How To Run A Discovery In 2026

to make sure we can actually help them um um kind of i don't really like the answer though because like nah not necessarily you can close people you don't you can't because we don't know the problem we're going to solve yet no i mean if i book a call to lose weight what do you think i'm there for you don't ask me any questions if i pop up and i'm taking up the whole camera would you disagree or disagree okay now that makes sense again try somebody current situation like understand what's actually going on like why they um like while they're on the call but like not saying that but like asking questions to um just understand by the way guys you don't need to raise your hand just fucking out just say um kind of jayden closer but not quite would you say it's to uh reveal the pain no because why do i care about the pain make them buy i can make you buy with no pain if i make you think that it's gonna make you a millionaire and margot robbie be sleeping in your bed don't need any pain for that limiting beliefs like uncover limiting beliefs why though i mean they like if they still have them like they're not gonna buy or like they're not gonna really scared me at a limiting belief that was a shit close you ever closed them no that doesn't count i'll take the game there's no way but i mean i mean how would they grow if they still have like limiting beliefs but you have to uncover them you have to shout at them on the call or like let me tell you something right now you're always gonna i still have limiting beliefs i make fucking a decent amount of money son and i still have a fucking shit ton of limiting beliefs yeah your limiting beliefs don't stop you succeeding your limiting beliefs keep you stuck at a level that's all it is every single level you get to you're going to uncover new limiting beliefs and you're going to start to believe stuff differently that's why i'm stuck where i am is i have tons of limiting beliefs i need to get rid of but like i ain't getting on a with a closer try and smoke me on them because like it just doesn't work like that so it just depends what level you're at all right anybody else got any idea amplify value explain that one harry explain your answer you just say build the gap between what the current situation and the desired state are the two states where they are and where they want to be i wouldn't say that's the purpose of the discovery yeah so amplify value you just get the context on their current situation which is going to make what we're selling more valuable to them no build trust and set the time for the call yeah but i wouldn't say it's the purpose i would say help them make a decision help them make a decision but all they're talking about is their current situation has that helping them make a decision gain leverage leverage that's the whole purpose of the discovery i mean i'll say leverage because it's like to see where they at where they want to be and why haven't they reached to where they are they want to be okay but what if they're close to where they want to be but they haven't got there yeah but i'm on the way there i'm getting close can you just not close me now i mean if they haven't gotten there yet why is that not because you know with my current strategy i'll get there next month but i'm not there yet okay that's that's a limiting belief that's why you haven't been there because of yourself what does limiting belief mean a belief that limits you right if my beliefs that i'll get there next month is that limiting me or is that actually a good belief it can depends on their perspective it can be like i'll get the next one but you can get there faster it's not necessarily a limiting belief i think a lot of us have this obsession with limiting beliefs that's actually a pretty positive belief like if i told you elio i believe by about july i'll be doing 250k a month would you say that's a limiting belief because i think it's it's going to be by june or july and not next month i think it depends on the data like if you are already like 245 like why until july like why no next month yeah that's why that's what i'm saying about this coverage to gain leverage that the data so when they have they want to like put all these excuses you have all the data to handle their you're closer it is leverage it is a little bit of leverage but there's one big answer that i'm looking for isn't it like just probably just gating like how far i like how like how urgent with the urgency that are how urgent is creation like nah because because they don't have a fucking clue how urgent it is like i've spoken to her like literally like one more meal away from diabetes and they're like yeah i'll probably start looking to lose weight next year like they don't know the urgency like they have no fucking idea that's why they're on the call with us yeah just i was thinking it's like i'm engaging like like how urgent it is and then because just discovering how like how urgent the situation is and then like you know fixing that that problem really i wouldn't say it's the purpose probably also to gain momentum to let me then relieve their experiences and relieve that pain so we can gain momentum for the pitch and close them momentum i wouldn't say the problem like finding like the act like the real problem like today problem that's going on today i feel like that's the point of the discussion yeah kinda like to be honest there's one word i'm looking for it's the word i use in every fucking coaching call it's simply just clarity like everything every single one of you said i could tie into one word in terms of clarity what is their current situation what is their pain do they trust us why aren't they where they want to be what limiting beliefs do they have what the fuck are they looking to do with this why haven't they done anything every single answer you guys gave me falls into this one word it's clarity the purpose of my discovery is to gain clarity on who the fuck are you why the fuck are you here and why do you need my help if i get all three of those i'm going to close you the other thing which i wasn't going to include this but it's actually two is to gain leverage right because without leverage what have you got you got fucking niche so the first question is how do we gain clarity how do we actually get this probing questions probing asking questions and finance um asking relevant questions like like stuff that's going on right now so i would i would agree with just questions to be honest questions was fine now i used to speak about this a lot i haven't spoke about it in a long time but what are the two kinds of questions that i believe there are in sales does anybody know open-ended that i'd sadly elio i wish i'd come up with that but that was probably like