Transcription
so we're about to jump into a role play with Christian and Alex. Alex is going to be the closer for a real estate investing offer, and Christian is going to play the prospect here. We're going to break down the subtle nuances of the discovery of a high ticket sales call. We're also going to show you what you need to be doing on the discovery so you can close more sales.
So without any further ado, Alex, kick it off with your opening question.
So Christian, in your own opinion, what is the biggest reason why you want to get into real estate investment right now?
So my mic was off, but I just been seeing that there's a lot of people doing it, and I just want to make a lot more money. You know, I want to create wealth. I want to create a lot of wealth for my family. My kids are getting older, and I like to also spend more time with them. This seems to be like a vehicle where you have a lot more freedom if you set it up properly.
That makes total sense. So it sounds like you're looking to not only make more money but also unlock more freedom so that you can spend more time with your kids, correct?
Yeah, got it. And how much time are you spending with your kids right now?
Probably mostly on the weekends. I mean, I put them to bed at night right when I come back from work. But on the weekends, we go out to the park, we do family-related things, and yeah, that's typically when we do.
Okay, so let's start within the week. I mean, in the week, when you're only seeing them when you put them to bed?
Yeah.
Okay, how long does that take?
You know, we have dinner, and then I get home typically around 7:30ish, 7ish. My wife already cooks dinner, and we have dinner. The kids got to be in bed by 9:30ish at the latest.
Got it. So in the week, probably around two hours a night that you actually get to see them?
Yeah, give or take.
Okay, and you said you get to spend more time with them on the weekend. So on the weekends, how much time are you able to actually spend with your kids?
Mostly Sundays. Sundays is the only day that I have with them.
Oh, okay. How much time last Sunday did you get to spend with your kids?
I mean, the whole day. I try not to do much work-related things. Sunday is typically our day. We go out for breakfast or maybe have breakfast at home, and then we either go to the movie theaters or parks. My kids are young, so typically, yes, Sunday is just a day.
Okay, makes total sense. So I'd assume you're spending around 12 hours on a Sunday with your kids, ballparking?
Yeah, give or take the whole day.
Okay, got it. So 10 hours in the week, then 12 hours on a Sunday. Would you say that's average most weeks, that amount of time you get to spend with them?
Yeah, got it.
Yeah, so 22 hours a week on average you're getting to spend with your kids. You said they're getting older. How old are they both?
Four and five. Two little girls, four and five.
So how long has it been that you've only been able to spend, you know, 22 hours with your four and five-year-old?
Probably since they were born.
Oh, so for the whole of your kids' lives, you've only been able to spend 22 hours with them on average per week?
Mhm.
Yeah. What is that taking away from?
How do you mean?
Well, I mean, are you happy with the amount of time that you're getting to spend with your kids on average?
No, no. That's why I'm here, man. I want to see if I can do something different where I'd be able to just have more time with them. And you know, even my wife. My wife as well. Thank God she needs more time. She always says that I'm not around. So anyways, that's why I like to do something different. Just wondering what you guys do and stuff.
Yeah, for sure. I can definitely walk you through the ins and outs of what we do. But do you know why he's nudging you and saying, "Yeah, I kind of just want to know what you do?"
Do you know why he holds feet to the fire?
Say that again.
Is it because I'm starting to hold his feet to the fire?
Ironically, the opposite. Ironically, we're dancing around a little bit too much now. We got a very surface-level pain, which is kids and the amount of time with the kids. This is a real estate offer. These guys are usually going to be a little bit more professional, and they think they're even more professional than they are than another offer that might be selling e-commerce or whatever.
We need to move the convo forward a little bit quicker here.
Okay, so as an example, when you got to the "it's been their entire life, four to five years," that was the opportunity for you to show some realism to the prospect. Show the prospect that you're not messing around, and that would have kept the prospect engaged.
When he said, "Oh, you know, it's been their whole life," you kind of just moved on from that. You didn't really challenge him on that.
So when the prospect sees that you're not willing to challenge them on things that are obviously something that they need to be challenged on, they kind of start to lose respect, and therefore they want to take the frame. They want to be like, "Hey, just tell me the price."
What I would have said is something like this: "Okay, so you've just told me that it's been their entire life, four years, five years, both your little girls, that you haven't spent more time with them. How long has it been a problem for you that you weren't spending more time with them?"
Christian, I'm thinking, "Okay, that's a good question."
I mean, probably since the day they were born. I don't think it's... Yeah, I've always wanted to have kids, just find myself not even being able to raise them right now how I want.
So you're telling me that it's been a problem for you for the last four years and five years of your little girls' lives that you weren't giving them more time?
