𝗧𝗵𝗲 𝗿𝗲𝗮𝘀𝗼𝗻 𝗯𝗲𝗵𝗶𝗻𝗱 𝘁𝗵𝗲 𝗿𝗲𝗮𝘀𝗼𝗻 𝗶𝘀 𝘄𝗵𝗲𝗿𝗲 𝘁𝗵𝗲 𝗴𝗼𝗹𝗱 𝗹𝗶𝘃𝗲𝘀. It's not just that they "want to make more money". It's not even that "more money then means they can do ABC or buy XYZ". It's where that feeling - of now having that or being able to do that - takes them. AKA - it's not about WHAT IT IS... It's about HOW THEY FEEL ABOUT IT (what it is)... And / or, it's about WHO THEY BECOME (identity) and how they then FEEL ABOUT becoming and then being that person on making the change successfully... So many sales people still miss this. As such, conversations stay at surface level. Surface level often means there is no deep felt feeling and meaning. Surface level leaves the gold - that may exist levels below - untouched. Surface level results in basic interactions and lots of "think about its"... Once you learn to go deep that all changes. Real feeling and meaning comes into the call. They then (often) ask to buy from you (over "thinking about it") and it's for the right reasons. Yesterday with my students I covered this topic in depth with a framework for making it happen. And today the students roll it out on their calls. There'll be no going back to surface level conversations once they experience the difference they're about to...

Back online today after nearly a week offline. Spent 6 days with the family in Mexico with only an hour of "essential only" screen time which was a nice change. No posting and no back an forth outside of the essentials... Just the one coaching call given to my students to keep things moving in the group. Breaks like this always bring new thoughts. New thoughts bring new clarity and conclusions. What's working well, what isn't, what changes are needed, what must be doubled down on, what new boundaries, standards or expectations must be rolled out etc. I find my best "planning for what's next" comes on the flights back home. And yesterday was no different as I made my notes on the 90 minute flight back to Guatemala. We as a family also made some key decisions too - for our collective future - as we workshopped ideas together whilst at the beach, eating together and hanging out enjoying each others company. There is something about a new environment and changed routine that always unlocks these new thoughts and conclusions! As for today, back to reality. A sales call for my client is coming up in 45 minutes where we'll discuss the 80K USD program they are potentially interested in. I have a meeting with an offer owner today about potentially helping his team with sales training. A coaching call for the students in the paid group training program. And a meeting with and old coach of mine from 6 years ago we've planned for some time. The break was great. Getting back into it today will be great also!

We move timelines all the time in our lives lived. Sometimes all it takes is a question, an opportunity presented, a new thought or even a challenge... 5 minutes ago we thought we'd do something in 2 weeks... Now new information is revealed or a question asked gives us a new clarity... Now we're ready to go right now! The example I gave to my students on yesterday's coaching call was this: - I say "I want to start boxing in the new year" - My friend replies "I'm actually going to my boxing class in 45 minutes and they have a spare space... Come with me now and I'll introduce you to the trainer and it'll be a fun thing to do together!" - I reconsider, can't think of a good excuse, it sounds appealing and I now realize I don't need to wait 6 weeks to begin... Moments later I respond "sure, let's do it!" In this overly simply example we just condensed timelines from 6 weeks to 45 minutes. We can do this on sales calls too. We can move "weeks / months / years away" from deciding / being ready to "now on this call today" (on it all lining up). And we should do this on sales calls when appropriate. Why? Well it can appeal to their self interest in many ways based on where they're at, where they want to go and all the factors that are in play. To be clear though, at no stage do we move into pushy / convincer / pressuring mode when doing this.... It's their journey and their decision... We simply ask questions and they answer (and we challenge / clarify their answers as needed) and we land where we land... I broke down step by step the approach I use with my students on yesterday's call in the paid group training program and no doubt many will roll that out into their calls today. And from this better conversations, more sales and increased changes and transformation (for the prospect) no doubt will come. And that's why we do what we do!

