expertise. And so this is just a very fine tightrope that you need to tread of demonstrating to the prospects through your energy that you're an expert, but also making them feel comfortable, making them feel welcomed. Hey, you know, totally fine that you don't understand this. Let me help you out. As opposed to the energy right now is a little bit like, "Hey man, I'm kind of looking a bit down on you. You're in your car. You're dressed like this. Your energy is quite flat as well." So just be careful of that. All right? Otherwise, you'll lose deals before you've even got into your opening question. Point you in the right direction. Sound good? Yeah. Cool. And uh—I did—right. Like he can't even look you in the eyes. Maybe he's playing on his phone or maybe he's just feeling insecure. Look at the app. I know we were speaking a little bit over text there, but um, I don't want to assume anything. So in your opinion, what would you say is the biggest reason you want to gain control of your finances right now? Probably to retire early. I say probably the biggest reason. I don't know. Me and my uh—my wife, we like to travel. Um, sometimes that's, you know, a little difficult working full-time or overtime. I don't want—I don't want to be the one to see my grandparents do it, you know, which I run cows, too. Um, so that's something I'll probably fiddle with for the rest of my life, but um, as far as working, you know, your standard 9 to 5 um, I won't even—until I'm freaking 60, 65 years old and enjoying my last 10 to 15, you know, whatever I got. But, uh, I would much rather have a lot more time up front at a younger age to be able to enjoy life. Okay. It seems like a big driver for you is to—to grow your wealth, to buy back more time, be in a position to retire, experience life, travel, not be tied to a 9 to 5 till you're 60, 65. Okay, not a bad summary. Phrase your summaries as the negative rather than the positive. So it's not as powerful if you say, "So what you want to have is blank blank blank." It's much more powerful if you say, "So right now you don't have blank blank blank." So I would phrase it more like, "Okay, so right now, with what you're doing, you don't have the ability to get back those extra years that you'd like to be—have—and so that you'd like to have—and so right now you—you—you essentially know that you've lost that extra time unless you made a change." Is that correct? Yes. I'm phrasing everything as you're already losing something. You're already in the negative. Does that make sense, Chris? Makes a lot of sense. Thank you. Okay. Okay. What exactly do you do for work? We'll do the—we'll do the whole call, but the biggest thing that's off is your energy. You're—you're—you're very flat. And you've told me why, so I understand. But, you know, I'm—I'm just repeating it to show you and to show the people that watch this how important our energy is. It's why the entire first eight weeks of the mastermind is internal. It's why the first thing I taught Alex or Mosy's gym launch sales team was the internal. Nothing I teach you about sales matters if the energy that we bring to the call is not on point. Kind of weird about talking about work—uh, for Department of Justice. Okay. So, what—what would be the very next question, Chris? I don't know if you're on the call. What exactly? Yeah. What exactly about the Department of Justice don't you like? Well, did he say he doesn't like? Is that what he said? Well, he mentioned earlier he doesn't want to work a 9 to his 9 to 5 till he's 65. Okay, let me go back. I might be misreading something here. I thought he said it's weird talking about it. Or maybe I misheard. Kind of weird about talking about work. Uh, they're kind of weird. Okay, never mind. I thought he said it like he feels kind of weird talking about it, which means my next question would have been, "Why do you feel weird talking about it?" Okay, my error. Department of Justice. Okay. What about your work? Uh, don't you like—See, dude, your energy is way off on this. No, I mean it's—it's definitely a good gig. I got so many things I'd like to do. Spending some time in the uh—Marine Corps. I would really like to get into a point.

