Full transcript
0:00There is a secret hidden in a webinar I
0:02wrote that did $1 million per day for
0:04eight days straight. Once you understand
0:07this secret which I expose in public for
0:09the first time ever, it will make you
0:11better at everything that you sell. It
0:13will completely shift your attitude of
0:15what is possible in your own business
0:17and it will naturally violate every rule
0:19you've been taught because you can't get
0:20an exceptional result unless you are the
0:23exception. Now, everything I will teach
0:25you in this video comes direct from 13
0:28key slides within the webinar, but the
0:30secrets apply just as well to any
0:32marketing vehicle you use to make the
0:34cash register ring. Because once you
0:36understand the secret I'm about to
0:37reveal, it will instantly become clear
0:39on the exact shift you need to make to
0:41sell anything to anyone. Let's dive in.
0:44Now, this is slide one of the webinar.
0:46And in this slide, we do something
0:48immediately called setting a frame,
0:50which most people don't understand. And
0:52let me show you the frame that we set. I
0:53say, "Let me set your expectation for
0:56today's webinar." So, you can set frames
0:58covertly or you can set them overtly. If
1:01you're not super skilled at this, I
1:03recommend doing it overtly and just
1:05literally tell them, "Here is what I
1:07expect to happen today on the webinar
1:10that we have." So, whether it's a
1:12webinar, sales call, interaction with a
1:14VC guy to get money, whoever controls
1:17the frame controls the conversation. Now
1:19in webinars and mass market one to many
1:22type of communication it's really easy
1:24to dictate the frame because as a
1:27presenter you already have inherent
1:30authority. So immediately I come out and
1:32say let me set your expectation for the
1:34webinar. Now I do something very subtle
1:36here that is super duper effective super
1:38easy to do but most people never even
1:40consider it because they don't think
1:41it's possible. I say I believe what you
1:43will witness today is the single
1:45greatest webinar I have ever done. And
1:49then this is the key portion here. I say
1:52how is that for hype? And the larger
1:55thing that I'm doing in this webinar,
1:57and I do this with all the clients that
1:59I consult with and all the marketing
2:01campaigns that we design, everything
2:02where there's big money on the line, is
2:04I'm immediately
2:07creating or bringing up or surfacing
2:12objections. And this is what I do that's
2:15fundamentally different than almost
2:17everybody that you study, see, and try
2:19to model. And then you wonder why we get
2:21better results, right? So, I'm
2:22immediately when I'm making a claim, I'm
2:25counter punching it. I am stealing the
2:27frame from the client, if you will,
2:29because their initial reaction when you
2:32say something hypy is to think that's
2:35hype. And so, we mind readad. We
2:38actually create the thought that's in
2:39the head of the audience. We assume it's
2:42going to be negative because most
2:43audiences that are going to buy
2:44something are generally cynical. They're
2:46in pain. And so, they look at the world
2:48through pain. And so, we set the frame.
2:51I'm going to give you the greatest
2:52experience ever. And then we say, "Is
2:56that hype?" We actually address the
2:58objection. We put it on the table
3:01immediately. Now, here's a problem with
3:04this model that a lot of people can't
3:06pull off. This better be the damn single
3:09greatest thing that you could ever do.
3:11This better be the type of communication
3:13that is so completely transformative
3:16that people will walk away saying on
3:18this particular subject with this
3:21particular presentation of information
3:25it was in fact the best ever. And
3:28there's two ways to be the best ever.
3:30One way is difficult, one way is easy.
3:32Let me show you the difficult way.
3:34Right? try to be the best at a super
3:37large topic with many competitors, many
3:40substitutables, and trying to be
3:42everything to everyone. And this is what
3:43a lot of people do. They want to be
3:45objective overall best in the market at
3:48large. A much better strategy is to make
3:52the topic so narrow that you're the only
3:54one that can fit in it. And so
3:56therefore, by default, you are the best.
