Transcription
You get paid in a selfish capacity because you ultimately do two things. Number one, you get paid based on the performance that you bring to the table. But you also get paid based on what you do for the company. So, in order for you to get what you want, you also have to get the business what they want.
You ultimately grow within an organization, but that doesn't mean that you are the organization. You are your own organization growing within an organization. That's really, really important because if you want to get into a position where you can go from offer to offer, success to success, you’ve got to be able to attack it like it's your own.
Cuz if you don't, then you are just commoditizing yourself. Now, that also has, as you guys know, what I say all the time, the spiderweb aspect where it splits off into different aspects of things. That's also marketing, the fulfillment, the coaching, the outreach, the inbounds. Everything is all wrapped up in that.
If you don't ever want to put yourself in a position where when the marketing is hot, you're hot, and when it's cold, you're cold, how many of you have been in that position? Where when it's hot, you're making a lot of money, and when it's cold, you go from making 15 grand a month to four. You're like, "Oh."
Then you look external, you look outward, and you say the leads are done, the leads are dried up, x, y, and z is the problem. When you ultimately do your own outbound, you build your own network, you build your own marketing system within a marketing system. Guess what? Then you're the guy that dropped down from 15 to 12, where everyone has gone from 15 to 4 because you did the work and you ultimately had what they didn't have.
So that's important, and hopefully, you guys can take that away and look at your own offers and businesses, whatever you're doing, and say, "How can I do this myself? How can I take back control of this myself?" Cuz if I can take back control of this, then I'm not dependent on others.
That's really, really important because if you want to be in a position where you do get partnerships, or you do get added commissions, or you do get special treatment, you’ve got to bring more to the table than just closing deals. That's the reality.
Cuz if it's just about closing deals, there are 25 of you here. There's not a whole lot between the top guy and the bottom guy here, probably 20% to 30% if you're lucky. It's not a lot. So you’ve got to look at it in a different capacity.
Now, in regards to Giani, I'm happy most of you have taken a lot away from this, and a lot of you have highlighted it today. Giani is a massive part of my business. You don't get to see him because he's in the background turning the wheel.
If you want to produce and you want to be really, really good, you look at all the great people, you look at all the great performers, all the great sports people. You look at all of the people that have gotten to some element of the top or pushed on and tried to get there. They all did the extra work.
What I mean by that is you look at someone like, I don't know, LeBron James or Tiger Woods or whoever. I don't really care, pick somebody. You look at what they have external to what they have in work. You look at what they're doing on a daily basis: dietitians, physios, psychiatrists, personal trainers, specific coaches. It all feeds the weapon. It all feeds the engine.
So I would implore you guys to have a look at what you're doing and how do you make yourself better. The performance aspect of sales is really, really important, but also the performance aspect of your body, how you think, how you operate, how you move, how you talk, how you walk. All that's really, really important.
Someone said to me yesterday, "How are you so confident standing up in front of all these people?" Cuz you do the internal work. You do the internal work, which ultimately means that you can do what we do, and that's the key.
So what I want to do today is go through the entire framework. Does anybody have any questions based on what we went through yesterday? We're going to get into it.
Well, you say, "Do more like marketing." What do you mean? Like specific, like posting your own content, generating your own leads? Yeah, so what I would be doing if I was on your offer, I would be doing two things.
Number one, I would build my own page, so I would have proof of concept, Instagram. Yeah, yeah. But I would also actually build my own YouTube page. Yeah, and I would actually live and breathe it. There's not more, I suppose, confident than a person that understands and a person that does.
Like for me, how have I gotten so confident knowing that I can produce in terms of sales? Cuz I did it. So if you guys are selling a YouTube channel or you're selling an Amazon offer, the only way I would get conviction on that is what? The only way you can say to somebody at the end of a call who's fearful, "Here's my channel, here's how much it pays me, here's my login details."
But it's important because if you want to be able to make a lot of money, guys, you also have to walk and talk and everything. Now, I'm not to say that you want to go and create your own junk removal company, but if there are things that we're selling or whatever that you believe in and you trust in and that you know feel is going to help a lot of people, there's no more conviction than actually showing it yourself, in my opinion.
Some people are like, "Do you do this?" And I'm like, "Well, we just done it, and you're just giving me your credit card." So yeah, you know what I mean? Here you go, Sherlock Holmes, it's already done. You're like, "Johan yesterday was like, where's my card?"
So that's what I would do. Firstly, the second thing I would do if I were you guys is I would be asking my business owner to start a podcast or a weekly call or a weekly live. You know what I mean? What better way to get yourself in your own network than actually...
Yeah, all of that is exactly what we want. Okay, see it, feel it, taste it, understand it, want it. But the biggest thing, guys, because without the belief and without that person knowing that they can have it, guess what? They're not taking any action.
They're not doing that. So you've got to make sure they believe it because if they don't believe it, I guarantee you, you're going to have a battle. So these are really, really important.
Now, if you do this properly, guys, they do it themselves. If you do it properly, guys, you ask the right questions, they'll do it themselves. You can actually see the change in their face, their body language, how they respond. They're smiling, their faces brightening up, whatever it may be.
You'll actually see it, and you'll actually ask a question, and you can see their brain going to where they want to feel it. Can I ask, when you buy that car, you know that dream car that you want to buy, Nick, like what's it going to do for you? Great, great. What do you mean?
