0:02 So, the following video is a full guide
0:04 to closing agency sales calls. It's
0:06 going to cover every single thing from
0:08 the foundations, the mindset to the
0:09 scripts to the pitching to the
0:11 objections and everything that you need
0:14 to close deals. Now, this is designed as
0:16 a resource that you can use. Honestly, I
0:17 would save this. I would bookmark it. I
0:19 would do whatever you can and just come
0:20 back to this whenever you have a sales
0:22 call to just make sure you close deals.
0:24 There will be nothing that's missing
0:26 that isn't covered in this video. And as
0:28 we go through this, I'm going to link
0:29 some of the resources that we have
0:31 inside our free school community as
0:33 well. Things like the line questioner,
0:34 things like the objection handling
0:36 tracks that if you want access to, you
0:38 can just access using the link below.
0:39 And again, for this, absolutely
0:41 everything is free. And the reason that
0:43 I'm creating this is that I get so many
0:44 questions on sales when I'm coaching an
0:46 email gadget program, when I'm taking
0:49 calls inside my free community of people
0:51 just don't have a system for closing the
0:53 deals. They can book the calls using our
0:54 systems, but then when they get on the
0:57 call, there's just so much lack of
0:59 clarity that they don't have. So, this
1:01 video is meant to solve that completely.
1:02 So, the way the video is going to be
1:03 structured, there will be timestamps in
1:04 the description, but it's going to be
1:06 broken into all the sections of the
1:09 sales process, starting from foundations
1:11 going through to every single other part
1:12 of it. And just for clarity, these are
1:14 the exact systems that we use to go from
1:17 not being able to close a $200 setup
1:19 cost with our agency to being able to
1:22 close deals worth $24,000 upfront on a
1:25 single sales call. We also work with 300
1:26 plus agency owners who have used the
1:28 exact systems as well to again close
1:30 deals that are 5K a month, 10K a month,
1:34 15, some up to $25,000 per month, right?
1:36 Some working with hundred million dollar
1:37 companies, billiond dollar companies.
1:39 And these are the exact same frameworks
1:41 and processes used on those calls as
1:42 well. Right? So whether you're starting
1:44 out, whether you're experienced again, I
1:47 would use this, study it and apply it as
1:48 much as possible. So the first part of
1:50 the foundations is scripted selling
1:52 versus scriptless. Right? So on the
1:54 scripted side is some people say, "No,
1:56 you need an exact process. Every single
1:57 question needs to be so straightforward.
1:58 Just need to say these things and
2:00 they'll buy." The other side is like,
2:02 "No, if you don't use a script, you'll
2:03 have more flexibility. You just need to
2:05 know certain things about the prospect
2:07 to get this outcome." either side is
2:09 correct, right? And if you ever hear
2:10 someone saying this is the only one that
2:12 works, they're most likely selling you
2:15 something, right? So, the key thing that
2:16 I want you to think about as we go
2:19 through these sections is that instead
2:21 of, you know, thinking, okay, I need to
2:22 ask every single question on this
2:24 script, which I will give you, I'll give
2:25 you the exact scripts that we use and
2:27 that our clients use, I want you to
2:30 treat every single section as a
2:32 checklist. Think of it like there's
2:35 certain things that a prospect or a
2:38 person needs to have in place to buy.
2:40 For example, if someone gets on a call
2:42 and they have absolutely no pain and no
2:44 problem, are they going to spend 5,000 a
2:46 month for your services? No, of course
2:49 not. On the other hand, if they have the
2:50 pain, they have the problem, but they
2:53 don't have a reason to do it right now,
2:55 are they going to buy? Probably not. So,
2:57 this is why you'll have calls to
2:58 prospects. They'll have the pain,
2:59 they'll have the problem. you can help
3:02 them, but they'll be like, "Yeah, but I
3:04 need to think about it or I need to talk
3:05 to my partner. I need to talk to my
3:07 spouse." Then you don't hear back from
3:08 them. Like, yeah, just follow up in a
3:11 month. Never happens. So, think of it
3:13 like every single section is a
3:14 checklist. And this will make a lot more
3:16 sense as we go along. The second
3:17 foundational thing that I really, really
3:20 want you to understand, and honestly, if
3:22 everyone can just understand this, you
3:24 will make so much more money, right?
3:27 Honestly. And the thing is, you need to
3:30 know why you're asking every single
3:32 question in the sales process, right?
3:34 And for any of you who have done sales
3:35 in the past, you'll know that there's
3:38 some questions that are emotional or
3:40 some questions that are more personal
3:41 like asking for their current revenue,
3:43 asking for why do you want this goal?
3:45 Why is this important? So many
3:47 salespeople, so many agency owners, they
3:49 get on a call, but they hesitate on
3:51 asking this. They know they need to ask
3:52 it. They know it's important, but they
3:54 just don't do it. Why? because they
3:56 don't know the reason for why they're
3:57 doing it. And I'll say one thing here,
3:59 and honestly, really just pay attention
4:02 to this. There isn't a single question
4:04 in our line of questioning, in our sales
4:08 process, that is there to manipulate or
4:11 un like wrongfully persuade a prospect
4:14 to do anything. Every single question in
4:16 this script is designed to help the
4:18 prospect because if they don't have
4:20 these things, they will not buy. And if
4:21 they don't buy, their lives won't
4:23 change. and the lives won't change you
4:25 failed as a salesperson. So an example
4:28 of this is there's a question in the
4:30 process talking about okay understanding
4:32 why do they want this call what's the
4:34 reason behind it what's the motivation a
4:35 lot of people a lot of agency owners
4:37 when I'm on my coaching calls inside my
4:39 program if I'm on eman's coaching calls
4:41 inside there they always say like yeah
4:43 but people are going to think I'm salesy
4:45 like cuz I'm asking a salesy questions
4:46 people aren't going to buy it they're
4:48 going to put their guards up but then I
4:51 ask them imagine two prospects one of
4:52 them you ask them why do you want to get
4:55 to the 100k Because m I want to make
4:58 more money. Yeah, but why? Yeah, like
5:00 100 is like a nice number. Okay, but
5:02 like why do you want 100k? No, like I
5:04 just want I just Yeah, I just want to
5:05 make some more money. Maybe I'll like
5:07 travel a bit. Okay, that's prospect
5:09 number one. Prospect number two, you're
5:11 asking why do you want to make 100k?