Okay. So, if we're reading the prospect, what is the biggest thing we're noticing about the prospect right now as far as him responding to your questions? He's very slow to respond. Slow. Okay. What's another way of interpreting he's slow to respond? What's his experience of responding to your questions? Do you think he's finding it easy to respond to them? Do you think he's finding it difficult to respond to them? Where would find it difficult to respond? Probably because on a spectrum, 10 being he's really struggling to answer these questions, zero being super easy, where would you put him? Probably near—pretty high. So my next question is not about the data—of the data of his situation. My next question is going to be, "Certainly don't mean to, you know, uh, knock you off your—your flow here, but I kind of get the feeling that you're finding it a little bit difficult to answer some of these questions. I'm—I'm just curious why is that?" Because the data that we need is the pain or the problem that this guy's in. And part of the pain or the problem is why is he finding it so difficult to answer these questions? In other words, the difficulty level of him answering these questions is the pain that he's in. Is it that he doesn't like thinking about it? Is it that he doesn't want to think about it? Is it that he never thinks about it? Well, then my next question is, because he says, you know, "Well, you know, I never think about this." Okay, why don't you never think about it? Okay, why—why are we now on a call then given that you never think about this? Has something changed? And from there, three questions: has something changed? When he says, "What's actually changed?" Now we're into the real conversation. But I got to that so quickly from three questions because I'm looking for what's really going on. I'm listening to the answers he gives. Oh, you know, Department of Justice this, Department of Justice that, but a higher-level awareness as a closer, I'm like, "Why is he finding it so difficult to answer—to kind of come up with these responses?" That's unusual. I'm not judging; not saying, "Well, that's weird." I'm like, "That's unusual. I'm—I'm wondering why that is." And if you'd have just gone to that, you probably would have got to the truth within 30 seconds more from here. Yeah. So, it's really reading the prospect and being very curious and going into that. It's remembering the bigger thing to remember, Chris. We're not asking questions to get impersonal responses to our questions. We're asking questions to understand the person that we're on the phone with. I don't just want a clipboard with a bunch of data on it. Oh, seven leads, 33% conversion rate, blah blah blah. If I was selling lead gen, that doesn't matter. I'm asking the questions to understand the person. You got to understand why you're asking the questions. It's to truly understand who you're talking to. What's their life experience right now? And if part of me having a conversation is this person's finding it very difficult to answer, then part of me understanding who I'm talking to is why are they finding it so difficult to answer? I think a lot of—a lot of times sales people misunderstand that, "Oh, my—my—my tool is questions. I'll ask my questions, I'll get the data," but they're forgetting that the data is coming from a human being, and what your job really is is to speak with the human being and to feel like you understand them. Does that make sense? Your questions are just a way to get through to the human, but there's no point asking those questions if you get the data, but you're not actually talking to the human being. Make sense? Makes a lot of sense. We want to understand the person and—and get them to feel that as well. Yeah. 100%. Like hopefully within the next 10 years, um, I got a range at my house. And—and notice how his language—hopefully, I would—hypothetical, hypothetical, hypothetical—probably ties into the fact that those things are very future-based and very hypothetical based because he's not finding it easy to talk about these things. What I mean by that is someone that finds it easy to talk about what they—what they want, they go and get it; someone that doesn't really articulate it and doesn't really talk about it and finds it kind of difficult to talk about it, 10 years go by, 15 years go by, 20 years go by, and they've never got close to accomplishing it. So I'm starting as I'm reading my mark, as I'm understanding the person, I'm thinking, "Okay, he's finding it difficult to answer these questions. He's kind of telling me a lot of random things. It's all kind of a little bit, you know, up in the air. Plus he's talking about, 'I would like this in the future,' this 65 years this." Okay. So the big challenge that I'm hearing with this prospect is he's not making an affirmative, decisive decision in the here and now. So that's why he's in the position where in 15 years—uh, sorry, at the end of his life, he won't have those extra 10, 15 years because of the way he's showing up in life, which, by the way, is the same if you're a closer. If as a closer you talk about, "Oh, one day I'd like a Ferrari," or "One day I'd like to put a deposit down on a house," or "Oh, it would be nice if this, it would be nice if that," you're not going to get it. You have to say, "I'm going to do this." And then you figure out what's missing—the mentor, the training, the community—and you go and you take action and you get it right now. And how we speak determines the reality that we end up living in. Would like to bring on local law enforcement and SWAT teams, any—any nearby, you know, reservist or National Guard units that are looking to train. That's more of my wheelhouse and, you know, tactical-style uh—training. So, that's something I'd like to get back into. Um, I drive an hour and like 10 minutes one way every day. I live in the country where I got to drive to the nearest big city to, you know, make a decent living. One hour there and back. So, two hours total travel. Two—two hours and 20 minutes. And you know, so by the time I go to the gym, I'm a little over two and a half hours on the road every day. Oh god. Okay. It's a lot. You mentioned something that really stood out though. You have this big dream. Seemed like uh—really widened your eyes when you were speaking about it, but you want to start a business where it's like tactical-style training for SWAT teams and law enforcement. Yeah. Okay. What do you feel stopping you from leaving this job that you have to travel so much for and just going after it? I've got three kids and a life. Um, we bought land back in 2021. I built us a small house. I just got out of the Marine Corps, and um, we only had our son when we moved home, but literally three months after we moved into our little house, we got surprised with twins. So, we've been shoved in a two-bed, one-bath. They're two years old now. Um, and we just started construction on our bigger home, our forever house. Um, so I already spend quite a bit of money between guns, gear, ammo, and stuff. Um, so having the money to develop a range to the point where I could do this style training would take a lot. Um, especially in a like a room or building-clearing style training. You know, I could bring that one place to train as far as pistol and rifle fundamentals, but um, actually clearing a structure would—that would take a lot of funding. Got it. So the issue is—is money. Now, quick question. You mentioned that you spent or you spend a lot of money on guns and ammo. What are those purchases for? Like is that recreational or is that for his farm? Because if he's spending a lot of money recreationally, then at some point in the call, Chris, what do we need to do? We need to call that out. Like what happens if he just continues spending recreationally? Well, that's one way to do it. That's consequence, future-paced question, which I'm not a fan of. What's another way to do it? Same thing but in a different way. Just give him the choice. Do you—Okay, so you spending a lot of money on ammo and guns sounds like is a big reason why you don't have the money to go after your dreams. Like which do you want to do moving forward? Do you want to continue spending money on guns and ammo knowing that you will retire at 65 and have never fulfilled these dreams, or do you want to stop that and actually budget and strategize and invest and protect your money so that you can actually fund the life that you want? Just give them a choice. We don't—it doesn't have to be as complicated as a future-paced consequence question. Well, what happens if you keep doing this? It also just sounds stupid. Like most prospects are going to be like, "Well, then I'll be in the same position I'm in now." They—they just look at you like, "What a dumb question." Whereas, if you just give someone a choice, you can do this or this. What are—

You going to do? Well, I'm going to do this. Then you have to tie it down. Okay.

Okay, well you haven't been doing that for the last 10 years. Why now are you going to do something different? Okay. And then they tell you and you say, "Okay, why is that so important?" Okay, cool. So, are you 100% committed to making a change in your spending and your budgeting so that you can do blank? And they'll say yes.

I think that's the uh one of the biggest areas that I feel like I I struggle with is emotions and consequences. And I I like the way that you you describe that, giving them the choice and then going like are you you know you willing to accept that and then why now? Right. I think that makes a lot more sense and empowers them as well because it's coming from them.

Yeah. You you've got to see the errors in people's inputs, why they are where they are and show them. So you're doing this and it sounds like that's a big reason you can't do that. Is that accurate? Yes. So, are you at the point when you're willing to not spend all this money on guns and ammo knowing that it's costing you your big dream of having the tactical shooting range? Yes. Why? You got to once you've start gathering the data, you got to pick up the pace and start challenging people. And it always comes from a place of complete detachment. If they don't want to make a change, that's totally fine. But I'm showing them the truth. And then by showing them the truth, they see the consequence. You don't have to ask it as a consequence question. They can already see what the consequence is.

How much money do you think you need to to jump into that? I don't think my place is big enough. I probably have to buy another lot or at least I wouldn't want a warehouse in the back of my property right staring at my backyard every day. I probably need a good 20, 30 grand for uh the land and then probably between 125,000. Okay. What do you have right now for assets? We own 32 acres, 32 and a half. Have a one acre with a two bed, one bath home paid off. Do you want to include vehicles and stuff like that? As far as this? Yeah, more the liquid stuff just to see what we can work with in terms of getting you there in 10 years. What do we have for investments aside from just land and the contract? Roth. Uh I do have a Roth IRA. I started it and he got out and we kind of as far as this um I had a buddy who was big into investment stuff. Um and he got out and we kind of disconnected. I haven't really I don't know a lot about it. I haven't been dumping any money into it. Literally just like put 10 bucks in it and then just let it sit and it's been sitting there for like five years. Um we open one with Vanguard. So it's literally just in there like $12. I get on there and look at it just to try to look through how he's got the uh you know funding spread out on you know low-risisk high-risk uh stuff on there but um I don't know a lot about Roth IRAs or 401k bases. You've had this Roth that's been sitting for five years but there's only $12 in it. Yeah. You mentioned you want to retire early. So, what do you feel is holding you back? I know you mentioned knowledge, but what do you feel has held you back from investing for your retirement? Not fully stick to the budget. How was that? Good question. Because you got the answer you need. Yeah. Me and my wife, which is she's which is ownership. Pretty good. But the only thing is we're you got the answer you need, but it it came because the prospect just gave it to you. And I would say that that happened because this guy's quite soft. If you had a harder minded prospect, they wouldn't give you that. Better way to get that information is through the data.

