How to Close Smart, Skeptical Prospects on High-Ticket Calls (Live Breakdown)

Welcome back. A lot of you who resonate with my content or resonate with my style sell to fairly sophisticated audiences. You sell to smarter people. And the challenge is that you sell to the smarter, higher level, sophisticated people. But a lot of the info and advice that you get on the internet when it relates to sales is people selling dropshipping courses to fucking 19 year olds. And so you're taking that to cause, but then it's not landing. Or maybe you're not even taking it to cause because you don't think it'll land. You're not wrong. And so this video today is specifically for you if you sell to higher level smarter more sophisticated people and how to be able to get across to them while still hitting the checkpoints of your sales process without sounding like a retard and so today you're not gonna watch me close some 19 year old kid who's buying a drop shipping course so that he can go rent a penthouse in miami with eight guys and then get a corvette right you're not gonna watch me selling to a lower level less sophisticated audience you're gonna watch me selling to a doctor and you're gonna watch how i handle tough analytical buyers who don't just handle easily hand over their credit card without it making sense but you're also what you're not going to see is me dropping my frame is me kissing their fucking ass because they're a high level and the call that i picked woman in particular tried to take the frame from me very early on something i always say is that prospects especially smarter ones will shit test you and see if they can get away with it and so she tried to do that pretty early on it obviously didn't fucking work and we were able to get over the line and part of that was because of the respect and the trust that i had gathered from her right so welcome back if you're new here and you're wondering who is this handsome young man with dreads with tattoos talking about high ticket sales and what does he even know my name is nick i have collected over three million dollars in cash over the last three years i've helped close to a hundred people get life-changing results like alex here making 10 grand a month as a setter outperforming i think six closers on his team we got dieven here consistently getting 15 25k days we got maxine here closing three deals on her very first week on a brand new offer we got chris here being top of the leaderboards in his very first month on an offer dethroning the guy who had been there for 14 months point i'm saying here is the shit that i'm talking about doesn't just work for me but it is also replicable right because the people i just showed you sell trading algorithms they sell to functional medicine doctors they sell to project managers we make 500 grand a year and they implement exactly what we're about to go through so if you want to be one of them if maybe the advice that you're getting on the internet isn't resonating to you and to your target audience hit the link below without further ado let's dive right in so the very first thing that you have to understand so the way we're going to do this is there's four main parts of the framework that i follow there's the frame there's the problems there's the heaven solution and then there's the hell consequence right it's interchangeable and so there's going to be checkpoints for each and every one of them and so before we begin with the frame here the most important thing is the mindset going into it. This is something very important that I teach my one-on-one clients is that you don't want to see this person as better than you. You need to understand that, yes, they're successful compared to the rest of society, but they are on your calendar because there's something in this world that they don't have. And there's something that they saw that you could potentially give them. And in the dynamic of this conversation, your frame is going to be higher than even if they make more money, even if they have more money in the bank account regardless of that even if they're in better shape than you right they are here to solve a specific problem that you have the keys to and you need to internalize this and you need to stop seeing them as so much better than you and so much higher on this pedestal because you have what they don't so with that said let's look at the call and let's start with the frame so the point of the frame there's a couple key things framing the call and letting them know how this conversation is going to go and setting the expectations number two is putting them in a decision-making state and number three is dropping their guard these are really key things and so what you need to understand is that when you get into a sales call people are reading you and they're putting you through a list of filters of is this person on the same level as me are they above me or are they below me and so you want to stay away from using language that indicates that you're below them like thank you for your time thank you for hopping on today i'm glad you were able to make it what that's telling them is that your time is worth less than theirs and in their world your time's worth less so you're that's why you're thanking them for it it's very subconscious and so you're immediately bucketed as lower right you want to stay away from stuff like that you also want to stay away from fake rapport because how that's registering to them is this is a salesperson who is trying to artificially get me to like them so that they can sell me right and so you don't want to talk about shit that is not relevant to the conversation you don't want to come off as fabricated oh where are you where are you based oh how's the weather there oh my fucking grandma lives there oh i went there when i was 12 they don't care you want to hit those three checkpoints as soon as you start the call framing decision making state and and dropping their card so let's see exactly how i did it with this young lady born guy i'm staying out of trouble how about you i can't say that i'm saying i was trouble but i'm doing well oh man it sounds like you're looking at potentially getting some outside support as a physician does that sound about right yes hold on i'm gonna try to find out what's going on with my volume um yeah exactly i'm just i'm like always on our like naughty list for administrative duties we have a naughty list and it's published publicly and i'm on it a lot and i need to figure it out okay okay well we'll see if we can figure it out um my name is nick i'm the director of physician wellness i've worked with almost a thousand nps physicians who are also on the naughty list so like what to work best on these calls as we just open up so firstly we're getting straight to it right i'm telling her who i am what i've done and and my relevance in this conversation i'm not asking her where she where she's based i'm not asking her anything irrelevant to why she's fucking here right we see what's going on see if what we're doing here would help if it feels like it would we'll talk about possible next steps i will say though we are definitely definitely not for everyone so i don't think we could help you out here i'll make sure i point you in the best direction i'm just gonna leave you up in the air okay okay that sounds good oh easy stuff so let's rewind i guess so instantly i'm hearing a little bit of like her voice sounds a little weird there and i'm not saying i'm not over analyzing it but she's like that sounds good like okay that's weird i'm gonna keep that in the back of my mind but as far as the frame what did we do there right we i let her know how the call is gonna go and i put her in a decision making state meaning if it makes sense we'll talk about potential next steps meaning a decision is going to be made today if it makes sense. And I'm dropping her guard by saying, if not, I'll make sure I point you in the best direction and I won't leave you in the air. So there's a chance that what we're doing here may not even make sense for you. There's a chance that we may not even be able to help you. I'm going to determine that through the questions I ask and I'm going to let you know. So now we're about to move into the problems and understanding her situation. Now, something key here when it comes to selling to smart people is you want to start logically and then move emotional. you don't want to go straight for the emotion when you're dealing with these types of people again if you're selling to a kid who's 19 wants to like fucking drive a ca to miami you could go a little more emotional a little a little quicker if you're selling like a truck driver a carpenter or just lower sophisticated people you could do that doctors lawyers you know people who are educated right people who have more brain cells it's not going to work you need to start with the logic like what is the literal problem the literal reason they're on the call and you're going to diagnose that. So watch how I do it. I guess in your words, what would you say is the biggest challenge when it comes to the admin to where you're consistently finding yourself on that naughty list? I am an attending physician for residents. So I'm one of three core faculty members right now in a family medicine residency. And we have 16 residents to supervise. So we're actually understaffed because by the American, the ACGME standards of graduate medical education, we're supposed to have a one to four ratio, but right now we're like closer to one to five and some change. And we're having a hard time filling that last position, which means like for the past two years, we've just been chronically understaffed. So it just means more patients to see when you're supervising the residents. Sometimes I can see supervising the residents. If I have four senior residents, I could see up to 80 patients in a day, which means 80 notes to cosine which means 80 sets of results to review and then the you know the patient questions and all of that so so what she's doing here is she's externalizing the problem she's telling me that the reason that she's on this naughty list when it comes to charts which means she's consistently behind is because of the sheer volume and because they haven't been able to they're understaffed and they haven't been able to fill that seat where ideally another doctor should be so when someone is externalizing what they're doing is they're making the problem outside of their control and