 Competence creates confidence. I need everybody to understand something. If you don't feel like you're good at something, you're not going to be good at it. Some of you in here, you're shy and you're introverts and you actually talk to people as if they're better than you. That's bullshit. Nobody's better than you. Let's go with Austin. Come on, Austin. Austin looks like he's dying to get up here. Here, I'm going to give this to you. Alright, let me hear you. Yeah, so I applied, started applying what you said, like stating the clues, asking the hard questions, and featuring my name yesterday, I sold $3,000. Good job, buddy. See that? Hey, now listen. You know what's super cool? Is that, listen, I was just like him. See, he's an introvert, and I know that. And a lot of you in here are introverts. Is there anything wrong with that? No, it's just introvert people and shy people get broke. So like we have to change. Does that make sense? Okay, this is why training is so important. Like the training part, like you just said, hey, between this time and this time, I made X amount of money. Dude, like competence creates confidence. I need everybody to understand something. If you don't feel like you're good at something, you're not going to be good at it, right? I'm just going to ask all you guys, okay? Who's married in here? Raise your hand. Could you imagine, and I know like some people need to hold their ears, but like you're going to have sex with your wife. And she goes, you're not good in bed at all. Like, how do you think you'd perform? Like you would be like, I'm going to hit that. No, you're like, God, babe. I mean, now like I don't even know where to start. Like you're totally discouraged. Does that make sense? And like, like this is a real deal. Like when a guy doesn't think he's going to perform good, he doesn't perform good. His body doesn't even operate. He can't because his mind tells him he's not worth it. He's not good at it. Now I want to tell you about what I just was talking about with him. He said, man, I'm making more money. Do you know why? Because the training has increased his worth. The training has increased his worth, not your worth, not your worth, his worth. Guys, when I say this, and I'm going to say this one time and then we're going to get right into training because I can talk along. Security. Security is what I do training for. Most people find the security in money, house, cars, in a job. And that's why when they lose a girl, they like break down, they want to kill themselves or it's like, dude, shut up man. Like dude, where's your security as a human being as a as a person like where your security, your goal when you train is to create it inside of you where it belongs. And that's what you're doing. In the last two days, all the information he had a choice to make to believe it or not believe it. If he said, I don't think this is real. He wouldn't have sold anymore. He would have stayed the same. But if he believed, dude, if I can just learn how to believe in myself, you'll never out earn your own self worth. If I can increase my self worth, I'm going to earn more money. And I can learn these strategies. Okay, the blueprint of how other people have become successful and ultimately became whether it's rich or financially free, whatever you want to call it. Like this is how you do it. Dude, I was so, I was so shy when I was in selling. And by the way, I want to share something with you. Also, there's two steps to beating your introvert. When I was in the automotive space, when I was younger, I was an introvert and I was shy. And then I beat it on the lot, which means if you came into my company, I was going to beat your I was the best. But if I left the walls of my company, and let's say I walked over to the mall, dude, somebody walked by like, I wouldn't even look at you. But once I got in work, it's like once he gets in his, his gear, his shirt, once he gets in his truck, it's like Superman getting in his, it's like, dude, I'm me. What I want you to understand, he can look in the mirror, but naked and see himself and go, dude, I'm a bad man. That's my goal with all of you. Like I need, I need you to believe in yourself that much. So when you have test days, which we haven't even talked about yet, what's a test day? A test day is when it doesn't feel like the sun's going to shine. Test days when you just lost your best customer. A test day is when you're fighting with your family and your wife. A test day is when you just lost your, your best customer and you feel like the test days when you wake up sick. How you perform and act and work on those days is what represents you as a man. This is why we build ourself up so that even on our worst day, we're busting everyone's up. You guys feel me? Okay. That's why you guys train. Okay. So, hey, good job, man. I love it. By the way, when he's getting up here, guys, we're not judging him because you're going next. Okay. You're going next. Okay. And then you're going and, and we're going to roll quick. I'm going to move fast. All I care about is this. Can you watch us? Don't let me take up space in your head. See these guys? Okay. Look at them. They're all a bunch of two-year-olds. You feel me? Are you afraid of a two-year-old? No. That's it. Hey, guys. What's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now. 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. When I go talk to a client, let you in on a little secret. I don't give a shit if he's a doctor and he's a billionaire. Doesn't matter. You're a two-year-old. I'm going to articulate my words and explain the way this works as if a two-year-old could understand it. I'm also going to talk to you as if I have the same value that you have because we're both human beings. I'm going to talk to you as if you're a two-year-old. Plus you owe me money. Okay. So I'm going to get that. But I am going to show up with that confidence, that love and as if it's no big deal and as if you're not better than me. Some of you in here, you're shy and you're introverts and you actually talk to people as if they're better than you. Some of you, you go to houses that have nicer houses than you. Like if you have an apartment and then you go to a person with a nice house, you may be thinking to people are smarter than you. They're not smarter than you. Okay. They're not smarter than you. But you have to understand these rules because you have to understand that your body is constantly trying to keep you safe and trying to program you. Like this guy knows more than you. He don't know more than you. This guy's better than you. No, he's not. That's bullshit. Nobody's better than you. All you have to do is keep control of your mind at all times. This is a space. Once you can own this, dude, you can own any situation. If you're talking to someone and you can own this and they see that they can't trigger you or move you, like, dude, they're going to follow you. They're going to admire you. They're going to look up to you and they'll actually do what it is you want them to do. But you cannot listen. You cannot let them see you change your eyes that you cannot let them see you think of what to say. Listen, you're a great guy. You got a great heart, right? Okay. We have a great business. You're never going to let anybody down. If somebody says yes to you, you know the way that we follow through. You know there are a lot of people out there that aren't going to follow through. And you know that people need to understand that this is what they get with you. So, when I hit you with these objections, I just want