hello yeah um oh yeah yeah I'm not interested I filled out the form but you're like the fifth person that's called me this week just give me an offer and I can tell you if I'm interested how would you respond how would you respond how would you respond so can you tell me what's been going on why are people calling how would you respond what's the lowest you'll take how would you respond I will respond sir I know everybody needs call this is a job that we do but when you go to do show you will take a car without driving so let me take a a few questions okay I want you and you and you to come up with me on the stage let's go now if I asked your competitors the same objection how do you think they would respond they would say well you know if you're interested we want to get some more information on it we're going to we're going to see what we can do talk to some money part Partners do some right in the first 30 seconds how would they respond your competitors calling the same leads how would they respond to that same objection more aggressive CU you want to get a deal okay what does that mean how how are you aggressive and going to cause the prospect to want to do a deal for you're aggressive you just have to be natural try to get confidence and try to talk to the to the person do you think the prospect cares if you're confident on a colde call would you have to get into that okay and how would your competitors respond to that same same objection that I just gave you in your mind how do you think they'd respond five people wow out of 17,000 agents that we have in Las Vegas only five people are calling you this is why we we need to meet so the calls can stop are you free today or tomorrow we need to meet now we need to meet on a cold call oh you need to meet me oh I'm all in now what I think I heard all of you just kind of say in your mind because you guys were kind of like I love you I still love you is that in your prospect's mind you all sound the what you sound the same could that be a problem for you okay would you lovely people come back down now be on your toes because I probably will have you come back up I just want to be real and you all of you out here I've been known to do some weird things so you might want to pay attention because I might bring you up here okay you guys are awesome now if I asked you to describe the word sales or selling in one word what would that word be somebody tell them in the audience relationship relationships serve what else information information is that what selling is what else soltion what Sol Solutions trust oh I like that oh you guys are sharp what if we I like all those answers somebody just they must be one of our clients because they said something you see what if we took everything all of you just said and we wrapped it in one word and that word was change you see all selling is all sales are is change that's it it's about how good you are so whether the prospect is wanting something better or they're moving away from pain it's all about change it's about how good you are at getting the prospect to view that in their mind that by them changing their situation that means what for your industry accepting your offer that by them doing that that is far less risky for them than them doing nothing at all staying in the status quo their problems stay the same and nothing ever changes which is more risky now here's your problem though human beings don't like change even though we say we do think about that for a second all selling is is change yet human beings do not like change now why do we not like change well we especially do not like change when it's initiated by some pushy High pressured salesperson that's ready to pitch their solution early in the conversation and repeatedly human behavior shows that we value something that is familiar to us even if we don't like it that much compared to something that is new something that is foreign to us raise your hand if you know somebody that always complains about their relationships they're in a relationship like oh this is so horrible he's so mean to me she's so bad to me I just hate being with them do you ever wonder why they stay in that relationship because they're afraid of what change they're afraid of the unknown see that's what you're going up against to some degree with pretty much every Prospect you talk to now how do we help human beings prospects overcome the fear of change it's quite easy if you know how if you don't really hard you have to learn now here's how we do it this is the start realize this you're not you're not selling the thing you're selling the results of what that thing does in your case you're not selling them on accepting your offer you're selling them on the results of what happens because they accept the offer you're selling maybe a landlord the uncomfortable feeling of his tenants not paying and you're able to take that away from him you're selling them on maybe somebody that is going through a divorce and their credit's going to get destroyed because they can't afford the home you're selling them on getting out of that you're selling somebody on a high mortgage payment getting rid of that maybe they lost their job so their credit doesn't get destroyed see that's what you're selling you're selling the results of what accepting your off offer does for them not the offer itself now how are you going to have a competitive advantage in the next 12 months does your hair look cooler than somebody else how you going to have a competitive Advantage you got lots of people calling the same properties over and over again what's going to set you apart from everybody else can I make a suggestion what differentiation well pal better question better question could be maybe here it is the one this is simply the ones who will make millions and millions of dollars a year even in the next 12 months are simply the ones who know how to best communicate with their prospects the ones who know what to say and ask and how to ask it that cause their prospects to want to open up to want to engage rather than trying to get rid of you because that's no fun right now here's what I'm going to do today I'm going to cover three things three steps in the 60 minutes that I have Ryan gave me 65 I've been known to go over than that you might have to kick me out of here all right three steps to becoming the trusted Authority the expert in your prospect's mind you might want to write these down number one become a problemer and Problem Solver not a product pusher oh product pushers do not do that well in our day and age they don't make that much money they have to play the numbers game that's a lot of work number two asking the right questions but at the right time and especially with the right tone because there's certain questions that require more of a a curious tone and see your tone is how your prospects interpret the intention behind your questions let me repeat that your tone ality is how your prospects interpret why you're even asking the question in the first place so there's certain questions that require more of a curious tone um Amy um maybe walk me through some of the details of the home like how many bedrooms do you have that's a curious tone there's other questions that require more of a a confused tone hold on how do you mean it's about to go to foreclosure of what's been going on that's a confused tone there's other questions that require more of a a challenging or skeptical tone what happens if you don't do anything about this and your credit ends up getting destroyed that's a challenging tone and then there's other questions that require more of a concern tone a tone that shows more empathy what's really holding you back from moving forward see that's a concern though all right and then number three eliminating sales resistance to get your prospects to let their guard down now what I'm yes that's a picture of me I'm that old long time ago now what I'm going to do I'm going to give you a little bit of my background because my background relates to