shakespeare or something that came with open-ended and closed questions for a very different way very situational there's another one i forgot the other one and questions and anytime questions nice yeah now what is the difference between these two one of them you can ask like in whenever in the call on one of them is like it's like a perfect time more so to ask that question like when it does come up like the situation comes up okay but give me an example say someone's trying to lose weight they're stuck in the gym and like they've been lifting and they they don't like they they don't know how to do workouts you wouldn't ask what gym do you go to you ask what workouts are you doing would i because i wouldn't ask that question i don't know i don't know i really yeah i don't know okay what's a better question anybody answer what's a better question than that somebody said to you i just don't know what workouts to do and i can't lose weight what's a better question to ask what why you do know same question wrong how long have you not know what's why now what exercises keep the wound what is he doing right now again that's the same question you're just rebranding it how long have you not known what exercises to do there we go sandro that's what i want to ask because what does that tell me right what does that give me how long they've been in this current situation for that and it gives both of these right because if he says oh i haven't known what exercise to do for a year guess what i know i've leverage to call him out for that. If he tells me, oh, it's only recently I've been knowing what to do, I now have clarity that he's new to the gym and it's a new thing. So again, every single question I ask ties back to these two things. Either I get leverage for the end of the call or for now, or I gain clarity to ask better questions moving forward. Because the best way to ask a great question is to gain clarity. If I said to you, I said, okay, I'm going to let you ask me one question to close me before you ask me that question you can do every bit of research on my life and see every decision and thought I've ever had you would sit for days on end looking at every decision every action I've ever taken to make sure that this question is perfect why because you want to have as much leverage and as much clarity as humanly possible and that is kind of all that sales boils down to is do you have leverage over someone and do you have clarity on their situation to be able to articulate your offer into the solution to their problem if you have both of these guess what you're probably piffable and that's it so what is a situational question a situational question is something that we can only really ask at the time so let me give you an example let's say that elio for example said to me i've wanted to make money my whole life i go awesome man so and then i ask him some random fucking question i'm like how old did you say you again and then i just go into something completely different if in five minutes from the time i then ask earlier by the way you said you want to make money all your life how long have you actually want to make money online you'd be like that was fucking 20 minutes ago what are you bringing that up for now it doesn't flow with the conversation everything that is situational is something we need to jump on straight away and it's why i'm so on top of active listening is because if you're not active listening you end up asking the wrong questions very fucking often and if you ask the wrong questions you get the wrong answers and what do i mean by the wrong answers i mean they don't really move the prospect to where you want to be let me give you an example matt you're on an offer so you can answer this when you ask a question do you know the answer you're looking for or you're hoping for yeah of course you fucking do right we all do because what you're selling is gonna have the same kind of prospects every fucking time when i was selling cars and exactly what I was looking for. If they have four kids, I go, so you're looking for an SUV? You think they're going to say no? Absolutely not. But what does it do? It makes me seem like an expert. It makes them feel like they know me. And it also means that I can be way more efficient with my calls because there's two most important things in sales. One is your close rate. And two is how efficient you are. The reason that I made so much more commission than most people in this industry is because I've taken double the calls because my calls take half the fucking time. and by being able to do that i didn't need to work any more than the other people but i was able to outwork them so being efficient is going to be huge and the best way to get good at that is to ask situational questions now when it comes to any time questions can someone give me an example of one of these what do you do for work that was the one i was thinking of now why do we have to have any time questions why are they important so we can open the conversation good be like wouldn't that just be your opening conversation like your opening question open up like a new branch where you want to probe on really like if you like selling business like what you do for work it's going to go into what they do for work why they don't like that why they want to change and all that stuff so maybe like open a new branch of data that where you can gain leverage from okay anybody else um after you can't like go into situational questions like after you finish going down um those you ask another anytime question more so the answer is actually a lot simpler right there are a few things that you need to know on every call like you need to know their situation right and inside of that is going to be a few different things so one's going to be work another thing is going to be their relationship like what or do they have a girlfriend do they have a boyfriend whatever right and the idea behind this is why are we looking for these certain things what is the purpose of identifying all these different things is they're gonna they might come up as objections later not might they will whatever these are are going to tell you what their objections are going to be so what you're looking for you're looking to identify every single objection so by going making sure that we ask about their work which is a question i ask on every call is okay is there any hope in hell this guy can afford it like if i'm selling a 50k ticket and the guys like i'm working in mackers i'm kind of just fucking wasting my time to be honest at the same time if it's a 50k investment and he's talking about i have a girlfriend how involved are you guys is she supportive etc etc this is how you're going to pre-handle is through these anytime questions and by uncovering