5:13 I'll be honest. All of my family died.
5:15 I'm the only person who can take care of
5:16 my three daughters that I have right
5:18 now. I'm working three jobs. I'm doing
5:19 everything I possibly can in the world
5:21 to make this work. I need to take care
5:22 of my wife, my kids, and if I don't make
5:25 this work, they're all going to die.
5:26 Who is going to be more motivated to
5:28 take action? Who is going to be more
5:30 motivated to change their life?
5:33 Obviously, the one with a clear reason.
5:35 So, when we're asking emotional
5:37 questions and a prospect is like, "Hey,
5:38 but why are you asking me this?" You'll
5:41 just say something like, "Honestly, all
5:43 the clients we've seen who've gotten the
5:45 best results possible, they all had a
5:47 clear reason why. And if I can
5:49 understand yours and you can understand
5:50 yours more importantly, the likelihood
5:52 that you succeed is so much higher. So
5:54 now it's like, okay, you understand why
5:56 you're asking this because the people
5:57 who know this, they get the best
6:00 results. So this is what I mean by
6:03 understanding the questions that you ask
6:04 and the reasoning behind it. So I hope
6:06 that makes sense and as we go through
6:08 the exact questions, it'll again even
6:10 make more sense. So the next step in the
6:13 process is called the preall steps,
6:14 right? And pretty much what this is is
6:15 let's say you have a call booked,
6:17 whether it's from outbound content,
6:18 whatever it is, but it's on your
6:19 calendar and it's coming up soon. These
6:21 are the steps that I'd recommend you
6:23 take, right, to maximize the chances of
6:24 you closing the deal. And I'll be
6:27 honest, none of these steps are
6:29 salesreated. Honestly, it's all things
6:31 that are outside of sales that make the
6:33 biggest impact. I mean, imagine this.
6:36 Let's say that you have a call at 6 p.m.
6:37 The entire day you've had backto-back
6:39 chaos. You know, your girlfriend's
6:41 calling you. She's shouting at you for
6:42 something. your clients, something
6:44 happening there, there's a problem here,
6:45 there's a problem here, your car broke
6:47 down, all these things. Then you get on
6:49 a call at 6 p.m. If you don't have a
6:51 pre-call process that can get you in
6:53 state, that can get you calm, right?
6:56 That can ease the nerves and all the
6:57 things that happen throughout the day
6:59 and just compartmentalize that, you're
7:01 just going to bring all that chaos onto
7:03 the call. You're going to be scattered.
7:04 You're going to be thinking about other
7:05 things. You're going to be typing at the
7:06 same time. You're not going to be fully
7:08 present. So what I'd recommend before
7:10 every single call and I do this very
7:12 often right now. I do it before team
7:14 calls, sales calls, everything is you
7:16 need to get into state. And I always
7:18 thought this sounds so like woo woo
7:20 fluffy like what are you talking about
7:23 getting in state and honestly this makes
7:25 more of a difference than anything. So
7:27 what I do before I have a call is 5
7:29 minutes before the meeting I'll have the
7:30 script ready. I'll have it on screen.
7:32 I'll join the Zoom call. And what I'll
7:35 do is again I can imagine it sounds
7:36 pretty like what are you talking about?
7:39 But you sit there, you close your eyes
7:42 and you take six deep breaths. And when
7:43 you're doing this, the intention that
7:45 you're looking to provide is you want to
7:47 release all the other things that have
7:48 been happening throughout the day.
7:50 Literally think, I'm just releasing
7:52 this. And you want to set your
7:54 intentions. And your intentions
7:55 shouldn't be, oh, I'm going to close
7:57 this deal. I'm going to uh yeah, I'm
7:58 going to close this deal. I'm going to
8:01 buy. What you want to do is set the
8:03 intentions to honestly just genuinely
8:05 listen to the prospect, solve the
8:07 problem, right? And present your
8:10 solution. That is it. Because when you
8:11 have all this pressure and all this
8:14 anxiety from sales of like, oh uh uh
8:15 what if I say the wrong thing, what if I
8:17 what if all these things, if your
8:20 intention is to genuinely help someone,
8:22 all of that goes away. All the anxiety,
8:23 all the nerves, all the stress, all the
8:25 pressure, it goes away because now
8:26 you're trying to help them. I remember
8:28 when I was taking my first ever sales
8:29 call, it was booked for like 7:00 p.m.
8:32 in the evening. I woke up at 7:00 a.m.
8:34 And from the second I woke up to the
8:36 second I took the call, which didn't
8:38 even show up, I was nervous. I was
8:39 anxious. I had a knot in my stomach
8:41 being like, "Oh man, I I honestly just
8:43 hope they don't show up because I'm so
8:46 anxious for this call, right? Because my
8:49 intentions were wrong." So again, before
8:51 your next call, before any call that you
8:53 take, try this. Six deep breaths,
8:55 release everything, set the intentions,
8:57 and I promise you, you will feel 10
8:59 times better and 10 times calmer and
9:01 more ready for the call. Now, the first
9:03 step when you're on the call is that you
9:05 want to set the agenda. Now, very
9:07 simply, what this looks like is you get
9:09 on the call. Honestly, you don't have to
9:10 do any of the small talk stuff. Oh,
9:12 where are you from? Who's your favorite
9:13 sport? No one actually wants to have
9:15 that conversation. All I do when I get
9:17 on a call is I say, "Hey, how's it
9:18 going?" They say, "Hey, it's going well.
