 You want to be the best? Prove it. Let's go. Do you want them when this is all said and done? To 100% say yes. Absolutely. Drive it home then. Use this freaking hand while you talk to them. If any of you in here can do this, you're rich. Guys, people need to buy with emotions along with logic too. What does logic mean? Cutting the tree down, making it right, trimming it, logically makes sense. Am I right? But also emotionally, right? Like, how would the property look? How would the property look with clean trees? Does that make sense? Guys, paint pictures, tell stories. After that, what are we going to do? We're going to come up with a cost. Is that correct? We're going to present and then we're going to close. And then if we can't close, then we'd handle any objections and then we'd go back to the close. Is that correct? What does it look like when we're at the close? Can somebody write up a ticket? You want to write one up? You want to write one up right here? Yeah, you got one? Yeah, here, just write a ticket up here real quick. Yeah, just write it up there because we're going to talk about this real quick. Okay, now why is writing this up there? This is what I want to know. Does everybody here close their own tickets? Everybody does? Cool. Do you write them up in front of the client? Okay, do they see you writing them up? Do they see the numbers or do you kind of have a clipboard and they can't really see it? Is it on an iPad? Okay, so I want you to do that. I'm going to have him do this once he writes this up here. So it's like this. So here's what we're going to do. This tree right here, that's going to be about 800. We've got this one right here, that's going to be about 600. We've got this one here, right? It's going to be about this much. So basically, and then we go to the iPad or to our screen and we come up with a total. This is what it'll cost. Everybody write down, master your mouth. Master your mouth. I said, tell me what that means. Relationships kill objections. And he said, first of all, his first word out of his mouth was said usually. We don't say usually around here. Usually leave something for chances. Does that make sense? Master your mouth. You know what that means? From now on, we're not going to talk anymore. Like I can't. That couldn't happen. That's impossible. We're going to go get it. Okay. And by the way, listen to me. How you guys speak. Then it talk about the tongue in the Bible a lot. How you guys speak is going to determine whether you get what you want. Okay. So I listened to what you said. Now listen to me. I'm trying to change your life. So I want you to hear me usually. Okay. It's like, take that out. 100% of the time when I show up with the great attitude, with conviction, with energy and with belief, my client says, yes, that's the way this goes. Don't say usually when you get a better relationship with clients, there'll be less objections. No, there'll be no objections. Why call your shots. Yes, feel me? Hey, listen to me. I need you to understand this. Doubt is a trader. I told you guys, doubt is a trader. If you doubt yourself for one second, you're going to get smoked, dude. Remember he's somebody was telling me, he said, Hey, I watched him go to 10 people's houses. I think it was him. He said, I went, watched him go to 10 people's houses. He closed 10 people. Am I right? And he goes, and he said, I'm, there's no way I thought he couldn't do it. You know what, dude? He loved proving to you that he could. That's why he didn't. Right. But my point is, had he been by himself, he might have only closed seven. But because you were with him, you know what? He closed 10. That's what I want you guys to understand. And by the way, I'm going to tell you my why. Okay? This is why I don't need a babysitter. Okay? My wife, she's my queen. She's my battlemate. She's the one I go to war with every day. My kids, my kids, dude, I'm not going to let them down like my parents let me down. I'm not going to let them down. I want you guys to understand me, people like me weren't supposed to have lives like this. And for those reasons, I'm going to go close 10 for 10. You guys get it? Guys, please understand, you need to completely control your emotions, control the way you think, control what comes into your head, control everything. Now, listen, when you get out of here and you walk back out those doors, okay, some of you right now, who in here like wants to start changing? Raise your hand. Okay? You feel this in this room? How you want to change? When you walk back out there, you're not going to feel that way no more. I am here to tell you you're not going to feel that way no more. Motivated people get destroyed by everything that gets in their way. Driven people destroy everything that gets in their way. Driven people. I need you to decide in this room right now the way that your life's going to go until you die. I am going to control my mind. I am going to control how I think. I, if I control the way that my mind works, will control my outcomes. I'm in charge. Who are you in charge of? Me. Who do you have to manage? Yourself. If you can manage yourself, everything else will work out. 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. Now, I'm going to get into cells here in a minute, but once you get this mind deal down, dude, and you don't need a baby sitter, remember this, ask yourself, do you need a baby sitter? Do you need a baby sitter? Do you need a baby sitter? No, I don't need no freaking baby sitter. Good. Then if you don't need a baby sitter, then run your own mind, 24-7, 25-7, 365. If any of you in here can do this, you're rich. If any of you in here can do this, your children will look up to you, your wives will admire you, and you'll look in the mirror and love who you are. And you'll keep breaking freaking records. By the way, a bad ass, if that's what you want to be, is a bad ASS, it's one simple thing. It's breaking the records in the company while still investing in the rest of your team and showing them love. It is not being the best in being an ass, okay? Dude, I run bigger numbers than all my guys for one simple and I close all their deals and I show them lots of love for one simple reason, okay? Because I want to be, I want to be somebody that's different than anybody they've ever seen. Don't be that high performer when you get there