these through anytime questions you're then able to use situational questions to handle these objections and make them come back to what they're doing so these these go hand in hand right this isn't more important than this and this is more important than this. However, if you don't use these, you won't close. And if you don't use these, your calls are going to lack a lot of structure and you're probably going to miss a lot of stuff. So you must have both if you actually want to succeed and get to where you want to be inside of closing and get your close right to where it should be too. Does anybody have any questions surrounding any of that so far? No. Sweet. Now, what is another thing that we must get inside of our closing calls in the discovery before some smaller side pain pain what else urgency yeah the tie downs tie downs explain a tie down like to make them admit that they have something wrong going on commitment to change is it uh ownership ownership trust trust anything intent intent data data yeah but you get that pretty easily fucking hell it's all you cunts ever go on about fucking beliefs like so when we talk about beliefs give me some examples of beliefs like what are some beliefs that people have that they can do whatever it is they want to do on their own do yourself another one your situation isn't that bad anything else i never had the time like time what else it's not their fault that's a long lines of what i was thinking but that's way too positive it's everyone else's fault is the usual one yeah yeah um and when it comes to any way before i move on anything else or are these the main for do we reckon they need to think about something for a long time their failure if you find that in the discovery you're the goat to be honest if you find anything about in the discovery fair play but they're very rarely going to give that to you um another one if it actually works that's the one i would have said leo is uh doubt uh doubt and result now what does every single one of these have in common like what are they all in reality uncertainty no it's opinions but it's not real it's not true um i wouldn't agree with that i mean sometimes life is okay you know they're subjective though yeah of course right but that's why i would be i'd be careful to say that they're not true yeah yeah my bad would you say i think they're all true would you say like limited buying beliefs what is the rule true gated what did you just say hold on a second yeah like they like i'm saying that as in like the prospect they can believe like they believe this is all true in their minds no they don't think so they believe that this one yeah maybe this one yeah maybe this one you're just a loser this one you're just a loser this one you're just a loser like these two maybe the rest no way that's fair sandro i think you had that too um i said uh they're all just like limited buying beliefs yeah but there's there's one word that i'm looking for to be honest objections no excuse there we go that's what i was looking for they're excuses that's all these are right like oh i have no time like if you think about every single one of these right you can apply it to anything which is why I wouldn't call them buying objections how many times do you have a friend who goes to the gym and says I just don't know if I can get jacked you know my genetics suck I have no time to go you know life's okay I don't care about it that much I am in decent shape I'll just do it at home I'll go for runs and I'll do some push-ups I would go but the gym's always so busy every machine's taking you know the machines like this doesn't have to be sales and the reason that that's why i don't call them anything but excuses is because that's what they are in every aspect of your life you can use these exact same five excuses for anything literally fucking anything so i label them as excuses now what do we do when someone gives us an excuse what do we actually do to solve that call them out call them out why though why would we call them out for it so they can move forward okay but let me put it to you like this right if you said to me uh you know jordan i've been struggling to get through the modules i haven't really had time and i just went oh you've had time sandro like just fucking do the module suck would that help you move forward that actually push you backwards uh yeah i've potentially pushed me backwards so what should we do instead when someone gives us excuses doesn't just have to be you by the way change the perspective okay but how do we do that shifting their beliefs question that way of thinking yeah how do you shift their belief by showing them how it's not helping them okay but how do i ask them so god acknowledged that is an excuse no there's again a story by storytelling storytelling no i'll tell you guys there's a secret to my answers there's usually just one word why what so you give me an excuse and i just go why yeah i mean like why just ask them i just haven't had any time what do you mean like why have you had any time i just haven't had any time i've been working consequences consequence of what life's okay challenge that but again what are you challenging do you know my life's not okay if i told you right now max and my life's okay and you go try challenge me on that oh might sit i don't know nah hold them accountable no it's not a one-word answer but like make him realize that i'm telling you all right yeah contacts maybe okay yannick god i didn't see it in the chat it is just clarity right like you guys are right but you're just a step ahead so the way you have to think about this right is like at the end of the day we want to shift their belief and we want to challenge them on it but how am i going to shift your belief or challenge you on something if i don't even know what you're fucking saying right like for example if you say to me my life's okay i need to gain clarity on why your life is okay if you think you can do it yourself i need to gain an understanding of why you think you can do it yourself if you believe it's everyone else's fault i need to gain an understanding of why you think it's everyone's fault if you say you have no time i need to understand why you have no time if you doubt in the result i need to understand why not right because and again this all just back to the exact same thing without clarity we're kind of just shooting in the dark and it's impossible to actually gain leverage over somebody with no clarity because you don't even know what game you're playing you don't know what sport you're competing in you don't know anything so without clarity there isn't really much you can do now let's say that somebody says life's okay and we gain clarity then what do we do challenge it yeah come on uh i was hoping everybody