what is necessary if if you want to take your income your sales ability your persuasion ability to a level that most salese only dream about you see I got in sales 22 years ago as a broke burned out college student selling home security systems door to door who who in here sold door to door before let me know my people okay you know what I mean right so the company they basically hire everybody straight commission who cares if you don't sell no skin off their back you don't sell you don't make any money they basically give you a script and they give you a couple books by the the sales gurus and they drive you out in a van and they basically like kick you out of the van and they're like hey go make some sales it'll be easy we'll pick you up after dark and I still remember the last one being dropped off on the last Street my nerves I'm a 21y old kid what did I know like a junior in college and I still remember I looked back at my sales manager in the van his name was exay he had this like Curly like surfer hair do you know the blonde hair you know and he's like Yo dude he's like Jeremy he's like J Miner they call me J Miner like be excited now remember show the prospect that you believe in the product show them that you're excited about it be enthusiastic and if you believe in it and you show your conviction then they're going to believe it I'm like that makes a lot of sense if I believe in it if I show them my enthusiasm then somehow they're going to believe in it as well I didn't know so I started knocking on the doors and I was really excited and I started talking about my features and benefits and how we had the best this and we were the number one this and we had the best customer service and we had the best quality and we were protecting all these homes and I noticed from the very first door I started getting all these objections what they didn't tell me about all that and the prospects would say we don't need it your prize is too high we already talk with somebody from your company we already talk with other companies we already have it we like who we have I need to think it over I need to talk with my spouse I need to do more research can you call me back a week a month a year later who in here has lost sales or deals because of one of those objections raise your hand only about half the room half the room does not lose any deals you guys are spectacular can I take your sales training courses oh I love you now I remember I finally got to a point after about seven to8 weeks of non-stop rejection hardly making any sales I remember one late Friday evening waiting on the curb to get picked up I'd work 12 hours at that day imagine the hot humidity sweat dripping all down my chest all down my back my legs feeling like if you've knocked door to door you know what I mean your legs in the day you're like you're like just Jello legs I I still remember my right foot rubbing against like the hot asphalt you know like in July just uh gross I'd made zero sales that day I'd work 12 hours in fact that entire week I'd work 60 plus hours I made zero sales so that meant I made how much oh 0 not good and I remember thinking to myself you know maybe selling maybe selling just wasn't for me you ever felt that way yourself yeah you ever looked into your bank account and you had more going out out than you had coming in that's where I was at completely desperate 20 old kid had a kid on the way what am I going to do so my sales manager picked me up that night he popped in a Tony Robin CD that completely changed my outlook on everything and Tony said something like this I could be butchering it Tony if you're listening but Tony said this he said you will fail you will fail if you don't learn the right skills that are necessary to succeed you will fail if you don't learn the right skills that's why you came here right the right skills set you free without the right skills how can you succeed it's impossible right skills succeed wrong skills very hard right failure oh I don't like that failure word I'd rather succeed now now when Tony said that and it was you know he popped in one of one of those CDs you know 22 years ago they used to listen to these round things like called CDs it's crazy incredible some of you don't even remember that now when Tony said something like that he it's like a light bulb went up on my head it was like it's like divine intervention from the heavens above that maybe there was a difference in skill level that some skills were far more efficient and effective than than others but there was a difference I didn't understand that as a 21-year-old so I thought to myself maybe what the company was training me and what I was learning from the what I call the old sales gurus even though I'm old now maybe they just weren't the right skills anymore maybe they're a bit outdated didn't work as well you ever wondered that yourself so I committed to myself damn I'm GNA have to do something I'm GNA have to acquire more advanced skills because I know you like me want to provide a great lifestyle for your family as well is that why you're here absolutely okay now here was my dilemma the company you know giving all these books by the gurus which I love I respect everybody you'll never see me talk dirty about anybody but I was using these traditional selling skills and I noticed when I used some of them that some of them would work I make a few sales but I also noticed when I used a lot of their skills they didn't work at all I noticed that I would actually trigger more resistance I noticed I would get more objections I noticed that my prospects would stay more surface level when I ask questions and give me vague answers and at the same time I was going to college like they said and my major was Behavioral Science and human psychology now I'm not going to give you the scientific stuff there but it's really the study of the brain and how human beings make decisions how is a person persuaded to do something and or not do something now my Behavioral Science professors one of them was by the name of Robert caldini raise your hand have you heard of Robert cini he's a head of Behavioral Science at ASU Arizona State University he's got books persuasion influence World reown author my professors they were telling me that the most persuasive way to communicate was here the sales gurus in their training programs and books they were saying it was here it was exact opposite so I'm like what am I supposed to do so I'm like how do I take what I'm learning about the brain and how it makes decisions and wrap that into a sales structure with the right questions with the right tone how do I get my prospects to let their guard down so I started learning techniques to do that that worked with human behavior that would get my prospects to pull me in that would get my prospects to do all the work rather than me doing all the work that would get my prospects to sell themselves rather than me sell them that would get my prospects to overcome their own objections rather than me throwing out rebuttal and overnight selling became very very easy and exceptionally profitable now why the hell did I tell you my background story because you don't care about me you only care about who yourself you're a human being this just human behavior 101 why did I tell you that cuz I want you to imagine me within four years of that date where I almost quit I was done I was gone four years later I was making multiple seven figures every year in commissions as a W2 employee didn't own the company geez if I did I would have made a lot more four years before I almost quit all because of what I didn't have the right right skills I didn't have the knowledge okay now I am not anyone famous like a lot of the speakers are going to hear this week in fact I'm just like you I'm just a person that decided very early on that if I wanted to have a better lifestyle that if I wanted to make more money I could not follow the status quo like everybody else was that if I sold like everybody else I would typically get what type