 Today, I want to tell you how you can be more confident, more clear, and more persuasive on your sales calls when you speak to parents over the phone. I truly believe this episode that I'm giving you here for free can be worth six figures per year easy. If you execute what I talk about first, I want to open this episode with a story. So a couple summers ago, I was out at the fields getting ready for my training sessions. And there was a boy that was in my program at the time. He was 14. So this was actually like four years ago, 14 years old at the time. And I get out there, I'm setting up, and I notice I look across the field. He's out there running sprints. And I always get out to the field, typically half hour, maybe even more, sometimes more before my clients show up, because I always like to prepare, I like to make sure everything is set up the way I want it to be. So this way, when clients get there, it's already organized, it's already detailed. And I look across the field night, and I notice one of the kids that I train is out there doing sprints by himself. And keep in mind, I live in Texas. The summers are hot, very hot. He's out there doing sprints, doing push ups. No one's telling him what to do. He is just on a mission at 14 years old. And I look around and I'm like, where is parents at? Because they just drop him off and leave. And I ran over there, and I approached him and I said, hey man, awesome job. This is great seeing you here early. Why are you here so early? I knew why he was there, but I wanted him to tell me. And he goes, coach, I'm going to play in college. I'm going to get a scholarship. And I know I need to get fitter in order to do this. If I want to get recruited, I know I need to get fitter. I said, awesome. That's exactly what you need to be doing. So keep doing this. And I told him, I will never ask you to show up early. But if you show up early, and you're here when I'm here, I will spend more time training you. Deal, shook hands, and off he went. Next week, showed up. Boom. He's there before I get there, ready. Keep in mind, I'm doing this for free. I'm not charging him. I'm doing this because I know how driven he is. And it was his decision, not his parents' decision. Now, fast forward to today. This is, you know, that was four years ago. He has a scholarship. He has a full scholarship. And it's because of the work that he put in. It was the reps that he put in. And here's the thing. If you're listening to this, I'm assuming you're a coach. And you always talk to the kids about getting reps. You talk to them about doing more. And the way that this story ties into you and into your business, it is because if you are not confident talking to parents over the phone, it's because you have not gotten enough reps. And you're not confident with your process. And the only person who can do that is you. For example, the kid that I just told you about. I did not force him to show up there. Never, never once forced him to show up early. And for four years, literally, he showed up every single day that we had our session, showed up early, doing more work. That extra half hour, 30, 45 minutes of extra time that he got every single week, separated himself from a lot of kids who weren't doing that. And again, he started doing that when he was 14. I see a lot of coaches that are in their 20s, 30s, and 40s that won't put the time in to get the reps on calls because they are afraid of rejection. And now this is like a very tactical type of message here because this is what we do in our program. It's coaches that follow through with this. This is why they are getting better at closing clients. So first, you have to know what your standards are as a coach. If your standards are really high, then automatically you attract people who are serious. If your standards are low, you're going to attract people who don't care as much. For example, let's say your program is overly affordable and you know it. Or parents are negotiating with you all the time and you're sick of that. Well, you don't have high standards right now. Or if people are missing sessions right now, your standards are not high. If they're canceling last second, if you don't have any policies in place, standards aren't high. And what that does is it messes with your head because it makes you not want to talk to new people. And it makes you not secretly, it makes you not want to grow your business because you're afraid of getting more bad clients. So first, you have to change your standards. You have to raise them. Then you need an agreement. You need something that parents can sign when they sign up for a program stating what their commitment is and what your commitment is and how your business operates when certain things happen. So this way, there's zero gray area. Once they enroll, they're in. All right. Now, uncommitted people, if they see an agreement, they're not going to do it. And my question is always, well, why would you want to train uncommitted clients? What's the point? You getting that extra $100 or $200 that month from one client who's uncommitted, that actually hurts your business because you could have spent that time working with someone else who is committed or you could have spent that time doing