3:59So many presentations could benefit
4:01better from shrinking down the topic
4:04that they're focusing on and then
4:06overoptimizing the insights for that
4:09particular topic to satisfy the frame
4:12the criteria of this will be the single
4:14greatest experience that you've had in
4:16this time frame when it comes to this
4:19subject. Now, there's an even more
4:21powerful lesson that I'm going to show
4:22you that extends from this first slide,
4:25but this is slide number one of the
4:26webinar. Immediate frame that this is
4:29going to be the greatest thing ever. And
4:30then immediately mind readading the
4:32objection that is likely to occur when
4:34you make such a claim. Now, this is
4:35slide two and it goes like this. It
4:37says, "I've mowled over and thought
4:38about your problems and challenges more
4:40than you have over the last year. The
4:43second thing I say is my hope is if I
4:44know your struggles better than even you
4:46know them, I can provide you better
4:48solutions to them than you can get
4:50anywhere else. And what have we done
4:52here? The first thing we have done is
4:54focused on what is most important. And
4:56in any market who's considering buying
4:58anything of significance, I'm not
5:00talking about going and shopping at
5:02Walmart for bread, right? I'm talking
5:03about lifech changing big investments to
5:07change life type of opportunities.
5:09The number one perspective in which your
5:11audience will view it is through
5:13challenge, problem, constraint,
5:15limitation, excuse. So, you meet them
5:18where they're at before you take them to
5:20where you want to go. Now, I said I've
5:22mowled over and thought about your
5:23problems and challenges more than you
5:24have in the last year. Now, there's two
5:26ways to solve a problem. And this is
5:28super fascinating as a strategic problem
5:30solver in and of itself and applicable
5:32to any marketing model, campaign,
5:35whatever you want to run in that. Um,
5:36you can either make a claim and then
5:40make it true. By the way, most don't
5:42even make it true, unfortunately. They
5:44just make the claim, right? Or you can
5:46take a truth and figure out the best way
5:49to claim it as such. And one of the huge
5:53advantages that I have in the markets I
5:55play in is this is already true. The
5:58model in which I try to make the most
6:00money possible is to outthink and out
6:04obsess my competition as it relates to
6:07the problems my market faces or I do
6:10this for clients. And so when a client
6:12has me come and sell for them on stage
6:14or in person at their events, I charge
6:17them $50,000 a day. And that includes
6:19travel. So, if I have to travel there
6:20the day before, deliver it the day of,
6:22and then travel home the next day,
6:24that's a $150,000
6:26bill that my client is due, plus travel,
6:29plus hotel stay, and all that other
6:30stuff, right? This is a significant
6:32investment. But what they get for that
6:33investment is I will spend 20 to 30
6:37hours examining just that room. There
6:41might be 75 people in that room. I will
6:44know all 75 people by name. I will
6:47understand their needs. I will do
6:49research and this is where AI can
6:50actually help you on the specifics that
6:52they have and I will incorporate it into
6:54my presentation because I'm getting paid
6:57six figures for three days of work. So
7:00the clients generally won't do that kind
7:01of work but they will hire specialists
7:03like me to do that kind of work. Now for
7:04the people you serve, especially if
7:06you're starting out, you should
7:08absolutely know their problems better
7:10than they know them. Now it's not enough
7:13to just know their struggles. It's just
7:16not enough to have done the research.
7:18You have to make them aware of it. So,
7:23you do it in reality and then you claim
7:26it boldly in your marketing. And one of
7:30the issues that a lot of people have
7:31with following this strategy
7:33specifically the way I'm describing it
7:34right now is they get uncomfortable by
7:36being so bold, being so confident, if
7:40you will. Uh, some people even mistake
7:43this as arrogance, which I'm willing to
7:45risk. I would rather be seen as arrogant
7:48and aggressive and assertive than timid
7:51and weak and from a poor position from a
7:54frame perspective. So you do it and then
7:57you will automatically as if reporting
8:00the weather, not emotionally having to
8:02psych yourself up, but as an extension
8:04of having done the work, it will be
8:07easier to claim it boldly to your
8:09markets. And keep in mind context here.
8:12This is only slide two of the
8:14presentation. And so we have a lot of
8:16time to back up our claims throughout
8:18the rest of the presentation. We have a
8:20lot of runway to create the drama
8:22immediately to say this will be
8:24different and then we just have to pay
8:26it off. Now here's what I do on the next
8:29slide that is critically important and
8:30this is the real game changer that a lot
8:33of people just don't do in their
8:34communication when they're selling. So
8:36on the very third slide of this webinar
8:39I immediately go after the excuses. I
8:42say you are under capitalized. Now this
8:45was written about 11 years ago. If I
8:46would say it today, I would say you
8:48don't have that much money. And the
8:50second thing I hit him with is your time
8:52is severely overleveraged.