of result the same result that I had to learn a much more advanced sales ability if I wanted to get to the top you see unfortunately for me I wasn't born out of my mother's womb with Advanced questioning skills raise your hand if you're born with Advanced questioning skills oh nobody I wasn't born out of my mother's room wom with Advanced tonality skills raise your hand if you're born with Advanced tonality oh so sales people aren't born sales people is that what you're suggesting to me I wasn't born out of my mother's womb with Advanced objection handling and prevention skills I had to acquire those skills I had to learn those skills so if a kid who grew up in the middle of Missouri on a cattle ranch outside of a town with less than 800 people can acquire those skills what does it mean for you it means you can acquire the same exact skills you can make two three five 10 times what you're making now you with me yes fist bump okay now how we going to do it because it's all it's all talk until we learn the right skills it's just a dream right all right let's go back how are we going to do it step number one becoming a problem finder and Problem Solver not a product Pusher no boy no product pushers don't do well now raise your hand if the prospects you talk to have problems and or emotional needs raise your hand please raise your hand raise your hand oh this you don't have any prospects don't have problems or emotional needs no no okay raise your hand again keep your hand raised if your prospects you talk to have problems and or emotional need see there's never been a product or service ever invented that doesn't solve a problem and or emotional need do $500,000 Ferraris solve a problem not really if you want to go from point A to point B you can drive a used Honda but it does solve a what an emotional need maybe it gives you higher status maybe when you're a kid your dad said you're never going to mount something so you want to prove him wrong and drive around with your Ferrari maybe you want to show your classmates that picked on you as a kid that bullied you that you've arrived and you're successful it solves an emotional need your industry solves both that's the power that you have okay now raise your oh here's what I want you to do on a piece of paper I'm going to give you 23 seconds not a second more you might want to write these down because I'm going to come around and ask you I want you to write down the two biggest problems that your prospects have I know I'm not crying I have dry syndrome so my puncture plugs are plug so I'll be crying all day write down the two biggest problems that your prospects have two biggest problems you've got 13 seconds that your prospects have two biggest problems two biggest problems now look at the two problems you just wrote down raise your hand if your solution solves those raise your hand if your solution solves those only about half the room solution solve those what you your solution doesn't solve the problems I'm not understanding maybe okay now so what you're telling me right now is that your prospect have problems and your solution solves those so if your prospects have problems and your solution solves those why are they not accepting your offer what's the missing link can I suggest you what it is the missing link is not your leads even though you think it it's my damn leads they have this broke mentality uh they can't overcome their fear it's not your mindset it's not that you don't Journal enough or take enough cold showers or you know meditate enough I love that for your personal life it's not going to help you when the prospect says hello and you don't know what to say and ask is it let's be real I'd love it to be real if I took cold showers I could sell 10 times more but I'm just a realistic weirdo all right it's not that you don't believe in personal development which I love personal development and it's not that you're not motivated enough and it's damn right that you don't work hard enough raise your hand if you work hard I mean everybody works hard I know tons of entrepreneurs and salespeople that are work 14 hours a day that are dead broke so it's none of those things what on Earth could it be now can I ask you a Cheesy question before I show you what it might be like an obvious question I already know the answer like really cheesy you guys you okay with that okay raise your hand actually no raise your hand if you want to Triple the amount of deals you did last year over the next year like you want to trip and if you haven't started yet raise your hand if you're brand new and you want to Triple the amount of deals that the average first year person does okay so everybody keep your okay keep your okay now I'm going to ask you this keep your hand raised if you can triple the hours you're working out because you want to Triple your deals so you have to do what triple your hours oh oh so you're you're telling me that you can't work like 24 to 30 hours a day I don't think it goes past 24 so if you want to Triple your deals what are you going to have to do you're going to have to acquire a much more advanced sales ability than you currently possess am I right okay now who in here likes to read books before we get into some industry specific stuff all right I love reading books in fact the first sales seminar I ever went to was in 2001 with my good friend now Brian Tracy raise your hand if you've ever heard of Brian Tracy Brian said one thing on there that completely changed my life from that day forward I literally walked walked out of the event it was on a Saturday I turned off the radio and I started listening to sales persuasion influence so from that day forward that day literally that day forward till now and continuing I've either read or listened to Five Books a month times 12 months a year that's 60 books a year on sales persuasion influence times the last 22 years if I've done my math right now I could be off I'm from Arkansas we don't really know how to ad down there you know what I mean I love you AR I'm not from Arkansas but that's 1,360 books on sales persuasion influence I've already done two this month but who's counting 1362 now everybody do how do you read five books a month oh I don't usually read two and then I listen to Three because instead of listening to Taylor Swift I love you Taylor or listening to my favorite pump me up songs or listening to the radio politics which how much of that how much money does that make you every month while you're driving around the car oh Bagels zero now in every single book I've ever read besides it saying always be closing what's a big term that they always say you have to be what a problem solver but as I started to really think about problem solving problem solving does not happen until after the transaction is over because if they don't accept your offer how in the hell are you a problem solver see problem solving happens after you acquire the home and it's yours that's when you actually solve the problem so if you want to get really really good at selling you have to be much better at problem finding problem finding you might want to write that down that term down now what is problem finding problem finding is asking the right questions but at the right time that helps your prospects uncover problems in their mind that they didn't even know they had because when you first start talking to a prospect as you know most of them don't even really understand that they have a problem right or maybe they know they have a problem but they're not really sure how bad the problem really is they don't know or maybe they don't understand the consequences of what happens if they don't do anything about solving their problems am I right now what are most sales people I hate to say this most sales people are what we call I didn't want to say this you might get angry at me probably well they're product pushers yikes I think my time's off here I was supposed to have 65 minutes I think it started me at 55 just saying I love you all right so most sales people