How to Master Data-Gathering in High-Ticket Sales ($1M/Month Closer)

back with another high ticket sales

roleplay. We're going to jump into a

fitness offer. Andy's going to be the

closer. Faith is going to play the

prospect. And we're going to go through

the discovery. You know the deal. The

discovery is the biggest piece that you

have control of as a high ticket closer

to close more deals, to make more money,

to serve more prospects, and to earn the

life of your dreams. So, watch along.

Implement the things that you see in

this roleplay. And if you do that, you

will be able to close more deals. So,

without any further ado, Andy, kick us

off with your opening question.

>> All right, Faith, I I appreciate you

being here on time. I I do have some

notes here, but I'm curious in your

opinion, what's been the biggest

challenge with your um health and

fitness?

>> Yeah. So, I would say the biggest

challenge is that I'm just been super

busy. Haven't really had time to even

focus on it. And because of that, I've

definitely gained some weight since I've

started my business.

>> So, you've been really busy recently and

and you mentioned you you've been

gaining some weight. How much weight

have you have you gained?

>> Beautiful.

>> Pause. So, minor one with your opening

question, you have to make sure you put

right now on the end,

>> right?

>> That allows the prospect to feel more

drawn in. We'll move past that. What you

want to be careful of when you recap,

which is where you listen to what the

prospect said and you say it back to

them. There's two sides to the recap.

One side, you want to be as accurate as

possible. So, you want to almost say the

words exactly the same. The other side

to that though is if the prospect says

something that's like a story. It's like

their their story about what's going on.

You do not want to buy into their story

and repeat what they said because you're

actually agreeing with their story. So

let me give an example. Faith said, "I

have been too busy." Now, we don't know

yet if that's true or if it's not true,

but we don't want to actually buy into

her story because it would actually have

her buying into her story that she's

been too busy. So, how do we navigate

that? You would say something like

you've said or you've mentioned you feel

like you've been too busy. you feel like

cuz what we're politely saying is that's

your perspective right now, but I'm

going to dig into it and see if you've

actually been too busy. Now, what this

does, and especially if it comes up from

the opening question, very early in the

sales call, you're starting to to chip

away at the reasons that the prospect

hasn't taken action before, which are

their lies, their rationalizations,

their excuses, their limiting beliefs,

their mind viruses, their own objections

of like, oh, I didn't have time. And

that is part of the sales call is

breaking away all of those resistances.

And the thing you have to do is not buy

into those resistances. Does that make

sense?

>> Now, would I cuz she she mentioned those

two things, right? Her being too busy

and then that she's gained some weight.

Would I put those two bullet points and

go into the busy part first and ask what

she meant by that and then go into the

weight or is there a particular order

that I should go with those two?

>> Fantastic question. You definitely want

to go into the busyiness to the extent

of not recapping it that she is too

busy. That's as far as we're going to

go. We're not going to tackle the

busyiness, ask how many hours she's

doing, whatever she's doing. No. And the

reason for that is the most important

thing at the start of a sales call is

pulling out the pain, which is that

she's put on weight. So, you're going to

focus on how much weight has she put on.

But we are gonna notice that she said

this thing about time by the recap, but

we're not going to go deeper than it

from the recap. Does that make sense?

>> Yes. So, I'm just recapping and this is

what you said. I'm not agreeing with

with what she's saying.

>> That's the point. You're not agreeing

with it. You're you're hearing it.

You're acknowledging it. Okay. So, you

said that you feel like, you know, you

haven't had the time or I think she said

you've been too busy and you have put on

more weight. See the difference? Just

that little you said you feel like or it

seems like.

>> Okay. All right. Good stuff. So, go back

to the opening question. Faith say

basically the same thing. Try and put in

the right now at the end of the opening

question. And then hopefully if Faith

says more or less the same thing, you

can add in those pieces of feedback

moving forward. Okay.

>> Okay.

>> All right. So, let's rewind. Go again. I

always turn off my video, by the way,

when you're role playing, just so you

know.

>> Okay. All right, Faith. So, I do have

some notes here, but I want to hear from

you personally. What's been the what's

the biggest challenge when it comes to

your health and fitness right now?

>> Yeah, I would say the biggest challenge

is that I've been so busy. Um, I haven't

even really been focusing on my, you

know, health and fitness. And because of

that, I probably gained quite a quite a

chunk of weight here since I started my

business.

>> Got it. So, you you say that you've been

really busy and because of that, you

haven't been able to focus on your

health and fitness and you've probably

gained some weight. Now, do you know for

a fact that you've gained some weight or

or what do you mean by probably gained

some weight? Yeah, I mean I I've

definitely gained some weight.

>> Do you know how much weight you've

gained?

>> Probably 15 to 20 pounds.

>> And how how long has it been since this

started?

>> Um I started my business.

>> So good stuff so far. You still missed

the slight shift with it sounds like you

feel like you've lo uh you've not had

time, but we'll move on. I I understand

on the role play it can be hard to

remember everything. So what you need to

be careful of now is to pull out the

pain. There's two elements. There's what

is going on and there's the timeline of

it going on which is right now. If

something is not right now, you are

diluting the pain because you're

changing the timeline. You're moving

someone to the past does the same thing

if you move someone into the future. And

so when you immediately went from, you

know, do you know how much you've how

much weight you've put on, 15 to 20

pounds, and then you said, you know, do

you know how long this has been going on

for? You're actually removing faith away

from the pain of the present moment and

pulling her back to 2 months ago, 6

months ago, 12 months ago, two years

ago. So before we shift the timeline

away, which is elongating the pain, we

need to have gone deeper into the pain.

We need to go down first and then you

stretch it across time. But don't be at

like level one of the paint and then try

going across and stretching it cuz then

you then you can't snap back and go

down. So one of the questions and it's

not scripted. It's just what would have

popped into my head would have been okay

so you said you've put on 15 to 20

pounds. Where have you put that weight

on? Where have you put the weight on? I

would rather go where is the weight than

when did it start happening cuz where is

the weight is like really directly

attacking faith to have to face the

reality of the situation as opposed to

moving the timeline away. Does that make

sense?

>> Could I change the question up a bit to

maybe where have you noticed the weight

gain?

>> Yeah, however you want to phrase it.

There's no specific way to phrase it,

but we want to talk about the reality of

her current situation. We don't want to

move away the timeline at the moment.

Okay.

>> Okay.

>> All right. So, go back to she's Faith

has said, "I've put on 15 to 20 pounds

and then you're going to jump in and ask

whatever you want to ask." Okay.

>> Now, let let's say so she she mentions

where where she's noticed it. I guess I

I could because I was thinking of going

is it too soon then to go into the what

what I was trying to do was figure out

how long did it take you to to gain that

weight and why is it now that that now's

the time that you decided to do

something about it like what happened?

But so that's too soon to do that then.

>> Yeah.

>> Okay.

>> Yeah. And what ends up happening is you

can ask that question now or you could

ask that question later and the quality

of the response will completely change

depending on what's come before the

question. This is where sales people get

confused. They think the answer to the

question is impartial like it's whatever

the answer is. No, the answer will

completely change depending on the setup

of the question. If you just ask faith

prematurely now what's going on? that

means that now is the time to make this

change. Oh, I don't know. It's this,

it's that, and it would be some [ __ ]

answer. Whereas, if we've completely

buried her in the guilt, the shame, the

pain, the frustration, the

embarrassment, the emotionality of the

situation, and she's feeling all of that

tension from the pain. And then you ask

the question, why now? She'll give a

completely different response. Because

the responses that we give as humans

until we become enlightened are

emotionalbased responses. Meaning

whatever you respond to someone is based

on the state that you're in right now.

I'll give you an example. If you have

the same routine every single day, you

wake up, you go outside, you watch the

sunrise, and someone asks you later on

in the day, what did you do this

morning? If you were in a good state

when you did your morning routine, you

will say something positive. In the

afternoon, on another day, if someone

asks you the same question, you're in a

bad mood, you'll be like, "Oh, nothing.

Oh, I didn't really do anything." You

did the same [ __ ] thing in both days,

the same exact routine, but because

you're in a different state, you give a

completely different answer to the

question. Does that make sense?

>> Absolutely.

>> So, you got to set up your questions by

moving the state of the prospect. That's

really what we're doing on a sales call.

Changing the prospect's state from

dismissive, detached, unemotional, not

really bothered, not even in the present

either. They're all thinking about the

past, thinking about the future. And

through our questions, we're bringing

them to the harsh reality emotionally of

their current situation. And we're also

bringing them down to the present. And

that tension, that emotion, that state

is what unlocks them taking action on

the call. Make sense?

>> Okay. All right. Jump back in. Keep

going. Okay, Faith. So, you mentioned

you've gained between 15 to 20 pounds.

Where have you noticed that weight?

>> I would say like my midsection, my arms,

probably even like my face a little bit.

>> Okay. When When did you notice that?

>> Um, I've been noticing it for a little

bit. I mean, probably the past couple

months is when like I really noticed

that like, okay, it's it's it's here,

you know?

>> Got it. Now, I I know you mentioned 15

to 20 lbs. Um, you're

>> pause. Do you see how that question

didn't really do anything? You went back

to the same question basically that you

tried before and it just ends up being a

redundant question. That didn't really

do anything for the prospect. It didn't

do anything for you. It didn't do

anything for the sales call. When you

asked Faith, "How much weight have you

put on?" Bang. That hurts. When you

asked her, "Where did you put it on?"

Oh, [ __ ] She has to sit in that

reality. When you then say, "When did

that happen?" We take all the pressure

off because that question isn't keeping

her on the pressure. So, let's go back

again. I want you to ask a completely

different question to anything to do

with time. See what you come up with.

Okay. Give it another shot.

>> So, where where have you noticed the the

weight gain, Faith?

>> Definitely my midsection.

I would say my arms and even my face,

too.

>> Okay. Now, is this affecting any other

areas of your life currently?

>> Yeah, I mean, I I definitely feel a lot

less confident.

>> What What do you mean by that?

>> Like now that I have this weight on.