who everybody hates. Dude, show people love around you. Tell them how you got there. This is, and by the way, here's the cool thing. If we build this right, which I'm going to him now, if we build this right, which we will right now, you don't have to not only be in control of your mind, he'll help master his mouth which will help you. He'll help master his mouth which will help you. You guys can roleplay in the mornings. You guys can have a, do you guys have like a discord or a text line where everybody's in a big chat together? Every time somebody goes and they close something, do you guys like say, hey, I closed that deal or something like that or no? You post numbers at the end of the day. Okay, got it. I was just curious. I was going to say guys, I really think that you guys all together need to really push recognition for each other, okay? I have a group text that my whole team is on. It's a big discord. We use WhatsApp, right? I have a discord, but we use WhatsApp just because we send videos. We send everything and all day long, anytime there's a sale, my team post in there and dude, it's lighting up all day long. So anytime in between sales, you can look in there and you're like, dang man, we're on fire. It's like it makes you feel good to go attack. Does that make sense? I think you guys need to feed each other during the day. All right, here we go. Ready? Okay, so I want you to walk the property with me and talk to me how you normally talk. Is that cool? Yeah, but no, no, no, just the property. It's simple. Okay. Cool. I'm going to actually, I'm going to let him go through your entire road to the cell. Is that cool? And then let's go all the way through to this. So pre-night call is pre-night call. Let's roll. Talking to the mic and I want you to talk to them in me. Hey Andy, this is Christian with Chips Tree Service. Sorry, sir. I'm good. What's up, buddy? Wonderful. Hey, just want to reach out. I got you on schedule tomorrow. Come on by sometime between about 11 and 2. Just want to confirm that time frame is going to work for you. Yep. I'll be there. Perfect. And then other than yourself, is there anyone else you'd like to be there with us? Handles anything in the yard? Anything on those lines? No, it's just me. Okay, perfect. We'll see you tomorrow. Okay, buddy. Thanks. Okay, go. And then we get to the property. Okay. Hey, Andy. I'm Christian. How are you? Andy, what's up? Nice to meet you. Hey, what are we looking at for you today? Just one. Have you guys check out this tree? Awesome. Where's it at? Back here in the backyard. Perfect. Let's walk through the house. Does that work for you? Yep. Perfect. Okay. We walked through a beautiful home. Do you like guitars? Oh, sweet. So do I. Okay. We're in the backyard now. So then I set my agenda. So before I dive into this, a couple things I want to just kind of roll through with you is, I know last night we talked about, and I went fast to the pre-night call, but typically I ask a couple questions. So I know last night we talked about tree trimming. Who's done it for you in the past? You said it's never really been trimmed. I'm going to point a couple things out to you. Also, if you see any red flags in the yard, I'd like you to point those out to me. Does that work for you? Sure. Perfect. And then in regards to irrigation, I know we talked about it. Landscapers handle it a little bit. But in regards to irrigation, if you see any leaks, any red flags there, point those out to me. I'm going to also do the same. Also, I'll check that timer because it's been a little hot out here. Make sure that's adjusted for you. Does that work for you? Sure. Perfect. And then in regards to health, I want to definitely take a look at the healthier trees. I want to make sure everything's looking good. If there's any concerns, any trees dying back here, I know you called me out here for this one tree, but I'm out here. We'll take a look at everything if that works for you. Absolutely. Awesome. And if there's any other future plans, we do landscaping, full landscape, pavers, planting, irrigation, anything along those lines. If there's any future plans that you can think of, be sure to point those out to me. I'm also going to give you a couple ideas that I may see. Does that work for you? Awesome. Good job. And so then I dive into it, the mesquite. Okay, so with this mesquite, I know you talked to me a little bit about trimming on it. I'm going to tell you a couple of my recommendations here. And this one, this property that I wrote up here was a lot. It was a pretty big property, but I don't know, are we going off that or? I'll go off whatever you want. Okay. So I wrote that one up. I think there was... What old thing? Tell us. 10 trees there. Yeah, there was 10 trees there. Cool. Let's go. And so I looked at all the trees. There were some removals. So for the couple of the trees that we've seen out there, we're dead. So we'll... So you had five dead trees we're going to remove for you. They're not looking at this. And so I'm lost right now. No, you're not. Listen to me. Rule number one, don't ever let anybody else take up space in your head. You're not lost. Am I right? Correct. Okay. So number one, remember I said master your mouth? Don't ever say you're lost. You're not lost. You're not lost. Dude, whenever people feel pressure, what they do is that they retreat. Does that make sense? You know what, fight or flight or freeze, right? Like, dude, like fight. Like, listen, hey, you got five, six dead trees. We're going to remove those. Okay. So those are going to be gone. Now listen, the way that you remove those trees is really important because that soil, when we remove those trees, if we remove them wrong, that soil stays dead and that could literally be like strict nine to the rest of the yard. Does that make sense? Some things around that soil that made that tree die. Does that make sense? Okay. So I'm going to make sure I cure that area which no one else does in the world because we don't want those to kill the rest of the trees, do we? Good. I'm going to make sure I do that right because a lot of people just remove the tree. They won't do that. Then we'll look up next year and we're moving all the trees. We don't want that, do we? See? What am I doing? I'm creating certainty that I'm the expert and I'm also creating uncertainty that if