Watch me close $12,000 on the phone [LIVE]

Summary

In this sales training call, Jon Penberthy engages with Graeme, a business owner seeking guidance on scaling his business. Jon employs a structured sales framework, beginning with rapport building and transitioning into a 'detective' phase, where he uncovers Graeme's challenges with lead generation and sales conversions. Jon then introduces a potential solution, outlining a roadmap including optimizing the sales funnel and leveraging YouTube ads. The conversation navigates through objections, with Jon skillfully anchoring the value of his coaching program and securing Graeme's commitment post-holiday. The call concludes with Jon reinforcing the decision's positivity and outlining next steps, ensuring Graeme feels confident about his investment.

Takeaways

• 📞 The sales call begins with a friendly conversation to establish rapport and confirm the purpose of the call.
• 🌍 The caller expresses interest in the prospect's location and inquires about the weather, a common icebreaker.
• 🔍 The purpose of the call is to understand the prospect's business challenges and explore how the caller might assist.
• 💼 The caller outlines various coaching programs that could potentially help the prospect's business.
• 🗣️ The caller adopts a consultative approach, positioning themselves as a trusted advisor rather than just a salesperson.
• 🔑 The call includes a detective phase where the caller asks probing questions to uncover the prospect's needs and pain points.
• 💡 The caller provides insights and shares personal stories to build rapport and demonstrate understanding of the prospect's situation.
• 💰 The discussion touches on pricing strategies, with the caller advising on value-based pricing and the prospect's perception of their own pricing.
• 🚀 The caller introduces the concept of a sales funnel and its importance in converting leads into clients more effectively.
• 🌐 The caller suggests leveraging YouTube ads as a more effective traffic source compared to the prospect's current use of Facebook ads.

Q & A

What is the main purpose of the call between Jon Penberthy and Graeme?

The main purpose of the call is for Jon to understand Graeme's business, identify any blockages or problems, and see if he can offer solutions or coaching programs to help Graeme.

What is Jon's approach to the call and how does he position himself?

Jon positions himself as a trusted advisor, leading the conversation without much small talk, aiming to demonstrate clarity and purpose.

What is the issue Graeme is currently facing with his business?

Graeme is facing issues with generating consistent, qualified leads for his business.

What is the structure of the program Graeme offers?

Graeme offers a 12-week program focused on building confidence in men who have experienced a knock in their confidence, helping them get back to their former selves or become a better version.

How does Graeme's business relate to his personal experience?

Graeme's business is based on his own life experience of regaining confidence after facing personal challenges, making it a passion and calling for him.

What is the price point Graeme is currently charging for his program?

Graeme is currently charging $2500 for his program, but he feels that he might be undervaluing his service.

What is the main traffic source Graeme is using to generate leads?

Graeme is using Facebook ads as his main traffic source, directing people directly to his website where they can choose to book a call.

What is Jon's recommendation for improving Graeme's sales process?

Jon recommends building a sales funnel that replaces the website to indoctrinate people better and get them further down the buying journey before they book a call.

What is the 'wrap it up' phase in the sales call framework?

The 'wrap it up' phase is where Jon summarizes the conversation to ensure both parties have a clear understanding of the situation and to confirm if he can help Graeme before proceeding to make an offer.

What is the significance of the 'roadmap' Jon provides to Graeme?

The 'roadmap' outlines the steps and journey Graeme needs to take to improve his business, which includes increasing his price point, building a sales funnel, and improving his traffic and sales conversion strategies.

Outlines

00:00

📞 Initiating the Sales Call

The conversation starts with Jon Penberthy initiating a sales call with Graeme, confirming their scheduled appointment. Jon establishes rapport by inquiring about Graeme's location and the weather, setting a friendly tone. Jon expresses gratitude for Graeme's interest and clarifies the purpose of the call is to understand Graeme's business challenges and explore how Jon might assist. Jon introduces the concept of coaching programs that could be beneficial and assures Graeme that if he cannot help, he will guide him towards other resources.

05:01

🔍 Deep Dive into Business Challenges

Jon transitions into a detective role, aiming to uncover the specifics of Graeme's business needs. Graeme mentions his struggle with generating consistent, qualified leads. Jon probes further into the nature of Graeme's business, which focuses on boosting men's confidence, often after life setbacks. Graeme acknowledges the success of his program but expresses a desire for more clientele. Jon appreciates Graeme's passion and delves into understanding the typical clients and their confidence issues, which often stem from personal traumas or professional setbacks.

10:06

💼 Exploring Business Structure and Support

The dialogue shifts to Graeme's business setup, revealing that he operates solo, with aspirations to expand. Jon inquires about the support system within Graeme's personal life, uncovering a supportive spouse who allows Graeme autonomy in business decisions. Jon appreciates this independence, recognizing its value in swift decision-making. The conversation establishes a foundation of trust and openness, crucial for the sales process.

15:06

📈 Analyzing Marketing Strategies and Revenue Goals

Jon and Graeme discuss marketing strategies, with Graeme admitting to a rudimentary approach of direct Facebook ads to his website. Jon critiques this method, advocating for a sales funnel to better qualify leads. Graeme acknowledges the need for improvement but expresses unfamiliarity with sales funnels. They review Graeme's financial goals, with Graeme setting a target of $20,000 in monthly revenue, though he aspires to reach $50,000, hinting at a scalable business vision.

20:08

🤔 Reflecting on Business Growth and Personal Motivation

Jon delves deeper into Graeme's motivations, understanding the personal and financial drivers behind his business aspirations. Graeme is candid about his desire for financial stability and the impact on his personal life, including the lack of recent vacations. Jon empathizes with Graeme's situation, using it to reinforce the urgency of business growth. The conversation aims to align Graeme's personal goals with his business objectives, highlighting the importance of the decision at hand.

25:10

💬 Crafting a Roadmap for Business Success

Jon presents a strategic roadmap for Graeme's business, starting with maintaining Graeme's current price point while planning for future increases. Jon emphasizes the importance of a sales funnel, suggesting a webinar strategy to better qualify leads. He outlines the need for a cohesive marketing campaign, advocating for YouTube ads over Facebook for more targeted traffic. Jon's approach is to incrementally build Graeme's confidence and business acumen, aiming for a structured and supportive coaching program.

30:10

🚀 Finalizing the Coaching Program and Next Steps

Jon introduces the 'Elite Program,' a six-month coaching program designed to achieve Graeme's business goals. The program includes a training curriculum, one-on-one coaching, team support, and resource access. Jon assures flexibility in engagement, respecting Graeme's time and needs. The conversation concludes with Jon securing Graeme's commitment to start the program post-holiday, emphasizing the program's comprehensive nature and the immediate access to training materials as a goodwill gesture.

35:11

💳 Handling the Enrollment Process

The final part of the conversation involves the financial transaction for the coaching program. Jon guides Graeme through the payment process, ensuring clarity on the investment and its value. Jon's approach is reassuring, focusing on the program's benefits and the immediate access to resources. The conversation wraps up with Jon confirming the payment and welcoming Graeme to the program, setting expectations for the upcoming one-on-one session and future engagement.

Keywords

💡Sales Script

A sales script is a pre-planned conversation guide used by salespeople to structure their dialogue with potential customers. In the video, the speaker demonstrates a sales script by engaging in a conversation with a prospect named Graham. The script is designed to uncover the prospect's needs and introduce the speaker's coaching programs.

💡Funnel

In the context of sales and marketing, a funnel refers to the process of guiding potential customers through a series of steps with the intention of converting them into buyers. The video discusses the need for a sales funnel that replaces a static website and indoctrinates potential clients before they engage in a sales call.

💡Leads

Leads are potential customers who have shown interest in a product or service and whose contact information is collected for the purpose of follow-up sales. The script mentions the challenge of generating consistent, qualified leads as a primary concern for the prospect's business.

💡Indoctrination

Indoctrination, in a sales context, refers to the process of providing potential customers with information and content that helps them understand and appreciate the value of a product or service before they make a purchase decision. The video emphasizes the importance of indoctrination through a sales funnel to ensure that leads are well-informed and more likely to convert.

💡Webinar

A webinar is an online seminar or presentation that allows businesses to engage with potential customers, often used as a part of the sales process. The video script describes using a webinar funnel as an effective way to educate leads and move them further along the sales journey before they book a call.

💡Traffic

In digital marketing, traffic refers to the number of visitors to a website or platform. The video discusses the use of YouTube ads as a strategy to drive targeted traffic to a business's sales funnel, as opposed to using Facebook ads, which is the prospect's current strategy.