>> So, we we'll go back again, but a quick

little training here, guys. A very

common question in sales, this is

probably a write a downer for all of you

is what do you mean by that? Okay, that

is a very common question in sales that

a lot of sales people use. What do you

mean by that? It's a terrible question

used for the wrong reason. Used for the

right reason. It's a great question. So,

what is the right reason and what is the

wrong reason? What most sales people do

and where they go wrong is they ask,

"What do you mean by that?" to probe

instead of what it should be used for

which is actually to clarify. So there's

a difference between probing and

clarifying. Probing is where you're

trying to understand what the situation

is where that's happening. So you know

faith said I feel uh lack of confidence

in in what specific situation do you

feel a lack of confidence? Is there any

particular situation where you feel

that? That's probing. Clarifying is

where you're trying to get the

definition of something. What do you

mean by confidence? Well, just look it

up in the [ __ ] dictionary. It means

confidence. Everyone knows what that

means. And sales people get these two

upside down. Never ever ever use the

question, "What do you mean by blank?"

when the word that they're using is the

normal word that people would use in

this situation. So, I'll give you an

example. If someone says, "My business

is up and down. My my income in my

business is up and down." Never say,

"What do you mean by up and down?" What

the [ __ ] do you mean what do I mean by

up and down? Up and down. So if Faith

says, "I don't have confidence." What do

you mean by what do you mean by that?

Confidence? Like do do you need me to

explain what confidence is? Don't do

that. If someone says my business is a

[ __ ] show or my business is a headache,

I don't know what that means. Like a

business isn't usually described or

people say it a lot, but I don't know

what a business that is a headache

actually means. I don't know what a [ __ ]

show actually means. If someone says,

"My relationships are a roller coaster

ride," I need to ask them, "What do you

mean by that? because I don't know what

that means. But if someone uses a word

that the word just means what it means,

you need to ask about specifics, not

definitions.

Does this make sense, guys? This is

critical. Okay? So, if someone use a

word that you're like, I don't really

know the context for that. Ask, what do

you mean by that? Which, by the way, a

huge part of scriptless selling is to

just use normal conversational, let's

call them tactics, as in if someone says

something in a normal conversation, they

use a word that's out of context to

describe something. You would say, I

don't know what you mean by that. What

What do you mean a roller coaster? You

wouldn't say when someone says, "Oh, I

don't have confidence." You wouldn't

say, "What do you mean by that? What do

you mean by confidence?" Confidence. You

would say, "Confidence in what way?" Or,

"Confidence in what specific situation?"

Or, "Give me an example." You wouldn't

say what do you mean by that? Does this

make sense guys?

>> And so is it okay to ask that probing

question that way?

>> Like in what specific situation?

>> Faith says Faith says I'm it's had a hit

to my confidence. You don't know what

she means in terms of how, where, when,

why. You do know what confidence means

as a definition, but you don't know the

context of that situation.

>> Right?

>> So yes, you could ask that. And where

where do you draw the line or I guess

when I'm going into those directions,

one thing that I'm thinking in the back

of my head is when a prospect might

think, uh, well, none of your [ __ ]

business. Like, how why is that related

to what I'm looking to get from this?

>> So, two things. Typically on these role

plays, we're trying to get through as

much of the role play as we can without

a curve ball because most salespeople

are losing deals not because of those

curve balls, but because they're not

actually doing the fundamentals and or

the curve balls are coming up because

they're not doing the fundamentals. So

trying to handle and learn well what if

they say this and what if they say that.

It's like well number one it's

contextual what you would respond in

that situation. So it depends. But

number two, let's just try and do the

fundamentals that are the 8020. So those

things don't come up or if they do, it's

one in 20 times. It would be very

inefficient for us to focus on, you

know, what if this one thing happens or

what if this one things happen, one

thing happens. For example, you going in

the direction you did there where you

asked a clarifying question about a word

that we know what it means. I guarantee

you that will create trust objections at

the end of the call. I'll be brutal

here, Andy, because the prospect thinks

you're an idiot if you ask questions

that are idiotic questions.

>> So then they'll just give you a bunch of

objections that were nothing to do with

the objection. They weren't planning to

give you objections when they hopped on

the call. They now give you objections

because most people won't say either

because they don't want to say it or

they're not actually comprehending it.

You know what, Andy? There was some

questions you asked when we were having

this conversation that makes me think

you're a [ __ ] I therefore don't want

to buy from you. They're not going to

say that. And sometime most of the time

it's not even conscious. They they heard

the questions you asked and they had

like a spidey sense that was like that

feels off but they don't know sales. So

they don't know why it's off or what you

actually did wrong. So the the get out

like the pull pull to eject thing is

like I'll just give you an objection and

get off the call. Does that make sense?

So, we're trying to prevent all of this

with the 8020. So, I understand the

question. We'll move on from it so we

can stay on track.

>> Okay.

>> All right. Let's jump back into the role

play. Go from Faith said again, I've put

on 15 to 20 pounds and go from there.

Try your absolute best to ask I'm going

to give you a challenge here. Five more

questions before you get anywhere near

asking timelines. See if you can get

five different questions to paint the

picture of the scene before you get to

timeline. And second point, hopefully

you can remember this. Don't go into

other areas of her life either for the

next five questions. Just focus on the

current situation, which is she's

putting on weight. Try and get five

questions around that before we move

into timelines or other areas of her

life. Does that make sense?

>> Okay. trying to think where else to go

from from there. So

>> So what you want to do when you're

jumping in the role play is think all

the things that you don't know about her

weight gain. Specifically about her

weight gain. Okay. Jump back in. Give it

a go. If you get stuck, I'll give you a

hand. Okay. Just see what happens.

>> Okay. Faith. So you've you mentioned

you've gained between 15 to 20 lbs. Now,

have you stepped on the on the scale or

why the 15 to 20?

>> Yeah. Um I I did step on the scale um a

couple times this week. And you know,

obviously the weight fluctuated a little

bit, but um you know, one day I was

about 15 lbs heavier, the next day I was

19 lbs heavier, the next day I was 17

lbs heavier than I had been. So, yeah, I

have somewhere around 15 to 20 pounds

given the the day. Okay, got it. So,

it's been fluctuating between those

numbers. So, that that's why the Got it.

Now, is that recent? Sorry, I know you

mentioned not to go back into timeline.

I'm trying to I'm trying to get to where

like how I want to know if she stopped

stepping on the scale because she didn't

want to look at the number anymore, but

I don't know if that's timeline. Is that

going into the timeline again? So

timeline could be great clarifier there.

Timeline could be when did you step on

the scale because that could be today,

yesterday, this week. Probably somewhere

around there. But what we don't want to

go is all the way back to when she

started putting on weight cuz that could

be months ago.

>> So you could say when did you step on

the scale? This week.

>> So that's okay cuz that's what I really

wanted to do.

>> Yeah.

>> Okay.

>> So ask that and then go from there. I

just want you to stay in the closest to

the present and the closest to the

specific situation which is fat weight

weight gain and don't go into other

areas of time and don't go into other

areas of her life. Not yet.

>> Cuz this is where you hold the prospect

in the pain and then we stretch it with

time as in how long this has been going

on. And then we also stretch it with the

how it's bleeding in to other areas of

her life. But you got to wait for that.

That's like at least 10 questions down

the road. So right now I'm ignoring

everything that she mentioned about the

confidence and where she's noticed the

weight or

>> well she said confidence so you could go

in into that but I wanted you to go back

before she gave that answer so she

hasn't theoretically said that in this

version of the role play. All Faith has

told you where I want you to start from

is you asked how much weight have you

put on and she said 15 to 20 pounds. So,

she hasn't on this version, she hasn't

even told you where she put the weight

on yet. Go go go back before that

question.

>> Okay.

>> Okay.

>> So, hopefully you're enjoying this

training. Now, if you're brand new to

the channel, you can skip this. But if

you've been watching my videos for weeks

or months, you've gotten value, you've

implemented, you're making more money

because of it. The question I have for

you is, what are you doing still sitting

on the outside? Are you someone who's

going to continue to just watch free

content when deep down, you know, being

on the inside, being mentored by me

directly, being around other unicorn

closers is the thing that would take you

to the next level. If you think you're

getting value from the free content I'm

putting out here on YouTube, what do you

think happens inside the mastermind? So,

if you know you're ready, if you're at

that point, you've seen what you needed

to see, click the link below this video,

jump inside. I'll see you there. Now,

back to the training. All right, good.

Good stuff. Keep going.

>> Okay, Faith, so when was exactly the

last time that you you did stay step on

the scale?

>> Yesterday.

>> Okay. And where where have you noticed

the the weight gain?

>> In my midsection, my arms, I think even

my face, too.

>> Where where did you notice it first

in your body?

>> Yeah, probably my midsection first.

Okay. And out of those three areas, your

your midsection, your arms, and your

face, which one of those is is the one

that's affecting you the most right now?

>> Probably my face, actually.

>> And may I ask why?

>> Bang.

>> Yeah, because I'm on camera all day. Um,

just like this for my business. And so

it's the part that everyone can see.

>> Okay, got it. So, so you you get on

camera for for your business and it's

it's not something that you can just

stop doing, right? Cuz then you would

stop making money. Is that right?

>> Yeah. I mean, I I have to be on on

camera. It's not really an option for me

to not.

>> Okay, got it. Don't really know where to

go from here. Good stuff, Andy. So, you

got four. That was good. Where is the

weight? Where did it go on first? Which

one of those three places is it

affecting you the most? And why is it

affecting you? Very good. Fantastic.

Much much much better. Faith, how did

that feel in comparison to just jumping

into time or jumping into a different

time or jumping into the impact? Do you

feel a difference as a prospect?

>> Yeah, definitely.

>> So he can understand what is the

difference.

>> Okay. Yeah. So very initially when you

did ask me like when did this start like

I totally even forgot about the weight

because I'm like oh when did I start my

business? Like oh I started my business

that day. Like I wasn't even thinking

about the weight anymore. I was just

trying to think of timeline when did I

start my business and I was like

thinking about my business um versus the

questions that you just asked now even

the out of the three areas which one is

affecting you the most that is a very

unique and great question because I had

to sit and think about that and even as

a prospect like I'm making up my answers

as I go and that was an answer that I

had to stop and think about for a second

like in this story that I'm making up

which one makes the most sense so that

one was like one that I had to stop and

think about which was great.

