Transcription
So we're about to jump into a role play with Christian and Alex. Christian is going to be the closer for an Ecom offer that is direct to a 9-to-5 employee who wants to get into e-commerce, and Alex is going to play the prospect here.
We're going to break down the subtle nuances of the discovery of a sales call and show you the things that you need to be doing so that you can close more sales.
So without any further ado, Christian, kick us off with your opening question.
Alex, what would you say is the biggest reason that you're looking to start an e-commerce business today?
Yeah, I think the biggest reason right now is, you know, just kind of trying to transition out of the 9-to-5, start getting that, you know, financial freedom, and really just, you know, making that passive income to free up my time.
Okay, and what would you say financial freedom means to you, though?
Yeah, I guess being able to, you know, move abroad, live wherever I want, do whatever I want, not have to clock in and clock out, and just, I guess, be my own boss, live life on my terms.
I see. Okay, and is that something that you've wanted to do for quite a while now?
Yeah, I'd say so.
What is it that you're doing right now?
I work in sales at the moment.
Oh, interesting. Sweet. What kind of sales?
I just work in tech sales. I'm actually an SDR.
How long have you been doing that for?
I've been doing that for two years now.
Two years? Where in tech?
I used to live in the Bay Area a couple of years ago.
Oh, I'm actually based out in London.
Out in London? Sweet, sweet, sweet, sweet, sweet.
So given that you said you want to be your own boss, can you be a little bit more specific, though? I mean, what does that mean to you? Just live anywhere? Just control your own time?
Because financial freedom, I mean, as you can imagine, I hear that every single day from many people, but when you really think about it, what does it actually signify to you?
I think overall it's like the independence element. Like, you know, obviously in a 9-to-5, you don't have that freedom where you can choose when you want to work.
And when you can, you know, I want to be able to spend more time with my family. If I want to go and take a trip, I can do it. But obviously in a 9-to-5, you only get a certain amount of time that you can book off.
So, you know, if I want to go on holiday or I want to go and travel, you know, I've got to actually request it. And I mean, a lot of the time, you can't even do that because someone else has taken it off.
Right, I see. And is that something that's currently happening within your role?
Oh, that's just normal in a 9-to-5, right?
Well, I mean, it depends, right? I mean, could you give me some examples where you felt limited in that way in your role? Because I know you've been there for two years now.
Oh, for sure. Like, it's happened a couple of times where, you know, my family or my friends have wanted to arrange a trip, and then, well, I've not been able to join them because I can't actually, you know, get the time off work.
I think the most recent time was actually a couple of weeks back. I wanted to, like, this summer, you know, this coming year, all of my family are going on a trip, and I'm sorry, someone else has booked it off.
I can't.
Was it just like a vacation?
Or was it a pretty significant trip?
Well, I mean, I don't think any trip away with family is insignificant, but, you know, it's not the end of the world, you know, missing out on it.
But obviously, I would have, you know, I’d really liked to be in a position where, you know, I don't have to live on someone else's terms. I actually have the freedom to live the life that I want.
Dude, 100%. And you know, I didn't mean to downplay the family trips, right? They're all very important, and I'm assuming that you're pretty close to your family.
Oh yeah, for sure.
Okay, how many trips have you missed out on in the last two years?
Yeah, I mean, in the last two years, there's probably like three different trips that, you know, I have missed out on.
I mean, it's more the fact that, like, not even the trips, you know, just the events, you know, family gatherings and things that you don't get to do on the weekends.
You know how it is. Sometimes you're getting called in on the weekend. You don't finish up all the work in the week. It's a busy spell, and then you've got to work those extra hours and, you know, not be able to do that.
So that happens a couple of times a month alone, just the little events. But in terms of the holidays, yeah, probably two or three times a year.
Oh, okay. Got it.
And I'm wondering, I mean, do you have any partner? Do you have any kids, or is it just you by yourself right now?
No, at the moment, it's just myself.
I see. Where is your family located? Are they nearby, or are they in a different state or a different country?
No, my family, they're probably a couple of hours away at the moment.
Oh, okay. So not only are these trips that you're missing throughout the year, right, but also, because of the nature of the job, you're not seeing them, not even on the weekends, pretty much. Is that right?
Yeah, no, 100%.
Yeah. How many hours are you working right now per week?
Great question. It varies. I probably say anywhere between like 50 to sometimes 70 hours a week.
You're grinding, you're grinding, man.
All right. May I ask, I mean, like, so you've been doing this for two years. You don't see your family, not even on the weekends, barely go on family vacations. Has that been worth a paycheck?
Well, no, not really.