8:54I would say today more plainly, I would
8:57say you don't have time to even do the
8:58things you want to do. The third thing
9:00that I say is you don't possess the
9:02skills or the abilities. And today I'd
9:06say you don't think you have what it
9:07takes in order to make this work even
9:09though you want it to work. And then the
9:10last thing that I stay here is you're
9:12scared to get out of your comfort zone.
9:15And this is true internally for every
9:17single market that's ever existed.
9:19People want to do something, but they're
9:20afraid to feel uncomfortable why they do
9:22it. So within three slides, I've already
9:25bought up the problem of you think this
9:28is hype. And now I've already hit them
9:30with two, three, four, we're on five
9:34objections. We've already brought up
9:36five issues, objections, limitations,
9:39whatever you call them in the first
9:41three slides and really in the first
9:43minute of the presentation. Now, I do
9:45something a little subtle here. I don't
9:47know how much this really matters at the
9:48end of the day, but I'm already starting
9:50to chip away at the foundation of their
9:52excuse. I say, "Here are the challenges
9:55you think get in your way." I didn't say
9:57that these actually get in your way. I
10:00said, "Here are the challenges that you
10:01think get in your way." So, there's a
10:04little bit of subtleness here. So, a lot
10:05of objections, a lot of limitations
10:07aren't solved just like that. They're
10:10like a tree you chop down. You chip
10:12around the edges. You chip around the
10:13foundation. and you chip chip chip chip
10:15chip and then it crumbles eventually
10:17through the lifestyle of the
10:18communication. But I've already said you
10:21don't have money, you don't have time,
10:23you suck at the thing you want to be
10:24good at, and you're afraid to even trot.
10:27That's basically what I said. And I find
10:29when you have radical cander with a
10:31market, they are more likely to disagree
10:35with the exaggerated position you take
10:37and rightsize it. So when you say you're
10:40under capitalized, they they think I'm
10:42not that broke. When you say your time
10:44is severely overleveraged or when you
10:46say you don't feel like you have time to
10:47do anything, it's like it's not that
10:49bad. And when you say you don't possess
10:51certain skills and abilities, they say
10:54I'll show you. And when you say you're
10:56scared to get out of your comfort zone,
10:57they think, hm, maybe it's not so bad to
11:00get out of my comfort zone. Maybe
11:02comfort isn't as comfortable as I think
11:04it is. So, we are undermining. Again, we
11:07are chipping away, but we're laying it
11:08on the table very boldly. We are
11:10aggressively and directly attacking the
11:13weakness, attacking the constraint
11:15immediately. Now we're on slide four. So
11:18if you thought the objection stopped on
11:20the first three slides, they didn't. I
11:23say plus if I had to guess, you have
11:25more opportunities placed in front of
11:27you than you can consider, much less
11:28take advantage of. So more opportunities
11:31placed in front of you. So this is shiny
11:34object syndrome. This is overwhelm. Then
11:36I say you often let little things get in
11:38your way and you're afraid to make the
11:39wrong decisions. So this is paralysis
11:43analysis. The next one goes support from
11:45others for what you're trying to do
11:46isn't what you would like it to be. So
11:49this is the whole support issue. People
11:51generally who are struggling feel
11:52isolated. The next one is most marketers
11:54do not have your best interest in mind
11:56when they're trying to solve your
11:58problems. This means they've been taken
12:00advantage of in the past. And then I say
12:02you face confusion and conflicting
12:04information on a daily basis. So 6 7 8 9
12:0910. We have hit 10 major objections
12:13across four slides in the first couple
12:17of minutes of the webinar. I have only
12:20made one major claim and the claim was
12:22this is going to be the best webinar
12:24you've ever experienced in your life.
12:26And then I've immediately went in and
12:28attacked the excuses, the limitations,
12:30the constraints, the objections, and
12:33I've covered 10 of them right now in
12:35today's language. Cuz back then, I
12:37thought I couldn't be as aggressive,
12:39that this was the limit of aggression.
12:41Not true. Today I've discovered you can
12:43even take it further. Instead of saying
12:45you have more opportunities placed in
12:46front of you than you can consider, much
12:48less take advantage of, I would say you
12:50are overwhelmed with possibilities of
12:52what you could do in your business.