Be like, "Driving around in a...?" "Ngh, be so you can see." Nikki is starting to warm up to the idea of actually getting into the Lamborghini, a big yellow thing driving around like a loser. Ouch. But I believe it's possible. He's like, "Oh my God, look at me, b-side out the window," just tensed up.
How would you address someone if they catch you on... Like I've had some people like, or no one stills like, "Yeah, I see what you're doing, man." Like someone say, "Hey, I see what you're doing," or like you're trying to call you out on pulling them through this future phase.
Yeah, it's great that you understand what we're doing, but unless you actually want to get there and want to actually experience it, then it's all a waste of time anyway. You always get people, "Oh, I see what you're doing here." You're like, "Cool, okay, what do you want me to do? Do you want me to do it differently? Like what do you want?"
So I always laugh at those people. I was like, "Cool, great, wonderful. Yeah, you've done enough calls, good for you. You're still not where you want to be, so there's obviously something there. If you just did what you were supposed to do on the first call, you wouldn't be in this place, with all due respect."
Okay, so we've got to make sure we believe because if it's not, then we're in trouble. Okay, cuz if it doesn't, we won't land, and it won't create the need or the emotional response to actually create the urgency that makes the change.
Okay, if you do not get that, guys, you are a duck out of water. So how do we actually do that? How do we get these people out of their own way? So when we... I get you to X, can you walk and talk me through what that actually looks like in terms of how your life is going to be potentially different?
That's a question. Or we could simplify it. When you make 10 grand, can you just walk and talk me through what that actually means? When you have that lack of stress in your life, what does it actually mean, though?
So if you ask the question, if we just got the money, the money will ultimately go to where logic, but where else will it go? When I get you to 10 grand in your life, what is that going to allow you? You have time, money, and those spider webs are going to go into that.
So what are you going to do with your time? Well, I'm going to bring my kid to school every day. Or like me, I'm going to bring my little girl out for breakfast every morning. Years ago, when I had a little girl, but my big girl, I couldn't do that.
So that means my relationship with my little girl, who is three, is massive compared to the fourth one. So the money ultimately has an emotion, and that emotion ultimately connects over here. Cuz now I'm in the spiderweb of feeling.
So the money has the emotion, the emotion swings all the way back down to a feeling or a change or an experience. Cuz who here just wants to have money in the bank? Who here wants to use the money in the bank? Who here wants to have experiences from the money in the bank?
Who here wants to have feelings from the experiences from the money that was in the bank? Yeah, see how it all works? Everyone's like, "Oh, this makes so much sense." It took me years to understand it, but once you understand it, guys, you're in the right place.
How would you look at people that just go like, "Yeah, I just wouldn't change my life. I'm really frugal. I just would keep building stuff. I would keep investing." I'm frugal. I'm the most frugal person in this room. But the frugal aspect of it gives me security.
Why do I want security? Because I don't want to feel like a loser. I don't want to feel like I can't protect my kids. I don't want to feel if World War III breaks out that I can't feed anybody. So everything has an emotion.
No matter, like someone says to you, "Oh, I'm making 20 grand a month. Me getting to 40 grand a month does virtually nothing." Don't do it then. Cuz every action that we have and every action that we do, we ultimately want something better.
Who here wants to do something and not get anything back? Who here wants an exchange of value? Everybody does. You pay me, I train you. I train you, you pay me. It's how it works.
If you want to give and not get anything back, go work in a charity or do that as well. I don't give a... But even if you do that, you still have to pay your life. So this is why this is important. You exchange the value. You take ownership of where you are right now.
How about that? Take ownership of the words, the strong words that we want to use. Because if you don't, you're not leading, you're not helping. You're just asking questions like everyone else.
When we potentially get you to 10K, how is that potentially going to change your life and potentially get you into the right Lamborghini? And you're like, "What are you on about?"
So when you ask questions, guys, stand tall, open up your chest, pull up your shoulders, tuck your chin up. Everyone's like, "Which chin?" I'm like, "This chin, this chin." And stand tall and ask proper questions.
You know, and actually stand up and have some confidence in how you present. So I don't want to see this. Let me get you. Stand up, stand tall, and talk out. Cuz that's what you're doing. You're helping make change.
So when you ask a question, when you say the logical question is, "When I get you to 10 grand a month, what's that going to help you do?" This is what you're going to get. So when you ask the topline question, which is obviously money, you're going to get the emotion.
That's typically what happens. Am I right or am I completely fair? That is typically what's going to happen. When I get to 10K, that's going to be great. You know, great things are going to happen. You know, this will make me so happy.
You know, I'll be able to relax so much more. I'm going to have less stress. You know, that'll be a godsend. What else do we get? This is important.
So you'll get a buzzword. Buzzword is going to be here. It's going to be, "That will be great, happy, stress, godsend." They're all buzzwords. Okay, now when you get a buzzword, which is ultimately now spiderweb has to come back in, where do we need to go?
You've got to go deeper. You've got to understand what it is because the sooner you go deeper, guys, the sooner you clarify things, and the sooner you understand what it is, what's going to happen is you're going to get this.
Okay, because this right here, this right here is not going to come out if you just get the surface level. And this, this is the surface. Cuz it means absolutely jack. It means nothing.