💡Conversion Rate

The conversion rate is the percentage of leads that become actual customers. The video highlights the prospect's current conversion rate as a key issue, indicating that the sales process is not as effective as it could be, and suggests improvements to increase this rate.

💡Coaching Programs

Coaching programs are structured sets of guidance and support offered by experts to help individuals or businesses improve specific skills or achieve certain goals. The speaker in the video offers various coaching programs that may help the prospect overcome the challenges they face in their business.

💡Price Point

The price point refers to the cost at which a product or service is sold. In the video, the prospect's price point for their service is discussed as a potential area for adjustment to better reflect the value they provide and to help increase revenue.

💡Sales Call

A sales call is a conversation between a salesperson and a potential customer with the aim of closing a sale. The video is a recording of a sales call where the speaker uses a script to guide the conversation, identify the prospect's needs, and introduce solutions.

💡Closing the Sale

Closing the sale is the final stage of the sales process where the salesperson attempts to secure an agreement from the potential customer to purchase a product or service. The video script includes strategies and techniques for effectively closing sales, such as building rapport, understanding objections, and guiding the prospect towards a decision.

Highlights

Introduction of a sales script and framework for coaches with zero sales experience.

Emphasizing the importance of framing the call and establishing the role as a trusted advisor.

The necessity of understanding the client's business to identify blockages and offer solutions.

Highlighting the client's issue with generating consistent, qualified leads.

Discussing the client's current offer, a 12-week program focused on building men's confidence.

The client's motivation for entering the coaching business, stemming from personal experience.

Identifying the target market for the client's offer, men with confidence issues due to various life events.

Addressing the client's pricing strategy and the internal conflict about value and pricing.

Providing insights on how to increase prices with confidence and the importance of perceived value.

Exploring the client's current sales process and the lack of a defined sales funnel.

Discussing the effectiveness of the client's Facebook ads and the need for a more strategic approach.

The client's desire to achieve a monthly revenue of $20,000 and the real dream number of $50,000.

Understanding the client's journey and the reasons behind the need for business growth.

Providing a roadmap for the client's business growth, including a sales funnel and traffic strategy.

Introducing the concept of a webinar funnel as a solution to improve lead quality and conversion rates.

Discussing the potential shift from Facebook ads to YouTube ads for better targeting and engagement.

Emphasizing the importance of understanding and managing key business metrics for scaling success.

Providing a clear structure for sales calls to ensure effective qualification and closing of clients.

Offering a comprehensive coaching program to support the client's business growth and skill development.

Addressing the client's hesitation and providing a clear plan for moving forward despite initial fears.

Confirming the client's commitment to the coaching program and scheduling the start post-holiday.

Ensuring the client feels confident about the decision and outlining the immediate next steps.

Transcripts

Hello? Hello? Is that Graeme.

Speaking? Hello, Graeme.

It's Jon Penberthy here.

We had a call scheduled for about now.

Is this still a good time?

Hi, John. Yep, Yep. Brilliant.

Thanks for calling.

Yeah, of course. Yeah. Fantastic. We're looking forward to it.

You. You're based in London, right?

Yes. Awesome.

How's the weather over there at the moment?

Bit cold.

Yeah.

I mean, it's always a little bit inconsistent, isn't it?

But, yeah, Pretty cold this morning.

Yeah. Yeah, it's.

It's. It's similar. Similar Over here.

I'm probably just down the road from you.

So listen, look, I really appreciate your interest in in booking this call.

And obviously,

the purpose of this call is, is to dive in to what you've got going on

in your business, see if I can help you solve some of the problems

that you've got.

You know, find out where that where the blockages are.

And and if I can help, of course, I'll let you know what that looks like.

We've got various coaching programs that that may be an option.

And of course, if I can't help

as a conclusion of the call, then I'll do my best to point you

in the direction of something else that will help some good.

Brilliant. Yeah. Thank you. Awesome.

So what you're going to be witnessing

today is a sales script and a framework for a sales call

that you can use as an expert, as a coach with zero sales experience

to take a prospect from interested to actually becoming a client.

Now, we're

not going to be getting into advanced sales tactics on this particular training,

but what you're going to hear is a flow and a framework that you can be using

to get much better at sales than you probably are right now.

What I've just done to introduce

the call is I've done what we would call frame the call.

I don't want much small talk with the prospect.

I'm not here to make a friend.

I'm here to make it very clear that I'm the trusted advisor

and I'm leading this conversation, which is what I've just demonstrated.

And now we're going to get into

the next part of the framework, which I call the detective.

I want to find out what Graham has got going on, what he needs help

with, and see if genuinely what I've got is of help to him.

Awesome. So, Graham, listen, I've got I've got a notepad in front of me.

I'm going to take some notes as we go.

And I think a great place to start might just be, you know,

why you booked a call with me today?

Yeah.

Okay. So things are going okay,

but I you know, what I'm craving really is

just that consistency with with the leads that are coming through really.

You know, obviously, I want to make more money, as I'm sure everybody else does.

So that's really why I bought the call.

Okay.

So you mentioned leads.

So that's the biggest issue at the moment.

Not traffic, no conversions, just more leads.

I guess qualified leads is my issue.

You know, I've got you know, I can I can generate the leads,

but when I sort of get the prospect on the phone,

what I'm finding a lot of the time is that that even on a position

to move forward or they're not a good fit for for what it is that I do

I'm just not sure why.

Okay. Got it.

So having conversations much like the one we're having right now,

but typically just leading to a and no as opposed to.

Yes. Exactly.

Yeah. Got it. Okay.

So and presumably you were invited to book a call

with me today from watching my webinar.

Is that right? Yeah.

Yeah. Awesome. What did you think of that?

I thought it was great.

You know, I took I took great value from it,

you know, And obviously, I've I've, I booked the call.

So it's some you know, it's it's done the job, right?

Yeah. Awesome. Okay, great.

So the fact that you're getting calls booked already

leads me to believe that you have some kind of process in place.

At least that's getting calls book.

So I want to circle back on that in a minute.

I've made a note to come back, But but first, let's start at the top.

Would you mind

just let me know what your offer is, what it is that you've got going on.

You'll be very helpful. Place to start.

Yeah. Okay.

So it's a 12 week program, okay?

And what I do is teach men

and focus on men and building their their confidence levels

if they've, you know, potentially

had a knock in their confidence or something happened in their lives.

And they just want to get back to, you know,

their former self or a better version of of themselves now.

So that's what I do. I've got some great results.

We've got some great testimonials from that.

I just need more, more people to help.

Got it.

Very cool, man. What a great business.

How did you how did you get into that?

I I'm, I've

just been been down that road myself, you know, sort of self-taught,

you know, took me a few few years to, you know,

to get my confidence back and be the best version of myself.

And I just feel that it's my calling and and my passion to to help with this.

Really.

I just want to make a difference. Amazing.

So I'm I might be getting ahead of myself here a little bit,

but when we are putting together marketing, messaging and positioning

to try and get the right clients, you know, using a webinar, using YouTube

ads, as I'm sure you're aware from going through my training,

the more specific we can get, the better the result.

So could you let me know the men that typically come to you with confidence issues?

Why have those issues come about?

Like what's the what's the common denominator,

you know, with how they've had their confidence knocked?

Is it a relationship? Is it something in the workplace?

Is it trying to build a business and then getting knocked back?

I mean, what's what's a typical avatar for you?

Yeah.

So it could be all of those those things you've just mentioned.

Quite often it is some form of trauma.

So whether that's a divorce, a breakdown in a relationship,

some kind of loss, that's that's often for me,

you know, the client I willing to work with

and having great success with, but it could be professional as well.

You know, what my training does is it helps people in the professional

and personal relationships.

Got it.

So one thing I've just done there in this beginning part

the conversation is I want to ask questions

to really uncover what's truly going on and what I've done there by using

very specific wording of, Hey, I'm skipping ahead here a little bit,

but and then I've endeavored to provide a little bit of value,

but because I've said skipping ahead, that doesn't invite Graham to continue

going down that path of

just trying to extract as much value from me,

I'm going to come back to my line of questioning.

But by dropping in a bit of value at the beginning of the call,

the person starts to really feel understood, valued.

And of course it's building that know like and trust.

So I always try to drop that in there somewhere

in the line of questioning a bit of value.

If I can, and I'm going to get back to my questions.

Awesome.

So price point, Graham, I mean, are you firstly pretty clear

on how much you're charging or is that still a little bit of a gray area?

So it's taken me a while to get to this point.

So I started off selling for four payments.

To be honest, I'm now at a price point of of 2500, that's US dollars,

and I'm pretty sort of settled at that price point.