you were to use anybody else, they can't do what I can do. Do you guys feel me? Okay. So like, let's go. Let's start. So looking at these trees here, Andy, I know you have four mosquitos over here that are struggling a little bit. You mentioned to me that you had a little bit of concerns on those. Then a couple more you wanted to get trimmed up. Is that correct? Yep. Okay, perfect. So with these mosquitos, what happened here is they had what's called slime flux as well as some some insect activity in them. We'll definitely get these things cut out. Another thing I'm going to tell you with these is with mosquitos, we don't typically poison all the roots but I think I don't want to poison these roots out and we'll do some soil treatments before we plant anything new in there. Does that work for you? Sure. Now listen to me. You need to explain to people why you're doing stuff. Why are you different? Can I ask you? I want to ask everybody a question. Is he the same as everybody else or is he different? How do I know? I want to explain to you why we're different than everybody else. 99.99999% of the world's going to come in here and remove these dead trees. They're going to pull them out of here and then listen, I'm going to be Nostradamus. I'm going to fast forward. I'm going to tell you what's going to happen next year. I'm going to be out here again and I'm going to be removing half of the other trees. Does that make sense? Yes. Do you know why? Because the soil was never cured and fixed. And by the way, most companies don't know how to do this and when they try to do it they actually end up poisoning the soil and actually intentionally killing the rest of them, not intentionally but they do it on accident. We are pros at doing this. These trees when we remove them, I'm going to go ahead and take care of the soil around those areas to make sure that none of the other trees get affected and that those problems, these dead trees happening will never happen again. Would you like that to happen? Yeah, good. That's me. Now I might do that's already done. That's I didn't even give a price but that's done. We're done. That's done. That's done. We're doing that. You guys got to understand something. Are you guys different? If you're different, you got to sound different, okay? Hey and I'm listening to them, okay? And I know that when you're with a customer you're different but look man these are your peers. You shouldn't be weird. You know what I'm saying? You got this, okay? Okay, walk in like you own it. Do you own it? Yes. Okay, all right. So here, so say this again and let's keep going. And by the way, I'm going to grab someone else to do this in a minute. It takes a lot of courage for him to do this. But this is what we do for a living, am I right? Like if I made him get up here and hula hoop, that'd be weird. Like he's not hula hooping. You're the tree guy. Okay, okay. So with these former seats here, Andy, the reason that you guys are going to want to use a certified company such as us with these trees as big as they are, they're close to structures. Watch. What you'll find is most tree trimming companies are just tree trimming companies and they're not certified like we are. Do you feel me? I need you to separate yourself. You want to conquer and divide, separate yourself. Does that make sense? Are you a certified tree trimming company? Okay, what does that even mean? Is everybody certified? How do I know that? You didn't tell me that most aren't certified. I want you to understand in the tree space, 99% of the people that you're going to have come out to your house, they're not certified. We are actually one of the true tried tree certified companies that exist, okay? Which means we're the best. AKA, we'll let you down. You like that? That's it. Like, if you don't say these little things, when you go to ask for the money here in a minute, he's going to ask me for $20,000. Like, does he want me to write him a check right now and swipe a credit card or does he want me to put him off? He wants me to swipe. Okay, why are you different? Do you guys feel me? Okay, you must be dropping each time that you go over one of these. I need you to explain to me why you're different, okay? Do you believe you're different? Yes. Then you got to lean into that, okay? This is why you would want to use a company like mine, which truly doesn't even exist. Look, I know buddies that literally will fly us out to their state because they don't even have a certified tree trimming company in their state. And they have us flying out of state because of what we do. What am I doing? Creating massive certainty, okay? Also, I'm creating uncertainty. Like, I know what's to come. What could happen here in a minute if I don't do my job right? I'm going to get a few more bids. Could that come up? Yeah, do you want, listen, what if when you articulated your words and explained during your presentation, your stuff that made it feel as if I could not get another bid? Everything I've done has prepped you and set you to believe that there's not another company like ours. Look, the way you present it is the way people perceive it. Does that make sense? Okay, so when I'm presenting this to you, that's the way that you're understanding what I'm telling you, right? Okay, can I ask you a question? Are you giving people information or are you giving them transformation? Give them transformation. Listen, when I'm here, we're going to transform this property. This is the way we work. This is why people use us. Listen, most of the time, most of the time, we're booked nine weeks out. No one's booked nine weeks out. Tree trimming places would love to come by here and do what? Tear up your yard, make it look good for a week or two and you'll realize halfway through next year all the damage they did. Dude, these trees take 30 years to grow and they take a half a day to tear them down. Rome took forever to build, came down overnight. Listen, you want to be very careful who you let touch your trees. What am I doing? Creating an uncertainty. You feel me? Now what are people doing? They're like, oh well, I just want you to just you do it. I don't want anyone else to do it. Let's just let you do it. Okay, okay, good. And do we know what we're doing? Do we know how to do it good? Yes or no? Yes. Yeah. Dude, is there not a lot of amateurs out there