"That'll be great when that happens. Oh, that's going to make me so happy. That's going to... I'm going to be so much relaxed. You know, I'm not going to be stressed anymore and go to bed at 1:00 instead of 2:00." Oh, it's going to be a godsend. Buzzword.
Okay, standardized answers. How do I know it's a standardized answer? Answer quick. Spot on, Jacob. They answer quick. Someone says to you, "Hey, how you doing?" "I'm good." Before they even finish the question, you've already answered.
"Hey, how you doing?" "I'm good." Like, what? Where was that? When someone asks you a question and you just automatically respond and you have to have no thinking done, that's a question, and that's a standardized answer, which means it means all...
Oh, you're going to go home, you're going to look at your wife and be like, "Ask a really deep question." She gives you a standard answer, and you're like, "Ah, you, I know what you're doing."
So you've got to go deep. You've got to go underneath it because once you go underneath it, guys, you get to that feeling, you get to that emotion, you get to the belief because that's what you need to make the change.
Okay, so explore the buzzword because the buzzwords ultimately go to the spiderweb. That's how we split this up. When you say, "Great, can you just elaborate a little bit more on that for me, please? What did you mean by relax the stress?"
That's where you prove, and that's where you clarify. I don't want to probe and clarify everything. What you only want to probe and clarify is what emotion? No, the emotion is what you're going to get out of it.
Standard answers, the buzzwords. Yeah, you've got to probe and clarify the buzzwords. Like achieving x, y, and zed income is great, and it will be awesome in relation to your life, but ultimately what's going to change for you personally?
If the person is forthcoming, then you may not have to over-deliver the questions. Have any of you ever been in a position where you kind of have to do more work? Yeah, you're like 70, and they're like 30. You have to pull them through words, pull them through the conversation.
That's what I mean by that, where you pull people forward. So if they are forthcoming, you don't have to over-ask the question. Really important. It's probably the most important aspect of things because if you do it properly and you can hold your own, you can make things work.
Okay, so before we do it, Ash, does anyone have any questions on objections? Great, everyone's like, "Zy." Now, actually, yeah, do you ever pre-handle? Like unless something comes off, like unless you identify a red flag, would you ever, like say the guys in their offer, they're always getting the PIR objection?
Yeah, would you specifically put a question in your script early on? Yeah, I would. I would. If it's a constant objection that I get, I would want to be getting ahead of it. Cuz there's nothing worse than waiting until you get it, and then you're like, "Oh, hell."
A simple question would be, "Okay, in terms of this business, is this a solo opportunity, or are you going to have a partner in this? Maybe potentially your wife? Or how do you perceive this to move ahead?" Some sort of frame like that in order to get yourself to 20K a month just in property.
Is this just for yourself, or do you potentially have a partner as well? Or how does that work out? Cuz I want to make sure that that 20K is going to be yours. The soft wave, the in it.
Well, no, actually, we're going to have 50/50. My cousin is going to do it as well, and he's going to make 10. Okay, now I got to... Okay, where's cousin? Cousin? All right, big five. Very, very easy, very simple, guys. Two smoke screens, three objections. That's it.
Two smoke screens, three objections. That's all it is. You say, "Uh, time is there." Yeah, you're right, but time is kind of logistics more so than anything. Time is just logistics wrapped up.
Does anybody get any other objections other than those? Could also be a smoke screen too, right? Mhmm. Yeah, like think about it. Does anybody get anything other than those? Oh, looking at other companies? Where does that come from?
Oh, yeah, yeah, yeah. Anything else? Typical French. Look at them, L Frenchies. Come on, boys. Okay, anyone get anything other than these? No? Yeah, think about it. Partner, both smoke screens, fear, money, logistics. Those are your three.
That's where it all goes. Time is more a logistics thing. What's that? Someone? Yeah, the objection can be wrapped up in a smoke screen, which can be any of these. But ultimately, take your event or your test out of it. Do you still want to get to x, y, and z? Yes. Why?
So let's say that your test didn't happen. Would you still move forward? Would you still want to achieve the goal? So like what the barrier is isn't actually the barrier. You know what I'm saying? You still go into, "Let's just talk about that after that."
Do you still want to move forward? Do you still want to achieve it? Yeah, so it's kind of like a partner. Yeah, like take your partner, just put it over there for a second. Take your test and put it over there for a second.
Here's the truth: if you can't objection handle, guys, you shouldn't be in my room. But you also shouldn't be in sales because, guys, if you can't do it, it's the difference between doing that. Someone's going to say, "Yeah, but I make 10K a month. I can't objection handle."
Yeah, good for you. Great, wonderful. You're on a great offer. Wonderful, but it's not going to last. And then you go down here. At least this will end up being your North Star. That will end up being your ceiling because you can't do this.
Oh, here couldn't objection handle before they came in here. Not this room, but like just in general into my space. I don't know why. No one like you all should have your FU hands up. You too, Luke. Put up your hand. Everyone put up their hand. Me too.
Yeah, yeah. But like that just means I can make dinner, but not as good as Gordon Ramsay. That's like, okay, so that is the difference, guys. That ultimately allowed me to grow. It allowed obviously me to push on because if you can objection handle, you can catch the ball.
That's just how it goes. If you can objection handle, you're a great goalkeeper. It means your team has a chance of winning more days than not. Okay, okay, okay.