you to believe in yourself. I want you to just tell the truth. And I want you to lean into it with all the belief you can. Okay. And then I'm going to say one last thing. Always bring it back to a close. So, it's like this. I need to think about it, you know, and then you overcome it. And then you say, so with that being said, would you like me to try to set it up to where we come out within a week or would two weeks be okay? Does that matter? No, it doesn't matter. Okay, awesome. Let's go ahead and set it up and then I'll text you the dates that we know exactly what it's going to be. What did I do? I tied it back in to back to the deal. Does that make sense? Watch this. Here's the cell. We get off. They hit us with an objection. We got to come back to it. Okay. So, with that being said, would you be wanting to write a check for the amount or just putting on our credit card? Which would be best? Does that make sense? I'm taking it back to the cell. I mean, is that what you guys say? Like, what do we say? What are the trial closes? What do we say? That's good. Good. But there's... Guys, let me explain this. If you don't bring it back to the cell, you end up saying something like this. So, with that being said, what do you think? Now, you're back to like giving them control again. And now they're like, well, I don't know. It's like, damn. I was going to try to close that. Here's how you close it. So, with that being said, would you like to go ahead and just write a check for it or just put it on a credit card? 99% of our clients just put it on a credit card. Would that be okay with you? Yes. Cool. Let's go ahead and take care of that. And by the way, what's the name on the card you want to use? Boom. Just move into it. Does that make sense? Like, guys, you have to advance the cell forward. Don't get stuck. Watch. They hit you with an objection. They want you to eat out of their hand. You smack that away. Now, they're eating out of your hand. Now, you're going back to the deal. Remember, it's no big deal. So, once you over close it, I guess that a big deal. Dude, they had some kind of concern. You're not concerned, are you? Guys, are you guys concerned? Who said yeah? No, you're not concerned. No, if the client shows concern, do you want to give them bias and belief that they're okay to be concerned? Or do you want to say, oh, yeah. No, there's nothing to be concerned about with us. I mean, dude, I can't speak for other companies, but with me and my company, there's nothing to be concerned with. You see? I don't care about that. And they have to say, oh, dude, I guess we're all right. Let's just move forward. Does that make sense? All right, you ready? Yes, sir. All right, Austin. So, we're sitting down. We're at the table, right? This is the proposal. And I say, hey, Austin, I appreciate it, but that $2,500, the price is too high. Go. I get it. Let me say the price is too high. Yeah, just believe in yourself. Hey, listen, I want you to do me a favor. Don't try to impress anybody with your words. You have a heart, right? Use it. Tell me the truth. Okay, you pay for what you get. Am I correct? All right, start there. So, when you say the price is too high, when is the last time you have something like this done? Okay, I want to say something. Listen, I want you to say this. It's called rephrasing. Ready? I want you to repeat after me. When I hear you say the price is too high. When I hear you say the price is too high. What I hear you say is that money is a big concern. Would you agree? When I hear as money is a big concern. Do you agree? Would you agree? Do this with your head. Okay. Well, if money is a big concern to you, wouldn't we want to do it right the first time with the pro and spend the money it's worth to get it done right the first time? Or do you think that we should have to do it twice using amateur who's going to do it wrong and then you end up calling me back out later? See, what we've learned in research shows, everybody research shows is a great thing. What we've learned in research shows that 99% of the tree trimming companies in this area, they're amateurs and they run fly-by-night companies. How long has your business been in business for? Six years. Our business has been in business for six years servicing this area. You know how we've been in business for six years? The very first client that we had, we decided that our goal wasn't only to do one job for them, but it was to do every job that we do with them for the rest of their life. You know our number one source of business? Referral. We wouldn't get referrals if we weren't the best. The reason why I'm out here today is so that I can reach my hand out and with an iron cloud of handshake tell you that the price that you're going to pay today, okay, and the efforts and the service that we're going to take care of your backyard and to show that these trees that you have, which you may think that they're important to you or they're not, and you may want it to look nice, but I want you to understand this. If somebody comes out here and they cut on these trees and they cut them wrong, they'll be pulling all these trees out. I see it happen every single day. I'm looking out in your backyard and as we got a $2,500 bill sent in front of you, I'm looking at $30,000 in vegetation in your backyard. If somebody does this wrong, how would it feel, say that? How would it feel? How would it feel if you got a better bid, but then somebody came in actually ended up killing the rest of the trees in your backyard and you had to write a check for $30,000 to replace the trees? If money is your biggest concern, signing on the dotted line saying yes right now to a professional that will take care of your trees and make sure all this is perfect is going to save you not only the most money now and in the future. Let's do business. You have to believe. Does that make sense? Okay. Is money their biggest concern? No. No, no, no. Because they're saying the price is too high. Right? Yes. I want you to ask him if money, say is money your biggest concern? Is money your biggest concern? Then doing it right once is going to save you more money than doing it wrong twice. Then doing it right once will save you more money than doing it twice. Do you believe that? Yes. Okay. That's your close. Okay. Screw the words. Screw the words. If somebody does it wrong, is someone else going to have to do it twice? Yes. If somebody kills a tree, is that tree going to cost a lot of money to replace? Yes. Okay. Energy. How much energy does it drain for an amateur to come out and do a bad job on the property and then have to call a pro? Do you want to waste energy on somebody doing a bad job? No. Do you want to waste money on somebody doing a bad job? No. Waste time on somebody doing a bad job? No. Then going with our company is going to save you the most money, save you the most time, and not drain any of your energy and make you a happy client. Sir, Mr. and Mrs. Customer, I can reach my handout right now and I can tell you with an ironclad handshake that when you shake my hand right now, I'm going to do a job that you've never seen done before in your life in any area. I'm very passionate about trees. Our company is the best and once we're finished and done, you're going to want to pay me twice as much as this, let's check for it. Take your eyes, look right into theirs, take your hand and stick it in their chest. Okay? Stick your hand out. Yeah. Don't smile on. I got you. Yeah, but you got to be serious. You see, guys, I got you. I won't let you down. Tell them that. I got you. I won't