Transcription
In this training, you'll witness a full discovery with one of my students. I am going to be the closer. They are going to be the prospect. You'll experience the sales method that allowed me to earn over $100,000 per month in commissions. So, you can identify the things that you are missing in your sales calls that is keeping you from earning more money in sales. So without any further ado, let's crack in.
All right, Lee. So in your opinion, what is the biggest challenge you're having getting clients from short form content right now?
Yeah, good question. The biggest challenge right now is definitely consistency with leads. It's just a bit, I suppose, up and down.
Okay. So, you're using short form content as part of your lead generation strategy, but it's not consistent and it's very up and down.
Correct.
Okay. So, let's go into the consistency over the last seven days. So, how many leads did you get from short form content yesterday?
Zero leads yesterday.
Okay. What about the day before?
Zero.
The day before that, if you recall?
Yeah, that day was two.
Okay. What about total in the last seven days?
In the last seven days, there was a total of five leads.
Okay, so it sounds like there was a bunch of days that were zero, some that were two, one, three, thereabouts, correct?
Okay, so that was in the last week. How does that compare to the consistency that you had the week before?
So this last seven days was five. What was it the week before?
It was more or less the same the week before.
Okay. And what about the consistency on a week-to-week basis over the last month?
I'd say we had three of those weeks I just explained and then one of the weeks was more leads on a day-to-day basis. It's more so the month-to-month up and down where the inconsistency leads is coming from.
Okay. So month-to-month it's very up and down. So let's break that down monthly then. So, how many total leads did you get in this total month?
I think you're saying it was 15.
Yeah, this month was between 15 and 20.
Okay. 15 to 20. The month before. Let me just check. I have the numbers here.
Okay. Um, you just if you just ballpark the number, you don't have to pull up all your Excel sheets, things like that. Just
Got it. Okay. Uh, I think it was like five leads last month.
Wow. Okay. So 75% less than the previous month.
Uh yeah, I think that's the number.
Well, if it was 15 to 20 this last month and it was five the month before, it's around about 75% less. Is that accurate?
Uh yeah, that's accurate.
What about the month before that? So three months back now.
Yeah, the the month before that was another month where we had five leads. Can't really we can't really put our finger on it. You know, some months we've got five leads and then in the last month we did 15 to 20. So, it's just as I said, it's up and down.
How does that up and down compare over the last 12 months? Is it roughly 15 to 20 down to five back up to 15 20 down to five or is there bigger is there any bigger peaks and troughs that you've had over the last 12 months?
Yeah, it's hard to say I suppose exact numbers over the 12-month time period. There would be some months where we would have higher months back to back, but then a dip and then maybe a month where it's higher and then another dip. It's it's been like that for I say the past 18 months.
Is is the Oh, 18 months. Wow. Okay. And is is the average though a difference between about 15 to 20 leads? Is that roughly the difference? I know you said 75%.
It's probably like a 50% difference if I had to average it out.
Okay. So, some months it's 75%, some it's maybe 25%, but on average your lead generation from getting clients from short form is going up and down by 50% basically month-to-month if we averaged it out.
Yep.
Okay. Let's then get into the numbers of that. So, when you get a lead, what are I know you might have different price points, but if you were to say the average sale, what is one of those leads worth to you?
Yeah, the average order value is is roughly about 2.5K. We've got some price points at 1500. We've got some at 4K, but on average about 2.5.
Got it. So, 2,500. And if your average leads are going up and down by I mean, you said you gave some examples of 75%, but now we're saying more 50%. Sounds like the difference in the leads is somewhere around about 10 per month if we were to just average it out. Does that sound about accurate?
Yeah, that's that sounds about right.
So your business month-to-month has a inconsistency of about $25,000 per month.
Uh 10. Yeah. We wouldn't close all the leads though. Like we wouldn't have a 100% close rate.
So no if if we close all them. Yeah, but whether you get the lead or whether you don't get the lead, the close rate percentage is going to be the same. In other words, that variable is not what we're looking at. We're looking at just changing the lead flow. Does that make sense? If you had double the amount of lead flow consistently, the opportunity cost of that is basically $25,000. If you had your current normal best month became your average month, whereas right now you have 15 to 20 down to five, 15 to 20 down to five. some something like that. Does that make sense?
Yeah, that makes total sense. Lost opportunity would definitely Yeah. would be those numbers.
Okay. You mentioned close rate percentage. We will get into that. So, we may as well do that now.
Mhm.
What is the quality of these leads? And by quality, I specifically mean the 15 to 20 leads that you get some months, the five that you get other months. What is the current average close rate on those leads?
I'm not doing the sales calls, but I think the last time checking with the sales team, it was 30%.
Okay. So, your lead flow is going up and down by 50% month-to-month. And the quality of these leads is I know you could say it could be some of the salespeople, but if we just focus on what you can do as a business owner, 70% of those leads are potentially not qualified.
Yeah. That make sense?
Okay. All right. So, as far as running a business, these are really like the two most important numbers. Opportunity and closing that opportunity. So, what impact is it having on the business given the fact that this is your challenge with getting enough consistent qualified leads on a month-to-month basis? What what impact is that having on the business?
Well, well, I will say it's not just on the finances.
Oh, you cut out. Not sure what happened there. We're back.
I didn't I didn't run away.
No worries. You were mentioning something about it's it's not something, but then you cut out.
Yeah. Yeah. Yeah. So, it's not down to them not being financially qualified, albeit some of the people on the calls don't have the finances, but we're also attracting some of the wrong fits to the calls as as well as well from the content we're putting out. So, it's kind of a mix between those. So, you just wanted to clarify that. But in terms of I think I got your question in respect to like the impact that all of this is currently having on the business. Is that correct?
Correct. Yeah. We're just not we're not growing at the rate that we want to grow at. Like we're making decent money, but we're just not growing and generating more revenue. The revenue is decent, but you know, it can always always be better.
So it sounds like even though the revenue is decent, it's not changing. It's not improving. It's not growing because of the inconsistency in your lead flow, but also the inconsistency in getting the wrong fit for a lot of the leads that you are generating. Is that accurate?
Yeah, that's accurate.
Okay. Why do you think it is that this is the result that you're getting with your short form content?
I'm not really sure. I suppose that's that's why I'm on the call. Um, we've been posting content. We've been trying different things, but I don't know. It's just it's hasn't been working. So I just thought maybe now is a a time to to get some help potentially.
Okay, let's get into what you are doing in regards to posting. So how many videos did you post yesterday?
Uh one video yesterday.
Okay, how does that compare to an average day over the last week? Is that the same? Is that more than Did you have days where you didn't post?
Yeah, probably posting every 2 to three days.
Interesting. When you hear that you're struggling with inconsistency in your business and potentially attracting the wrong fit of people, how do you feel when you hear yourself saying that you're sometimes not posting for two or three days?
I suppose sometimes you just get a bit disheartened because you're creating the content, you're putting time into it, you're posting it, and it's just not getting the results that you want. So like it was it was it was more than that like a year ago but then over time I guess just became a bit disheartened with it and we're posting probably two to we're posting once every two to three days for the past say 6 months and like even that that's not had like a a significant change in in the lead flow but again like it's it's not it's not really made anything significantly better.