>> Beautiful. How do you feel doing that,

Andy? Do you feel different going

through a series of questions on the

same topic versus jumping into the next

thing? Do you feel a difference yet?

>> I I do. I I think that I'm not used to

going that deep in the pain

>> because I mean, I know that it can make

prospects feel I mean, they feel the

pain, right? And and I think I haven't

done it enough because and and obviously

it's it's necessary.

>> 100%.

>> And I I guess you do them a disservice

by not doing that.

>> Bingo. Good stuff, Andy. Yeah. 100%.

Doing them a disservice. All right, I'll

jump in and add a few more and then I'll

let you go back on. So, we've done

Where's the weight? Where first was it

bothering you? Uh, sorry. Where first

did it come on? Which one is affecting

you the most? Why is it affecting you

the most? So Faith, you mentioned that

the weight on your face when you're on

camera for your business is what's

affecting you the most when you're on

camera and you're seeing that. What

specifically are you noticing with your

weight gain on your face?

>> Yeah. I mean, I'm just like, you know,

staring at my face the whole time I'm

doing my meetings and like I would say

just look so wide.

>> I wouldn't normally be laughing. I'm

just trying to keep a serious face.

Okay. What looks so wide?

>> Probably like my my cheeks.

>> Okay, so that's two extra questions. You

see that, Andy? Just what is it about

your face that you're noticing on

camera? And I'm being very specific in I

didn't say, you know, when you look in

the mirror in the morning, what do you

notice about your face? Or I didn't say,

what is it that you notice about your

face? I'm taking all the data and I'm

saying when you're on camera for your

business, what is it you're noticing

about your face? I'm connecting the dots

of when is it happening which you got

that data in what context is it

happening. So on a Zoom call now I'm

connecting it to the next question.

You're stacking all of the pain together

and you're bringing the prospect through

the journey. Okay. So she said you know

I'm noticing that my face is wider.

Okay. Now you're you're on camera for

your business and you're noticing that

with your face. Why, if it is, is that

an issue for you right now?

>> Cuz it's really distracting. Like

instead of having the conversation, like

listening to what my prospect is saying,

I'm thinking about how wide my face

looks and it's very distracting. It's

hard for me to pay attention.

>> Okay. And and what is it? You said

paying attention, but what specifically

is it distracting you from in regards to

your your business and you being able to

function in your business? Well, like

specifically to being on camera, like

I'm having a hard time just paying

attention and listening to the prospect,

which if I'm not listening, paying

attention, I could end up losing a sale

over it.

>> Have you lost sales from being

distracted?

>> I mean, if I had to guess, I would say

yes.

>> Okay. Why Why would you say if you had

to guess, the answer would be yes? Well,

it's not like someone's objection was

like, "Oh, you seem distracted because

you were staring at your wide cheeks."

But like I am my close rate has gone

down. So,

>> you see what we're doing, Andy? We're

pulling it all the way through. And I'm

not leading her with any of these

questions. I'm asking, "What's going on?

What's going on? What's going on? What's

going on?" And it's gone from I've put

on weight. And this is what you're doing

in a sales call, by the way. You're

honing it into a very specific pain

point. I've put on weight. Where have

you put on weight? three different

areas. Where did the weight go on first?

Can't remember which one you said, but

which one was it affecting the most? Her

face. Why is it affecting you? Because

you've put on weight in your face cuz

it's my business on camera. Then I've

asked whatever three or four questions

I've asked. And now we've got to my

close rate has gone down. So the obvious

next question is what was your close

rate before, Faith?

>> What was your close rate before? Um, it

was like 80%

>> staring at your cheeks and getting

distracted.

>> 80%.

>> Okay. And what was it? Notice this

phrasing, guys. What was it this week?

>> 50%.

>> 50 from 80. Wow. So, you've nearly gone

down by half. Half of 80 would be 40.

You've gone down by 30.

>> Yeah, close to half.

>> So, how much has your income gone down?

Now, by the way, guys, sorry before you

answer Faith, that's obviously a

rhetorical question because probably

your income's gone down half. This is

another thing sales people screw up. You

have to ask questions sometimes that you

probably know the answer to by what's

called deduction, which means if her

percentage is 50%, her income's probably

also 50%, it means I can deduce it. But

we have to get the prospect to say it.

You have to get her to say it out loud

because that's when the state changes

and she feels the pain of it. So you

can't have, you know, 2 plus two and

just deduce that it equals four. You

have to say to the prospect, what does 2

plus 2 equal? Well, it equals four

because now they're having to um embed

themselves in the the the calculation

and coming to the conclusions. Does that

make sense, guys? Okay. So, your close

rate has gone from 80 to 50. H how much

has your income gone down?

>> Like usually when my close rate is 80%

I'm probably making like 5k a week and

so like this week I only made like 2 and

1/2k 3k something like that.

>> So you've lost 2 and a halfk per week.

Now at this point we could get some more

data but let's move on to timeline

because it's now appropriate and I can

see a bunch of you putting in the chat.

Why do we not have timeline? Notice how

it's coming up now.

Okay, so you've gone down. You've been

losing $25,000 a week. How many weeks?

And notice the phrasing here, guys. I'm

not going to say because this would be

rookie salespeople. Oh, how many weeks

have you had more weight on your face?

No, that's average sales people. How

many weeks have you been on your

business calls and being distracted

because of the extra weight that you've

put on on your face? How many weeks have

you been having that situation?

>> Probably the last two to three months.

So I guess the past 8 8 to 12 weeks.

>> Okay. 12 times by 2,500.

So have I calculated this correct?

You've lost $30,000

by allowing yourself to be distracted

because with all due respect, Faith, you

have allowed yourself to put on the

weight that has caused you to be

distracted. It's cost you $30,000.

>> Yeah. I mean, at least close to it.

Like, it's not like I went from 80% to

50% the next week, but probably from 80

to 70 to 60. So, you know, definitely

probably not quite that high, but

definitely close to it. If you were to

put, and this is very important that you

do this, guys, if the prospect says

that, if you were to put an accurate

number on it, I appreciate what you

said, it's probably not 30,000, it's

probably less. How much would you say,

being honest of yourself, you've lost.

>> Yeah. Um 20 25 if I had to guess. So

somewhere close enough.

>> Okay. 20 to 25,000. Boom. That is part

one.

That is part one, meaning we've gone

pretty much as deep as we need to go on

one specific part of her weight gain. I

still want to know if there's any issue

with her arms, with her midsection, the

other areas of her life, if it's

affecting her work in any other way, not

just being on the sales calls. Is it

affecting the way she interacts with her

team members? Is it affecting any other

side? Is it affecting just simply the

fact that using the sales example that

Faith's giving because she's put on

weight, she's not challenging her

prospects because she feels

uncomfortable in her own skin. I want to

know everything. And if you go as

detailed and as specific as I'm going,

hopefully you can all see this guys.

This sale is inevitable. There's no way

that she won't buy at the end of this

call if I just keep doing what I'm doing

and just cover everything. As opposed to

what's the biggest challenge? Weight

loss. When did that start? Six months

ago. What's the issue? Well, I'm not

confident. Why now? Well, I don't really

know. And then all of a sudden, we've

kind of run out of runway on the sales

call. We've kind of got to the end of

the discovery, but we haven't actually

built any depth in between the front and

the back of the discovery. Does this

make sense to you, Andy?

>> Yes, it does.

>> Any questions on what I did?

>> No. Um, one thing I'm thinking is I

really want to go back to her mentioning

that she feels that she's been well, she

she said that she's been too busy,

right? And cuz I don't want that to come

back and say, "Well, yeah, I've lost

20K. Thank you for making me realize

that. I'm going to make the time to go

do it myself again." 100%. Good stuff.

All right, jump in from there then. Not

saying that's necessarily where we would

go next, but if you want to explore that

bit, let's do that. So, try it however

you want and I'll help you through it.

Ready?

>> Okay.

>> Beautiful.

>> Okay, Faith. So, you've lost about 20k

in the last uh 8 to 12 weeks. Now, I'm

curious. You mentioned that you've been

too busy to um be able to focus on your

health and fitness. Can you tell me a

little bit more about that? Walk me

through what your schedule looks like?

>> Yeah. So, um I mean I just started this

business about a year ago, so I've just

like every second I have, I'm pretty

much just doing whatever I can, whether

I'm, you know, making content, you know,

messaging people, having s like calls,

working on the fulfillment side of

things, like just like all my time is is

going towards that.

>> Got it. Now, given that you've lost 20K

over the last 12 weeks, I'm curious like

how much longer

will it continue to make sense for you

to be putting all of your time into your

business when you're currently losing

$2,500

every week?

>> I mean, yeah, I would say it definitely

doesn't make sense. I I don't know that

I really realized that I was losing that

much money. I was thinking if I put all

my time and effort into my business

every single second that I'm awake that

it would make me more money and it it's

not doing that. So,

>> right. So, and I guess my question is

how much longer before it makes sense to

for you to transition to

making the time to invest into your

health and fitness rather than putting

it all into your business.

>> Yeah. I I mean, I don't think it makes

sense to keep operating like this any

longer now that I've realized that it's

actually costing me money rather than

making me money. Right.

>> So it it's it's good, but it can

definitely be improved. So let me share

a few different examples of how to

improve it. So if we go back and you

want to do the bit of challenging Faith

on her lack of time, I would say it's

something like this. Stacking all the

context, which is why you need all that

context. So you said, Faith, that by not

taking care of your health to the level

that would have prevented you having um

the excess fat on your face, on your

cheeks, it's allowed you you've allowed

yourself to get distracted. And you said

it's cost you somewhere in the ballpark

of 20 to $25,000. Is that accurate?

>> Mhm.