I probably still feel like I'm too cheap for the value that I'm given,

but that's where I'm at at the moment.

2500.

Okay, got it.

2500. But still feeling perhaps a bit cheap.

So then

what's stopping you putting the price up?

I don't know.

I mean, ironically, probably that confidence to,

you know, to sell at a higher ticket.

Okay.

And that and that lack of confidence.

I mean, I'm putting words in your mouth,

but perhaps because you don't have enough clients right now.

Yeah, I you know, I completely agree with that.

Okay. Got it.

Yeah. You know, just just real quick.

I'm getting I'm getting it on on a side story here,

but I remember being in a meeting once with some friends of mine

when I was really, really new to business and I was only selling

thousand dollar courses.

And I remember we were sat round this firepit and I was, I was

catching up with some friends and we just had this moment of inspiration

and a friend said, Hey, look, you know, we should

we should think about adding on something to our thousand dollar course

and have like a high ticket retreat and charge $10,000 and

and I remember inside my stomach was turning and I thought the

thought of charging $10,000, I genuinely did not believe that was possible.

I could not compute that amount.

But outwardly I was trying to pretend that I was keeping my cool together.

But inwardly I was thinking, how am I going to escape this scenario

and not feel embarrassed?

But I just I don't want to be involved in a ten K off.

I just didn't believe it.

But then of course, now you know, I'm charging

ten, 20, in some cases $30,000 for my coaching.

And and we're doing that pretty routinely.

So it really is like the idea of increasing your price.

It is truly one of those things where you just don't know what you don't know.

Right?

And once you start to get some momentum,

you start to realize that the price, the price can go up.

Yeah, Yeah, I'd love to, to do that.

You know, it's

I've gone from, you know, literally, you know, 500 to, to where I am now.

So hopefully I can continue to raising in that price.

It's just that when I'm

speaking to people on the phone and I'm getting those knows, it just,

you know, it knocks me back, you know, in order in order to raise those prices.

Yeah, absolutely. I totally get that.

So I just did something really important there at that point in the call.

Now, typically on these sales calls, you wouldn't do much talking.

You would let the prospects do talking.

And any time that you have decided to pipe up and tell a story,

it's got to be snappy, but it's got to be meaningful

and it's got to lead that prospect closer to us.

So now that part wasn't planned,

but I saw an opportunity to do a price anchor for my coaching.

So when I when I heard that he was nervous to increase his price,

I figured it would be perfect to drop.

In a a quick story,

paint the picture around a firepit, really make Graham feel a part of the story

and and share a scenario where I was able to boost my confidence to charge more.

And it's going to do two things.

Number one, it's going to help Graham's confidence

because he's going to realize that

John's been there with me, understands that feeling.

But secondly, I've price anchored my coaching to a minimum of $10,000.

I've mentioned ten, 20, 30,000 and being very confident now to do so.

So in the back of Graham's mind, he's going to start to think.

Now, if an offer comes from John, it's probably going to be minimum 10,000.

So he's starting to already think about that,

which is very helpful for the offer that may or may not come a little bit later on.

So know this, this

is great and I'm taking notes as we go.

Just just real quick.

I mean, is this are you the sole person in the business here?

You you or you building this with someone else?

Yeah, I'm a one man band.

As it stands, I love to build out teams in the future.

But, you know, with with current revenue, it's just not feasible.

You know, at this stage.

I do want to eventually take a step back, but,

you know, it's just me, myself and I at the moment.

Yeah, got it perfect.

You know, and I find people in those scenarios sometimes there's

some kind of engagement from from a spouse or partner.

There's some help there.

But but other times it's

that they're completely distant and they just leave you to it.

What was your scenario?

My wife, bless her, she she's really supportive.

You know, she's she she's my biggest fan. So.

Yeah, she's been she's been great.

She sort of keeps her distance, which is great for me, I think.

Quite hopefully when you try to run a business.

Great. Got it. So.

So does that mean with with you making decisions,

you can just go full force, you know, You know, having to run decisions past her

for running ads or investing in coaching or anything like that.

She she's happy with you just making your own decisions.

And and I haven't had definitely.

I think that's key to a healthy relationship. Right?

She's got her thing.

I've got mine, you know, and we just.

Yeah, make our own decisions.

Okay, cool. That's awesome.

That that helps the the speed of you making good decisions and moving forward.

You know, I'm a big believer in, you know, wasted time is is wasted opportunity.

So that's that's great. I love hearing that.

Okay so offer a more

clear on actually often times I need to dive into

a bit more questioning on someone's avatar or offer or price

because I just don't understand it

and I want to make sure I truly understand it before we move on.

But the reality is this is really clear to me.

We've got clients just like you, you know, selling similar things.

So I'm pretty, pretty happy with that so far.

So what I've just done is I've given Graham a vote of confidence.

I've mentioned that some clients, it takes a while to really understand,

but with him, I get it.

We've got clients just like him,

so he's going to really be building that confidence up that we could

perhaps be helping him because we get his situation.

So where I'd like to go next, Graham then, is, you know, you mentioned that

you are getting some calls booked, which I first want to commend you on that.

That's that's awesome.

I mean, a lot of people in our space get really stuck at the launching phase

and you've clearly found something that's worked.

Perhaps you could talk me through that.

And to be honest, a little bit of detail.

I mean, what what is the sales funnel that you're using

or the process to get calls at the moment?

Well, I mean, it's it's it's inconsistent, John.

You know, it's you know, I could I could take

five calls one week and,

you know, one call potentially the next.

So it's that kind of feast and famine, you know, as the calls come in

and, you know, I've turned Facebook ads

and they've just gone really directly to the website

where they can choose to book a call or not book.

So that's been really the only process, if you like.

You know, we get in those calls booked.

Got it. Okay. So I've got some bad news for you then.

Can I share that with you?

Yeah.

We never, ever want to send paid

ad traffic to a website where it always wants to go through

some kind of sales sales funnel a bit like the webinar, right?

I mean, that's that's ideal scenario,

but we've certainly got to go through

a series of pages that lead someone to a result as opposed to just

a static website because there's just too many too many distractions, right?

I mean, have you, have you looked too much into sales funnels, Have you tried any.

I'm, I haven't really, you know,

I haven't tried anything in depth like that,

you know a real funnel if you like.

You know, I've tried sort of reaching out to people

that I, you know, the process I've been using

is paid Facebook ads straight to the website.

It's pretty clear to them that they can book a call on there.

And I think the website is pretty good.

But that's that's the only process that I have been using.

So I know I've got a lot to learn.

Got it. Okay.

And so from the Facebook ad to the website to the opportunity to book a call,

what level of I mean, we would call it indoctrination, right?

Where they get to go through a piece of content

or really get to know you before they book a call.

What are they seeing on the website?

Before the invitation to book a call.

There's some testimonials on their

you know, I've got I've got pricing on there

so they can get a good idea of of of the investment,

but they're not really the level of indoctrination

I guess is just seeing me on on on that quick Facebook ad

and hopefully I resonate with them on there enough to get them to book that.

Cool. Got it. Okay. That's actually super helpful.

So I've got

quite a few thoughts on that for you, but I'm going to save that for later.

I'll share that with you in just a little bit.

Okay. Got it.

So, so just so I'm clear then dabbled a little bit with sales

funnels, nothing really has materialized and the main vehicle at the moment

is Facebook. Get directly to website.

Yes, go to

the Facebook ads themselves.

I mean, this is all very subjective, but have they been successful

in in the sense of you have gotten clicks

at a decent price?

Um, I'm

probably not the best sort of gauging, you know, what

the clicks are costing me, if you like, or if the leads are costing me.

But, you know, I'm, I'm averaging around five K per month at the moment.

So, you know, whether that's successful or not, you know,

I'm, I'm getting a handful of calls booked every week if that.

And you know somehow I'm not interested in gripe over the line five K per month.

So it's you know it's it's keeping me afloat, but nothing more than that.

Got it. Okay.

So we're getting a couple a couple of clients a month at the moment at the 2500

and you're getting you said five calls sometimes a week,

but then sometimes it's a little bit lower.

So if it was the five calls we're looking at five, ten, 15, maybe.

So 15 to 20 calls a month.

Yeah.

Yeah. As a maximum, I think.

As a maximum. Got it.

And so then what would be

so on a month where you have five K in revenue,

how many calls would you have to generate that five K.

That would probably be a better month in terms of leads coming in.

So yeah, you know, I probably get the, you know, between the 15 and 20 calls,

if we said 24 easy months, I think that probably be fair.