So, I would do this if I role play with you very quickly. And I I believe we've missed this information so far. Okay, got it. So, you're working at working in city. What did he say? He did for a job. Department of Justice. That was it. The DOJ. So, you're working at the Department of Justice. How much do you earn a year from that right now? 130,000. 30,000. Okay. And so then on a monthly basis, you know, after you've just paid your taxes, how much you left with on a monthly basis? About 6,500 a month. Okay. And then what are your monthly expenses? 5K. Okay. So you got $1,800. Over the last three months, that $1,800 a month, how much of that have you been left with? Like you haven't just spent it on other things. I haven't really saved any of it. Okay. So, none. So, in the last 3 months, you got 1,800 times by 3 is 5,400, I believe. 86 24. Yeah, I think it's 5,400. What did you spend $5,400 on in the last 90 days? Well, like I mentioned earlier, my my kids like to shop and I like to shop for my kids and a lot of recreational stuff in terms of guns and stuff for hunting. Okay. H how much of that $1,800 a month would you say you spend on your kids on a monthly basis? I would say my wife probably spends about at least $1,000 on the kids and herself. Just just to go back on my question because I I wasn't crystal clear. You said that your expenses were $5,000 a month. So when we talk about expenses, you you included expenses for your kids, right? Like you know, toothpaste and and food and things like that for the kids. Is that correct? That's correct. Okay. So when we're then talking about the 1,800, we're not talking about essentials. We're not talking about, you know, non-negotiables. We're talking about presents and experiences and things that are more for fun. Is that accurate? Yeah, it's accurate. Exactly. So, just let me just ask the question then because I was thinking about what I missed. How much are you spending on a monthly basis on your kids just for fun or toys? Anywhere from just the kids, probably 500 a month right now. Yeah. So, $6,000 in the last year, in the last 12 months on kind of toys, and then that would leave you another, call it $1,400. I'm missing my numbers here. I think $1,300 a month. You mentioned recreation. Are you spending the other $1,300 a month on on guns? Wouldn't say all all of it, but I I definitely spend at least, you know, 4 to 500 a month on ammo and different stuff for hunting. Okay. So, that's another 6,000 a year. And that still leaves us with $900 a month. Where's that going? I I don't know. Yeah, we don't budget, so I don't know where where it's going. Okay. So, that's uh that's 10 $10,800 a year that you don't know where it went. So, so far that is $22,800 in the last year. that you've spent somewhere or on guns or on ammo or on the kids. If you're being honest with yourself, how well spent would you say that $22,800 has been in regards to you being able to retire early, you being able to potentially run the tactical business, and just you simply having the financial future that you want to have. If you were to put it on a scale of one to 10, 10 being no, I I spent that money as best as I knew how and zero being honestly I didn't spend that money. Well, where would you put it? I'd say about a three. Okay. Okay. So, three out of 10. Just to do a little bit of basic maths, we're basically saying that 70% of the money was badly spent. Is that fair to say? That'd be accurate. Yeah. Okay. Okay. So 70% of 22,800 10% is 2,280 times by 7. We're basically saying about $16,000 over the last 12 months you have badly spent. Would you agree with that? Do you want to change that number? Never thought of it like that, but yeah, I guess that would be accurate. Yeah. Okay. How many years have you not been budgeting your money and things have been basically the same as far as the way that you're spending money? Probably for the last 5 years. Yeah. Okay. So 16,000 a year times by 5 years. So that's $80,000 and that's that's just on spending it. You know, if you'd have just not spent it, you would have $80,000 in the last 5 years. Now, obviously, you understand that an alternative would have been instead of spending $16,000 a year on basically things that didn't generate you a return on investment, you could have invested that money. And so, at a bare minimum, you would have $80,000 extra over the last 5 years. If we then said maybe you'd got a, you know, a compounding return where that could have been twice as much over five years because you'd invested it in a few things. Maybe they paid some dividends. Maybe you got a, you know, a down payment for an apartment or whatever. You could have potentially had $150,000 over the last five years. Does that make sense? Makes a lot of sense. Yeah. Okay. Do you see what I'm doing, Chris? You're getting a number to the problem, which is getting a number and I'm just multiplying it out. Yeah. And showing him, oh [ __ ] that und 100,000 120,000 for the tactical training, I I could have [ __ ] bought that. Could have had it. You're quantifying it. That's something that Yeah, I definitely need to like sometimes I'll ask like how much are you overspending per month? And then I'll I'll quantify that. But you're really digging deep and and saying, you know, giving percentages and on a scale of 1 to 10, right? You're really showing them like how severe it is. Yeah. Because if I don't have the 1 to 10, I can't turn it into a percentage. If I don't have a percentage, if I'd have just said to the guy, "Oh, you you're spending 22,800." He might object to that. Or if he's a nice guy, he might say, "Yeah, yeah, I guess so." Which is a no. But he's not going to tell you, "Well, I I don't think all of it was wasted. I think some of the money I spent on my kids was was nice. So, you have to get the prospect to tell themselves what they believe. Your questions are just guiding the prospect to have their own self-discovery. You're not leading the prospect with your questions. If you do that, you won't close. So, okay, scale of 1 to 10, he tells me that I've now got the amount per year minus the small 30% that he doesn't think was wasted, which is better to get agreement, times it by how many years he's been doing this. Then being honest with him and saying, you know, if you had budgeted and and you'd actually had proper budgeting, you wouldn't have just put the money in an account. You would have invested it, which means it would have multiplied. Let's just be, you know, very lowballing here. Maybe it would have been twice as much, 160,000. Does that make sense? Yes. Now I'm just I'm guiding him through his own realization through my questions. Is that clear? Very clear. That's something I definitely need to do. I love that. Any questions on that? No. All right. Is actually taking the extra money every month and putting into a savings account instead of doing something you buy something on bull crap. Like you know, you know how it goes. You mentioned you're you're spending it on on bull crap. Why are you spending it on bull crap? How much longer are you going to spend it on bull crap? So, you've had a budget though. You just Okay. When you say you mentioned something, spend on bull crap. What exactly were you guys spending on or at least over spend it? Sometimes my wife likes to get bougie clothes for the kiddos. Uh sometimes she does really good as far as like thrift stores and stuff like that. Yeah, she's bad about like want to go out with you know kids and then get Chick one day one day, you know meal preps and I try to stick to me prep. Mhm. How much do you think you're overspending on a monthly basis if you could ballpark it? Probably I'd say at least a grand a month, 000 a month. 