though? Okay, all right. Now come on, man. I want you to put the sizzle on this steak, bro. You going to close this down? You guys think he's going to close me? Yeah. I close him in two seconds. He's an easy close. He's a lay down. Now I need you to close us, okay? All right. Now listen, we're about to get into this. Now let's go. Let's do this. I want your best game. Are you coachable? Can you learn? Are you willing to change right now? All right, bring it on. I want to see a new you right this second. Let's go. Hold that mic up to your mouth. Don't get nervous. You want to be the best? Prove it. Let's go. So these four receipts over here, Andy, I know we talked about removing those. The reason you're going to want to use me for this job is because a lot of times you're just going to have those labels. Stop. Don't listen to me. That's the deal. Quit doubting yourself. Do you feel me? Do you get it? Okay, this is very simple. Okay, what are you going to tell me? I'm certified Daniel. No, you want to tell me. What is this? Tree work. Okay, we'll start with tree work. Sell us on this tree work job. Okay, go. So with these trees, obviously there are some disease issues along those lines. The reason you're using a company like mine with us being certified, a lot of times you'll have just you know, mom and pop landscape shops that are going to become terribly moving fully licensed, bonded and insured company. Been doing this for 42 years. My guys are awesome, man, that you precision tape downs all the time. And so with those, it's going to be no issue. We'll have those knocked out no time at all. Trees over here that we're going to trim up. I'm going to do arbitrar prunes. We're going to crown clean every single one of them. That being said, we're going to remove all cross branching deadwood tip weight in those trees. We'll knock that out in no time. We can definitely take care of it for you. Okay. Tree work wise. Do I mini close it or no? Whatever. I want to just you do your typically I'll throw out. Let's go. So I'll just be on tree work. Something I want to make sure you're going to align, you know, making sure we're both aligning tree work wise. You're going to be about five grand to remove prune everything along those lines. Is that something that's in the budget? Okay, now listen to me. I'm going to ask you this, right? 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. If something's not done right, done right, how costly can it be? Okay. Guys, I want it. I'm not asking you to be me, but I want to tell you if it was me that I would say, all right, now I want you to understand this. Okay. I see about $5,000 of work with me as a professional taking care of it. Now, I want to warn you very carefully here. The way that we remove these trees, the way that we take care of all this, there's something that you need to understand. When somebody starts trimming trees and taking care of some takes 30 years to grow one of these and it takes a half a day to tear one down. If somebody trends these wrong, we've already got a couple dead trees we're going to be removing over here. When I remove those trees, there's a reason why those trees died. I'm going to make sure that whatever killed those doesn't kill the rest of these. These trees are very expensive. Could you imagine your backyard bearer with no more trees back here? It'll look awful. And by the way, it probably cost you $25,000 to bring new trees in and years to grow them. Okay. So I would tell you this, for the $5,000 to take care of the tree work, I will make sure and ensure it's done right. So when we trim these trees, we will lose no more trees. Any questions? I didn't say is that in the budget. I said any questions. See, I want you to understand when you ask is it in the budget, it makes me feel like what if I say it's not in the budget? Can we come down? I'm not going to say is it in the budget. I'm going to say so once I take care of that, you guys are going to be ensured that we're not going to lose any more trees and these trees are going to look perfect. Okay. Any questions? Like if you're going to mini close them, what you don't want to do is say $5,000. Is that in the budget? Then they're like, I don't know. Can we negotiate? Now it's like, dude, now you're making them question you too early on. Does that make sense? Guys, I want to ask you a question. Can we negotiate or are you so good at presenting so well that there's no negotiation bell to go off? I want you to understand something. Anytime that you ask them, is that okay? Is that in the budget? And they have to say yes. What they're hearing is I'm committing to your number. Now listen, I know the way it works. We do want to trial close people along the way. You know, does that make sense? We want to trial close them. Like, hey, obviously this is something that's important to you and anything that should be done today should be put off tomorrow. Wouldn't you agree? Cool. Awesome. Let's keep moving through the yard. Right? Like I'm just like advancing the sell forward. Does that make sense? Okay. Everybody understand this? You see this? I don't. Do you guys close on your feet? Okay. So, you sell on your feet and you close on your seat. Am I right? Okay. So, you're wanting to close in a seated position. Am I correct? Understand the trial close. I want everybody to understand the value of a trial close. And a trial close is just to get somebody to say yes, agree, and move forward. Is that correct? A trial close is actually called advancing. Yep. The sell forward. That's all it is. All it is is you're advancing the sell forward. Okay? So, you're you're so don't just say, hey, is there any reason why you see that not being in the budget? It's like at that point, we ain't even made it to this, this, or this. And I'm like, ah, I don't know. It sounds kind of high. Now, once I say that, dude, you're automatically doing this on these next three. Am I right? Because you're like, damn, well, if that's already high, then I can't even get in these other three. It's like, relax. It's like, guys, listen, what I want to tell you is that we're going to take care of all this. We're going to make sure that we cure this or the soil's right. So, that stuff that we do take out, it doesn't poison any of the other trees. I'm going to make sure I trim these trees right. We know it takes 30 