Maybe I misunderstood. Let me check I understood. You said in the past you were posting more consistently, you then got disheartened with the results and so you've now started posting less. Is that what I heard you say?
Correct. And then even with posting less as a business, we've we've not seen a huge difference in the the drop of inconsistency with leads. As I said, it's been kind of the same for the past 18 months. So, it tells me that obviously it's it's it's the quality of the content that we're potentially putting out there. It's it's just not landing with the audience.
So you okay so if I'm understanding you correctly you feel that the only variable to getting better consistency is the quality of the content. It doesn't matter how often you're posting. Is that your opinion?
Kind of 50/50. I do think quantity I think quantity is obviously important but because we haven't cracked the code on the quality of the content that we're putting out in terms of the the hooks uh keeping people engaged from start of video till end. We we haven't cracked that code yet. So like yeah like ideal world hypothetically we had that cracked posting every single day I'm sure that would make a difference with the up and down motion of the leads.
Interesting that you mentioned 50/50 in regards to 50/50. This could be having an impact. It could be not having an impact. The exact same ratio of inconsistency that you're experiencing. 50/50. It's interesting. How do you feel about that?
I've never looked at it that way before. That's that's an interesting perspective cuz basically what you're saying is it could be it could not be which is basically the same as we could get leads today we could not get leads today as opposed to I'm going to do everything in my power as a business owner creating short form content to have 100% hit rate that I've done everything I can to get leads. Does that make sense?
Yeah, 100%. Totally get it. I suppose I suppose you only know what you know, right? So, like if we're able to crack the code with the quality of the content, would we and I be open to posting more?
100%. As I said, I've just been disheartened because we haven't been getting the results that we're looking for.
Okay. Why do you think you've not been getting the results you've been looking for in regards to you being the one at the helm creating the short form content?
Why, like, why do I think the results aren't working from what we're doing? I think it could be down to the hooks that we're using. Um, as I mentioned in terms of like keeping people engaged, if we look at any of the analytics, most of our audience are not staying till the end of the video and they're actually, I don't know, I'm assuming getting bored and then leaving after 15 seconds. So again, quality that makes sense.
Why do you feel you're struggling with the hooks and with the engagement and with people staying?
I don't know. We we've just been testing different things. I'm not really sure that that's why I feel like getting some help.
Oh, and and where are you getting those test ideas from?
Just different people online like Devon for example puts out content try to implement it doesn't always land I suppose just free content I I I guess you can say.
Okay. So you're trying a bunch of different people's different things that you're trying to piece meal together from free content. Do you have any type of strategy or plan or training or experience in this?
only a little like we we did invest in help a good few months ago, but we were a bit disappointed with that. It was more so like a do-it-yourself kind of model. It wasn't really what we were looking for.
When you say it wasn't what you were looking for, what were you looking for?
More hands-on, like someone to actually give us feedback rather than here's a course, go off, do it yourself kind of thing. We tried that and it it didn't work. I think we need some more onhand support and a bigger feedback loop.
And so did you know that it was going to be more do it yourself when you engaged in that service?
Correct. And we hadn't done one before. So we were just like, well, what's to lose?
Oh, so you're saying now you want hands-on, but back then you didn't know whether you could do it as a do-it-yourself course.
Correct. Okay. So you so you previously you had no training, no experience, no strategy. Recently, you then hired some do-it-yourself training. You've done that training and it wasn't hands-on enough for you, and now you know you need hands-on training. Is that accurate?
Nail on the head.
Okay. You said it, but I think I missed it. When did you uh engage that service that was do it yourself, that training?
Yeah. So, that was about 6 months ago.
6 months ago. And what led to you making a definitive decision that we need outside help?
As I said, it's just the results we were getting. We got to a point where
But you said this has been for 18 months. So what shifted a year after not getting the results you wanted that now 6 months ago you said okay we need to take action on outside help?
yeah, so it was more so like a a time frame if you rewind the clock to 18 months ago I decided okay, what's a realistic timeline to try this ourselves? It was for 6 months. Then at the 6 month mark, we weren't getting results. We hired a we we invested in a done uh do-it-yourself course.
Correct me if I'm wrong, correct me if I'm wrong, but I think I'm missing the timeline. You said that this inconsistency and not having the right lead that is a fit has been 18 months. But then you said 6 months ago from today you hired outside help. So there's a 12 month period where you didn't hire help or let
yeah, let me let me clarify. So 18 months ago decided to do 6 months on my own to see how it would go. Right. Those results didn't flourish in anything positive. So then we hired a service for do-it-yourself. We did that for 6 months, brings us up to the 12 month mark, which finished 6 months ago, and we've been trying it on our own again now for the past 6 months. Hence why we're now on this call because we're potentially looking at getting some help where it's more hands-on. Does that make sense?
It does, but maybe maybe we're speaking on different threads here. So, are you saying you hired that service 12 months ago, not 6 months ago?
Correct. We finished this 6 months ago.
Okay, that's what I was not clear on. Okay, that makes sense. It was 12 months ago. So, you set yourself a timeline. I'm going to try and figure this out for 6 months. Didn't figure it out. We'll hire some outside help. We'll do a do it yourself. Nothing to lose. Tried that for 6 months. That didn't work. And now the conclusion you've had is we need hands-on training.
Nail on the head.
Okay. So, if I'm understanding correctly, it's been another 6 months since you had that realization before now reaching out to us. Is that accurate?
Correct. We've been on a couple of calls like this over the past couple of months, but we've just not found the right fit yet.
Okay. What specifically was not Well, in fact, let me ask you a different question. How many calls have you been on in 6 months?
Three.
So, every two months, you take another call to see if something's going to be a fit.
Correct.
Any particular reason it's taking you two months to find another potential opportunity that you want to explore?
Just with the research that we've done, we've we've not found like, you know, 50 candidates that we feel are worthwhile to find out more information from. So, there was a a pick of like five. The first three we just didn't really connect with them. Again, they didn't have the onhand support that we're kind of looking for, which is why we didn't move forward. And then one of the other ones was just like way out of price range at the time.
Okay. Interesting. What I also want to get into is what is the business setup in regards to is this a sole business for you? Do you have business partners? How does this fit into your kind of entrepreneurial journey, should we say?
Yeah. So, I'm the only business owner. I I'm I'm sole owner of everything.
Okay. So, you're the only business owner. And so for 18 months, you've had inconsistency in the business. It's been going up and down by $25,000 thereabouts. It's quite a long period of time. I mean, we could argue numbers there, but 18 months is quite a long period to be suffering inconsistency. You had that disheartened phase. You've been trying a few different things every couple months. Is this having a an impact on you? Like forget business, but just you having a lifestyle and an income that's so inconsistent.
Yeah, for sure. I'm just not able to do the things that I want to do, which is why I set up a business in the first place.
What specific things can't you do because of the inconsistency?
I want to have more money to travel more.
So, have you not done that in the last 18 months?
No.
