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I go through my email and I look at every single contact that I already have already in my email list I open up my iPhone or my Android and I go down my contact list and I download that and I export it and then I look at every one of my social media profiles I've got 700 followers on Instagram I've got you know 400 friends on Facebook and I list out all the people into one Mondo Excel sheet that is my first leads list and I reach out to them and I open with something that has nothing to do with my profession which usually has something to do with their life and so I take the 30 seconds before I message everyone because you only have a fixed amount of people and I would say what's new in Sarah's life Sarah just had a kid Sarah just moved Sarah just had a baby s just competed in tough mutter whatever and then that would be my opener and then then it's house things right and then once you have house things then you transition you can you can move the conversation into whatever Direction you want if I'm selling Fitness I would say oh well how do you have time to you know cook cook food and and get in shape if if it was uh you know I was career coaching I'd be like how are you making time for work in your career goals if I was talking about if I was selling therapy I would say like how's your mental state with like crushing all these goals but like are you taking time for yourself like I could you know I mean like I could sell anything from Once I just know once I have their attention and we use something that called the ACA framework which we learned from the gym world but it works with anything it's really just how to talk to a human being but is acknowledge whatever they said compliment them on a legitimate compliment and then ask the next question and so a lot of people just don't know how to have a conversation and so whenever someone says you know I you know I did the tough mutter I would say it's so cool that you did the tough mutter compliment which would then say something like it's so cool that you take that time to to push yourself you must be that type of person I would label them with something that I want to use later in the sale and then uh so and then the ask is let me move the conversation forward right and so that is I then have my big list of every single contact that I have and I start with the open hook that's personalized to them and then I move them through ACA and then I set them up for a 10-minute qualification call of some sort to just to make sure that they like whatever it is and then I would set up for a real conversation so and if you're curious what does that 10-minute call look like yes it's uh so I use something called The Closer framework it's not that this is the perfect way to sell it's just it's a it's a simple uh acronym that I used to organize sales scripts and so C is clarify where they're there right because they got on the phone for a reason or they decid to respond back to you for a reason and so it's the first obstacle that comes up in any sale is someone says I just wanted more information well no they didn't they got there because they have a problem like you're not just hopping on phone calls for information all day of course you're not right and it's like what do you want to solve like six months from now what do you want to have happen and then then the person's like well I you know I can't fit in my jeans anymore you're like right boom I've clarified where they're there then you restate it with L label them with a problem so to be clear you're not the weight you want to be you're currently how much 200 lb what would you like to be my high school weight what's that 130 got it Gap Okay cool so then we go CL now we go to O So This Is The Closer framework oh is overview their past experiences this is I call the pain cycle so you say what have you tried so far how did that work for you what did you like what did you not like whenever they say the things that they like you mental note of that so that when you present Your solution you're going to talk about and tie the things that they liked about it part of their buying map uhhuh and then the Pain part is where they're like oh this was terrible it's too hard to follow they didn't pay attention to me no one followed up blah blah blah and so then it's like what else have you tried and so we just keep doing until we've exhausted all the pain and whenever you bring up past experiences it always aggravates and increases importance so like in in the political world whatever the new cycle is on people will say is the most important issue of the election and it's really just whatever the media chooses to whatever piano key they want to play on everyone's emotions that month but it works the same way on a micro level on a sale so whatever you're talking about in the pain cycle is going to be the thing that they now think is more important maybe my health is more important maybe my the CLE cleanliness of my house is more maybe I do need insurance like whatever it is right um and so in a set call we stop there so you basically go clarify label overview the past experiences they're in the middle of pain and you're like I think I can totally help you I don't have time right now let's put a much long CU this is like a cold like basically it's a set call now if someone has if if you're if you're selling a smaller ticket thing then you can go Cradle to grave right you can go to clate to close if you want to but if you're selling an insurance product you're trying to buy you know get them to do a house or do a longer sale then cool then let me put some stuff together for you so I can give you a much more informed answer but I think we can really help you can I ask you a question before you do that do you get any commitment from them like if there's if I can end up helping you or you open to me solving the solution for you or do you not get any hook clothes at that point yeah we call the Integrity tie down so yeah we um yes we have uh we have this big checklist that we call the lead nurture checklist but it's like 17 things that we that we do whatever like we take on