so what we need to do is we need to bring it back internal and bring it back to a problem that they can solve because if they believe that the problem is external well then the solution is going to be external to the solution isn't going to be them changing it's going to be their job making changes obviously they have no control over that so watch how i bring it back internal and questions and all of that so and like outside of volume because like there's always the things we can control and then the things we can't so unfortunately we can't make them high faster and we can't have you get you less patients and so outside of the volume like what else do you think is adding to you know the admin consistently piling up yeah because one of my colleagues has no trouble keeping up and i think my like i'm not dying to noticing myself with ocd i don't really have ocd but you know i'm definitely one of those slow thorough type positions if you've worked with a thousand providers you know there's different types there's like the quick efficient you know one problem one visit type people and then there's like the i'm gonna try to do everything i can to the best of my ability leave no stone unturned you know make sure my documentation makes sense uh yeah i fall in that second category and i think um probably i could let go of some of that but so let's unpack that a little bit so when you say slow and thorough leaving no stone unturned how does that show up in the visits boom so she told me that there are other physicians in her office that are able to get things done, but they're more quick and efficient, but she is slow and leaves no stone unturned. What I'm hearing is there's a little bit of perfectionism. That's something she could change. That's good. Let's keep going. So a couple of things. So I, I will say, despite my best attempt at agenda setting, you know, you do have those patients where they just, every time they come in, have a million things going on, try to redirect them, try to limit the number of problems you address and kind of don't have success with that that happens a lot we have really complex patients we're in a rural health setting everybody has complex patients these days um so sometimes i let my patients you know keep me in the room too long definitely especially when i'm supervising my own i do okay with my clinic patients when i'm seeing patients myself but when i'm supervising the residents i think the patients who have seen residents who are more that first style like quick efficient get in get out when i come in to supervise and sure we go over the plan so something i don't want you to miss is she's being a little more conscious of her language because she said i have complex patients which is externalizing but then she instantly corrected and said well everybody has complex patients these days that's good and that the patient and i and the resident physician are on the same page sometimes i found myself really getting stuck there for a long time and okay so take me back a second so something key you said is like this is important that when they are rambling she's rambling and and she's giving things that are relevant and necessary but i know you guys have been on calls where they just spit out every fucking pain point they give you a bunch and you're like where do i even start and so now what we're doing is we're putting a break to it and we're gonna unpack what she just gave me of her spending a lot of time in the room with the patients and having a struggle to redirect it you you'll try to set the agenda try to redirect but then don't have much success and then they keep you in the room too long right and so give me a little clarity there what do you think is the challenge for you internally when it comes to like redirecting them so they're not keeping you in the room too long? I mean they have valid questions. Their problems are real and I want them to feel cared for so I answer their questions and I address their problems. Okay we're unpacking together and so with you like what comes up inside when they ask these questions and you know maybe saying like we need to set another appointment or like that's not what we came for. Like, how does that translate in your mind? What comes up? Why do I do that all the time? So just to be clear, I do that. I do that often. There's just, um, let's see what comes up. So I don't like feeling if like, I don't like if the patient leaves feeling like they wasted their time. I don't want a patient to feel like they didn't get what they came for. You know, I have what I want to take care of your uncontrolled diabetes and you have what you want to take care of, which may be, you know, your disability paperwork or you're asleep or whatever um so my question is what comes up when it's time to interrupt the patient and say look we didn't come here for all this shit let's talk about what we actually came for and she contradicts herself a little bit and says well i do that all the time interesting didn't fully answer my question though so like when we look at that does it maybe feel a little disrespectful to to not address everything that they came for like in your mind yeah i think that's it sure you can put it that way i think also it feels like um you could put it that way okay she's struggling to internalize it which is all good that's why that's why she's got poppy on the call gosh i don't know how to really put this i think i might have to reflect on this a little bit more for you because i can't i can't really put my i don't know one packet together there's no right or wrong yeah we'll unpack it together this is really key because the sales call is collaborative and you have to consistently remind them that. Me and you versus the problem. So right now, I'm asking her a question that she's probably never faced because in her mind, she's been telling herself that the reason she's piling with these charts, the reason she's not able to beat, she's on this naughty list is because she's understaffed. Now I'm making her look at it from a lens of, well, this is actually your fucking fault. And she's struggling to do that. And so she's trying to deflect and run away from the question by saying, I'll have to reflect on that and get back to you. like what am i supposed to say oh yeah okay let's let's set a follow-up go think about that and come back to me like what are we talking about i also think we're i feel like we're drifting too because okay because really where i'm getting into trouble on the naughty list actually has nothing to do with how long i'm in the patient's room okay that's a whole nother problem so what did she just do there she subtly just tried to take control she said i feel like we're drifting here because the reason that i'm on this naughty list isn't because of how long i spend in the room with the patient it's fucking wrong that's the exact reason because if she were able to get the charts done with the patient in the room well then she wouldn't be on the naughty list she'd be caught up if she was able to do that and so now as i'm trying to get her and it's all subconscious she's not doing this with like ill intent and to be like malicious like oh i'm gonna take the control in the frame from nick it's because she's struggling to look within and see where she could potentially be part of the problem. And so she's like, well, let's stop talking about this and let's move on to how you can ultimately what she's trying to say. So this is really important because this is her shit testing me now. What I'm going to do and what you need to do when this happens is you need to be able to justify your questions, but in a way that still keeps the frame, right? And as a way that still keeps the conversation moving forward, you're not over explaining yourself but you're making the questions make sense to her and you're pointing the questions towards the the outcomes let's keep going the problem really what i need help with is getting my notes and my lab results and my patient questions and my inbox answered more quickly okay so i'll give you a little context the the problems they coincide i'll tell you what i mean right the what you think is the problem is actually the symptom right because the symptom that's showing itself is that you're not able to get the labs done and the charts done and the notes done but if we backtrack part of the reason that it's piling and you're on that naughty list is because we're not able to do it in the visit and so if we look at why we're not able to do it in the visit part of it is because we're staying long and so we need to understand why we're staying long in those visits and what's coming up internally when it comes to being able to actually get it done in in time with the patient in the room and ultimately like not running over and so that's that's where the questions come from so we're not drifting we're on the right we're on the right place yeah i'll trust you i'll follow your lead then okay damn right you're from my lead right because i just made it make sense and i just passed the shit test and again it's this is a result of her just struggling to internalize it not because she wants to be this like asshole it's because she's never seen the problem as something that is on her right and that's hard to look at it's hard to admit that you're the problem but the fact that i was able to pass the shit test i was able to keep frame she says i'll trust your lead and that's exactly what she does she doesn't do that again good good so i wouldn't say it feels just i mean yeah it feels disrespectful oh god i haven't been in therapy so long make you make me feel like i'm back in therapy um i wouldn't say it feels disrespectful i maybe it does i'm typically not a fan of when people say they feel like they're in therapy because therapy doesn't always result in action nothing against therapy but what i am a fan of is you can't really see her body language but you can hear her tone and she's like fuck we're about to get into a challenging conversation exactly what just said of oh i have to look at how i'm the problem now and i can't keep putting the problem out there and external let's keep going it does i i feel like in i feel like medicine leaves modern medicine leaves a lot to be desired for patients okay a busy primary care clinic you have a patient come in you address one thing it fails to acknowledge how holistic a patient is how all the problems are probably related how you're for you're forcing