At all?
Nope.
Okay. What else have you not done in the last 18 months because of the inconsistency?
even having the the ability to have free time to spend with my partner because I've just been so hands-on in the business doing a lot of the grunt work here, it's not grown at the rate that we wanted to. I've not been able to spend as much time as I would want in my personal life with people. Um, outside of that, we want to move into a new home and that's, you know, not not happened yet. It's it's obviously in the timeline. It will happen. But will it will it happen if the business stays inconsistent?
Yeah, like there's still profit in the business per month. But that being said, it would obviously take a lot longer than I would like it to take. You know, it's your life. You do what you want. Everyone has different values. But would you actually make the move to a new house and the expenses of that if you know that your income is inconsistent?
It would obviously add a lot of pressure, but I don't think we would actually be in a position to be able to move to the house that we want to move to because the business is not in a place that we that I thought it would be in 18 months ago.
So, you'd basically either not move or you'd be settling for the type of place that you moved to, which wasn't really what you wanted to move to.
Yeah, I guess you could put it like that.
Okay. And this partner that you've been with, has she has she experienced the inconsistency for the last 18 months alongside you?
Experience it in what way exactly?
I don't know. Like has it affected her? Well, like sometimes guys just lie about it and they just get a bunch of credit cards and make your partner feel like everything's fine. And some guys can't cover it up or they choose not to cover it up. So, I'm just curious, has she has she experienced that it's been so inconsistent for the last 18 months like you know it has been?
Well, I haven't got to the point yet of hiding credit cards, thank God. But you know what they say, happy happy wife, happy life. And she does want to move into our dream home as soon as possible.
Cuz you said that phrase which is interesting you brought it up. How happy is your wife right now with you having the inconsistency in your business and your income?
That's a good question. I'm I'm not sure exactly if if I had to guess like she hasn't really expressed huge frustration with the current situation. She knows I'm I'm I'm trying my best. I'm trying to fix things. But at the same time, as I said, with us wanting to do things in the future, travel more, move into our dream home, those timelines are going to be longer than what I would want and also what she would want if the up and down and inconsistency was to continue moving forward in the business.
How much longer? If everything stayed the same.
Yeah, we've got obviously savings put away there for deposit. If I had the ballpark, if everything everything let's say everything stayed the exact same month to month, I don't know, it would take us two two more years to get the deposit moving to our house.
How long have you been with this partner?
Eight years.
Okay. So, 25% of your entire relationship, she'd be waiting. Plus, if we can if we add on the additional 18 months that it's already been, which now brings it to three and a half years, which is nearly four. If you'd have actually got this handled 18 months ago, the difference between you having handled it then and you not getting it handled would be three and a half years, so close to four. half of the entire time that you've been in that relationship is how long you'll force that partner to wait because you haven't actually got this handled. Does that make sense?
Uh yeah, I've never looked at it that way before now.
You are looking at it that way. What's coming up for you? How do you feel?
A bit annoyed and frustrated, I guess you could say.
With what?
The fact that we've not achieved the things in the business, me personally, that I had wanted to achieve 18 months ago. Just to be clear, who's we?
Well, I I I was just going to go on and speak about my partner as well, but more specifically me in the business having not achieved the things that I thought I would have achieved 18 months ago. And then also the fact that, you know, when you break it down like that, it's not just an extra 2 years. It's including the time that we have not been able to solve this for the past 18 months. M and then obviously the situation with my partner as I said she's not really communicating any sort of frustration right now. However, I know how important it is for her and us and our future family to be able to move into this home that obviously it would make everyone a lot happier if we're able to, you know, shorten that time frame by 50%.
Right. Okay. The other thing is you mentioned travel and you mentioned that you haven't been able to do that. How important is travel for you in regards to the uh you said why you got into business? Is that a big thing for you? Is that oh it's just a nice to have or is that actually affecting you that you haven't been able to travel?
Yeah. Well, one of the reasons why we decided to build an online or I decided to build an online business.
Just secondly, is there any particular reason that you keep swinging it back to we you've done that twice. I'm just curious, is there any reason for that?
No reason. I mean, do you view it in your mind that your wife is responsible for the income that you're generating and being able to take her on holiday, being able to get the house? Do you view it as a partnership in regards to she has inputs that are generating the outputs or is this your responsibility and you're the one that is making this happen or not? I'm just curious how you see things.
Yeah. Know, it's definitely my responsibility as man of the household to make sure that things get taken care of.
Does she have any input in regards to getting this solved?
Well, like we do council and like discuss big decisions like this, but at the end of the day, as I said, it's my responsibility to take care of the household and the family, and it is it is my business. So, she wouldn't be involved in any decision in respect to what we're speaking about here on this call today.
So, so when you say you discuss big decisions, did you discuss the previous three, I think it was three, three people that you spoke to to try and get this solved with your partner?
She knew I was going on the calls, but that's really about it.
And really about it in what sense? Really about it as in if the call goes well, you don't need her approval or permission to make a financial decision or what? What do you mean? I'm just trying to understand your relationship in regards to your business with your wife.
Yeah. No, great question. No, she wouldn't be involved in any decision for me deciding whether or not I was going to work with someone in respect to growing the business. That would be my entire decision. She was just aware of me being on those other calls because obviously when the business grows and we're making more revenue, she obviously benefits from that from a lifestyle perspective, but also with the future home that we spoke about.
M and you mentioned that she hasn't expressed frustration but you know your wife you've been with her for eight years. Do you feel that she is happy with the situation whether she's expressing it or not?
Yeah, I suppose because like with the house and even like the lack of travel. Well, I don't know. I guess maybe she's not too happy about the lack of travel as well because I know that's an important value of hers, but she's very very supportive and knows that I have been trying very hard to improve the business and scale it and I've been somewhat proactive around this. So, as I said, she's not really communicating any sort of frustration or anger. That being said, let's say hypothetically we're in the same position a year from now. Would she be communicating with some frustration?
H likely. Very likely.
Can I be direct with you?
Uh, sure.
And you can tell me if you disagree with this, but based on the results that you're getting, which are very inconsistent. Do you think it's fair to say that someone who is consistently trying very hard would get inconsistent results?
Probably not.
Why not?
Well, if you want consistent results, you're going to have to be consistent with your actions trying to solve that. You can't be inconsistent and expect something different.
So, if you're having inconsistent results to grow your business at the rate you want to for 18 months, how hard have you really been trying to get this solved over the last 18 months?
I feel like I I have been trying. I feel like we can always try more. Hence why I've been in a bit of a research phase trying to find the right person to move forward with. Um, if you say that someone can always try more, which I agree with, if you to put on a scale of one 1 to 10 as far as how hard you have been consistently trying to get this solved.
Mhm. Knowing that you could have tried harder, where would you put yourself? Zero being I didn't try very hard very consistently. 10 being I've put in massive action consistently for a long period of time to get this solved. Where would you have put yourself over the last 18 months?
I would say probably around a six.
