train at night to train on their lunch break when they're on the clock their job's to be on the phone true so I got it all covered here selling Basics understanding the buyer the sales process okay theory of closing closing strategies incoming calls prospecting followup mastering the co- call customer care what does that really mean how to stay motivated the trop traits of great salespeople out of your 18 people how many of them want to be great all of them well good good and some of them a little more so than others depending on what day it is right that's very true so so this is an affordable measurable way for you to train your people okay without you stopping running your business I'm running four companies over here man I want to ring the cash register every day right I don't want to stop and train people there's no money in now let me ask you a question okay there's only two reasons you wouldn't do this can I share them with you yes sir number one you don't think it's going to work or number two you don't think they're going to use it or or maybe a third one it could be a third one the third one could be I don't think this is this is you know necessarily your case is you're not the decision maker all right which of the three would it be all you know with us I I've been well let me say this I've been privileged to to sell everything from legalized drugs and pharmaceutical rep I've been in the coin industry for a long time and I've sold cars I work for GM as a a regional director in sales and training for them and I can tell you that I I know by your program I've seen your program before with other guys and another program work not not a factor of working not a factor of getting our guys to do it because the key thing that that I see with this is the time you know like we were discussing earlier if it's a long deal it it just doesn't work and I'm just saying that with our group yeah yeah yeah so so that would be that would be they're not going to use it right right but no but I feel that that our guys will use this oh you do uhhuh yeah and and I know and like I said I mean I deal with the with discussing options of buying every day and selling and overcoming objections and the only thing that I have right now on this is is Simply Having the uh the discussion right now with uh with Ed on you know what our what our expense will be to to do this and how long and all that good stuff yeah yeah yeah yeah I don't think it's I don't think it's a factor of you know anything else than that yeah so so let me ask you this when you go to Ed when you go to Ed how how do you how would you make sense of 1,800 bucks a month what's the month um month a month it's uh 220 bucks a month how would I make sense of of the program to him yeah yeah it's this is is that a 36 month that's a 36 this a 36-month agreement at 1,800 bucks a month okay so at this point he he would only he's going to have the same question Shannon hey man are they going to use he the only reason he won't do it if he's the check right writer there's only two reasons hey they're not going to use it or it won't work right and that's the only reason he would have an aversion to a contract cuz he doesn't want to be stuck in something they're not going to use right very true so now look we don't have to do a contract I can do a minute to minute okay so you could do a month-to-month contract the only reason we do contracts is people are like dude I'm not quitting on my program okay can you get me a better deal if I if I if I commit to to using it sure so we cut it in half so if you go to Ed and Ed's like I don't want to sign the contract it's 3600 a month that's a basically 100 bucks a day so now my question to you for 18 people how would you justify spending 3600 a month if Ed doesn't want to commit to to some term the only way that he I'll just tell you how he is he is the type that it's all about the uh and I I hate saying the word instant gratification but he's one of those guys that's going to say you know at the end of the day I don't mind spending money on anything as long as we're going to show progress in our business um but if we can't show that what we're doing and how we're doing it is going to give us some kind of Plus in the areas that we need it and it's a cost that we would have to refer into putting in advertisement or making the phone ring yeah and so let me ask you this then what' y'all make last year what' y'all make last year1 uh the company did a little over I think it was 4 and half million last year okay and then and how much training did they have last year none okay good no no train good no training so so now now Ed might say well dude I hired you to do the training why am I buying something right okay well if you were a mechanic in a car dealership cuz you brought up car dealerships that mechanic's bringing his freaking mechanic box with him that's true or somebody's you got to buy him the tools if I'm a carpenter I still need a hammer even Jesus needed a hammer am okay so now check it out now if we train your people every day if all 18 of these people do six segments of content a day it takes four minutes max to do a to do a segment if your people do six segments a day every day for 360 days of the year hey Sean how are you okay customer service in coming calls outbound calls handling objections motivation if we hire the right people train the right people and they train every day are we going to make more than $4.5 million well I hope so well yeah but I mean because if you don't I mean come on man yeah we got issues you got