Interesting. Got it. Okay.

Got quite a few things on that as well.

I'll come back to that.

Okay, great.

Awesome.

Um, so what is the what's the target monthly revenue then?

You know, if you at five K at the moment and that's satisfactory,

where would you ideally like to be.

I've got 20 K in my mind now.

20 K revenue, a profit.

Well I mean I'd love that to be profit.

Right.

But if, if I can get to 20 K in revenue even you know this

at this stage I'd be a very happy man.

Got it.

Okay cool.

So now I'm going to ask you

the same question again, but what's the real number?

So 20 K Memphis, the numbers in your head right now, if all shackles are released

and a marketing system was in place that was absolutely smashing it for you,

what's what's the what's the real dream number?

I'm I really feel that

I have something that's scalable, you know,

so, you know, if I could get to 50 K

a month and and and that was profit then.

Well you know, that would be well, I mean, I think that would be life

changing for anybody, but it would certainly be life changing for me

very cool. Love it.

50 K great. Go Fantastic.

Have you, have you tried anything else

to get this solved other than just trying to figure this out by yourself?

Have you done any other coaching?

Have you invested in training?

I've tried to do some self-taught stuff.

You know, I've been on a you know, on YouTube,

Facebook, Google, just, you know, trying to sort of scrape by on my own.

That's probably why I'm living in the Dark Ages

a little bit with my Facebook that's direct to the website.

Right?

So, you know, I haven't got into any programs

or or invested heavily, you know, into sales funnels.

So, you know, the answer probably to that is no.

I've tried some self-taught stuff, but, you know, nothing, nothing serious.

Got it. Okay.

And if you don't mind me asking, what's what stopped you getting help up

until now?

I mean, presumably your book in this call, because you've got to a point

where you realize that you need further help. I'm just wondering

why it's taken so long.

You know what, John?

I just thought I could crack it myself, you know, at some point.

But it's gotten to that stage now.

It's been, you know, a few years

that the current, you know, five KP a month.

And, you know, it's just not enough really to,

you know, you can cover your outgoings on that and not see it.

So that's that's not what I'm in this space for, you know?

So, you know, I know I need some help.

Got it.

So I'm starting to do now is as you can tell, my questions are moving away

from practicalities of price point funnels.

And I was starting to dig into exposing a bit of the pain behind this situation

because if we just keep this very surface level and I'm just asking

Graham questions that are very practical, then there's very little emotion

in the conversation.

And for most people

it's the emotional triggers that's going to lead them

to a buying decision, not so much the practical.

So I'm going to actually ask him a couple more questions

now that continue to go down that path.

I'm not trying to be mean.

I'm not trying to be a bully, but I'm just I just want to poke the reasons

why Graham wants to do this, to bring that to the forefront of his mind

so that he realizes that right now it's a priority to move forward.

Awesome.

Graham, do you mind if I ask you a potentially,

you know, slightly personal question?

No, go ahead.

Because obviously. Well, I appreciate that.

Firstly, you know, this is obviously a a marketing slash business school.

But I mean, why why why are you doing this?

You know what what's what's the reason behind the 20 K and 50 K a month?

And um, yeah, let's bring me behind the scenes a little bit.

Well, first I want to help more, more guys, right?

You know, this is a problem out there.

You know, people are crippled with, with their confidence issues.

But, you know, I also want to make some money from doing this, right?

I feel like I have a skill set that can really have an impact.

But, you know, I haven't had a holiday with my wife in in three years, you know,

And even then

it was a a budget, you know, holiday to you know,

I can't remember where, but, you know, we're not we're not thriving.

We're we're surviving at this stage.

And that's my motivation.

Got it.

Now, that's helpful.

I, I appreciate you being so honest.

So why not just stop?

Why not just give up?

Why does this need to be something that you get cracked now?

Well, I don't want to work for somebody else again.

You know, again, you know, I want to have an impact.

I want to leave a legacy.

And I genuinely feel

that this is the way for me and this is my path.

And I can make, you know, 20 or even 50 capable from doing it.

You know, I just don't know how at this stage. Hmm.

Great. Got it.

So just a quick side note, I'm making notes

here on little things that Graham's mentioning

that I feel would help me and give me leverage in the later part of the call.

I'm I'm writing things down like legacy.

You know, I want to point back to that I'm writing down.

He hasn't had a holiday in three years.

I'm writing down that it's time to get serious, you know, right now.

So I'm writing all these things down because they're going to help me

at the end of the call when inevitably, if I make an offer, he's

going to feel a bit nervous.

Very few people just jump straight at an offer.

So I'm actually pretty much done with my line of questioning for Graham now.

And what I'm going to do is going to move through

to the next part of the framework, which is actually called wrap it Up.

This is where I'm going to conclude our conversation so far

and make sure that Graham feels understood,

but that I've actually understood the situation accurately.

I need an accurate view of the situation to determine if I can help him.

And and Graham needs to feel understood if he's to move forward

on a coaching opportunity.

So now we're going to go to the wrap it up.

Alright, Graham, listen, you know, firstly,

thank you so much for your time and actually,

you know, answering those questions, I don't it

to feel like I'm interrogating you, but it is really helpful

for me to get, you know, a good idea of, of what you got going on.

Do you mind if I just paint a little bit

of a summary real quick of what I've understood so far?

Not to.

Okay.

So my, my understanding of the situation is you've got a great offer.

It's something that's based on your life experience.

So it's not something that you've just plucked out of thin air.

This is something you're truly passionate about.

You know, you want to help these men boost their confidence,

get their mojo back, get back on their game.

And of course, everything that that opens up for them in the world.

Again, you've got a great offer, by the sounds of it, 20 $500.

I've intentionally not asked you much about how you deliver that offer

and what's included in it, because

quite frankly, at this point in time, I don't need to know too much about that.

My prerogative is understanding the price point

and helping you get a bit of

scale, and then we can fine tune that later on down the line.

But 20 $500 offer at the moment,

we don't really have a sales funnel in place at the moment.

We're relying on a website that really isn't producing much

results at the moment.

We've got some Facebook ads on,

but you don't really have a handle on the numbers.

We're not sure if they're actually working or not.

You're getting a bunch of calls booked, which is great.

That's the good news.

But most of them are turning into no's and on a good month,

we're getting 1 to 2 clients at best.

Is that is that pretty good summary of the situation?

Yep. Yep. Spot them.

Got it. Okay, cool.

Well, listen, look, I've got I've got some.

I got some bad news and some good news.

Can I start with the bad news?

Yeah, please.

Okay. Get out of the way. Yeah, let's get that out of the way.

Because the bad news is we do need to help you here.

We need to get this solved.

You can't continue like this.

You can't continue with Facebook ads

that you don't really know if they're performing or not.

We can't continue with a website without a sales funnel

that's not indoctrinating people,

and we certainly can't continue with you having 15 to 20 calls.

That's taking most likely an hour at least each.

And it's just wasting a lot of your precious time that you can't get back.

So bad news is

we've got like this is wrong, it's not working and we've got to fix it.

Would you like the good news,

please?

Well, the good news is I actually do think that I can help you

and we can talk about potentially working together a little bit later on.

But first, I'd love to just give you a bit of a roadmap as to,

you know, what I think you should do from this point forward.

If you have got a notepad and a pen perhaps, and you want to take some notes.

Yep, yep, fire away.

So now that I've wrapped it up and Graham's in agreement

that I've understood it correctly and I'm feeling good about him as a prospect,

I'm going to move forward and I'm going to go down

the path of actually endeavoring to enroll him as a client.

The wrap it up part is the moment

where I would genuinely decide if I can help him or I can't.

And if I think I can't, that's when I get off the phone.

And this is a big part of sales.

I think people get wrong is you just try to enroll

anyone with a post and a credit card and we shouldn't be doing that.

We want to make sure that they're actually a good a good prospect for you.

Graham in this instance, sounds good, and it sounds quite promising.

So I'm going to continue down the path of trying to enroll him.

So now moving into the next phase, which has the same name

as I just described to Graham, this is the roadmap.

Now, it's very important to note I'm not presenting my offer here, okay?

I'm not getting into

the deliverables of the coaching and what's included in how it works.

That's not what I'm getting into right now.

I'm getting into the roadmap, the journey, the blueprint to Graham.

It's going to feel like a breath of fresh air.

It's going to feel exciting, like he's getting a bit of a plan.

But the reality is that

plan just points to doing coaching with me to help execute it.

So it's going to be on the theme of what I call the well, not the how.

I want to give him wow moments and get them excited about the roadmap.

But he does know how to do it unless he works with me.