something that's more productive than that $200. Most people don't look at it that way, though. They'd rather just take the money and work with whoever. And the most successful coaches that I've spoken with, the most successful coaches that I have interviewed, the most successful coaches that I've worked with, guys that generate millions of dollars in their career of coaching. They don't operate that way. They operate where there are systems in place. So first, high standards. So we can attract the right type of person. Second, you want to have an agreement that states your commitment, states their commitment. They have to agree to it. Third, you need to be able to look at sales as a science project. And I really mean this. It needs to be like, OK, before I get on the call, how am I like, what room am I going to be in? And you have a routine. How am I scheduling this call? Who is calling who? Am I calling them? Are they calling me? How am I calling them? Am I calling them on Zoom? Am I doing it on the phone? How am I, what questions am I going to ask? What's the objective of the call? Is it for me to sell my program? Or are we selling an evaluation? What happens at the end of the call? Am I recording the call? Am I understanding what the objections are? Am I writing things down? Do I have notes? Do I have a spreadsheet? So all of these things that I'm talking about, we do this in our program for coaches that are serious. And it's amazing. If you follow what we do on Instagram, you'll see. Coaches that we work with, they're closing like 2,000, 3,000, 4,000, $5,000 deals. And it's not because of luck. It's because they're now getting more reps, but now they have systems in place to get higher paying clients. And I will tell you, you don't have to be the best person in the world on the phone. Sales is not about you selling anything. It's about attracting the right type of person and asking them questions and qualifying them. Because sales is not about you. It's about, can you solve the problem? Yes or no? And you don't understand what the problem is if you're just trying to sell on the phone. You understand what the problem is when you ask the right questions, right? And that's very clear. Like if you just get on a call and you just talk about the benefits and where you played college basketball and how you scored 45 points per game in high school, like no one cares about that. They only care, can you solve their kid's problem? Yes or no? And you don't know what that is unless you ask about what their kid's problems are, right? Or you already have this reputation that speaks for yourself and people are just hunting you down because they know how great your program is, right? And again, that happens as you get more results in this business and as you get more results, the word of mouth starts spreading and you would not believe the amount of people I've spoken to the last like two weeks that make over like 300 and $400,000 per year that don't ever run ads. And it's because like their programs are great. They've been in the business for a long time but they learned sales, right? They learned sales. Now, when I said approaching this like a science project, I mean it because the example I told you at the beginning of this call or the beginning of this message where I talked about that boy who did all the extra work. He has a scholarship now. That scholarship's worth like 160K, right? That's huge. He's not gonna be in any student loan debt. Like that's gonna change his life when he gets out of college. Like he could probably start a business and have zero debt. Like I mean, it's amazing, right? And it's because he put in the work. He treated it like, well, I have this extra time. I'm gonna do this. And the thing is the vast majority of coaches don't treat sales that way. They're just like, well, I hope I get more calls this month or I hope I get people on Instagram to message me this month or I hope I get referrals. No, it needs to be measured and calculated. And you need to know if you talk to 10 people, how many of those people can you close and have that down to a stat? So you know, all right, next month, if I talk to five more people, I know I'll close two more, all right? And again, if you do that, if you record yourself talking on those calls and you study it, right? And this is where it ties back into that example. When you do the extra work, when you study your calls, you improve drastically. Because you'll be like, oh my gosh, why did I say that? Or wow, that was a great question. Or wow, like I am getting better at this. Because like the only way you can actually measure this is if you listen back and do that extra work. And you will see. You will see, you will do certain things that you will pick up on, on those calls. And I'll tell you like, there are so many little things I've spotted. So I used to clear my throat right before I talked about price. I used to, when parents asked me about results, and this is a long time ago, I used to talk about, I talked too much about myself. My coaching, this is what we've done, right? Instead of talking about the kids. There's a lot of little things. I used to interrupt parents when they were talking about something that was important. I used to talk