let you down. Yeah. Say once you commit, I won't let you fail. Once you commit, I won't let you fail. Tell them. Give them the confidence. Does that make sense? Mrs. Johnson, once you commit, I won't let you fail. That's for sure. What do you mean? On doing the job? Dude, nobody cares anymore. Would you agree that we're in an industry, we're in a time right now where most people don't care? Remember 30 years ago, you used to walk into a gas station. They're like, Hey, everybody's all happy today. They're like, like, what do you want? That's the world. But that's not how I'm going to operate with you. Our company is different and you're going to see that. Okay? And by the way, let people know this is going to be our first transaction. One of many. Guys, is tonality important? Notice. Watch my face. I said, Guys, this is going to be our first transaction. What's my hand doing? I'm talking to them like I'm the authority. Guys, this is going to be our first transaction. One of many. Okay? What am I doing? I'm searing it in their brain. How to think. Remember I told you guys earlier, hijack their brain. Okay, don't get caught up in my words. I've sold for a long time. I need you to understand what I'm doing. I'm wanting you to use your heart and use how great your company is. When they say the price is too high, then if they're saying the price is too high, what they're saying is that money is a concern. And if money is a concern, you damn sure don't want to sign up with an amateur for a cheap price. It'll end up costing you twice as much as in the end. Does that make sense? Okay, but that's what you need to lean into. Okay. And I'm doing a little coaching, but after this one, we're going to roll. All right. Here we go. Cool. So I'm going to tell him, Hey, I really appreciate you, but I'm going to get another bid. Go. When you say you're looking to get another bid, what you're saying is you're uncertain in me or in my proposal today? No, I like you, man. You did a great job. I just want to see what someone else says. Hey, listen. Hey, guys, I'm not telling you what to say. You could have some slickest comments, right? Okay. I totally understand. No, no, let me ask you a question. If you lost your keys, when you found them, would you keep looking? You'd stop looking. You wanted somebody to come out here, give you a bid on your property, make sure they did a good job and ensure that you could go back to work. And when you come home, it'd be perfect. Would you agree? You just found it. Let me take care of it. If I do the job and I do it to a level that blew your mind, it was unimaginable. You do business with me, wouldn't you? Good. I'm going to take care of that. Thank you, sir. Sign here. Okay. What did I say? I said some slickest little remark, but I need you to understand that it worked. Hey, some of you listen to me. You can't say what I can say because you're not me. You can be me, but you're not me yet. And you say, well, what is me? I'm not Andy Elliott. I'm the content. Does that make sense? Do you know who Andy Elliott is? I go home. I take my shoes off. I take my shirt off. I run around in my underwear. I play with my kids. I don't have to sell anybody. I like to go to the gym. I have a good time with my wife. That's Andy Elliott. It's like Goggins and David Goggins. David Goggins is not Goggins. When Goggins goes to run a 100 mile race, David Goggins disappears. Goggins comes in. That's his race. That's his body. I need you to understand the greatest salespeople, the greatest entrepreneurs, the greatest business owners, they can put themselves in a trance, in a state when needed to get the job done. You guys have different identities. When you're with them, right? You need to have an identity that there's Austin and then there's the closer Austin. One day my wife walked in. We were 22, 24 years old. She had never seen the side of me selling. She comes out to work to bring me some lunch and she sees me selling. She's like, I don't even recognize you. I don't even know who you are. I know. Babe, this is why we have the big boats in the lake house and this is it. If I was Andy Elliott, I'd be broke. I need you to understand this. You must form like Goggins did when he ran these runs or when he went into the seal teams or when he you must form this identity in which no one can break. By the way, it's like this. It's called charisma on demand. I say, boom, I'm going to have this now. So when I'm in someone's home and I'm going over numbers or I'm knocking on their door, before I go to their door, I've already decided it's it's not David Goggins. It's Goggins. It's not Austin. This is like Austin, whoever he believes he is. And dude, listen, think about one time in your life that you've ever done something that no one believed you can do. Can you go back to one time? Seventh grade when I kicked that 10th graders, I still remember that. Sometimes when I'm in a place, I'm like, I can't do this. You know what I say? No, dude, I've done some pretty crazy stuff. I've done stuff that I didn't think I could do that I did. You have to go and go to that place and pull that out. Does that make sense? You need to think of a couple of things that you've done in your life. No one else thinks you can do. And when you're backs against a wall, you need to believe in yourself and say, dude, I'm going to pull this one off. Watch this. Okay? And I'm just telling you as we're going into selling, like this is how this works. Like you must be someone you're currently not now. Look, the person you go home and your wife sees and you need to be two different people. Does that make sense? You know how you know when you made it? Whenever people are like, dude, I don't even recognize you no more. You're like, good. I don't recognize my old checks either. Right? Is that what you guys want? You guys feel me? Hey, by the way, I'm not being a fraud. People say, oh, you're not being real. No, they don't want you to change. Austin, people don't want you to change. You know what they want you to do? Stay the exact same. The problem is if you stay the exact same, who you are and I'm cool with you the way you are. I just need when you're selling, I need you to be somebody else. Okay? And I'm not telling you like ethically, I need you to be somebody else. I'm telling you from your heart, I need you to play with that thing. I'm telling you if you really care, like put that out there. I'm telling you, like, if you really want to give people service that they don't believe exist in this world anymore, you got to do more than you're currently doing. Because dude, if they can't see it or feel it, well, man, they can't see it or feel it. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. So you being an introvert or shy or being worried, isn't going to do anything to us except tear us down and block our brain. You know what I'm saying? So that's why I said if somebody says, hey, I got to get another bid, it'd be like, hey, I totally understand. Let me ask you a question. If you lost your keys, right? And then you found them. Would you keep looking? Would you? No, exactly. You were probably looking. Notice I wrap it back in. I said you were probably looking for a company to come in, somebody that you wanted to do business with that would do a phenomenal job that does five-star business, that could take care of your trees, make sure that nothing else got damaged, also prevent any other thing from happening in your yard, put your vegetation back to better than it's ever been, take care of it in a timely manner, respect your home, and also do it by somebody that is the best. I don't know about you, but when I do something, if I was going to go get brain surgery, I want the best brain surgeon. If my kid goes to get his teeth worked out at the dentist, I want the best dentist. Am I right? Same thing should go for your backyard, your property. I don't know what all you own, but I'm willing to bet most people, I didn't say you, most people, the most expensive thing they own is the asset in their home. This is attached to your home. This is important. And important things need to be done by professionals. Okay? So all right, let's go to the next one. So this one's going to be, I need to think about it. Hey, I really appreciate it. Thanks for giving me the numbers, but I need to think about it. I completely understand what part of the proposal today are you going to think about? I just want to think about it. I didn't know how much it was going to cost. So you showed us. So I just kind of want to think about it, and then I'll get back with you and let you know when we want to do it. So you want to think about the money, is that correct? So I'm hearing? No, it's not really the money. It's just, you know, just kind of think about it. Okay. Most people, when they say they have to think about it, they usually have to think about it. One or two, a couple of things. Do you mind sharing those with me? Yes. And by the way, that's good. By the way, listen to me. Let me ask you a question. Obviously, when you reached out, you requested some information to have somebody come out to the property because you were thinking about doing some work. Would you agree? Yes. Okay. Now, I came out here today. Now, I might have missed something here. I said I'm going to fix all this stuff that you talked about, which would actually solve the problem of what you were thinking about, right? Because you thought about all this before you even called me out. Would you agree? Yes. Good. Did I miss anything? No. Good. So basically it's finding a professional that you can trust to do business with that ensures that the job gets done right. And when you do, you'll probably pass go and do business. Am I right? Yes. That's me. What am I going to do? Reassure him. Reassure him. He says I need to think about it. I told him, I said, I bet whenever you requested some information and reached out to us, you were probably in a thinking state that you wanted to fix this problem in your backyard and that you wanted someone to come and then provide a solution. And if they could fix your problem, then you probably want them to fix that problem and move forward. So we're good. That's me. Like guys, sometimes there's not a magical close. Do you guys understand this? You guys get that, right? Like that's why you guys need to understand what a closer is is a person that either understands that they need to overcome an objection or there really isn't an objection. They need to strengthen the relationship. Okay. They need to ensure the customer reassure that you are the one to do this. Dude, sometimes people forget. I'm going to give you a little secret. I want you to remember until you die. I love you. You're a great guy. Once you talk about money, I forget about how much I like you. Does that make sense? It's like, it's like, I like you. Oh, you're this nice kid. He's at the house. He's super cool. 10 grand. I don't like him no more. So, so once you talk about money, you must automatically reinstate the relationship. Does that make sense? Guys, listen to me. This isn't about money today. Everybody say this isn't about money. You need to program them. Okay. There's a thing called framing. It means I'm going to frame you how to thank before I go into my clothes. Guys, this is too much. Guys, this isn't about money today. This is about when you do spend the money whether big or small that the job gets done right. Would you agree? Guys, do you know the amount of money that it would cost if somebody came in and did this job wrong? You'd be looking at this going from a $10,000 check to literally the consequences of being a $50,000 check. Let me explain. These trees out here that took 30 years to grow take a day to tear down. There's a lot of things and obviously there's things going on in the soil in the backyard that a lot of amateurs won't recognize. They will kill the rest of your trees. It will happen. It's not a matter of if but when. And when it does, you're going to be tick and you're going to have to replace all of them. So, my job is a professional to come in. Have you spent less money with us? Go in and do a great job. Cure the soil, fix the trees and make sure that your backyard looks better than ever. So, this isn't about money. This is about it being done right. Would you agree? That's me. By the way, I need you to understand this. There's a word. Bradley always talks about it. It's allodoxophobia. It's the fear of what other people think about you. A lot of the times you're thinking like, what does my client think about me? Don't do that. Don't go there. Tell me what value you get by thinking less of yourself and thinking about what they think about you. Do not let doubt come into your mind, okay? What's something you're really good at? Just in life a hobby, something you're really good at. There's got to be something. But like something, my dad's like, I'm good at playing the guitar, right? Like not making money, but what's something you're really good at? Cooking, building a jeep? Are you good at building a jeep? Good at building off-road stuff? That's how you're going to act when you're going into clothes. Does that make sense? You've got to find what you're good at and you've got to pull that over into that, that passion over into that. You've got to steal it from one area and take it to there. Dude, this is the area that gets you rich. And we're going to move quick on these, but I need to think about it. Obviously, he's looking for words and he does need some new language. It is the truth. He does need some words. He needs something to say when somebody says something, but also he needs to not overthink it and understand if he ever gets his back against the wall and he's like, damn, I don't know what to say. Do me a favor. Just go straight to here. Go straight to here and don't speak with your mouth. Listen, because I'm going to explain this to you. If you're sitting across from me and you're like trying to come up with something to say and I see you, I'm like, no, dude. But if you're like, Andy, listen, dude, I'm not a salesman. Okay. So I really don't even know how to sell this. Okay. I just help people. If you're wanting the best help to take care of your backyard, it's going to be us hands down. That's it. And if that's not enough, go find some guy that's trying to sell you something and get you some cheap. You're not going to be satisfied. You're going to be pissed. Now, if you don't want to be pissed and you want the best in the industry, that's me. And if you want the best, shake my hand and I'll do my job. Sometimes they just need that. All right, let's do another one. Hey, I got to talk to my wife. Great. If she was here, what would she be concerned about? Yeah, you could ask question. Hey, man, if she sold the numbers, what do you think she'd say? You know what I mean? And by the way, listen, I'm going to ask, let's say I don't know, man, she probably, she probably said we need to talk it over. Okay. So what you're saying is she would have a concern with the proposal and what we're offering. Hey, let me ask you a question. Did you pick out the house or did your wife? This house that you guys