So in terms of your offers, guys, you should all be looking at the objections that keep coming up. And that's probably what you said, like it's about pre-handling things and stuff like that. You should all be looking at your offer, and you should all know the top one to two objections that you get.
Would that be fair to say? And I don't mean like build a brilliant spreadsheet with all different colors and like that. I mean just like 10 calls. More often than not, I'll get to think about it, and then I got to go upstream.
I've got to be like, "Okay, well, if I continuously get to think about it, I got to double down on the urgency." If I continue to get a partner objection, I got to double down into ideal lifestyle. If I continuously get a fear, then where do I need to double down? Consequence of inaction.
So all the objections, if you think about it, guys, ultimately get wiped away if we do the right thing first. Someone says, "I just want to think about it, and I want to just go away and try it on my own." Where does that come from?
It comes from the North Stars, comes from not getting out of the idea of what you're currently doing now. Do you feel that it can get you there? You kind of have to make some small changes. You won't get to think about it if you do that, but you also won't get a, "Let me just go away and try this on my own."
Going away and trying this on his own is going to guarantee you what you already have, which is absolutely wank. So why would you want it? Wank? Yeah.
So all the objections, if you think about it and you just break down the whole framework, get rid of them all. Yeah, a partner objection. Where does the partner one come from, which is a smoke screen? Typically, it ultimately comes from not having enough urgency, not having a line in the sand, and not having that responsibility.
Cuz if I am responsible, who do I blame? Who stops me if I take ownership of my problem? So bye-bye. If I have fear, where do you think you would want to get rid of that? What is the fear? The fear is obviously if I do this, will I or won't I get there?
That comes from urgency. It comes from lying in the sand. It comes from obviously making that change, taking ownership. Money is just money. Money is easy. Why? Because if I've constantly got confirmation that what I do is going to work, then what's left?
It's just the logistics of how the money works. Like I did with Giani yesterday. You've got to go after what it is. You've got to go after commitment first, and then they will just fall into play, money and logistics.
Okay, question on that FE thing. So basically, just when we're doubling down in consequence of inaction, now they're essentially getting more afraid of what will happen if they make no changes. So that's what kind of wipes away to...
Yeah, okay. Do you know a secret? I didn't hear anything you said. I just agreed with you. I didn't know what he said. I was reading what I just wrote, and I was like, "I didn't know what he said, but I just said yes."
But there you go. I just said yes, and I lied to you. So there you go. Happy days. Okay, here's the other side, guys. I'm in that zone now. I'm like, "Okay, my coaching hat is off. I'm here to make fun."
Okay, if you are looking for offers where you don't get objections, guys, best of luck, cuz they're not going to last. I know one guy was on a crypto offer when crypto could be sold by babies and monkeys. He was like, "I'm the best closer in the entire world."
Put him on a different offer and absolutely tanked. He was like, "Yeah, but I was making 90K selling crypto." I was like, "Yeah, I could have done that in Russia. It doesn't mean you're good."
But also, like when you go into offers, guys, I would be excited to get you objections. You're like, "No, no, no." Cuz you get the flex, then you get to see, "Okay, well, now this is the challenge. Now I get to go to war. Now I actually get to go and actually earn my income."
Who here wants to earn their income? Who here would dig a hole for their income? What's wrong with earning that? So it's about how do I make the thing as simple and as easy as I possibly can?
How do you guys make your sales easy and simple? I know you're all after eting and stuff like that, but I don't want to just talk for the next two hours on my own. So how do you make your job easy? Train, train.
Yeah, you understand the process. You have a system. You believe in yourself. You believe in what you're doing, and you mitigate the risk. The risk is that you do everything, and you still don't make a sale. That's the risk.
Okay, so this is kind of actually what SH was talking about yesterday, which was quite funny. If you are on offers where you are getting all objections and you're on an offer where this is the best thing since sliced bread, i.e., crypto, when crypto was just booming, we're going to the moon.
Billy lost a bag of jewels. Everyone could sell it. You know, everyone could sell it. But you got a timestamp on those ones. SH said it's anywhere between three to six months. I said six months to be kind, but it could all fall apart.
And then what? Then what are you going to have? Not only yesterday's results. Yeah, but I was that guy. Yeah, but now you're fat and ugly. So what? You know what I mean? I used to make this. Yeah, great. I used to have a six-pack.
Yeah, so don't be that guy. Don't be that person that says, "I was on this great offer one time and made all this money." Because you don't get paid on yesterday's performance.
When building hooks, analogies, objection handling frames, whatever it may be, guys, the most important thing that you have is that you don't overcomplicate it. I've heard people do analogies, and you're like, "Where are you going with this? Where does this even make sense? On what planet is this even logical?"
So very easily, you've got to make it relatable. It's got to be easily consumed. And if you complicate it, you're going to lose people. This is a tip I've always thought about: don't try and get your prospects to think and understand what you want them to understand.
What do I mean by that? Go into their world. Correct? If I got to educate them on what I'm trying to say to them, guess what? They're not doing. They're not listening, or they're not understanding what I'm trying to do, which ultimately means that they're missing what I'm saying.
Cuz if I'm trying to educate them, they're not learning, and they're not understanding my thought process. So example: if you like fishing and your prospect doesn't like fishing, do not make anything relative to fishing.
How would we know? Because you use the information of what that person has told you on the call. If they live in Miami, guess what I'm going to talk about? Not going to talk about Wisconsin, you know what I mean?