years to grow one of these in literally a second to tear one down. The worst thing we want to do is trim one of these trees wrong. Let an amateur come in here and get his hands on them, which happens all the time. End up killing a couple more trees and you have to buy trees and bring them in. It would turn my job today, which is a $5,000 job. It would turn it in from a $5,000 job to now bringing trees in. It probably costs us $15,000 to $20,000, which we wouldn't want to do that because your money's very important to both of us together. So, for the $5,000 job, I can take care of all this, make sure it's done perfect by professionals, not amateurs. Any questions? No? Okay, cool. Let's keep going. I got two more things I want to talk to you about. Boom, boom, boom. Like move through, push through, but you don't have to get them to agree because they're not going to pay for it right then, right? And don't ask them, are they okay with the money? Like, listen, I want to... Can I explain two types of mindsets? Are you ready? My mindset is I know it's a good deal. Dude, this is a no-brainer. We're going to do this. This is... It would not make sense not to do this. Like, this is what we're doing. This is good for you. This is cheap. Dude, this is a freaking deal. There's that mindset and then there's the other mindset, which is what? What do you think? Are you okay? Are we good? I see it in your eyes. You're weak. You're holding out on me. Can you give me a better deal, little kid? You see that? You think you're going to come in here and just tell me what this is going to cost and I'm just going to pay you whatever you want? See, because that's the look that's in your eye, like you're taking advantage of me. Listen, I want to tell you something. I'm coming right back to this. This is the sales person's biggest problem in the world. Attachment to price. This is the reason why I kicked everybody's ass and everybody else didn't get it. Customers are not attached to your price. They're not attached to your price, dude. You are attached to your price. I see that you're scared. You're scared. I can tell you're scared. So, you know what? When I see you get scared, you know what I do? No. I'm going to say no and I'm going to let you get desperate. I'm going to let you start. Whoa, whoa, whoa, whoa, whoa. What would you do? Well, what could we work out? Well, I could probably call my manager and get a better deal. Oh, whoa, whoa, whoa. Now, they start treating you like a little punk kid. Okay? Listen to me. This is why everything that I've taught you from the beginning today matters. Your poker face, it's not even a poker face. Your belief that money is unlimited and you do your job so well that they'll pay you whatever you want is the state that you need to stay in the whole time. And do it with love. Do it with kindness. Do it with your heart. Does that make sense? But, dude, I promise you they can tell when they look in your eyes and they're like, he's hoping I'm going to say yes. It's like instead of you like getting me to just agree with you because it sounds so good. Can you guys present your stuff where it sounds so good that there's no way they could say no? That's what we got to do. Now, me and you are going to finish this. See this? We're going to go back. You're going to stand right here with me and you're going to close them on this. You ready? Yeah. Okay. Now, when you talk to them, how old are you? Just turn 19. Okay. Put the mic up to your mouth. Okay. How old are you? Just turn 19. Okay. Say 19. 19. That's how I want them to speak. How old are you? Just turn 19. 19. I want to know. I want him to go. I want you to take a 40-year-old soul but have 18-year-old energy. Does that make sense? Okay. Cool. So, talked. Listen to me. These people, first of all, they see you as a kid. You're 19 years old. They have no idea the information that you know. Do you believe in this company? Absolutely. They have no idea how much you believe in this company. Also, they don't know how great your company is yet. And the way that you speak to them and the way that you talk to them will be their opportunity to understand. Listen to me. I don't care how great you are. If they can't understand how great you are or how great this is, it doesn't even matter. You'll walk out disappointed every single time because you can articulate your words. Now, do you know what you want to say? Absolutely. Do you see this? What is this? Tree work. Tree work. What's that? Plant holes here. Okay. What's that? Superfeed the part of the plant hole. Okay. What is that? Irrigation. All right. And how much is it going to cost? We're going to say 20K. Is that cool? Yeah. All right. Now, look at them. Okay. Rule number one, I want you to talk to them like they're two-year-olds. Now, I'm not saying I want you to treat them like they're two-year-olds. Talk to them like they're two-year-olds because I need you to talk to them which they can understand. Okay. Guys, if I start speaking all this plant language, tree language crap in which you don't understand, a confused mind does nothing. Right? Does that make sense? Today, we're going to do the Chinese soil 397, 1618. What the hell are you saying? Listen. Here's what we're going to do. Okay. Yeah. It's like, so what are we doing? And then I'm not in because I don't understand. Listen. I like to tell people, guys, I can really geek out on this tree stuff but I'm not going to do it. I'm kind of kind of dumb it down a little bit. I want to tell you what we're going to do kind of A to Z. Is that okay? Okay. See that? See this hand? No, no, no. Hold this. Hold this. Use this freaking hand while you talk to them. Okay. Are you the presenter? Yes. Okay. I want you to present this when you come right here and I want you to do the best job you've ever done in your life. And I want you to prove to me that you believe in training and that you can change fast. Yes. Okay. Whose building is this? Yours. Yours. He hasn't been training. My building. Yeah. So whose building is this? Mine. Yes. My building. Mine. Okay. Good. Let's go. You ready? All right. Let's rock this. All right. Perfect. So no ums. Come on, man. In regards to these trees, I know we're looking at about eight trees here for you. We have the, you're going to have three over here that were going to be removing for you. What I'm going to