me to talk about why i want to stay in that room because it's a symptom of the true problem or it's the true problem that's causing the symptoms i run into that with patients too and part of me feels like if i don't stay in the room and get to the root of what we're doing doing that i'm neglecting the patient maybe that's the better word neglect okay see we're getting closer okay so in your mind like if you don't answer every single thing that they're asking you then you tie that to you neglecting the patient and not giving them the proper care is that what i'm hearing maybe not every single thing but yeah i think the like i think yeah more or less more or less yeah okay okay okay so tell me this how long are your patient visits that's the flaw in her thinking that we just uncovered right and again you can't see her because she's blurred but she's starting to smile a little bit because she's like fuck motherfuckers got me and it's not even i got her like it's me versus her it's i'm the problem which she's been struggling to acknowledge so when i'm supervising residents that's really my problem area because like my personal charts are fine so when i'm supervising residents i really on a busy day need to be in and out of that room in less than a few minutes 15 or how many is a few no no no no no, no, no, no. I need to be in and out of that room. This is after the resident's already done their visit. So the resident has 30 minutes from start to finish. Okay. And then I come in at the end, Dr. The resident, you know, precepts with me. So they say, this is Ms. So-and-so, she has these problems. This is the plan I want to do. And we look through the chart together. We come up with a plan. We agree on it. And then I go in the room and I say to Mrs. So-and-so, hey, you know, Dr. So-and-so and I talked about your plan. This is what we're thinking. X, Y, Z. Are you good with that? Did you get your questions answered? And so really that process of me just confirming the plan with the patient and making sure we're all speaking the same language in my mind needs to take less than five minutes okay okay so sometimes it takes a lot longer than that okay gotcha so it's supposed to take five minutes how long does it typically take what's like what's a lot longer so i mean i definitely have found myself in that room like for like 15 minutes and the problem with that is i have three other residents waiting to precept with me that could be trouble that could be trouble that could be i love saying that could be trouble right you spending three times the amount of time you're supposed to spend and this is coming from a good place right you spending three times the amount that you're supposed to spend with the patient in the room because you don't want to feel like you're neglecting them at the end of the day who's that neglecting so we're cooking up right now because now we have momentum at getting her to look at it internally now we're starting to unpack the logical problem that she spends too much fucking time with the patient in the room she wants to answer all these questions because she doesn't want to feel like she's neglecting them and so now this is giving me um enough vulnerability to start to transition the conversation into a more emotional place who's that neglecting she's gonna say her okay how's that how are you neglecting yourself almost bullet but let's keep going well me and also the patients that's the other problem oh sorry my computer locked on? I don't know why it locked on. Can you still hear me? I do. Okay, cool. Sorry. It seems like it might keep doing it. How was that night for you? Yeah, well, I mean, I, you know, I know what this process is about. I want to have, I want to, like, at night sleep well, not thinking that if I don't get up super early to work on charts or stay up super late working on charts, I don't want to, like, be thinking about that anxiety stress. Like, I want to, in my off time, just be relaxed so definitely neglect me but also neglect the patients too because when i mean i'm looking at lab results right now from june so like you know i'm reviewing the residents see them but i go over what the residents i go over their work because they're new and they're learning and they might miss something so if i like i can't tell you how often i find an aki a month later like sorry an acute kidney injury a month later like should have been something that should have been addressed in a couple days if the resident didn't address that then this patient like i've been there's been so many mirror misses like that so can i can i say something without potentially offending you i promise it's in your best interest now that we have a grip on the logical problem now she needs to own that motherfucker right and so before challenging i always start by saying okay can i say something without potentially offending you to prepare her is in your best interest yeah of course that's what i'm here for how much longer do you want to continue neglecting yourself your sleep and indirectly neglecting your patients because of this perception of not wanting to like neglect them the way you said in the room like how much longer do you want that to go on sauce we're cooking right and i'm again i'm getting her to own the fucking problem like how much longer do you want this thing to go on and i'm challenging her but not in like a dickhead way let's keep going no i mean that's why i'm here i don't want to i don't want to do it anymore i'm so over it also i'm like thinking i'm two years in my career i'm like ready to put medicine because i'm not the kind of person who wants to be on the naughty list i want to be you know high performing physician and i want my patients to be well cared for yeah i could see that right because again if i could say something without offending you right that perspective and that way of thinking of they come with a million things and if i don't answer their million things i'm neglecting them that's what's going to keep you stuck that's some sauce right there once you find the problem and you label it that that is what's going to keep you stuck in this prospect like how much longer do you want that to continue going on for yeah i get that can i say one more thing nick too go ahead um the other thing i think that keeps me in that room is i don't really like i don't necessarily trust the residents who have done their job all the time now some of them are amazing so i want you to see what's going on here right as it's unfolding because now as i've trained her to look internally we're not talking about external shit anymore we haven't talked about that since like very early on in the call now she's giving me even more context about why she's the problem this is the same thing guys that she was trying to run away from the same thing she was trying to avoid now she's starting to see other ways that that plays out let's keep going amazing like totally i'm in another 10 seconds every time i'm like i got this she's all trained she knows what she's doing okay but the residents who i feel like maybe don't doctor the way i doctor i find myself making up for it and i get this feedback from the patients after i leave the room that's like oh my god thank you those were all the questions that weren't answered so i wonder if there's also some room for me to like hand that back to the residents but knowing that we are never going to have the exact same medicine style i don't know how that will work okay is it fair to say that part of like your job as the attending is that kind of allowing them to make a little bit of mistakes and you're going to catch them later like is that fair to say that maybe we're going to have to let go of a little bit of that control of like they didn't do their job 100 and letting them make those mistakes and then coaching them through them so they don't continue to make them like you got what i'm saying yes that's for sure part of my job just that your mistakes being made on real humans that's the only bummer about that that's in residency which is going to have to happen regardless right yes yeah and so i'm not saying to neglect there's truth to what she's saying like yes we're practicing on real people at the same time she's trying to prevent mistakes that are going to have to happen the doctors are are going to have to learn through mistakes and she has control issues and she's struggling to let go of the control that's why she's in front of me today right so like we can't let her justify by saying well these are real humans okay that doesn't change the fact that it's not going to be your responsibility to catch every single thing before it happens rather than letting them make a couple mistakes and being able to correct it in its path like she needs to let go of some the control that she has thing to neglect your patients or anybody right but is it fair to say that maybe there's like a little bit of control you're struggling to let go of there definitely no question there's no no question i'm so protective not about yeah i'm so protective of patients who i feel like they didn't get the answers they needed it makes me feel like leaves me feeling unsatisfied and a lot of what i'm trying to do in those moments is model maybe model for the resident like this is how i would have this conversation in hopes that next time they will have it that way and i think you know i think a lot of them do learn and pick up on that but there's always going to be a fresh wave of residents there's always going to be new learners and so i need to figure out how to do that modeling in a way that's efficient and maybe not everything maybe just one topic of course right and the tactics are important of how to be more efficient how to teach them but again if we look at it that's only a symptom right because the the problem here is the control you see what i'm saying and so there's two problems you gave me there the first was the neglect which we'll get back to but then this one is the control and so are you willing to make the active decision of letting go of that control as you learn to be more efficient and how you train them like are you willing to make that decision right we've seen two different areas about why she's in the place that she's in because of herself and so we need to not put the responsibility back on her to make the decision to let go of these things that are not serving her well and also what we're doing here is we're getting her which i've been saying the entire