If they talk about, "Yeah, what I want to do when I get to that ideal lifestyle is I'm going to drive dumper trucks," or whatever, guess what? We're not going to talk about go-karting.
Make it relative, guys, because if you don't, you're going to lose them. If they don't understand what you're saying and they have to overcompensate and educate themselves on what you're even trying to say, they can associate themselves with the journey, which puts them in a position where they cannot relate, which means then they're not going to listen, and they're not going to learn, and they're not going to understand or want to understand.
Make it so simple that everybody does it on a daily basis. So stay with general things because if you don't stay with general things, it goes back to the complication. And believe me when I tell you, who buys when they're complicated and when they don't understand? Nobody.
Nobody understands. So exercise for you right now: write down the top 20 things you can relate to right now that most people can also. Pen and paper, back to school. Write down the top 20 things.
Okay, I done a few of them last night for you guys. So kids, family, driving, walking, building a house, water flowing down a pipe, whatever, paint, taxes, running a race. Write down 20.
Now you all should be in the same ballpark. If you think about it, if you're going to want to write down something that nobody else understands, then you're in the wrong place because it's not relatable.
So we should have, you should all probably have 10 to maybe 12 on the same page. You all should have that. Very, very simple: walking down the stairs, brushing your teeth, sitting on a chair, writing on a pen and paper, grabbing a coffee, telling your girlfriend you love her, telling your boyfriend you hate him in the same message.
Okay, after that, what I want you to do is write down the top objections you get. So the top six, as you know: think about it, time, money, partner, and fear, logistics. You all should probably have one or two other ones that are relatable to your offer, but they always come back to either one of those six, as you know.
Okay, who's got 20 or 15? One or the other? Hands up. Penny, what you got, buddy? Got family, kids, walking, brushing teeth, relationships, money, driving, childhood, health, friendship, sitting, writing, coffee, toilet, relaxing, breathing, waking up, school. Perfect.
Just basically everything I just said, but anyway, perfect. Luke, what you got? Some more things I added, like traveling in there, achievements in school, working out, playing sports. Those are the three different ones. Everything else is similar.
Okay, Iron, what you got? On top of that, I have, you know, real estate, houses, mindset, sports, live events. That's it.
Okay, anyone have anything so far out left? You're like, "Oh, I shouldn't have wrote that." De Bon, come on, Bu. You're laughing. What you got? No? Anyone like super stupid? Nikki, what you got?
I got meditating, eating, showering, sleeping, walking, driving the car, phoning people, making money, friendship, sports. Okay, cool. So top objections, Marus, what we got? Partner, think about it, money, value, money, fear.
Okay, so what I'm going to get you guys today, this person's common objection is, "I just got to go and speak to my partner." How are you going to use an analogy, something that this person can understand, to allow that person to overcome their own partner objection?
Everyone's like, "What the...?" So the objection is, "I just got to go and speak to my partner." Use a hook, use an analogy that ultimately helps that person understand that they don't need to go and speak to their partner.
And then we're going to be able to overcome the objection together. Yeah, so write it out. Write it out. Come on, good stuff.
Can I ask at what point you use the analogy versus like the framework about getting embodied in the process first before you go through that?
Yeah, good question. Firstly, you've got to pierce the objection, which is the important part. You've got to be able to make sure that what you do can actually get that person to where they want to go, like I taught you all to do.
Then if you need to use an analogy once it doesn't go through the first time, then you can pull it up, or you can use it while you're going through the objections. Whatever objection you want to write, write it out, but use a hook and analogy, and we'll go through it.
We'll build it up. So whatever objection you get, grab something which is ahead, and then think about how you're going to overcome that objection by explaining what we've just gone through.
Was anybody complicated on that? I'm looking at partner objection, building a house. What are you guys looking at? I just read down, and I was like, "Okay, I could have went driving. I could have went kids. I could have went building a house."
Who here has kids? And let's just break it down. Who here, Aon, has kids? When your kids cry, who do they go to? My wife. Yeah, okay, so there you go. There's the simple one, isn't it?
How would you use that? Mom knows best, but with all due respect, you go to your wife with this knowledge, education, and everything we've gone through. Her expertise is not necessarily in building a business, is it?
It's ultimately being a mom and picking her kids up when they fall down, right? So with all due respect to your wife, with all due respect to you, and I'm never going to try and get between you both, you going through with all this education, knowledge, and you know thoughts that we've gone through, she's not necessarily the best person to go to with this issue based on her own expertise, her own knowledge, and what she is as a person.
And you're going to come back, and you're going to say, "Yeah, but I always ask my wife when I make these kinds of decisions." But all I want to do is shift what's the first objection.
Cuz now I got more information. It's not necessarily I need to go to my wife because she's the person that's going to make the decision. Now it's a conversation of why does he need to go there?
So now I've taken it from a partner, and now it's going to be based on what? It's going to be based on money. Let's go building a house, partner objection.
Okay, cool. Like when you go to your wife and you look at interior design, do you know interior design? The answer is going to be no, predominantly for most men. You didn't go to your wife when you wanted to put a roof on the house and say, "Do we do a pitch here? Do we do a flat roof there?"
The biggest fear of when you put on things, guys, is that you feel that people don't get value, and that's always the biggest fear. No matter where you go, no matter who you are, I know all the great people and places and all that stuff, that's what they fear.