just like clarity clarity uh so we challenge them now when we say challenge them somebody give me an example of what that actually looks like what do we say um say if say if their goals like to make 20k a month but they say their life's okay it's like okay man you mentioned your life's okay but in comparison to where you want to be making 20k a month doing xyz do you really feel it's okay when you compare the two yeah i mean it's okay man like you know it could be better it could be good but like it's okay and i guess like you can just tell me to shut up if you want bro but like um if everything was okay and fine and dandy like why are we on the call today well yeah i'm interested in making 20k a month man like i said okay but like you said you're all good and you're happy and you're content where you're at so why do you want to push for more why not if the opportunity is there you know i'll take it okay so up until this point like why haven't you been pushing for more well i just haven't found the right opportunity and you know like and life's okay like i've just been enjoying myself a little bit all right um but it's not okay enough that you're still looking for more though right well yeah i mean everybody wants more right yeah but like more to me could be 20 quid a week more to you could be you know ah fuck that because i already know your goal um yeah bro so you say you want to make 20k a month and you want more but like you've been waiting for the right opportunity how long have you actually wanted to push for more and get an opportunity so you can make 20k per month um like a while i suppose okay how long is a while like let's say like two years two years okay so in the past two years i'm just curious here like what have you actually done to go and get the opportunity so you can make 20k per month yeah i mean like i've watched some youtube videos i've taken some of these calls like you know i'm just still looking for that right opportunity okay and what's different now compared to the past two years where you've just been watching youtube videos and booking some calls um nothing much really i mean i'm still just trying to find the right opportunity okay what does that right opportunity actually look like to you the opportunity can get me to 20k a month okay um and when you do make 20k per month like why are you actually pushing for 20k specifically like what's that actually going do for you it's just been a goal for a long time okay why though i mean i've just always wanted to make 20k a month yeah but you could say 100k a month like why 20k specifically that just seems like the first goal for me you know maybe i go to 100k after but like for now i just want to get to 20k a month okay and in terms of when you get to 20k per month what do you feel would be different in your life compared to how it is now because it's already pretty good right yeah i mean not too much different to be honest it would just be just be nice to push myself you know okay so like why even push for more if it's not going to be that different man like i'm just trying to connect the dots here i just want to push for more man you know i just want to see how far i can push things but it's been two years and we haven't pushed yeah i've been my opportunity like i said okay like i want to keep going but now i'm kind of at that point now challenge him on the opportunity like whose responsibility is it yeah for sure or is it is it him yeah like the opportunity is on he's gonna come and sit on your lap are they i'll tell you how i'd do it right is instead of going down that route what i'd say is i'd say okay so life's okay right now i mean let me ask you rowan are you someone who settles for okay are you are you happy with that or are you someone who actually wants to be great and achieve things like hey like they came up yeah i am i am pretty content with where i'm at to be fair but it would it would be nice to just push for a bit more stay the same man why not all right then sign bro peace out but they won't and you know why is because if you can say your life's okay it means you have an ego and what does ego mean right is when i pull back the curtain a little bit and i go why don't just like if you're happy would be an average man and staying at 10k a month that's absolutely fine and they go no I want to make 20k a month you go really do you though because over the last two years you've done nothing about it I've booked a few calls oh you've booked a few calls nice man how much time that take probably three days out the past two years would you say that's what and something if you want to go if you want to get in shape would you go to the gym twice in two years no okay so do you really want to make 20k a month yeah I do I do why though and it's about like it's about going for the ego instead of the fucking prize because there's no attachment to the 20k a month because they probably don't even think they can fucking get there because with that mindset you won't anyway right yeah but what i will attack them on is their ego like oh so you're just happy being average i'm not average i make 10k a month well it's pretty average in the space man and then you can unravel it through there because the other thing that happens is when you go for someone's ego or go for something they're proud about they stop thinking logically and they say stuff that they probably would have tried to hide before but yeah bro i was gonna ask like you like what i didn't do i just noticed you did you labeled it you said okay so you're happy just settling with average but then what did you say about the 20k per month or it's like or do you want to be great was it or something yeah like i always label i think labeling is so important because if in negative ways it's like a dog right if you shout at your dog he gets like really like he knows but at the same time when you use a different tone you label your dog as a good boy he's all fucking happy like you say yeah for sure so like labeling so important to me yeah because that's what yeah i could tell that's what i didn't do so it's just like a plain combo it's like he still thinks that like average is good fucking hell you didn't i thought you were dead bro you haven't asked the question all day okay yeah just quick quick one uh how do you recognize if it's an ego thing and go for the ego or do you go for a reward type of what you tried before it depends on what it's in belief right but it's plainly obvious like if somebody thinks life's okay it means they still have a bit of an ego because let me put it to you like this right if you lived your dream life like your dream life like i don't know your dream life but let's assume that it's living in the hills in italy on a fucking wine farm with like 10k a month passive