over people. I used to talk too much. And it was because I was nervous on those calls. That was the thing. I was nervous because I hate rejection. I hated rejection, right? And I had to learn. And so the only way for me to learn is I had to listen back and be like, gosh, I need to cut that out. So when I get to the next call, that's not gonna happen on the next call. Or like, wow, every time I talk to people, they're really busy and it doesn't sound like they're paying attention to me. So how can I get them more focused? Okay, well, let me switch it to this. Or wow, like why are these people keep calling me when I'm not even ready to talk? So let me have a better system. So this is why, I mean, I'm serious when I say this, one sales call that you have with one parent could be like a $25,000 to $30,000 call. Because if they sign up for your program, they're in your program for multiple years, they could literally invest that much money into your business over the course of multiple years. And you might not be thinking that way. So this is why I want you to approach every single call like it's the most important call. And you learn from every call and that's how you'll have the confidence to charge more. That's how you'll have the confidence to lead on those calls instead of just like, I don't know, do what you're probably doing right now which is negotiating or you're cutting down your price or you're not clear with your pricing, right? And this is why again, if you go and study your calls, I have talked about this so much over the past like three years on YouTube. And it's shocking. The guys and girls that we work with that actually do that. And you know where they listen to their calls? They just plug their phone in when they're in their car and instead of listening to like stupid music that is garbage now, they're just listening to themselves on these calls and they're like, oh, wow, okay, cool, boom, boom, boom. And they'll like, they will make mental notes and then when they get back to their computer, they're going to carve through that call again and understand where they messed up, what they did well on. And think about like, if you did that for 30 days, let's say you have five calls this month, which anybody could get five calls. Like I could go knock on five doors in my neighborhood and drum up five conversations in the next 10 minutes if I want, okay? If you drum up five calls and you record all those five calls, you will be significantly better at sales by the fifth call. Like it is shocking. And what a lot of coaches do though, is they're trying to learn all of these tactics and secrets about sales. There's no secrets about sales. I'm serious. It is you getting reps and you recording and you listening back and you studying and you doing that extra work that you're probably not doing, that is how you get really good. And I'm confident when I say this out loud, like I have talked to thousands and thousands and thousands and thousands and thousands of people on sales calls. Like right now, just to give you some perspective, right now my goal is to have like between six to eight sales calls per day that I take six to eight per day. So you can see I'm getting multiple, multiple, multiple reps in every single day, right? And the thing is I want to do that because I am confident in what I sell. And the only reason I'm confident in what I sell is because I have, I look at everything. I look back at the calls where I'm like, gosh, like why did I say that? Well, what were the questions that I asked before that? So I look at everything. I'm not gonna tell you to do something unless I actually do it, all right? And I know it sounds like I'm beating you over the head with a hammer here, but if you're not gonna take that extra time, you won't reach your goals. So that kid I told you about earlier, if he didn't spend that extra time getting fit, that extra essentially two hours per month over the last four years, that compounds, that's so many hours, that's multiple days worth of extra work that he put in, got his scholarship. And when you treat a sales call like, wow, this could be a 25 to $30,000 opportunity here because it is, if you have a great program and parents stick for a long period of time, it is, that is worth 25 to 30 grand. Then you'll probably take it more serious. And I think if you study back your calls, you'll start to improve and that's all it is. It's the matter of spending a little bit more time than you are right now. And if you follow the sequence of what I talked about earlier when I started talking about the tactics, then you're way more prepared on your calls. All right, now here's the thing. I know you might be thinking, well, I wanna charge more, I just don't know how much more to charge. All right. And a lot of people ask me that and here's my response. You could completely change your price on your next call with and have absolutely nothing to lose. If you know you're going to be getting more calls that month because if you approach that, like the only way to find out with pricing, can I charge more or not is by asking, like by going through the process and when you get to the price, you charge more. Like, and I faced that when I went from $15 per session to $30 per