So it's a fine, fine line here.

And I think you all learn something from seeing how I describe this.

So awesome.

So you ready to take some notes? Yep.

Good stuff.

All right, so first thing, I'd like you to write

on your notepad, if you could just put it number one as the first step.

And if you just put offer next to number one

and then make a note next

to that that says moving forward, we should be looking

to increase your price, but for now we can stay at 2500.

Okay.

Because I want you to come back to these notes later on

and remember this conversation that you're currently not charging enough.

However, I'm a big believer

in making sure you're charging at least $20,

because less than that, it's just not worth your time taking these calls.

You're at 2500, which is which is great.

And I like being a bit cheaper in the beginning

because if you are under charging what you know

you are worth, it creates this confidence with you on the phone.

Imagine if I said to you now, Graham, imagine if I said, my advice is, Graham,

you are not charging enough.

You should be charging $10,000 and you should make that decision tomorrow.

You are now going to perhaps go on to your enrollment course

and try to follow my advice but not feel confident in it.

And that's probably going to lead to no enrollments as well.

Yeah.

Whereas off the back of our conversation so far,

2500 is something that you feel good about,

but you also realize that you should be charging more.

So if I can keep you there for a little bit longer,

you'll be comfortable on the phone.

I can help you get your clothes right up to the 40,

50, 60% that it really should be.

And then at that point we can look to increase your price.

Does that make sense?

That'd be great.

Yeah. Awesome.

So listen, I've done a couple things here that's really important.

Number one, when you've got a prospect that has some things that you could change

about what they've got going on, you have to decide to pick your battles.

Some things Graham needs to change.

One of them, which is a website, needs to become a sales funnel.

So I've already got that

and I'm also got some traffic stuff I need to talk to them about.

So what I don't want to do is introduce too many changes

because if I introduce too many changes, it's going to overwhelm him

and that overwhelm could lead to him not enrolling in the program.

So the offer, I'm genuinely happy to keep it there for a bit with the view

to increase it.

So I've given him the freedom to do that.

It's one less thing for him to have to think about.

Second thing I'm doing and you're probably noticing I'm dropping it

into conversation, I'm seeding the idea of working with me.

I'm saying things like We can work together later to increase your price.

We can work on that.

First, let's work together on getting your clothes right up to 50%,

things like that.

I'm not being so overt as talking about

making a coaching offer yet, but I am dropping these seeds

to, you know, alluding to that.

And that's going to be planting that seed with him quite successfully.

And he'll be the desire will be increased to to to want to do

that.

Awesome.

So Graham, the second thing that I want you

to write down, so put number two on your notes. Yep.

The second thing is we're going to

we're not going to do this in the order that you might think we are.

The second thing is actually the funnel.

Okay, we have got to build you

a sales funnel that replaces your website

and does the heavy lifting for you

so that we get people on the phone that are

far closer down the buying journey

than than someone who's just watched a five minute video

or just landed on your website, seen a couple of testimonials and decided

to book a call me to get someone much further down the timeline.

If you imagine and you could even draw this out in your notepad if you wanted to.

If you imagine a timeline all the way from 0 to 10.

Okay.

And a zero is someone who has never heard of you before,

and a ten is someone who is completely sold credit card in hand.

They want to shout their digits down the phone to you.

Yeah.

We need to get people further up that conversion timeline

before they ever even get on the phone with you.

We ideally want to be speaking to sixes, sevens, eights.

Sometimes we get on the phones with nines

and tens and I'll tell you, they're amazing conversations.

People just jump on the phone, They say, John, I want your coaching.

How much is it? Can I just sign up?

And you have to almost

knock them back a peg or two to make sure that they're actually a good fit first.

But typically six, seven, eight.

Whereas at the moment, and if you want to put a little marker

on your notes there round about like a number one or two,

if you put a marker there and then just identify

that that's where you're at right now.

You know.

If someone's coming from a Facebook ad landing on your website and booking a call

immediately, nothing has happened yet to get them up that timeline.

So you're speaking to people at a one or two.

And so this right here is one of the reasons

why you're not converting well enough on the phone,

because you mentioned, you know, a good week

is two clients off the back of 20 calls.

So that that well, that means you're converting at 10%.

Even I can do that math and I failed at school.

Yeah.

All right.

So you said you're converting a 10%.

That's not nearly where we should be.

We should be up at 30%, 40%, 50%, and continuing to climb from there.

So if we could just get you on the phone with more qualified people

instantly, you could triple or quadruple the current revenue

generating from the same number of calls. Does that make sense?

Yeah, definitely.

So the way that we do this, if you wanna write this down, we use a webinar funnel.

I mean, the proof is in the pudding, right?

Like we're on the phone right now and you've ended up here after

watching a webinar.

Yeah, and off the back of our conversation,

you've already pointed out that you've been deciding

even before you got on the phone that it's time to make a change

and it's time to get some proper help.

And you haven't inquired about that before.

You've been going it alone

and you've just come to the realization that you really do need some help now.

And you've watched my webinar

and you've resonated with the information and now here we are having a chat.

Yeah.

So what I've just done there is again, I'm planting the seed,

I'm almost creating Graham's new identity, right?

His existing identity is that he's just trying to figure this out himself.

His new one is why I've got to get help now.

I've this is what I've got to step into.

So I'm re anchoring that because it's now going to feel

difficult, potentially awkward for Graham to backtrack.

If he doesn't oppose what I'm saying,

then he's he's by extension, he's agreeing with the statement that

it's time to get help and get coaching.

And so if he doesn't if it doesn't deny that, then later on in the call,

it would be far more difficult and awkward for him to say, actually,

I don't want coaching because we've already established that he does.

So I'm going to keep anchoring that as we go.

So. So yeah, so the way we do that, Graham is with

is, is with a webinar funnel or a webinar funnel

as you've already experienced, does all the telling and selling for you.

And I tell you what I love most, I mean, look, I mean, how many hours have you got?

There's so many things I could tell you about why

webinars are amazing, but I'll focus on the main one.

Yeah.

Somebody can only book a call with you

at the very end of the webinar.

So what that does is the wrong people,

the people that you would have got on the phone

with only to determine after 30 minutes that they're a complete waste of time

and they're not a good fit for you.

The webinar is doing that for you.

They're leaving the presentation.

If they're not resonating with what you're saying.

And the only people left at the end of a webinar

are the people that have obviously loved the content

so much so that they're still sticking around

and they're the only people that get the invitation.

Did you see how that would give you qualified calls out the back end?

Yeah, it makes complete sense that they need

to go on a bit of a journey before they even get to speak to me, don't they?

That's exactly right.

So you've got a choice of either taking someone from a two to a

six, eight or sorry, a six, seven or eight on the phone,

or you could replace yourself with an automated webinar

that's going to do that for you and get then get people up to that six,

seven or eight before you get on the phone and conversions naturally follow.

Yeah.

Yeah. Understanding it so far.

Shall I move on?

Yeah, it's brilliant.

Mike makes a lot of sense.

Okay, great.

So the next thing, where do we get up to where that was to?

Right now we're on to three.

Yep. So what I did there might have seemed like

it was made a mistake, but actually, that was by design.

I want Graham to get this sense in moments that I'm a real person.

I'm not a genius. I'm not super smart.

I forget what number we are on a list.

I dropped in the conversation earlier that,

you know, even I can do that math and I failed all my GCSEs.

Like I'm dropping these things in because I want him to pick up on.

There's nothing special about John but not having to say it.

He's coming to his own realization about it.

So the third one is traffic.

Okay, so if you put traffic there

and you're already using Facebook ads, which is there's nothing wrong with that.

You know, Facebook is you know, is still a decent platform.

But what we find is a very easy quick switch is switching from Facebook

ads to YouTube ads.

YouTube ads are so powerful.

You remember I spoke about that on the webinar, right?

Yes. Yeah. And so did that.

Open your eyes up a little bit to how powerful YouTube ads are?

It definitely did.

Yeah.

I hadn't even thought about YouTube, to be honest.

You know, it's just set on Facebook.

But, you know, I can see I think I can see now, you know, the difference is that.

Got it will actually just just very quickly then to interject with this

from the content I delivered on the webinar,

what was the thing that most stood out to you

about why YouTube ads would be so powerful?

I think what I feel is that people that are on YouTube

are genuinely looking to level up in some kind of way, you know,

as opposed to mindlessly scrolling through Facebook.

You know, they're on YouTube essentially to learn something and improve.

So it's that mindset and,

you know,

they're into video content as well, aren't they?

So I feel like there's a few

a few major differences between the platforms.

