Copy these questions into a reply and answer them: 1. What was your first job? 2. What was the last thing you bought on amazon? No cheating! 3. When did you realize you wanted to be your own boss? 4. What do you do when you feel "stuck"? 5. What alarm clock sound do you wake up to? 6. Do you watch sports? if so which ones? 7. Do you collect anything? 8. What is the last book you read? 9. What has been your proudest moment of your life so far? 10. What do you think is the most important characteristic a person can have? 11. What is your favorite movie? 12. Would you rather work in an office or work from home? 13. If you could talk to 1 person (past or present), who would it be? 14. Who do you most admire in your life?

Most agency owners lose deals not because their service isn't good enough, but because they fold the moment a prospect pushes back. They either over-explain, discount immediately, or get defensive, all of which signal to the prospect that they were right to hesitate. Here's the truth: an objection is not a rejection. It's a request for more information wrapped in skepticism. The prospect is still in the room. They're still talking to you. That means you still have the ball. What kills deals is treating every objection the same way, like it needs to be "overcome." That word is the problem. You're not trying to beat someone into submission. You're trying to understand what's actually holding them back and address it with precision. The framework I'm going to walk you through today is called PAUSE. I built it after watching dozens of sales calls where agency owners would hear "it's too expensive" and immediately start justifying their price, offering payment plans, or worse, knocking money off before the prospect even asked. You don't need to do that. You need to PAUSE. P - Pause and Receive When an objection lands, most people's instinct is to respond immediately. Fight that instinct. A deliberate two to three second pause does more psychological work than any rebuttal you've prepared. Why? Because it signals that you heard them, that you're not threatened, and that you're thinking before speaking. Prospects are used to salespeople who fire back with rehearsed defenses. When you don't, you immediately come across as different, more like a peer than a pitch machine. After the pause, receive the objection without flinching. Something like: "Okay, I appreciate you saying that." Not "I hear that a lot" (which dismisses them) and not "totally understand" (which is meaningless filler). Just a simple acknowledgment that you took it in. A - Ask One Question to Uncover the Real Objection This is where most agency owners short-circuit. They think they know what the objection means and they start answering the surface version of it. But "it's too expensive" almost never means the number is literally too high. It usually means one of three things: they don't see enough value yet, they've been burned before and don't trust the outcome, or they're not the actual decision-maker and need to justify it to someone else.

There once was a client in the remodeling niche, who did great work, had great reviews and had plenty of satisfied clients. He had an agency running everything, website, lead gen, GBP things were going great… Then things went south! His lead gen wasn’t working or so it seemed… The client sent the agency owner an angry email, followed up with 3 angry voicemails and demanded they have a frank discussion about this. He was preparing to pull everything. So, the agency owner scheduled a call for 9 am Monday morning, he rearranged his schedule to accommodate an angry client. He did some digging and found the problem. He gathered that intel on Sunday afternoon into a very detailed explanation, pointing directly to the problem and waited for Monday. Monday at 8:55 he was on Google meet because the client liked Google meet, he waited 9:00am, 9:05 am, 9:10 am waiting. At 9:13am he went to use the restroom. While he was away the client popped in. When the agency owner got back 3 minutes later the client proceeded to berate him for being tardy. He apologized and said let’s discuss what is happening.The client said they were not getting any leads at all, that they were wasting their money, and the agency wasn’t doing their job. HE RANTED FOR 11 MINUTES ON HOW BAD THE AGENCY SUCKED! At this point he had about had a stroke. Agency: “While I understand you are stressed about this and I empathize, I do not think A) you are thinking clearly or B) seeing the whole picture. I have done some digging and found a few things that may fix this” Client: “GREAT SPIN AND UPSELL” Agency: “If I may share my screen. I’ll show you some stuff. Can you see my screen?” Agency: “What we are looking at is your ad metrics. In the last 30 days you have had 11,000+ clicks on roughly a $900 ad spend, from those clicks you have had 124 form fills and 67 calls, so 191 direct consumer actions. That is $4.70 per lead which is killer for remodeling lead gen.” Client: “But they were shitty leads?”

Post you 3 weekly goals in the smart format… These should you 3 high priority tasks... Don’t forget to report on last week's goal results… If you didn’t meet your goals, reflect a bit about why you missed the mark. Share your reflection if you’d like to do so.

Tonights training is about "The Inbound Authority System" - Attracting leads rather than chasing them.