income do you think you'd be booking sales calls probably not yeah probably not definitely fucking not bro you'd be sitting on the balcony glass of wine fucking not watching any instagram reels so the idea that they're on a call but life's perfect is a complete facade it's not real so it's more based on their limiting belief is how you approach it yeah that's how you understand whether it's ego whether it's fear whether it's something else okay thanks easy bro anybody else got any questions how long would you like keep going for jordan like i know it's quite situational but like if someone just was like not budging and they were just being like yeah but i probably i i'm good where i'm at like i could i could just chill like i don't need to push like how would you create like like actual urgency in that situation um how do you create actual urgency again it's by gaining clarity around what the are they actually saying because it's very hard to create urgency if you don't actually understand what their objection their excuse is right yeah so it'd be like the urgency creates itself once you actually start to unravel what their situation actually looks like okay makes sense easy bro mr polony no i just wanted to add on something on it but you answered it there you go um okay oh eden hell bro joking about not asking questions bro uh yeah so my question is how would you properly challenge someone for example in fitness if they're blaming for example metabolism menopause taking pills and they cannot lose weight because of it how would you approach challenging those people okay do you feel like everybody on those drugs is overweight i don't know you don't know so you think so would you say be reasonable to say that every single person who takes those drugs or is gone going through menopause is fat well you know each body is different everybody responds well like i'm just i'm just asking right would you say that that's true or no there are some people who are in shape who are going through the same thing as you right now i'm guessing there are some people that are in shape so you would say it would be reasonable to say that if you did everything nutrition training everything to a t correct you would lose weight yeah i don't know you don't know i don't know okay and how would you ever know unless i do it i guess okay and let me ask you are you are you willing to do that to actually find out or are you happy to just keep blaming it on everything without actually seeing if what would get your results would work yeah i'll probably i want to do it you probably want to do it or you actually do want to try lose the weight and get into the shape that you've always wanted to be in yeah i don't want to it's kind of hard when they like just don't believe that it's possible but the the biggest way to do it is just with logic right just compare like other people in the same situation successful exactly you would you do it like for would you do a comparison why do you feel like they are successful and you're not or um so you do a comparison based on well it's first about getting them to understand that the majority of the problems that they're facing are themselves because there will be people with menopause on these drugs that will be in shape right 100 so it's getting them to take accountability for the fact that the reason they're not in shape isn't the drugs it isn't the menopause it is an xyz thing it's just their own self yeah and the only way to do that is by holding them to it but if you if you were done to this this this this do you feel like you would still be out of shape type of yeah exactly if you said to them okay do you feel like if you were still going through menopause you were still doing xyz but you ate perfectly every day and you did everything needed in the gym too to get into shape do you feel like you'd still be overweight or do you you feel like you'd be in shape yeah i would be in shape yeah logic okay so do you think it's reasonable then to blame your weight on the on the menopause or on xyz thing or do you think that's maybe just a little bit of an excuse it's an excuse okay and moving forward do you feel like you're going to be able to get to your goals if you continue to use excuses okay so would you agree that to move forward and get to where we want to be in our fitness we're going to need to stop making excuses and actually do what's needed to get there yes i agree welcome to the team here we are thanks sandro and then manav you can go yeah i just wanted to add to the uh menopause and metabolism thing as well because i i'm on a fitness offer where they they treat that as more of a reason to like to actually fix it properly so um i think some people like they notice that the weight sticks on after menopause or the metabolism slows down because the hormones and they notice the difference so sometimes like you're not going to be able to convince them that they have tried like they have tried things but they've they've noticed that they don't lose the weight when they used to so there's definitely something different so i wouldn't try and say like it's not a real thing because they're just gonna put up a big battle because they know it is my point is so let me let me add to this because you actually make a very good point my point isn't that it's fake my point is that it's a excuse yeah yeah yeah it's harder but it does make it impossible yeah i i think it gives you leverage to say like uh your program is built to help get over that and like the the you know the other things that you've tried doesn't address that type of thing but yeah definitely still an excuse because like you say like it would just come up at the end of the call if you don't address it at all yep i did want to ask as well just if i can get a two in one um do you ever feel like is this something you look for on every single call or do you feel like some people their belief system like you don't see anything that screams like i need to get this person to be super accountable or to answer you i know where you're going with this question right and to be fair to prospects there are people i've had calls with that you don't need to do anything with their beliefs because they've overcame them themselves for sure i've seen that quite a few times actually where i speak to people and i think like wow this guy's actually switched on and they acknowledged the way they used to make decisions held them back or the way that they used to behave was not what was going to get them to where they wanted to be they had to make a change etc etc so for sure there are going to be prospects you get where you think like fuck the guy knows he's talking about because sometimes they do overcome it on their own like a lot of you guys like you guys never had sales