9:21 Everything's fine." Then I pull up their
9:23 website. I would have already had it
9:24 pulled up, but I was like, "Yeah, I was
9:25 looking forward to the call just to
9:27 confirm, you're in the paid advertising
9:29 space. Is that right?" They say, "Yes,
9:31 that's right." And again, obviously
9:40 for this call because we are just
9:41 meeting for the first time. What I
9:42 wanted to do is I just wanted to ask
9:43 some quick questions. Help me understand
9:45 you know what your goals are, where you
9:47 are right now. If we can help you out
9:48 and if it all makes sense, happy to give
9:50 some recommendations, answer any
9:51 questions. Would that be okay? Yes. Then
9:54 you start with the questions. That is
9:56 the rapport and all the the agenda
9:58 thing. That is it. Don't do some small
10:00 talk about what soccer teams do you
10:02 support, what where are you based, where
10:04 you no one actually cares. So just do
10:05 that. Honestly, you can just use these
10:07 lines verbatim and then get straight
10:09 into the questions. Now remember what I
10:12 was saying earlier, each section has a
10:14 goal. It has an objective. We don't care
10:16 about the exact questions as long as we
10:19 can get this objective ticked off. So
10:21 the first objective we have on a sales
10:24 call is to identify the pain slash the
10:27 challenge. What is the problem that
10:28 caused them to want to be on this call?
10:30 Because without a problem, you cannot
10:31 make a sale. It is absolutely
10:34 impossible. So the first thing I always
10:36 ask on a call is cool. So Mr. prospect,
10:37 in your opinion, what would you say is
10:39 the biggest challenge you're facing in
10:41 growing the agency right now? And again,
10:43 just tailor this to your situation. What
10:44 would you say is the biggest challenge
10:46 in growing your roofing agency right
10:47 now? What would you say is the biggest
10:49 challenge in growing your ecom brand
10:51 right now? And they'll say it, "Oh,
10:52 getting more leads, signing more
10:54 clients, making more sales, or they'll
10:57 say some long thing, but it always just
10:59 ends up as being a simple problem." Now,
11:01 if they're like, "Oh, but I don't have a
11:02 problem right now." And honestly, the
11:04 only time that they would say that is if
11:05 you didn't ask the question correctly,
11:07 but let's say they're like, "Oh, I mean,
11:08 it's it's okay. I just want to learn a
11:10 bit more about what you do." What you
11:11 say here is, "Hey, that's perfectly
11:13 fine." And just so I know where we're
11:14 actually looking to go. Let's say 6 12
11:16 months in the future. What's your goal
11:18 with the business revenue wise? Oh, I
11:20 want to get to 100K. Perfect. And right
11:21 now, where are you guys round about? Oh,
11:23 we're at 10K. So, what do you feel like
11:24 is holding you back from making this
11:27 jump as fast as possible right now? Or
11:29 another question is why do you feel like
11:31 you haven't gotten to that goal yet? And
11:33 if you frame it like that in the past
11:35 tense especially, it's like they're not
11:37 there. So they can't say there's not a
11:39 challenge because just by them admitting
11:41 a gap, it implies there is a challenge.
11:44 It implies there is an obstacle. So if
11:47 they're being like a type ego prospect,
11:49 it's like, yeah, so what stopped you
11:51 from getting there already? Oh no, no, I
11:53 think I can get there, but I uh I think
11:55 we just need some more time. Okay. So,
11:56 what do you feel like has held you back
11:58 from getting there faster? Oh, I mean,
12:00 if we could get more sales, then that
12:02 would help us get there faster. Okay, so
12:03 the main challenge right now in growing
12:05 the business faster is just getting more
12:07 sales. Is that accurate? Yes. Challenge
12:09 ticked off. Done. Right. That's it. If
12:11 you want, you can have them expand on it
12:13 in more detail, but it's not clear. If
12:14 someone comes on the call, they're like,
12:17 "Oh, yeah. Uh, yeah, just like growing
12:18 is the biggest challenge right now."
12:19 When you say growing, like what do you
12:21 mean? Oh, like signing more clients
12:23 consistently. Like, if we could do that,
12:25 we'd hit our targets. Okay. So you can
12:27 get them to expand. Just ask what do you
12:29 mean? Uh could you expand on that? It's
12:30 very straightforward. So now that we
12:31 have the challenge, the problem, take
12:33 that off. That's done. Now the next
12:34 thing we want to do, the next objective
12:38 is to find pain and actually create
12:40 pain. So they've mentioned the problem,
12:42 but this is very surface level. So what
12:45 we actually need to really give them a
12:48 reason to buy now is understand why
12:50 that's painful. Why is this a problem?
12:52 And the way that you can do this is
12:53 either asking like I was saying, you
12:55 know, what makes you say that this is a
12:57 problem? How is this showing up in the
12:58 business? And again, you need to be very
13:00 flexible with your questions. You you
13:02 should have many different questions to
13:04 actually get to the same outcome. But
13:06 another way of doing this very simply is
13:08 just by chunking it down. So if they
13:10 say, "Yeah, I need more clients or I
13:12 need more bookings, whatever it is,"
13:13 then you just go into it. It's like
13:15 perfectly fine. So let's just get a
13:16 baseline. In the last seven days, how
13:19 many bookings have you gotten? Oh. Um,
13:22 none. Okay. And 7 days before that, how
13:26 many bookings did you get? Uh, like one.
13:28 Okay. And the week before that, oh, I
13:30 don't know. Um, probably probably
13:32 nothing again. And yeah, the week before
13:33 is probably the same as well. Okay. So,
13:36 just confirm in the last month you got
13:40 one booking. Yeah. Again. So, just by
13:42 making them admit the numbers, it's
13:44 already creating pain. And it's like,
13:46 okay, so how does that month differ to
13:48 the previous months? I mean, is that
13:50 higher? Is that low? Is that a normal
13:52 amount? Yeah, I'm saying that's like the
13:55 normal amount. Okay. And how long has
13:58 this been a problem for?
14:01 Uh, I'll be honest, like uh 9 months.
14:03 We've been running the agents for like 9
14:04 months now. Okay. So, you've been
14:06 running the agents for the last 9 months
14:08 and you've been booking around one call
14:11 every single month. Is that accurate?