>> Okay. When we hopped on this call, you

said that you hadn't had the time. So,

just to make sure I understand here, are

you saying you didn't have the time to

not lose 20 to $25,000?

>> Can you say that again?

>> Sure. You lost 20 to $25,000.

You're you're saying at the start of the

call, you didn't have the time to put

into your fitness. So, you didn't have

the time to essentially prevent yourself

losing 20 to $25,000 carving out

whatever that amount of time would have

been.

>> I mean, it didn't feel like it, but had

I known it was going to cost me money,

I'm sure I would have made the time.

>> Okay. So, you didn't make the time as

opposed to you didn't have time, you

didn't prioritize and make the time

because you didn't feel it was going to

have the impact on you financially that

it has. Is that accurate?

>> Yeah, that's accurate.

>> Okay, that's it, guys. We've shifted it

from I didn't have the time to I did

have the time, but I didn't make the

time. That is a completely different

context. Does that make sense, guys?

We're moving it from just literally I

didn't have time to well, I just didn't

make any time and I did that, although I

had to repeat the question, which is

fine, in two questions as opposed to

however long it took you, Andy. Three,

four, five questions, a little bit of

time. So, you can get there much

quicker, but I can only do that because

I'm comparing and contrasting it to the

data, the pain. So, you lost 20 to

$25,000. And before I did it, I checked

again that she agrees with that because

there's no point carrying on to the

question before she double agrees to

that. So, correct me if I've got this

wrong. You've lost 20 to $25,000. Is

that accurate? Yes. And the reason that

that's happened is because at the start

of this call, you said you didn't feel

you had the time. So, to make sure I've

got this correct, you felt you didn't

have the time to carve out to not lose

20 to $25,000.

Is that accurate? Right. So, we're and

then you could chunk it down if you need

to. You didn't carve out the time to

stop yourself losing $2,500

every single week. Now, she's seeing the

ridiculousness of what she said. And

therefore, because I showed her the

ridiculousness, I didn't tell her. I

didn't objection handle her. I didn't

give her a little [ __ ] analogy about

ice cream trucks. I just showed her it's

cost you $20,000 because you believed

blank. And then now she's like, "Well,

that's stupid." She just came to that

whole realization herself by showing the

two pieces of data, which is what it

cost her and what she said at the start

of the call. You don't need to use

airplane analogies and talk about other

things. Talk about what's really going

on. You've lost a shitload of money

because you said you didn't have time.

Is that accurate? Oh, well, I guess when

I think about it, that's stupid. I don't

have to go and get any other metaphors

from any other situation, guys. The

reason sales people get trained on that

and the reason they try doing it is

because they're so dog [ __ ] at actually

talking about the real situation, they

try and borrow logic from metaphors.

Just get the logic from the

conversation. It's already in there if

you go deep enough. Okay. So now she's

admitted that she didn't make the time

and that's why she didn't make the time

because she didn't realize it was an

issue. The pro probably obvious next

question is when did you realize

not making the time was costing you?

Notice the very careful wording here

guys. When did you realize not making

the time was costing you an amount of

money that you were no longer willing

for it to cost you? I don't know what

that amount is. So, I'm not going to say

2500 a week because I don't know if

that's where it went into a tipping

point. What was the point when you

realized not making the time ownership,

not not having the time, not making the

time was costing you an amount of money

that you were no longer willing to keep

losing? Well, to be honest, it was two

weeks ago. Cool. So two weeks ago you

realized this has cost you whatever that

would be somewhere around about 15 to

17,000 total and enough was enough. Is

that accurate? Yes. Then we would

>> from from what she Sorry didn't mean to

interrupt. From what she said, it felt

to me like she didn't realize that until

right now on the call that So, if I were

to ask that again, wouldn't it feel like

to Faith like I I might be asking a

stupid question because I didn't

actually listen to to her after she

said, "Honestly, if I had known this, I

would have done something about it." So,

the way that you were asking about the

time, that was obvious what she was

going to say. Oh, well, you know, I

didn't really realize it. I don't really

believe that because she had to have

some cause that caused her to book the

call that was nothing to do with me.

>> She booked the call without you being

involved. So, her saying, "I didn't

realize till I'm on this call,"

>> not really the truth. If someone says,

"I didn't realize the severity of it to

the level that I now realize," that's

fair enough because they probably

haven't had a deep enough conversation.

But I almost can guarantee you there was

a moment, nothing to do with you, me,

any of the closers where they did

realize, you know what, I need to start

looking on YouTube, need to start

reading books, need to start listening

to podcasts on losing weight. And bang,

they get retargeted. They see an ad,

they watch content, they book a call,

they turn up to the call. That was

nothing to do with us. Okay. The way I

phrased it, Faith probably wouldn't say

what she said to you. She would probably

say it was two days ago, a week ago,

whatever. I will then ask why, and then

we would go from there. Does that make

sense? So, this is the other thing

that's challenging with sales training

and role plays, guys, is a lot of you

want to understand how to respond to

something the prospect said when the

prospect says it, whether it's a role

play or whatever. But actually, they

wouldn't have said that if you'd have

done something different. So, that's why

we have to train from first principles,

not train reactively. If the prospect

says this, what do I do? because then

you'll just go in circles with your

sales training. Prospect said this, I'll

learn this word track. You learn the

word track. You then learn something

better for the front part of the call.

And then the prospect never said the

thing that you just learned the word

track for. So now you've got these word

tracks that you're like, "Oh, the

prospect said something completely

different. Learn how to actually run a

proper call and things will just go step

by step by step by step and all the way

to the point where you won't really get

objections. If you do, you can just blow

them over like a straw man and you won't

have to do follow-up if you learn from

the beginning step by step by step. Make

sense? Make sense?

>> All right. Um, so I think that was

Jules. Uh, no, sorry. Jules had a

different Oh, no. Same type of question.

What if she says, so what if the

prospect does say, I've learned it just

right now on the call, or I've learned

it at the level that I've learned now.

Nothing wrong with that. You just ask

them why. Okay. What did you learn on

this call? Well, I learned that the

number is ridiculous. I've lost $25,000.

Now, that that would be a clarifying

question. When you say ridiculous, what

do you mean $20,000 is ridiculous? Cuz I

don't know why the number 20,000 is

ridiculous, but 5,000 would have not

been ridiculous. I don't know that.

Okay. I don't know why she's saying 20

is ridiculous. 10 wasn't, or she would

have already done something about it.

Does this make sense? So first,

>> yeah, one sec, Rayanne. First principles

is where you're understanding what

something is caused by, not how to

respond to something.

>> If I do this, then this, then this, it

will create this effect as opposed to

this has already happened, how do I now

respond to that thing that's happened?

Does that make sense? Okay, Faith,

what's your point or question? Yeah,

like I think what Andy asked was

basically how much longer does it make

sense? And I said like, you know, it

does it make sense based on the amount

of money that we had co covered. And so

I think I was saying I didn't realize

how much it didn't make sense because we

just sat down and did the numbers. And

then same thing to like Jules's

question, like I might not have realized

that it was a total of $20,000 over the

past 12 weeks, but I obviously saw my

close rate go down from 80 to 50. And

then that made me book the call. So yes,

I might have not realized until the call

that it was an entire 20,000. And even

if to Jules's point, like I did say,

"Oh, I just realized right now it was

20,000." Okay. Did you not realize that

you were losing any money at all? Or you

just didn't realize it was, you know,

equal to 20? Like, "Oh, yeah. I just

didn't realize it was equal to 20, but I

knew I was losing money. That's why I

booked the call in the first place, you

know."

>> Exactly. So, you would just look to

understand.

All right. Let's go back into the role

play with you role playing, Andy. It is

entirely your choice where you want to

start from. You don't have to start

where I finished. You can start start

back at the opening question if you

want. It doesn't matter. We've got the

time for you to role play for me to be

here to give you feedback to give you

guidance. I'll turn off my camera. You

ask a question.

>> Hopefully, Faith and I both remember

roughly where that was in the call and

we'll just go from there. Okay.

>> Okay.

>> Beautiful.

>> Okay. Faith. So, when did you first

realize that you you were that the the

amount of um weight gain that you had on

your face was affecting your income?

>> Yeah. Um probably um a couple weeks ago.

>> Is that two weeks ago, 3 weeks ago?

>> Yeah, probably two.

>> Okay. Now, I'm curious. Is there

something in particular that happened

that you decided that it was something

that you were no longer willing to

tolerate to lose the $2500

a week because of the the weight gain

that was distracting you from the calls

with your prospect?

>> Yeah. Um, when it comes to like being

distracted by prospect or distracted by

the weight, I kind of knew it was

happening, but I didn't I knew that I

was getting distracted. I didn't

necessarily realize that that was what

was making my close rate go down though.

>> When did you realize that?

>> I realized it when

>> Great stuff, Andy. Good stuff. I would

be careful saying when did you realize

it for two reasons. Number one, you've

already asked a when question. It

doesn't mean you can't ask another when

question, but in this situation,

it feels like by asking when and then

another when. We're spending too much

time looking at timeline numbers and not

enough time getting faith invested in

having to think through the situation.

Okay. The second reason is an

elaboration of what I just said. If you

ask Faith when, she just has to tell

you, oh, it was, you know, blank

situation or or two weeks ago or 7 days

ago, whatever. It's not really that much

thought for her. If you ask, how did you

realize that? Now she has to really

think, oh, how did I realize that that

was connected to that? How did I realize

that my income was going down because of

my face? Now she has to really get

invested. So you can ask when and then

when and then another when if it makes

the most sense. But in this context it

didn't make the most sense to ask when

again what you're asking. Perfect. But I

would ask it in the by phrasing it as

how as opposed to when to have more

power in the conversation. Make sense?

>> Okay. Ask like that and then see what

faith says.

>> So how exactly did you make the the

connection?

>> Yeah. So, like two weeks ago, I went to

post more content and I realized that I

don't have any new content to post

because I haven't recorded anything new

because I don't like the way I look

right now. And that kind of put it all

together for me because my close rates

been going down, my leads have been

going down, and I just thought like

maybe something was changing, like I

needed a new strategy. Just like didn't

really understand what was going on. But

once I realized that like, oh, I'm I

don't have any new content to record. I

haven't been posting as much content.