you got you you know so the the whole deal let me ask you this you think we'd make 40 Grand $42,000 more than 4 and a half million I think yeah I think are you asking I think we make enough to cover the nut on it that's it's 42 Grand yeah you made 4 and A5 million yeah so so uh what's the margin on 4 and A5 million or or is that your net is that your net that was the net yeah okay so you're basically spending 0.01% of 1% yeah so again now we're back to what does it cost to hire somebody what's the average salary at your store or at your company um we do uh we do initial draws for all of our guys so the guys come on anywhere between 3500 and 5,500 depending on you know where they're at for a draw we do that for uh 60 days on them and then past that point uh they go to straight commission okay that's awesome that's awesome so we're we're spending at the worst case scenario and you should present the the worst case scenario to add which is month to month until he's sold on this okay you're spending $2,333 per per person per year okay you spend more than that in Insurance yeah I'm just riding if you do a contract if Ed's like hey I don't want to start this and not be doing it a year from now which I agree with by the way right okay so you could start the deal two months from now quit it walk away and we're done or you could say man I don't quit stuff you know whether you were selling drugs I'll tell you this grant you know like in our marke got confront the freak it's not it's not a factor of of being able to commit to something I think it's a factor it's just like in that when we sat out and made the agreement with them I told him I said look this is it's business it's not personal if we don't see that we're getting something out of this in six months yeah then we all need to come to the table and everybody can eat from the same basket and we can kind of figure out what we're going to do because at that point what they're doing because we put it in their hands as a marketing firm as well because that's what the screw brought yeah yeah you know then we got to you know we got to figure out if this is good or not yeah yeah I know look I spend money on CNBC every day CNBC CNN Sirrus radio oh yeah you know but I know this if I don't spend if I don't spend I don't get all right no we agree with you wholeheartedly on that I mean we're spending a little over $37,000 on just basic magazine and TV or magazine and newspaper that does count any of our other stuff that we're spending you know upwards of 50 and 60 Grand a month off you're spending 37 37,000 a month on TV and Max no no no T the uh the magazine newspapers and social media is around 30 something and then we spend another 50 to 60 on TV okay another 50 Grand on TV okay and all I'm saying is let's spend 3300 bucks a month on training people right now now if I do push-ups if I do push-ups every day or situps every day or run in place every day every day not I even Sundays even God's day do I get in better shape absolutely you can't say that about advertising okay so this is tax deductible if you spend 40 Grand a year it cost you 20 the advertising it's going to make your advertising dollar work better you're going to be able to hire better people because you're going to be able to say hey by the way when we're hiring people we have the best sales system in the world why do people not want to sell cuz they're not successful why are they not successful cuz they don't train so we take good sales people we make them better we make great salese Superstars and we can take I can take your you got any kids yes sir how old are they I got a 5-year-old and a 9month old I I'll make that I can't help the 9month old yet but I can take that 5-year-old I can make him or her uh two boys I could make him the best Girl Scout cookie salesperson in the world in 30 days right so I'm just telling we're here for you every Wednesday we have a live call yes sir okay that's part of the activation is you get a live conference call with us every Wednesday so if you're bringing new people on you have somebody that fell off the program you got somebody not convinced you got somebody having a hard whatever we know things happen to people I had 30 30 million lessons delivered on this platform so awesome so I'd love to get a call with you you know if Ed needs to see the deal you need to talk to him like I said there's only three reasons people don't do it they don't think they're going to use it they don't think it's going to work or they're not the decision maker so tell me what we can do to help get Ed there and we'll help you make yeah no he just had his lasc surgery done 11:00 today so he's at home right now they got goggles on him he's chilling out he's probably going to be back in the office sometime tomorrow afternoon cuz I told him I didn't want him doing anything crazy yeah um you know so I'm thinking you know Friday he's in here back you know at his normal times um he' asked me he he and I have been in business together for a long time um he is the principal of this company and his goal is like anybody like what we talked about earlier it's about making the company bigger and better yeah so it it's going to be just a factor of him seeing it hearing it from you know Chris and I who were sitting here listening to you and discussing the options and opportunities of what we think can do and we we all know that we need training on that aspect I I do I do train twice a day in the company to to uh to help you know on the on the coins itself like what you were talking about my goal is to to