do what they ask a few logical based questions hey if we could give you an offer in 30 days same is Cash would you be interested and it's a yes or a no and if it's a no they try to battle them with their bottles how many of those deals do you win oh hardly any playing the numbers game right oh that sounds really drastic so they do that and then they go into their what their pitch talking about the features and benefits the services they have the best this they have the best that that is like taking a bucket of mud and throwing it up against the wall hoping and praying that something you're going to show them on slide 12 is going to magically cause them to want to buy from you to accept your offer we call that hopium it's a drug it's a drug that so many of you are taking so many salese so many entrepreneurs take the hopium drug where they just hope and pray that's miracul going to all work out that is such a hard and unpredictable way to make a living don't do drugs if you want to be in the top 1% it's not good for you okay now let's go step number two we're going to get into some more industry specific stuff as we go asking the right questions but at the right time and with the right tone now let's go back to where I was at remember I was at college major in behavoral science human psychology social dynamics to study the brain how human beings make decisions how is an individual persuaded to do something and or not do something now oh actually I'm going to go back I ruined it for you let me ask you this question according to Behavioral Science there are three forms of communication I would can you see me up here okay am in the line okay three forms of communication I suggest that you write these down because even if you're already doing well this will be a completely GameChanger for you so era number one way of communication not going to give you the scientific term for it and I already gave it away good Lord but if I said the words Bo the room selling what's the first image that comes to your brain boy the room selling what's the first image I just saw it what's the first image boil the room selling what's the first image that comes to your mind boil the room selling would it be this wolf on Wall Street see I already ruined it wolf on Wall Street uh got to sell on the opportunity hey I got a great opportunity for you then we push and we pressure them and tell them why they should go with us and we try to convince them and we throw out rebuttal but according to the data the pesky data I hate data according to Behavioral Science that is the least persuasive way to sell right you got to play the numbers game you guys like playing the numbers game it's a lot of fun playing the numbers game right yeah so we're the least persuasive when we tell people things when we attempt to dominate them or posture them or push or pressure them or manipulate them into doing something that we want them to do it's just like if you told your spouse or your teenager that they really really need to do something and then you push and pressure them what do they typically do back they push back see that's just human behavior 101 now I'm going to show you a few forms of the least persuasive way to sell now hold on are you sure you want me to show this this is really going to mess with your mind starting on Monday when you get back on the phones if I show you this so I can shut this down where you just you keep taking the the blue pill and go through the numbers game red pill or I can give you the red one what do you want me to do red pill okay presenting Jeremy you're crazy I have to have a great presentation according to the data very low on the persuasion poll especially when we have 60 to 90 minute slide decks and we talk about our features and benefits and why we have the best this and we have the best that here's a here's a picture of our our corporate offices here's a picture of all of our Awards here's a picture of our Founders they have the most Integrity here's a picture of our JD customer service blah blah blah blah blah blah blah in one ear out the other ear right how many salese do you know that say yeah we're this sixth best in the market they all say what that they're the best that they're number one so just so you know psychologically when you say words like that that every salesperson is telling your prospects it sells anything to them from a vacuum cleaner to a life insurance policy to a car to cyber security maybe they're calling their home to purchase it when you sound like everybody else how does a prospect start to view you like all those other pushy salespeople no bueno not good for you according to data it's not very persuasive if your presentation is more than 10% of the entire conversation and or conversations and that's the big problem because in every industry we train 158 different Industries including yours we looked yours up right about a couple days ago about a week ago your industry along with real estate agents because you combine those in Industries is the fifth largest that we train in the United States in your industry it's actually over 50% of you are Pres presenting and talking most of that conversation no bu know got to get that down to 10% that's a whole another train telling your story hate to tell you this nobody gets a damn about your story when you're selling one to one whose story do they care about their story oh my gosh putting sales pressure on them do you do that be real be real see there's a big difference and getting your prospect to feel so much internal tension from your questioning and ton ity ability when you build a gap from where they are to where they want to be compared to putting external sales pressure on them 9 day difference in the money you're going to make now and the big one oh the big one you're going to you're going to get upset at me the big one let me take a drink of water before I say this deep breath swiming the sale especially early in the conversation according to data very low on the persuasion poll and that's exactly why most of the sales trainers that you've probably been made to learn from say what that sales is a what oh a numbers game right sales is a numbers game sales is a numbers game so basically well here's what they say sales is a number game so you got to work harder you got to call more leads you just got to put in the time you got to get thick skin sales is a numbers game do you know you know what they're basically saying to you it's this what we're training you doesn't really work that well so unfortunately you're just going to have to work longer and harder hours thank you very much just work harder hustle muscle you're just going to have to call more leads put in the hours how the hell does that give you any type of competitive Advantage I'd rather play the skills game and focus on each conversation and the quality of those conversations now selling will be a numbers game if all you're using is traditional selling skills that trigger resistance that trigger flight now seg mode of communication I got to run I'm behind is consultative selling raise your hand if you heard of this consultative selling now this came out in the 7s and 80s with methodologies like Sandler Institute spin selling Neil rackam college professor never sold anything by the way taught that you needed to ask logical based questions to find the needs of the client what's a potential problem if you only ask logical based we call those surface level questions what type of answers is your prospect going to give you in return logical based surface level answers and do human beings Buy on logic or emotion emotion brain study show that you've all heard of that so once again more persuasive than telling your story pushing pressuring but you're still playing the numbers game because very little emotion is brought out by simply asking logical based questions and that is why you can never sell to the needs of the client that's blasphemy Jeremy I have to sell to their needs well that's what you're missing because most of your