12:54Instead of saying you often let little
12:55things get in the way and you're afraid
12:56to make the wrong decisions, I just say
12:58you're afraid to make wrong decisions,
13:00so you make no decisions. So, I've
13:03improved the localization of the
13:04language. I've learned to say it better.
13:07I've learned to take a more active
13:09voice, but that is really not that
13:11important. What is important is the
13:13structure and the technique. And the
13:14structure and the technique is set the
13:16frame immediately and then aggressively
13:19bring up every possible excuse that your
13:23audience could ever even consider before
13:26you even get into the good stuff. So if
13:28you think about it like this, it is this
13:30is all of these are universal objections
13:32of almost any market. More opportunities
13:34placed in front of you. So people
13:35typically have, you know, overwhelm.
13:37There's too much for them to consider. A
13:39person who doesn't have a plan yet is
13:41open to too many plans and therefore
13:43they follow no plan. So this is a
13:44universal. You can bring this up in
13:46every market. Uh people all the time who
13:48struggle with anything, they major in
13:50the minors, which is a Jim Row quote.
13:53And so it's like you have to make them
13:54aware of this is your limitation. This
13:57is your limitation. This is your
13:59limitation. This is your limitation.
14:01This is your limitation. Now every
14:04market believes that if you bring up the
14:07limitation that you have a solution for
14:10it. So they feel whether it's true or
14:14not, markets react this way. If he's
14:16willing to bring up the issue, he has a
14:20solution for the issue. So even if you
14:22brought these up and never resolved
14:24them, they are more likely to trust you.
14:27Just the fact that you're willing to
14:29bring up an excuse that everybody else
14:31is silent about gets you immediate
14:34report, but also we will solve all of
14:36these by the time we're done. Otherwise,
14:39how could it be the best one ever? And
14:42we should only create solutions based
14:44upon the problems that the market has,
14:46which you should have figured out and
14:48obsessed over and learn more intimately
14:50than any other competitor in your
14:52market. Now, here's where a little tonal
14:54shift goes. I say, "With that in mind,
14:56I'm nervous you'll discount what I'll
14:57show you today. You'll think it's not
14:59worth replacing things you've already
15:00attempted to do to achieve your goals,
15:02and you will be unfairly prejudiced
15:04towards it today." So these are more
15:07objections that are interpersonal. So I
15:09brought up universal objections to the
15:11market. Things like time, things like
15:13money, things like lack of support, uh
15:15doubt in skills, fear of making the
15:17wrong choice, that kind of stuff. Now,
15:19I'm bringing even more specific
15:21objections in terms of you'll discount
15:23what I show you today because often
15:26happens in markets when they hear
15:28something and they have a bias towards
15:30it, they'll think it's not as good as
15:31you say it is or they'll think you are
15:33overhyping it or they'll think, hey,
15:35I've tried something like this before
15:37and it didn't work, so therefore this
15:38won't work. So, I'm bringing it up that
15:41this specific issue of me teaching it to
15:43you, this is an objection you'll have.
15:45And now this is another one and this is
15:47what I've discovered is that people that
15:49are looking for solutions, they're
15:51typically not monogous. They will go to
15:53anyone anywhere. They will follow people
15:55they don't like if they feel like those
15:58people have an advantage that they can
16:00get that they can't get even from people
16:02that they love. And then this last one
16:03is unfairly prejudiced towards it.
16:05Here's the thing about every single
16:07market you will ever sell to. If you
16:10don't address the biases, whatever you
16:13teach them, they will immediately
16:15reject. If you address the biases, then
16:17they will at least be open to hearing a
16:20solution that doesn't align to what they
16:23already believe. But if they have a
16:25belief and you don't bring this up,
16:28whatever you say in that belief will be
16:30rejected. But if they have a belief and
16:32you can set a frame that can you be open
16:35to the idea that maybe there's something
16:38other than what you already believe that
16:40can help you, then you will get so much
16:42more purchase. You will get so much more
16:43buyin. So I'm setting the stage now to
16:46reveal the insight, the power, the value
16:50what I'm going to teach them on the
16:51webinar here today. Now the next slice
16:53is prejudice. I said I'm going to utter
16:55and this was hidden right here. I say
16:56I'm going to utter one word and I want
16:57to share an immediate reaction to that
16:59word in the chat box and then I reveal
17:02Amazon. So this was like the sixth time
17:06that we had sold this particular
17:08business and the first five times it
17:11kept getting bigger and bigger and
17:12bigger and we made millions and millions
17:14and millions of dollars with it. But
17:16markets tend to saturate over time and
17:18as they advance they tend to have more
17:21biases and the competition starts to
17:24attack you from the sidelines. They say
17:26don't do this, do that instead. This
17:28sucks. This is better. So I brought this
17:30up because I knew the problem of the
17:32market. The problem of the market is I
17:34missed out on the gold rush. I missed
17:36out on the opportunity. I'm too late to
17:37the party. There's only scraps left
17:39over. And so I set it up with a little
17:40bit of flare, a little bit of drama.