calls for this like a lot of you guys will have overcame your own beliefs by just buying this program it wasn't because you spoke to some sick closer it was just because you overcame it yourself so yeah there are people who overcome themselves just label them when they do that i imagine yeah um to be honest like most of them are going to be fucking lay downs if your program's any good cool like if they feel like they're getting value they're going to be absolute laydowns half the time jordan how do you know that they're they've actually overcome their own limiting beliefs and they're not just bullshitting you and saying the right stuff because it's very hard to bullshit when you actually overcome them like i mean even i'm sure we've had conversations sean where like you would have came to terms with limiting beliefs you used to have it's obvious like if they're like i used to be fucking lazy as shit i was terrified to do anything you know i stopped myself achieving xyz because i was lazy because of this because like and they just tell you everything that back in the day you would have had to pull the out of them yeah but if they if they already overcame their limiting beliefs would they not already be in a mentorship like the one they're trying to join or the whatever they're trying to join the way you got to think about it right is like the second that you overcame all your living beliefs did you just make 10k a month no yeah no like it doesn't work like that right like if you overcome them yourself right there is going to be a situational thing where you need to get into the right manner shape you need to find the right manner shape etc etc right like i would say i was a better closer when i was making 10k a month than when i made 30. i had way more beliefs when i made 30 than when i made 10. but the situation was just better so there's a big fix for both but yeah like sometimes they are just bullshitting you but majority of the time especially when you get like a real obvious one you'll be like this guy actually like really wants to make a change and he's ready for it too it's obvious when you get them all right sweet i appreciate that yeah so jordan i was just thinking back to a call i had before on a fitness offer basically at the end he was telling me he wants to like look at all these other coaches make like a pros and cons list and and like compare the price compared to the value of all these other coaches how would you challenge that like especially for someone who's been in that position for a long time okay well like this would be the first question i'd ask him i'd say okay and let's say that you had a coach right and like let's say you compared our program to let me think of an example some other sales program this is what i'd say if i was closing him right i'd say okay now let's think about this logically let's say you're taking so you have a call with me and then next week you have a call with another coach and let's say that coach every single thing is a pro except that they can't get you to where you want to be and on my list everything's a con but the one pros i can get you to where you want to be which one would you join well because i just mainly care about getting where i want to be okay so what the is the pro and con list for then um i don't really know i mean you don't know i guess it's just right making sure i'm getting the best value okay but what does value actually mean to you like what does value mean i mean i guess the features of everything but okay well let's say that i gave you a million discord servers a full chat gpt bot everything but it's going to take you six months to get there or i just give you two one-on-ones a week with me on zoom but i'll get you there in three weeks which one you jump which one you buy the one-on-ones then why because you you want the best value you want the most features so like just explain that to me man because you're kind of contradicting yourself i mean yeah i mean i guess it's just about getting to where i want to be okay and do you genuinely feel like everything that i watch you through can get you to where you want to be yeah i do actually think okay sweet so what the fuck we wasting our time with other calls for let me send the payment link in the chat right now for you okay yeah like it's a load of fucking waffle bro like it's just an excuse right and it it's like reframing that mindset of like oh i want a pros and cons list here's your pro you got to make 10k a month do you want to do it yeah okay sick welcome to the team like they're just trying to find reasons to delay action that's all that is is trying to find a reason to delay making the change that they already know they need to i've heard that type of bullshit quite often yeah you're gonna bro what do you think do you think there's something in discovery that causes that so i feel like with me i was getting in the middle when some of the other clothes as well for example um potentially right but at the same time i would say that that could just be like you could just be getting a lot of people who are just like that because it is a certain like i would i don't think i've ever wrote pros and cons list in my entire life you wouldn't catch me doing that right but i know plenty of people who would so it could just be like getting unlucky with that type of person but it's just something you defeat with logic right again it's just like what do you what is the biggest pro for you well i make it okay do you feel like this will get you there yeah okay so what the does the rest of it matter there you go bro george hey jordan uh just searching back on the fitness example you did for challenging someone that's giving an excuse i just had a call with a weird excuse someone who's a woman who's like 59 years old and actually want to make 5k a month of profits she works as if she works as a freelance for insurance right now and i was like okay so what did you try in the past to get that she was like i i started my own uh digital marketing agency what happened there i didn't commit why didn't you commit she blamed it on her uh traumas what was the trauma it was ptsd okay from and she started telling me why she asked ptsd so i started and i asked her okay so the freelance job do they give you multiple tasks or one she said one she says they did give me multiple tasks so i can earn more money but due to the ptsd i couldn't take more than one task i can't overwhelm myself so i was showing her the cost of an action like like do you see that the digital marketing didn't work because it overwhelmed you so you kept that off and you're not taking more tasks to make more money with what you're currently doing because of the ptsd how long do you want to hold on to that knowing that everything's gonna get you have