Interesting. Okay. So, you view spending somewhere around about 6 months being disheartened and therefore dropping down to only producing one piece of content every two to three days. Plus having just three discussions with services over the last 6 months, none of which you took action on. Of those three, and only hiring a done uh sorry, a do-it-yourself program, that being your last 18 months of inputs, you view that as a 6 out of 10 of trying very hard to get this solved.
Well, I suppose when you put it like that, when we did invest in that previous service, we were hoping that that would be the thing that actually works so we wouldn't be in this position. But I I do hold my hands up. Obviously, I've waited 6 months before getting extra help. I just guess I felt a little bit burnt from the previous experience, which is why I was just doing a little bit more due diligence this time, as I'm sure anyone would.
Well, you can call it whatever you want. You can call it due diligence if you want, but it's basically just I'm playing safe. I'm contracting. I'm, you know, got a little bit of a chip on my shoulder that something didn't work. Therefore, I'm going to take less action on less things. Is that accurate or is that inaccurate?
No, that's 100% accurate.
Why?
Well, when you put it like that, I guess it hasn't been the smartest decision waiting to get extra help. I probably should have taken action on help 6 months ago.
I'm going to run you through my timelines of things. Tell me if you disagree with anything and we'll see what makes sense after that. The first six months you tried to figure this out on your own, which if someone said they were trying very hard to figure something out, would they have tried it on their own?
If they've never done it before, I I think most people would just see, hey, can I do this myself and see what the results would be like?
Why do you view that as trying harder than someone who's never done something before, saying, "Hey, I've never done this before. Instead of trial and error, I'm going to try very hard to make sure I have a high likelihood of solving this. I'm going to hire somebody that's already solved it. Why do you view your option as trying harder than the second option?
Uh, I don't know if I would describe it as trying harder. I think just given the fact that we had not tested anything or I had not tested anything myself, I really just wanted to see, hey, could I just do this? Like, could I just do the content creation everything myself to see what the results would be like? I set myself a six-month timeline. I felt like that was reasonable. I'm sure most other people maybe take longer. And then I was like, you know what? this isn't working out. Let's get some help with this. But yeah, like if if I did invest if I did invest in help like from day one and I got the right help, yeah, we'd be in a much better position.
Okay. Hindsight 2020 vision looking backwards. Which of those two would you now view as trying harder? Spending the first 6 months testing things, trying things, experimenting on your own, or if you'd have spent the first 6 months saying, "I don't want to test things. I just want to follow a proven formula." In hindsight, which do you view as trying harder to solve a problem?
Yeah, definitely the second option of getting help.
Okay, so that's your first 6 months. The second 6 months, you hired some do-it-yourself, which okay, fair enough. You thought maybe with some training, even though it's do it oursel, we could maybe get this done. That didn't work out. somewhere around about this 12 month mark, you know, trying it yourself, trying the do-it-yourself uh do it uh do-it-yourself support, you got pretty disheartened and you've dropped down to only posting two or three times a day. Uh sorry, two or three times, sorry, once every two or three days. So, you've reduced your volume quite significantly. And then now you've spent six months hopping on a few phone calls saying that people were not aligned when I mean I get it from a phone call you could say are definitely not aligned with this person. But not taking action on anything for the last 6 months. Hard to say if you know that none of those things would have been at least a big help. Cuz being direct with you, Lee, from my point of view, the biggest reason that you haven't had consistency is your perspective of what is trying very hard. If you want consistency, our perspective at Devon's company, at Viral Flow or Nexus, whatever he calls it, is trying very hard is massive action with a mentor that's already figured it out and doing that every single day. showing up every day, whether you want to, whether you don't want to, whether you're disheartened, whether you're not disheartened, whether you're getting immediate results or whether you're trying to stack the deck in your favor to get results. That is what we view as trying very hard. And so, right now, I'm not sure if we have alignment in regards to whether you would actually get consistent results based on your current perspective of what is trying very hard. How do you feel about that?
I suppose when you break it down like that, I guess I I do have to hold my hands up and I could have been trying a lot harder than I have been doing over the past 18 months.
Okay, that's a honest thing to say and it's something that most people would struggle to say. Why, if you are, are you willing to hold your hands up now?
I don't want to wait another day, week, months just doing what we have been doing for the past year and a half and then not getting any improved results. like I'm I'm just at that point now where I want to get different results. I want to get better results.
Okay. What what shifted as far as you putting your hands up and saying I I haven't been trying very hard.
But I suppose this conversation just say you've you've you've kind of broke it down. Maybe was suppose I was rationalizing maybe maybe to a certain degree about the amount of work that I had been putting in over the past year and a half. And you're right. Just because I've been burned in the past doesn't mean that there isn't extra help out there. Could I have gotten some decent results with one of the three other options potentially? I guess I'm just at that point now after this conversation that something has to change.
Okay. Why does something have to change for you personally? Like I understand the business is inconsistent, but you've managed to make do with that inconsistency for 18 months. Is there anything like in the other areas of your life which is why now is the time to not just get the help but to say I'm going to take ownership, put my hands up that I haven't been trying as hard as I could and therefore I'm going to get the help.
I just know Yeah. I just know other business owners out there and specifically a friend of mine who started a business the same time as me and if I'm being real really honest man-to-man, his revenue is is double where we're at right now. And that pisses me off to be honest.
How consistent do you think his lead generation is as far as getting people that are a fit and people that are consistently the same number of leads per day?
Yeah, it's a lot better than ours or mine.
How hard do you think he's been trying for the last 18 months?
Yeah, he's he's currently in a in a he's actually in Devon's mastermind. He's worked with Devon previously, but I only I only found that out recently. I was like kind of kept that to yourself. So, we just had a conversation about this about a month ago.
Okay. So, you had a conversation a month ago.
Mhm.
It took you a month to book in a call.
We were just so busy with uh getting the house sorted, the the future home and stuff that just took up so much bandwidth over the past month, plus some other stuff inside the business.
What exactly were you getting planned for the future home that you said you wouldn't be moving into for another 2 years if nothing changes? What were you doing?
So, we had to go on a a look at a couple of houses and they were only available and we were only available together, myself and the partner in the past month at certain times. So, that just took up a lot of h time and bandwidth. I think it was maybe three weeks ago.
Can you explain why you were looking at houses that you said you wouldn't be moving into for another two years and that activity took you away from taking the action that you needed to take to actually have the consistency to be able to get into the house sooner? Why were you looking at houses?
Yeah. So, if everything stays the same as right now, it would take two years, but obviously being on this call looking for help. I don't want it to take that long. Like, we want to move into that house within the next 6 months. So, that's why we were going out looking at houses.
So, you're saying that you went to look for the house because you were absolutely certain that you're going to hire outside help right now and try much much harder to get this solved so that that does become a reality. You're kind of manifesting it, should we say?
100%.
Interesting. Was there something that shifted to you taking that very decisive action to go and look at that house and then commit that you're going to hire outside help?
Maybe it was just off the conversation with with a buddy of mine. I think it was maybe like 3 weeks ago. But as I said, it was just talking to him. It was just pissed me off hearing his numbers to be honest cuz like we both got into business at the same time. He's doing double the revenue that we're doing. And what's his revenue?