own, did you pick it out or did your wife pick it out? Let me ask you a question. When you guys bought the house, was there always an agreement put in place that we should always take care of this house and make sure that we keep it looking great? Yes or no? Yes. Cool. When your wife comes home and the house looks great, the house is clean and the property looks great, is she in a better mood? Yes. If you called your wife and you asked her if we should keep the house in perfect shape, which we already made this commitment so that she could come home, you could take all the pressure out of the deal, take all the headache out of the deal, she could just come home, it would already be done. Do you think she'd be mad at you for making a decision that you guys already made when you bought the house? No. Okay, then let's move forward. Listen, you guys didn't mess the backyard up, did you? No, no, it's called an act of God. It's things that have happened. Since things like this happened, they need to be fixed and we got to make sure that we keep the curb of pill looking good. We know that your wife's in a better mood when it looks nice. I know that you're not excited about spending the money, but I'm also not excited about coming out here and doing all this work, right? But I know this for sure. If you and your wife didn't have to spend the money and you guys had to go do all the work and do it in the backyard, that probably would make her very happy either, would it? Right. Cool. So let's do this. Let's make mama happy. Let's go ahead and move forward. Okay? We're going to do all the hard work so you guys get to enjoy your life and then you guys spend a little bit of money. We'll keep the property value looking good. The curb of pill will look great and mama will be in a great mood. And by the way, you don't have to keep frustrating her and talking about the money. It's got to get done one way or another. Am I right? Yes. Okay. And anything that should be done today shouldn't be put off for tomorrow. Would you agree? Yes. Okay. And it's important and important stuff should be put first. Let me take care of this. You see how you're wrapping it back around? You've done a couple. Let's rotate. I want to grab him for a minute. Come on. I want to see how fast you guys can learn. I'm going to move quick. All right. You're ready? Cool. Yep. No, no, no. Simple. Hey, the price is too high. Why, well, why would you? I had a whole bunch ready that you could be up here. Now you've got me. What the heck, man? What the heck? I was ready. I was ready. I know. I know. But this is why this is why we train. You feel me? Yes, sir. I see people that sit right there and when you're training with somebody else, they're like, and then all of a sudden, you're like, oh, you're next. And you're like, okay. It's like, I told you it's different right here. No, for sure. Well, number one, what I tell you, people are taking up space in your head. So listen to me. He said, speak from your heart, which means nobody's judging you. It doesn't cost you any money. I just want to hear what you got to say. There's a term in the military says you'll fall to your lowest level of skill when you're backs against the wall. Let me explain what this means. You may have been trained. Somebody may have trained him. You might have taught him something. But if he didn't go through the repetition phase of learning it, you taught him something he didn't learn. When I hit him, I'm only going to know what he knows. When I'm up here with you guys, I know this. So like, I don't, like, I don't have to think I'm a machine because I memorized it. And that's part of training is that repetition without repetition and practice and accountability that isn't training. Matter of fact, what we're doing today, this isn't even training. This is exposure to maybe some new information or to role-playing. But this isn't training. Training is done every day. You know, like football players practice every day. People that are bodybuilders train every day. How does a bodybuilder put on more muscle? More reps, right? More weight, more time in the gym as this way it works. Okay. So I'm going to hit you and I just want you to give me your best. Hey, look at them. You got it. I want you to, I want you to give me your best. Okay. We're going to go rapid fire. Hey, I appreciate you, but the price is too high. It's okay. And you can say pass if you, if you get locked up. All right, pass. We'll go to the next one. Hey, I appreciate it. I want to get another bit. If you go. Stop, stop, stop, stop, stop, stop. Hold on. Number one. Listen to me. Get out of your head. See, we're letting, he's letting us take up space in his head. Does that make sense? But it's cool because now you're going to understand, remember this, that mind, right? You're letting these guys take up space in there. Don't do that. Do you care what they think? No, I just literally don't know how to start this. I wouldn't know how to start. I totally understand. Say that. I totally understand. That's how you start. I didn't think about it. I need to think. I need to think about it. Yeah. I need, I need to think about it. And you're going to say, you said I need to understand. Okay. Now go. I totally understand. Now go from there. I totally understand. It's about to be right. We're going over there. I need to think about, I need to think about it. Hold on. Now you're just froze, bro. I'm the customer. He's frozen. You know what I'm saying? No, you're the, you're the salesperson. Why would you be the customer? I've been closing. Well, because you don't want to sign it. That's why you just told me, listen, rotate. Hold on. Grab the guy in the red shirt. Hold on. Rotate for a minute. You're going to get back in a state. It's cool. We're going to let you get back up here. Are you ready? Yes, sir. All right. This is going to be rapid fire, guys. Okay. I'm not going to teach. I'm just going to play rapid fire, which means give me your best. I appreciate it, but the price is too high. When you say the price is too high, let me ask a couple of questions to better understand. Are you looking for a better price, cheaper, or do you not have it? Sure. I'd love a better price. Well, let me tell you why that might not be the best solution. A lot of times when I'm on the street, from my experience, you see a lot of companies come in, they're five by nights, and they'll give you a good price. But then after the service is done, you may not be so happy, and you're going to call us, or the professional arbiters, to fix their messes. If you want to write the first time, it's always going to be the cheapest route, and I can assure you, I can guarantee I get these three state and care first time, right time. Can we move forward on this? Good job, buddy. All right. Let's go to the next one. Good job. See, now he's moving. Now he's starting to think. All right. Hey, I appreciate it. I want to get another bit. I completely understand where you're coming from. In my experience, a lot of people, when they say they want to get a couple bigs, or I'm comfortable with maybe one or two things in mind, was there something I didn't address in my habit? No, no. You did a good job. I just want to see if I can get a better deal. Better deal. So, I'm understanding you correctly. Price is the most important thing. Yeah, that's pretty important. Okay, perfect. Trying to help each other out? As far as price is concerned, I'm not a cheap guy. I don't know if you like cheap things, but you're going to get the value of work, whether it's hamburger, norburst. If you have