Also, my close rates been going down.

That's kind of what like tied it all

together for me. Now with you not you

mentioned you haven't made any content

for future posts. Is that did I get that

accurately?

>> Yeah.

>> So how is is that going to affect your

overall business on top of your close

rate already having gone down to 50%.

without you having any content to post

on on for your business to keep your

pipeline full.

>> Beautiful.

Beautiful. Amazing question. The only

thing you got to be careful of is if you

say without having any content, there's

a possibility Faith will say, "Well,

I've already got a bunch of content

prefilmed." And then you've wasted a

beautiful question. Cuz just changing a

couple of words in the question, it's

still going to be an amazing question.

All you needed to say was without

filming any new content. Because even if

she had a bank of content, she knows

that not filming new content, she has to

respond to that question and tell you,

"Well, I'm going to run out of content.

I've got content filmed, but I'm going

to run out." Whereas, if you don't say

it like that, she's got an alibi and

she'll just say, "Oh, well, I've got

content pre-filmed." Then you have to

say, and it now comes across as

aggressive and a little bit pushy. Well,

aren't you gonna run out of content? Now

it's like this like sleazy ch sleazy

salesy conversation like, well, aren't

you going to run out? And then now it

feels like you versus the prospect and

you're like having this battle of like,

well, yeah, you said you have got

content, but I know you're going to run

out and I'm going to make you say that

as opposed to just changing your

question to be what you're doing with

your questions is you're you're giving

all the leeway that the prospect could

possibly need. And and this is

spiritual, by the way, guys. The more

leeway you give someone, the more you're

telling the pro telling the person uh

without communicating it. like I don't

need this sale. Like I'll give you all

the leeway to get away from this sale

and to not have to buy anything cuz I

don't need the sale. Whereas when you

try and like cut a few little corners

off the question to try and make the

prospect fit through the little hole,

they want to get out the little hole.

They're like, "No, I don't want you to

do that to me." Just give them all the

leeway. Like I could really exaggerate

this. I'm not recommending you do this,

but I could say, "I'm sure you've

probably got content prefilmed." So

given that you've probably got content

pre-f filmed, is it going to have an

impact on you that you aren't filming

new content? That is like as detached as

I could possibly get. I'm basically

saying, you've already got content

filmed. And I'm not even assuming

anymore that it's going to have any

impact. I'm like, is it going to have an

impact? And she's like, yeah, it's going

to have a massive impact. And because

I'm leaning out, she's going to lean all

the way in. She's going to be like, it's

going to have a huge impact. Whereas, if

I'm if I say the opposite and I'm like,

"Well, you haven't got any content."

She's going to be like, "Yeah, I've got

content. It's not really going to be

that big a deal because by the time I

run out of my current content, I'll have

probably fixed this and I can start

filming new content." And then you're

like, "Ah, [ __ ] Why did we go in a

circle like that?" This is all energetic

games, guys. The more you lean out, the

more the prospect gonna come to you. And

that's in how you phrase the questions.

give them the outs that they need when

necessary

so that they they have to come towards

you. Does that make sense? Okay. All

right. Do that again, Andy. But that was

a very good question. Just change the

phrasing a little bit.

>> Okay. So, without um you filming any new

content, I'm sure you you probably have

content that's already prefilmed.

Um is that going to affect you at all

not having any new content? Yeah. I

mean, over the past couple months since

I've gained weight, I've already like re

been recycling content more than I

should have. So, I've kind of like

running out. I've already reused it

because of the weight gain. And like I

can't keep reusing it again.

>> Got it. How How much content do you have

left that you can continue to recycle?

I'm pretty much out like I try to do a

new, you know, round every 30 days and

so like I used it and then I used all

that same content again for the next

month and like I I don't want to have to

reuse it for a third time now.

>> Got it. Now

>> one more question, Andy. Stay stay on

it. You're doing good. Ask one more

question about that and she's cooked on

that topic. See if you can get the next

question. Same topic. She said I don't

want to use it a third time. What can

you ask?

>> Why not?

Why wouldn't you want to use it a third

time? I mean, I've seen multiple

business owners reuse content over and

over again, more than two times. Why Why

not a third time?

>> Well, I feel like I was I got a lot of

new followers from it the first time I

used it. The second time, like I did get

some followers, but not like as much as

the the first time. And so I feel like

if I do use it again, it's just going to

like continue to lose its effectiveness.

>> Why is the

>> Let me jump in. What was the drop in

results? You mentioned followers, which

obviously followers turns to leads turns

to sales. What was the drop between the

first use and the second use? Do you

know?

>> Probably like 30%.

>> What do you think the drop is going to

be between the second time and the third

time? at least 30% but probably more

because people will get catch on to what

I'm doing.

>> So if we if we go the minimum and we say

30 again, it's gone from let's say 100%

was the best it could have been first

time round down to 40%. So you've

dropped by 60% one of the points of lead

genen for your business. Is that

accurate?

>> Yeah.

>> Okay. Pause. You see what I like I'm

going to keep going until you cannot

edge out of like the specificity of this

problem. So you know not notice what I'm

doing Andy. I'm always like is there

anything else I can ask to just bring

this as precise as it can be? But you're

doing very good. Does that make sense?

>> Yes. Um, what I'm thinking about doing

is going into I don't know if this is

already moving in a direction that I

shouldn't, but the number of calls

booked or trying to really figure out

how many leads came in in the last 30

days and given that drop, like how many

leads are we projecting to come in the

next 30 days? and then stacking that up

with the drop in the closing ratio

because of the way she's showing up to

the calls distracted. So, you absolutely

could do that, but we don't have

unlimited time. So, this is one of the

levels of mastery with sales is like

what's enough? And I'm not saying the

two things we've done so far are enough

to make a sale, but what's enough on

these topics and then what else is

essential? And I'll give you what those

essentials are in a minute. But I don't

have an hour in the discovery. Or even

if you've got an hour for the discovery

on your calendar, you shouldn't be in

the discovery for an hour. So you are

100% right in principle. We could just

keep going and going and going and

literally calculate how much money her

business is going to drop and then you

know all of that number. But we've got

limited time. We've got realistically in

a discovery you want to be aiming for 20

minutes. Usually it will go 30 when

you're learning or even longer when

you're first first learning, but 30

minutes when you're in the beginning six

to 12 months is fine, but ultimately you

want to be trying to get this done in 20

minutes. So we know so far cause and

effect Faith has put on weight. She's

admitted that it wasn't that she didn't

have time. It's because she didn't

prioritize time. She's admitted that

she's now realized not prioritizing the

time has cost her more money than she

wants to lose. It costs her, not costed,

it costs continual, if she doesn't do

anything, it will keep costing her 2500

a week or $10,000 a month. We also know

it's stopping her producing new content.

She cannot re-record uh sorry, repost

her content for a third time unless she

wants to have a 60% reduction in the

lead generation for her business. like

we we've got enough at that level and

they are very specific things that being

conscious of time I would start moving

on but in principle you're spot on. I

just I I wouldn't do it just cuz I'm

conscious of time.

>> Yeah.

>> Okay. All right. Keep going from there

wherever you want to go.

>> And you're doing very good by the way.

>> Okay. Faith. So, you're in this

situation where the weight gain is

costing you $2,500

a week. And it's prevented you from

>> one thing. You cannot go from the weight

gain to the cost. You have to go the

weight gain to the co uh to the

consequence of the weight gain to the

cost. So, you can't go you've put on

weight and it's costing you 2500. No,

>> you put on weight and because you don't

like the way you look on your face, that

is costing you blank blank blank.

>> And that that additional bridge in the

middle also makes face uh faith face

faith realize the connection between

these different things. Okay.

>> And I would probably also stack in

there. Um, you've put on weight and

because of the way your face now looks

and you don't like that because you

didn't prioritize the time to resolve

that, it is now costing you 2,500 a week

and your business content. So, I'm going

to stack it also to the to the fact that

it's her fault.

>> Got it.

>> So, these are all stacked together. All

right, keep going.

>> All right, Faith. So, you're in a

situation where the weight gain has

caused you to feel distracted with your

prospects because you don't like the way

that you look on camera because you

haven't

you haven't taken the time to take care

of this problem. you. It's actually

costing you $2,500 a week and it's also

preventing you from creating new content

because of the same reason that you

don't like the way that you look on

camera, which is basically now costing

you leads coming in.

>> Am I? So, I'm curious. How much longer

are you willing to lose

$2500 a week and seeing your lead count

drop because of this problem that you

haven't given the time to?

>> Beautiful that you Sorry, Faith.

Beautiful that you added it to the

thing. You haven't put the time towards

it. That's very good. I do think we're

premature for a how much longer

question. But before we get into that,

for all of you on this call, guys, and

for those watching on YouTube, I want

you to notice something. Andy had to

really think about what he was saying

there. He was like, "Okay, so there was

this.

>> I didn't feel present.

>> No, I I didn't feel

>> No, don't don't worry. You You did a

great job. You don't need to rattle the

whole thing off in one go." The fact

that you were sitting there thinking it

through act and because it was slow,

it's actually going to make the prospect

sit there and feel really uncomfortable

while you're like going through all the

specific. Oh [ __ ] like this feels she

feels like she's, you know, naughty

child that's on the naughty step, you

know, being told, "So you did this and

then that's done this and then you've

done this and then you pulled everything

off the table and then you made a mess

everywhere." And the fact that it was

slow is very good, but I'm not saying do

it slow intentionally. What I want to

point out to everybody on YouTube, on

the call, is it works because it's

genuine and it works because it's

accurate. You do not have to be perfect

and get it get it all done really

quickly or anything. What matters is

that you take your time to think it

through methodically and you get it

accurate. If it takes you 30, 60, 90

seconds to riff off the recap, so be it.

At least you got it accurate. And

because it was accurate and because you

were genuinely structuring it all

together. Correct me if I'm wrong here,

Faith. I'm going to talk for you. If I

were the prospect, I would feel two

things. Number one, I feel understood.