12K a year. Okay. And right now what are we bringing in after taxes per month between for the house? So when you get a piece of data that's when you've got to multiply it. Okay. So a,000 a month. So 12,000 a year. How many years have you been overspending a,000 a month? Five. So $60,000. Every time you get the piece of data that you need, you have to take it to the end zone. There's no point being on the football field getting the ball and not running it to the end zone. Okay. I think it's at like 97, 9,800. Okay. What are our ballpark monthly fixed expenses? What are your bills per month? About that record. your ballpark average out between actual bills and expenses. I think we're sitting right around 35 to 3,700ish. Okay. So, let's let's call it 4K. Okay. That leaves you with a $5,800 margin. And you mentioned right now you're not investing anything investments right now. No. Okay. So, other than just buying guns and ammo, I mean that will come in handy in the long run, but Okay. Do you not have a You were in the Marines. Don't you have something in what way? Like I want to dig into his belief. How how is having $1,000 of extra guns and ammo every month going to play off in the long run? I get having a rifle and having a few cartridges of ammo, but do you need to keep spending a thousand a month? Like what are you planning on having a [ __ ] zombie apocalypse? Like got to dig into that with the government in terms of retirement account. Uh I had a TSP with them. Um but I was not able to keep investing money into it when I got out. So, um, I cashed it out and I paid off a truck or something. Okay. So, what's the total balance of your investments for retirement right now? I don't have 401k. Um, I only know this company for going on five months now. I mean, I just got money on savings account and uh $12. Why you number I would say somewhere around 15,000 in your savings? Yeah. Okay. Aside, I know you mentioned you have if you want to bury him a little bit. 15,000 a year. No, no, 15,000 total. Oh, okay. Two bed, one bath. You have 32 acres. Do we have any consumer debt, credit cards, line of credits? Right now, I've got 5,000 on credit card. Okay, so it's not terrible amount. Auto loans. I got right at 10 grand on my wife's Yukon and 5,000 on my truck. I've got 22,000ish on my tractor. How much is that tractor worth ballpark? Probably 35,000. Okay. Okay, cool. So, you have the auto loan, 10K, Yukon, 5K, credit card debt, 22,000. 22,000 tractor. What's holding you back from paying this off? So multiply it out because if I'm understanding correctly, he's got 22,500 negative plus 5,000 negative plus 10,000 negative. So he has 37,500 negative and then he's got 15,000 positive. So you currently have a net worth of minus $17,500. Notice the difference. He's like, "Oh, like and it's not it's just the truth." I love that. Right. And this is what closers miss. They get they get in with the question, but they don't get out. You got to ask the question, get what you need, and then pull it out and summarize it all together. He doesn't have 15,000 towards retirement. He has minus 17,500. So, knowing that you have a 5,000 margin per month, that's awesome. Okay. And you mentioned a few things in terms of overspending. You guys haven't been able to stick to a budget. What does your wife think about all this in terms of I know that she she definitely is all about wanting to save money in her head, but uh you know, it comes down to it. She likes to spend it at the same time. Uh which don't get me wrong, I'm not trying to blame on her because I do I mean I just built a $4,000 rifle. So I I spend once and she spends little money more rapidly than I do. The bigger margin purchases. Yeah. But uh don't laugh. Let me ask you this. You you mentioned you're making money at the end of the day. 9,800 you're bringing in after taxes. Your expenses are fairly low around 4K. You have about 5,800 to play with. You mentioned you're not budgeting uh a little bit of what you're spending. My question to you, why is it so important that you actually retire early? It's not a bad question, but I would change the wording cuz he's going to give you some [ __ ] surface level reason. Well, you know, cuz I don't want to, you know, die without, you know, having some years to live my life, blah blah blah blah blah. Instead of asking why is it important in the future, we want to ask why now is he making a change in the present. So a different way to phrase it would be okay. So for the last 5 years, you've lost out on the opportunity of having ballpark $160,000 in your hands. You're at the point now currently where you have a net worth of minus $17,500 and you have this tactical training business that you you you dream of. You have this dream of retiring early, but for the last 5 years you have not budgeted. You have spent money. your wife spent money that has turned into you being, if we accumulate those two things together, 160,000 opportunity cost plus a debt that you currently have of 22,500. The way you've managed your finances for the last 5 years has cost you $182,500. So, what I'm curious about is what has changed that we're on the phone now, right? Show them what they've been doing and then ask them, which is a challenge, why are we on the call or what's changed or did something shift? Has some has something shifted as opposed to why in the future do you want to retire 15 years early? Do you see the difference, Chris? 100%. We're getting the why from a different direction. Not why from the future. We're getting why from the present. I need the why, but I'll get a very different why if I ask the question coming at it from a different direction. Mhm. So, we really want to focus on what they're doing now and figure out what shifted versus future pacing. What? Okay. I I I hate future pacing. I just don't think it sells people. People give you [ __ ] answers. It lets people off the hook. Future pacing is why you then have to try and close people in the objections because you spend the whole [ __ ] discovery talking about the hypothetical future and then you tell them the price after they told you how important the hypothetical future is and they say, "Oh, it's a lot of money. I need to let you know tomorrow and I need to pray on it and by the way, my wife's involved in the decision." You're like, "What the fuck?" They tell because the discovery was about the future. What about the reason I asked that is because like our offer is so future out, right? It's like long-term growth of 10 to 15 years for investing. Nothing's future. The decision, the change is today that they're now on this call. Got it? Why today are you no longer satisfied with continuing the way you've currently been managing your money? not why in the future do you want to have a different financial situation? You bury them in the pain of the current situation, the present that they're no longer satisfied with to do that. How bad is the current situation? Multiply it all out. Why are they in that current situation? Ownership and responsibility. And then why is that something now that they're no longer willing to settle for? It's all around the present though. Even if they say, "I'm no longer willing to settle for this because in the future I want to retire 15 years earlier." Yeah, that makes total sense. But for the last 5 years, you have been wasting $182,500. Why is this desire for retiring earlier in the future, why is that something different now that you're actually if you are committed to making some very significant changes in how you manage your money, the help you receive to manage your money and basically how you're going to live your life in the present. No more buying $4,000 rifles. Why now? Today, present. Now, not future. Is that clear? Makes sense. Yep. Thank you. You're welcome. Just not work for the man forever. I don't say obviously I could take orders. I had to, but um don't enjoy being told to do. Why not? I don't know. End of the day, I'll be here paying off my boss's M frontier to be throwing money something that I actually love and would love to do for the rest of my life. And what is that? What does life look like 10, 15, 20 years from now? You're your