Yeah.
I mean, I remember growing up...
Hang on, we'll get into your story here in a minute. What I care about right now is your little girls.
Why, if it's been a problem for four years, five years, their entire life, have you not figured this out for five years?
I mean, I just got to do what I got to do. I'm working. I'm having to put food on the table. I'm the only provider of the house.
Well, you can put food on the table and you can provide, but you cannot be spending enough time with your kids. Are you telling me that you don't believe that there's a reality where you can do both? You can put food on the table and provide and spend more time with your kids?
Oh yeah, I mean, most likely. I mean, that's why I'm here. I want to see.
And how long have you, if you're being honest with me and being honest with yourself, how long have you known that there was a better way?
I don't know. Probably the last two years. I've seen people just... I saw a cousin get into real estate, and now he has all the time in the world with his family.
Okay, so for three years, you didn't think that you didn't consider that there was an alternative way to make more money and be there for your kids more. But for the last two years, basically, other people showed you from afar that, "Hey, you could be doing more." Is that what you're telling me?
Yeah.
And so then for the last two years, why haven't you been able to figure this out?
I don't think I just put the time...
Like I said, we can stop the role play. You see how I'm going to just keep digging until he has to cough up something?
I love that, especially because he didn't answer that first off. Like, "Why haven't you figured it out?" You didn't leave like, "No." Because it, you know, I need to get to a real conversation.
That first word that just came out of Christian's mouth just at the end, like, "You know, I didn't put in the time." That's the first second the sales call has begun. Everything else until then is I'm just trying to get to the truth.
Because unless you get to the truth, you'll get objections. They won't give you their credit card. They won't buy it. They won't take action. You can't get to ownership. You can't get to responsibility until we get to the truth.
The truth is that he hasn't really tried because it just didn't make sense. You know, four or five years, little girls, he's not been spending the time. Whereas as soon as we missed that kind of like absurdness, we're going to lose the frame. The prospect's going to try to take the call.
Does that make sense?
That makes a ton of sense.
Yeah, all right. So let's go back. You don't have to do it the way I did it, by the way. There's like a hundred different ways you could have done what I did. You don't even need to challenge the prospect in the way that I challenge, but we need to go deeper.
There are multiple ways you could do that. So let's go back to... I'm trying to think where I cut you off. I can't exactly remember where I jumped in.
He told you that the little girls were four and five. Was that it?
I think he just said that the little girls were four and five. Was there something else you asked?
We found out that he was only spending 22 hours a week on average with his kids for the whole of their lives. Pretty much that was it. It was the whole of their lives, and then we kind of just didn't go deep enough after that.
So jump back into knowing that it was the whole of their lives, and then we'll go from there.
Got it. So, you know, Christian, you touched on the fact that for the whole of your kids' lives, who are at four and five years old right now, you've only been able to spend an average of 22 hours a week with them.
So how long has this been a problem?
The last... I mean, since they were born, man. I've always wanted to actually raise them, but I'm always working.
But if this has been a problem for the past four or five years of your kids' lives, why? I mean, why have you not figured this out yet?
I don't think I put... I don't know if it's effort, but I mean, I've just been working a lot, and I'm the sole provider for my family. Work consumes me all day. I may have only maybe on Sundays where I'm actually able to spend time with them.
Haven't really put the time to look into what else I can be doing.
Got it. So you are you at a point now where you're no longer willing to let your life be consumed by work, and you know you're actually ready to start making the time that you want for your kids?
Well, sure. I mean, that's why I'm here, trying to see what else I can do.
Why? I mean, you've let this go on for the past four to five years, so why now, though?
I don't want to miss out on my kids' lives. I mean, let alone my wife as well. I barely have time for ourselves also.
So yeah, I mean, I just want to see what's out there and if I can make some more cash and, you know, just be there for my kids.
Okay, you said you don't want to miss out on any more of your kids' lives. What parts of their life are you missing out on right
And make him realize that your daughter having cancer is bad, but how less bad would you have felt if for the first five years of her life you'd been spending 80 hours a week with her? You'd still feel bad, but nowhere near as bad as you feel now. Because that's the real truth. The real reason this guy feels [ __ ] is not that he's spending such a little amount of time with his daughter right now. The real reason he feels so [ __ ] is thinking, "Holy [ __ ], for five years I didn't commit to spending more time with her, and now she may die."
And the most ethical thing you can do on a sales call is talk about the deepest truth that you can possibly talk about. In this case, it's not that his daughter has cancer. Because when someone gets cancer and they're sick, it sucks. But what really sucks is knowing that up until that day you got the news, you weren't putting in everything that you possibly could have put into your life. That's what really rots you inside and haunts you and gives you nightmares.