And number two, I genuinely feel cared

about. And those are two things why

people buy. They they want to buy

because they feel understood. You

understand their problem and therefore

you can help them solve it. and they

want to buy from you specifically

because they feel that you actually

cared about it. That's what makes a

sale, guys. So, I think you did a

brilliant job. What would you add to

that or change to that, Faith? Go ahead.

>> No, literally the thought that went

through my head was like, it's taking

him a long time to say this, but it's

okay cuz he's like getting it. That's

like literally what went through my

head. So,

>> yep. And there's a big difference, guys,

between you being slow and [ __ ] it up

and being slow and getting it right.

It's people don't care so much about how

long it takes you to do it until you

still got it wrong and then they're

like, "Hang on, you got it wrong and you

took [ __ ] ages to get there." If you

take a while, people are thinking, "Oh,

this is a bit slow." But then when you

get it right, they're like, "Okay, I

justify the speed. I justify why it took

you a while to get there because you got

it all right. So, fair enough." What

matters is that you're accurate. Don't

worry about getting it all perfect. Say

the phrasing this way, say the phrasing

that way. Take do it really quickly.

That doesn't matter. Just just please

care enough about your prospects that

you get it right. Okay. All right. Keep

going from there. Andy, I wouldn't do a

how much longer question. I'm not going

to tell you what to do. Think of some

other things to do instead of the how

much longer question. See what you come

up with.

>> Should I do the recap again?

>> Uh, no. We'll skip past that.

>> Okay. Am I am I accurate on on all that,

Faith?

>> Yes, you're totally right.

>> Now, I'm curious. Is there a particular

reason why you feel like now is is the

time to change this?

>> Yeah. I mean, I've already lost a good

chunk of money and I know that I'm going

to keep losing more money if I don't do

anything about it now. And so, yeah, I'm

I'm not willing to continue to lose more

money, but if I don't do something about

it now, I will.

>> Beautiful. I would have just changed

instead of do something about it. I

would have said to paraphrase your

question, why now? If you are, are you

going to prioritize the time? Because

the two words that Faith used earlier on

in the call were prioritize and time.

So, I would have put those into the

question as opposed to just why now?

Whatever you said, is it something

you're going to change? Just use the

specific words. But other than that,

that was good. Answer the question from

their faith and then Andy will carry on.

>> Yeah. I if I don't do something about it

right now, then you know I'm I know that

I'm going to keep losing more money and

I don't want to keep losing more money.

Why? Well, obviously nobody wants to

lose money, but why is it that it's so

prevalent right now in in your mind to

not keep losing money? Is there

something in particular that you're that

you're looking to

um I guess achieve with your business as

far as your your income goes that you

were no longer willing to tolerate this.

Pause. Fantastic question and absolutely

the right topic. Not the best way to

phrase it. So what you're asking is yes,

Faith, you don't want to lose money. Get

it? That's the same as everybody. But

why personally for you, why specifically

for you right now is losing this money

not a not an option. That's what it's

what you're essentially asking, which is

perfect. But the way you phrased it, not

good. And there's two things you need to

change. Number one is put the number in.

You could either say 2500 a week or

10,000 a month. The second thing is do

not ask about a future thing that she

wants the money for. Ask about what it's

costing her in the present. So, those

are the two principles. I'm not going to

tell you how to phrase it. You've done a

very good job of constructing these

questions. See if you can figure it out.

Don't ask about the future. Ask about

the now and put the number in, but the

same topic of question. That was a very

good question. And the reason it's a

good question, guys, for any of you that

aren't following along, this is another

thing that I don't know about Faith's

situation. If you don't know, then she

hasn't expressed it. She hasn't

associated to it. And also, you don't

fully understand. Yeah, you're losing

2500 a month. But for example, imagine

if, and this shouldn't be the real

example, so definitely don't play this

prospect Faith because otherwise you

wouldn't be on a call. If Faith had like

$500,000 in a bank account, do you think

the fact that she's losing 2500 a month

is really going to have got her on a

sales call? No. Like there's something

about the 2500 that's tangibly affecting

her right now. Going from whatever her

income would have been, 30,000 down to

20 has to have tangibly affected her.

She's dipping into her savings. She's

had to move to a smaller place or

starting to move to a small place.

Whatever it is, she's had to give up her

VIP gym membership and go to some

[ __ ] gym in the park. Whatever it is,

like the fact that her income has gone

down for the last 12 weeks must have had

a a knock on must have had a knock-on

effect or she won't be doing anything

about it. Okay. So, you you're right

that you need to understand what that is

and explore it. But use the numbers and

use the right now. All right. Give it

another shot.

>> Okay. So, I'm curious. Obviously, nobody

likes to lose money. I get that. But

what specifically about those $2,500

that we're losing weekly is meaningful

to you? What what's changed?

>> Yeah. Well, previously when I was making

5K a week, I mean, my expenses are 10K a

month. So, I was able to, you know, not

only cover my expenses, but also just do

things, right? Like live life, have fun,

um spend money. And now that I'm making

half of that, like all I'm doing is

covering my expenses. So now I'm in a

spot where like I have a business, but

I'm basically, you know, making it

paycheck to paycheck right now cuz

what's coming in is also going out.

>> Got it. So what were your expenses last

month?

>> 10K.

So your your expenses right now are

double the the money that you're making.

Is it

>> Well, I'm making 2500 a month or 2500 a

week still. So

>> Oh, I'm sorry. I I got that. Yeah, that

was that was my bad. Let me let me

restart from there. So your your

expenses are

>> So I want you to do a good job, but that

happens. I've done that on a sales call.

I I didn't want you to break role play.

You did you did break it. You're like,

"Oh, let me go back."

>> If it was a real call and you [ __ ] it

up, you just knew exactly what you did

and you'd be like, "Oh, I've screwed

that up. Let me let me resay that."

>> And and that was a good thing for you to

practice,

>> but I would have preferred if you didn't

break the role play. But you you would

starting to deal with it in the right

way, which is just laughing it off and

going back and redoing it again. That's

happened to me loads of times. I've done

it on these calls where I've calculated

something and you guys are in the chat.

No, Josh, you got that number wrong.

It's like, oh, oops. Okay, well, I'm not

[ __ ] Einstein, so give me a break.

They got a little bit confused cuz I

think she said she was making 10K

a month. Is that Or did I get that

wrong?

>> I said I was making 5K a week and then

now that my close rate's gone.

>> Oh, 5k a week. Okay,

>> I'm making like 2 and a halfk a week. So

she's gone from 20k down to 10k

basically and her expenses are 10k.

>> So what she said was that at 20k minus

10 I had $10,000 of fund tokens and she

was using those fund tokens as Jordan

Belelfford Wolf for Wall Street would

say. Now she has no fund tokens. So

she's just running a business to stay

still. And she said which is very

important the wording basically to

paraphrase that's not why I got into

business. I got into business to have my

fun and to do what I want to do with my

life. Good for you. So you should. And

so then we would need to later on in in

a minute connect it to the fact that

being in business doesn't necessarily

mean that you get to have your fun.

Prioritizing the things that affect your

business. All of those things is what

allows you to have the fun from running

the business. If you drop the ball like

we teach here and you stop prioritizing

things that are going to influence your

income, just because you're a business

owner, just because you still service

your clients, just because you still do

content, whatever, doesn't mean you're

going to get to enjoy it. And so

connecting all that for her would be a

good way to kind of summarize everything

later on in the call. Anyway, let's go

back to the maths and do the previous

question that we were getting to. The

maths, you know what it is now. All

right, let's keep going.

>> Okay, fate. So right now your expenses

are equaling your income. Am I correct?

>> Yeah.

>> And if if we continue to do things the

way that you're in the current path that

you are or let me ask you this. Is there

anything from your expenses that you

would want to get rid of at the time

that you could possibly get rid of?

>> Going in the wrong direction because it

wasn't her expenses that were the issue.

It was what was above the expenses.

Meaning, what above overall typical

monthly expenses was she enjoying that

she now can't enjoy. That's what we need

to ask about. Okay, go for there. Okay.

So, when you were making the 5K a week,

what on top of your expenses were you

enjoying that now you you don't get to

enjoy?

>> Yeah. I could just kind of spend money

more freely. I could, you know, buy

clothes or things that I liked. I was

taking a trip every single month and

like I've I've cut out the trips the

past couple months because the extra

money isn't there.

>> Okay.

would now now that your expenses are

basically the same and you don't get to

enjoy those things. What do you think is

the best course of action to make sure

that your your business is running not

only the way it used to but that you

continue to grow it. We want to go one

question deeper. I was looking at the

chat guys so I didn't hear what you

said. Faith, what was the things that

you said you enjoyed that you can't do?

Um, I said like just spend my money

freely, buy clothes, things like that.

But the biggest thing was that I was

going on a trip every month.

>> Trips.

>> I cut that out the past three months.

>> Clothes.

>> So, you want to and and this is the

thing to understand with prospects as

well. They will tell you things like

this, this, and this. But if they

specifically emphasize one thing, you

can probably drop the previous two

things. Like, you probably don't need to

mention clothes again. It's not a

burning problem. It's the trips that are

the burning problem. And this is one of

in

>> getting into the pain cuz I thought what

I was trying to do is get to more

ownership.

So then we're still

>> sales call is not linear in the sense of

like we still are getting more pain of

the fact that this is having a tangible

impact. And that's why you can't look at

a sales call linearly because the only

thing that's linear is deeper in the

truth. Deeper in the truth. deeper in

the truth, more specific, more specific,

more specific. As you go through that,

there's pieces of data, pieces of

ownership, pieces of objections, and

they're all like throughout the

conversation. What you're just doing is

following along the bouncy ball and

connecting a piece of ownership here, a

piece of pain there, a bit more pain

there, and connecting that as you go.

It's not pain first, ownership next,

this bit next. It doesn't actually work

like that. There's a rough flow to it,

but as you're saying now, it's like,

"Oh, we going back into pain." Yeah,

we're going back into pain because it's

coming up again.

>> Okay,

>> make sense?