prospects don't even know what they need when you first start talking to them am I right can I give you an example of this now this is for Illustrated purposes only this is not going to happen to any of you let's say you wake up in the morning and you got a you got a really bad headache yikes I'm gonna miss the event I get this huge migraine I need to go to urgent care and get some headache medicine what's it going to cost me with my co co-pay maybe maybe 50 bucks or something like that uh so you go to urgent care because that's what you think you need and the doctor she starts asking you some very pointed questions about the pain and where the pain is at and how long have you had the pain and what the pain feels like and what the Pain's preventing you from doing and other questions and our questions start to cause you to feel so much what internal tension that you might have a much bigger problem than you originally thought you had she then suggests that you need to go do not you a cat skan Illustrated purposes only and it comes back that you have a t a tumor it's terminal you got 30 days to live $2 million surgery to solve that problem well the you thought your budget was going to be 50 Buck co-pay well the hell with the budget because now you know what now you know what your real problems are you didn't know that before and if the doctor just give you here you go you might not live because she found out that is why you never sell to the needs of the prospect you sell to the real problems that your questionability allows them and you to find are you with me on that all right third four I'm going to fly through this because we got to get to an industry specific stuff never use questions like this we see a lot of scripts from every industry we have sales trainers all over the world I these come across my desk every day thousands of them don't ask questions like what problems are you having with the house that are keeping you awake at night George surface level how about this within the first two minutes of a call I mean if we could agree on a price is selling within the next few months an option or how about this one are you willing to take lowball offer within the first two minutes how are you how can they how can they know if they're willing to take a lower offer within two minutes when you haven't even built a gap from where they are to where they want to be see that that is why you're just getting the laydowns how what percentage is the lay downs of your Market 2% what about the other 90% that have problems 98% that have problems see that's what you're missing I'd rather learn how to sell everybody now the third mode of communication the most persuasive according to the data Behavioral Science we are the most persuasive when we get others to persuade themselves that's called dialogue when we ask write this down neuro emotional persuasion questioning that stands for neq now when I talk about any PQ questions I'm not talking about questions that are designed to get people to say what you want them to say or Surface level questions the questions I'm referring to are questions that are meant to bring out your prospects emotions to trigger what's called their emotional drivers to get them into what's called their emotional state what's the the biggest emotional driver in a human being that causes them to want to change pain or the fear of future pain see without helping them feel pain there is no sale there is no offers accepted without pain they stay in the status quo and their problems stay the same now here is an epq I don't have time to go through all these questions we train a lot of people in your industry some of the biggest companies and influences you're in your industry you probably don't know we train they like to keep it a secret because they don't want their competitors learning what we're training them would you I wouldn't either all right so this is the stages now would you like to would you like me to give you a few industry specific examples for your industry how to tie apq to what you sell you okay with that okay all right here's what I'm going to show you first something you have to understand especially if you cold call or talk to outbound leads okay that're flaky which a lot of them are within the first 7 to 12 seconds that any conversation you're ever going to be in I don't care if you cold call outbound leads inbound leads or if you're talking like this you were doing it to me when I came out weren't you your prospects are picking up on your verbal and non-verbal cues subconsciously we can't even help it as a human it's the way God wired us so we're picking up on your verbal and non-verbal cues based on what you're saying and asking and how you're using your tone that triggers the brain to react in one of two ways and that could be damn scary react now if you come across aggressive if you come across too excited like hey really enthusiastic like the salesperson usually does you come across needy you know what I mean you ever been on a call and you're like I need the sale you think you're Pro you feel like your prospect picks that up oh they pick it up times 10 and if you especially you come across attach and you don't understand the right questions to ask you don't understand how to use your tone it triggers your brain to go into what's called fight or flight mode you've heard of that right but you thought it was the prospect's fault that they were going into fight ORF flight mode but it's actually whose we're the ones triggering that reaction as soon as you start to understand that then you can make changes instead of blaming the leads now we're like what how did my tone come across that triggered her to say enough with the questions just tell me an offer an a if I'm interested what triggered that did she wake up that morning when she asked me that third question because her tone end on the high pitch I'm going to go into fight or flight mode and tell her to get lost now that was a triggered reaction now once you learn what we trained which this is just the beginning is training some my good friend Bradley always says is training something you did where where is training something you do if you want to make a lot of money it's something you do every day right now once you learn how to come across more neutral more unbiased not quite sure we can even help you don't know enough information you learn how to come across more Collective still assertive I don't mean be boring but you come across Collective more calm like a expert does you understand the right questions you understand how to use your tone it causes their brain to become curious enough where they want to engage and actually open up to you now how do you get your prospect to view you at a much higher status than a salesperson how are sales people viewed in society at large at a much lower status even if you make a lot of money you're view it at a lower stat you're already competing against a lower status so how do you raise your status how do you come into any conversation and within the first few seconds cause the prospect to feel you at at least at the same status at them and throughout that conversation eventually your status rises in their mind where by the end they view you as an authority the expert in what you're talking about that now in Behavioral Science this is called social dynamics write that down this is very important for you if you want to make a lot of money now I'm not sure I should do this maybe I will should I show you some predictable questions that most salese have been asked in your industry in every industry that automatically lower your status in most of your prospects mind because here's your problem if I show you this because I know 95% of you do this you're going to have a hard time on Monday so I'm a little bit concerned that you're going to now start to overthink things I'll show you if you want yeah you okay all right I just gave you a warning so when we ask predictable questions like hey how you doing today on a zoom call are you on the