That's the deep [ __ ] that hurts you: knowing that for five years, I [ __ ] around. Does that make sense? I don't even have a daughter, but I almost cried, bro. I wasn't sure if you were acting or not. I was like, "I'm not really sure what's going on here." But no, I mean, like, I generally almost cried because, I mean, just the—it's not the cancer thing. I think that applies for a lot of us just in life. It's a life statement that you just went over, and it almost got me a little bit emotional. Just even like I almost started shedding a tear at the role play.
Yeah, yeah, because it's a deep, deep, deep thing, guys. The thing that's going to hurt us most is not the bad things that happen in life. The thing that's going to hurt us the most is the bad things that are made worse because we didn't give 100% in the past up until now. That's the [ __ ] that's going to hurt you the most: the regret and the guilt and the shame of knowing, "[ __ ], I could have made 100 grand a month as a closer, but I just [ __ ] around for two years doing one training when I first got into closing and then didn't do any more training."
Yeah, that's fine until you find out your mom's got cancer and she's going to die. And you're like, "[ __ ], I don't have the money to pay for her treatment because I spent three years of my first three years in my sales career doing [ __ ] one training and then never investing in myself again and settling for 20 grand a month and thinking that's fine."
Yeah, it's fine until you get slapped in the face by reality. And it won't be the fact that your mom has cancer that hurts you. It'll be the fact that you're like, "[ __ ], you know what? I didn't put my life together for the last two years and make more money." That's what's going to make you feel like [ __ ].
Damn, that was deep. S's Done Right is deep, man. Sal's Done Right is really [ __ ] deep. St's Done Right is people's lives are on the line, man. Your life's on the line, their life's on the line every day. We don't know what's going to happen tomorrow, so you better save the prospect and you better close the deal so that you can become the best version of yourself and make more money and live your best life, as opposed to just rolling up to work and closing a couple of deals with the lay down sales and then taking four calls a day that you're like, "I didn't really know how to close them, but whatever."
No, that's people's lives that needed help that you didn't help. That's four sales that you could have made a day. That's 120 a month. If you make a grand, you know it's a lot of money.
Yeah, yeah. When I was at that point of the role play, like from that point, I could never have realized how many more layers you could have taken that deeper. There are so many layers, bro. And like the irony is that, you know, not that this is about me, I could have got to that point within 8 to 10 minutes. And that's just because I've done it so many times that I know what I'm digging for. I'm digging for something real, real, real.
It's why I remember every one of my calls that I've ever taken. If you told me their [ __ ] name, I would be like, "Oh yeah, that was the lady that had this and this and this and this was going on and this happened." I can remember it because it's a unique conversation.
Yeah, I think this is a training I really needed to go through because it was something that touched on when he reviewed Michael in the community. It's something that before joining The Mastermind, I just never been taught how to really, really challenge your prospects. And I thought I was challenging my prospects, but I think a new thing for me is as well is like if you have it there, you don't have to wait till the structure of your call.
Like if they've brought the thing up now, you don't have to circle around it and come back to it. You just tackle that thing then and there. And the nuance there is most likely that's going to be the door to the sale in the end if you just tackled that head-on. So that's been a really new thing for me, and I think this is like an area that on the weekly calls, I just need to stick with and bring up till I can actually really master that. I feel like that's going to be the difference in my commissions, like the biggest jump.
Yeah, it took me months to master this—like 6 months, 8 months, 12 months. I don't remember exactly, but like people look at my results and they're like, "How did you make 100 grand a month within 12 to 18 months of getting into sales?" It's like because I focused on learning to solve the hardest things in the beginning.
Like within my first 6 months of learning sales, I was like, "I want to master this thing that we're doing now." And I nailed it within probably 6 to 12 months. And then it's like you nail this and your income just goes through the [ __ ] roof because you close everybody, every single prospect that's closable. If you can do this, you close them. There is not a single prospect that is closable that you don't close, other than your internal mastery stuff, as in like you're having a bad day and then you bring your bad [ __ ] to the call and then you don't [ __ ] figure out how to go deep.
That's why you have to do the internal and you have to do script with selling. But you're never going to lose a sale because you didn't have the skill set. You might just lose it because you weren't [ __ ] doing your daily routine properly or you had too much [ __ ] going on in your personal life that you brought to the call. But when you nail both of those two things—script of selling, going deep, getting to the truth, and the internal mastery—you will close everybody that is closable, which is how I made 100 grand a month.