His revenue is 60k a month.
60k a month. So he's making $30,000 more than you. So he made $360,000 more in the last 12 months plus 1804 540. So he made $540,000 more than you in the last 18 months because he's been trying very hard and hired Devon.
Correct.
How much is the house that you want?
When you put it like that, we'd probably be able to pay for the house in cash.
When you hear that, how does that make you feel?
Yeah, it's all jokes aside, it's it's it's it's very disappointing and annoying that I've waited this long to get the help that I need.
Okay. Aside from the fact that your buddy's in the program, is there any other particular reason you want Devon's help rather than anybody else?
Just the level of professionalism in terms of his content, the editing. It's I just don't see anyone else out there offering services like Devon where the standard is at that level.
All right. I I'll see if there's anything else to add in a second, but let's just summarize everything so far. And I'm going to be very blunt with you, Lee. Is that okay?
Sure. Sure.
Okay. You've had a lot of inconsistency in your business. inconsistency to the point where comparing it to not some hypothetical could have done this, would have done that, but what your buddy actually did, that inconsistency has cost you at least 540,000. That's the merit of that inconsistency. And the reason that you've had that inconsistency is you have had a perspective or we could just call it telling yourself that you have been trying very hard to get this solved. And for 18 months, you've done, we could say, sprinkled in enough of the activities that allowed you to continue with that rationalizing as far as, well, you know, we hired some uh done with you help. You know, we we're doing a post every 2 or 3 days. I tried figuring it out on my own for 6 months. That was the timeline I gave myself. I've hopped on three calls with different people. You've kind of done enough to keep telling yourself that I'm trying hard enough. I'm trying very hard. But the turning point was when you spoke to your buddy and it sounds like, and correct me if I'm wrong, that when you saw that he's made $540,000 more than you in the last 18 months. Sounds like something broke as far as maybe I can't tell myself anymore that I've been trying very hard because he's a buddy of mine that started at the same time. Doesn't seem like you think he has a higher IQ than you. He just tried harder. Is that accurate as far as kind of the timeline of what's been going on?
100%.
Okay. And the reason that that connected as far as breaking your previous perspective was it's important to you that you and your partner that you've been with for 8 years move into this new home as soon as possible. And if nothing changes, it's going to be at least two years. Another two years, which would have been three and a half years of no travel most probably. And the things that need to change as far as you trying very hard are getting the outside help from someone that has got the results on the hooks, the engagement, staying power of people watching the videos so that when you know that you've got quality content, you can then combine that with quantity of content. Is that all accurate?
That is all 100% accurate, Josh.
Okay. When you hear that summary and piecing it all together for you, tell me what you think about that.
I think the time to do something about this is now. Like I I need to do something about this right now. Cuz if I'm put in a position again where I have to speak to my buddy 3 months, six month 6 months down the line, my revenue is still the same and he's earning even more, that would just be such a kick in the teeth.
Do you know how much he would have made if you waited another 18 months? like you have the last 18 months, he would be a millionaire more than you. That's over a million dollars more from not trying very hard to solve this.
Yeah.
Okay. Is there anything that we haven't covered as far as connecting all the dots here that you think I should know?
No, I think you've done a very thorough job of delving into everything.
Okay. So then being honest with you again, Lee, and being direct, how many more days are you willing to not try as hard as you really need to try to fix this inconsistency in your business?
Yeah. Not another day. If if if I see that inside this program, it can help me with all the stuff that we spoke about, I'm I'm ready to get started right away.
What do you mean if you see given that you know somebody that's in the program that's got the results you want? Is there a is there some doubt that you have?
Uh well, no, I just would like to see how how the program's set up, but like yeah, that's a great point. My buddy's in the program. It obviously works. He's got good work ethic. I definitely have greater work ethic than him. So, yeah, I'm I'm ready to to start earning real money. Obviously, I'll take you through all the details so you know what day we do different things and that makes total sense. But I'm I'm curious why you said that. like if if I feel this can get me what I need and has what I need. Why did you say that?
Well, just to see like how the program set up. Like I just want to make sure that just out of curiosity, what if the program told you so that you don't lose another $540,000 not doing what your buddy did, you have to stand on your head three times a day. Like, does does that matter?
Well, no. When you put it
Like that, it doesn't matter. So, what does matter as far as you actually trying very hard? What, what matters? I guess you're right. Nothing really matters. I just, I, I need to take action and do something about this and join the program. If we show you this is the exact same program that your buddy's in, that got the result that you wanted, had the entire cash amount for the house that you wanted to have, and we just tell you, you got to do this, this, this, this, this, this, and this. Is there going to be any resistance to you just doing it and saying, "I don't, I don't really like working on a Monday." Or, "Oh, I don't really like that feature on Instagram." Or, are you just going to do what we tell you so you get the result? And the reason I'm being direct on you, Lee, is because this sounds very similar to the rationalizing you were doing for the last 18 months of, "I'm trying very hard," but actually, you're not. This is a different version of it, but you're basically like, "Oh, I need to know all the details because those things matter." They would definitely matter if you didn't have someone that's in the program that's got the exact result that you want. So, having a discussion about this now, how, how do you feel now?
Yeah, but I don't even need to see the program. I'm, I'm ready to get started right away. Okay. I'll, I'll do, I'll do whatever it takes. Why? What, what shifted from five minutes ago when you were trying to say, you know, I need to know that it, it's not, not needing to know. There's nothing wrong with needing to know. I'm going to take you through all the details. It's using the word if. If, if this is what I need, why did you say, or what shifted from you saying that five minutes ago to now you saying, "It's not an if, it's a when. When am I going to take action?" And the answer is right now. What shifted?
Well, to be honest, I wasn't even aware that I said those words until you cut it. So, you know, man to man, I've, I've been on multiple other calls like this. It's not been this experience. So, I can only imagine what the coaching is like on the inside. But yeah, that, that wasn't intended. I guess that was just me rationalizing again. So, I appreciate you catching that. I do need to do something about this now.
Okay. How much longer are you going to keep letting these little rationalizations cost you the ability to move in the home when you want to? The ability to keep your wife happy, happy wife, happy life. The ability to go traveling. How many more little rationalizations are you going to let slip through, knowing that the cost of those rationalizations is the life that you want to live?
Zero. Why? Because I need to do something about this now. Like, if, if everything stays the same, we don't get the house. Partner is not going to be happy. Business isn't going to be in a good position. It's like, it's just, it doesn't make any sense. Like, I need to do something about this now.
Okay. If you like, I can take you through all the details so that you just are aware of them, so you know how we're going to get you the same result that we got your friends. So long as you do try hard and you put in the work. So, if you're ready, I can basically break that all down for you and we'll, uh, go into all those details.
Yeah, I would love that, Josh. Awesome. All right, done. All right, let's check the 37 comments in the chat. All right, folks. Same as yesterday. I know a bunch of you weren't here yesterday, so put your hands up if you have comments, if you have questions, if you have takeaways. If I don't see hands up, I'll assume that you have nothing to share and you didn't get any value from this training, and we won't do any more of them. Before we jump into everybody in the chat, Lee, what was your takeaways or questions?