video here is we're getting her in the mind frame in the process of taking ownership over her problems because if the problem is internal then the solution is also internal a lot of times you guys get people at the end of the call of people of people externalizing and you think that you have an objection handling problem but it's they've been telling you throughout the entire a call that externalizing problems is their worldview that's how they make decisions that's how they see the world and it's a worldview that is not serving them and so if you know how to listen you could be able to train them earlier on like i'm doing now to be able to look at it within and internally like i rarely get objections of people saying things like oh well i just i just found you guys i just i just saw who you are today right that's an externalization because i'm able to handle that way of thinking early on which is what i'm trying to teach you fuckers how to do keep going i think so i'm a teachable gal are you saying it for me and because it fits the conversation because you're actually ready to let go of that no because i just want something different i know i like i know i can't keep going this way so whatever that means i know in the end we're going to find a happy medium ground where we're like i'm more efficient and my patients are still getting good care so i can trust that process like i've had enough therapy i know this process i don't know how these things go i'm willing to definitely make changes even if it feels scary i mean i've been doing that my whole life yeah and you said you're two years into your career right yeah when it comes to these particular changes of letting go of control of letting go of that perspective of neglect why now to let go of that um because i think in hindsight i asked the why now a little earlier i would have asked it a little later on uh after finding out like what she's done to try to solve this problem but it still lands and something else that i forgot to say earlier on is that now we're in the problem phase and the the checkpoint here there's going to be a fucking box somewhere is what are the problems what are the effects of those problems and then the duration and so the reason i said that i probably would have should have waited a little longer before asking the why now is because i understand the problem what's going on but i need to understand the impacts before the duration because it makes it hit a harder but i still got a good ass answer despite that let's keep going um because i and have had one too many conversations with my administrators that are like if things don't change you're gonna be on a plan where you're gonna we're gonna force you to look at this many lab results in a day or like we're not gonna let you go on vacation or whatever it's just very it's creating a lot of stress for me at work which i feel is um leading to a dissatisfaction with my work yeah boom now we know that her job is potentially on the line and what's interesting about what she just said is her job told her that if she doesn't get her fucking shit together that they're going to start looking at they're gonna have to force her to look at it meaning her job has been trying to get her to internalize it for some time now but she's been telling herself the same story she was trying to tell us earlier that she's not actually the problem the reason that she's like this is because of the fucking the fact that they need to hire more people and that she has too many people right now she's starting to see the problem as something that she can solve and her job is already seeing it as that right even though i didn't ask it exactly at the time that i would have wanted to i still got a really good answer let's keep going and this dress that you're talking about does it show up like do you have a family too or is it just you now we're getting emotional so we checked the logical box now we can start to talk about the emotional in other words how does it affect her right her family her fucking marriage if she has her kids if she has kids yes i have a husband and i like i have a huge we have a huge friend group family group my cousins my mom everybody's you know we're all really close yeah i would say yes it shows up in some ways i've so here's one thing i've done that's new in the past year and maybe part of the reason that i'm you know the pendulum kind of swings so anyway so at first when i started this i was working until 11 p.m every night which i know a lot of your clients do this i was working until 11 p.m. every night and waking up early before work in order to keep up and I was like well that's unsustainable that was horrible I've never seen my husband you know just really I didn't go into primary care to like be working those kind of hours so then I started setting boundaries with work and so then I was like okay I'm working eight to five whatever that means I'm working eight to five and whatever I get done from eight maybe like I was really doing like eight to six or like seven to six something around there but like more reasonable towards a 40-hour work week and I was like whatever gets done gets done but then I had like I got to the point where I had 500 notes to sign but my whole tasks were like 1300 so what is she telling us here that she swings from extremes or you have to understand the person you have to listen to the language is she was either she had the balance and she got she was drowning in the notes and now she doesn't she's not drowning as much in the notes even though she's on the naughty list but she doesn't have the balance right you got to be able to listen to that so you can label it correctly listen how i label it right after so i'm like oh that's not working either so i i still have a little bit of these like good boundaries with work right now i'm in a place where i'm working probably like usually like 6 a.m to like 6 p.m which is like to me a reasonable amount of time it sounds like you're in a place where you have to pick do i fall very behind and work or am i present is that what yeah exactly so right and you can hear it in her tone we fucking nailed it the way that I just labeled it. Do we fall behind with work or are we present at home? And she's not able to have both of them, right? There definitely are times when I'm feeling guilty that I'm not working and I know that it's impacting the vibes. How does it impact the vibes? Right now we're getting deeper into an emotional conversation. Remember she says she has a husband. Maybe like, okay, so I'm one of those don't think about it. So I'm going to distract myself kind of people so i might be like mindlessly scrolling so i'm not thinking about work um instead of like where i could be like enjoying my husband's time where like we're on the couch physically together but i need a distraction so i'm just like scrolling through instagram or like reading about or something wow um and also i would say like probably i get irritable at times when i feel stressed about work or like he can be talking to me about something and it's just going a little bit in one ear out the other because i'm thinking about something at work that is the fact that you're not fully there that's powerful right and i wouldn't have gotten this type of an answer if i asked it too early on she just told me that her husband when she's with her husband she's distracting herself and thinking about work pardon how does he pick up on the fact that you're not fully there he said things like i feel like you're not listening to me or like i already told you that three times you know those kinds of things i have to tell you this over and over how did you forget you know oh i'm sure that's horrible he probably i know he feels like at times like i don't listen to him and we're getting momentum right she told me how it affects her husband how does it make him feel and that's horrible and like how does that make you feel as a wife oh awful i love my hubby i want him to feel seen and heard and respected and you know i want to create a space for him and all of that right so this is a high level sophisticated person but i'm still asking how does that make you feel but the difference here is that i want to have context before asking it and b i've been able to gain vulnerability through the context that i have so it's not just the cheesy so how does that make you feel like like personally though with no context just asking a very obvious blatant salesy ass question need context before you ask like that especially with smarter people i can imagine i can imagine what's his name we keep saying husband corey corey and does corey know that you're looking at potentially getting outside supporters and this makes it real like if you've watched any of my other videos where i talk about spouse i always like to put a name to the to the to the spouse right to make them relive it even more and so now what we're about to do is we're about to pre-handle the spouse objection very tactically very saucy watch how we're so that it's not going in when you're at the other is there's a like pleasant surprise for him uh no well i did tell cory was taking this class um and we've done like a lot of like marriage therapy and and things over the years like we've done personal therapy marriage therapy i'm a big believer in therapy um so he knows that we're kind of always working to grow together that's like one of my sacred like my relationship with my husband he's also my best friend it's very sacred to me so we protect it at all costs yeah gotcha so so that's good first of all that you guys take on a serious so for him it sounds he just like wants you to be present wants you to fix the relationship with work whatever that looks like you kind of trust your judgment when it comes to your own wellness yeah he definitely wants me to feel less stressed like i think he worries about me more than anything good i think he worries about my mental health yeah and and that's good not good again that he's worrying but like right so now i know that her husband trusts her judgment to do what she needs to do to be able to be more present with him there's some doctors we just can't help and what i mean mean by that is they know they need to change their kids if they have their husband knows they need to change but then when it's time i'm gonna rewind because this is like a really saucy um identity frame that i'm putting on her yeah and and that's good not good again that he's worrying but