That's kind of why I'm on this call, right?
Why not, though?
Good question.
Yeah, I guess obviously I'm working a lot of hours, but, you know, I obviously the freedom aspect is a big thing.
Like, I don't get the time freedom that I want to spend with them. But, you know, on top of that, I'm only bringing in, like, well, it varies, but, you know, a good average month I'd say is around like 3K.
But yeah, for the amount of hours that I'm putting in, it's just really not ideal.
Not ideal, or is that enough for you?
It's not enough.
Okay, got it, dude.
So, all right, man. So two years, you don't see your family. Obviously, that's not where you want to be financially either.
What would you need to be making to turn the situation around?
All right, let's pause there. Great stuff, Christian. I really like how you kept moving forward in the conversation, kept getting more specifics.
You know, how many times have you missed these vacations? What type of vacations are there? Is it a significant event or, you know, just a family trip?
You need to, and you can go even deeper on the family vacation thing before we transition out and start bringing in how do we make this happen, which is where you're going now.
You're like, okay, I know what you want. How much money do you make? How much do you need to make? Why Ecom?
We're transitioning into that part of the conversation. If you don't circle back later on or you hadn't gone deeper, now you will get her to think about it, or you will just get her, "It's a lot of money," or "I'm not ready right now," or "I'm afraid."
Because his or anybody's fear to take action hasn't been superseded yet by the pain of his situation.
We know what's bothering him. We know it's kind of bothering him, but I haven't got specific enough.
So shall I jump in and show you where you need to wrap this up a little bit more?
Okay, so let's just forget the last question. So we're still talking about the trip.
I'm going to imagine that I know all the information that Christian's already asked questions for, and I want you to see, Christian and Alex, what are some of the pieces of information that you didn't get to.
And if you get all of this information, we're really going to dig up the dirt.
Okay, all right. So that makes sense, Alex. Tell me, like, who is your family? Like brothers, sisters, mom, dad? Who are these people that you're not going on the trip with?
Oh, for sure. It's obviously, you know, my mom, my dad, my sister, but also, like, all of my cousins. We're all pretty close.
Okay, so your mom, your dad, you've got one sister, and you've got cousins.
Younger sister or older sister?
Older.
Okay, you've got an older sister.
Anybody else that comes on these trips?
Yeah, sometimes, you know, one or two of my friends or, you know, my family's friends will come along.
Okay, so sometimes it's your friends as well and sometimes family friends.
So you said that you've missed about two, actually three of these trips each year. So for the last two years, you've missed six trips. Is that accurate?
Yeah, yeah.
What impact has not being in attendance of six of your family trips had on how involved you feel in your relationships with your family?
Yeah, I'd say it's had quite a bit of an impact. I mean, I definitely feel like I'm missing out, but I, you know, I almost feel guilty, you know, not being able to, you know, make these events with them.
What do you feel guilty about?
Well, it's just the fact that it seems to happen so often now that it, you know, I guess they, I mean, it's almost at the point now where I don't even get invited in the first place because they just assume I'm not going to be there.
I can understand why they might do that. Tell me why you feel guilty, though.
Well, I mean, what's the point of working if you, you know, you don't get to actually enjoy what life is all about, which is spending it, you know, with your family and having these nice events?
Yeah, I just, I guess I feel guilty because I don't get to be a part of that for them. I don't get to be involved with my family or, you know, watching, you know, them and their kids grow up as well.
So what I'm hearing is the problem is really twofold. Number one is you don't feel a part of things; you don't feel involved.
But the other thing is you feel guilty that you're not even enjoying life and you're not celebrating with your family members, enjoying life.
So one part of it is like the enjoyment of life, and one part of it is like you kind of feel just rejected.
Now, you're not even invited. Is that bad to say that it's both of these things?
Yeah, no, it is.
Okay. You mentioned enjoying life. I mean, if you were to put it on a scale of 1 to 10, 10 being you're living the life of your dreams and zero being you don't even know why you're living, how much are you enjoying your life right now?
To be honest, I probably put it at like a five.
So 50% of the life that you're living, you're not even enjoying?
Well, yeah, considering I'm spending, you know, so much of it at work.
Just a random question. If you were to make a random guess, how many years do you think you're going to live? How old do you think you'll be when you pass away?
I'd like to think I'd, you know, live till my 90s, so, you know, a good 70 years.
Okay, so to your 90s, you're saying you're in your 20s right now. You're saying that 50% of your life you're not enjoying.
Does it make sense if I said that would be the equivalent of instead of living to 90, you dying at 45?
50% of your life has just been taken away from you because you're living, you're alive, you're breathing, but 50% of the time that you're alive, you're not even enjoying it.