That's right. No, no, you're spot on.

And that's I'm so pleased to hear that they all landed with you

and it made sense.

So so YouTube traffic really is the vehicle that we want

because it's it's not only, I think, a more powerful platform

than than Facebook ads get you more targeted people.

But but furthermore, a marketing campaign.

I don't hear many people talking about this.

A marketing campaign needs to be

it needs to flow a bit like a relay race, right

where there's a number of people on the team

and they're in the race together and they're passing

the baton to the next person.

And the same thing needs to happen in the marketing campaign, you know,

the traffic and funnel and the sales process need to work together.

They need to be in unison.

And so we can't just bolt together any old traffic source

with any old funnel, with any old phone script.

Right We need to have a process all the way through.

And and I just find that YouTube and webinars work so well together.

They're a match made in heaven because if somebody is watching video content,

then being invited to a webinar

presentation is of course just an extended video

that they're far more likely to be willing and able to watch a webinar.

Did you see what I'm saying? Definitely.

And then this is not part of the model,

but a tip for you and this is going to be quite important,

particularly if we end up working together.

Graham This is something that I'm going to be sticking with you quite closely

on, is understanding the numbers you mentioned earlier.

And I made a note of it because it was so prominent to me that

you didn't really know if your Facebook ads were working or not,

and you just weren't really sure if the numbers

for you to scale a business

and scale it successfully, we actually have have a really clear

handle on the numbers, what's working, what's not,

how much my spending, what's the return, what's it cost to me to get a lead?

What's it cost me to get a click and a sale?

They don't need to be overwhelming, in fact, that we inside

of our coaching program, we have checklists for this.

We let you break down exactly what numbers you should be looking for

so that you never get off track.

But it's really, really important that you're following those numbers

and making what I would call data driven decisions.

Does that make sense?

Yeah, definitely.

I'm guilty as charged, you know, in terms of not having a handle

on what a lead is cost to me at this stage.

I got it. Very cool.

When I does that, that's good.

Now what I've just done there is, you know,

I'm, I'm wanting, I'm wanting to seed my coaching again.

I'm pointing out

that inside of my

coaching we have these checklists and so I'm building

the desire for the offer before it's before it's even here.

And that's going to that's going to, of course, greatly help.

And so then there's just one final thing here, Graham And that's

and that's the fourth thing, which is the sales.

These conversations like the one we're having right now.

I mean, I don't know about you.

I'm quite enjoying this conversation.

I wonder if you're enjoying it too.

Definitely. Yeah.

This hasn't come across as pushy or salesy, has it?

No. I mean, I think even from this call,

you know, whether we're working together or not, you know, just

understanding the numbers, you know, and taking the customer on that journey.

And what I've learned from this course alone is it's been brilliant.

So appreciate it. Great.

I know you're very welcome.

And so, you know, and that's by design, right?

Like, you know, you went on that journey and you booked a call already

kind of thinking, Yeah, I'm

I'm interested in exploring whether it's whether there's a solution here.

And and that's the same outcome that I want for you.

And there's we achieve that really in two parts.

The first part is making sure that we get qualified leads

on the phone, but the YouTube ads and the webinars going to handle that.

But the second part

is making sure that you can deliver the phone calls correctly

so that you can

truly understand the prospect, just as I've done for you here today,

genuinely qualify people, Believe it or not, we say no to a lot more people

that want to work with us than we actually offer a space to in our coaching.

And that's because we we well, firstly actually care about our prospects.

But secondly, I endeavor to qualify them properly on the phone.

So you've got to have a process, you've got to have a script.

And of course, you know,

if we ended up working together, we have that script, we have it all.

But that's the fourth thing.

You know, it's qualified people on the phone

and then making sure that you're following a process that leads to that prospect,

if appropriate, all the way to a close you with me.

So feel.

Definitely. Awesome.

So of everything I've just shared so far, what stands out to you the most?

What's the most exciting thing?

I think everything really I

think I have have been not great on those sales calls.

You know, I get the standard objections and

you know, I probably don't pushback is

as much as I should for the benefit of my prospects.

But just, you know, having the right traffic source, taking them

on that journey through that webinar,

you you know, it makes complete sense to have that structure.

And I think that structure is is really what I've been missing.

Very cool. Love it.

So now what I'm going to do is, I'm going to I'm going

to get Graham's confirmation that he's all in ten out of ten on the process.

Right?

If we don't get a ten out of ten, we don't proceed to

we don't proceed to actually making an offer.

Okay.

So you'll probably hear this in just a moment, I'm sure.

Graham, For whatever reason, won't be a ten out of ten.

And you'll hear how I'll handle that, because I must get him to a ten out of ten

before we progress forward to an offer.

Because I guarantee you, if someone's not a ten out of ten on the process,

they're not going to be a ten out of ten on signing up for your coaching.

So we wait here until we get that confirmation

and it usually just needs a bit of clarity

for the prospect as to what exactly we actually meant.

So great stuff.

Graham Look, I'd love to know where you are.

Let's say on a scale of 1 to 10,

where are you on the scale of one being this sounds awful.

I don't like the process and I hate it.

And ten out of ten is I'm all in on this.

I get it and I want it.

Okay. Um,

probably a nine.

Okay. Nine is pretty good.

Nine out of ten. I like that. What's.

What's keeping you from being a ten?

Um, I guess.

Well.

Well, you know, I don't know how to do it.

I guess I've never done it before.

So she's having that, you know, that confidence really,

you know.

But in terms of the process itself, you know, it feels clear,

I guess, You know, I don't know if anybody's ever a ten.

Right.

Well, let let me let me rephrase the question then, because, you know,

there are a lot of people that are ten out of ten.

So I just wonder if I made a mistake in how rephrase the question.

So not not ten out of ten in terms of perhaps you believe

that you can absolutely use this and get to 50. Okay.

Like your confidence level ten out of ten

and talk about the process, what I've described from

from the first point of your offer all the way to closing the sales.

How exciting does that sound to you?

Ten out of from a scale of 1 to 10?

That that's what I meant.

I think in terms of the process itself, I am a ten,

you know, and I think probably the, you know, the nine is coming

from from me as opposed to, you know, the process itself.

I would say on my time with the actual process.

Great. Okay, awesome.

Good stuff.

Well, look, Graham, I'm going to lay my cards on the table.

I do think I can help you and more so I'd actually be quite excited to help you.

You know, I have quite a number of these conversations that if I can be

so honest, you know, they, they,

they turn into nothing because I have to turn people away.

To be honest.

I had a phone call just yesterday and I was talking with this chap

and it only took 30 minutes

to realize that his business, I just had no idea what it was.

I couldn't wrap my head around it, couldn't understand it.

And and I think it was something to do with

providing oil to wind farms or something.

I just thought, what on earth is going on here?

And and so so I ended up ending the call and I didn't

I didn't move forward with him.

And he was quite surprised.

And that that does happen.

You know, if I'm going to offer some coaching to someone, I want to make sure

it's someone that I actually believe I can help.

And I really I really do think I can help you.

Okay.

In fact, I have an offer that I would love to make you, and I think it's perfect

for where you're at and what you've got going

on, if you would be interested to hear about it.

Yeah, definitely.

Awesome. Good stuff.

So I've asked him for his this is called Permission to Sell.

I asked him if he would be interested to hear about it.

I'm not imposing it on him.

He's confirming that he'd like to hear about it and the permission to sell

is very important.

So if you want to grab it, grab your notepad and your pen again.

Graham And I'll just kind of, you know, you can

you can note some things down here as we go

because I want to tell you exactly what our process looks like,

if that's okay and and all the ins and outs.

Yep, I'm ready. Awesome.

So the program that would be

perfect for you is called Our Elite Program.

It's it's a six month program.

If you want to write that down and it's six months by design.

We find that there's kind of two parts to this journey.

The first half of our time together, typically 1 to 3 months, depending on

how fast you want to go, is the building and the launching

and the initial results that we that we start together.

We want to have your YouTube ads launched.

You want to have your funnel on,

we want to have you taking sales calls and closing.

And that all happens in the first half.

And then, of course, the second half.

We want to get you up to those big numbers.

That's why I asked you about the 50 K number, right?

Because 20 K, if I can be honest with you,

you don't know what you don't know, but the 20 K number is a bit.

Yeah, it's a bit small.

We've taken

we've taken so many clients to the 20 K that there's kind of almost

getting a little bit boring for me if I'm honest.

Like the 50 K number, that's the one.

I'm like, okay, great, let's let's work towards

that one with 20 K number being a bit of a pit stop.

So I would love to see us get to that in the first kind of 3 to 4 months ideally.