like there's some doctors we just can't help and what i mean by that is they know they need to change their kids if they have their husband knows they need to change but then when it's time to change they want to deflect the responsibility of them or the decision to them right what's interesting about the dynamic you just expressed there is that it sounds like you you've kind of taking the ownership over your own thing and like he's on the same page i don't want to put words in your mouth is that i really hope that i'm self-aware enough to know that you know i mean i feel like so we just put an identity frame on her right she took ownership and the responsibility earlier and said yes he knows you know he knows he supports my judgment and being able to solve this and i'm rewarding her for that i'm saying because you you know there's some doctors we just can't help who they know they need to change everyone around them knows they need to change But then when it's time to change, they want to put the responsibility onto him. I'm glad that's not the conversation that we're having, right? I'm glad you're smarter than that. And in addition, I also put another frame on her and saying, it sounds like you've kind of taken ownership over this being your own thing. This type of shit is important because it's really going to help if she were to give me a spouse objection at the end. Let's keep going. Shout out to the homie Cody. if y'all are this far in and you just saw cody hijack the fucking uh the video here just comment the word cody below and i know you're a one and i know you made it this far let's keep going but he was like this is something you need to do it's something that's coming from a place of wanting to do better for me for my patients for my husband and for everybody like i just feel like this can't be it i know i'm not doing it right there's something wrong here good good and have you been feeling this way your whole career or how long have you been going this way for oh yeah since residency even as a resident like i would consistently get like you know really good feedback like remember the checkbox right the prop what is the problem itself the impacts of that problem and then the duration and how long the problem has been going on for and so you want to hold off before asking the duration because it has a lot more punch when you have context think of it this way how long have you wanted to lose weight versus how long have you been fucking fat struggling to go up the stairs not liking what you see in the mirror how long have you been going to the shirt to the pool with the shirt on not having energy to play with your kids how long has that been going on for it's going to sting a lot more when you can get more context around how fucked their situation actually is your medical knowledge is great your bedside matter is great you're so empathetic like you're energetic you know but i would always they would always be like like your notes aren't getting done quick enough hey did you fill those refill requests like that that's been always a problem for me yeah and how long ago was it like i guess three or so five years total that you've been found yes exactly yeah and in that five years like what steps would you say you've taken towards getting more of that professional help so that you are filling things out so now we understand that what she's done now we're moving into solution right now we're going to understand what she's done this is what i call heaven slash the solution stage where the four main things here is to figure out what she's done number one to challenge her for not doing enough to dq anything else that she's considered so there's five right and then to have her sell herself on our solution and then future pace right and what does success actually look like so what have you done challenge her on not doing enough dq anything else sell yourself on me and my solution and then future pace what does success actually look like so that's now this part of the call let's keep going on time and you are present with your husband like what would you say you've gone you've done um okay so we kind of talked about the sort of trying to have a barrier around how much work how much time i'm spending at work and so what i because i also can't you know got in trouble for being having 1300 things in my inbox like that also didn't work out so what i did was a couple things so one i've learned to let go of like you can't you don't need to deep dive into every single notification in your inbox so a lot of the charts because i'm primary care you know you get cc'd charts so every time someone's in the er every time someone went to the surgeon every time somebody went to therapy or whatever you know they send your charts those are the kinds of things i used to like hold on to be like oh i'm going to read those later because matters to my patients while being and like i'll update my notes and blah blah blah no i like about that like i now at this point i only look at those like if i'm actively with the patient and it's coming up in our visit like oh i saw my surgeon you know yeah yeah and i know you talked about like the pendulum swinging right so it sounds like the most part what you've done is like mostly on your own like like figuring it out by yourself yeah for sure well actually where i'm getting at here what this boils down to is she hasn't went out and gotten support all the shit she's done has been on her own right actually no i um so i asked i've been asking i told you i have one colleague who's like a box wizard so i've been asking him to mentor me a little bit he's been in the he's a young physician as well and um but he's been in the role a couple more years than me and his box is always zero like he's always up to date so i've i've asked him a lot like how are you meeting these goals i can't go 100 where he goes because i i do i i'm gonna be honest with you he does neglect a lot like he doesn't really review a lot of things that i i think put patients in dangerous situations i can't go 100 where he is but i've taken some of his tactics yeah you don't have to see everything in your box not everything is the most important thing let go of certain tasks and just done them basically just clear them out and like what do you so that's good first of all that you've taken something from him right what do you think's prevented you so far from maybe getting more of that like even if you don't know we existed in particular but what do you think's prevented you from getting more of that like professional support as opposed to continuing trying to do it alone or like asking co-workers like what do you things preventative there so i'm ripping away her answer they used to commonly say well i didn't know this existed well i didn't know you i just found out about you guys so i'm ripping that away and i'm asking what's prevented her ultimately from being more proactive and seeking more advanced support rather than trying to do it herself rather than trying to ask the people around her before we keep going we've covered a lot here right we've covered the frame and how to keep your frame high how to drop their guard, how to put them in a decision-making state. We've covered how to get balls deep in problems and understanding both the logical, the emotional problems and the duration. And now as we're talking about the solution and stringing these things together, there's really two ways you could go about it. You can continue watching more and more videos like this and trying to string these pieces together by yourself. Or you can work with someone who can review your calls, who can tell you exactly and pinpoint what went wrong and what could have been better and helping you speed up the process to how fast you're able to implement this stuff and ultimately get paid more so if that's you you're on an offer right now you know there's money being left on the table hit the link below see if us working together makes sense if you are potentially one of the five people five new people that i work with every single month that's only if you're serious about leveling up quick let's keep going yeah honestly just thought if i you know i can i can figure it out i thought with you know some he's doing it so if i can if i can figure out out what he's doing you know if I can let go I've been trying to let go of some of those anal tendencies like Mendel and Sarnas in depth so I've just been trying to tweak it on my own but I feel like I've maxed myself out like I feel like I've maxed out what I can do to be more efficient and that's when I reach out to you guys because I'm still getting trouble at work even though like I've done everything I know to do yeah because I want to say something else without offending you I know I'm challenging you pretty hard so if if you're listening closely to what she's saying and what I'm saying the we you maybe you've identified another problem here and the problem is that she has this mindset of a i need to figure it out on my own if they can why can't i and b she's been reactive as opposed to being proactive in solving this she waited until shit's hitting the fan she's on the naughty list and her job bitching at her before doing something about it we have to call that out pretty hard you ready yeah that's also what's gonna keep you stuck that mindset of i have to figure it out on my own i can figure it out on my own you see what i mean yeah because if we really look at it right respectfully of course that perspective of i have to be able to figure it out on my own without getting outside support like what does that cost you so far yeah no you're so right and to be honest i did ask my work for support like a year ago so where are we in the process right now we've figured out what she's done to try to solve this and now we're challenging her on the with the shit that she's done has not been enough like a year ago and they also told me to figure it out they were like figure it out we don't have anything like this we don't have anything like this if you want to do something like this find it and that's when i started looking and ultimately it took me a while but that's why i came to you guys so yeah and is it is it fair to say that's externalizing she is still externalizing she's saying well my job told me to just figure it out okay well that means that you not doing anything outside of that your job means that you did not own responsibility to go out there and get the support to figure