do, I'm going to have one of my, my number one of the three guys come out here. We'll get all these things removed for you. And in regards to these ones over here, I know that we're dealing with, you know, $30,000, $40,000 of vegetation here. I hate to see you lose that. So that same crew that's going to be, you know, our top peer guys, I'm going to have to take care of those. We'll calm clean them. We're going to thin out the canopies, make sure they're structurally occurring properly for you. Does that work for you? Okay. Now watch. Now I want you to say this, what this means. Everybody write this down. What this means. Okay. He said something, and I want to explain to you what sizzle on the stake means. You said that you've got around $40,000 in vegetation here. Is that correct? What does that mean? What does that mean? That means you have so many trees here and so on your property that if I was to rate how much it would cost to replace all these trees, it'd be around $40,000. That's what that means. He goes, listen, he says, hey, you got $40,000 of vegetation like it's lightly. Dude, do you want to write you a freaking check for $5,000 for the tree work? Yeah? Absolutely. Say guys, the cost of the vegetation, the cost today to trim the trees, to remove these couple of dead trees, to make sure that all of this gets taken care of and is A rated plus is going to be around $5,000. I need to warn you. If we had to replace all the trees on your property right now, you have around $40,000 in which I can see with my eyes of vegetation that it would cost to replace. Now because three of these trees died is very concerning to me. I'm going to make sure today that we protect the $40,000 of vegetation, the $40,000 of trees. So when I leave, it won't be concerned to have to spend any more money on those. Any questions? Does that make sense? Guys, he said $40,000 of vegetation. There's a close in there. Drive it home. You feel me? Yeah. Drive it freaking home. Dude, do you want them, when this is all said and done, to 100% say yes? Absolutely. Drive it home then. Guys, never miss an opportunity to drive it all the way in. Does that make sense? Guys, all I'm saying is this, I think some of us, we just take it lightly. Like, oh, we got around this and that. And then they say, what do you think? You want to do it? No. Okay. Now, because I did a crappy presentation, because I didn't drive it home, because I didn't punch them in the mouth and make sure they understood what I was really talking about. Now, I got to go sell it twice. You want to sell it once? And when you're done, make him say, ride it up. Or do you want to just do it, you know, once, like half hours, and then miss something. Remember, hey, everybody, dumb it down. Forget you're in the tree business. Forget it. Hey, I'm glad you got the information, but they're not in the tree business. I'm not in the tree business. I don't understand what the hell you're saying. Guys, you got it? Can you do me a favor? While you're selling me and helping me, can you make sure that I wrap my head around what's really going on as you're going? If I said, hey, follow me to Dallas, and I got my Ferrari and just took off. Dude, I wouldn't expect you to be there with me when I got to Dallas. You couldn't have followed me. I went too fast. Drive it home. Hey, hey, look at their eyes while you're talking to them. You know what I mean? Do you understand all this vegetation? It's $40,000 worth. If today we were to come out and plant all this in, that's a lot of money. So our goal today is what the $5,000 we spend to take care of the property is to ensure that the investment of $40,000, right? It doesn't cost any more money, and that stays safe and secure. Any questions? Yes? Okay, awesome. Guys, trust me, removing this for $5,000 is nothing. The big money is the $40,000. Does that make sense? I'll put my hand on my heart, like the Pledge of Allegiance. I'll say, guys, I pledge to tell you that I'm going to take care of these $40,000 in trees you have, make sure that nothing else, right, can harm or take care of them, okay? Now, what does that do? Damn, well, if I only got to spend $5,000 and the $40,000 is protected, then that's worth it. Do you feel me? Look, you got to understand this. Guys, everything is getting more expensive, isn't it? Okay? Mr. and Mrs. Customer. Look, inflation's real. Do you agree to believe in inflation? Absolutely. Right. When was that tree planted? 15 years ago. 15 years ago. You know, it cost you 19 times more to plant that tree again today than it did 19 years ago, or 15 years ago, right? You don't want to replace that tree, do you? No. Okay, so our goal today is to spend the money we need to protect the tree and do what we need to do while we're here because replacing that would cost four times as much. Do you understand? What I'm doing is that I'm making him understand and see things that most people don't even talk about. The way you present something is the way that people perceive it. Okay? Do you want them to think when this is all said and done that that was a great deal you just offered them? Can I ask you a question? In order for people to have their money leave their pocket, right? Must your value be higher than the price? Okay, I'm going to give you guys a rule and we're going to come back to this. When value exceeds price, the price isn't too high. When the value exceeds, okay, exceeds the price, then the price isn't a big deal. Okay? So when you're selling, your value needs to be up here and your price is here. Now, I'm going to explain this to you. Everybody is finally going to have that aha moment in sales. I've got a salesman sitting here selling and he's like, hey, Mr. Customer, this is going to cost $15,000. Watch this, the salesman's face can either be this because he's built, you know, $30,000 in value. Does that make sense? And you know inside your heart, you know when you've built a value. Am I right? Like you know when the value is there, right? Some of you guys use shortcut. You don't drive it home. You don't paint pictures. You don't tell stories. You don't make sure they understand how great this deal is. You don't make sure they understand how much money this stuff will cost your place. You just shortcut it because you want to get to the close. Let me explain this to you just so you're aware. 