Yeah, so I don't know if I was trying to be a, a difficult prospect there. Maybe I wasn't trying. They're like common prospects we would deal with. But, uh, things that were very interesting was how you quantified the, the numbers and the opportunity cost in terms of like the leads and the 50%. Rather than just going to revenue and then saying, well, if you got your offer working for you or your lead flow, what would you want to produce? It was a completely different angle that I've seen you do before. And I suppose that pays massive credit to scriptless selling because it's obviously always a different process and that hit home so much when you were breaking that down around the leads, the 50%, and then quantifying it across 18 months. So that really, really stood out. And then like, even though I wasn't intentionally saying, we, you were obviously catching that in case there were any objections with the partner. Yeah. And I also forgot that I told you that my buddy was in the program, which is why I was like, if everything meets. But again, you just didn't move forward. You just paused, took your time. It didn't feel like you were trying to get to any destination in the conversation. And it didn't feel like you were following like a rigid process. And it also didn't feel like that you were trying to force the conversation in a direction or manipulate anything, even when you were holding up the glass half empty. It felt genuine, like it was the, the truth of it because the way you were like framing it was very, it was just very calibrated in the way that you were, you were presenting that information, so it's not so obvious.
Beautiful takeaways. How did it feel being the prospect?
I felt like you were holding me accountable because like they're very common prospects I would get on calls. So again, that's why I'm like, is that a difficult prospect? Is it not? Like they're just common. I'm, I'm going to assume maybe that's a difficult prospect. You know, those individuals that don't necessarily have a burning problem. And it was just very interesting how you were attacking certain things that I would say and just like completely demolishing them. And again, from a prospect perspective, even though obviously we're role playing, it didn't feel like you were trying to force anything or have an agenda. You were just like being very honest and making me be honest. Yeah. With myself. And I felt like that built up a lot more trust. Even at the end of the pitch, you didn't move straight in. Even though my buddy had been in it, you were like, "What do you mean, if you see everything? If you stand, if you stand, if we ask you to stand in your head three times a week, you're going to do it?" And it's like, because like that's happened on calls before where people have been like, "Oh yeah, if." And then afterwards you're like, "Why would that even matter if you know someone that was getting a result?" You're obviously just afraid of not taking action and not getting a result because you don't trust yourself. So the way you reframe that there, I was like, [ __ ] no, Josh is actually in my corner. Catch me out on that stuff. I have to do something about this now.
Key wording there from Lee. Did anyone catch what he just said? Put in the chat. Very important you understand the perspective here. Exactly. In my corner. Even though you're challenging someone, challenging someone doesn't mean you're in the opposite corner of them. Actually, to challenge someone in a caring way is, I, I care about you. I'm in your corner. That's why I'm challenging you. Such a massive perspective shift. We often think if someone's challenging you, I'm against them. The irony is, if you're not holding someone to their words, to the truth, to what really matters, you're not in their corner. You're in your corner trying to get your commission. And that will not get you a commission. All right, let's jump into everybody else. Starting with, Hey guys, brother. How are you guys? Excellent. I really love the fact that you were clarifying everything in the beginning of the data gathering. You were just clarifying, clarifying, clarifying. Also, what I wrote down is beware of the slippery fish trying to slip away, which is like, uh, you were, you were constantly, which is a big reminder for me, right? You were constantly tying Lee down on everything you said, every little, every little thing that he could slip away, you were like tying him down on, you know. And my last takeaway, which was like another revelation for me if I look back at yesterday, was your summary, Josh, was so clear. So much clarity before you, before you got into the how much longer question was like a ton of clarity on the front of the, of like on the summary, which for me was like, you have to be, you have to have the complete story, the complete picture and be very clear on the summary. What's going on and why is it going on? You need both of those. What's going on? Inconsistency, $25,000 uh discrepancy per month, times that by 18 months, all of that. But you're not going to make a sale by just showing someone that, guys, it's why is that going on? Well, you know, I'm trying really hard. Are you? I mean, you spoke to three people in six months. You didn't do anything for six months. You tried to do it all on your own for six months. Then when you realize you can't do it on your own, you said, "You know what? Instead of going from doing it on my own to getting full done with, uh, done for you mentorship, I'm going to try like a halfway house thing, which is like, well, we kind of still doing it ourselves, but we'll get a bit of support." It's like, how is that trying very hard? This is the same with sales people. Oh, I'm trying really hard to hit 100K a month in commissions. No, you're [ __ ] not. You don't have a mentor, or you're hiring the cheapest mentor you possibly can, or you're working with a mentor for 16 weeks and then like, "Oh, I've got everything I need," or you're just doing external training, no deep inner work, or you're just trying to memorize scripted words and you say you're trying very hard, you are not trying very hard. And the worst bit is not that they're trying very hard, and I'm glad that we got to see this with Lee's example, if you ask them how hard are you trying, they'll say a six out of 10. That's the biggest issue. It's not that they're not trying hard. The big issue is their perspective of what trying hard is. It's, "Oh, I'm a [ __ ] six out of 10." No, you're not. You're a 0.6 out of 10 compared to what it actually takes to try hard to master something. You need a mentor. You need the best [ __ ] mentor. You need to be with that mentor for years. You need to have a mentor that's going to rip you a new [ __ ] [ __ ] every week. You need to be training as much as you're taking the calls. You need to be in a community that demands more of you. That's what trying really hard looks like, which good is what everyone here is currently doing. For those that are here and those that stay here and those that stay here long term, you're the very few that actually has a correct perspective of what trying very hard is and therefore has a shot of actually hitting your income goals. This is just a prospect demonstrating the same thing that you need to run the discovery on yourself. My question is this, I, I just unlocked module two of the launchpad yesterday and so I'm very new to a lot of this. Um, it's my first time seeing a role play like this. My mind is blown. I love the way that you piece everything together. I'm absolutely happy with my investment. How do I even start connecting the dots and taking things away to implement on my calls now? But so much of it was just like meatwashing and awe. You know, first thing is get through the launchpad because me being able to do what I'm doing, where I'm connecting all the dots predominantly comes down to being present. I'm just so present that I can see the big picture in real time. Firstly, just get through the launchpad. Go balls to the wall on everything there. Don't just rush through your pre-call checklist. It's why I still have mine five years later because it's that powerful. I never put it in the bin because I was like, "This thing made me millions of dollars. I'm never getting rid of it." The very next thing that you want to start doing is implementing the four core pillars into your calls from your opening question. You want to start letting go from pre-planning what's going to happen in the conversation. I had a piece of paper. Not a single note was on that piece of paper when I started. And that's all of my notes. Now, you're just starting with the foundations, the internal, the four core pillars, and then from there, you just move into letting go and just being curious.