a better price company come out here, and you think they can address your concerns, I guarantee you they're not going to address what we can. The reason I say that has been a business for 42 years, and when we do address these things, a lot of times what we find is it's not just trimming, and I think that might be where the value is coming in, is I'm giving you a lot of options from trimming to feeding. I can guarantee that it's worth it, but when you say it's too high, I mean, it's $5,000. I'm looking at about $40,000 in vegetation. The last thing you want to do is cheap yourself out, and lose the $40,000. That's going to be way more expensive then. Yeah, and you can always say something like quick pops. A quick pop is like, when I hear you say you're looking for something cheap, cheap estimates, hire cheap people who do cheap jobs. Is that what you want? No. You pay for what you get. Would you agree? Okay. Well, if everything that you want, which is what you've told me in the backyard, if that's what you want, and I can assure that I deliver that with this amount of money, guess what? You're getting everything that you want, because 99% of the people are going to shake their head and tell you that they're going to get this for you, and then when you come home, you're going to be dissatisfied, and you're not going to get that. And there's going to be no assurance. There's no, there's no extra deal to be made. The money was handed over, they did the work, and then they're gone. That's why our business has been in business for 42 years. Okay. We understand what you want. I understand what your wife wants. She wants to look in the backyard, she wants to be happy, and she wants to see what she wants. I don't need you to tell me twice. I'm a professional. So if we have a deal and you can reach out and shake my hand, I'll give you an ironclad handshake, and as long as an agreement as well, that when you come home, you guys will have your mind blown on the work that we do, which no one else can. And you, you have to look in their soul when you're talking to them. Guys, your eyes make up my decision. Your eyes make me decide whether I'm going to do this with you. I know you may not get it yet. You got to make sure that even if the words are on point, but your eyes tell me differently, I'm still going to tell you no. I need, here, we're going to go. I'm going to let you guys all go. I need to think about it. I completely understand. I'm going to say you need to think about it. Just help me understand exactly what you're still unsure of. Good question. Okay. And I just want to think about it. Okay. And again, I'm just kind of going based on my experience of people telling me they want to think about it. There's too many things. It's going to be either price or maybe my technique is not there. Do you think the price fits in the budget? Yeah, that's all right. Do you think the technique that I offer as far as removal of fertilization, do you think that will solve your problems? Sure. Okay. And I'm just a little confused on my end. What is there to think about? Okay. So we need to try to bring it to a close. Does that make sense? And by the way, I understand we need more information because it's hard to close something when you don't understand what you're trying to close. Does that make sense? You've got to find a happy medium where you understand the art of selling, where you understand the difference between word tracks and being real. If somebody says, hey, I need to think about it. You know, hey, you know what, Andy, can we get a copy of that? We want to think about it. That's kind of how that goes, right? And then you say, hey, man, I've been doing this for a long time. And when someone says I need to think about it, what I've learned is that it's one of two things. It sounds scripted. Does that make sense? You know, what you guys need to do is, hey, obviously, you guys thought about something when you called us out. There was a problem that you guys wanted to get solved. And I'll bet the first person that can provide a solution to that problem, you're probably going to let them solve it and move forward. Would you agree? What am I doing? I'm tying you back into the deal. So when you say you need to think about it, there can only be one thing that I obviously haven't found a way to solve this problem or you don't believe in me and my company. And we've been in business for 42 years. So I don't think it has anything to do with my company. It makes me think that I'm missing something. Let's look back over the estimate. What is it that's on here that you think that you want to add? You know what? Just get them talking again. You can do that. But when people say they want to think about it, I need you to understand this. 99% of the time it's a stall. You know what that means? They see the money. They're afraid to ride it. And I'm going to tell you what's going to happen. This is crazy. You're either going to close them or they're going to call the first company that comes out after you. And that first company is going to say, hey, has anybody else been out here and give you some estimates? And they're going to say, yeah? And you're going to say, cool. Well, number one, I'll give you one. But if you don't mind, can I see what they looked over just so I can make sure we're comparing apples to apples? Am I right? And then they're going to hand them that estimate. And he's going to say, oh, yeah, I can do it for 200 or less. It's not a problem. And literally, dude, that quick you're out. And then they're like, oh, yeah, let's do it. It's like, dude, you were the one that brought all the value. You just couldn't close it. So you let some other guy close your value you built. So I just want to tell you, don't do all this work and let him go somewhere else. All right, let's grab these pool guys. Good job. Thank you. Let's grab the pool guys. Who is it? Do you do pools? Derek, come on. Who is it? What does he do? But just tell me what they do. Landscape design. Okay, landscape construction. Like residential? Yep. Yeah, residential. Okay, ready? Okay, so give me a 30-second conversation. Like construction, like building new homes? The neighbors in... Yeah, so it's not construction like building houses. Construction on the outside of the house, adding stuff. Am I right? Okay, are you ready? Okay, okay. So this is going to be adding an outdoor kitchen. Okay. People do that? Do you do that? Yep. Is that cool? That's right. Adding an outdoor kitchen in a pool. Okay. How much is that? Cool, there we go. That sounds cheap as sh**. But let's do it. Huh? Sounds cheap. Guys, I use it when you give me pavers for 85 grand. Is it a slip and slide? It's an above ground pool. He's got an above ground plastic pool with a grill in the middle of it. Hey, you ready? So this is going to be... This is going to be like... I'm like, hey, I'm going to put a pool and then an outdoor little grill kitchen over here. Is that cool? You're like 85 grand. Is that cool? Yep. Okay. I'm like, hey, I appreciate it. The price is too high. Go. Yeah, I understand. I'm going to do that here. When you say the price is too high, is there something in there that... Okay, so you've got a wife and a husband. They're sitting across from you. And she said, ah, we really didn't want to spend this much money. Go. When the price is too high, well, this is what I... That's what we want you to do is what you do. This is what I do. I have a couple of different packages. Here's this package. This is a brand slam. This is everything plus that you couldn't think of that you got. I