>> So, what I would have done is Okay, so

you mentioned a few things, but it

sounds like the trips that you're no

longer able to take glass half empty.

Not don't say this. Got it. So, it

sounds like it's a lot of things. The

trips that you would like to take. No,

don't say that. The trips that you are

no longer taking. present pain, not

future lack of pain, future lack, which

would create pain. The trips that you're

not taking is the issue. I'm curious,

what is the biggest issue for you

personally with not being able to take

these trips every single month that you

used to take every single month? Oh,

it's this and it's that and it's blah

blah blah blah blah. Getting faith to

relive those moments. Every month I go

away to somewhere warm and sunny because

where I live is always cold. It's

somewhere that has eternal winter for

whatever reason and I genuinely don't

like the cold. Now I like where I live.

My family are here. My friends are here.

I've got a great job, but I hate the

cold. And so the way I mitigated that

was every month I would go somewhere

warm. Got it. And so when was the last

time you were able to get away? In fact,

that's a bad way to phrase it. How long

have you been stuck in the cold? Better

way to phrase it. How long have you been

stuck in the cold? Oh, 16 weeks since my

last trip. So, given that you hate the

cold, as you said, and you've now been

stuck in the cold for 16 weeks, you

haven't felt any sun. I'm curious,

Faith, how do you feel? Oh, I feel

terrible. I'm depressed. I'm this blah

blah blah blah blah blah blah. And we're

just going deeper and deeper and deeper

and deeper into the pain. And so now

we've got she doesn't like the way she

looks because she didn't prioritize the

time. It's costing her $2,500.

It's making her hate uh living in the

cold that she previously didn't have to

always be in. She's now feeling

depressed. I think I missed one here. Um

I think there was another one there. But

you see how we're connecting it all

together and we've got this huge story

now of why it would be absolutely absurd

for her to not take action on this call.

I could even go another layer. Given

that you said you've been borderline

depressed for the last four months, this

would be a good time to do this. Is that

having an impact on any of the other

areas of your life? Oh, yeah. I'm not

dating. I'm not socializing. I'm not

going to church anymore. Depends how she

phrased those things. If she emphasized

church, I would be like, "Okay, I I

noticed that when you said not going to

church, that was the biggest thing." and

she says, "Yeah, because going to church

is really important to me and I haven't

been for four months." And so, we're

just listening to what she's saying and

going deeper and deeper off all of those

things. Does this make sense? Okay, jump

back in. We'll probably go another 5 to

10 minutes. We usually go for an hour

and a half, but this is fantastic. So,

we'll keep going. Jump back in, Andy,

and I'll give you a hand when you get

stuck.

>> Okay, Faith. So, you mentioned you

you're not getting to spend that extra

money on clothes, and I I noticed that

your expression changed when you

mentioned the trips, but I'm assuming

those are very important to you. Are

they?

>> Yeah.

>> Why? Why is that?

>> Yeah. I mean, I live somewhere cold and

it's winter right now. So, I mean, you

know, regardless, I like to go away

every month, but especially right now,

um, I would be going to Florida and I'm

stuck in the cold instead.

>> How how long have you been stuck in the

cold since your last trip?

>> 3 months.

>> 3 months. And how how did it feel you

you're not being able to go to Florida

right now?

>> I would just change to how do you feel,

not did. Okay.

>> Keep it in the present. But good

question.

>> How do you feel now that you're here in

the cold and not in Florida where you

would typically be?

>> That was a much better way to phrase it

as well. How do you feel now you're

here, not there or here instead of

there? That was very that's like psych

that's deep psychological framing. That

was very good. Notice guys, unless

Andy's studied NLP,

just by naturally being curious and

being curious about the right things and

talking authentically, the psychological

NLP [ __ ] just comes out. You don't need

to train NLP to know this [ __ ] It's

just like, hang on, normally you would

be in Florida, but right now you're in

the cold. So, I'm curious, how does it

feel to be in the cold instead of in

Florida? Oh, it feels terrible. That's

just listening and being authentic and

being curious. You don't need to know

that if this then that and if this

instead of that is specific framing in

copywriting and marketing and NLP. You

don't need to train on that. Same with

tonality, guys. Like it blows my mind

that people actually think you need to

train tonality. Just listen. And if

you're actually listening and invested,

you'll be emphasizing things that are

naturally needing emphasis. If you're

really confused, you'll sound confused.

If you're really shocked, you'll sound

shocked. You don't need to train the

tonality. It just comes out naturally.

Okay. All right. Good stuff, Andy. Keep

going.

>> You You were telling me how how the So,

how is that making you feel right now?

>> Sorry. What was the last thing you asked

me not being in Florida? How does that

make me feel?

>> Yes. Not you're you're here in the cold.

And how how does that feel? The fact

that you're not in Florida where you

would be right now.

>> Yeah. I mean, it it sucks. Like, it's

cold here. It's dark here all the time.

It sucks.

>> Okay, Faith. So, just so I'm clear,

>> great stuff, Andy. Just as an example,

guys, I'm not saying for Andy to do

this. I'm not saying you should do it.

I'm not saying you have to do it. I just

want to demonstrate the power of

scriptless selling. We are pretty deep

here into pressing on faith and making

her feel the situation, feel the pain,

which is great. That's what you need to

do. But just for the heck of it, just

for fun, and I don't mean fun as in my

fun. I mean fun as in like let's just

really engage in this conversation. If I

was the closer with the prospect, I

could do a pattern interrupt that is

still going to be productive to make the

sale and I could say something like

this, but I'm prefacing all of this to

say, not saying you should do this, not

that you have to, it's just this is the

power of script selling. So we're deep

in the pain face like, oh, it feels

terrible. I feel [ __ ] I could say, "How

soon do you want to go on holiday?" or

"How soon do you want to get to

Florida?"

>> And be like, "What's a holiday?"

>> And so now I've just shifted the energy,

shifted the context. And and it's like,

you know, we we've gone deeper into the

pain, deeper into the pain, deeper into

the pain. And one thing you've got to be

careful of is like, are we going so long

on the same emotional tone that the

prospect can just go numb? like they

just zone out because we're just going

on pain pain pain pain pain pain pain

pain pain pain pain pain pain pain pain

pain pain pain pain pain pain pain pain

pain pain pain pain pain pain pain pain

pain pain pain pain pain pain pain pain

pain pain pain pain and you can do that

it's not a problem but like sometimes

just switch it up that's the point of

script

it up and crack a joke but switch it up

and say something that's relevant to the

pain but from a different angle. Okay,

so you feel like [ __ ] because you're not

in Florida and instead you're in the

cult. How quickly do you want to get a

ticket booked to Florida? Oh, that'd be

amazing. And then now she feels great

about it. And I'm just I'm like I'm

almost giving her like emotional

whiplash. And that's the point. The

thing that you want the prospect in is

feeling something intensely. When

someone's imagining the hypothetical

future, they're not really feeling

anything, guys, cuz it's just

hypothetical nonsense that doesn't

exist. How are you going to feel when

the wind's blowing through your hair and

you're driving in your Ferrari? Oh, it's

going to be so good. [ __ ] you're

not even really thinking about it

because you and I both know it's a fairy

tale and we're just making it up.

Whereas, if I'm getting Faith to explain

how [ __ ] she feels in the cold, she's

actually feeling emotions about how [ __ ]

she feels being in the cold. And if I

then say, "When do you want to get your

flight booked to be in Florida?" She's

actually genuinely feeling excitement at

the concept of, "Shit, I could actually

book a flight. Obviously, I just need to

fix my prioritizations to fix my health,

to fix my weight gain, to make more

money, and bang, I can buy the flight.

So, I just wanted to give you an

example, guys, of the beauty, the joy,

the fun, the flexibility, the

authenticity of a scriptless selling

call. So long as what you're doing is

relevant and it's genuine, there's a lot

of different ways you can do things.

Okay. All right, Andy, keep going from

there. So, you were at the point where

you'd asked, "How does she feel?" Yeah.

We'll go from there.

>> How soon do you want to get to Florida,

please?

>> I would love to go right now if you're

you're buying a ticket.

>> Well, just so I'm clear, you're in a

situation that

>> pause. It would be unccalibrated if you

didn't respond to that. So, you got to

say something because she

>> Well, I was going to uh but it was going

to be close to the the ticket, but

>> Okay. All right. Let's see what you've

got. All right.

>> You're losing $2,500 a week, which

that's about $130,000 a year. That and

assuming that you kept your your lead

genen the same, do you know how many

Florida tickets that would be? I mean,

trips. A lot. A lot. A lot.

>> I think more than 25 if you ask me.

>> Yeah.

>> So, I I love what you did. I love what

you did. How creative it was. Take it

one level more. If you're going to do

that, it's beautiful. You could then tie

it to a how much longer question and you

could say how many how many trips do you

typically take a year? I think she said

one every quarter, which would be four.

You then asked a great question which is

how many how many tickets is that? And

you could just do the math. So you said

one 130,000. You could then say let's

just say you wanted to fly business

class, which by the way is another

playing on the psychology a little bit

cuz possibly she doesn't usually fly

business class. So you're really

drilling the point home of how much

money she's wasting. You could say,

let's say you wanted to fly business

class every time and it was $5,000 or

even first class. $130,000

divided by $5,000

that is 26 trips. If you do four a year

flying business class, how much longer

do you want to flush away the next 6 and

a half years of your trips to Florida

because you do not prioritize getting

your health sorted. And now we're

stacking it up and saying the amount of

money you you're losing is 6 and a half

years worth of you not taking your trips

to Florida. And that's just in the last

year how much you've how much money

you've or in a year how much money you

would lose if you don't get this

handled. Does that make sense?

>> I like the creativity of what you're

doing. What's that, Faith?

>> I said once a month.

>> Oh, once a month. Okay. So, maybe we

can't do the business class thing then.

But you get the point, guys. It's just

have fun. Do what Andy did, which is

great. So, jump back in from there,

Faith. So, Andy said, you know, the

stuff about the calculation, go from

there. So, let me I kind of lost my

train of thought. Okay, I I got it. Do

you know how many trips that that is,

Faith?