call hey do you have two minutes of your time Hey listen how's it going today how are you doing oh yeah where do you live oh I love Dallas yeah do you like the Cowboys here's how most of your prospects interpret those type of questions I'm just trying to get you to like me so I can get you to accept my offer sell you my thing am I right because that's what you do when sales people ask you that so why are you asking the same questions that trigger you and then you expect it not to trigger them see unless you're a lay down that lowers your status automatically you're going to start noticing that on Monday you're like oh what am I supposed to say oh my gosh now connection questions let's talk about npq connection questions I'm going to give you a few industry specific examples this is where you learn how to take the focus off you and put it on the prospect immediately to get the prospect to let their guard down now I know a few of you are nervous right here because I I can read that from your body language I'm not going to call you up on stage at least not right now I can see I can see your facial expressions okay so let's say that you're uh what do you guys call them I know the term all these industries yeah you got like a yeah uh inside sales agent typically okay so let's say an inside a sales agent's already called qualified them and booked them on with you you're like an acquisition agent some of you call them them right acquisition agents so you're the uh you're the prospect I'm the acquisition agent so instead of now saying hey how you doing today how's your day going something like that I'm going to get on there um can you can you let's say you're on Zoom how about that we'd tweak this if you were you know like in the home or something like that or on the phone we good who's out there pulling the fire alarm somebody's really scared I'm going to show you guys this okay uh can you hear me yes can you can you uh see me you don't have your video on no everything's perfect are you in your pajamas it's three what am I going to do okay so I've got some notes from Tiffany looks like you booked on the calendar about the will Lane home possibly selling maybe to move on from the the higher payment because of the the divorce right correct okay now let's talk about what I just did there thank you okay I want to show you what I just did let me go back okay now this seems basic but there's a lot of psychology in what I just showed you I'm associating them being on that Zoom with what the end result which is in this prospect's mind because Tiffany my my inside sales agent in the notes said that they're going through a divorce and they can't afford the payment so do you see how I'm already getting that Prospect into what results based thinking over cost or price based thinking you see what I'm doing there now why would I say the word possibly sell your property why not be assumptive why not posture them and and say uh looks like you booked on the calendar about selling your property right because if I'm too assumptive early in the conversation when I don't have any trust or credibility you have a lot of prospects that will say oh well I didn't say we were going to sell the property I just want to see what you're willing to offer we're talking to a lot of people and you automatically did what you triggered sales resistance and you lowered your status no bueno see now you're having to work uphill where if we just have more of a neutral term there about possibly selling your property they nope I'm not possibly going to sell my problem they can't do that it's too neutral see what I'm doing there okay let's go on way to go away this is called an neq status frame can I have the chair back I apologize oh can somebody give me a chair here you go man right how about we just put the chair here thank you okay you want to come back here all right good so this is a status frame there's usually a couple connection questions I'm going to ask between now okay so Tiffany um she had mentioned that you were possibly interested in receiving like an offer on the property um you I would say the first part of this call it's pretty basic it's it's really more for us to find out kind of the condition the property's in and I don't know kind of like really when and and why you're wanting to sell the property because I mean as you know I mean the way the Market's been going like we're just not able to buy everyone's house you know what I mean by that absolutely ABS yeah and and then towards the end of the call if you feel like hey you know this might be what you're looking for uh we can talk about possible next steps would would that help you that's sound good okay good thank you now keep the chair there thank you now look what I did here this is a status frame to help you raise your status look what I did here I would say the first see why would I downplay the call why not be super excited I'm so excited to talk to you we can really help you because that's what everybody says I want to downplay the call that's called mismatching and Behavioral Science that causes them to what make it more important their mind because if you're a salesperson and you up playay the reason why you're there what do most prospects do downplay it right I want to the way the brain works okay now look what I did there did you see what tone I used kind of a curious tone kind of a see how I leaned in like I'm softening my voice why would I have a softened tone when I'm doing that look what I said there because as you know I mean the way the Market's been going we're just not able to buy everybody's home you know what I mean by that see what did I just do there what did I just do there I'm getting them to feel eventually it's not going to be right there I'm starting to get them to feel that I'm doing them a favor by purchasing their home at a much l cost I'm not begging them to accept my offer and why would I say this and then towards the end of the call if you feel like hey it it might be what you're looking for we can talk about possible next steps would that help no one is ever going to say nope it would not help me to talk about possible next steps see maybe or might is a neutral word I have to be far more neutral in the conversation while I build the Gap from where they are to where they want to be there's a lot more to that I'm going to have to move on solution awareness questions there's a few more examples help them see what their future looks like once the new found problems are solved let's give you an example all right now what do you do here let's say that halfway through the conversation you ask them what type of price they're wanting to sell their property for and they come back with the number as you know that's what really really high like full offer let's say they come back with I don't know uh what did I put there let's say 350,000 I'm just going to make up a random number but you know that there's no way you're going to be able to buy that home for them you got to go back and put together a proposal and when you come back and you drop it by 100 Grand what does that do in their mind sticker shock they're like oh my God so how do you start to seed in their mind without triggering resistance that you're going to come back with a much lower offer and how do you get them warmed up to that idea you want me to show you how okay this is called an npq price ancher now if you do this in the first 3 minutes before you've built any trust or built a gap it's not going to work that well this is towards the very end of the conversation see what I'm doing now okay so let's see uh give me like a you want three 320 grand for the house absolutely so you say like I want 320 grand for the house looking for 320 grand for the house oh 320 yeah well that could be trouble um dton if I if I go to my partners and let's say they give me a number lower than that I'm not sure what they would do yet but I don't know let's say they come back and they're like 320 they look at comparables and they come back with like 210 220 230 