Business, your own business owner. You made all the right investments. What does that life look like for you? Hope to see. We're just getting too much into hypotheticals. So he says, "The reason I don't want to carry on is because even though I can take orders, I don't want to build someone else's life. I don't want to work for the man. I want to work for myself."

Focus on the prospect now. Okay, got it. Why do you think that hasn't happened? Well, because I haven't budgeted. Okay. Was there something that shifted now as to never wanting to work for the man? You know, not wanting to take orders, wanting to have this this dream business of yours where you're now willing to actually get professional help with your budgeting. What changed? Why now? We have to go deeper into the layers. Okay. So, I would be going into like what has actually changed for him that having not budgeted for 5 years and spent his money recklessly that he's now willing to do something different. Okay. Yeah.

A couple times a week at the gym, have some coffee, hit the range with a bunch of likeminded u, you know, physically in shape and u freaking high pitter dudes, spend the day shooting and training. Um, you know, if I could get to the point where this branch is outside of Alabama, right, that would be even greater. You have a a bigger goal, a bigger vision. You want to scale this to other states? Possible. Um, I know I've got a lot of buddies who would be on board. Same thing again. If we start talking too much about the scaled version of the dream, it's just too far away. It's too far in the future. People don't buy based on how committed they are to their sevenst state business. It's like it's just so far. It's not even in their peripheral. I don't know. Just taking right moves to get to that point. What are those right moves? Great question. In your point of view and then whatever he says, why haven't you made them? What is different now?

Paying things off. I really want to take this step and uh a different line of work. My wife's not as about it and obviously my kids would not be either. I'm sure you know of private contracting. There's that. At the end of the day, you are your own man and you have a purpose to fulfill. And just by talking with you, it doesn't seem like this Department of Justice gig is really giving you that purpose or that drive. The way you spoke about being your own business owner, getting to wake up, getting to go to the gym, have your morning coffee, and live life on your own terms seems to light a spark in you. And I'll be very upfront, going down that route of being a business owner, if you're good at what you do and you provide good value, you will be able to scale that to something bigger than what you're doing now, right? I just don't think they understand what that would look like or know they want you. I've seen it myself, right, with with family. They want you to stay in the comfort level, right? But my question to you is for a while now you've you've had no if you're going to soapbox, which was fine, it wasn't that bad. Before you ask the question, get confirmation. Does that make sense? How do you feel about that? Okay, cool. Because otherwise you've given this soap box which is the leadin to your question but he might not have agreed with your soap box. He might have been like no I don't agree. So you got to make sure you double check your soap box landed before you asked the question.

So you have a goal of starting your own business. You want to be in a position where you don't work for the man but you haven't done anything up until now to get into Okay. So we did this on on the previous role play but you haven't done anything. What's wrong with that? What's wrong with that line? Is it telegraphing or? Nope. How high or low resolution is you haven't done anything? You want to be get into specifics of what he hasn't done. Yeah. Yeah. What he has done or what he haven't hasn't done. Anytime you speak, especially as you get deeper into the call, we're 20 minutes in. Everything has to be crystalline, has to be so sharp, has to be so accurate. Otherwise, you gather all of this data to understand the prospect at a more refined level and then you just give vague statements. You you basically took two steps forward to take two steps back. Instead of saying, well, let me show you the difference. If I had said to him, blank blank blank, you want this, you want that, but you haven't done anything up until now. How does he feel? He might feel a little bit bad that he hasn't done anything. Very different to if I say you want this, you want that, blank, blank, blank. But for the last five years, you have had what? I'm making up numbers cuz I can't remember them. You've had $5,000 a month of expendable income that you've just spent on guns, things that you can't even remember. And over the last five years, instead of building the foundations financially for this business, you've actually spent $182,500 in lost money or opportunity cost specifics. Tie them in with the details. Don't say, "But you haven't done anything." Because then he's just being let off the hook. His feet are not being held to the fire. The more you're accurate in the information, the more their feet are going to be burning hot.

Your investments, how long has this been something you've been wanting to actually change? Same question. Redundant. How long have you wanted to change this? Me? 2 years, 3 years, 5 years, 6 months, 2 weeks doesn't help me. Whatever he says. Think about it. He says two years. How's that going to help you? That means he's wanted something for two years and hasn't done anything. Two weeks might be better, but doesn't really help me make the sale. Instead, I want to get commitment rather than how long's it been. So, for 5 years, you've spent all of this money having wanted to have a tactical training business. What is different now? I don't really care how long he's supposedly wanted it because how much he wanted it is irrelevant when I'm looking at what actions he has or hasn't taken. What I care about is, "Hey, Bucko, we're on the call today. What is your decision or commitment today? I don't really care how long they've wanted blank blank blank. Okay. If I do want information on how long, it's going to be more leaning towards how long have they been in the situation that they don't like. So that I can then tie the timeline to how the experience has been being in that situation for that period of time. So I'd say, okay, how many years have you wanted to work for yourself to, you know, drink your morning coffee, go down to the range, do the training, and not be going into the Department of Justice? Oh, for blank period of time. Okay. So, having to go into the Department of Justice because you've got no money and your tactical training business dream is just a non-reality. Going into work every single day for five five years, how has that impacted you in the other areas of your life? So, if I'm going to get timeline, I'm tying it to their experience over those years or decades. I'm not tying it to the desire that they had to want to change because again, if someone wanted it [ __ ] bad enough, they would have already fixed it. So you you got to understand humans at a higher level. It's like asking someone who says, "I've really wanted blank blank blank." Well, how long have you wanted it? If you really understand humans, you already know. Doesn't matter how long because they didn't want it bad enough or they would have done it. What you do want to know is okay so you haven't had that thing for five for how long? 5 years. What has your life experience been like not having that for 5 years? Wow. What impact has it had on the other areas of your life? Wow. So then what I'm curious, Chris, is are you at the point where you're no longer willing to live another day living that reality? Yes. Why now? What changed? What was the turning point for you? Why was that the turning point? What are you missing to turn this turning point into the life that you do want? Every question, I'm pushing the conversation forward in a useful direction as opposed to just chatting about how long they've had a less than adequate desire for something. It's like if you're a salesperson and you say, "Oh, I you know, I want to make $30,000 a month or 50,000 or 100,000." How long have you wanted that? Oh, 6 months, 12 months, 18 months. Well, you clearly didn't want it [ __ ] bad enough cuz otherwise you'd have the training. You'd have the mentor, you'd have the commitment level to do the mass amount of work that it takes to do the inner work, to do the training like you and I are doing, and you would have already accomplished it. Or if you hadn't accomplished it, you wouldn't be talking about how bad you want it because you would know that you're on your way to actually accomplishing it. Does that make sense? Makes a lot of sense. Yeah. Beautiful. Any questions? No.