You may as well be dead.
So when you hear it like that and you think, "Hey, I want to live to 90," well, you might be alive until 90, but you're only actually going to be living for 45 years.
So you'd be spending 45 years of your life, if you don't make a change now, basically dead inside.
Well, when you put it that way, there's probably, you know, not much point living if I just do what I'm doing at the moment.
And so are you willing to settle for that?
No.
Okay. The other thing you were talking about was, going back to the guilt, you know, you seem like a really decent guy that obviously cares.
The fact that you say you feel guilty means you've got a conscience.
What impact do you think it's having on your mom and your dad and your sister and your cousins and your friends that you aren't putting yourself in a position where you can actually say yes to being at these events?
I'm curious, have you ever wondered how it actually makes them feel to think, "Let's not even invite Alex because he's just going to say no"?
Yeah, well, they probably feel pretty let down, if anything, you know, disappointed because, you know, my other family members, they've put themselves in a position where, you know, that is possible for them to, you know, take trips and even, you know, fly out other members of the family.
And well, right now, I haven't put myself in a position to be able to do that.
Has that feeling of disappointing and letting down your family members, and has that feeling of not enjoying 50% of your life, has that reached a point where you're no longer willing to do both of those things anymore?
Well, yeah, when you say it like that, no, I don't want to do this any longer.
Was there a specific moment letting down one of your family members, disappointing them, you not being invited to things where that was the straw that broke the camel's back, so to speak, that you said, "I'm not willing to step up and fix this"?
Was there a moment?
You know what? It was actually last week, I think.
Okay, pause. Do you see where I'm going, Christian? I'm going forward by going down.
Like, I'm now on the why now, basically, but I haven't actually moved on from what he was already talking about.
I'm just digging further and digging further and digging further and digging further.
And you tell me, how does the conversation feel now compared to where I cut off the role play?
Day and night.
Day and night?
Yeah, there's so much substance in it.
Yeah, there's so much substance.
And can you see how from the substance there's actually more removal of objections?
Like, it's so much less likely that he turns around now and says, "Hey man, I need to research Ecom a bit more," or "I need to think about it," or "I need to pray on it."
It's like this idea that you need to pre-handle the objections by actually tackling the specific objection.
Like, "Oh, do you have a wife? Oh, what does she think about you doing Ecom?"
Or, "Hey, have you set aside some money to do this?"
It's like you don't pre-handle objections by pre-handing the specific objections.
You pre-handle objections by just overwhelming them with reasons for this guy to take action right now, and then he doesn't need to.
It doesn't even populate into his brain that he might need to ask for permission, do more research on Ecom, or anything else because his whole brain is consumed with, "My situation sucks. It's my fault."
I've just committed to this guy on the phone that I'm going to make a change.
I'm going to follow through on my verbal commitment.
They don't even consider objections.
They might at the end of the call be like, "Oh, it's a lot of money," in which case you just get your cup of tea, drink your cup of tea, and then he says, "Oh, can I put it on a credit card?"
"Yeah, no worries."
And they just handle it themselves.
You don't have to be handling the objections.
Is that clear?
So the reason I cut the role play is you don't want to move on too quick.
You don't want to move into how much money do we need to be making and handling all of the solution side of things until you've really dug into the pain of what he was saying.
And if you look at it, it goes like level one pain, level two pain, level three pain.
So level one pain was, "I'm not going on vacations."
Okay, you're not going with my family.
I'm not going on vacations with my family.
Level two pain was like, you know, you were saying, "Well, what type of vacations are there?"
And how many of them have you missed?
And you know, blah, blah, blah.
"Oh, I've missed a ton of them, and they're important."
Okay, fine.
That's level two pain.
Level three pain: "I feel guilty. I feel I'm letting down my family, and I'm disappointing my family. I feel like 50% of my life I'm not even enjoying it."
Like, you see how off of the same thing, missing vacations, we've got so much deeper into psychology and so much deeper into this guy's values of like, "I don't want to let my parents down. I don't want to disappoint my parents. I don't want to feel like I'm not being invited anymore."
Right?
So you saying how many events have you missed?
That's really good.
But then we get into, "So you've missed all of these events. What's happening now?"
"Oh, now I'm not even invited."
Okay, and is that having an impact on you?
"Yeah, I feel terrible. My parents don't invite me."
Okay, Alex, why do you think they don't invite you?
"Well, they know I'm going to say no."
That's fair enough.
But, you know, same question.
I mean, they could just ask you, and you just tell them no.
Why do you think they don't ask?