So it's always good to get some sort of confirmation that things are good. So last thing I want to leave you with, guys, is just 10 things that I thought about over the last couple of years.
10 things that have kind of helped to shape where we are and where we're going. So the first thing for us is rejection. My biggest thing that I wanted to give you all today and yesterday was, I suppose, a perspective to understand that rejection is going to be part and parcel of your career.
But I also want it to be understood that it's part and parcel of your life too because without it, you can't shape, and without it, you can't grow. And without growing, you're not going to achieve.
So all that you've taken away out of the last two days is knowing how to handle rejection. Then you'll be in a much better place, guys, over the next three to six months.
Cuz the faster you get comfortable with being uncomfortable, and the faster you get comfortable with someone looking at you dead in the eye and saying no, doesn't really matter.
I sat with Nikki last night for dinner, and we talked about life. And I don't know, we have deep conversations from time to time, and you know, which is so valuable for me with great people.
And we look at our lives, and we look at everything we've done and gone through in different parts and parcels of it. And there's a couple of things that we said about, like we all have a story. We all have different things in our life. We all have struggles, and we all have things that have happened that we didn't want to happen.
And that's just life. That's just normal. But one thing that was pretty common across the board between us in different capacities, massive capacities, is the word rejection.
Now my rejection is no better than Nikki's, or Nikki's rejection is no better than mine, or Gabe's is no better than Jimmy's. It doesn't really matter because it's all your own internal, and it's all your own internal story.
But I would definitely hope, wish, and pray over the last few days that you got more comfortable with this. Cuz if you can go through frameworks in front of 25 people, let's be honest, 25 strangers that you don't really know, being on a call, and someone says no to you, it's not really anything anymore, is it?
So you get used to that. One, sales become very easy. The second thing I think is really important for you guys, and just take a minute to read what that is.
And I, and princess, you're not a guy, but just in the... Yes, nice girls don't turn into elite players either. That also doesn't mean that you have to become a prick.
Someone said something to me yesterday, Josh actually, you just left. I went to say goodbye to him. He said to me yesterday, he said, "Do you know what, Bill? Cuz he's very matter of fact. Josh is, he's very like, if he likes you, he likes you, and if he doesn't, you know."
And he came to me and he said, "Do you know what? I always thought you were a prick." He said, "I see all the stuff you do, and you're jumping down people's throats on the Zooms."
"But I met you today, and you're not a prick." I was just laughing at him. I was like, "Oh, that makes me warm and fuzzy down there, so thank you."
But it's important, guys, because when I am hard on people, and I'm very matter of fact, and I'm to the point, it's not because I don't care, and it's not because I'm being a prick.
It's because I want you not to do something that's going to put you in pain. It's not because I want to make you feel little or whatever people may perceive it to be. It's because I care so much about people that I ultimately don't want them to be in pain.
So that's the important aspect for that for me. That ultimately means sometimes I'm not a nice guy, but I don't want to be a nice guy, nor do I want to be loved. But I demand respect for what I bring to the table.
And whether you give me respect or you don't give me respect, that's up to you, but it doesn't change who I am. So I look at people that are really, really good, and I think elite players, like people that can go into any offer and pretty much rock and roll, they have the tendency to go left and right.
What I mean by that is they can be very, very open, and they can be very, very nice, but they could also cut you in half with words. Cuz unfortunately, that's what it takes to go to the income that you want to make.
And if that is not actually in you, which I know a lot of you guys aren't like that, and you really struggle with that, and you really struggle with asking the right questions, and it comes across a bit, I suppose it comes across kind of forced.
See, Benny asked the question, and it just was completely weird. And I know that's just where you guys are at. It doesn't mean that you all got to ask and do hard things, but it also means that you don't become a nice guy just because you feel that's what the person needs or wants.
You've got to do what the person needs instead of wants. And someone says to you, "I don't want to talk about that." You can either do one of two things. You can be a nice guy and say, "Okay, cool, well, let's not talk about that."
Or you can turn around and you can say, "It's great that you don't want to talk about it, but you will ultimately still want the goal, right?" "I do."
"Okay, well, if you do want a goal, well, unfortunately, then we are going to talk about it. Which is more important, the goal or you not talking about your...?" Because you can't have both.
You can either have your goal or you can have the stuff that you have buried. What do you want? Okay, so that's important, guys. Nice guys don't turn into elite players, in my opinion.
You've got to be selfish with it. You've got to look after yourself in every capacity, like what I've tried to give you guys yesterday with obviously how to build a business, the business of Bill Welch Inc, or Nikki Schroer Inc, or James Hayes Inc.
But also, how do you become an elite player in terms of how your preparation is, your nutrition, your sleep, all of the things that you can control, which is really, really important.
This is more about life, but it's also about how business works, in my opinion. June actually said something to me last night when we were sitting for a beer. He said, "I remember when I came in, Bill forced me into the objection box, and I didn't actually have the investment, and you actually helped me."
And that's why I continue to still be here. That meant so much to me because how you treat people forward, meaning face to face, will be how they talk about you behind their back.
And it doesn't mean that I have to kiss ass, and it doesn't mean that I have to play up to the audience, cuz you all know that I don't. But I will treat you with respect because I feel that, and I should have that, and I will do that.