17:42Also because the media itself allows
17:45back and forth communication, chat box,
17:47that kind of stuff. You use the media if
17:49you can, but the cool thing is I let the
17:53audience tell me how they feel and they
17:56will tell me how they feel. Get it out
17:58of their system. And when somebody can
18:00express how they feel, they're more
18:02receptive to hearing what you will say
18:04to them in response. Now, this is a
18:06little bit advanced and I don't know,
18:07mostly showing off. It might not even
18:09make a difference to the bigger picture
18:10here. But what I do is I have shifted
18:13their perspective. By the way, the more
18:15perspectives you can give somebody to
18:17look at the problem, the more insight
18:18they can have. I say now from a consumer
18:20standpoint, the feelings might be ease,
18:22convenience, and trust. Because I'm
18:23going to make the case later that Amazon
18:26is easier to sell on specifically in
18:282015 from the consumer standpoint than
18:31any other opportunity they have. And I
18:33will make the case that every other
18:34model doesn't have the advantage that
18:36Amazon has, which people are searching
18:38for products that they can one-click
18:39purchase and they trust Amazon more than
18:41anyone else under the sun. So you can
18:43hijack that trust and you can leverage
18:44it yourself. But I'm also putting some
18:47space between negative negative negative
18:49and offsetting it with some positive as
18:51well. So I say now from a consumer
18:53perspective, the feelings might be ease,
18:55convenience, and trust. And we're only
18:56on slide seven at this point. But then
18:58the next thing I say from an opportunity
18:59perspective to get rich you may think uh
19:03not another Amazon pitch or you may
19:06think it's front-end capital intensive
19:09or you may think the golden days are
19:13over or you may think it's good but it's
19:17not that good. All right. So I don't
19:19know exactly how many objections. I
19:20think we're at number 14 at least on the
19:23objections that we've brought up on the
19:25first eight slides. And I haven't even
19:27really claimed anything specifically
19:29about how amazing it is yet other than
19:33it's going to be amazing. And I kind of
19:35embedded a command here to get rich. I
19:38said you may think to get rich. So
19:40there's a little bit of a claim there,
19:41right? But we brought it up here because
19:43the market has heard these pitches
19:45before. So it's silly to pretend that
19:47they haven't. And they have been told
19:49that it's too expensive. So it's silly
19:51to pretend that that doesn't exist. and
19:53they have been told or they believe that
19:55the golden days are over and so we
19:58should mind readad. We don't even have
20:01to answer the question right now. We
20:04merely have to bring it up. So a lot of
20:07persuasive communication is saying the
20:09right thing at the right time and the
20:10right amount. So a lot of people they
20:12have this misbelief that if I bring up
20:14an objection I must answer the objection
20:17when I bring it up. So therefore, they
20:18either don't bring up the objection or
20:20they bring it up and they try to explain
20:22it immediately. But this is way too
20:24soon. We just merely have to bring up
20:27the fact that this is an objection and
20:29that we will resolve it later. This will
20:31increase, by the way, attentiveness and
20:34retention to the very thing that you're
20:37selling and what you're teaching upon.