"Well, they probably feel disappointed. They probably feel let down. They probably feel like I don't care about them."
And we just dig and we dig and we dig and we dig and we just go down, down, down, down, down.
And once you've got that emotional hook, then we can switch into talking about the solutions and things like that.
Does that make sense?
100%, man.
Any questions?
Any questions on that, guys, either of either of you?
No, I agree.
It's like you said on one of your recent trainings.
It's like the bed of nails where if you spread the nails thin, it doesn't go as deep as just having one nail on that bed that's just going to pierce the skin.
Yep.
All right, so this is what we're going to do.
We're going to go back to where I cut you off, Christian, and you're going to carry on from where you stopped.
You don't have to do exactly what I did, but I want you to take the training of going deeper and then go past that and just keep going on the role play.
So go all the way back to you just asked him about how many events he was missing a year, two or three a year.
You asked a great question, which is like, "Is it worth the paycheck?"
And he said no, and you said why.
That was great.
So kind of go from around there.
Yeah, I'm just reflecting on everything that we, the whole role play that you did.
Okay, tell me what your reflections are. What are you thinking?
The biggest thing that I can connect it to is like their life is on the line.
I think this is something that you had mentioned a long time ago, and I don't think we, as we're learning this and we're looking to get better, we really comprehend what that is.
Because the questions that you just asked, those are like life-threatening questions, if that makes sense.
100%.
So if we're able, again, if I'm able to internalize that a lot more, I think that the questions would have come out on the top of my dome.
Because I know, like, as you were asking these questions, I like how you were really thinking how to just word them.
You were really thinking.
It didn't just come out like, "Okay, cool, so how does that make you feel?"
It wasn't just like that.
It wasn't just some fluff.
It was just like it was very specific to that situation, and that's because you just really cared.
Even though we're just doing a role play, yeah, I really care.
And because I really care, I'm really thinking, I'm like, "Okay, well, if I were in this situation or if Alex was my son or my brother or whatever, like, what would I be wondering?"
What would I be wondering?
Like, "Okay, and getting all to the stuff about how do you think it makes your mom and dad feel?"
"Oh, they must feel disappointed and let down."
And I would just be so curious because I care so much.
And yeah, I don't know what questions I'm going to ask.
I'm just thinking in the moment, okay, I know this.
What else about that do I not know?
Okay, I know that he misses vacations.
Like you'd said, how many do you miss?
Okay, you miss this many.
What type of vacations are there?
Okay, they're this type of vacations.
Okay, and so what's going on now?
Well, now I don't get invited.
Okay, how does that make you feel?
Well, I feel terrible.
Like, you just go further and further and further and further and further without stopping until you get to the point where this guy is almost about to break.
Like, I'm not trying to break the prospect on the sales call, but I'm trying to get them to the point where their likelihood to snap back to the way that they were living life up until now is as close to zero as possible.
Even if I got to the end of the call or if you imagined my Zoom just cut out, the prospect's going to be thinking about what I was telling him for the next month.
Like, that's how deep the conversation needs to go.
Even if I finished the sales call, this guy's life has been permanently changed because I've inceptioned the way that he's now going to be thinking about his situation.
Whereas, like, most sales calls, you get off the call as the prospect, and the prospect now knows the data that you've got them to get clarity on.
Okay, you know, I spoke to Christian.
I'm missing three events a year, and, you know, I'm not getting invited anymore, blah, blah, blah.
But they haven't had that internal reflection of, "I feel guilty. I feel like I'm missing out. I feel like 50% of my life I'm not even living."
Like, he's never going to forget that conversation for the rest of his life, ever.
And it's funny that we were at the LA event recently for the Unicorn Closer Mastermind with Colin.
You know, I closed Colin on a call, and he's now in the training being like, "I want to be able to help people like that."
Because that conversation that I had with him to close him, he's never forgotten it to the point that the conversation that I had closing him as a prospect was enough for him to be like, "I want to learn from Josh because I know how powerful that is to be able to do that."
Right, right.
All right, guys, any other takeaways?
Yeah, go ahead.
That was my biggest one for now.
I mean, I have some more thoughts, but I probably... yeah, that's it.
Well, share them if you want to.
It's good for us to discuss them if you've got other ones you want to share.
So, I mean, because I've been with you for how long now?
10 months?
Yeah, about a year.
So the one thing that just comes to mind is selfishness.
It's just being selfish.
So without making this a whole rant, when I came on to the program, I learned a lot of these things, and every call was as if their life was on the line, and I had so much fun.
Right?
But anyways, some things happened the last couple of months, just personal stuff, and now that we're doing this role play right now, I just realized how selfish I've been in multiple calls as of recent.