it out and she needs to own that you're saying that and like we're gonna have some light bulbs together right because this is what's going to get you out of this is it fair to say that maybe you haven't been like as proactive 100 as you can in these last few years these last five years towards overcoming this is that fair to say yes there's that feeling of like you're just trying to swim so you don't drown and so if you're just trying to swim so you don't drown in a lot of ways it kind of prevents you from like turn around and noticing there's a life movie right behind you you know what i mean like i don't know how to make that into an analogy but yeah i definitely i think i was i think it definitely could should have probably or could have thought about this way sooner in residency and i think part of me was just thinking right this is exactly what i said is she's been reactive as opposed to being proactive and now she's putting that in her own words that she waited until she was drowning before turning around and getting the life jacket or the lifeboat thinking when i'm attending it'll get better because i knew what's going in academic medicine and i thought oh i'm supervising residents i will personally have less work which was naive that was nice it was wrong so i was just trying to survive residency the chain of thoughts there of like it'll get better after residency or i had to figure it out on my own this chain of thinking what has that costed you so far just a lot of you know sleepless nights so you have to remember because i asked her earlier right this way of thinking i was like respectfully what has that costed you and she didn't answer me and she started saying oh well she started to dance around it i'm still bringing it right back i'm getting an answer to the fucking question that i just asked her of like okay but what has that actually costed you right now we're gonna get an answer just a lot of you know sleepless nights a lot of stress it's you know having a good relationship with my boss it's cost me you know like i said my patience like i worry about my patience it's a lot yeah i see that right and job satisfaction which i love my job other than this i love my job other than this and so is that way of thinking is that worth holding on to or should we maybe start to no let's go i'm ready i'm so ready let's let go of it yeah and our brains are funny funny place because like part of you knows this isn't detaching her from the way of thinking that hasn't served her right is this way of thinking serving you or are you ready to let go of it she says no i'm ready to let go of it that's good right but i'm gonna challenge that a little bit this isn't serving her she knows it's not good for her but there's also the side of you that's been doing this and that's been comfortable doing this for so long that way of thinking were to show itself that we identified as held you back would we as your coaches have your permission to keeping you accountable and empowering you to overcome that if that way of thinking were to show itself yes i would love that call me out so i what i did there is we just completely took away her ability to say i'm going to continue figuring this out alone her i don't even i don't know if i call it her ability to say that but her decision-making process of let me continue figuring it out alone so if at the end of the call she gives me the objection of okay can i just try another month or two to just continue trying it this way and see if things get better that is completely stripped from her now she can't say that i can scream to stay comfortable and it may not always directly be like you're fucking doing it again you're being comfortable it may show itself in different ways of let me talk to this person let me think about this let me do this like if it were to show itself as long as we could keep you accountable that's that's what and i'm very purposely using language that objections typically show themselves in of let me talk to this person partner objection of let me think about it let me sleep on it this is how objections show themselves so if she starts to use language like that or similar to that i can bring it back to the fact that she asked me to keep her accountable that's what gets you out so we have your permission of course absolutely i'm not always as nice just so you know i'm like i'm not always this nice meaning like we're probably gonna have a boxing match at the end and as long as you know that i'm gonna keep you to the standard that you're asking me for that's the only thing that matters so now we've checked that off right we figured out how they tried to solve this pretty much dq'd the solutions of like trying to work with other people or figuring out um like like working with co-workers and all this other bullshit we've challenged her on not doing enough and now we're about to move into step three or four which is her selling herself on the solution of us like what is it that you saw about us that makes you feel like this could potentially be solved what was it that you saw about dr that that made you feel like well let's backtrack a little bit because you said something about therapy right let's talk about therapy because a lot of our clients have done that a lot of ah see i caught myself i caught myself because i didn't fully dq that right i didn't fully dq the therapy thing because in my mind i just remembered in the call that i'm like oh fuck there's still a chance that she could say oh well let me continue talking to my therapist like sure she's not going to say let me continue doing it alone and let me continue working with these other people but that's still on the table and we want to be able to completely cut that clients have been through therapy for years and years and years and for some reason they're still not able to get to the root of these specific problems reasons different for everyone what do you feel like is the reason for you we're still in this place despite therapy i never talked to a therapist about this actually about work struggles so i should have honestly now that i'm thinking about it um yeah i think that's i think that's honestly it that's a red flag because she said i haven't talked to my therapist but i probably should have now that i'm thinking about it yeah i just have focused so much on personal healing you know trying to be better for my husband better communication those kinds of things which i'm sure have helped me in my career but not i haven't directly done like a help me be a more efficient doctor and a better doctor and those kinds of things right um because internally if you thought that's what would solve it you would have done that but you seek this and here we are and you know i'm feeling like i'm surprised by how this visit's going i didn't know it's going to be like this honestly i thought it was going to be more like these are the tips and i'm feeling like oh i'm back in therapy so it's just so that's don't let that go over your head right she's saying she wasn't expecting the call to go like this she was she wasn't expecting me to challenge her and to get her to look internally she was expecting to come on here and then i just give her a bunch of information tips in other words i pitched to her and then she goes gets the information goes and thinks about it and continues to externalize and so we're already starting to move shift her decision making to a way that is going to serve her better right and the therapy thing right she told me that she's been to therapy and then she gave me a red flag and said oh well i actually haven't asked my therapist about this like i actually haven't even thought of that so she's ultimately saying well maybe i should and i'm putting a frame on her and saying well our subconscious brains are funny because the fact that you're here even though you have therapy means that subconsciously there's something about that solution that you don't think is going to work right which is what brought us here today no that's not this because like like let's listen i guess i'm surprised that this is how it's going but i mean not uncomfortably so or not like i'm not mad about it yeah let's unpack that because again our subconscious mind is funny right because if you knew that therapy is what's going to get you out of this then you you would have just did that right yeah we just done that for sure we wouldn't so like what in your mind what do you think is the thing that's messing with therapy to where you feel like you need more like support that's not that like what do you think what do you think the reason is in your mind um can you rephrase that for me i'm not understanding your question yeah i thought it was pretty clear but uh shit probably got blurry so i just need to re-ask it Again, this will happen as well, right? You just need to re-ask the shit. Yeah, no. So basically what I'm saying is that maybe subconsciously, part of you doesn't believe that therapy is the thing to help you overcome this, right? Because otherwise you would have just brought it to your next session and asked your therapist, but you've made efforts to potentially get outside support beyond that. And so my question for you is like, what do you feel like is the thing about therapy in itself that isn't going to 100% get you out of this? Like, what do you think that is? I probably didn't even like I probably didn't even think about it as an option I'm sure I didn't realize that this was I'm sure I'm sure like anything you don't want to like you said change is uncomfortable maybe there's a part of me that likes the way I talk to her I love the feedback I get from patients they love that I spend time with them they feel safe when I leave they feel like their questions were answered there's a lot of positive what have I been saying this whole video she did not want to internalize it and now she's starting to and she knows that going to her therapist and bringing this up would not help and if she wouldn't internalize it if she were to do that they're just going to keep time keep fucking doing your thing this will get better with time right let's keep going positive feedback there so like i feel like i'm killing it in terms of my patient relationships but obviously at the sacrifice of other things and i think probably I'm sure self-consciously if I had to guess part of me doesn't want to change the way I doctor because I like it I like the way it feels to be in depth and thorough and be with my patients