understand the price is too high. If this is something that is going to solve a solution, you really wanted this, tell me what you absolutely want out of this whole... Well, I want what I want, and it's just 85 grand too much. Sure. Here's the thing. How much do you grow? How much do you argue here in a week? I mean, I don't know. Maybe a couple of times a month. Nice. Well, listen. Here's a really nice drill that you could roll in. Let's just save that $8,500 and... Yeah, I don't like that. Sure. Hey, hold on, hold on, hold on, hold on. Guys, do me a favor. Why is this got to be about money? Like relax, ma'am. Sir, I totally understand. Listen, I've never once came into someone's home and said, all right, it's going to be this much for your pool and your outdoor kitchen. They go, dang, I thought it was going to be another 100 grand. It's never happened. So I have a question to ask you. I'm going to talk to your wife, Nancy. Nancy, you've envisioned in your head what this backyard is going to look like. Am I correct? Now, Nancy, nobody else can get inside your head and see what you see. I know what you see, though. You see the kids playing. You see the beautiful pool. You look out in your backyard. You see your dream house. You see the outdoor kitchen. You see your husband over here with this beautiful paver, this outdoor wood, this beautiful rock, this grill, this stove, the kids playing. You're over here laying out. Everybody's having a good time. I know what you see. No one else is going to see that. When you start saying, I can't afford that, that's too much. Let me tell you what they're going to do. They're going to cut your dream down. It's going to happen every single time. Dreams come with a price. If you don't pay the price, you don't get the dream. I'm going to explain how this works. If I said, all right, I'll do it for less. Let's say I'll do it for $75,000. I'll do it for $70,000. And we agree on a deal, which I'm not going to do. But I want to tell you that if I did, and then I started the work, we started the construction, it ended up taking three times longer than it was supposed to take. And when it's all said and done, you look in your backyard and you go, this is not what I paid for. This is not what I wanted. And they said, yep, it is. This is exactly what you... And you say, this isn't what I envisioned. I know. See, most people that are amateurs will do the work. They'll make you a cheap deal. And you will not get what you want. And if you're okay with that, we're not right for you. And that's why I'm telling you, when you do business with us, basically we remove all the risk. We transfer all the risk off you guys. And we see what you want. We produce it. We make it. And that's how we're going to do business. And what would that be worth to you? Guys, here's a good close for you to use, Derek. I use it all the time. I say, Jeremiah, what would that be worth to you? Everything, right? Well, I don't need everything. I just need to sign right here and let me do my job. See that? What did I say? I say, what would that be worth to you? Say that. What would that be worth to you? And then I want you to answer for them. Say everything, right? Everything, right? And then they'll always be like, yeah. And then by the way, they don't even have to say yes. So it's like this. Derek, what would that be worth to you? Everything, right? I don't need everything. I just need you to sign on the dotted line right here so I can start getting this dream pool put in. You see? That's it. Okay. Do you guys feel me? What would that be worth to you? Everything, right? But I don't need everything. I just need you to shake my hand right now. Ironclad handshake and let me get to work. See what I'm saying? Did I tie it back in? Okay. Now every single one of you in here, if you'll notice, like this is how closing works. Okay. All right. Let's do another one. Ready? I'm going to get another bit. You're good. It's very simple. I just say, hey, man, I want to check two more places before we make a final decision. Yeah, I completely understand. Is there anything about this proposal that you don't understand? Or is it? No, no. It looks good. Looks great. It's, you know, I understand, you know, in our business, we've been in business for 15 years. We have a 4.5 on our ratings. Is there anything that you feel like you can't trust us in doing? Okay. So I want you to repeat after me. Say hypothetically. Okay. Guys, can you hypothetical anything? Well, hypothetically means I can say anything I want, hypothetically. Hey, I got to talk to my wife hypothetically. If you did talk to her and she said, let's go, would we do it? Well, I don't know. Well, then it's not your wife. There's still other problems. Yeah, we would do it. Okay. Well, then at least I know it is the wife. Does that make sense? So if he says, hey, I got a couple more estimates I want to get, I'm going to get back with you. I'd say hypothetically, let's say you had already got the other two estimates. And then mine was the last one you went and got. After getting all of them in the end, what would be the deciding factor on which one you didn't up using? What would it be? Would it be the price? Would it be the one that could honor the best deal and make sure that you knew that once they said yes and shook your hand, they were going to do the work that you believe that you wanted? What would it be? And see, now I'm going to let them talk. Does that make sense? When I sold cars, are you guys ready for this? There's, there's war tracks for everything. Tell me you got a couple more cars to go look at. Yeah, I can see a couple cars. Yeah, a couple more. Totally understand. Hypothetically, let's say you already gone and seen all those other vehicles, all of them, whether there's two or 10, it doesn't matter. And then let's act like mine was the last one you went and looked at. After seeing every single vehicle, all of them, in the end, what would be the deciding factor on which one you'd probably end up buying? Would it be the car itself, regardless of the deal, or would it be the great deal that the dealerships wanted to give you? Which one? Just the car itself. So even if the car was 10 grand more, do you want to pay, you'd still buy it? Probably would be the deal, am I right? That's right. So it is the deal, would you agree? Yes, sir. Cool, so it's not a matter of if you're going to buy, it's when, and the wins when the deal's right, right? Right. Right, so if I could save you some time and money, would that offend you in any way, would you be upset with me at all? I don't know. Thank goodness, follow me inside. Dude, I just wrapped this up. Okay, I want you to understand something. Hey, I'm not asking you to get this, but I want you to see this funnel, okay? My goal is that I'm at the top of this funnel right here, and somebody says I need to look at more bids, right? So what I'm going to do is more bids is open. I want to draw them down here to the real objection. The real objection I can close, right? So I'll say, hey, I totally understand hypothetically. Let's say you went and looked at two other bids, you had them come out and do everything, and then we'll pretend that my bid, the one I just gave you, was the last one you got, okay? After getting all the bids, three or four of them, in the end, what would be the deciding factor on which company you would end up using? What would be the deciding factor? Would it be more along the line of the price? Would it be more along the line of actually like providing the work that you went done and ensuring what your wife