Because I'm not going this deep because I'm caring so much about my own little stuff that I haven't handled, that I'm not clear as I'm supposed to be on the call.
By watching you, by watching you, the way that even though this is a role play, I know that these are how the calls are supposed to be conducted.
You're so free-flowing, you're so in the moment, you're so present, you're so caring.
But the questions are so impactful.
And exactly that, this is what I used to tell JP and my team.
I'm like, they will... and this is the biggest feeling that I used to get from at the end of the calls, whether they came in or not.
I used to come out of those calls, and I used to tell my team, "That person will never forget that conversation."
Right?
That's it.
Yeah, that's very honest of you, Christian.
And yes, if we end up being selfish, we don't go deep enough with the prospect.
We therefore don't close them, and they needed to be closed because, you know, they wanted to change their life.
It is selfish.
It's selfish to not have the skills to be able to go deep enough, or it's selfish to have the skills but not be present enough that we're using those skills.
And as a result of that, if we're not being selfless, if we're not caring enough about the prospect, we don't get paid.
And in the moment, that might be annoying because you're like, "Oh, I don't get paid."
But it's fair game.
It's like you get paid directly proportional to how you're helping other people.
Right?
So, yeah.
All right, guys, let's jump back in whenever you're ready.
So jumping back on in, how many weeks?
Right, okay.
So Alex, so it's been, um, so you've missed out on how many trips?
Remind me again the last two years with your family.
Yeah, I was saying obviously in the past two years, I've probably missed two to three, you know, big trips.
But, you know, like I was saying, every month there's always, you know, little events here and there on the weekends that I'm not getting to make.
You take a breather.
When you think of even weekend events, who of your family are we speaking about?
Yeah, it's, you know, my very close family, my sister, my mom, my dad, but then also, you know, cousins, their kids, etc.
So wider family as well.
Okay, and are you like very, very close to your sister, your mom, and dad, or like how close are you to them?
Super close, but obviously, you know, it takes a strain when you're not able to see them as often as you like.
As you get older, you know, now I'm at the stage where just because of my job, we are starting to grow apart a little bit.
How does growing apart and taking a strain, how has that evolved? What do you mean by that?
Yeah, good question.
I think it gets to the point where your family just assumes you're not going to go to things, and, you know, they sometimes don't understand.
They think, you know, I'm just making excuses because of my job.
But at the end of the day, that's the position I'm in, to no one else's fault but my own.
So they're sort of assuming that you don't even want to be part of these trips or you just don't want to be around them?
Well, yeah, it seems like that.
Obviously, that's not the case.
I do want to be there, but because of my job, I am just restricted.
Right, right.
Why does it seem like that at this point?
Well, you know, if I request the time off, I can't get it.
I literally can't.
As much as I would like to be there, and then obviously sometimes, you know, there are nice trips and things planned, but financially, I can't even do it either.
So because of the amount of money I'm making and, you know, the amount of hours that I have to work because of my job, I physically can't get myself to these events and things with my family.
But you said, like, it seems like that.
Like, sort of like they're not even considering inviting you at this point, or am I off here?
No, no, you're right because it's happened so many times now.
Really?
Well, sometimes they don't even bother to invite me in the first place because, you know, they just feel as if I'm going to say I can't.
How does that make you feel?
I mean, obviously, you grew up, your parents raised you, you have a sister.
How does it even, the thought of like your parents going on these trips with your sister, with your cousins, with your family, of them not even considering inviting you at this point, how does that make you feel?
Makes me feel like shit, dude.
Truly, it's like, you know, being almost exiled by your family.
You know, it's not ideal.
And, you know, when I'm on my lunch break at work and I'm seeing all the photos of them out, you know, in the sun, and I'm stuck in my shitty 9-to-5 watching the rain on the window, yeah, it's pretty, um, yeah, well, it's really frustrating, dude.
Is there a... I have a feeling that you're at this point, not only it's the family, right, but you said it's the shitty 9-to-5.
Are you sort of like dragging yourself at work at this point?
Yeah, it feels like it because, you know, it just seems like it doesn't matter how hard I work, I'm just going to get paid the same amount.
And, you know, I'm treated like shit by my boss.
Treated like shit? How so?
Well, it's the fact that, you know, I mean, someone this week in who I work for, like, she couldn't even get her birthday off because no one could cover it.
And like that's the kind of treatment that we get, you know, at the place I work.
So, yeah, dude.
So look, I don't know if I got the statistic right, but I think it's like 70-80% of our lives that we spend out of work, right?
That's literally our whole life, right?
So when you describe the way that work has been for the last two years, like if you were to think about it on a scale from 1 to 10, like Sunday night comes, you're getting ready for work, 10, you're like, "Geez, I can't wait for my day to start. It's the most exciting thing ever."
10, I fucking hate this.
Where would you rate yourself?
I can't remember the last time I was excited to go to work, so I definitely put myself down towards those two, two, three.
And let alone, dude, like the family, you know, the family limitations that you don't even get to see them.
You're like an exile.
Even just enjoying life, work, just everything outside of just family.
When you put it at a two, man, I mean, how has that impacted your personal life?
Massively, you know, I have very little time to spend outside of work.
But when I do, you know, a lot of the time I'm too tired to even do the things that I enjoy.
You know, it's, I've not been able to train at the gym as often as I would like.
You know, because those relationships have distanced, I've been seeing my family a lot less.
So I just find myself kind of filling my time with, you know, meaningless things.
So it does get like what?
Well, you know, just easy fixes, you know, just watching TV or social media because I just don't have the energy, you know, once I have finished work.
Or sometimes on the weekends when I've been working so hard, I just want to relax.
I don't feel like doing anything, to be honest with you.
So it's just been pretty unmotivating and uninspiring.
Okay, you sure it's only social media?
Because, dude, just guy to guy, there could be vices outside of that.
You sure it's just scrolling through social media?
No, it is just social media.
Okay, sweet.
That's good, man, because I've seen dudes, man, they go into like corn, weed, all this other nonsense.
But thankfully, you haven't gone down that path so dark.
But either way, you're aware enough that even though you haven't gone down to the extreme, this isn't how you want to live your life.
So all that into account, two years dragging yourself through work, exile from family.
I want you to be very real with yourself, man.
Has something changed recently that you feel like now is the time to make these changes?
Why are you willing to not settle for that life anymore?
Okay, let's pause there. Great stuff, Christian.
The reason that was great is we were just on the edge of spending too long in pain.
Like it was on that edge.
I was about to cut you off.
I was like, you need to move him now into ownership because otherwise, the difference is if you spend too long in where we were, the prospect starts getting into this victim mentality of like, "Oh, my life sucks, and it's so bad, and I can't do anything."
Like we need to get them to there to make them realize how bad it is and then move them over to ownership.
Okay, so you're in this situation.
It sucks ass.
Now let's talk about are you at the point to change it?
Why now?
Beautiful.
So well done, you.
You were tuned in enough to realize, you know, I need to pull him out of this pain now because, and move over to ownership a little bit.
So well done.
Just keep going from there.
It felt so different, man.
Oh, so continue from there.
Yeah, that was... you didn't do anything wrong, but if you'd have stayed in pain another, like, if that question that you just asked there was another clarifying question about the pain, the prospect's going to check out.
And it's like the irony that we bring the prospect down into pain, down into pain, down into pain, but at the bottom, it's like a bouncy... it's like they'll bounce off the bottom.
If you go too long, they'll come out of pain, and they'll just be in this airy-fairy, "My life sucks, there's nothing I can do about it."
It's not a useful place to be in for you or the prospect.
So you've got to bring them down into that pain and then realize, okay, now I need to bring them into ownership.
Get them committed to how they would do that.
There's a couple of things that I would have done to maybe make the transition, but everything you did was perfectly fine.
One of the things that I would have said to have a nice segue is I would have said a statement.
So I would have said, "So with everything that you've said, Alex, how you've chosen to earn a living has cost you the price of being a part of your family. Is that fair to say?"
Yeah.
"Have you gotten to the point where you're no longer willing to pay that price?"
Yeah, I have.
Right?
So like there's a way that you could have transitioned it just a little bit more smoothly.
But what you did was perfect.
There's no issues with what you did.
Just to finesse it a little bit, I would have wrapped it up and been like, "Okay, we've got all of this pain. What's really going on? What's really going on is the choice that he's made of how he makes a living is costing him his family, his relationship with his family."
Perfect segue to then say, "Have you gotten to the point where that price is too high for you to continue paying?"
And it's also a nice little word track of like, "Is the price too high of losing your family?"
Which is ironic because it's like saying that what you're already paying is the price.
What you're going to give me with your credit card at the end of the call is a benefit.
It's not a price; it's an opportunity.
You know?
So, but anyway, what you did was beautiful.
So just keep going from there from your last question about, you know, was there a moment, basically, is what you were saying.
Okay, yeah.
So Alex, just thinking on some of the things that we know went over, right?
Two years at this job, your family pretty much has... they don't even consider you part of the family.
You're feeling like shit work-wise.
You're dragging yourself to work.
Work, you're not making the money that you want.
Has something changed recently that you feel like now today is the moment to change things around?
100%.
That's, well, that's kind of why I booked this call because I think it was, you know, it was last week when, you know, my family were doing something on the weekend, and I was going to book it off, and I didn't even bother.
And I didn't even bother because I just knew I wasn't going to get it off.
And, you know, thought to myself, "Is this actually the life that I want to live?"
You know, not even being able to have the freedom to feel like I can even ask to have time off?
Like this isn't what I signed up for.
So, yeah, I think that was kind of the straw that broke the camel's back, and that's why I booked this call in the first place.
Gotcha, dude.
So are you no longer willing to live that life?
No, I'm not willing to do that.
May I hold you accountable to that?
Please do.
Okay, I hate to ask you this sort of an odd question here, but I want you to just play along.
Suppose for some reason, and this is nothing to do with e-commerce, none of that, but suppose for some reason you didn't do anything.
You didn't even try or commit to anything, and you let the next five years just pass you by.
You're still, like, missing out on all your family trips.
Mom's older, dad's older, sister's getting older.
There's a lack of relationship, if there's any, with your family because you're never there.
How do you think that would play out and make you feel?
I don't even want to think about it.
Like, I'm not willing to let that happen.
Whose responsibility is it to not let that reality become true?
Let's pause there.
We've spoken about this on live training.
I like the consequence that we're getting into, and sometimes you may use a future consequence, but in general, I just don't think it's as powerful.
I don't think it's as powerful to talk about what will be, what is going to be the consequence in the future if blank happens.
It's like they don't fucking know, and they can't associate with it anyway.
It's the hypothetical future that they're not in right now.
Much more powerful to talk about the consequence of continuing what they're currently doing.
So it would sound something like this: "Okay, so you know, let me ask you this, Alex.
What happens to you and to your family if they continue to be let down by you and continue to be disappointed by you?
And what happens if you continue to feel guilty and to continue to feel like you're not involved?"
Well, I mean, if it goes on any longer, it's just going to impact those relationships more.
It's just going to mean that, you know, me and my family end up completely cutting ties because I'm just, you know, not there for them at all.
It means missing out on watching, you know, my cousins and their kids growing up.
So, yeah, I don't even want to think about, you know, what will happen if I just keep doing what I'm doing.
Obviously, you've seen that they've cut ties in the sense of not inviting you.
Do you think your family are going to cut more ties if you don't get this handled and put yourself in a position where you can be a part of the family?
Yeah, no, I think that would be the case.
And do you think that's reasonable of them to cut ties with you if you aren't taking the ownership and responsibility to put your life in a place where you can actually be a part of the family?
I guess, um, I guess I don't think it is unreasonable because, I mean, when you lay it out, you know, how many times have I actually seen them over the past year?
I can't even, you know, I can count it on one hand.
So when you put it on paper, you know, I'm more of a pen pal than a family member right now.
Right?
So we can pause that.
You see the difference, Christian?
Like I'm talking about the present rather than like, "Hey, what happens in a year and a half if you still are doing blank?"
So it's just not as powerful.
You could use it sometimes, but I just don't know why you would choose that over, you know, what happens if you continue the thing that you're currently doing as opposed to what happens if blank happens.
What happens if in the future this is still going on?
It's no, what happens if you continue from today moving forward versus let's just take a time machine and jump into the future?
Tell me how you feel.
They're like, "Right, I don't know the same way I would feel if I met dinosaurs. I have no fucking idea."
You know?
Yeah, it just feels... I think the word feel, it just feels a lot more powerful if they're looking at themselves in the next three to five days, two weeks.
Yeah, you're right.
Yeah, because they're already in that feeling of missing out, guilt, letting people down, disappointing.
So you're kind of saying it's more of a question around like, do you want to continue feeling what you currently feel as opposed to how will you feel if this isn't changed?
It's like, well, if you've gone deep enough, the same way that they're already feeling, and that's good enough to say, you know, do you want to continue feeling like this?
Right?
Okay, so go back to wherever we were with kind of a consequence type of question.
Let's go back there.
Uh, hold on.
Are we going back into rephrasing that question you want to do?
Yeah, you could rephrase it if you want and then go from there.
Okay, okay.
So Alex, you've, uh, two years, you don't see your family.
You're sort of in an exile situation here.
Work-wise, you're dragging yourself.
Have you thought about what it would look like if you were to continue this way and at the price of your family maybe cutting ties with you?
Yeah, I mean, it's crossed my mind a few times.
I have, yeah, I have thought about it.