The worst thing you ever want to be in this world, guys, and the worst thing that you ever want to have in sales, because it is a small closet group, is I speak to James Hayes one way, and when James Hayes is not there, and I speak to Nick about James Hayes when he's not there, and I speak differently.
It goes around. Unfortunately, in this tight space, in terms of our high-ticket world, it's getting smaller and smaller at the top level, and you never know what you say will come back.
I remember when I was getting slandered and pulled apart and all that kind of stuff, and I was in my corner fighting my corner. And next minute, I had all these great people fighting my corner, and it wasn't because I asked them to do it.
It's because that's from that, cuz I've always treated them with respect. Because when they see injustice and they see people attacking you for something that you didn't may or not do, they'll always back you.
That's how it works. That's not necessarily just in sales; that's life. But as you see, guys, with sales, a large amount of it is actually crossover into the world and life.
This is important because it's true, but it's a sad truth, to be quite honest with you. Because at the end of the day, guys, sales is not going to be it for all of you. Maybe I'm a prick for saying that, but maybe I actually give you what you need.
Some of you in this room won't actually make it. Maybe you're a marketer, maybe you're a fulfillment agent, maybe you're, I don't know, a bin lorry driver. I don't know.
But what I will say to you is don't force it if you don't feel it. Like if you don't like these conversations, you don't like being in these rooms, you do not like this whole process, take out the money, guys.
Cuz the money is a direct correlation of you being very good at what you do. If you actually don't like the thing, all the money in the world is not going to make you like the thing. It just won't.
Because you'll make a lot of money, but you'll be miserable. Who here is miserable doing things that they probably don't want to do? Who here actually doesn't want to be in but does it because it's a good vehicle at this moment in time?
Benny is. Benny's a singer. I can point him out a million miles away. This is not Benny's calling, but it's his vehicle to go to it.
Okay, so basically what the objection is, "I want to pay in full." This is what you guys will hear. "I want to pay in full. Can you just give me a day or two to work out the logistics, and then we'll get it all rocking and rolling?" Hands up here. Guess that objection?
Do you know what that is? It's not an objection. How would I smoke that out? Someone tell me, right? Kashan, you'd be like, "Oh yeah, that's totally fine. I can H the pay full price tomorrow. We just take like half today or whatever you have today and get you..."
What's going to happen then? One of two things. They're either going to do it, or they're going to say, "Oh, I just like to do things." Yeah, I just like to pay everything off all at once.
Take away the OB hook straight away. Yeah, cool. Do you want a house? Or you could be like, "Hey, do you own a phone?" "I do." "Yeah, did you buy your phone outright, or do you like buy all your data and everything, or do you like pay a monthly subscription?" Monthly.
Okay, so now it's gone into a monthly. Yeah, it wasn't I didn't mean to say it was a pay-in-full thing. It was more like I don't have the money. I need to go borrow the money, find it from someone else, but I want to do it.
So that happened to me last week. So I was like, "Hey, I want to do it. I just literally can't right now. I got to go talk to my buddy who might invest in my business."
Okay, so that's more of, "I don't actually have, I want to do it. It's like I just don't have the money right now, but I might be able to have it in the next two days." But this 100%, yeah.
Okay, so when you go through your down payment structure, what happens next? I mean, usually, I just ask, "Okay, cool. What I can do is take down a small deposit right now to lock in your spot for this program."
Okay, and know, okay, so yeah, easy peasy. Yeah, you can definitely go away and do that, which is perfectly fine. What we do with our students who are in the same position that you are, which is perfectly fine, we do it every day, is we do put down a small down payment.
Hence the word, not deposit. We do put down a small down payment, and then we're not going to say to lock in your spot. We're not going to do that. We're going to say, "Yeah, we do put down a down payment."
And what I will do actually over the next couple of days with you, Luke, Paul, Jack, William, is I'll work with you just in case that actually falls true with your friend.
Because we got other options that you can utilize that can actually get you started so you can go and achieve x, y, and z enough. Now, in terms of down payments, look, it's completely up to you.
We got two options. Either you can do 250 or 500. What would probably make more sense to you? Um, honestly, my credit card just got billed. I can do like 100 bucks.
Okay, cool. Let's do 100 bucks. Why do I need to overcomplicate it? Why do I need to slap that person around? Why do I need... He said he didn't say no. He said, "I can do 100."
Okay, cool. Fight on another day. That's it. Go for it. If he said, "Yeah, I'm just playing this out of my mind in case of what I've had," like they're like, "Oh, 250 is a bit of a stretch."
Then what do I say? Like, "Well, if 250 is a bit of a stretch, buddy, I don't know how you're going to make 6K. I mean, 250 is a bit of a stretch right now."
Okay, well, what can you do? CU, I like, it's completely up to you, and I'll just go away and figure that out with the BS. Okay, and then you'll get the buy 50 or something.
I can do 4 cents. Okay, great. 4 cents. You know what I mean? Yeah, that's the clarify. You're really just saying this is our process. I help you work through it.
And then if they don't want to do that, there's another OB. Yeah, cuz if they don't do that, even though I made it make sense, then there's something else that ultimately doesn't make sense.
They're not getting access or anything. You're just the commitment to that and go get it. Thank you all right. Does that make sense? Does it make sense? Perfect.
Right, Kenny, so I noticed like a lot of times when I take down payments, and like a lot of people ask this, like I have a lot of down payments, they're kind of like floating and about to come back.