14:14 Yeah. So just by them saying that it's
14:17 like okay pain there's there's visceral
14:20 pain there and it's like so given the
14:21 fact that you have booked one call a
14:23 month for the last 9 months like how is
14:25 that having an effect on growing the
14:27 business and hitting your goals? Well I
14:29 mean to be honest like we just have near
14:31 no opportunities to grow and to actually
14:34 sign clients. Okay. So what do you feel
14:36 like you would need to get to the point
14:37 where you are signing clients
14:38 predictably and you're on track to
14:40 hitting your goal? Oh man, well, if we
14:42 could work with someone and they had a
14:43 system and this system could actually
14:45 get us more bookings and honestly that
14:47 would be all we need. So, do you see
14:49 what I'm doing there? I'm I'm getting
14:51 specificity which creates the pain and
14:54 it opens up you being the solution cuz
14:56 now they're literally saying that for
14:58 them to get to the next level, they need
15:00 someone who can help them with this,
15:02 right? So, this is the next point,
15:03 getting paid. So all you want to do is
15:05 for whatever your offer is and again we
15:07 have the scripts in the free school
15:08 community so you can just use that as a
15:11 baseline um but get the key metrics that
15:13 matter for your niche. Now the next
15:14 thing we want to do is we want to create
15:16 desire. So this is the opposite of
15:18 creating the pain and we want to find
15:21 the alternative or the opposite. So if
15:22 they were to solve the pain what would
15:24 they have? So let's keep going with that
15:26 example of okay getting more bookings
15:28 that's the main hold them back. And just
15:30 as a side note, in the partnership
15:31 program that we have with agencies,
15:32 that'll be the first link in the
15:35 description, we have live call examples,
15:37 so like me actually taking sales calls,
15:39 my closers taking sales calls, our
15:40 clients taking sales calls, and me
15:42 reviewing that you can just watch back
15:44 and model that. That's honestly the
15:46 easiest way to compress the time and
15:47 just do what's working, just copy what's
15:50 already there. Um but in the free school
15:52 group as well in that one we have calls
15:54 on Thursdays where you can actually
15:55 bring your calls to it and I can review
15:56 it as well just to give you some
15:58 additional feedback because I can
16:00 imagine it's like it's very theoretical
16:02 right now but by seeing the live calls
16:04 that will change everything right so
16:06 going back into it creating desire so
16:08 again if you were to solve the problem
16:10 of booking more appointments let's say
16:12 in the next 6 12 months what would be
16:14 the goal revenue-wise right and the key
16:15 thing here is that we want to find
16:18 tangible figures for what their goal is
16:20 okay. Yeah, I want to get to around 100k
16:22 a month. Okay. Where are you guys at
16:24 right now? Revenue-wise, 10K. Okay. So,
16:26 it seems like the goals go from 10K to
16:29 100K. The main constraint at the moment
16:30 is booking more qualified calls with the
16:33 right people. Is that accurate? 100%.
16:35 So, now the next thing we need to do is
16:37 this is where the emotional questions
16:38 come in. Right? So, at this point, we
16:40 figured out tangibly where they want to
16:42 go with a number. But now, we need to
16:43 figure out this is what most people call
16:45 the emotional questions. Now, I don't I
16:47 don't actually like to use the term
16:49 emotional questions because I don't
16:51 think it does it justice. The reason why
16:53 we're asking these questions is to
16:55 understand their purpose. It's to
16:57 understand their motivations. It's to
16:58 understand the things that will make
17:00 them put in the work. Even if it's
17:02 difficult, even if they're tied, even if
17:04 they aren't 100% sure if it's going to
17:05 work, this is why they're going to
17:07 follow through. So, it's so important to
17:09 have this info. I have this info for all
17:12 of my clients and I know them. So if I'm
17:13 on a coaching call, I'll just call these
17:15 things out and then be like, "Oh yeah,
17:17 oh man, okay, I need to get back to work
17:19 because it's it's visceral. It's real."
17:21 So what we want to be figuring out is
17:23 why is this goal important to them? And
17:25 what does this goal represent for them?
17:27 Right? So a way to get this info is I
17:29 mean simple question. Okay, so you
17:31 mentioned the goal is 100K. Why that
17:34 number specifically? Oh well, I mean at
17:36 100K we'll obviously just have a lot
17:37 more clients coming in. We can really
17:40 just bold and you know I can step out
17:41 and there's a lot that comes from that.
17:43 Cool. And when you say building and
17:45 stepping out like what does that look
17:47 like for you specifically? Oh yeah well
17:48 I mean I can get a team and honestly the
17:50 team can take care of all the delivery
17:52 all the setting even some of the sales
17:53 and then I can step out and I can just
17:54 focus on the things that I want to focus
17:57 on. Okay. What do you want to focus on?
17:59 Well honestly I just had three kids and
18:01 I I want to spend some time with my kids
18:04 to be honest. Okay. and the way the
18:06 business is currently going where you
18:08 mention that you're working all day um
18:10 you're involved in everything has this
18:12 potentially taken some time away from
18:14 you being able to spend you know time
18:17 and all of that with your kids yeah
18:20 definitely man like honestly I barely
18:21 even see them at this point okay so if
18:23 we can build a system to get you more
18:26 bookings get you to the 100k get cash in
18:28 so you can sign clients that will allow
18:31 you to step out build a team help all of
18:33 them but also spend more time with your
18:36 family. Is that accurate? Yes. So, do
18:38 you see there? I could go even deeper. I
18:39 could ask five more questions. That's
18:41 just a taste of what we want to be
18:43 getting to in the purpose section. Cuz
18:45 now it's like, okay, instead of just
18:48 this 100K, it's like now it's specific.
18:50 It's like, oh, okay. So, the cash is
18:51 used to get a team. The team's used to
18:53 step out. Step out used to free up time
18:55 for the family. That's amazing. And now
18:57 we can work towards that. Imagine how
18:59 much more motivated he is now that he
19:01 mentions this. So now at this point in
19:03 the process, you've honestly ticked off
19:05 almost all the sections. At this point,
19:08 if again this is a a theoretical thing,
19:10 check the exact script in the free
19:12 group. That will help a lot. But if
19:14 there are any pieces of context that you
19:16 feel are missing, you as the closer, by
19:18 all means ask those questions as well.