And then we can spend the next 2 to 3 months working towards the bigger numbers.

You know, obviously it comes down to how fast

you want to go, but that would be the game plan.

So, so six months.

That's why that's why it's six months.

And then there's a

few main core components in the process.

I mean, to be honest, we've simplified this game

so that we can just double down on the stuff that actually matters.

I find that certainly, you know, competitors of mine

or people in the space, they just they have such big laborious offers

that just are so confusing that you log in for the first time

and you just feel like you've you've walked into, you know,

Doctor Who's TARDIS and it's just suddenly getting the inside.

It's massive and you feel lost and you don't know where to go.

So we streamline the deliverables to just get you what you need.

We just get in, we get the result, we get out. So.

So here's the first part.

First part is we have a training curriculum

and I'm going to have you go through that

as as the

first part of your coaching with us.

And that training is going to walk you through every step.

I mean, it's all there.

So we have A to Z, how to build the webinar presentation

and my framework for that, how to build the webinar funnel,

how to launch your first YouTube ad, how to script it,

how to take your sales calls, the script that we use, the checklist for everything.

So it's all in there.

And that's and that's the training.

However, I'm sure you're probably thinking right now,

training alone is is something that you've got stuck with before.

We need more than just good training.

I be right in assuming that.

Yeah, definitely.

Yeah. So and that would be true, right?

You know, you need great training, but you need the guidance.

It's like going through.

Going through is just a silly example.

Just popped into my head, but it's like, you know,

preparing to go through the jungle, right?

You can go through some training videos and watch YouTube videos on how to

how to prepare yourself.

But it's going to be very different when you're out there in the jungle

in this 20 different animal was trying to eat your face off.

We kind of need to prepare ourselves a little better with maybe a guide

as extreme example as someone needs to walk us through the process.

So that's when the coaching kicks in.

So the first thing I'm going to do is myself and you one on one

are going to jump on and we're going have a deep dive.

This what we're doing right now is not a deep dive.

This is a get to know us session.

We would actually dive into exactly what your plan of attack is going to be

for the six months so that you don't get into a program and wonder,

you know, what the heck's going on and where should you go for help?

You know,

we're going to jump on two one, me and you and really iron out your plan of attack.

So so that's where we'll start.

The next thing is, look, my team becomes your team.

I've got a team of experts, not just quote unquote, coaches

that I've hired to be coaches,

but actually the people on my team that do the relevant tasks,

launching of ads, recording of videos, building of webinar funnels,

you know, sales of the I'm doing this call with you because I,

I jump in and do some of them, but I've got a team of people that handle

sales calls for me and, and they're, you know, epic what they do.

So my team becomes your team essentially completely untapped.

So unrestricted access whoever you need, you get them.

We've got a couple of ways that we do that.

We put you into a Slack thread where you get to to speak directly to my team.

No gatekeepers,

no administrative staff trying to keep you from the people that you need help from.

Just you can just tag someone and you can get a response from them.

Audio message, text message, whatever you need, and you can put 1 to 1 calls

and that's the next.

The next part of this is that, you know, sometimes there's times

where you just need to jump on 1 to 1 to get your webinars reviewed,

get your ads reviewed, jump on and have someone walk you through your numbers

so you know you're never going to be alone again.

Essentially, you know,

you're just always going to have that 1 to 1 support that you need. Yep.

And then finally, and there's one more thing,

and that's every resource checklist SOP you could possibly need.

We've got it for you.

So we've spent a lot of time putting these resources together

that just makes the implementation of this so much easier.

Right?

So we've got webinar

framework templates, we've got slide decks that you can rip off.

We've got YouTube ads, scripts that are just word for word

and you fill in the blanks

we've got done for you webinar pages that you can just implement immediately. So

we've got

all of those that you could need to just make it so much easier.

So how does that sound to you?

Yeah, I mean, it sounds really good.

The codes set times or is that sort of flexible?

No, that's completely flexible, to be honest.

You know, we've got clients all over the world in different time zones.

And so,

you know, we're happy to accommodate

with a call in the morning or an afternoon our time to to match

what would work for you.

Of course, we would just ask you to be respectful and

and not request a cool one in the morning every time from my team.

I'm sure we can find times that work. Yeah.

For sure. Okay, put it.

So how does that all sound to you?

Sound like something that you need.

Yeah.

I mean, look, the process sounds clear.

You know, I'm going to just.

I'm going to have a quick think about it, take a breath and,

you know, come back to as soon as I can.

And, you know, hopefully we can we can get started.

Okay.

So I hear you on that.

Let me ask you a question.

What is it exactly that you need to you need to think about?

I want

I do want to have a quick chat with my wife.

And I think really that is

that is the only box that I want to take

before I move forward.

Got it. Okay.

Now that that's helpful to know. I appreciate that.

So so what I'm hearing is that there's really

no other reason that you wouldn't be interested in moving forward with this.

It sounds like what you need.

The only thing is just quickly running it past your wife.

Yes. Okay.

So what I'm starting to do now and by the way, notice

that Graham hasn't even asked me how much the coaching is yet.

I've described what's included of it, described what he's

getting, and already he's starting to get off the phone.

But he hasn't even asked how much it is.

So that that shows me that he's just a bit nervous, he's just a bit fearful.

This feels like a big step, but I wouldn't be a good adviser right now.

I wouldn't be a good coach for Graham if I didn't keep the conversation going

and moving in that direction because he doesn't even know what he's

thinking about yet.

Also, of course, he mentioned his wife earlier, and that's

not a legitimate reason.

It's just one that he's bringing into the picture.

So I'm going to address that now and we'll see where the conversation goes.

Yeah.

So now that's that's super helpful.

Can I be honest with you about something just real quick?

Yeah.

You mentioned that your wife is the only reason why you wouldn't

move forward on something like this.

But of course, at the beginning of our conversation and I even put it on my notes

because it's something that I always want to get clear on.

You mentioned that your wife kind of just leave you to it

allows you to make decisions by yourself.

So I'm wondering and forgive me if this is overstepping the mark

a little bit, but I'm wondering if there's another reason why

we're delaying here a little bit.

Maybe it's not the wife.

Yeah.

Yeah.

I mean, look, you know, I. I guess,

you know, I'm

I'm assuming it's a, you know, a reasonable investment.

Yeah.

How much how much is it?

Yeah. Now, good question.

So, you know, for us to give you everything we just mentioned,

you know, the full six months of coaching, the 1 to 1 deep dive with me,

unrestricted access to my team, the one to ones, our resources,

everything that we would need to get you to the pit stop with 20 a month

and then on to the the goal of 50 a month.

It's just 12,000 us.

Okay,

okay.

I mean I think I think I mean I have got some

put salaries, you know I'll be transparent with you John.

I think to be honest, you know, I do this for my clients, right?

You know, I'm I think I'm hiding behind my wife in a way that's my own fair

process.

Sounds great.

Very clear.

And I know, you know, I feel like the support is going to be there

after our conversation.

So, you know, I think I just need to get off the fence.

Okay.

Well, that's quite, quite frankly, Graham, very honest of you.

And that's a very self-aware as well.

You know, and the the 12 Kay price, that's that's doable for you.

It's just a bit of fear.

But but that's something that's feasible.

Uh huh. Yeah.

I mean, you know, it's going to drain those savings almost entirely.

I've been putting some aside.

I can I mentioned that we haven't been on holiday for,

you know, for, for three years, maybe more.

You know, I wanted to put some of it towards that.

But, you know, I understand that if I need if I'm going to grow this business

to 2050, okay, then, you know, I'm going to have to take a risk.

You know,

But, you know, we are going to go on holiday.

So, you know, I can't start now anyway, so maybe I can

I can call you when I'm back.

And, you know, we can we can get started then, you know, I do want to do this.

Got it.

Very cool, man.

Well, look, firstly, that that's.

That's awesome.

And I'm pleased to hear that you're going away on holiday

because you mentioned you haven't had one in three years.

So just just real quick, where are you going?

Anywhere nice?

Nowhere. Nowhere. Crazy.

So we're going to the Canary Islands, you know, just for a week.

Just nothing flash.

Just, you know, just need that bit of a break and then I can

I can come back and really focus on, you know, my next move.

Very nice, man. Fantastic.

So what I've done here just real quick

is I'm picking up on obviously the holiday thing, but I do want to

just interject real quick with a weather with a friendly question.

Yeah, we know where you're going. You know,

by doing that.

Firstly, I'm

softening the environment at the moment, which could start to feel a bit edgy.

Right? We've talked about a 12 K price point.