90% of your time should be building value, 10% closing. But the dumb asses, you know what they do? They spend 10% building value and they spend 90% of the time closing because they suck at closing and they don't believe in the value and they want to get to the close because they think that that's what the money's made is on the close. No, the money's made in the value. So for this salesman, if he doesn't build 30 grand in value, he built 5,000 in value and he's asking for 15 and that's why they see their face and say, bull crap, not doing it. Do you feel me? Guys, listen, if I had a Ferrari out there and it was 300 grand, but I would sell it to someone for 150,000, you guys are probably like, dude, if you don't buy this Ferrari, you're an idiot. Like you're an idiot. This is a $300,000 Ferrari. But I guarantee if I was going to sell $300,000 Ferrari out there, but I put $450,000 on the window, you guys wouldn't even want to show it. See, that's the problem with sales people. The reason why they don't like talking about money is because they don't believe in their company enough yet. They don't believe in the value of what they do yet or they don't know how to explain enough value yet. Remember what I tell you in the beginning, it is a skill to explain value, right? Explain it, okay? And by the way, I know that I'm spending time with him, but is this helping you? Yes or no? You see this? When he said $40,000 in vegetation, stop, drive it home. Here, stop, drive it home, okay? I'm going to let him do his presentation. Every time he says something that triggers me, I'm going to say, drive it home. And I want him to drive that home. I want him to increase that value so high that at the end of this, whatever he says, I'm like, hell yeah, we'll do it. Are you kidding me? Let's wrap this up. When can we do it? Does that make sense? All right, so here we go. Are you ready? This is going to be you. And I'm going to say drive it home and we'll roll. Okay. All right, ready? Go. Perfect. So with the tree work here, Andy? Yeah, talk to them. Yep, talk to them. I want you to close them. So with the tree work here, I know we're talking about removing some form of the seed here. Hey, don't ever question yourself. It doesn't matter. I forgot what I said. Yeah, but it doesn't matter. Just own it. Does that make sense? Hey, dude, if you say five and it's four, who cares? Well, it doesn't matter. It'd be weird though if you're like, I don't know, maybe three or it's like, hey, don't question yourself. I'd rather you be wrong than just sit back and really, I'm not telling you to give people false information. I'm just saying, you know, just own it. You're good. Just go. What is it? So we're removing green seeds here for you. I have one of my top care crews out here that is taking out. I hate to risk anything to buy an instruction. Drive it home. I'm going to have that same exact crew, super high rated crew come out and they'll turn those. Okay, time out. When I say drive at home, who is a super high rated crew? What does that even mean? Are there crews that aren't good? I'm going to have one of my A tier crews come out here, right? One of my five star crews. You don't want one star crew, do you? That'd be silly. I'm going to have one of my five star crews come out. I'm going to explain who a five star crew is. A five star crew have been federally regulated and vetted, which means when they're around your property, they're people that have passed our backgrounds. They're drug tested, everything. They take our company very seriously. Okay, very high rated company. We're having the only certified tree tax in the country. There's not very many of these out there. A lot of them are just labor workers. They hire them and they let them just start chopping on people's trees. We do not do that. I need you to understand why we're different. Okay, what am I doing? Driving at home. Hey, I don't know your language. So sometimes when I say something, you're like, well, that's not what we say. Well, can you understand that I'm trying for you to understand what you say and drive at home? Does that make sense? Okay. All right. You ready? Drive that. So when I say drive at home, I'll say like, drive tier one tremors, right? Drive that home. Because see, that's the sales point. Does that make sense? We're going to explain what we're doing and then drive it home, explain what we're doing, drive it home, explain what we're doing, drive it home, explain what we're doing, drive it home. Why? Because I dare one of you guys, do you know what the client wants you to do? Some of you, you're not going to get this. And I'm going to explain exactly what you're going to get your ass kicked. The clients want you to speed it up and give them the information fast. That's what they want. I want to pump the brakes. I want to drive this home because I'm here to make a deal. I'm here to get the sale. I'm here to ensure the close. That's what I'm here to do. They want your bid and they want you gone. And they're going to be, oh, we'll talk about it tonight and let you know. You know why? You gave it to them too fast. Number one, you didn't give them time to process it. You didn't give them time to even become sold on it. And you honestly just gave them information so quickly they couldn't have been sold even if they wanted to. Slow down, drive it home. If you speed up, you're going to miss the money. Drive it home. Does that make sense? All right, you ready? Okay, let's do this. Good, let's go. We'll see any of the recording when we're done. Perfect. So, we're going to remove these three trees over here for you. That being said, I'm going to have one of my tier five crews out here. I'm going to get all those knocked out for you. All right, all right, drive home the tier five crew. Who's out? That crew is going to be a certified tree climber. Two certified tree climbers on that crew as well as certified grounds guys of five years of experience. What does certified mean? For us, they're like licensed guys basically. Time out, relax, own it. And when I say certified, Mr. Customer, I want you to meet, I want you to know there's somebody who's licensed to be out on the property. They're pros, not amateurs. Okay? Hey, you may think this is important. Watch. Your tickets are going to triple. Okay, go ahead. So, we're going to have a tier five crew out here