All right, Alex, what's up, guys? Um, my biggest takeaway was the level of accountability that you held Lee to, but then the level of discernment that you carried throughout the whole process. So, like, you didn't let him off the hook once, like you were sharp as attack the whole time. And I noticed how you were using the data to make him take accountability by using his own words against him. And this was really helpful because me and Lee, um, because we've been role playing quite a bit and we have very, very similar offers. So seeing how you go through the data phase right at the start of the call was really helpful for me. Um, but I also noticed in terms of the, you know, discernment that you had, you didn't take anything for face value. Um, and you, you tied, um, his challenge of consistency to how consistently he's been trying to solve the problem rather than like the actual tangible things. But I also noticed the, the things that you kind of challenged him on by just using his own words against him as well. So number one, like why do you keep referring to we? Like that was something that definitely needed to be pulled out, but that ended up being the doorway to the sale or getting him over himself. But then also the fact that, you know, after you had gathered the data, you said, okay, it's been another six months, uh, six months since you had that realization, and then just saying that outright had him opening up about that as well. Um, or another thing, you question, okay, you got disheartened, so you started, uh, posting less. And these are things that you can easily fall into the trap of just acknowledging or not even acknowledging at all. Whereas by just being so tuned into what he's saying, by simply just using the facts he's given you against them, it ends up opening this whole new level of accountability and ownership for the prospect, which ends up being what the thing that gets them to take action so that you don't get a single objection at the end. If someone was doing the right inputs, would they not have the right outputs? So, if someone's on a call because they don't have the outputs that they want, it's a law of physics that they're clearly not doing something right in the inputs. They're not doing enough, they're doing the wrong things, or they're not doing it consistently enough, which is time. Surprise, surprise. We have that equation in the mastermind. It's not a coincidence, guys. So, every time I'm on a sales call, I'm always looking for what's the results, and it's going to be a lack of results. And then I need to reverse engineer why is it causing that lack of results. And it's always going to be something wrong with the inputs. And when you can show someone the cause and effect, they themselves are like, "Oh, yeah, that makes so much sense." Now, they probably already knew it deep down. They might not have had enough clarity on it. They might have been in denial. They might just want somebody else to tell them. They might want someone else to lead them, to hold them accountable. If someone is not getting the results they want, there is something they're not doing in the inputs. And your job as a salesperson is to show them and get them to admit that the results suck and then help them get the moment to admit why they're causing those bad results. And if you do both of those things on a sales call, that's what makes a sale. One of the biggest things you'll hear people say as to why they started to decide to buy when you run a masterful call, they'll say, "I've never had a call like this. I've never had a conversation like this. I've never been spoken with. I've never spoken with someone like this." And that is a huge turning point for the prospect as to why they actually decide to buy. They're like, "I've never had someone crystal clear show me what's going on. Therefore, I want to buy from you." Have a truthful conversation with someone that's very rarely anything to do with the product. It's much more logical than that. It's, you've got these results because you've done these inputs. Have you had enough with that? Yes. Okay. So, you need to change these inputs and you'll get different results. Is that something you want to do? Yes. Cool. Why now? Okay. Awesome. Sign here. It's very logical. It's nowhere near as salesy as people think it's supposed to be. Going back to something the previous person said, they said the level of detail that I was going into on everything and how accurate I was with everything. I always wanted my sales commissions to be reliable. I wanted to know how much money I was going to make every single day. It's not rolling the dice when you're as precise as I'm demonstrating to you to be, guys. If you're this precise, your commission is reliable. Because the thing that is reliable, just like I said there about the cause and the effect, you are reliable. You want your commissions to be reliable, you better be [ __ ] reliable in how you show up to all of these calls. Spotting everything, being in the right energy every single time. That's why twice now I'm reading my pre-call checklist before a roleplay call.
Jay, what's your big takeaways?
My biggest takeaways are number one, business owners have pain. That's a scam to think that, you know, just because they make more money than maybe you do or, you know, you're getting on the call with somebody who's a type personality. They're human beings. They have pain. You just have to be precise enough and dig deep enough. It's there. And what I got from this as well is like I can remember multiple periods in my life where I was just sharp as attack, like very on the ball. And as I'm watching this role play, I'm like, you know, obviously you're better than any salesperson I've ever seen. But at the same time, I'm like, that is so, I, I can, I can see myself getting to that point. Like I've been in these, I guess energy spaces where I just have access to that information. I can, I can recall that and then it's like, well, why am I not accessing it? Um, and so I got to clean my closet. I got to clean, uh, some things in my house and fix some stuff up. Um, because, you know, how you do one thing is how you do everything. When I was at my sharpest, everything was dialed in down to a T. Everything was clean. All my notes were organized. I didn't have papers everywhere. I wasn't trying to cram everything in. I was nail on the head, as Lee would say. So, um, that's that's my big takeaway. Memory recall is such a massive thing because it's not the same as just having a bunch of facts in your head. Recall is about how quickly can you grab that piece of information from your brain and then put it back out. And that all comes down to the stuff in the launchpad. If you sleep like [ __ ] guys, you will not be able to be sharp. And that's the difference between scriptless selling and selling with a script. With a script, you don't need to be sharp. The next question is on your [ __ ] piece of paper. But you're not going to close 90% of your prospects and make a mass amount of money. If you want to close 90% and make a massive amount of money, you need a different methodology. Now, that methodology requires more of you. It's the difference between being an amateur basketball player and playing in the NBA. You can be an amateur basketball player with just good dribbling and shooting skills and you're playing against other average people. But when you want to play in the NBA, you can't just be a good skilled basketball player. You also need to have the mindset. You also need to have the endurance. You need the strength. If any of you have watched the Last Dance of Michael Jordan, he obviously was one of the technically best basketball players. But when he got into the Chicago Bulls, uh, Phil Jackson and Tim Grover were like, "You're too skinny. Like, you're just not strong enough. You need to pack on some muscle." Didn't matter that he was an amazing shooter and an amazing player. It was, "You need the whole package." He could have just stayed as a technically good player and played amateur basketball and he would have crushed everyone. But he didn't want to play amateur. He wanted to be the world's best. That's what I wanted to be as a salesperson. I knew being a scripted salesperson is not going to get me there. I need to have a different methodology that's way more advanced than anybody else's so I can make more money. But that requires different foundations of me.
On to Kendra.
Yeah. So the biggest thing that I gain through this is like seeing where I am not necessarily showing up, um, for myself and holding myself accountable to like, so specifically like working hard enough. Um, it's like, am I actually putting in the amount of effort that is required? And it's like, [ __ ] I'm not. So, let's tighten that up and clean that up. Being heard is very important. You have to make sure that the prospect feels heard, but another part of that is feeling led. Feeling like they're in the presence of a leader. You can sit and have a cry to your mom and you feel heard, but do you feel like you actually solve the problem? No. Because you're just sitting there moping and you're like, "Okay, I feel empathized with. I feel sympathized with. I feel like they care." But that's very different to sharing with someone problems you're going through and challenges you're going through and being heard, but then feeling like you're in the presence of someone that's going to lead you to an answer, to an outcome. You need both of those. Okay? It's the difference between having friends that will just sit there and you're all, you know, saying how [ __ ] life is together and you all feel heard. You all feel like you're part of the pack. Very different to someone that's going to say, "Okay, I hear how you feel, but what about this? What about this? What about this input? What about this thing you're not doing?" And you're like, "Wow, [ __ ]." Like, they heard me so well that they're now challenging me.