19:20 But at this point, if you have all the
19:21 ammunition, if you have all the
19:23 information, you can actually transition
19:25 to the pitch. Now, one other thing that
19:27 you might want to go through in the
19:29 desire section is just understanding or
19:31 in the purpose section is just
19:32 understanding why is it important for
19:35 them to take action now. Right? So,
19:37 assuming I mean you've taken some sales
19:39 calls and you've seen you get the time
19:40 to think about it. Oh, I just need to
19:42 send me an email or I just want to take
19:43 it back. I just want to talk to the
19:45 team. These are all just putting things
19:47 off cuz there's no urgency to do it now.
19:48 So, a good question you could also ask
19:51 in the purpose or desire section is
19:52 cool. So you mentioned that you want to
19:54 get to the 100K and you've obviously
19:56 been trying things for the last 9 months
19:58 and honestly you mentioned that it
20:00 hasn't actually resulted in any growth
20:03 for you. So for you specifically why is
20:05 it important that you know instead of
20:07 just doing the trial and error trying
20:09 things yourself why is it important that
20:12 you actually get this solved now and
20:14 make progress towards a goal? Why is it
20:17 important? Like, you know, I'll be
20:19 honest. Like, I feel like the people who
20:21 I see around me, they're just making
20:23 more progress than me. Um, they're not
20:26 smarter. They are honestly the same age
20:28 and they're making three, four times
20:30 more. And honestly, I just hate to see
20:33 it. And like I was saying, if I keep
20:35 working like this, I'm not going to see
20:36 my kids grow older because I'm just
20:39 working the whole time. Like, that's the
20:40 type of response you'll get if you ask
20:42 questions like these genuinely. Like, I
20:44 this isn't something I'm making up. like
20:46 these are actual examples from corpses.
20:48 So again, that's another important one.
20:50 But let's say you've got all the
20:51 information now you need to go to the
20:54 pitch. What most people do is they'll
20:55 just make a complete shift from asking
20:57 question just start pitching, which is
20:59 horrible. So what you want to do next
21:01 and what I do on my calls and what my
21:04 closes do as well is I will just say
21:06 perfect. So Mr. Prospect, I appreciate
21:08 all the the answers. It helped a ton. I
21:10 just want to check. Is there anything
21:11 else about your situation that you think
21:13 I should know or do you think we've
21:14 pretty much covered everything? They
21:15 were like, "No, covered everything.
21:18 Cool." Honestly, so based on everything
21:20 you covered, we can definitely help you
21:21 this. Like honestly, get into the 100K.
21:23 You have no idea how quickly you can do
21:25 that when you have the right systems in
21:27 place. Right now, you were saying that
21:29 the only thing holding you back is just
21:31 getting more calls. And honestly, like
21:33 that should be pretty straightforward.
21:34 So, what I'm happy to do is I can just
21:36 share my screen. I can walk you through
21:38 what I'd recommend. Then just answer any
21:40 questions. Would that be okay? Yes. Then
21:43 you go into the pitch. So you can see if
21:45 there is anything you're missing, you'll
21:46 you'll pull that out by just asking
21:49 them. And then it's a very calm pitch.
21:51 It's a very straightforward one. And it
21:52 doesn't bring up any sales resistance.
21:54 It's not like, okay, now it's going into
21:56 pitch mode. It's like, no, it's like
21:58 cool. I can get some recommendations.
22:00 And then you just go to the pitch or
22:01 then you share your screen. Okay, so now
22:03 let's go into the pitching section. How
22:05 do you actually pitch your services? So
22:06 we have a very simple framework. I was
22:08 literally talking to a client in the on
22:10 one of my coaching calls yesterday and
22:12 we're building out his pitch. So the
22:14 biggest thing that I can convey to you
22:17 on how to create your pitch is a three
22:19 pillar framework. So the way that you
22:21 want to do this is very simple. Let's
22:22 say you're working with a client, right?
22:24 If you've worked with clients already,
22:25 that's fantastic. If you haven't, that's
22:27 fine, too. Let's say you've worked with
22:29 a client and you've helped them go from
22:31 10K to 50K using, let's say, Facebook
22:33 ads. This is exactly the example I was
22:34 talking to my client Marius about
22:37 yesterday. What are the steps that you
22:38 would need to take to get to this
22:40 outcome to take them from 10K to 50K? I
22:42 was asking Marius and he was like,
22:43 "Well, the first thing I would do is I
22:45 would audit, right? So, I'd find like
22:46 the leaks and what they're currently
22:49 doing and then I mean that will just
22:51 save them a ton of money. Like it's it's
22:52 just plugging the leaks in the ad
22:54 system. Like that's such an easy win."
22:55 I'm like, "That's fantastic. Okay,
22:56 what's the next step? What do you do
22:57 after that?" Well, after we audit, we
22:59 actually we launch the campaigns and we
23:01 run the paid advertising for them. I was
23:02 like, "That's amazing." And then what's
23:04 the final step? Okay. Well, after we're
23:05 running the ads and it's working, then
23:07 we optimize and we scale it. I was like,
23:10 "There's your pitch right there." So,
23:11 what this looks like is step one is
23:13 audit, step two is launch, and step
23:16 three is optimize. So, what he's going
23:17 to be doing is this is his three
23:20 pillars, the three pillars of his pitch.
23:22 So, when he does this statement that I
23:24 mentioned, this is how it will sound. Is
23:27 that cool? Um, after the transition, by
23:29 the way, it's like he brings up his
23:31 screen. Okay, cool. So, John, like we're
23:33 saying, to go from the 10K to the 100K,
23:35 we're going to solve this using a very
23:37 simple three-step system, right? Audit,
23:39 launch, and optimize. So, the first
23:40 thing that we're going to do is we're
23:41 going to audit what you're currently
23:43 doing. Honestly, we're going to look at
23:45 what you're currently doing. We're going
23:47 to find the leaks. And honestly, this
23:49 alone can help you save an extra 10, 30,
23:51 50k a month like most of our clients.