to put in the work when it gets tough it was a wishy-washy answer i told her that what's the alternative if you keep holding on to that and don't push and and do more she was like i'll keep doing what i'm doing and i was like okay but why are we on this call because what we're doing right now is not enough so i got the tie down there but i still lost the deal so i was like in a situation if she gets overwhelmed quickly how like did i do the same analogy like you did like like don't you think people with ptsd actually squeeze and push through and be successful i can play a dangerous game george i don't know if i want to clip this one off i'll be honest with you bro um yeah yeah it was weird i don't i didn't want to offend her i didn't want to shake her belief but i didn't know how to handle a ptsd medical condition like that because it's very sensitive and i can't push very much without offending someone i don't really know to be honest with you bro like i'm trying to think about my answer here and i honestly i'm not sure i i'd say the the biggest thing that i'd say is i would have just doubled down on like why are you here if you can't risk adding more stuff on like if you genuinely feel like if you add more stuff on you're gonna get overwhelmed why the are you here yeah i did say something along that line she was like i want to see if if i can do it if it's manageable and that was a disqualifier for me because i don't want to get her into something and then she quits after months but but i still need to reframe her to get her to a version of herself so she can do better but with ptsd i i didn't know what to do yeah interesting yeah that's i don't know the perfect answer to be honest bro i'm not enough to hold up my hands and say i don't know how i would have dealt with that one so you know you know you know jordan because i'm in a mindset where everything's my fault so i have every deal that i don't close i could have done better i could have reframed i could have helped them more so um well i'd give you a different perspective i'd say because i'm a firm believer that not every deal you lose is your fault like sometimes you do you speak to retards like i'll be honest um so it's good mindset to have but i personally don't have it um amir go for it bro yeah so i wanted can you hear me yeah bro i can't see you okay wait now you can see me also the classic closer line bro there i can hear you but i can't see you okay okay so getting back to manav example so i feel like right now i do a very good discovery i get a lot of people paying me like i'm doing a great job but sometimes they don't really match their words by action like they really they show me they are committed they really want to do it but in the end they don't fully commit so i challenge them i call them out but sometimes and that's my question how can i actually do this without triggering them out because i feel the way i'm doing now or if i continue to challenge them they feel pressure from my side side some of them they usually call it like man I feel a pressure from your side something like that good like why is that bad thing for me it's not a bad thing but I like like say yeah I mean a little bit man like why don't you want any pressure I mean you don't want to make this decision where are you selling me in Romania no no what are you saying what coaching for trainers like fitness yeah exactly why do you don't want to feel why do you feel like pressure is a bad thing it's not no but like that's what you say to them yeah i know but and they usually say it's not like that's my job basically that's what i do with my clients in the gym okay right so what do you want to do or no like just ignore the pressure but so to answer so repeat your question so you feel like your discoveries are good right now yeah but then where are you going so basically they mentioned to me multiple times in the call even in the final part when i say the investments and everything and they say i really want to do it but their action don't match the words okay but what are they then saying like what is their objection like why aren't they i don't really have an objection like because i handle everything in the spot but okay but let me let me let me challenge you on that right so they don't have an objection but they're not buying so what the they say let's put it like this mostly i get it like i don't do a decision on the call i need to think about it mostly and then when i clarify what do you need to think about it there is nothing that's the way i do the thing like that means that you're not handling the objection correctly there is some there is an objection there you're just not getting to the bottom of it okay so then this is the question how can i spot the real objection have you got a call recording i could watch tomorrow i do yeah but it's in romanian that's the thing yeah okay i ain't gonna be able to give me what i do have i do have something like uh an app who can actually translate it i i'm not sure how good it is but we can try one day on duolingo bro we'll review you in romanian tomorrow i'll be up to speed bro and to answer your question right in terms of how do you uncover that it's by then following up with more questions right because it's very like the odds of them actually need to think about it are so so slim so like if they say i need to think about it you go through your thing and they say i don't know i just need to think about it just need to think about you go okay run me through what does that process actually look like when you go think about it for the next day or two oh i don't know what do you mean you don't know i you said you need to think about how do you not know what your process looks like and you just continue to push them on it and again you use logic to overcome it so it's by pushing them with logic send me one of your calls with the translator and i'll try and see if it's ever working that'll be my best way to help you to see where you're going wrong okay thank you mr muneos yeah so i've been one of the biggest challenges that i'm facing right now on my calls like before if i can give you a little bit of context like of course a lot of these guys that come are like young people like you know the icp young people that are trying to skip the 905 and all the stuff so these tickets are high like 6k 10k 15k they really know so the biggest struggle that i have right now is that these guys of course they don't have the money but we have the financing firms so it's like a big fear of not or they're not believing themselves enough to bed 6k tanking 15k on themselves and go through it and i was like like that's the biggest objection that i've been facing now i think about it now so just like fear and i burn them like to be honest i get them and