Kill. Yeah. Incredible training today. Every time that you asked a question, this was energetic. You sounded so curious. And I was like, "Oh, I mean, Josh just genuinely wants to know. Like, that's confusing to him." Like, "Oh, whatever Lee said, that doesn't make any sense." Like he wants to know the answer. And that was the vibe that I got versus like, "I need to know this so that I can tie this person down and they're not going to be, you know, running away." You had so much detail. You were able to tie it down. And then the other thing is like, right from the beginning, the moment that you understood that he had inconsistent results, you used inconsistently and you like, um, I don't know, like you bolded the word if you're writing it in, almost every question that you were saying or every summary was always inconsistent, inconsistent. You kept on repeating that, which I thought was awesome. And then the summary, instead of, and this is what I've done, is like, I just repeat back what they said to me. What you did is you repeated back the story of what was going on, not the actual just words, and it was so much more professional. It's like, "Oh, like, okay, this guy gets it, not just what I said. He really understands what's going on." I like that one as far as this guy gets it and not just the data. Imagine someone that is reading a story about life in World War II and they're just like a narrator. You're listening to an audiobook and you're hearing them read the story. "Oh, you know, bullets flying everywhere, planes going above us, etc., etc." Very different to imagine if the person reading the story was your grandpa who was in World War II. And that's the difference as far as when you're giving your summary, you're not just telling them, okay, you said this number and this thing and this thing and that thing. You're the person, and it happens naturally because you've actually gone through connecting it all together. You've lived the connections of all those things because you pieced it all together yourself. You constructed it yourself. Another example I'll give you is you see those like Lego boxes where it's like a Lego Eiffel Tower, right? Very different. Someone that says, "I want the Lego Eiffel Tower." And they buy the Eiffel Tower made of Lego, pre-built, and they just put it in their room. "Oh, I've got the Eiffel Tower Lego built." Very different to someone that says, "I'm gonna buy the box set with all the pieces and build the Eiffel Tower and go look at my Eiffel Tower." That's that's the difference is that you're gathering the data. So, you're constructing it, and therefore you have experienced the story of how it all goes together. So then when you tell the prospect, you're like, "Okay, so this was going on, and then this happened, and this, this, and then this is happening, and that's affecting this." Because you've actually built that story, you're you're a storyteller. And that storytelling is part of why for the last two days, both times people have said it feels like magic. It doesn't feel like a sales call. Yeah, it feels like that because it's not a sales call, guys. It's a conversation. They're telling me their side of the situation. I'm hearing. I'm experiencing. Wow, that happened, and then this happened, and I'm now telling back the story of what's been going on.
Lee, did you want to add anything else?
So, we talk about this being a skill that becomes intuitive and a reflex. It becomes who you are. Unconscious competence. I'm curious as you're going through that discovery, what is going through your mind?
I have a blank canvas and I just, I just want to understand you. I want to know who you are. I want to know what's going on in your life. The only thing going through my mind is just this blank piece of paper in front of me and just trying to understand your story. All that's going through my mind is I'm just empty mind asking you questions, and all I care about is you.
You're gathering all the data so you can fully understand their situation and go like broad picture to high resolution like you talk about, because that's what it felt like. It was just like you were just on the ball so much and you got so much information, but like the high quality information that we needed in the conversation, and just covered all points. So yeah, I appreciate being the prospect and you tying me up in a red bow and put me under the Christmas tree.
My pleasure, brother. So the biggest takeaway was for me, I always thought that I have to first collect all the data, but I saw just because of the flexibility of the scriptless selling that you can collect the data, then move a little bit to ownership, then can collect more data, ownership, more data, and you can build a big, very big case to then it becomes very obvious what the actual problem is, and then have another big light bulb moment for the prospect.
Yep. Anybody know or anybody experienced watching a painter and specifically watching the difference between an amateur painter and a professional painter? Put in the chat if any of you know what the difference is as far as their process. Okay, so this is the painting. This is the canvas. Okay, this is the amateur painter. And this is the professional painter. Okay. Both painters are painting the same scene. Down here we have the sea. And up here we have the sky. If you watch an amateur painter, this is how they paint. They go, "Right, sea," and they paint in all the sea like this. And they paint it all in until it's all finished. Okay? And then they go, "Sky." And they start painting the sky. And it's a two-step process like that. And they'll do all the sea and then they'll do all the sky. And that's the painting. A professional painter, they will go, "All right, bit of sea." And then they'll go, "All right, I'll do a bit of, a bit of sky up here." And then they'll go, "Okay, I'll do a bit more sea down here, and I'll do this little bit over here. I'll do this little corner over here." And they just go back and forth and back and forth between all the different things that they're doing. And obviously a painting is not just going to be sky and sea. There'll be a little tower in the water. There'll be a little boat over here. They do not paint where they go, "Right, I'm going to paint the boat, and I'm going to paint the whole boat. Now I'm going to paint the tower, and I'll paint the whole tower. Now I'll do the sea, and I'll paint the whole sea. Now I'll do the sky." They do not paint like that, guys. They literally go, "I'm going to draw the outline of the boat." In fact, I won't even finish the outline. I think I might put a bit of a tower over here. And then, you know, maybe the sea could kind of be like that. And then maybe I'll do a bit of sky up here. And then they'll come back and they'll go, "Actually, I don't really like that tower there. I'm going to, I'm going to move the tower to over here." And they're painting in a constructive process rather than a linear process. And as they're doing things, what they're actually doing, which is why their paintings are so much more high resolution, is what they're actually doing in detail, is they're not just looking at things as independent. The sea is one piece and the sky is another piece. They're looking at things relationally. They start drawing this tower. And as they draw it, they go, "Well, if I have the tower over here, and I've now drawn it in this dark blue, because of the location of the tower and the shading, I actually think I need to move the boat over here." So, they'll move the boat. Then, as they start coloring the boat, they go, "Okay, based on the color over here, I think there needs to be some rays of light that are coming over here." And they're literally building all of these things in relation to everything else, which is what Emil is saying is, I'm gathering the data, which we could call is the sea, and as I'm gathering a piece of data, I'm going, "Oh, because of that data, I now can see a little bit of ownership over here." Now, as that ownership is being shaded, I've actually got a little bit more data that I need to gather over here. And then as I'm gathering that data, I'm going, "Oh, you know, actually, there's a piece of ownership right here that I'm going to gather." And you see how I'm just like doing all sorts of different things at the same time. And that is what allows you to create a masterpiece that is a jigsaw that's all together as opposed to a [ __ ] two-year-old's drawing that is like paint by numbers. There's nothing expert about this, guys. As opposed to linear, linear, linear, linear. It's being built into this pinnacle where everything is just like, wow. Everything just came together at the end of it. That's the difference between scriptless selling and selling with a script.
All right, folks. We have our normal Wednesday training call tomorrow, and then we have normal role plays on Friday. I'll see you all tomorrow. Have a great rest of your day, folks. Catch up with you tomorrow.