The bigger focus right now is like you want to figure out like what's going to be different now, right? Well, if there's something different, maybe there's not. Don't lead your question. Has something changed? Yes. Okay. What changed? Why was that a change? If you try and get them committed by leading the question, you know, like uh so so now you're committed. You know, what do you need? No. No. You you can't do that because you don't know. You have to detach, lean out, and see. Okay. So, you've been doing this for five years. Has something shifted? Yeah. What shifted? And by the way, when we really get into the sale is when we find out what has actually shifted. That's the layer where the call actually starts to begin. Like the real conversation. I'm spending money. I have no money. I'm in debt. I can't have my tactical training business. I can't drink my morning coffee. Yeah, that's nice. But is any of that going to [ __ ] make a sale? No [ __ ] way. Not a chance. What that does is it brings you to so this is what's been going on. We're now on a call. Why? And when you get that opening as to why that's the thing that you drill into three, four, five, 10 layers deep into that, that's where you make the sale. What is actually changing right now? Why is that a big deal? You know, what's going on? And then their commitment level now to actually changing it. A year and a half, two years. Okay. I was the military for three years now, just a little over time between school and just, you know, working on a job to get by while I was building our house. So, you know, I was very totally business time on that. Get my land straight for my cows and horses and goats and chickens and all that stuff and finish this house. So, we got somewhere to live instead of staying with my wife's grandma, which we did for, you know, the five months until we got at least able to move in. And that would have been right. Yeah. Right at about a year and 11 10 11 months ago. Okay. So, almost two years. In those two years you've been wanting to make change. What have you actually done to learn how to invest or at least be consistent with the budget? Not really anything. Nothing. But it's um you know based off my previous job, my job now um with I don't know if I have mentioned yet, we're under construction on our yeah on our bigger house, you know. So I tied that up with paying that mortgage, paying the current mortgage on the 31 acres. And uh so we need to transition into what's changed. If I were doing this, I would summarize whilst really laying things out to him before transitioning into the real conversation, which is what's changed. So, I'd say something like, "Okay, got it. So, I'm I'm clear on where we're at currently, Mr. Prospect. You've got $22,500 negative net, you know, what do they call it? Your your net worth. You've lost the opportunity of ballpark $160,000 over the last whatever he said 5 years. You got this dream of running a tactical business. And the reason that that's not happening, at least from where I'm sitting, the problem is really twofold. Number one is you've written a budget and you just simply haven't followed it. And we'll dig into that here in a minute. So not following a budget. And then the second reason is knowing that you've not followed a budget for 5 years. Even though you've written one out and you've sat down at the computer and you've tried fiddling with it, you haven't actually done anything to get outside help to do a better job with the budgeting and a better job with following through on the budget. So really the reason you're in that position, at least from where I'm sitting, is is those two things. Does that make sense? Yes. He says yes. I would probably ask him, do you want to add anything? No. Now I'm going to move in to So knowing that the reason you're in this position where the tactical business will never be a reality and you'll continue going to the Department of Justice, you'll continue not having the ability to retire early. Why, if you are, are you now willing to actually follow a budget and to actually get the help with writing the budget and sticking to the budget when that's completely the opposite of what you've been doing for the last 5 years? Why? Okay. Why now? Why is that important? Why was that a shift for you? Tell me more about that turning point. That's where we start getting into the real conversation. Everything else just led me to the point of being able to say, "These are the reasons you're in this position. This is how bad your position is, and this is why you're in that position. Now, let's talk about change, commitment, decision time." If you want to make a decision, is that clear, Chris? Very clear. Yeah. Thank you. You're welcome. Any thoughts? Any questions? I think uh I could be getting to the real conversation a whole lot quicker if I were to make these changes versus asking questions that shouldn't be even be asked to be honest. 100%. So, how do you feel? A lot better. I think I could really Yeah, there's a few Well, there's a big shift that I can make on my calls to one get my call down call time to go down, but yeah, I think this is all great. I think this is really going to help me out. Okay, good. The one acre, sorry, 32 one acre with a little house on it and then 31 with the bigger house to be on it. But yeah, other than typing up a budget and looking at it and thinking it's all gravy, actually sticking to something haven't did anything. Okay. What you really think about this? What what happens if you just keep sticking to a budget that you think is all my hate of a question, but gravy? You just keep going through the motions year after year after year, no investments, and you're not in a position to start your own business or retire. What does that even mean to you? Do you notice the difference, Chris, between that question as far as what happens if versus where are you at now with commitment, with decision time, with making a change? Where are you at now? As opposed to what happens if blank blank blank means I keep working for the like I don't want to. That's what every [ __ ] prospect's going to say. Well, I'll be in the same position, which I don't want to be in. Pretty difficult to go anywhere from there. Possibility back instead to do anything. Even that's [ __ ] I hadn't thought about it. [ __ ] [ __ ] He wouldn't be on a call if he hadn't thought about the consequence. He's on a call because he already thought about that. So even and he's not lying to you. He's just like lying to himself cuz you asked the question. But like of course this is where understanding humans at the real level is understanding people better than they understand themselves. When you can see someone do something and and they're telling you why they're doing something and you're like, you don't say it to their face, but you in yourself are like, that's not why they're doing it. That's what understanding humans is really about. That's what it really means. People say they do something, they say why they do it, they say why they don't do it. Understanding humans is knowing actually why people do or don't do things. Seeing the strings above the puppet as opposed to just looking at the puppet and going, "Oh, look, it waved its hand." Or, "Oh, look, it kicked its leg." It's like, "So, why did it do that?" Cuz you're able to see the strings above the puppet. That's what understanding humans means. I'm just asking, you make good money. You have $5,800, $800 margin, and it seems like you want to start your own business. I don't think there's any reason why you couldn't, but you mentioned over the last two years, you've done nothing but start a budget that is not consistent, right? You've put $12 away to your investments. My question to you is, are you willing to accept the way that you've been managing your money? Are you willing to make changes necessary so you can actually get out of this job and actually start your business and live a life worth of meaning, a purpose? You don't need to work for the man the rest of your life. I think you just need the capital to get started, right? And that's going to come from actually investing and saving. Have you reached that point? I'm trying to get that here with the help that you're hoping to anyways. Okay. What would you need specifically from a mentor like Budget Dog to actually start being consistent with the budget? Can you hear me? Think it's a little cutting out with your internet there. Can you hear me? I can hear you now. Yeah, your uh your internet a little shoddy here. Can you hear me now? Yeah. I was saying uh what would you need from a mentor like budget dog to be consistent with the budget to actually invest more? What do you feel like you need? How would you read your energy right now on the call? Not high leaning in almost. How do you lean? How do you mean leaning in? Well, just kind of like this, right? Versus maybe not like and comfortable. That's that's physically physically you're leaning in. Not always, but often the way we physically posture is a reflection of our internal posturing. So if you're leaning in physically, what does that mean as far as energetically? Energy is lower. You're not as mean means energetically you're leaning in as well. Leaning in as far as like you're you're you're trying to get what you want and what you need out of this guy to start wrapping things up. And the more it's like judo, the more you try and push, the more they'll just pull you with them. More you lean out, the more they'll come to you. Okay? So sec second time on this call, your energy was off. In the front part, your energy was just very low, not not friendly enough, not high high frequency enough. This you're like, "Okay, I I I think I can try and commit him now. I can tie him down. I can ask the consequence question. I can do my summary. I can just really try and push him forward." And that energy will put the prospect off. Instead, it should have been like this. Okay. So, what what do you think you need from someone like budget dog to be able to have the budget and follow the budget? You see the difference as opposed to Okay. So what what do you think you need from budget, doc, to to have the budget and to have the accountability? It it's too pushy and the prospect will feel that. They won't like it. The more you and make the prospect do the work, the more they'll actually do the work. And they're doing the work not just externally, verbally, telling you the answers they want uh you need to hear. They're actually doing the work internally. They're actually coming to that decision and that moment of change and that moment of commitment and that clarity and that certainty that they need to internally get to so that they'll actually make a decision. Mhm. They're starting to wind themselves up in the way that they need to wind up, ready to make a decision when you give them the space and the time and the distance to do it. Mhm. You want to be completely detached. Yeah. Super detached. Just make the [ __ ] prospect do all of the work, which is the beauty of sales. Make them do all the work, they'll do all the