removing those trees for you. When I say tier five, so you kind of, you're on board with it, they're going to be certified guys five years of experience. They're not this year. Do you see how much better that sounds? You see how much better, do you guys hear them? Do you see how much better that sounds? Dude, he would say, hey, I'm going to have one of my certified guys come out and then we're going to do this. Hey, I don't know that some people aren't certified. You know, 99% of companies don't have certified technicians, which is scary, which is why we're going to win the number one world's fastest growing tree services in the world. Okay? Call your shot, let them know. So, when we have our certified tree, which who are people of five year plus experience and we have certifications, when they come out, these guys are the best. Dude, they like that. Do you think people want weak or the best? Good, drive it home. All right, we'll pass that now. Let's roll. And then with these trees, I'm going to have those exact same guys get up in these trees. Just with these five trees here, we know we're dealing with about $40,000 when it's the vegetation. I'd hate to see any of that here. Okay, time out. Drive that home. And when I say $40,000 in vegetation, what I'm explaining is that if I had to come out here today and it was a dry bare backyard, which means nothing existed in it, it would cost me about $40,000 to put these trees up in here. Does that make sense? Because I do do that every day for people. So, as I look back out here, what I see is $40,000 sitting here that when I go to do the job today, I want to ensure to make sure I protect that $40,000. Does that make sense? Look, that tree died. It's not the only one to go. It's not like some, dude, it's like COVID when it happens, like bam, bam, bam, bam. Right? It's like, dude, when that tree got sick, that is in that soil and that soil is in the same soil that all these other trees live in. I am going to ensure and fix which other companies don't do that that tree, that place will never poison another tree on this property. Sound good? I'm going to personally take responsibility for that because I know how much these trees cost. $40,000 is what I can see with the eyes. Could be more. But I'm going to protect that so it doesn't cost you any more money moving forward. That's what I want to drive home. Does that make sense? Bro, that's a lot of money, right? Let's not take it lightly. Drive it home. Okay? All right? Move past it. You got $40,000 of education here when I saved $40,000. I deal with blank yards every day, so to replace trees that size, you're about $40,000 plus they're very mature and stable trees. And so I think I have to see you, you know, replace those. Training and removal, you're going to be about $5,000. Any questions? Yes. That's it. Good job. And by the way, I think you should add on these trees something that's super important. It's like Rome the Empire took forever to build, but in a day it came down. I need you to understand, as I see your trees, nobody really understands. This is why you want to have an expert, how precious these trees are. They take 30 years to grow and it takes one amateur hacking on them for them to come down. So I'm going to make sure that you guys get what you want and make sure that we protect them. Any questions? What am I doing? Assuring. Part of the close is as you're going through your close, you're reassuring them why you're the one who should be doing the work. Does that make sense? Okay. All right, let's go. And then next thing that we're going to talk about, so I've combined these. You're good. Just rock and roll. Because we do them together. But this is your show. Okay, perfect. Let's go. So and then the other thing I want to mention to you, I know we talked about the health of the trees, obviously. That being said, you know, with obviously $40,000 of vegetation, not including any of the little plants around here, probably dealing with about $60,000. Okay, watch this. One of the reasons that I'm out here today is because of some unhealthy trees. Would you agree? Yes. Okay. So what happens when trees become unhealthy? It gets very expensive, not only to remove them and to fix them, but also to replace them. Okay? You see? So how important is it that they do do this? Very important because unhealthy trees is what caused the problem today. And had everything been healthy, I would say, listen, had I been your tree guy, the only regret you'll have with us is that you didn't start using us three years ago. Does that make sense? Yep. Your company's been in business 44 years. I can assure you that if we would have been your tree guy, these trees wouldn't be dead. We wouldn't have allowed it. And you have not been spending this money today. But I can't go back in the past. All I can focus on is from today forward. Does that make sense? Yep. Okay. So we know how much it costs when trees become unhealthy. So what my number one concern is is that we're going to take care of all the health of the trees here, moving forward. Does that make sense? Do you guys see how I explain it? Yep. What did I explain? Unhealthy trees caused this problem today. This problem today, I didn't cause it. I'm not the bad guy showing up. The problem is there was nobody servicing the tree so they became unhealthy and now it costs money. Had we already been doing business, we've been in business for 44 years, these trees wouldn't have had this problem today. You wouldn't be spending this money. But I can't change that. All I can focus on is from today forward. Everybody say that. That's it. Isn't that all we can focus on? Yep. So since I can only focus on from today forward, today I'm going to ensure that we're going to do two things that are going to ensure the health of all the trees. So moving forward, we don't ever have to spend bills and money like this again. Does that make sense? Yes. Am I explaining it in a way which you can understand? Do I am I in the tree business? The way that you talk to your kids, the way that you talk to your wife, the way that you talk to yourself, the way that you talk to the clients all the same. You are always constantly communicating what you want. Does that make sense? Thank you so much for watching this video. Don't forget to like, 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.