enrich them on that product but as far as the sales aspect of it we do work on closing overcoming objections and stuff but what you have I know is a lot better than what I can do yeah hey hey hey and you can keep doing what you're going to do but but you can't be with them at 10:00 at night I can be you can't be with them on a vacation I can be you're not talking to them about financial planning I can be you don't have any interactive disc assessments you don't have test on on, 1500 segments of content I do okay you don't need to spend time with these guys testing see I'm not training these guys right now what am I doing I'm on the phone with you and Chris so so so these guys their job is to train when they get to the office in the morning they role play they don't train we don't spend any time listening what I'm telling you zero time in training here we spend 100% of our time on calls cuz there's no money there's no money in training I want my guys doing this at night if my guys want to watch YouTube videos and and and Fox TV or CNN you know the Communists over at CNN then then good but I'm going to know about it tomorrow morning cuz tomorrow morning when we do the role play they're not going to be ready absolutely okay so look have you guys seen enough to make a decision I mean I'll be honest with you I felt confident earlier in just talking about yeah I mean I know that I'm in you don't I me we were we we were pretty much all good earlier so now it's just a factor of of having it on the phone and saying yes yeah okay okay good so so I didn't show you everything here but this thing this thing is an amazing product and I just wanted to jump on the phone and tell you I'll support you I'll help you anything I can do for you uh why uh anything I can do for you guys also Chris just so you know man I just want to say hello to you we can also start dropping in content that is specific to your problems awesome so you see these little squares that I'm rotating right here yes sir this could become yours so this could become what's Chris good at is Chris good at anything he is he he he's sitting here with me and he's on on another line on his headset taking care of a heat case on an hour already while he's watching this he's smiling looking at me going yes good good so let's say let's say handling objections and issues okay good let's say he's really good at handling heat cases right we could literally we could literally create a box here Chris handling heat cases awesome in full video in full video man here's the deal your people cannot read okay right 40% of America is illiterate they can't read so we don't want to give them stuff to read we want to give them stuff to watch okay right that's why people like video so much so maybe there's something you do real good okay what do you do well I'm a closer dude then then all my closing content I need to know I need to know Shannon's you know what do you got maybe eight or 10 absolutely easily 8 or 10 eight or 10 I mean I got 115 but you got eight or 10 now we got 123 between us but I could I could literally drop your video in here so that 3 months from now 6 months from now 3 years from now man your data is in there I don't I don't need to be the best in the world right okay I need to be one of the best in the world so I want to be in here with you so we can actually take this content put your content your box in here right you with me you know Shannon's 12 best closes three of which he copied from Grant Cardone there you go no I'm just kidding you know I'm just kidding right there right so I I know I'm listening so so so all I'm saying is this thing can expand okay like your kids are going to get bigger and they're going to learn new things we can have your content here we can have Ed's content in here purpose of the business the mission of the business the things that's important to him all in video right okay okay let's set up a call with Ed all right guys sounds good you see that deal I found that I found out in the first 60 seconds ask one question hey man look you're either not the decision maker there's only three reasons you won't buy okay only three reasons they're not going to use it number two you don't think it'll work or number three and I don't think this is the case you're not the decision maker and immediately he's like yeah I'm not the decision maker these freaking goons didn't know it man I love these dudes man but they didn't ask the hard question folks you got to ask the hard questions okay if you don't have the decision maker sell your product set your hook and get a call with the DM the DM is the decision you got to know that you got to know man you got to know what you got now Robert I know that's good for you because you're on these calls you just need to ask people hey we're running an ad program from we're running branding we're doing social media for you I told you how much it is by the way they didn't really clear up the price going in because if you don't have the price laid out then it doesn't matter because you're not going to be able to make any sense to this guy so I said do you have the price well kind of it's 3 Todd told me it was ,800 it's $3,600 a year $3,600 a month okay so there's only three reasons you won't do it not going to use it it's not going to work you're not the decision maker but you got to have the price laid out before you do that okay look get your game on you can make these calls so much easier okay you can be so much more effective on them you can close more deals you'll make more money get your game on okay