i pressure them as much as i can and i just tell them like hey brother like are you gonna get a mentorship because it's gonna hold you to that kind of he's gonna hold you to that standard he's gonna give you accountability but i'm gonna give you accountability right here too brother so i hold him to a standard but it's like oh no man like in your case you have a guy like say me i'm young i want to invest a lot of money or whatever but i need to find it like how you overcome my objection of like not betting on myself like enough to go in that yeah you know like if they guys have the money they probably pivot but this guy doesn't have the money so it's like how to push them to that point of delusion that they can actually make it happen um so the the way that i do with young people is you gotta understand with young people right they see the huge upside they're also a lot more optimistic because they haven't actually been through life because life sucks a lot like 99 of life sucks whereas when you're young it's a lot more positive so you're a lot more likely to take a huge risk right and the other thing too is getting them to realize that there isn't really a downside when you're young to taking risks like when you're super super super young like what is the worst thing that happens you just end up in the same situation i mean yeah but a lot of the guys are like say 22 23 and these guys are already like they already have work they have a job they need to pay bills and all that stuff so like they in a position where they are like yeah but i have to pay this or sometimes they leave like paycheck to paycheck and they just have like 300 at the end of the month for 100 to invest and that's enough with a financing firm you know but like that fucking fear again right bro it's the what is the downside yeah what is actually a worse life if you were 30 right and you just kept living like you're living or if you're and even if you were 30 and this all failed and you had to lose 10k paying and payment plans right at least when you're fucking 70 you can sit and go you know what at least i tried that's that's that's exactly what i do i'm like okay brother let's see what's on the other side of that fear everything works out everything's good you start posting everything you have your fucking business like what's on the other side of that fear oh well it's i'm gonna get more followers i'm gonna be able to do this okay so it's every time on the other side of that fear is fair to say that's everything you ever wanted yeah all right brother so if the other side of that fear is everything you ever wanted like what happens if you never cross a line you never like yeah cross that small stream of fear oh i'm gonna stay in the same position okay is that what you want to end up no why not oh because of this isn't this all right so what decision did you make uh yeah man it's just like i go that deep i go like brother base kiss in there you fucking win worst case scenario like you lose your car you're gonna be walking then a fucking bitch poops on your shirt and you get distracted and a boom boss boss comes and crushes you and you die that's the worst case scenario in single place in life but it doesn't it wouldn't even matter because you would already be dead they're like yeah yeah they're agreeing and agreeing because they see me as a leader but they don't take the balls and put themselves in that position so it's like how can i improve that is it maybe because i'm not being enough of a leader maybe yeah a little bit like a lot of it will come down to like like a lot of it's gonna come down to the way you're leading them and through that leading them like through not leading them enough it's gonna be very hard for them to take action on it but a big thing i would guess is they just don't get it like you're like a big thing i see with that objection is that you explain it to them too much you need them to to get it you need them to say it because if you tell something like if i just shout at you ellie i'm like you need to lock in but you need to make out you're like fucking shut up man right whereas if like i ask you enough questions to get you to the point where you're like wow i need to really need a lock and i really need to make a change you're so much more likely to make a change because you now believe that you've switched your mindset yeah yeah i mean it's like i'm trying to explain them that the situation they're about to go through is what they need go through to get to where they want to be and to be honest like me as a good salesman that i am of course i blame the marketing and all that right like saint can do better on the marketing or whatever like we can make market it better so when they're on the call they're really really nurturing into that mindset of like yeah this is what you need to go through as well what this guy went through this is what brass scales and tr went through right but it's like right that's the example use wow i really am unc that's crazy that's who we're comparing people to these days it out now i mean like you know like these guys that's the people they watch like tr scales and all these guys right that's crazy um but yeah the biggest thing i would say is one you're probably just explaining too much and you're probably just not leading them effectively and that'll be why yeah i gotta review my calls now with that mindset then of like am i explaining too much and like try and see if like something i explain i can just like change it on a question okay yeah that's great yeah yeah bro like just give it a go and watch your calls back and also see how much you're talking compared to how much they were talking because that's going to be a big thing too all right anybody else got any final questions no sweet that sucks all right um another coaching call from me tomorrow i'm gonna be going over every single objection all five of them um and how to break them down so exact same style as today if you need anything drop me a text let me know i am back in the uk now so coaching calls are consistent again they're back to normal until i go to the world cup then we're gonna have to get another coach because we're fucked but yeah until then i'll be back to being consistent if you need anything drop me a message let me know any of you guys applying for a job there is new updates coming to the job board as well today or tomorrow which should make it much fucking easier to get on a roll uh if you're struggling with any of that message jackson directly because i can't really help you with that one well enjoy your day enjoy your um what day is it it's wednesday enjoy wednesday evening i will see you all tomorrow if you need anything you know where to find me peace out

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