a portfolio company um we always look at their show rates on appointments and we can usually take all show rates even in the coldest prospects to 85% but it's it's l like everyone's like what's the one there isn't one thing you have to do like 17 things that each bump You by 5 to 7% but I like it so you're going to end the conversation there with some probably minor commitment call that if you can solve the problem they're going to move forward when you get back together 100% And so then when we go to the second call we still go through clo again like again you're like sure will and you just dive a little bit deeper into all of them and then you go SE so s is sell the vacation and I use This Acronym uh this moniker because I say you want to sell the vacation not the plane flight and so a lot of people when they when they want to sell stuff they talk about the widgets right they talk about TSA they talk about checking their bag and taking their shoes off and who they're going to sit next to on the plane and the seat and how long the flight's going to be and the modules and the services and whatever but people just want Maui yes and so you should be describing the beach and the ocean and that what they're going to experience the moment they get into the hotel room right and they can open up the the curtains and they look out the window like that's what we should be describing not how they're going to get there so you sell the vacation and then erer is explaining with their concerns so once you sell the vacation that's when you make the ask and then enr is okay if they don't say yes immediately totally reasonable most people don't uh expect no yeah train for no because that's where you make the money um and then we explain with their concerns and so you know for for us I I train on on three major obstacles which is they they correspond to distortions of reality um from uh Dr Albert Ellis yeah and so you've got people who are upset at the universe so circumstances you that's on the outer outermost layer and then the next level underneath and this is like an onion so if someone says no and they say time money this isn't the perfect fit for me all of those are circumstantial and that's the easiest thing to say and that's the first thing people say when they say no the second level underneath of that is other people so first people are are upset and distorted about the universe everything's unfair nothing goes my way the next level is because of insert person blame finger goes out my kids my husband my co-workers my mom whatever it is won't let me do this thing and so they put all the power in the other person and so we have to break that apart and get somebody who's in power who can actually make a decision and usually I am a big believer in sales being an actual empowerment conversation because if you're talking to an empowered decision maker who's informed form Med that's the only person you want to talk to and I believe a well structured sales conversation can increase the number of people who are that person agreed and so uh the final layer the deepest one um is is themselves right and so they they have their own fears that they have to overcome um and doubts about what's going to happen and so we work through those those layers uh until we eventually have a person who has now made a decision and so when we can do that I'm a big believer in like try and get yes and no not not to be not to be like hard closing but just so that if someone doesn't give a decision then we want to walk them through how they make decisions so that they can make a decision about your product and so as we're going through so that's that was basically just like the explaining way concerns and then finally R is that the person says yes and you reinforce the decision and so a certain percentage of sales especially in high high volume transactional sales organizations people back out they get cold feet Etc and so what we try and do is the moment someone closes we want the next next 24 hours to be unbelievably choreographed and so like and we're talking immediate so the moment they sign or the moment the credit card goes through they get a text from the onboarding person or we do a warm handoff like hey this is Shirley Shirley's going to be taken from here like I said earlier and so what we want to always do is set expectations meet expectations set expectations meet expectations and I have changed my tune about this I used to always say overd deliver but I've I've come to the point now where I genuinely believe that if you just keep your word you nailed it they will trust you more and ideally and this is a little hack for everyone if you're any any type of services business let's say you're an agency that does SEO whatever and it takes you 14 days to on-ramp somebody rather than saying we're going to touch in every week right which would be fine and that's what most people do in that week you probably do like 25 things right but you're going to have one meeting if you want to be really clever every day send an email and says hey no need for reply just want to let you know we did these three things we'll recap at the end of the week but I just want to let you know where we're at if if you send progress supports every day what happens is you create multiple reinforcement cycles and so you're setting and completing setting and completing and so at day7 when normally your competitor has only talked to them this is the first time they talked to them since the sale you had a warm handoff and they've received communication from you every single day so this is like the eighth touch point corre for them and now their trust in you is so much higher which then translates to way lower backout uh way higher ascensions into whatever your next uh Revenue thing is or the next product or expansion revenue and more referrals and testimonials and so we try and cograph that process and that's the r and so close your framework clarify where they there label them with a problem that you can solve overview their past experiences the pain cycle sell the vacation not the plane flight explaining where they concerns and then reinforce the decision