23:52 And honestly, it doesn't take any work
23:54 from you. We'll take care of everything.
23:56 And by the end of it, you'll have a
23:58 perfectly audited system. You would have
24:00 saved an extra 20,000 a month. and will
24:02 be set up perfectly to launch the ads.
24:04 So that's the first pillar. That's the
24:05 first step and that's how you present it
24:07 on the call. Then it'll be like okay
24:09 after the first pillar you ask them does
24:10 this make sense? Do you have any
24:12 questions? Now I I obviously gave a
24:14 summarized pitch here just for time
24:16 sake. You probably give a bit more info,
24:17 a bit more clarity, but that's pretty
24:18 much how it would go talking about the
24:20 benefits. Then I say, okay, cool. So
24:22 that's step one. Any questions there?
24:25 No, no questions. Perfect. Cool. So once
24:27 we have step one in place, now it's a
24:29 matter of step two, launching. So what
24:31 this involves is like we were saying
24:32 right now you don't really have a system
24:34 for getting more sales coming in
24:36 predictably. So the first thing that
24:37 we're going to do is we're going to
24:38 implement the systems that are working
24:41 across 100 clients right now where
24:43 proactively we can go out reach the
24:45 ideal client reach the ideal customer
24:47 get people to your website convert them
24:48 into sales and this is how we're going
24:50 to make that jump between the 10K to the
24:53 100K as quickly as humanly possible. Cuz
24:56 now instead of just relying on organic
24:58 we can control the traffic. We can
25:00 control who comes to the site and who
25:01 actually ends up signing. Does that make
25:04 sense? Yes. Any questions? There are
25:06 some questions. So, you see there, I'm
25:07 just going through the pitch step by
25:09 step. I'm talking about the outcomes.
25:11 I'm talking about the benefits and the
25:13 prospect can see it in their position.
25:15 So, the pitch is honestly very
25:17 straightforward. But what I want to
25:19 really emphasize, the one mindset shift
25:21 that I honestly find has helped the
25:23 clients the most is instead of viewing
25:25 it as a pitch where you're explaining
25:27 what your product does or what your
25:30 offer does is you want to personalize it
25:32 to how you would solve the prospect's
25:34 problem. Now, this is really, really
25:36 important. Imagine you're explaining to
25:37 the prospect how you're going to solve
25:40 their problem. And when you start
25:42 thinking like this, you start
25:45 personalizing the pitch to them. So if I
25:47 go back to the example of talking about
25:49 let's say audit right that is step one
25:52 of the pitch. If I were to personalize
25:54 it what it would look like is cool. So
25:55 Mr. Prospect you know how you were
25:57 saying that currently you have all these
25:59 systems running from the old agency.
26:01 It's still running but it's actually not
26:03 resulting in anything. The first thing
26:04 that we're going to do is we're going to
26:06 audit what they were doing. Look at
26:08 what's currently there and plug all the
26:10 leaks. That's most likely costing you
26:14 around $20,000 a month. So from this one
26:15 interaction, just cleaning up what the
26:17 other agency did, we cannot be save
26:20 extra 20K without you launching the ads.
26:21 And at this point to go from your goal
26:24 of 10K to 100K, we're already at the 30K
26:26 just based on what we project. So that's
26:28 step one, right? So just stepping out
26:30 there. Do you see why I'm doing that? I
26:32 mention specific things that they said
26:35 to me that I'm now using in my pitch.
26:37 And now it feels to the prospect, wow,
26:38 okay, this is this is for me. This is
26:40 personalized to me. This is what will
26:43 help me. And this is what really creates
26:47 a great pitch, them understanding or
26:49 them seeing that you understand them. So
26:50 after you finish your pitch, after every
26:52 single pillar, ask if they have
26:53 questions. If they do, answer the
26:54 questions and go back to the pitch. Once
26:57 you finished everything, I like to end
27:00 with some case studies. So still sharing
27:01 my screen, I'll bring up the case study
27:02 sheet. And then from there, I'll walk
27:04 them through some similar case studies.
27:05 And the way that you want to do this,
27:07 very simple, is everything needs to be
27:09 personalized to the prospect. Cool. So,
27:11 this client was in the exact same spot
27:12 as you. They didn't have this, they
27:14 didn't have this, they didn't have this.
27:15 Once we got this, they were able to
27:17 scale to such a similar revenue amount,
27:20 almost around 150,000 a month. Do this
27:22 for around 3 to five case studies. Once
27:24 you finished all of this, the pitch and
27:26 the case studies, what you want to do is
27:28 you say, "Cool. So, that's how the
27:29 process works. How do you feel about
27:31 everything?" If you did a good job,
27:32 they'll say, "This sounds great." Or,
27:33 "This sounds exactly what I need. This
27:35 sounds fantastic." And then from there,
27:38 you ask, "Cool. Any last questions?"
27:41 They say no, no questions. From there, I
27:42 like to do a temp check. So, literally
27:44 asking them, "Cool." So, just to make
27:46 sure I'm not missing anything. I mean,
27:47 let's say on a scale of 1 to 10. 10
27:49 being, "Hey, this is perfect. This is
27:51 exactly what I need." One being, "This
27:52 is the worst call I've ever had in my
27:54 life." Just in terms of how confident
27:56 you feel on the process, where would you
27:58 say you land on that scale? If they say
28:00 anything less than an eight, then I'll
28:02 ask them why. Cool. So, when you say a
28:03 seven, I mean, what do you feel like is
28:05 holding you back from being like a solid
28:07 eight or nine out of 10? Oh, just this,
28:09 this, and this. Okay. Would it help if I
28:11 just explain how these things work? Yes.
28:13 Okay, you explain it. Cool. So, based on
28:15 what we covered, do you feel like you're
28:16 still at a seven or do you feel like you
28:18 may be at a different number? No.
28:19 Honestly, based on everything you
28:21 explain, I'm at a nine. Cool. That's it.