Yeah, I guess my question is, cuz now if we're offering binary options with the down payment, most often than not, people are going to choose the lower option, right?
Y, so like, and I know the solution to that you said is like always push more, right, for the down payments enough to pay for them to come back.
So would I, would you recommend to give the binary option there or like, or no? Cuz I want to push for more. Cuz I have a lot of people who are kind of...
Well, what you do, dude, then, is your low becomes your high, and your high becomes your low. You're like, "What the...?" Does that mean? Well, your low becomes 500, and your high becomes 750.
Which makes more sense to you, to do the 500 or the 750? Okay, just move the dial. Okay, so still binary, just move it up. And then they say to you, "Oh, I don't want to do 500 at the stretch."
And you're like, "Hold on a second. Then there's something behind that, aren't they? Cuz how are you going to pull six true if you can't put five in?"
Yeah, Benny, so would you do that? Meaning, which now, so if they don't want to move forward with the 500 moment, just go straight into that process part of the account, not just to us, but to yourself.
[Music] [Music] You typically buy or 500? Yeah, how would you? Firstly, what I would do, guys, is I wouldn't overcome objections if I don't see them. Very much like what June did, and you could feel that in the room when June was overcoming a fear objection, and Giani was like, "What the...?"
So what you did first was basically that person in ter saying, "I'm still a little bit scared of myself," rather than the logistics. Go to logistics, and then if the logistics don't more guilt, then guess what?
You got what you don't want to do is go to the fear and then come back to logistics, cuz it just burns the relationship like it did with June. It's perfect that you did that, June, cuz you basically were the talking for the next two days based on you.
So what happened was he tried to overcome something that wasn't there, and you could all feel the energy in the conversation just was out of sync. That's what will happen if you do that.
Like if they're presenting an objection which is logistics, make the logistics make sense. And if they still come back with an objection, guess what? It wasn't logistics.
Yeah, so with the analogies, you, cuz I'm thinking, go away, write down all of the objections you can get, and then write like three different analogies that you can do, and then study those. Would you suggest that?
Or yeah, people always say to me, "How many ways can you loop a think about it?" Or "How many ways can you loop a partner?" I'm like, "How many ways do I need to loop it? I need to loop it once."
Why? Because I'm never going to speak to that person ever again about a partner objection. You should all have six analogies, six hooks, six ways of overcoming one thing or one way, one way of overcoming six things.
Because everything after that is just complicated, and you're mixing and matching objections and frames and hooks, and it just gets complicated. And you don't know whether you're doing this or doing that, one or the other one.
You're like halfway up the ladder, halfway across the river, and then you end up in a restaurant in a river. But that's what happens. That's what happens, though, because what's happening is you're under pressure.
You're completely in a battle, and it's like trying to score a hat trick in the 98th minute. It's the question I have on that then is, cuz you want to make it relatable to the person by on the what they told you.
So if you've written down a bunch of different analogies for it, then you could obviously pick and have more exposure to trying different ones. So that way, when you're on the call, it's less inole.
It's more like, "I've done this like three times on corre objection," so then you have understanding of it, a better framework, so you be more confident and actually T it based on what they did like.
Yeah, cuz the like, what are you confident in other than sales? Time, mes, fighting. Yeah. Why are you confident fighting? I win every time. Okay, right.
Yeah, but like you do that, you know, and you're confident in because you know how to duck, and you know how to punch, and you know how to kick and headbutt and all that great stuff that you do.
Yeah, because you've done it, and you've built up an education on, you know. So what I would say to you guys is don't overcomplicate it. You want to take all the complication out of the end of the call.
Cuz if you don't, you'll end up like in a show, and you won't make sales. Oh yeah, I had a question. Go for how? Okay, how would you overcome due diligence? Like, "Oh, everything sounds good. I'm ready to move forward. I just need to do my due diligence on the company, which just heard about you guys."
How would you set a hook? How would you kind of go about? Okay, cool. When you say due diligence, can I ask what do you mean by that specifically?
Yeah, I mean, I just clicked on a Facebook ad. You know, I went through everything, read about you guys, but I just want to do a little bit more research just to make sure that this is legit.
Yeah, yeah, for sure. Do you think it's not legit? No, I don't think it's not legit. Okay, what do you think then? You know, with crypto and a lot of these things, there's a lot of scams and whatnot, I can imagine.
Yeah, do you feel with what we've gone through today, if you just took that education and just ran with it, that it can get you to where you want to go? Or how do you feel?
Yeah, I think take the kind of scam ideology out of your head and crypto and x, y, and zed. If I just told you everything that I told you today and you put that into action, do you think you can get to where you want to go? Or like, what do you think?
Why do you feel that from just the education I've shared with you today? Well, I think, you know, based off of everything that you said, if it's all true, if it's all there, then really, I kind of have everything I need to succeed.
Well, you don't have everything you need, and I can challenge you if I may. What you don't have is a decision. Now, where does the decision come from? Now, where are we going? We're not going due diligence. Where are we going now? Fear.
Yeah, so you've got to go through it, and you've got to figure out what the hell is going on, and you've got to make it relatable to what you've shared. I took out all the complexities. I took out crypto and blah and blah and blah, and I made it based on what you and I already know, which is what I've just shared.
Make sense? Yeah.