And, you know, if I do keep going how I'm going now, well, I'm just not going to have a relationship with them at all.
And how much longer are you willing to risk that situation?
Not another day.
Are you sure?
Yeah, I'm sure.
Why?
Because I've let it go on long enough, and I'm not willing to, you know, watch not only my life go by but also my family's life without me in it.
Understood.
So have you identified what you need to make financially to be able to get out of your 9-to-5 and be able to have the ability to attend all of the vacations?
Even if I could make what I'm making now and, you know, actually have the time freedom or be able to work my own hours, that would be enough.
But, you know, if I could be making at least 5K a month, that would definitely allow me to be present for, you know, all of the trips and still be, you know, living comfortably.
Okay, so 5K a month would definitely, in your words, allow you to make that happen.
You said being able to have more control of your hours.
Have you identified how many hours you would like to work if you had an Ecom store printing your money around the clock?
Yeah, I'm not, you know, I'm not too fussed about the amount of hours I work.
I think the big thing for me is having the control of when I can.
But, you know, if I could be working within that, you know, maximum 8 hours a day, I'd be more than happy with that.
Okay, and so what do you mean by control of the hours then if it's not the number of hours?
What do you mean?
Well, just, you know, the time that I do take off.
You know, if someone, you know, if my family message me and say, "Hey, you know, are you going to be available this weekend?"
I want to be able to say, "Yeah, I can," and I can, you know, spread my hours elsewhere or just not work them at all.
I want to have that control.
Okay, and so why Ecom as far as getting you to $5,000 a month maximum, working eight hours a day and having control of your hours?
Why Ecom?
Well, it's just, you know, it's really one of those business models where you get out exactly what you put in.
And, you know, with what I'm doing now, it doesn't really feel like it matters how hard I work, and it's pretty demoralizing because I can, you know, work twice as hard as the person next to me in the office and still get paid the same amount.
Okay, that makes sense.
So the business model being, I guess, just fair.
If you put in the investment of time, money, and effort, you get out the money, the hours that you're now available, and the control of when you're available for those hours.
Yeah, 100%.
Okay, and then what was it that attracted you to maybe Mark or Alex from BBA as far as us being the people that you want to align yourself with to get you to that 5K a month and control of your hours?
Good question.
I, you know, I've seen so much stuff online for so long, but, you know, you're always seeing the guy in the purple Lamborghini with the Rolex on who's trying to sell you his thing, and it just doesn't give you a lot of assurance.
But, you know, after seeing Alex in his story and, you know, his background and what he's gone through, you can really see that he's a genuine person who actually wants to help people.
And, you know, that really did give me the confidence to actually jump on a call with you guys because I could see that, you know, what he does is to actually help people.
Makes sense.
So you hadn't seen anything in the past that had given you assurance, but now seeing the story, seeing the background, feeling the genuineness, you now have that assurance that we can get you to this goal?
Oh yeah, for sure.
Okay, makes sense.
So I'm definitely clear on everything.
I guess, you know, I've asked you already, but we had a bit more of a chat there at the end.
Have you gotten to the point where you're not willing to spend another single day not having the control of how you make money and basically destroying your relationship with your family?
Yeah, no, I'm at that point where I have to do something.
Yeah, okay.
And then I would transition.
That's it.
So I'll always finish with another commitment question, almost always.
There's sometimes exceptions, but do you see how much easier the final questions are?
Like I'm just coming out of the discovery.
It's like there's no effort.
It's just I need to talk about it because they may give me a weird response that I need to know about.
And the other reason that we even need to talk about it is because it just feels to the prospect appropriate that we've briefly discussed it.
Okay, why Ecom?
Okay, why us?
Okay, how much do you need to make this much?
Okay, what about the hours?
This much?
Okay, cool.
We've chatted about it, but the sale is not made or lost in that part of the conversation.
So to spend 20 fucking minutes training on that shit is irrelevant.
All of the sale is made and lost in the front part of the call.
Once you've got to that turning point emotional moment, you just pull them out of the discovery, and on the way out, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy this bit is now because you've actually done all of the hard work, which is the pain, the ownership, the commitment to taking action right now.
Now you just have to bring him out of the discovery, and on the way up, we just collect the data about, you know, Ecom, why us, what's the future look like, blah, blah, blah.
It's like we're coming out of the discovery.
You're just collecting things on the way up towards the transition.
Does that make sense?
Sort of explain, show you, please?
Yeah, well, you'll just see the difference in the energy because we've just got to that crescendo where he's like, "I'm done."
Okay, so I'll replay that bit with Alex, and then I'll show you how easy