28:23 Anything above a eight or a nine,
28:25 honestly, you're good to go. Um, if
28:27 they're at an eight, I still like to
28:29 check. I'll be like, cool. Honestly, I
28:31 appreciate that. Um, anything stopping
28:33 from being like a solid nine or 10 out
28:35 of 10? Like, no. Honestly, I just never
28:36 give a 10. All right, fair enough. Or
28:38 no, I just want to know the price. No
28:39 problem. I'll come to that in a second.
28:41 Okay, so now you've done the temp check.
28:42 The next thing is just going on to the
28:44 next steps. So what I like to do after
28:46 this is let's say we've gone through the
28:48 temp check questions, all of that. Then
28:49 I'll say something like cool. So
28:51 honestly, the only other thing to cover
28:52 would be what getting started or what
28:54 the next steps could look like. Would I
28:56 just walk you through that? So before
28:58 you drop the price, what you want to do
29:00 is you just want to tell them, okay, if
29:02 they do pay this, what's actually going
29:04 to happen? This honestly creates so much
29:06 resistance when people just don't know
29:08 what the next steps are. So you'll just
29:10 tell them, you like, "Cool. So assuming
29:11 this is something you want to go ahead
29:13 with, first thing we'll do is we'll just
29:14 cover the investment. We'll get that
29:16 sorted. From there, we'll connect you
29:17 with your client success manager. We'll
29:19 get you in Slack and from there we'll
29:21 schedule onboarding call for the next
29:23 steps." Does that sound okay? 100%.
29:25 Perfect. Then you want to go to the
29:27 price right now. on the way to present
29:30 this. I I saw so many calls of people
29:33 just absolutely saying some goofy price
29:35 drops where they're like, "Oh, it's
29:37 going to be expensive, so brace
29:39 yourself." And they say the price. Like,
29:41 what are you doing? So, very simple.
29:42 Whenever you drop the investment, first
29:44 you say investment, don't say price. But
29:46 what you'll say is, cool. So, the total
29:48 investment to help you get to the
29:52 $250,000 per month is just 7K one time.
29:54 That's it. And if you want, you can add
29:56 some extra benefits onto it, but just
29:58 don't mess it up. So the total
30:00 investment help you get to the 250,000 a
30:02 month and, you know, get the freedom,
30:03 build the team, and really just have the
30:05 time with your family. The total
30:09 investment is just 7K one time. So you
30:11 see that we start with the anchor on the
30:13 result that they want and the benefits
30:15 and then you drop the price, right?
30:17 That's it. Very simple. Then you don't
30:20 say anything. Now, honestly, there's a
30:22 lot of closers who will say like and you
30:26 just sit there in silence and you can,
30:28 but honestly, usually they'll just say
30:30 something, but if it gets to like 5 10
30:32 seconds and they haven't said anything,
30:33 I'm just going to say, "Cool, how do you
30:35 feel?" Like, you don't have to sit there
30:37 in like super weird tension for like the
30:39 next 7 minutes. And they'll also be
30:40 like, "Come on, like what what are you
30:42 doing?" So, I would just ask, "So, how
30:45 do you feel?" Then just let them speak.
30:46 And honestly, best case scenario, if
30:47 you've done everything right, they will
30:49 just be like, "Yeah, sounds good. Let's
30:50 sign up." Cuz they know everything that
30:52 they need to know. This honestly happens
30:55 very often. But if you haven't, and it's
30:57 okay, you'll most likely get questions
30:59 or objections. Now, before I go into
31:00 objection handling, which will be the
31:03 last thing here, questions. Questions
31:05 and objections are not the same thing.
31:07 Questions are logistical things that
31:09 they just want to know to actually sign
31:12 up. Objections are them rejecting
31:15 signing up. So they're saying no for
31:17 whatever reason. So don't think that
31:18 because you get a question they're
31:20 objecting. Okay, I really want you to
31:22 understand this. It could be like like
31:24 let's say someone will ask like oh but
31:26 um are the coaching calls with you or
31:28 are they with like some other person on
31:31 your team. If I go into some objection
31:32 handling it's like hey don't even worry
31:34 about that. Honestly you'll be perfectly
31:36 fine. Um we're going to take care of
31:36 this going to be the best team you've
31:38 ever had in your life. They're like okay
31:41 but like are the coaching calls with you
31:42 or they with someone on the team? I
31:45 could just say yes with me and be like,
31:46 "Okay, cool. Let's get started." Like
31:49 that is literally it. So if you get a
31:51 question, the simplest framework that I
31:53 have that I've recommend is if you ever
31:55 get a question before answering it,
31:58 always ask why they're asking. Clarify
32:01 it. When you say this, what do you mean?
32:03 Let's say you finish the pitch and
32:05 someone's like, "Cool. So, um, how long
32:07 does it usually take to start seeing
32:09 results with the agency or with the
32:11 program?" Great question. just so I can
32:13 get an idea. What makes you ask? Oh,
32:17 like uh the last agency they took like 4
32:18 months to get started with things. So, I
32:19 just want to see if it's different from
32:22 the other one. Oh, okay. I'll be honest,
32:23 we can get started in instead of 4
32:26 months, 14 days. Um, so honestly, you
32:26 wouldn't have to worry about that at
32:28 all. We'll take care of the entire setup
32:30 and then from there we'll launch. That's
32:32 amazing. Fantastic. Let's get started.
32:34 That's it. That could really be it.
32:35 Okay. So, let's go into objection
32:37 handling. Now again, we've linked our
32:41 entire objection handling script and
32:43 like what to say for every single
32:45 objection in the free committee. It's
32:47 literally like if they say money, if
32:48 they say time, if they say partner, if
32:50 they say think about it, it's all there.
32:53 What to say step by step logical. If you
32:57 don't use this, like please just just
32:59 use the document. It's there for free.
33:00 So that's the first thing that'll all be
33:02 in there. But I'm going to run through
33:04 some of the principles now. So the first
33:05 thing to understand is that there is a
33:08 limited number of objections. There's I
33:10 mean some sales trainers group some
33:11 together, but let's just say there's six
33:14 in total, right? Again, it's in the the
33:16 free community as well. If you just
33:18 learn how to handle these six, like you
33:20 are good. Like that is everything. You
33:21 don't have to learn more. It's just
33:24 getting better at handling those. So
33:25 regardless of what it is, I mean some of
33:27 these examples is money, finances, the
33:30 other is partner, spouse, the other is
33:32 uncertainty, time to think about it. But
33:34 let's just say as a principle and
33:37 honestly if you can just do this thing,
33:39 this one thing in your next objection
33:40 handling, I promise you, you will make
33:43 so much more money. And what it's called
33:45 is just pacing the objection. So what
33:47 this means is let's say someone brings
33:49 up um you just dropped the price. Yeah,
33:51 so it's 5K a month on a 6-month
33:53 commitment. Yeah, it sounds really good,
33:54 but it's just too expensive. I can't
33:57 afford it. Okay. What pacing the first
34:00 objection means is instead of just going
34:02 into, okay, let's handle the money thing
34:03 or going into payment plans or something
34:05 like that, the first thing you always
34:07 need to handle is the objection of do
34:09 they even think this is going to work?
34:11 Do they even want to do this? So, what
34:14 this looks like is, hey, perfectly fine.
34:16 Money completely aside for a second,
34:18 just on the process right now, do you
34:20 genuinely feel like if you applied these
34:21 systems, you work with us, that you
34:24 would 100% get the outcome? If they say
34:27 anything less than certainly 100%.
34:29 There's doubt on the process not on
34:32 money. It has nothing to do with money.
34:33 If they say, let's say you ask that
34:36 question and they say, "Hey, I'm 100%
34:38 certain this is what I need. I really
34:40 want to do this. It's just money." Then
34:42 you know that they literally want to do
34:43 this. You just need to figure out
34:44 something on the money side. So to
34:46 handle this one, it's honestly very
34:47 straightforward. It's okay. Perfect. So
34:50 just to confirm, you're 100% wanting to
34:53 do this. It's just money holding you
34:56 back at the moment. Yes, 100%. And just
34:57 confirm there's nothing else besides
34:59 money that's holding you back. It's just
35:02 money. Like firstly, just listen to the
35:03 certainty of the question. I'm not
35:05 saying so is there something you might
35:08 like to do? It's like no. So you're 100%
35:10 in. It's just money holding you back.
35:12 Cool. So now we know it's literally just
35:13 money. So if you can just figure out a
35:15 money thing, they want to do this. They
35:16 want to get started. You just need to
35:19 handle that. This alone will save you so
35:21 many deals genuinely. So what this looks
35:23 like handing money like let's say for
35:25 for our program I'll give an example
35:28 let's say the investment is 10k it's
35:29 like okay I really want to do this it's
35:32 just money right now perfectly fine cool
35:34 so in terms of money we have some ways
35:35 that could help you out if you're open
35:37 to it I can just you know walk you
35:39 through some uh options that we have see
35:41 what makes sense to your side and if it
35:42 does we can get you started with that be
35:44 okay 100% cool so right now revenue wise
35:46 for the agency how much is coming in uh
35:49 5k okay and out of that 5k how much is
35:52 profit Uh 3K. Okay. And in terms of
35:54 savings at the moment, what's available
35:58 right now? Uh it's probably like uh 7K
36:01 in savings. Okay. So, just confirm 5K
36:05 revenue, 3K profit, 7K savings. Perfect.
36:07 Cool. And besides that, access to any
36:09 sort of investments or anything like
36:12 that? No. Nothing. Any crypto, any
36:14 stocks? No. Nothing there. Okay. And any
36:16 credit cards or things like that? No.
36:18 Nothing there. So, I'm just taking off
36:20 every single box. every single box.
36:21 Okay. What's available? What's what's
36:22 better? So now it's like, okay, to
36:25 confirm, we've got 7K in savings, 3K
36:27 profit coming in. If we could create a
36:29 plan that could work with what you have
36:32 there, would you be good to get going?
36:33 Like, yeah, it just depends what it
36:35 looks like. Okay. And just to confirm, I
36:37 mean, I know there's 7K in savings. Now,
36:40 what I think we can do, and again,
36:41 purely because we genuinely feel like we
36:43 can help you out here to make things
36:46 easier for you, what we could do is we
36:49 could do let's say 6K upfront
36:52 um and then 2K per month after 30 days
36:54 and 2K per month after 30 days, right?
36:55 So, you'll be able to get in, you'll get
36:57 full access to everything. You'll make
36:58 sure you have our support and our
37:00 process to get your results. Best case
37:01 scenario, you already signed clients.
37:02 You just cover the rest of the cash
37:04 flow. Worst case, you just cover the
37:06 rest over 3 months. Would that work for
37:08 you? Yes. Okay. Get them started. Like
37:11 that's it. If someone genuinely wants to
37:12 do it, if they've said that they want to
37:14 do it, the only thing holding you back
37:16 is just figuring out a plan on how to do
37:19 that. And it's your job to do that. So,
37:20 there's more to it for the other
37:22 objections as well, but I just wanted to
37:23 stop with the money one just so you can
37:25 see how it would work. So, this is how
37:26 you would handle it. The key thing is
37:28 for any objections you get, time,
37:30 partner, think about all of that. Paste
37:31 the first objection. Make sure it's
37:33 certain. So, that concludes the video on
37:35 the sales process. Again, like I said,
37:37 use the free resources in the free
37:39 school community, the scripts, the
37:40 objections, all of that. Join the calls
37:42 as well. And if you're interested in us
37:44 working with you directly, partnering
37:46 with you to review your calls, build out
37:48 your sales process, build out your
37:50 booking process, and just grow the
37:51 agency as a whole, and you just want to
37:53 learn a bit more, just check the first
37:55 link in the description. There's a quick
37:56 video walk you through how it works and
37:58 we could potentially get on a call
37:59 either with someone from my team,
38:01 myself. Promise it won't be a crazy
38:04 sales call and we can uh see if it makes sense.