>> Wow.

>> Now, I don't know if you normally travel

business class, but let's just say that

you did decide to go on business class.

$130,000

and a business class ticket is about 5K

and you're taking 12 12 trips. Am I

right?

>> Or used to

>> because now now you're stuck in the

cold.

>> But

>> very good addition. Just dropping those

little things in there is very good.

Sorry to interrupt. Keep going. That's

very good, Andy.

>> So if we divide $130,000 that you're

currently losing a year, keep in mind

that's assuming lead genen is the same,

which obviously would drop without

having any content filled. But let's

just assume 130,000 divided by 5,000

that's 26. So it's at least 2 years of

Florida trips. How much longer are you

willing to lose two entire years of

trips to Florida? Pause. You got to add

on the the ownership piece. How much

longer are you willing to lose? Two

entire uh years of trips of your trips

to Florida because

>> you continue to choose to not prioritize

your health.

>> You got to add some type of it's your

fault onto the end of it.

>> Otherwise, it almost sounds like a dumb

rhetorical question. How many more years

of trips do you want to lose? No. No

more.

>> Right? Whereas if you add the because

you're choosing to, then they they can't

escape the fact that it's been their

choice. So do that again.

>> Okay. How much longer are you willing to

flush down two entire years of trips to

Florida because you're not willing to

prioritize your health and fitness?

>> Not any longer. I mean, especially if I

could be flying business, which I'm I'm

not, that makes it even even worse.

>> Are you willing to do something about

it?

>> Yeah.

>> One thing to be careful of, if the

prospect says, "If I could, they're

they're being indecisive with what

they're saying or what we would call

non-committal." So, I would tie it down.

Well, if I could travel business class,

then not another day. Well, let me ask

you, Faith. If you take care of your

health and you put yourself in a

situation where you like the way you

look again, you start producing new

content, you actually feel the way that

you need to feel on your sales calls, so

your close rate goes back up to 80%.

Could you travel business class and take

those trips over the next two years?

Yes, I could. Yes, I could is committ.

Even no, I can't is fine. I'd rather yes

or no. But if is neither. It's

indecisive. You can't close someone on

an if. You need to tie them down. Does

that make sense?

>> What was the question that you asked by

at the end?

>> Don't remember.

>> Okay. I I think I got

>> If the If the prospect says if you need

to ask them,

>> well, what do you think?

>> We're just turning it from an if to a,

well, what's the situation? I could say,

what do you think? I could say, what's

the situation? I could say, how do you

feel? I could just sit in silence and

she'll probably sit there and be like,

"Well, no, I definitely could. I could

literally say nothing and just make it

feel really awkward until she opens her

mouth and says something." There's a

infinite number of ways you can get that

next piece out. It's just knowing that

when the prospect says an if, you should

you should get something definitive.

>> Yeah.

>> Okay. All right. Keep going. Well, if

you did prioritize your health and

fitness so that you could show up not

feeling distracted to your calls and you

could fill up your pipeline with content

ready to post, could you fly business

class?

>> Yeah, I I definitely think I would be

able to.

>> And when when is that?

>> I want it to be now.

>> I don't know where to go from here. We

will stop the role play there, but there

are a few other things that are missing

in the call. So, I just want to be

thorough, but we're not going to go into

them. We're not going to train on them

today. Fantastic job, Andy. Really

brilliant job. I'm going to go into that

in a minute. Couple of things that are

missing, just so that you all know,

guys. The two main things that are

missing is why does she need to pay for

assistance to lose the weight rather

than just get off her ass and go to the

gym? Why does she need a trainer? Why

does she need whatever comes with the

program? That's number one. Number two

is why your brand? Why your company? So,

those are the only two like major things

that are missing. Because without those

two things, being honest, you could

probably close her right now anyway

because you've had such an honest, deep,

authentic conversation. But I don't like

to gamble my commissions. I'd rather

just know I've covered everything. And

the two missing pieces are why does she

need help or what does she need help

with and why does she feel that and then

why us which is why your company and

that's it. You've you've done enough at

that point. Now for those that are

wondering well Andy's just done a how

much longer question like do we not have

to pull them out of the discovery? No,

guys. You can then go and ask those two

questions and then you can summarize

without a how much longer question and

you can move into your pitch. The how

much longer is just somewhere near

towards the end of the call. Ideally at

the end, but it's not essential. You're

getting that definitive commitment that

she knows it's costing her more in

whatever cost means than she's willing

to pay, and she knows it's been her

choice or her fault. That is what the

how much longer question is essentially

doing. How much longer are you willing

to pay X price for your own cause?

That's what that question is doing. So

long as they agree the amount that it's

costing me is more than I'm willing to

pay and I know, acknowledge, accept, and

commit that it's my fault and I'm not

willing to continue making those

decisions. You've done the job of that

question. But as we were doing at the

start of the call and look how far we've

come, which is fantastic. If you ask

that how much longer question on your

fourth question, it's not going to do

anything for you. Completely wasted the

question. It won't do anything. Okay,

hopefully that makes sense guys. We are

over on time so we're not going to do a

Q&A per se but I am going to get some

feedback from Faith and I am going to

get some feedback from Andy and then

we'll go ahead and wrap up. Faith you

first before at the start of the call

versus at the end of the call some of

the key takeaways that you noticed some

of the key things to share with Andy and

then anything that you would obviously

share that the people on YouTube are

watching as well.

>> Yeah. So, at the start of the call, I

think, you know, there's like a lot of

things, right? You're you're nervous,

like you're not sure what to ask and

things like that. Um, but it did feel

very like I felt very distant from Andy,

if that makes sense. Whereas towards the

end of the call when like your

personality started coming out, like you

started throwing those like little digs

and jabs, which like are probably very

like you and like on brand for you, like

I felt like, okay, like I'm getting to

know this guy because you just started

being yourself. So, even if your

questions aren't there yet, things like

that, you being yourself made a huge

difference towards the the end, which I

really liked. Um, and it almost did more

than your questions did, if that makes

sense. So, that was one thing. I think

we obviously the role play is just so

long that we probably didn't cover what

we needed to cover. Um, I think the call

was very like logistical. We talked

about the money, kind of talked about

the money, and then like ran with the

money the whole time and we didn't

really get into anything emotional.

There's definitely more emotions to come

out. I do think that maybe if the call

had not been like broken up, where those

openings would come from would probably

be more obvious. I was going to say that

I think for me I think I I just need to

get more comfortable and

dig in deeper in the pain with my

prospects

>> because and just get in the mindset that

I am serving them by doing that and

making the right decision. Obviously, if

I know that I can help them and I think

that I don't do that enough because of I

guess the the empathy that I feel for

them right then on the call, but it's

it's not any good for them if it's not

going to help them make the right

decision.

>> Spot on.

>> And then just two other things which

were just came up throughout the role

play. you something that you had said

when you were giving an example like you

had mentioned early early on that you

don't when you become an enlightened

person it changed the way you answered

questions that was just like a kind of

like one-off thing that you said I don't

even know if you remember saying it when

you're talking about the morning routine

and like that was just so interesting to

me it was like I don't think I've ever

heard that

>> which is interesting because like most

of the time we're not talking to

enlightened people on our sales calls so

that was just like a very interesting

thing to know and then also for us as in

our personal journey like, have we

gotten to the point where we're

answering questions non-emotionally? It

was just like, okay, cool. Um, need to

think about that. And then another thing

that Josh had said was you don't need to

train on like NLP and tonality and

things like that because as you learn to

grow about people and understand things,

those things naturally happen. Um, and I

think very recently for me that clicked

like there was something happened this

week. um where someone this a

non-enlightened person asked me to look

at their Tinder profile and I looked at

it and it was just like so weird but I

was like you are literally wanting one

night stands right now but you're

optimizing your profile for long-term

relationships but like the the fact that

I even said that I was like what like

how did I know that but it's like

because from taking calls like I'm

getting to know people like

understanding the way people think the

way they view things like copy marketing

all this weird stuff and like the fact

that I was able to just like have that

realization was like, "Wo, like sales

has changed my entire like mindset." So,

>> what Josh said about not having to study

like marketing, NLP, all that stuff is

so true. understanding humans. For those

that haven't seen it, by the way guys, I

recommend you watch the latest YouTube

video that I put up today covers this

exact point that understanding humans,

mastering understanding human beings and

mastering yourself are the two highest

value skills that you can possibly

learn. If you just learn those two

things, everything else can just

naturally happen as a result of that.

You have to master yourself and you have

to master other people. Okay. All right,

Andy, final takeaways from you. Anything

else?

>> It's definitely me feeling more

comfortable digging into the pain and

long enough. Excellent. All right, guys.

The final one from me is, and I noticed

a bunch of you said this in the chat.

I'd already written it down as well.

There was a few moments where Andy would

say something, I would pause, I would

give him feedback, and then he would

execute it. And I could be imagining

this. I don't think I am. But I could

almost see him smiling and enjoying

getting the feedback and then

implementing the new thing and being

like, "Wow, I'm actually learning a

better way to execute this." And that's

what it's all about, guys. Like having

fun learning these developments, jumping

on the role play. It's uncomfortable.

It's a bit awkward. You know, you've

never done it before, but actually when

I give you feedback and you smash it and

you give it a go, it will be fun. And so

that's the highest level thing you can

do as far as being a participant in the

mastermind and being on these role plays

is get the feedback. Get the feedback,

implement, and actually have fun with

it. It's I remember every time I got

feedback from M, although most of it

stung, I was like, "This is fun that I'm

growing as a person. I'm learning new

things. I'm getting to develop. I'm

becoming more as a person. It's what

it's all about." For everyone that's in

the mastermind, it's not a coincidence

that the thing that you will find most

fun is actually learning. It's not going

out partying. It's not going out

drinking. It's not even buying the

thing. It's learning and being like,

"Wow, I've gone from a person that can't

execute blank to now can execute blank."

And you have a big smile on your face

like a chesha cat because that's the

funnest thing for you is to go to the

next level. It's what it's all about

being in this mastermind, guys. All