Work, and they'll put money in your pocket. So, it doesn't get any better than that. You try and do the work and you don't get paid. You don't do any work, the prospect does all the work, and you get paid. It's like life doesn't get any better than that. Mhm. Right.

It's almost like you spotted your energy there and you were like, "Oh [ __ ] I should probably lean out a bit."

Yeah. Yeah. My energy was off. What did you say? I said my energy was definitely off on this call. Like going back to it%. So that by by the way, whenever we get to any critical universal issues, whether they're energetic or or tactical, those are things you should write on your pre-call checklist.

So the second one I'd be writing on my pre-call checklist if I was you was something about always remembering to just be totally leaned out. I'd be writing that down so that every single call you read it and you remember. And another thing that I would probably do in terms of the phrasing is making it clear that it's for the whole part of the call. Cuz what you might be having on your pre-call checklist right now is something that reminds you to be leaned out in the beginning, but then somewhere in the call you start leaning in. So I would literally write it as whole call leaned out. Something like that. So the whole call you just stay leaned out.

I hear you. I think it's uh cutting out there. You're on to unmute there. Can hear now. Yeah, it's better now. I think you got the connection again. It's not red.

I was saying what do you feel like you need specifically from a mentor like budget dog to actually stick to a budget and invest more so you can start your own business and not have to work for someone else and you let you jump to question. You went to why budget dog. Before you get to why, you need to get to why vehicle. In other words, I wouldn't say why do you want to work with blank fitness trainer? No, no, no. Why do you think why, if you do, are you now at the point when you want to work with a fitness trainer? Okay, got it. What was it specifically that attracted you to Chris as the fitness trainer that you want to work with? You got to do vehicle then specific. Otherwise, you're just jumping to why do you want to work with budget dog? He hasn't even told you yet that he wants to work with an outside person to help him. Does that make sense?

Makes a lot of sense. 100%. Yeah. So, you could do that simply by saying, "Okay, got it. So, you tried to follow a budget on your own. Hasn't worked. What do you think you need to be able to follow budget? Oh, I need outside help. I need a mentor. I need blank blank blank blank blank. Now, he's selling himself. Okay, cool. What was it then knowing that you need a mentor? What was it that attracted you to budget dog to being the mentor that you would like to work with to get the right budget in place and to ensure that you stick to it? Right? So, one at a time, part one, part two. Okay, make sense?

Honestly, I have no idea what to expect. I don't know, maybe good places to invest money to make me more money fast. uh whether that be something like a high interest account, a CD or business, I don't know, or real estate. I don't know if you are in all that. What about with the budget? You mentioned you haven't been able to stick to a budget. What do you think you need from a coach or mentor to actually make you stick to that?

I have no idea. You want to just think about it? You feel, you know, stopped you like from sticking to have to be some way to like keep us accountable on. Do you feel like accountability would help you guys stick to it? Okay, cool. Let's just say you had accountability. you had the structure, you knew exactly where to invest. How much do you think knowing that you have a $5,800 margin per month, how much would you be able to put towards your investment on a monthly basis to be aggressive with this so we can get you out of this 9 to 5 as soon as possible? Notice the same thing again. Future pacing. How much would you invest? Let's say he says, I know it's not the right numbers, but let's say he said 10,000, which is more than he has, but just to play my numbers, we could then say that within 12 months he would have 120,000 to build his tactical training business. Okay. But it's hypothetical future. It's so much more powerful to say as as I demonstrated before, he's already spent 80,000, which would have actually probably been 160,000. In other words, if you show someone the facts that they've already spent the money, then basically what you're showing them with absolute unquestionable proof is if you stop doing the bad actions that you're doing, you will have that money. Whereas when you try saying, okay, how much can you put aside? you know how many months would it be to have the tactical business blah blah blah everything is in the future which means people start thinking consciously or unconsciously well I don't know what's around the corner I don't know next month I don't know 6 months from now I don't know 12 months from now things might change I might not be able to put that much what if my wife gets pregnant again and they just start unselling themselves through all of the doubt that naturally happens because it's the future which is uncertain nobody knows the future. But if you show them the present and the past, that's guaranteed if they just had stopped doing those things. This is where they would be. Does that make sense, Chris? The difference in how to sell someone.