He's feeling a bit nervous.

So I'm kind of like cutting through the sharpness of the conversation

a bit with the friendly thing.

But I think there's something

even more powerful going on when you do something like that,

which is that you're showing that

it's not all about getting the sale at this moment in time.

If I was relaxed and comfortable and whether he enrolled or not,

I'm good, then I wouldn't feel the pressure to be hammering him for it.

So I'm still going to lead him down that path.

But I wouldn't be hammering him. I'd feel quite relaxed.

And so naturally I would ask a question like that in a conversation.

And obviously this process is following what I call a conversation or close.

And so I want to do that

and it's going to give Graham that feeling of,

okay, Lucky actually really does care about me

and what I'm telling him as opposed to now just being all in on,

on getting a sale, you know, so that so that's why that's why I did that.

Awesome. Graham You know, sounds good.

And like I mentioned and I'm pleased that you'll get

you're going to get away on holiday and and hopefully this doesn't need to be

the only one you have for another three or four years.

Perhaps we could once we get this process in order,

we can have you going on holiday once a year, twice a year.

I mean, what's what's ideal for you?

By the way, How many times a year do you actually want to go away?

We you know, we love to travel.

We just we just haven't got the facility to do it.

So, you know, three or four times a year,

you know, hopefully I can just open the laptop

wherever I am and, you know, work from around the world.

Wonderful.

Yeah, I've got

so I've got a client called Marianna, and she loves to travel so much

that she just she lives in her camper van and she just drives around and travels

to different beaches and different spots and and does this from her laptop.

So it's as possible and it's awesome.

Amazing. Good. Okay, cool.

So you mentioned that you're you're all in is what I'm understanding.

But you've got this holiday coming up and so you wouldn't be

at the start for a little bit is that what I'm so what I'm understanding Yeah yeah.

A couple of weeks.

Couple of weeks. Okay.

So if you wouldn't mind, because I'm just making some notes here.

Obviously, we're 5th of July today,

so when exactly are you leaving and coming back?

Okay, so

we'll be back up and running

probably the 24th.

24. Monday.

Got it. Monday, 24th.

So why don't we give it

a couple of extra days for you to get settled

when you get back before we kick off with that?

Would that be helpful? I suppose.

Yep, definitely. So.

If we set the 26th. 26th. Awesome.

So now what I'm doing is notice that I'm doing

something called the assumed clothes, right?

I'm just assuming. Okay, well, we're we're moving forward.

I'm arranging a date schedule with him to get started.

I'm not saying.

Would you like to start in this day and would you like to talk again

when you get back? I'm getting things locked in.

It's called getting tie downs.

And so that's what we're doing here.

Okay, awesome So get you started on the 26.

Just help me understand one more thing.

And again, I appreciated your honesty about just feeling a bit nervous.

And I totally get it right. You know, I've been there.

I've made some big coaching investments in my time, and I know that feeling that

you might have in your stomach right now, it feels like it's doing somersaults.

Would that be accurate?

Yeah, that's completely.

I know that feeling, man.

But oftentimes it's the best stuff on the other side of that. So.

So it sounds like you're in, but it's just the holiday.

So just let me,

if you wouldn't mind me just confirming here

outside of the holiday then and you going away for a couple of weeks

outside of that,

there's there's literally no other reason why you're not getting started.

It's just the holiday.

Yeah, yeah, that's it.

Now just want to go away, come back with a clean slate, and you don't crack on.

Perfect. Okay, So.

So here's what we can do.

Then we'll get you enrolled today.

You mentioned that the 12 K is a stretch, but it's feasible.

We want to get you locked in.

There's no other reason that you wouldn't be doing this other than the holiday.

So what we'll do is we'll get the process started today.

I'll take your I'll take the full payment of the 12,000.

We'll get you a spot locked in.

I'm going to inform the team.

We're going to do some high fives around the office.

We're going to be excited.

I'm going to share my notes with the team, and I'll tell you what I'll do for you.

Just as a goodwill gesture as well

is I'm going to go ahead and start opening up your accounts

so that you can have access to the training for an extra two weeks.

So from today's date, I'll actually give you access

to the training material, the resources and checklists.

But your six months of official coaching won't actually start to the 26th.

So just as a goodwill gesture, any time you have on holiday, you can

you can take a look through and and go through there as well.

So if you're ready, what what's the what's the long

card number on the front of your card?

Oh, okay.

So it's 425, seven.

Or two, five, seven.

Okay.

So now obviously, you can see we're going through the enrollment process,

so we'll skip this bit.

We'll cover up any credit card information.

I'll point out that there's another scenario that this could have gone.

Graham was,

you know, essentially a relatively easy lead to convert.

He came on the phone and was was excited

to have this conversation, was

didn't have very had very little resistance and

and ultimately with a little bit of objection

handling at the end he realized this was the right decision.

And then he came

this might have gone to someone who does not want

to pay upfront right now and would rather pay when they get back.

But I still would get the tie down and get them locked in and I'll take a deposit

if that person was in that scenario.

And also keep in mind there's more advance sales training that we can dive into

when we hit these moments in a call

if the objection handling is a little bit harder.

But for now, assume that I've enrolled Graham.

I've got his credit card information, his spot secure.

Now there's a very important final part, the call,

which is where we handle the post sale part of the call.

I want Graham to feel like he's made a great decision.

He's going to have that knot in his stomach and I want to make sure that he he

he has a sense of I've got something for my money immediately.

So that's where the conversation is going to go now.

Awesome.

Graham So good news looks at the payments gone through.

So you are in Welcome to the elite coaching program.

Okay, Well, thank you.

How do you feel?

Scared.

Yeah, but I'm excited.

Good man.

Fantastic.

Well, listen, I'm really excited for you.

I don't want to jump off the phone too quickly.

Actually, just want to quickly share with you next steps

and what's going to happen from here, if that's okay.

Yeah, definitely.

Awesome. Well, first things first.

You made a great decision.

Truthfully,

you know, investing in yourself in something like this

is the best thing you could do right now.

You know, the idea of you continuing to be a dead horse, as it were,

you know, doing what you were doing before Facebook

ads, you don't understand a webinar that's a sorry, a website that's not

really getting you the right kind of leads calls on the phone that aren't closing.

You know, we're now going to have a system where you're going to have

YouTube ads that lead to a webinar that get the right people on the phone.

You're going to have sales calls you actually enjoy and that turn into clients.

So we're going to do a one man and one.

We're on a completely new path.

That's amazing.

That's amazing.

I can't wait, actually now, now I've sort of taken that step and committed,

you know? I'm so excited.

Good stuff.

So what I've just done there is part one of a two part

post-sale, you know, confirming of stuff for Graham.

The first is reiterating where he was and now where we're going to take him.

It's called future pacing.

I want him to get off the phone and not doubt his decision, but be freshly

reminded the last thing he remembers on the phone call.

I don't want it to be a back and forth and objection handling.

I want the last thing he remembers to be the future pacing where we're going

and remind himself it's a good decision.

And the second part is right now.

And so, you know,

so what's going to happen

now, Graham, is as soon as I get off the phone,

I'm going to go ahead and connect with the team.

I'm going to share their your information with them.

I'm going to share my notes

on this conversation so they know kind of where we're at.

We're going to open up your account to our training area.

I will send that to your email, which we've got on file.

I believe it's Graham the best gmail.com.

Is that right?

Correct. Yep. That's it. Love that email.

So we're going to we're going to send you your your training materials.

You should get a log in

if you don't for whatever reason, you know how to contact me.

So just message me, text me, you know, we'll make sure that we get you set up.

All the resources will be in there as well.

And then what you'll also have just in the next couple of days

before you go away is my assistant will reach out to you

about booking that 1 to 1 with me and you, and we'll look to get that scheduled.

Well, pretty much on the 26th or as soon after as you want.

I mean, that's totally up to you. Make sense.

As brilliant, John. Yeah. Thank you so much.

It's brilliant. All right, Graham, Fantastic list. I'm excited for you.

Have a fantastic time away on holiday and and will connect again very soon.

All right. Take care.

Our match fixing. Bye bye. Bye.

All right, Fantastic.

So two things that you need to do right now.

The first is there's a link or a QR code or a button

somewhere around me to access the framework for this call.

You need to download that.

You need to learn it and study it so that you can do calls just like this

for your own business.

And the second thing is, if you want to go deeper on the objection

handling portion of the phone call, which you can sometimes get stuck at,

there's a video right here that you can click on.

The three biggest reasons

why people say no on the phone and how to turn those no's into yeses.

And I'll see you in a future video.