20:39But we are 14 objections in deep on
20:42eight slides in just the first few
20:44minutes. And we really haven't made any
20:46real specific claims yet or any promises
20:48at this point. The next slide I say we
20:50call these inbuilt biases and if I do
20:52not address them upfront then any
20:55attempt to educate you will immediately
20:57be kicked out by your brain. This is a
21:00meta move and the more you understand
21:02how to metaccommunicate to your market
21:04the more influential you can be. So in
21:07acting there's called breaking the
21:09fourth wall where you're supposed to be
21:12immersed in the play but maybe the actor
21:14will let you know that it's a play at
21:16some point during the play. They will
21:17break out of the scene and they will let
21:19the audience in on the joke kind of a
21:21thing. So this is what I think of when I
21:23think about selling is the more I can
21:25take the audience behind the stage with
21:27me and let them know how the play is
21:29written and how the play is delivered,
21:31the more rapport and connection and the
21:34more trust and authority I will display
21:36to that audiences. So I'm literally
21:38telling them this is how you limit
21:40yourself. Like if I don't bring up these
21:42issues that you have then anything I can
21:45do to help you, you will immediate
21:46reject it because you have a bias
21:49towards it. And a market will instantly
21:51understand that. And they will say,
21:53"Wow, he's already starting to pay off.
21:54He really does know me deeper than most
21:57people know me. He really can predict
21:59how I react to things. Therefore, hm,
22:02maybe [clears throat] I should listen to
22:04him." Now, this one slide has a massive
22:07lesson in it that is a correlary to the
22:09bigger lesson, which is setting the
22:11frame and bringing up the objections
22:12immediately. And it's I say it doesn't
22:14matter if I can't get you to put these
22:16biases on hold for the next 57 minutes.
22:18Who cares if dot dot dot? So, what I've
22:21done here is I've set up a frame where I
22:23said greatest ever. But if you have
22:26these excuses that you can't put on hold
22:29at least, right? This is what we say
22:31right here. Then it doesn't matter how
22:34good it is, you will reject it. And this
22:37is really what's really cool about this
22:39thing is I then rattle off six
22:42incredible testimonials. I show six
22:45people like six people, six winners who
22:50followed this model despite limitations
22:53of capital, despite support, despite
22:55whatever I show them one after the
22:57other. I'll say I'll give you the kind
22:59of cadence of how what it looks like. It
23:01doesn't matter if you see people like
23:02Tom who are doing 150,000 a month or
23:04people like Sarah who did 50,000 in her
23:06first month or people like Mario who's
23:08already done six figures in the first
23:09three months and then I rattle off six
23:11of those. It doesn't matter if this,
23:12this, this, this, this, this, and this.
23:14Now, here's the big secret here. How do
23:16most people sell testimonials? Here's
23:19how most people sell testimonials. They
23:21say, "Look at all these great people.
23:24Look at all these great results." And
23:26that's cool, but you say, "I've seen it
23:29before, bro. This isn't anything that I
23:31haven't seen on any other webinar." I
23:32say, "It doesn't matter. All these great
23:35results if Now, here's what's cool. I
23:38still get the benefit of showing six
23:40testimonials, but I get the benefit of
23:43instead of them saying, "Well, those are
23:44people I can't be like, or this is
23:46someone I can't aspire to be," I get
23:48them to say, "Wow, I could be these
23:50people under these conditions, but
23:52unless I satisfy these condition
23:54conditions, I can't be these people."
23:55And so, this is advanced psychology.
23:58Most people say, "Look at all these
23:59great people." I say, "You cannot be
24:01like these great people unless you do
24:03this thing." And I get additional
24:04buying. I get all the benefit of showing
24:06the testimonials, but I get additional
24:08benefits that most people don't get out
24:09of testimonials. So now we are on slide
24:1217 because I showed you the first 10
24:13slides. The next six slides after that
24:15are testimonial, testimonial,
24:16testimonial, etc. And then guess what? I
24:19do the same thing we've always done. You
24:21might be thinking, these are one in
24:2310,000 customers. They already pro
24:26possess assets and advantages that you
24:28don't have. You might be thinking, well,
24:30that's the gross, but what's the net? Or
24:32you might be thinking they did something
24:33extraordinary or they've already mined
24:36all the gold. So this is one, two,
24:38three, four, five. I don't know where
24:41with objections. I think we're at about
24:4320ish
24:45objections brought up in the first 17
24:48slides, six of which were testimonials.
24:52Most people don't show six testimonials
24:54in the entire webinar. We show them in
24:57the first few minutes in seconds. Most
24:59people don't bring up 20 objections
25:01throughout their presentation. We
25:03brought them up in the first few
25:05minutes. Most people make tons of claims
25:08early on. We have made almost no claims.