and spend that time with my patients I don't want to look within I don't want to internalize it I want to keep externalizing it and do what I'm doing even though I know it's not serving me because it's uncomfortable to change you know that's my favorite part of my job so I'm sure there's some um hesitance to change that maybe that's kept me from even thinking about it I don't know to be honest Nick it's a good question I have to sit with that a little bit longer I love when people say that's a good question if someone tells you that's a good question that means you're cooking in the call i hate when people say shit like oh you're a good sales guy like you're such a good salesperson i fucking hate that but this is one of the best compliments you could get because she's really having to stop and think about why she's how she's put herself in this position and why she's done it but that'll be my best guess okay you're right it is uncomfortable and you are gonna have to change certain ways about how you do certain things are you willing to look at that the fact that it's going to be uncomfortable and actually make the changes or is it not a big enough priority to where you can continue going through life the way you are and letting things pile the way they are and letting things happen the way they are is it more uncomfortable than changing no it's so much more uncomfortable i can't do this i can't keep going the way i am i'm gonna quit my job and then i'm gonna have to run from the country because i have a million dollars in student loan debt and i can't be able to afford it from another career so i i really desperately more than anything really want to find a happy medium where i'm still you know feeling like i'm taking care of my patients but i'm also taking care of me taking my husband i'm taking my charts everybody's happy like i'm willing to leave that world exists and i'm willing to make the changes to get as close to that as possible good and obviously we also what we haven't said and you kind of brought this up in the beginning within the world of the box is insane and there's nothing we can do about the fact that the box in and of itself is a modern medicine problem but yes letting go of that and that which we cannot change i am willing to and ready to make significant changes in my philosophy and good you know something i always say is the person who joined the call is not going to be the person who buys right it's going to be a different version of them and so she pretty much just told me in a couple different ways that she's been viewing it as a modern medicine problem, which is something she cannot change, which she now has to look within, right? She also said a little earlier, a little higher up, she said that she doesn't want to change, right? Like part of her wants to continue doing things the same and doesn't want to look at it within. Like this is a person who is shifting their worldviews. This sales is powerful, guys. You're watching her worldview and her perspective start to shift. And so what do think she's going to make a decision through the lens of the world view that she's now starting to create the identity that she's starting to create let's keep going like our brains are like party knows this isn't good for her and it's not serving her but you've been comfortable right and that's exactly what's uncovered there like when i ask you about therapy is like well maybe part of me doesn't want to change but yeah the conversation going is going the way it is because unless we pick that apart then you stay stuck sure that makes sense right i mean i do i do like i do like being that kind of doctor i like being the kind of doctor that patients feel safe with and they feel like they got everything they needed and that's that gives me a big like job satisfaction for sure but it's completely neglected if you miss their aki and you're finding out about a month later and it takes all the fun out of it no it doesn't it's not like it's the only it can't be the only way they could feel good in the visit but then they don't get the care they need afterwards exactly yeah so it's completely exactly and like what was it that you saw and people bring and this is also powerful because we're also shifting her perspective on what good quality care is right good she says that good things previously that good quality care is answering every single question that they come in for is them not feeling neglected but she's so behind on her charts that the things don't get ordered the labs don't get ordered and then the patients still don't get what they fucking need and so indirectly that her not changing this is her being her worst fear, which is neglecting her patients. Let's keep going. I've been willing to brush that off as a box problem. I've been comfortable externalizing. A lot of you guys watching right now, your prospects say things like this all the time. they give you so many signs that they struggle with ownership and accountability and you just let it keep going and you don't call it out after this video you're not you're not going to do that again schedule an appointment i think brainy is holding on to that right exactly right and like again i've been challenging you like super hard the whole call but like these are the things that are going to keep you here and unless we break these barriers down in your mind we could talk about our feelings all day long right but you're not going to get out of this until we break that and so like are you willing to make the active decision these are the things that are not serving me it's going to be uncomfortable but i'm willing to break it yes good that was a strong yes that wasn't like the one earlier was a little wishy-washy that was a strong yes and take me back like when you saw dr what did you see okay so i remembered that i haven't dq the other solution so i went back and i did that and so now we're moving into the part of having her sell herself on what she saw about us that makes her feel like we could potentially help no what did did you see about it that made you feel like okay maybe this lady screaming at a camera could potentially help me like I think you know there's a lot of things like her credentials and the number of patients the number of clients she's worked with and you know I think that just like the reviews that say that you know all these people saying she was life-changing it was just it was all of that yeah so she didn't put you to bed that's good she didn't wait and we're a lot about it i didn't watch the full video though to be fair don't tell her i said that i was a little bit boring but i got what i felt like the essence was yeah so let's rewind like we're talking a lot about what we're getting away from but where are we actually going right like so that was easy right she said that the credentials then basically like she really resonated with the influencer now we can move on to future pacing and understand this too like my calls don't always take this long but sometimes there's just a lot of that you need to unpack with these people to be able to put yourself in the best possible position to help them get the help that they need right and so i'm okay with my calls being a little bit longer at times like ideally i like to pitch start pitching at 30 minutes i didn't start pitching until like 45 50 minutes which is i'll take it right if it means helping the person get a deal even if i have to miss the next call and reschedule the next call right and so now we're going to move into the future pace a sales calls an emotional roller coaster now that we were we've been at the bottom for a while and we've been talking about how shitty things are now we're going to bring it back up and we're going to talk about what success looks like get her on fucking la la land actually going right like let's say like what does success look like let's say we're six months out it's january what will be the signs you've been able to overcome this how things look so i would be reaching my work goals so all my notes signed for the residence within a week all of my results within i would like to be within a days um i think my official goal like for work is within a week but i would like to be within a few days because i don't want to miss this high-risk situations and and also within this amount of time i'm currently working you know i don't want to work more than i am and if i work less even better so that's kind of my goal is i get to try to get it all done in a reasonable amount of time which to me like i don't want to be outside of 6 a.m to 6 p.m okay i don't work weekends that's a big hell no for me absolutely not never sweet and this were you hitting your your work goals your notes are signed within a week or within a few days like you said how does this affect the way that you show up for cory i'll just rest right remember that's important to her is being able to show up better for her husband she said very clearly how important her marriage is to her and we have the name which we can make it even more real how does this affect you being able to show up for him rest i'll sleep like a baby me and greg can hang out when i'm at home i won't even have to think about work because i'll feel like i did everything i needed to do and i'm happy to put my computer away like that does exist within me when i'm feeling like i did my job i have no problem walking away from work that's one thing i won't have to worry about i'm not a workaholic i do believe in work-life boundaries that's totally why i went to primary care so i think the biggest thing will just be that sense of like anxiety like work anxiety or like the fear that you're missing something just letting that go and showing up for me and corey will just be a lot less like um being you know more present less scrolling because i know that my scrolling is a symptom of like not wanting to think about all the things i have to do which i don't want to scroll either i hate that actually so yeah because of my mental health i agree and when we look at because again like like i said like tactics and efficiency strategies what you were hoping to get which we're going to dive into is important but it's less important than who you need to become right and so when we look six months from now we could call this woman 2.0 what characteristics or traits do you think she has more identity work right that we're the biggest most important thing with this woman is that she needs to change her identity