I don't know somewhere in that range should I just goad and tell them to like kick rocks and pound sand and we can't do anything together or what do you feel like we should do no just go ahead and see what they offer and we can talk about it that's typically what you're going to get tring have a lot of people in your space that crush it they'll be no no I'm not saying that I mean I want that but just go ahead and talk to them and and and we'll come back and talk about it what did I just seed there I've already seated what what have I se that I'm going to come back with a much lower offer so when I come back it's a lot easier for them to accept and talk about it that's how you get rid of sticker trop that's an nbq price anchor now let me give you a few more okay NQ consequence questions help your prospects see and feel what the consequences are if they don't do anything about solving their problems now how many of you have almost you've got a homeowner ready to accept the deal they're about to go to sign the paperwork and they call you and they say ah we really liked meeting with you and we really appreciate the offer but we decided to keep uh keep the home keep in touch raise your hand if you ever heard of that oh bam so what do you do throw out a rebuttal what do you do argue with them why they need to really sell your home how many of those deals do you win numbers game I don't like playing the numbers game that's not very fun I'd rather play the skills game so here's what you're going to do instead I want you to pay attention to my facial expression I'm going to stand for this so you can see can everybody see me here I'm gonna pay ATT my face expressions and my tonality okay your name is Dalton Dalton okay this is a consequence question watch this say you called me say that to me yeah we decided to keep the home we really appreciate everything keep in touch thank you so much oh that was really good I you said it already can I yeah yeah that's that's not a problem first I'm going to agree with it yeah yeah that's not a problem um can I can I ask you something though yeah okay how how can I communicate to you that you might be making a mistake without you getting upset with me feel free what type of tone did I use there EMP a concerned tone and what does a concerned tone cause his brain to do open open up CU he feels like I'm concerned for his situation I just seated doubt in his mind without him triggering resistance where his guards up you see how that works that's a difference between making sales or not getting deals now I might come back there's a couple more conversations I might come and say I might say like this okay let's go back oh it got cut off we'll just move forward okay uh let's keep going now I don't have time to go through all these questions what I did for you cuz I was being nice you guys if you want do you want more questions like this so This is called the npq black book of questions there's 273 more questions that you can use in pretty much any sales situation you're in uh all that you do gave you the QR code I'm going to give you five seconds to scan that that's going to take you to that Facebook group right there it's called sales Revolution right when you get in there say I saw Jeremy on stage message me I saw Jeremy on stage and somebody my my team will message you that blackbook we just give it to you for free is that would that help you if I did that I'd love to give you a hundred more things to do because I just gave you a little nibble right there but I got to get to step three and I'm probably going to get thrown off the stage I think I have 10 more minutes all right eliminating sales resistance this is the most important thing that you have to learn because it's all about neutralizing the hidden sales pressure that you're having with your prospects in the conversations you're having now raise your hand if you've heard of the ABCs of closing you ever seen this movie Glen Gary Glen Ross put that coffee down coffee's for closers how oh I'm going to show you something you just saw it I think I I get five more minutes because of that alarm Ryan how o that ABC is always be closing pressure pressure pressure how can I communicate to you that that Mantra of always be closing is actually causing you to lose deals that you could be making that our clients who are in your same industry make every day you see selling is not adversarial it's not you against the prospect trying to win them over manipulate them pressure them that's what average sales people do selling if you want to be a top 1% earner is collaborative it's you working with the prospect to help them find and solve problems they didn't realize they had so from the very first words out of your mouth to the questions you're asking we're going to follow that back there that's called the abds of selling always be disarming make sure you write that down because when you learn how to Let Go like Let Go go of the attachment the neediness when you're on your conversations with a prospect it automatically takes the sales pressure out of the conversation and you're going to notice your prospect lets their guard down now who in here cold calls raise your hand okay you want me to show you something I Sav the best couple things for last do I have permission to show you this or should I just run get off the stage all right now what if I told you what does the average salesperson do when they cold call your industry would it be something like this hi my name is I'm with XYZ company and hey the reason why I calling you was click because you sound like everyone else and your prospect views you as low status salesperson trying to sell me something I don't need don't want can't afford so instead of trying to convince them why not disarm them why not get them to let their guard out now what if I told you that we've written cold calling structures every industry that cold calls your industry and we have some of the biggest names in your industry their sales teams are getting 71% you don't even believe me if I showed you that 71 freaking percent of any person that answers that phone and a cold call after 10 minutes to book in with an acquisition agent you wouldn't even believe me would you just like this dude I'm a cold caller for a real estate investor huge real estate investor you all know him I call distressed home owners off the maret Market this cold call script is insane I was having 11% of all my conversations book appointments now after a week of practicing the script 71% it's actually higher in their company now it's like 73 74% it's been a couple months should I show you are you certain it's going to be hard for you to go back to the old way I'm just warning you okay so how do we trigger curiosity oh I got to get a drink for this I did a reel on this a couple months ago and about half the comments were like there's no way in the hell that would work this guy's an idiot oh my gosh like there's no way you can cold call that confused so stupid this guy like yeah you shouldn't do that just keep doing what you're doing okay so here's what we're going to do okay I want you to notice I want you to hear the sound of these papers I want you to here's what want you're doing your Co call you're going to go to the county and you're going to print off the property tax records of every freaking house you're going to call this has to be real there's no line can you do that yeah you can do that pretty much in every County you're going to hold them in your hand and your Coke off like this just hold a stack I don't care yeah is this Sally oh hey Sally it's it's John with XYZ reality uh listen I'm holding a copy of your uh property uh tax records on your looks like your Willow Lane home there in Savannah and and I was wondering if you could uh possibly help me out for a moment what type of tone did I use there confused what is a confused tone trigger in a prospect's brain they want to help me you're confused you want to rescue somebody now did you why would I ruffle the papers there what does