session, then I went from $30 per session to $50 per session. And then I realized, wow, people are not bringing me money every time. So then I went, flipped it over to monthly. And I was like doing like $200 per month. And I remember sitting down with a sales coach. He was like, he was like, Ben, this is so cheap. Like the results that you're getting are so much, so much more worth than what people are paying. Like he was like, you won't be able to scale this business with this price. And he looked at me flat out and he said, raise your pricing. And again, this is a sales guy. So I was paying him to help me with sales. And he was just telling me to raise my price. And I did, I just listened to the guy. It went from $200 to $400 per month. Then we went from $400 to $600. Then we went from $600 to $800. This was for one-on-one training. Then we had a separate offer for group training that was obviously more affordable. And that's how we significantly grew our program though. It was getting reps on the calls, getting more comfortable on the calls, changing my prices and being willing to have people tell me no. And here's the thing, in my career, there's a significant amount of people that I've talked to over the phone that have told me no. And at this point, because I track this, it's like right around 70% of people that I speak with say no. All right, think about that. That's every, for every 10 people I talked to, three move forward. Now, some of that is because some of those 10 aren't a good fit, and I find that out. Some of those people, they can't afford it. That's cool too. But the ones who do move forward, well, that's my focus. All right, that's my focus. And I know if you have those types of numbers, and let's say you talk to 20, and let's say you talk to 30, you have 30 calls per week, or sorry, 30 calls per month. That's one call per day. Like, that's so achievable if you're marketing yourself. If you're closing 30%, all right, let's take 30 people times 0.3. You're closing nine new clients that month. If you close nine new clients per month times 12, that's 108 clients in one year that you've closed. If you have it set up where your program is like between 200 or $200 and $300 per month, like you're gonna be doing like 200 to 300K per year. All right, so if I take 108 times 200, it's $21,000 per month times 12. It's 259 grand per year. Okay, and again, I know it sounds loose when I'm saying these numbers, but I talk to enough people right now that are in the sports training industry that do this sort of stuff. I've done it personally. Like, I'm not gonna like try to fool you here. I've done numbers like that already. I help coaches do numbers like that. There are people I talk to all the time that do way more than that. And the big reason is because of their sales process, right? And once you master that, I really mean it. Like, you can take your business to a completely different level. And the thing is, is like, I don't wanna just relate this to money, but the problem is a lot of coaches are like, well, I'm so passionate about coaching and that's great, you have to have passion. Like, I'm passionate too, but like, I can't make a living if I'm just passionate about something. I have to, you have to sell. You have to be good at that. That's how you earn a living in this industry. And you can't just be passionate. You have to get good at sales. And I know if you're having problems with that, listen back to this episode, because I know it will help you. All right, if you have any questions, if you want like actual hands-on help with your sales process, join my program. That's what it's for. It's to help you create a great offer. It's to help you package that up, to help you talk to parents, help you market yourself, help you promote yourself and closing deals where parents are more committed and you'll have to change your program in order to make that happen. You have to change sometimes who you are to make that happen. And if you want more info on that, text me at 210-960-5771 or email me if you live internationally at buildmysportsbiz at gmail.com or just go to my website, buildmysportsbiz.com, click on one of the tabs. It's called the Accelerator Program. You can see a video there. You can watch testimonials. Right now, like the results are extremely good for coaches that are stuck into the program, all right? So that's it. And the only way you'll improve is by implementing what we talk about, studying it back and doing the extra work, just like the boy I talked about at the beginning who spent the extra time. Now he has a scholarship, right? And as coaches, we always tell kids to do extra work but a lot of coaches I see are hypocrites. They talk a big game to the kids that they train but when it comes down to their business, they turn a blind eye. And they're like, hmm, I don't need to do that. I'm chilling, I'm good, I have clients. No, you could be doing so much better in your business. Like you have no idea. You have no idea how much better you could be doing if you have certain things set up. So that's it. Hope to see you on a call and shoot me a text if you wanna set up a call, see you there. Don't gas, never stop, come deedin' If you break like glass, then this life's comin'