𝗔𝘀 𝗮 𝗰𝗹𝗼𝘀𝗲𝗿, 𝘀𝗼𝗺𝗲𝘁𝗶𝗺𝗲𝘀 𝘁𝗵𝗲 𝗽𝗹𝗮𝘆 𝗶𝘀 𝘁𝗼 𝘁𝗮𝗸𝗲 𝗮 𝘀𝗲𝘁𝘁𝗲𝗿 𝗿𝗼𝗹𝗲 𝗮𝘀 𝘆𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝘀𝘁𝗲𝗽. A few months back I had an experienced (2 or so years) student who'd been closing for most of that time take a setter role. She took it as the role was attached to a company that she felt was A-grade / a long term play for her. They were only open to starting her as a setter and then - on performance - ascending her to closing. So she did that, dominated as a setter and soon ascended to closing (where she's doing great!) And the role is A-grade and a long termer for her so her instincts were right... Yesterday I spoke with a fellow sales pro and I encouraged him to be open to this approach too. The role he closes on is fizzling out at the moment and I was able to introduce him to an A-grade industry person who has some setter roles available. I told him of the student mentioned above an also said "better to align with an A-grade role / person - even at the bottom as a setter - and then quickly ascend over staying closing on a C grade role with little prospects"... As a closer you should be well versed in setting. Why? Well, it builds out your experience and competency. It allows you to take full stack roles with confidence. And, it can both be lucrative (there are many setters who can do 8-10K per month) and an entry point into A-grade offers (that wouldn't consider you as a closer). I worked on a Bizop offer for 2.5 years from 2021 to 2023 and I did both the setting and the closing and it was great! It gave me a sense of control - keeping it all in-house - and that enabled me to both make more sales and waste way less time (I DQ'd all the unsuitables at the set call level and primed all the suitables for the close call). It's not a "loss" of ego to set once you've been closing. It's actually a "gain" when you flesh out your skillset and set yourself up to get into better positions on better offers.

𝗜𝘁 𝗿𝗲𝗮𝗹𝗹𝘆 𝗶𝘀 𝗿𝗶𝘀𝗸𝘆 𝘁𝗼 𝗯𝗲 𝗼𝗻 𝗼𝗻𝗲 𝗼𝗳𝗳𝗲𝗿 𝗼𝗻𝗹𝘆 𝗮𝘀 𝗮 𝟭𝟬𝟵𝟵 𝗰𝗼𝗺𝗺𝗶𝘀𝘀𝗶𝗼𝗻 𝗼𝗻𝗹𝘆 𝘀𝗮𝗹𝗲𝘀 𝗽𝗿𝗼. Just recently I spoke with a fellow pro who - in recent weeks - has gone from being the only sales pro on his offer to now one of a few. He's gone from getting all the leads to now sharing them. And to make matters worse, the lead flow has really dropped. So he's gone from feast to famine... And now he's nervous. Income has dropped and things feel uncertain. Can he still make that offer work? Maybe but we don't know... I told him that he needs a more diverse strategy. He's not an employee, he's not earning a base and he need not "owe them" or give them 100% exclusivity of his time and focus. Yes stay on that role but gain a second one and fast. And then allocate his calendar to where the current opportunity is. I worked 2 or 3 offers simultaneously for about 4 years. It worked for me as a 1099 commission only sales pro. I was always where the opportunity was and was able to keep all clients happy simultaneously. As offer A got busier they got more of my time. When that dropped and offer B got busier then they got more of my time. I moved with the market making it appeal to my self interest (to be where the opportunity is and maximize my earnings) whilst appealing to the clients self interest too (I didn't demand X amount of leads per week from them and I could always service what they sent). We chose this remote 1099 commission only existence for many reasons over choosing an employee-like existence. Typically we chose if for a combination of maximizing upside earnings with a greater freedom, control and flexibility. Having 2 roles simultaneously taps into those appealing factors. Most of my best students have always done this and I sure do encourage it to all I work with. I currently work just with one client on one account selling their offer as I have the coaching program too. However if I went 100% back into "just" selling then I'd have 2-3 accounts without a doubt!