Like I literally didn't not close somebody that I pitched. My close rate was 93% on pitched calls. It's like you're basically closing everyone.
So, all right, guys, any other takeaways or any other feedback on that? This is going to take me a while to process this. This has been super helpful, though. This is like the exact bottleneck that I needed, and I had no idea we'd go and tackle it on this call.
But that's, yeah, this has been helpful. Excellent. Remember, like if you've got a sales call and this is the beginning and this is the end, and you've got a straight line turning up to the call, closing the deal as you go through the call, it's a straight line.
And you get this big blockage, this big thing that you're like, "Oh [ __ ], I don't know how to handle this." If you go around it and then carry on, it just comes up at the end of the call as an objection or as a no sale. When you're going through the call and you find the big thing that we're all listening on this roleplay thing—oh, well, I don't really believe Christian, the prospect—that's the thing that you got to go through. You got to break through that thing.
And then you just go, like we said, up out the call, a few little questions about the future and why e-commerce and why the specific brand name, and you close the deal. And you don't get objections. You don't have to do follow-up. You don't have to do any of the BS.
But if you get through the call, you find the big thing, and you're like, "Um, I'll just go around it and I'll just come back to it later." No, you won't come back to it later. You'll just not close the deal.
So just remember, straight line, find the thing, spend the time solving the problem. That's a really good model. That's very helpful, actually. I feel like I'm at the point now where I'm just like finding that friction because I need to actually just start unlearning what I have learned.
And I think going in with the old perceptions or the lenses that I was viewing the sales call through now with the amount that I'm learning with this, it's actually counterproductive. So I just need to forget, like completely throw it out the window and literally just view it through that lens of like, if it's there, tackle it head-on. But also just trusting your intuition to actually come up with the answer without the emotion behind it.
So yeah, that's super helpful, Josh. Thank you.
My pleasure, brother. All right, guys, any questions? No more from here. If you can send us this or post it in the community, which I'm sure you will, I will definitely be going back over this 100%.
Christian, anything to add? To me, it's just stuff that we got to take care of outside of this. I mean, outside of just frames, outside of the questions, we got to take care of our [ __ ] personal lives, man.
I think all of these things just become so intuitive. But as long as, like you say, right, we got to have a big goal, a big why, something that we're driven by. And then all these things, like these questions, just become so intuitive.
And it's just so cool to see Alex practicing this because, like you said, Josh, once he just goes through past this, it almost feels like you just won the lottery.
It will, yeah, you'll feel like you won the lottery. You'll feel like you broke the Matrix. You'll feel like, "Holy [ __ ]." And like, number one, you're going to make more money. But number two, you're now like, "Holy [ __ ], I can transform human beings. I can literally change people with my conversations."
That's like as far as changing your own sense of self-worth, your own sense of importance in the world, your own sense of meaning in life, your own sense of, "Holy [ __ ], I'm a successful person." You can feel all of that because you've got money in your bank.
But the real feeling is when you're like, "Holy [ __ ], I can literally stop time, change reality through my conversations and questions, and push people off to have a better life." There is nothing more fulfilling than that. There is no price that you can put on that.
So man, this is so cool. This game is so cool. It's so, so good, man. It's so good. I feel so energized.
Yeah, thank you, Josh. I'm going to bring this to the live trainings. In the next training, I want to get through this. But that's like my aim at the moment: get through this stage of the call. I know that this is literally going to be the biggest needle mover.
But yeah, I appreciate the time going through this, man. The attention to detail is just [ __ ] insane, as always.
My pleasure, guys. I'm going to do my outro and then I'll say bye to you guys and we'll kick off.
All right, so there you go. That is a scriptless discovery. We covered a lot there. We covered how if you actually tune in, your intuition will tell you the questions you have to manage, communicating those questions without judgment and without emotion.
But scriptless selling, running a scriptless discovery, is really about having a truthful, authentic, no BS conversation. We also then talked about how you have to go deeper, much, much, much deeper than you really think you need to be going.
And that is how you don't get objections. That is how you don't have to do follow-up. That is how you don't lose sales on the phone or on a Zoom call with people that needed your help—people that came to the call because they know that they need to fix something in their life—and you let them down.
And if you let them down, you won't get paid. So these are the things that you need to be doing on a scriptless discovery and on your sales calls. If you want training on this, if you want to be a part of these role plays, if you want to be a part of the Unicorn Closer Mastermind where we train script selling and the internal mastery, there will be a link somewhere around this video.
Click the link, take a look at what we got inside, and I might see you inside the Mastermind soon.