Yeah. Plus, it makes it more realistic, right? So much more real. We went over people wonder why at the end of a call you get an objection like, "I need to see more reviews. I need to speak to a member of the program. I need to pray on it because I'm not [ __ ] sure that this is going to happen over the next 12 months. So, I better ask God what God is going to predict for my future. The reason you get all of those objections is cuz the way that you're selling someone is [ __ ] voodoo [ __ ] Voodoo hypothetical future pacing [ __ ] And you wonder why prospects are like, "I don't have the certainty to pull the trigger." Well, how about if you sell someone using a methodology that is about the facts? Then they're like, "Well, I don't need to ask God. Like, this has been my life for the last 5 years. I've spent or I've got myself into $182,500 of net worth loss. Okay, I'm I'm clear on that. I don't need to ask my wife. I don't need to ask God. I don't need to think about it. I don't need to speak to another student. This is my life. This is my past. this is my present. I'm crystal clear. Whereas if you start asking someone, how do you think whatever is going to go in the future? They're like, I don't know. Can I speak to some other students and see how it went for them? It's like, well, they're probably fair in asking that if that's how you're trying to sell them. How well is this thing going to go in the future? Uh, I have no [ __ ] idea. Let me speak to some of your existing students. It's why they're going to say that. Is that clear?

Yeah, very clear. Thank you. Beautiful. You're welcome.

I don't see any reason couldn't put two to three thousand months, maybe even 3500 to 4,000. Um, I definitely would like to leave a little bit of wiggle room and, you know, just a liquid savings account to the point where worry about taking a vacation. So, yeah, this isn't we're not trying to bootstrap you here. We're not like David Ramsey, where beans and rice don't enjoy your life. We don't want to restrict you, but let's say conservative amount where you'd be able to invest but also enjoy life. What would that be like? 2500, three grand, okay, with with the remainder.

Ah, you still there? Yeah. Yeah. Can you see my screen? Yeah, I can. Um probably 3,000 with the remainder, you know, staying in, checking, using whatever we need to for the rest of the month and then savings account that we can later go online, you know, transfer the money back to checking and pay for a full vacation. But actually investing, I'd say probably Yeah. Right around that 3,000 a month. Okay. Let's just say I'm going to show you where we could be. How old are you, Brandon?

29. 29. Yeah, I'm good. Holy [ __ ] you're young. Okay, good. The same age. 1996. 96. What's your birthday?

February 9th. March 17th. Nice. Just had your birthday. Happy belated.

Appreciate it. Yeah. I'm going to show you I'm going to show you all three options here. I want to show you a long-term and then a short-term 10 year. Um but let's just say you were to invest 3,000 which easily doable with your margin rate. Let's say we do that 10 years. Your goal of getting out of that position. I think you mentioned you need like 100 125. Say you got the average return of 10%. Uh which has been the market average for the last 18 years. 10 years you're looking at about 573,000. Now let me ask you this. Knowing that you wouldn't have to work any harder. You wouldn't have to work any more hours. You would have you would have an additional 573,000 in the next 10 years for business. What would that mean for you?

Huge. Why would it be huge? Not only would I be able to start a business, I'd be able to pay for everything in cash at that point. Um, I like the calculator. I do think it would land a lot better doing the past though. So, like what would happen on the calculator? You you can pull it up if you want. You don't have to. If like if we'd have done the five years and he said 3,000 and so for the last 5 years, if for the last five years he had put away $3,000, what would it have been? Cuz now he's not looking at that 573 as money hypothetically in the future. He's going, "Fuck, that was in my hands and I lost it." The pain of loss is much greater than the pain of future gain.

Right. Let's let's see what it would have been. So, oh, you got a call in three minutes. All right. All good, brother. We'll just very quickly do this. Oh, no. I clicked the wrong link. I thought you just sent me the link. Did you not send me the link? Oh, I thought you sent me the calculator. Anyway, whatever that number would have been, it would have been a decent number for him to look at and be like, "Holy shit." So, I think the core theme for you, Chris, is go deeper into the data and then do the maths. The second thing is focus on the present. If you combine those two things, if you bring the call back to the present and you do the maths, you'll be able to close a lot of these people that you're not closing. Okay.

Mhm. I got to stop future pacing so much. Problem future pacing. No, principle. This this guy seems like he would say, "Yeah, I want to buy." Like, there's no reason he wouldn't buy. but he probably just couldn't pull the trigger at the end of the call for some objection. You know, disappeared, you know, said, "I'll get back to you later when I find my credit card." Or just some [ __ ] reason like that, which is just simply so much of what you're doing is not numerical enough, not a big juicy enough number, and it's not present enough. Does that make sense?

Makes a lot of sense. I think there there's a big opportunity for my massive. Yeah, dude. You're already in this apartment with what you've accomplished so far and you have this next level to go. You'll you'll be on on a on a boat next time. You'll be on a private yacht.

I really appreciate it, Josh. This has been really helpful. Thank you. My pleasure, brother. Have a great rest of your day. I'll talk to you soon. Take care, brother. Bye-bye. You, too. Bye.

All right. There you have it. A one-on-one call with another member of the Unicorn Closer Mastermind. Now, Chris and all of the other members inside the mastermind invested a minimum of $12,000 to get access to me, to get access to my underground mentor, the guy that taught me everything that I'm now teaching Chris. And the reason that he made that investment is because he wants to go to the next level. Free content on YouTube is definitely not going to get you the next level because it's not customized. It's not personalized to what your specific problems are. And if you are thinking you can get to the next level with free content, what message is that communicating to your prospects that they just can do free content as well? It's not congruent with becoming a master closer, becoming a leader because a leader is someone that shows up at a higher level than what they expect their followers or the people that they're leading to show up as. In other words, if you were a fitness trainer wanting to lead a team of fitness people and you were running a mile in and sorry, all your students were running a mile in five minutes, then to be able to lead them, you have to be able to run it in four minutes. You have to be pushing a higher level, a higher standard than you're expecting from your prospects in order to be able to pull them into your leadership energetically, spiritually. Okay. So, if you are ready to actually work with me directly and join the unicorn closer mastermind and join the other unicorns like Chris, Chris is living now in this beautiful apartment at the top of one of the most expensive buildings in his city. He wasn't living there when he joined the unicorn closer mastermind. He has been able to accomplish that lifestyle because of being a part of this mastermind, getting the training, getting the mentorship, living to a higher standard, doing these private calls with me. And if that is something that you want to realize for yourself, if you actually want to live the life of your dreams, then there will be a link below this video to join the unicorn closer mastermind. The most important thing to remember is how you show up in life is how your prospects are going to show up. If you do not want to attract prospects that think about it, that procrastinate, that make excuses, that say it's not that bad, then don't be that prospect when it comes to you making an investment in yourself and taking yourself to the life of your dreams. So, click the link below this video and I'll see you inside the Unicorn Closer Mastermind.