she this little fucking point right is she needs to change her identity and she needs to make decisions through the lens of the identity of the person that she wants to be of the woman that she sees herself as in the future not the current version person who joins the call is not going to be the person who buys so now we're going to make it even more clear what that identity is um okay so i would say based on everything we've talked about today and becoming conscious of some previously subconscious things i would say obviously she's still compassionate and empathetic and present for her patients but um she is willing to let go of the small things willing to model more efficiently maybe she's got a clear plan to get in and out of the room yeah you know um that's good and you you started to scratch at it right because we also there would also be things to let go of and so part of it is like you said the anxiety or the fear of missing something right part of what you just said is like letting go of the small things if we did deeper what else what other what else comes to mind when we think of like ways of thinking we'd have to let go of where i'm trying to take her is the externalizing and letting go of that i don't know i don't think she completely takes it that direction let's see like i started to say perfection was like what i was gonna say so we can use that word like uh yeah maybe like yeah maybe it doesn't have to be perfect um letting go let's see i could let go of i can let go of like you know to a certain extent getting back to what you were saying i mean technically all these patients are in my medical license like i can like like not every patient's my patient like these are the residents patients the resident is their doctor control that's yes I go some control. Yeah. Yeah. Um, good. Can I make a suggestion? Yes, please. What about that idea of neglect? That idea of like, if I'm not doing all these million things and I'm neglecting them, you think we'd have to let go of that? Yeah. That one might be hard that you're going to have to help me with that one. Yeah. As long as you make the decision to like, we have to look at the other side. What happens if another year? Okay. So more feedback for myself. It looks like the call is also just getting a little longer right but i didn't necessarily hit the externalizing point but i did hit the control right letting go of the being a control freak thing because if she were to try to give me the objection at the end of well let me just continue trying to do it how i've been doing it well that's the control showing itself again and so the whole point of a discovery guys isn't to eliminate every single objection it's to eliminate as many of them as you can but more importantly put yourself in the best possible position to handle them when those motherfuckers come up right so now what we're about to move into which is the last part of the call before pitching is now the consequence because remember it's an emotional roller coaster right we're low we're up we're low right now we're up and we're about to bring her right back low uh and talking about what happens if she doesn't change and then we're gonna pitch and bring her back up and be like look i know for a fact we can fucking help another year another two to three years go by and we're still telling ourselves this story of i had to hit these million things or have to have a hundred percent control right or i have to um ultimately or i have to figure it out on my own that's another thing like what happens if another year to go by we're still telling ourself this story and nothing changes what are the consequences just gonna burn out i don't think i'll be in this field as long as i'm honest and i think more i love giving myself feedback like more feedback for myself is just ask the fucking question bro just ask what happens if we don't let go of these things and nothing changes like i think i gave a little too much context right there but i still get a good answer but i think something that could probably help shorten this call up a little bit just ask the fucking question and then like i said like there's huge huge financial consequences so yeah i yeah you're right i think i think i can let go of the feeling of neglect because i do know there's there's multiple types of types of neglect and it feels very neglectful to be so behind on my box so it's kind of training tit for tat like that's exactly right i guess the real question not being in this field much longer huge financial consequences are you willing to continue settling for that no i don't want to yeah i'm gonna challenge you again right why not and what i mean by that is for five years right and the hell stage is very simple what happens if nothing changes are you willing to settle for that where it's i didn't call it out again but it's somewhere on the side of the screen like you see the fucking box right where we're in hell slash consequence and so i asked her if she's willing to well what happens if nothing changes she gave me really good answers is she willing to settle for that right she's not willing to settle for that why isn't she have settled for that right and like you said part of you doesn't want to change the way she doctors because of how comfortable it is it's like what's actually different this time that we're not willing to continue settling for these ways of thinking that have kept you here i think i'm just being forced honestly it's a it's my work is my like my boss is literally hard shoving like threatening to keep me from vacation So I think, I think that is the biggest thing. I think that's, what's changed is like really having ultimatums. Cause in residency, I wasn't really having ultimatums. I mean, maybe like, you know, do better, but you're doing a great job, but do better and this is different. This is like, you're doing that. And I'm not, I'm not, I mean, I was a collegiate athlete. I'm a doctor. I'm, I'm, I'm the kind of person who wants to do well. So yeah. Identity. I'm the kind of person who wants to do well. being in that position it's not comfortable so maybe that's maybe it's this is filing more uncomfortable than what i was doing before okay well let's get you out of this i know for i know i know for a fact we could help you out like it probably feels like you're in your own bubble in your own little world here but this is exactly what we do and boom just like that we're ready to pitch right and so if you've made it this far i know this is probably going to be a long ass video it's probably an hour plus but if you've made it this far it says a lot about you it shows that you actually take your development serious you take your skill set serious and you're not just trying to look for the next gimmick and the next easy thing to do right we went through a lot here we went through framing the call we went through finding the logical and the emotional problems we went through challenging them while not doing enough we went through future pacing correctly being able to build an identity around the type of person who moves forward we went through ripping it all away with the cost of an action right and so if you run a discovery the way i just showed you here you can pitch a fucking bag of air and they are going to buy because of how understood they are because of all the doors that you shut which are not buying so i'm not going to show the pitch maybe i'll shoot another video like this to break down exactly how i pitch and how i tie the problem she said to the problems that we solve the solutions she wants from the solutions that we give but again that's going to be for a different video and just like that i was able to close a high level doctor on a $8,000 executive premium coaching offer in real time. You have full transparency of exactly how to do it on your own. Again, guys, if you're watching this, actually go implement. There's a lot of shit there. Even if you would just take one thing and go implement it, right? Maybe it's the way you start your call. Maybe it's the way you probe, the way you identity frame, the way you get challenges. Like if there's just one thing, take it and go implement it on your calls. DM me on Instagram. Let me know how it goes. So if you made it this far that means that you also saw my cat cody come and hijack the fucking camera so comment the word cody if you're this far in it means you're a real one again if you are this far it means you take your development seriously i respect you a lot for that if you want to see what it looks like for us to work one-on-one hit the link down below make sure you like comment and subscribe hit the post notifications and i'll see you in the next one love you guys peace

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In this live call breakdown, you’ll watch exactly how I sell high-ticket to an analytical buyer without getting pulled into a Q&A, getting “therapist-zoned,” or losing frame when she tries to redirect the call. I show you how to start the discovery logically, move into emotion only after you earn it, and then use her own language to internalize the real problem (perfectionism, control, and externalizing) so the solution actually makes sense.

You’ll learn:

How to frame the call so analytical buyers enter a decision state (not “info gathering”)

How to stop prospects from externalizing (“it’s my job’s fault”) and bring it back internal

How to uncover the real root issue (control/perfectionism) without sounding scripted

How to transition from logic → emotion so the pain lands without forcing it

How to pre-handle spouse/approval dynamics so it doesn’t show up as an end-of-call escape

This is the same discovery framework I’ve used to close $3M+ high-ticket while selling to doctors and other sophisticated prospects who don’t buy off hype. If your prospects are smart, skeptical, and keep trying to steer the call, this breakdown will show you how to keep control, earn trust, and guide them toward a real decision, without lowering your status or overexplaining.

This video also covers: sales, high ticket sales, sales psychology, framing calls, how to gain respect in sales, sales call breakdown, objection handling, closing deals, sales call example, high ticket closing, sales script, sales strategy, sales conversation, how to close clients, remote high ticket closing, high ticket sales training, b2c sales, b2c, high ticket selling, high ticket sales for beginners, sales psychology tricks, live sales call breakdown