that do in their brain that's a massive pattern erupt on a coal call it triggers them to want to engage are you going to hang up the phone if somebody says I'm holding a copy of your property tax records on your 75 Willow Lane property there in Savannah and I was was wondering if you could um possibly help me out for a moment they're like yeah what's going on oh you have my property check see I triggered did you see what I did when I walked down on stage and I sat there in silence for 30 seconds what did that do in your mind it's a pattern erupt you're not used to that are you it caused you to engage see we're working with the brain we're working with human behavior rather than working against it now let's keep going going here's what we're going to do uh sure yeah what's going on well I'm not even I'm not even sure if it makes any sense for us to talk I I represent a a group of buyers who are H they're purchasing like it's like five or six different properties it's like that you know that four block area that the willow rain home is in and after after kind of going through your records um they they asked me to reach out to you to see if you would be uh maybe opposed to having a brief conversation around a a potential offer would you would you be opposed to that I wouldn't okay now what did I just do there what would I do well I'm not even sure if it makes sense for us to talk see how I push them back to get them to do what come back in agree see I'm not even sure if it makes see you guys are like we really need to talk because pushy that's how it comes across in your brain right because you're like who's this but I'm feel like I'm not even sure if it even makes sense for us to talk they're guards down see what I just did there yeah I just and I'm making it non it's not a big deal I represent a group of buyers they they're just purch make five or six different homes in that four block area and you know after they had me kind of go through your property records they wanted me to call to see if you'd be opposed to uh maybe having like a brief conversation about a potential offer would you would you be opposed to that I wouldn't be opposed why would I say oppos rather than would you be open because the prospect's brain on a coold call is already wired to say what word no I want them to say no see you're all taught that you got to get the prospect to say yes I'm teaching to get them to say no which leads to yes not on every question right see what I'm doing there I'm working with human behavior now let's say they come back and they say this well let's break it down we already broke it down okay I already did that for you let's say they come back well I'm not opposed but dude you're the fourth person that's called me this week like can you just give me an offer and I can tell you if I'm interested let's say they remember when I had the three of you come back up on stage right you want me to show you what to do there do you ever who in here gets that objection and what do you well do some of you really know what to say some of you like I love you though don't take my water you've been sipping oh you keep taking my water I know uh I don't know okay ready so if they say that here's what I'm going to say I'm going to agree with them oh yeah we'll go through that for sure and and just so you know like without really understanding like the layout of the home and and kind of the condition and those details I really wouldn't even know what to that we could offer you I mean just be me throwing at some random price and it might not even be a good deal for you compared to what your home is actually worth what did I just do with that whose side am I getting them on now it might not even be a good deal for you compared to what your home is actually worth what are they going to say that no I'm not they're going to be they just stop you're going to watch their guard down then you're going to go so what I can do if it if it helps you more is I can ask a few questions about kind of the the layout the details of the home and once I understand that then I can give you like a real offer to see if it fits into what you're looking for because you know at the end of the day you might be better off just keeping the home are you with me on that no one's ever going to say oh they're going to be like oh sure yeah why would I say good Lord Jeremy what are you doing why would I say because you might even be better just keeping the home what does that cause them to do trust looking for the best causes them to trust you it causes them to let their guard down that's why we have 71% book to calls now there's a lot more to that and in the front of that as well do I have a few more minutes or do you want me to to go you got to take a vote Brian might Brian's going to yell at me at the end he's going to text me like dude you took all the time all right so you ever get an A type personality that won't open up keeping their problems to their chest and then what type of objection do they get you you ask them questions they give you vague generalized surface level answers and at the end they give you what objection I need to think it over oh numbers game so here's what you're going to do um can I can I ask you something I like that um between you and I and you know off the Record what's the main reason why you might be looking to possibly sell the home between you and I and off the Record what's the main reason why you're looking to possibly sell the home confused tone all right going to notice they let their guard down let's say if you get one that you can't overcome their thinking over rejection because you're not in our training courses that we teach you how to do this for your industry you're like I don't know what to do you can do this as last resort my throat's all um can I ask you something before I leave between you and I and off you know off the Record what's really holding you back from moving forward so the home doesn't go into foreclosure what type of tone did I just use a concerned tone now why would would I put my hand on my chest when I asked that question feeling because it affects my tone your body language and your facial expression causes your tone to go in one of those directions where it's not monotone you see where I'm at okay we just went over I am out of here three steps to becoming the trusted Authority becoming a problem finder and Problem Solver not a product Pusher asking the right questions at the right time with the right tone give you a few examples little nibbles eliminating sales resistance now if you want to start learning this if you want the slides here's what we're going to do this is our Wall Street Journal bestselling book Barnes & Noble bestselling book and uh Amazon I think we have a huge deal with Barnes & no there's the code I'm going to give you 10 seconds if you want to get that book now it's $17 I want to warn you if you need a GoFundMe page to buy this let me and Ryan know so there's the code if you buy it from Amazon I'm going to be pissed because we have a huge deal with Barnes & Noble it's in every store we want more in every store so what you're going to do if you buy the book if you follow me on Instagram you have to follow me on IG there tag me reading that book and give me the scouts honor that you bought it from Barnes & Noble and my team will send you these slides for free would that help you if we did that okay so as I'm wrapping up remember the quote that changed everything you will fail if you don't learn the right skills necessary seed this is why you're here the next three days if you walk out of this room and you take Ryan's training his advice and everybody else is here and you learn the right skills it's impossible to What fail it's impossible if you walk out of this room and you don't go through that training then well you kind of add on your own so make the simple decision to acquire the right skills if you acquire the right skills you can do anything in your life thank you very much for having me thank you alarm Gods thank you