25:13In this webinar, been a million dollars
25:15a day for eight days straight. So, even
25:18when we're bringing up testimonials, I'm
25:21attempting to immediately mind readad
25:23the objection, excuse, issue, or limit
25:26that somebody will say in response to it
25:29or think because of it, and then I will
25:31call it and put it on the table
25:32immediately. This gains the most amount
25:35of trust. Now, I can solve all of these
25:37problems. I am so confident in my
25:39solution because I've done the research
25:41on their problem that I believe that
25:43despite all of these issues, they can
25:46still win. So I've done the preparation
25:48and I know I can pull this off
25:50confidently. And this is why we get the
25:52truth first and then we sell it as
25:54opposed to sell something and try to
25:55define a truth around it. Like I have
25:57done the research. I know that despite
25:59these limitations because of these
26:01limitations, I have put in my calculus
26:04the solution to overcome these issues.
26:06And now that I have it, I can boldly and
26:09confidently bring up the excuses and I
26:12can say with authority that by the time
26:14this presentation is over with, they
26:16will no longer be an excuse. And now we
26:18bring it home, the last one. However,
26:21you are hopefully also thinking maybe it
26:24is possible with the right approach.
26:27Maybe if you do just a little bit of
26:30what they did, you could get a little
26:32bit of what they got. And maybe, just
26:35maybe, it's worth being open-minded to
26:38the opportunity. Okay, now we start to
26:42make the claims. If you make the claims
26:44first and then you bring up the
26:46objections, the last thing you're ending
26:48on is the limitations. If you bring up
26:51the limitations first and then end on
26:55the claims, the last thing you're
26:57focusing on is how great and incredible
27:00it is. But let's look at this. I didn't
27:02say you can win with the right approach.
27:04I said maybe it's possible that you can
27:08do it with the right approach. I didn't
27:09say you will be as successful as these
27:12most successful clients. I said maybe if
27:15you do a little bit of what they did,
27:17you can bring in a little bit of what
27:19they brought in. I didn't say you you
27:22absolutely must take an open mind to the
27:24opportunity if you were successful. I
27:26said maybe if you considered being a
27:28little open-minded to the opportunity.
27:31maybe that could help you be successful.
27:34And so the claims are super soft. The
27:38objections are brought up very harshly
27:40and very aggressively,
27:42but the claims start off very gradually,
27:45tiny, and then they open up more over
27:47time. And then the very last slide of
27:50the 13 slides that we've covered here
27:52today, I said maybe. That's all I'm
27:56asking for you. Just be open-minded.
28:00I said maybe let me show you the process
28:04that we've perfected for bringing in
28:06consistent big profits with little to no
28:09previous experience and then you draw
28:11your own conclusions. Cool. So really
28:14alls I've sold is the idea that maybe
28:17the limitations you think prevent you
28:18from winning don't actually prevent you
28:20from winning. And maybe if you're just
28:23open-minded something today could
28:25completely change your life. This is the
28:27final piece of the communication. We
28:29have set what's called a commitment
28:30frame. At this point, I'm getting them
28:32to commit to just being open-minded,
28:36looking at the evidence, and then
28:38drawing their own conclusion. And every
28:40market will agree to that. They'll say,
28:42"Okay, if you can actually solve all
28:44these problems I have, and if you even
28:48tell me that the result doesn't even
28:51have to be amazing, but okay, which is
28:53what they think. Nobody thinks they're
28:55going to get the best result. Everybody
28:56thinks that they can only get 10% of the
28:58best result. So, we've set that part of
29:00the frame. Then they say, "Okay, I will
29:03be open-minded." And I know for this
29:05market, if I can get them to put their
29:06biases on hold for a little bit, I can
29:10make the case and I can sell more and I
29:13can win more and I can serve more. And
29:15so, here's my advice to you as we wrap
29:18up on this video. You need to be
29:20bringing up more objections earlier on
29:22in your communications to your
29:23audiences. You need to go to the
29:25extremes with their problems, limits,
29:27and challenges. You need to
29:29overexaggerate them and dramatize them
29:31to the point where they argue against
29:34their own limitations. You need to make
29:36the claim smaller initially at first.
29:41And you need to get them to agree to the
29:43smallest terms possible for them to be
29:47most open to the evidence that you have
29:49that you can help them. And then once
29:52they agree to that, show them the model
29:55that will indeed make that interaction
29:58the single greatest insight and lesson
30:01on that interaction. And if you do that,
30:04I promise you, you will outsell
30:06everybody in your