is seeing in her head that that's getting done right? What would it be? See, but that's here. You feel me? Okay? See, because what most people do is they start bashing their competitors. Am I right? Dude, once you get into the bash game, you're out. Because what you want to do is you want to say, look, let me tell you why I'm the best. You don't want to use these guys. Dude, the second you start doing that, they can smell this like desperation. Your words need to flow smooth like water. And that's it. Hey, do you see how you're sitting in the chair? It's different, right? You know what I think you guys need to do? I think that you guys in your meetings, right? Instead of talking about like training and all this stuff, I think that you guys need to just put a chair in the middle of the room for the next month. And say, all right, everybody's going to get five minutes. And like, see how we picked like five objections here? Rapid fire means I'm going to go boom, boom, boom, boom. And then he's like, screw you guys. I don't like this. And you're like, dude, this is what we do. But the cool thing is our goal is to knock the dust off each other. Our goal is to sharpen our axe. And see, here's the cool thing. I'm not in the pool industry, right? So like, I don't know pool salesman language, but like I do know closing language. So if you guys can be around and just learn some new language, and then you guys take it into your industry, and you guys can kind of tie these in, I want to tell you how to build a war track. This is super important, Derek. So like, you're in, I'm just giving an example. Let's say it's pools. Well, so since we're in pools, our goal would be to take and say, I need to get some more bids. You need to handwrite this objection. You know what I'm saying? You need to write. Okay. I totally understand, Derek, hypothetically, let's say you had already gone and seen, or had two or three other bids, you know, on pools. And then let's pretend that my bid would be the last one you got. After looking at all the bids in the end, what would be the final decision on which one you'd probably end up going with? Would it be more along the lines of a price? See, I'm option A-ing, I'm option B-ing. Would it be more along the price, right, of like, of expense wise? Or would it be along the lines of like, we need to make sure that the envision we see in our head that this person's going to build that in our backyard and we're going to get what we want? What would it be more along the lines of that or this? And they're like, no, it'd be getting what we want. Okay. Well, now I know. I'm like, cool. So it doesn't sound like money's your biggest concern. It sounds like your biggest concern is you want to make sure this ID in your head, you want to look out in the backyard and if you could go like that and snap a magic wand, you'd be like, whoa, that's what we want. Is that it? Welcome to doing business with me. That's all I do. Now I'm going to lean in. Are they going to get more bids? No, they just need to be reassured. So I want you guys to understand that some of you are going to learn differently. You learn differently than me. He learns differently than us. You learned. But the cool thing is, is that we can all learn. Would everybody agree? I want to end on this one thing. The way that I learned, and you guys may all be different, but the way that I learned is I have to write down exactly what I want to say. Because, see, when I'm unsure, you'll notice when I hit these word tracks, like I know exactly what I'm going to say. I've said it a thousand times. I've wrote it down a thousand times. I understand it. Even if I'm sick, I'm still going to drive this at home. I don't care. I don't have to think I'm a machine. And you're going to do the same thing. But the only way that I have found to get good at this is by literally getting a spiral notebook and by writing it down over and over and over. You know what I mean? I mean, that's it, Derek. I don't know another way. I mean, I don't know how you learned, but that's the only way I learned. Now, once I write it down between 8, 10, 15 times, my brain knows it. Now, the problem is, is that I think I sound like the guy that trained it to me, and I really don't. So then I have to go to the mirror and I got to look at myself and I got to say it to myself. And then I look stupid. Guys, listen to me. You're going to look like an idiot. You're going to look like an idiot when you're growing to get better. You ever seen somebody in the gym trying to work out and getting good shape? When they're not in great shape yet, they don't look that great at that time. And so people like discredit where that guy's going. Do come back and see him in a year. Son of a bitch is peeled, ripped, looking great. Totally different. Like, dude, like in the beginning, everybody's going to laugh. Even you're not going to believe in you. When I go to the gym and I work out, when I first started, I looked in the mirror and I was like, dude, this sucks because I don't see anything change. Listen, this is why everybody quits. Am I right? This is why everybody can't make it. So I need you to understand the results are going to come. If you guys practice this every day, you're going to get really good. And if everything that you learned right now, like you said, when you go into the home, remember I told you guys, go to the classroom, which is what we did. Now you apply it. Once you apply it, then you teach it. Classroom apply, classroom apply, classroom apply, classroom apply, teach. Okay. If you learn this, you teach it to him. When you learn this, you teach it to him. The reason why you teach it, Jack, is so that you affirm that you know it. It feels good to teach it to him because really it's not even about Ben learning it. Now Ben is excited to learn it, but really it's about you knowing that I know this so well that I can teach it now. And that's why you'll understand the greatest salesmen in the world. They're all teachers. And that's how they stay so damn sharp. Like dude, I do this every day, like all day long. So it's like, my training is teaching. So right now, you're going to train to learn, but once you learn it, teach it as fast as you learn it. Okay. So you're going to learn this war track as soon as you do, as soon as you do, you're going to teach it to him, him, him, him, and him. And dude, you're going to keep, hey, hey, let me teach you this war track again. That you taught it to me yesterday. I don't want to teach it to you again. You know why? Because you need to, you need to get that affirmation that you know this. You feel me? Right. Okay. And you know what I want you to do is I want you to change. I want you to be the person in the company that everybody else has your name in their mouth. You know, like Nolan, they'll be like, man, do you guys see what Nolan did today? Do you guys see like Austin, you did a good job. He did some sales in the last two days, right? Dude, you think nobody noticed? I promise you they noticed. That feels good, man. Go do it again. And by the way, this is the way that life will run from now on. You didn't get lucky. This wasn't just, you know, two days after training. No, this proves that when you train, your axe is sharp as shit. Hey guys, I just want to tell you, you're the true one percenters. You made it till the end of the video. Do me a favor, share it with the friend that wants to go to another level. Make sure you like the video, comment below so I know who you are. Set your notifications and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon.