Sales Coaching: Mastering the Sales Call 🎯

All right, Nana, let's do it.

Okay, Kester, this meeting is being recorded.

I see that you're in here.

I just can't hear you or see you yet.

Can you hear me, Nana?

I can't hear you.

Thank you.

I can't hear you now.

I just can't see you.

Are you able to turn the camera on by chance Here?

Give me one second.

Okay.

It's always so funny when you're like, I can see you can hear.

And then you just wait for that, like, little bit of time where they're like, they're going to do it or they're not.

And some people give you such a hard time with this, but, yeah, always be patient with this.

Always.

Okay, there it goes.

How are you doing today?

I'm all right.

All right.

All right.

Well, thank you for the flexibility.

I apologize about the last minute swap.

Casey, she's one of the lead advisors.

I'm one of the lead advisors as well.

My, name is Donna.

As you already know, I am one of the lead advisors.

I work directly under Mar.

What I do here, typically, I just talk with you guys first.

Get your goals, your background, see that this is something that you're, like, serious about doing, and if we can even help you.

And then, of course, if everything aligns, I would love to get you in and get you going, but I will give you the floor.

Let me know a little bit about you.

What kind of got you to book this call today?

so I really like the approach, right?

You want to make sure it's always respect first, likability later.

Because some people beg, where are you calling from?

All this, like, extra stuff, not really necessary.

Respect first, likability later, right?

If they respect you, then no matter what, you'll take control and have authority of the conversation, which then they'll be more open to your ideas, your questions, your concepts.

But when you're too likable, they're gonna try to take control of the conversation.

is this a friend?

I can do whatever.

I can kind of just say whatever.

It doesn't really matter.

They don't have to answer your questions directly.

They can kind of go on rambles, and then you lose control.

Now, the only thing I would say in the discrepancy here with this guy Kester is that he's sitting on his couch with his phone.

Like, imagine if, like, you're just like, imagine if I was reviewing this call.

I'm like, yeah, so, like, whatever.

It's just, like, it's not super Serious, you know, and not saying you need to challenge that and be like, Kester, like, do you have a computer?

I mean you could, right?

You could, it could create resistance.

Just understand that it's just about the approach.

Because if it's more like, hey Kester, because I don't know if this is an obligation actually with above the par.

But if it's like, did you, do you have a computer by any chance?

Did you see it actually said you have to be on a, on a computer.

Do you have one available?

Like I don't mind if they have their phone propped up and whatnot.

But it's just again, like if I was just chilling here on my couch and then trying to do a review or just trying to have a business conversation, it's like, how serious are you going to take it?

I'm really looking for something more to do, or should I say better, better income.

And I came across this.

So I decided to.

And let me take a second here.

And as well, not that it's like how serious they're going to take it.

It's more or less like a buying state.

Like people, you're not gonna buy something for five, ten grand on FaceTime.

It's just not a super serious environment.

It's the environment that's created.

And this just feels just too free flowing, airy kind of thing.

So again, you can challenge it, but it's just the approach in which you do it.

So everybody, hey Kester, you need to be on a computer?

No, we're not talking.

Cause I just wanna do what's in their best interest.

But hey Kester, but interesting computer nearby.

I'm gonna be sharing my screen and showing you a couple things here.

have you had a conversation like this before about like joining a program?

So typically.

Right.

I mean, because we're diving into like a lot more questions about yourself, what you want to accomplish and your goals.

And I think a better environment for both of us is where we can sit down in a place where like not on the couch, not on your bed, whatever it is, right?

and like kind of like joke about it, right?

Like, you know, I've had it so many times, some guy almost fell asleep on me.

Or you know, whatever, whatever you're going to say, right?

Just like that way they're like, haha, yeah, whatever.

And then like it's like, surely let me find a computer.

Or at least like, hey, do you mind just like propping it up?

and like sitting somewhere in a quiet place Just because I gotta want no distractions.

I wanna make sure this is actually something you wanna do and then we can figure out how we can help you.

That's it.

Just in their best interest.

Just frame it in their best.

People always do what's in their best interest.

See what it's about.

I mean I heard about it a long while ago.

I just never tried it.

So it seemed very informative and stuff.

So I said let me take a try and see what it's about.

And if it's something that's with me doing.

Okay.

So that language and I could even.

It's like, it's almost like.

I can almost see like you're like, That doesn't really answer my question.

Right.

Cause like there's stages of buying.

It goes from unaware to problem aware to solution aware to then product aware and then decision ready.

Unaware is kind of like where he's at, right?

Because he's not really.

Doesn't really have a problem.

And he's not saying that this is like a solution for his life.

He's just kind of like, I'm looking.

And it's informative, which is very like unique verb which is.

It sounded very informative.

Which I'm like, what?

I don't know, it's just like.

I just wouldn't think like anyway.

But regardless, it's he's unaware, right?

Unaware Problem aware means they're aware of their problem, but they're not so sure what the solution is.

They're solution aware where they're okay, aware of my problem.

And I know that above the par is my solution.

product aware is more or less like, hey, I'm familiar with my problem.

I know my solution is going to be a coaching program similar to this.

But there's so many other programs and I'm deciding between which one and then decision ready just means like they're ready to buy.

Did you go to the webinar?

Yes, I was.

Okay, so how's the webinar before you did that kind of give you an idea if you felt like this is something that is worth you doing?

Yeah, I mean I give some good insights and stuff like how you go about doing it and seems to be working for a lot of people.

So.

Okay, so you have just to backtrack a little bit.

You've been looking to see how you can bring an additional stream of income here.

Let's go back to what he said before you do that kind of give you an idea if you felt like this is something that Is worth you doing?

Yeah, I mean I give some good insights and stuff like how you go about doing it and seems to be working for a lot of people.

So.

Okay, so you have just to backtrack a little bit.

You've been looking to see how you can bring.

Kind of got you to book this call today.

Well, I was just like, I'm really looking for something more to do or should I say better or better income.

And I came across this.

So I decided to let me see what it's about.

I mean I heard about it a long while ago, I just never tried it.

So it seemed very informative and stuff.

So I said let me take a try and see what it's about and if it's something that's with me doing.

Did you go to the webinar?

So what I always look for is subjective language, right?

So because we went.

He said a couple things there, right?

He said, make sure that it's better, you know, whatever is better and come up with a better, you know, whatever what he's doing now.

And then he also said worth me doing, right?

And then what I also is, I say subjective language.

I look for subjective language in the sense that like, it's like, okay, what does that mean to, to caster, right?

And caster.

Sorry.

so if he's like, yeah, you know, I want to do something, see, if it's worth my time or like worth me doing, right?

So it's like when you say worth doing, what do you mean?

Right?

And then it's like like the roi.

And so really getting.

Getting understanding of how he sees doing this program, right?

Because the way we do it, and the way I'll teach you, Nana, is like we'll do, we challenge beliefs to challenge, to shift identity to then change their actions because we challenge their beliefs, then they change how they view themselves, which will then change their actions, right?

And so if they believe that like, this program's not really for me, I'm not really so sure if it's for me.

And, and I don't really know if it's worth my money or worth my time, their identity will protect them from actually taking the step to buying the program because they're not sure it's worth their time.

But if we shift their belief to like knowing this is the solution for them, this is what they need to do, that's going to take them their freedom, their identity will then allow them to then make that purchase.

Does that make Sense.

I know that sounds kind of like a little like woo woo, for lack of a better term, but that's just how your brain works.

So we'll run through that.

Yes, I was.

So I have a webinar before you do that kind of give you an idea if you felt like this is something.

And the reason I say, to ask the questions about what he said, it makes it more relatable, right?

It makes, it's called logical questioning where it's like, it just makes sense to ask that question.

Right.

Versus like, he says all this stuff.

You don't ask any questions related to it.

And then.

did you go to the webinar?

Okay, what's this?

It's almost like you tell me a bunch of things about yourself now.

I'm like, yeah, I'm from New York.

You know, I've been in sales four years.

I'm like, cool, what's your favorite color?

You're gonna be like, red.

what does that do with anything?

Right?

It's just kind of like unrelated.

And so then it makes it feel like almost, Like an interrogation is worth it.

Yeah, I mean, I give some good insights and stuff, like how you go about doing it and seems to be working for a lot of people.

So.

Okay, so you have just to backtrack a little bit.

You've been looking to see how you can bring additional stream of income.

How long has that been a thought?

Is that just something that just randomly popped up, I want to make more money or have you been kind of thinking about this?

I mean, I thought about it in the past.

Then, you know, like, life happened kind of got sidetracked a little bit and now I'm like, I need something better for myself, my family.

okay, okay, so life happened.

Like I said, life happened.

So.

But now this time you're like, okay, you mentioned your family.

Do you have kids?

A spouse?

Yeah, I have a wife and three kids.

What's your, what's your age range of your kids?

8, 2 and 4.

I got some babies.

I have three kids myself, but 9 and 212 year olds.

So.

Yeah, you have the little ones.

That's definitely, you know, an eye opener for you.

That's like, you're like, okay, now since I have these babies, I need to do something more.

What do you doing right now?

Are you currently working?

Are we out of work?

I'm an electrician.

Okay, how long have you been doing that?

About nine, nine years.

Okay, so nine years you've been electrician.

When?

Let's say you're able to start this business, would the goal be, hey, I want to bring in additional stream of income or are we looking to transition out of electrician?

What is your main goal to Amazon business?

Well, I would like to reach where I'm able to transition out so I don't have to do a full 9 to 5 job working for someone.

Have a little more time with the kids.

Yeah.

Right now do you work a lot of hours?

Right now I work basic 40 hour week.

Sometimes I do little extras, but mostly 40 hour.

Okay, so you work 40 hours a week right now you mentioned like more time with the kids.

Do you feel like right now with you working a 9 to 5, do you feel like you're missing out on some time that you could be spending with your family?

Well, yes, sometimes.

Because I don't do like the fact that I'll have to ask someone for time to go do something at my kids school and stuff like that, you know.

Yeah, I think it's right to be choosing between income and doing stuff with the kids.

That's necessary.

I completely agree.

how long have you, how long have you been feeling that way?

Feeling like, okay, I need to really like you do something.

So what I can tell you right now, it's like a big thing we'll work on is just your process.

Because it again, not that you're scattered but it does feel like, okay, this question here, this question here, this question here, we kind of ask like six questions and last like two minutes.

And it's just, it's not.

We're getting surface level responses.

We're not getting depth.

Right.

So we're going like this way versus going like this.

And then go like that, this then go like that.

Right?

So you want to go deep, then go deep, then go.

And so it would be like let's say you go back to the beginning when he's like, yeah, I just want to, you know, see if it's worth my time, whatever.

And it's like, hey, say worth your time.

What do you mean?

And then he would have mentioned the whole thing with kids and this and that.

And then like, okay, is that something you feel like you don't have right now?

Like is that not something?

And then we're getting more content.

So again, I don't know what your process is right now.

but like we would focus on depth through a process that goes like current reality, problem awareness, solution awareness, future pace, and then consequence.

So that way you know where you are where you are in the process.

So, it makes it easy for you to be self aware of what you need to ask, but then also be aware of where they are in the process as well.

So you guys are always on the same page.

Two years.

Okay.

Okay.

Two years.

So this is something that you've been thinking about doing for a while.

Like, you're really.

I'm assuming in the two years you've been like, manifesting on this, sitting on this.

Can I ask you, what have you tried in the two years?

Have you tried anything previously to try to.

I mean, I didn't try any of these online stuff.

I just like, did like, like jobs that would bring me quick income with less time, so I have time to like, be with the kids, you know?

Yeah, yeah.

I kind of like went on my own, did my own a little business for a time and it went slow, but it was like, less work, more money, more time for myself with the kids, you know.

Okay, why did you not stick with that?

Well, unfortunately, things went a little slow, so I needed to, like, get back on track and I got a good little deal to like, start back working with someone.

Okay.

Okay.

Well, then that makes sense.

So.

Okay.

you also mentioned you have a spouse.

Does she.

How did she feel?

Does she know that this is something like you've been looking to find something else to do too?

Yes.

I mean, sometimes.

Sometimes we talk about it.

You know, she also feels the same way, but she's been trying to do like little online stuff, which it brings more income, but it also takes more time.

So it's like you're being.

Because she would have to do.

She will work regularly and then she'll be like doing whatever stuff online.

It brings more income, but it.

Find something else to do too.

Sometimes we talk about it, you know, she also feels the same way, but she's been trying to do like, little online stuff, which it brings more income, but it also takes more time.

So it's like you're being.

Because she would have to do.

She will work regularly and then she'll be like doing whatever stuff online, which takes a day.

So it's like you're still putting in hours for the money, you know?

Okay, so it makes sense.

So because for her, she's trying to.

She's trying to bounce.

She's trying to have, the nine to five.

But she's also working online now.

Yes, it's more time because she's doing both.

If she was doing one, I'm pretty sure the online would probably take Less time.

But right now, since she's trying to get to that place where she can feel like she can transition, how right now she has to try to balance both.

And so where she brings that income in, where she feels comfortable of leaving correctly 9 to 5.

Because for you, wouldn't that be, like, the same case if you start this, Wouldn't you also be working your job until you felt like, hey, I'm making enough work until it's time, until things get.

You know, it builds up to a certain level that I feel I don't need a regular, 9 to 5, but I'll probably also still do.

decent income as well?

Okay.

Okay.

So I see what your game plan is now with your wife, I'm assuming, since she's doing her own thing and she's trying to make things straight for herself, for you guys, but she shouldn't have any problem with you doing this, because that's the same thing that she's doing too.

Or what it does she feel like if you were saying, okay, I want to also start my business, is she.

Will I be supportive of that and be on board?

Because, hey, she's also, you know, doing her thing, too.

Yes, she's supportive of it.

It's like, something we've been talking about for a while.

Okay.

And, like, we're looking for the best way in which we could do it, you know?

Yeah.

Is this something that you feel like you guys would start off together, or is it where, okay, you're gonna be the main person, and then down the line, as things go, she'll join.

what are you guys playing with the business?

I think with this.

Well, with this Amazon stuff, I think I will be the one actually starting it up.

And as things go along, she'll be like, joining me.

I love that power couple.

Both y' all doing this together.

And of course, you building that foundation first and then her being able to hop on, how you talk.

I know you're trying to prevent the objection again.

I think it's one thing I always say is we're gonna ask questions like that.

We always do it in the beginning.

Right.

If there is context on it.

If you don't have it, like, the sooner the better.

Because, like, again, also, I'll go back to what I was saying earlier of, like, the process.

It just.

Again, we're still feels like we're kind of like shooting from the hip where, like, I'm just gonna.

I'm just gonna ask whatever comes to mind when it comes.

And they're just gonna keep going a little bit about.

I know, like, your why of doing this is to bring in more income so you'll be able to spend time with your family and you won't have to ask, you know, the masses if I can take off or not.

Like, if you want to stay home all day, stay home all day, you know, go to the park or whatever, and you still know that you're bringing in an income.

so that's, that's the reason why you kind of want to do this.

How much do you feel like you need to bring in on a monthly basis with this business to make you feel comfortable where you can, say, throw the deuces at your job?

I mean, I would say probably, like, if I could bring in like, I'd say 12 to 15,000amonth for, you know, like, that would be like the goal at the beginning.

I mean, it's obviously going to try to get better, you know, like exceed that.

But to live a little comfortable, that's like the minimum, I would say necessary.

Okay, so we needed, let's.

These numbers, I'm gonna say like 6 months to a year.

We want to see 12 to 15k minimum.

12 to 15k minimum would make you feel comfortable where.

And confident where you feel like you could step back from your current electrical courier.

Understandable.

Yeah.

Do you mind me asking?

Right.

I, know the goal is 12 to 15K.

Right now with your current job, a personal question.

How much are you bringing in right now?

Don't feel uncomfortable asking questions like that.

Right.

At the end of the day, it's what's required.

We'll work on that too.

Like, be able to, like, build up that, like, authority and that ability.

Because again, I can tell you, like, the only reason you feel like you have to give, or get permission to ask that question is because we're kind of just asking sporadically throughout the entire process.

It doesn't feel like it makes sense to ask.

And so you're just kind of like, well, if you don't mind me asking a little personal.

It doesn't have to be like that.

Right.

And especially when you start creating logical questions, and it just makes sense.

Then he's open and vulnerable to answering anything because it just makes sense to ask at the time, the timing of the question.

Right.

But also for you, never feel like you have to make yourself smaller or make somebody feel bigger.

You don't think of context or anything like that.

Never the basis, a monthly basis, it's like about 8 before tax.

Okay.

8 k.

And then we want to, 8k.

And we want to get to that 12 to 15k.

And then of course, every month your sales are going to increase, so you're going to be, you're gonna keep growing, with yourselves.

Have you, joined a mentorship program before?

No, I have not.

Okay, since this will be like your new mentorship, what are your expectations for us?

What do you feel like you need from us in order for you to be successful in this business?

Well, I'd say just some guidance, I guess, on how to go about doing stuff, you know, because it's something I've never done before.

Like I said, I just seen it, like it popped up a couple times and I was like, let me see what, what it's about.

I mean, I heard about all like, drop shipping and stuff before, which didn't make sense and stuff like that.

So.

Okay, so we need guidance.

We want to playbook the step by step of what to do and how to do it.

And you mentioned you saw drop shipping, all the other things that didn't make sense to you.

When you went to the workshop about wholesaling, did that process make sense?

In your own words, can you tell me what you would be doing, what the whole sale is, what would be doing with who selling?

Well, I mean, as I said, to like, choose the right products that people want, like needs all the time and, you know, don't use that warehouse.

You could, like, try to spend as less as possible to maximize the profit.

And, you know, it's just like something that popped up and it seemed interesting and kind of made a lot of sense.

So I decided to Let me get more insight on it and see what's really going on with it.

Yeah.

Okay, so you guys are going to be buying products that are already on Amazon.

we're not going to be doing any ads.

I can tell you right now, a big, big perspective.

It's like the whole entire call right now.

The only reason why it feels the way it does and then why it didn't really get, to where you wanted it to be is just because we never built a true gap and there's just no process that we're sticking to.

So there's no way we can predictably create an outcome.

Marketing, buying product.

Once you find a product, we're going to make sure that it's a profitable item by using smart scale.

So everything that you do, we're not randomly buying products and crossing our fingers to see how ourselves look at the end of the Month.

No, we only do shot error.

Every time that you buy a product for a fact, you're gonna know it's profitable because we do our due diligence using Smart Scale.

That's the profit calculator.

It's going to give you the data behind that product and that's gonna give us the yes or no.

After you buy that, you're gonna, buy directly from reach out to brands via email.

We're gonna send mass text messages.

I'm assuming you get into the pitch here doing Amazon for the past year and a half, but you have been looking to bring in additional like 12 to 15k.

So I a way to transition out since you have been thinking about what can I do just to ask some personal questions.

Do you have like resources set aside in order for you to start investing into your business or are we kind of starting from scratch?

I'm kind of starting from scratch.

Okay.

Okay, that's fine.

So we're starting from scratch right now.

On my end, I just can be, creative and see like, what can we do for, funding in order for you to be able to invest?

Do you mind asking what?

Because if I am able to get your approval for something where you're not having to like find out pocket.

All of them do do, a soft pull on the credit to verify.

Okay.

What you can get approved for.

Do you know what your credit score is by chance?

Right now?

It's like around 700.

I mean it's been better.

So like, if you already want to ask questions there, maybe feel personal, like, you know, financial questions or whatnot, just say so.

just some prerequisites here.

Really quick.

What's, your credit score?

And they start listing off what's credit score?

Okay.

What's monthly income?

What's it just like prerequisite.

And then that way it's okay.

Cool.

Just so I can see if we can get you some funding if it comes down to it.

And that's it.

So it feels normal.

So pretty.

I mean, that's enough for them to say, okay.

Okay.

So for your credit score's pretty good.

That's something where, okay, I could probably get you approved for funding.

So we're not paying out of pocket up front.

I do feel like you do have a strong.

Why you want to do this?

I do love how you mentioned, like your family.

Your goal to do this is not just to know I want a Mercedes.

It's bigger than that.

Usually when we talk to students and you guys have I talk to you guys.

And the number one way people will buy is through pain.

And that's normal.

the other thing would be to avoid future pain.

Right.

So opportunity cost.

Another thing is buying into you as a sales rep.

So like Sabian's a really good example of one of those sales rep where they really buy into him or Sarah.

and then it's also identity acquisition, like the new identity they'll be able to purchase.

And so the more clear we can make any of those, the better.

Right.

And if you can do all of them, then amazing.

There's so many reasons to buy.

So.

But that's the way you want to think about it throughout your sales process is like, how can you maximize all of those Somebody that when they bring up family, that's somebody that automatically feel like they're gonna work hard just because you have a bigger why if you want to do this?

whereas if you'll come to the program, you're going to make sure it works, get all the blueprint because you know you have those goals that you'll be for the family.

And as a provider, you'll probably come in and take full advantage of your resources.

You don't give me any red flags like you're gonna come in and slack off.

before I say that time you do work, you've mentioned your wife takes a lot of time with her online, business ventures that she's doing.

When it comes to us here, all we ask is that you're able to put in at least eight hours a week, eight to 10 hours.

Not a day within the week.

Is that something that you can commit to?

Yeah.

Okay.

So everybody can commit to putting 18 hours.

Okay.

So with that being said, I will kind of show you what we have.

And I'm Mark went over this on the webinar but gonna share my screen with you still and kind of show you what it looks like.

Just because you have so many eyes on your account.

And I personally and I told this to Sarah and Saban as well, I don't like sharing screen unless you have something marvelous to show.

Doesn't really benefit as much as you think.

Like I would just speak it to them.

People will assume in the positive with the less that they know and they see all this stuff, they get really confused support.

You do have your own personal coach if.

It is quick to me to step in.

So again that's why it's very hard for your fel because you have so many checkpoints and they should be able to blow out Any fires before it even exist.

Okay.

Because your coach is on you.

They're also checking if, you are gone for weeks at a time whenever you feel like, okay, I'm, I'm comfortable.

I know exactly what to do now.

I want somebody.

What are your thoughts?

How do you feel like this can help you?

Like a internship, Like a mentorship?

Yeah.

With this, how do you feel like, okay, this can help you with the features that we have here.

I think it's gonna help because as I said, I don't really know much about it.

I'm just starting to like inquire and see what's happening.

And and so far it sounds like that'll be good.

Okay.

Another question.

Do you honestly, and I do you honestly feel like we can help you get to the 12-15k goal that you have somebody and your family?

Well, I believe you guys have some experience with this and it will definitely help like with the whole strategy and how to choose the products and stuff.

Like some of the stuff I saw in the class the other day, it made some sense to me.

But as I said, it's going to be a new venture.

So it's just like, I think I'll figure it out when I'm in it.

I can't just watch from outside and be like, yeah, yeah.

I mean, of course this is on, you know, new.

And our program is very beginner friendly.

About 75 of you that come on mentorship are new.

which is great.

So we start from the foundations.

When you get in here, we don't just do.

just start talking about selling Amazon.

Right.

He's gonna start from the foundation.

Hey, the first week where to get our llc.

This is that I get your llc.

This is the website you go to.

This is how you fill it out.

Next.

This is how you get your sales account for Amazon.

This is exactly how you fill out the form on the Amazon account to get approved.

Next is open up a business bank account.

He's gonna tell you exactly where you could go.

So it's very beginner friendly.

Very.

From the foundation.

We don't assume that anybody knows anything.

So we literally baby steps.

Some of the stuff to make.

You may not have a business bank account.

We're still content, believe it or not.

You'll actually lose more people in the pitch than you think.

because again, they'll check out.

Right.

We need to make sure that we get them convinced in discovery before pitching just to be sure.

and then it'll go from there.

Next.

Okay.

This is how you smart scout.

This is how you find the product, and all of that information.

And then not only do you have that step by step, you also have the coach where we can check, like, hey, I must do this.

Can you double check?

This doesn't make sense to me, what I need to do.

Your coach will respond back and forth here.

Okay.

Okay.

So you do feel like this can help you get to your goal to be able to spend more time with your family and transition out?

Yes.

I mean, once I start doing, like, enough sales and stuff, it should.

I believe it would work.

Yeah, yeah, definitely.

Of course, it's not.

You're not gonna make 12,000 the first month, but you will definitely the first month.

You know, we should hit.

Maybe if I made like 2000 first month and then 4000 each month.

They should always grow.

They're gonna make sure you learn how to scale your business.

So every month it should be consistent.

Another great thing is Amazon Q, four is coming up, which is October to the end of January.

That is a Super bowl time for Amazon.

Every year.

Q4, you guys make the most money around that time.

How I said your profit is usually about 15 to 20 of whatever your sales are in that time period.

It's about 50 to 70 of whatever sell are during Q4.

So you can definitely hit your goal a lot quicker just because you're coming up in the first time.

Okay, any questions about this?

I mean, now, at the moment, like, if I decide to do this mentorship now, when or how do you start?

Like, with the money.

That was the next thing.

So if you just.

If I decide to do this, she's already like, it's a wishy washy verbiage.

So ready.

The if is already like, I'm not so sure.

Do you.

Is it something you want to do?

Finances aside, what you see here, Is this something that you want to do?

I also don't like when people say, like, it's.

You think about finances aside.

Right?

Like, finances is always the most important thing.

So it's like, it almost makes.

It never makes sense to me.

And this is like, I'm not bashing for it, but it's like, I would never tell you say, like, money aside, finances aside.

Because it's like.

But money is the biggest factor.

So, like, you know, what are we talking about here?

I'd rather you attack the fear directly.

Right.

And so.

But I understand why you say this.

It's.

This is nothing against, like, you and your process is just really more or less like, Understand that, Right?

It's like get away from the bad habits.

Something I'm willing to try.

Okay, when we say to try, do we feel like you have a solid footprint?

Like, are we going to show up for work?

Well, I mean, based on what I've been seeing, it seems like you guys are there for whoever is with you guys.

So Okay, so we do.

Okay, so there's something you want to do.

I know you said you're starting from scratch, which is understandable.

So right now for that 9k, you don't have that up front.

Whereas you said to start from scratch there, right?

Yeah.

Okay.

A couple of things that I can do on my end is see if I just talked about earlier to see if I can get you approved for funding.

If this is something that you honestly want to do for real, you're actually gonna show up, you're gonna do all that.

I can help you get funding now for the financing options.

Now if you have anything to put towards you, let's say if we don't have 9k, maybe if you have 1k or 2000, if you have something that you can put towards it and I can see we can get you financing for the rest.

For those financing options, I would buy now pay Laters like a firm Karna after pay Credit pay.

Have you heard the PayPal?

Have you heard of all those basically about buyers?

No PayPal.

I mean a firm corner after pay.

Do you have it?

Nope.

Okay, so those of you comment right now.

I don't know if you ever shop online.

Do you buy anything online?

It's gonna say, do you want to hey, pay with your card, $100 up front or do you want to buy now Multiple payments?

Yes.

Those are just all buy what we call them buy now payers.

So our partner with all of them.

If you get approved, they usually give 12 months minimum up to 36 months to make monthly payments back.

So that's why I can see what you can get approved for, within with using route.

So would you like to afford to see like what your plan option will look like if you do?

Because you can.

I can't say what your payment look like if they tell you personally tailored to you.

but again it goes based off the credit score and I'll give you, hey, if you move forward, this is what it looks like.

I'll let you know what your payments are.

Is that something you want to explore?

I mean.

Yeah, it's fine.

And you have.

You don't have a relationship with none of them.

I'm trying to see.

so all things are new.

You never use them.

Okay.

So since they are my up, I'm gonna just put it in the chat since they are, by now, since it's fine.

See where it goes.

Let me know if it opens up for you.

Sometimes people say that.

It doesn't mean I'm that LED commercial.

Yes.

So don't put a card information in.

We're not buying anything.

We just want to look at the payment plans.

Put in your.

Your email address and your name.

And then, at the bottom you'll put in a billing address.

And then there's a blue chain of the blue P Select Clarity pay at the bottom.

And that's gonna give us.

that's give us payment plans.

It'll ask you some questions.

and then it'll let you know.

Right then in there I'll let you know, hey, if you're approved and what your payment plans look like.

You said a blue key.

Okay.

Yeah, that blue key.

So don't put a card information.

Leave a card blank.

Just put in the billing address and then put the blue chain at the bottom.

It says clear to pay.

That's when I wanted to try.

Click that.

I'll send it code to your phone and then it's gonna ask some personal questions like two.

And then, then from there they'll give you payment plans.

So I can continue with 30p?

Yes, sir.

The amount that's giving you, is that something feasible?

Is that amount that you can.

You could do.

I think I can.

Is there something I have to think about a little bit or I just jump into it?

Okay, so the thing that you need to think about what let's say if we set it up.

If you set up 436 months and then within like a year you could pay it off and then you would avoid all that interest.

You're not gonna have to get that interest if you actually wait 36 months to pay off.

And it's not gonna take you 36 months.

So that's why I just all suggest.

Hey, that way the find is paid off earlier to avoid that.

Because you'll make your money back way quicker than the first ones.

Yeah.

The amount that's giving you, is that something feasible?

Is that amount that you can, you could do I think I can.

Is there something I have to think about a little bit or I just jump into it?

Okay.

Okay.

So the thing that you need to think about.

What white.

Within our mentorship, what do you think about?

What do you feel like, okay, we can't get you to your goal of finger 12 efficient K.

What.

What kind of gives the red flag of maybe this may not work.

And then you think about.

All right, so in this case, when he's like, he got approved and he just.

Yeah, it's feasible, but I think I need to think about it, right?

So very wishy washy language.

there's two ways I'd go about it, right?

So number one is, are you thinking about the value or are you thinking about the cost?

Right?

That's one thing, right?

You can go and that way it points you in the direction.

Or you could just break the fourth wall of just being.

Hey, you know, Kester, I've done this a long enough time.

No, like, when people say I need to think about, usually means they're just not clear, Right.

And so what about.

And I usually.

Again, you want to use specific words like clear, not clear.

Where it's like, what about the program maybe isn't so clear just yet.

That way it's never like negative connotation.

This.

That, it's all like, just like, what's not clear?

Because every decision we've ever made in our life is rooted in clarity.

So we go deep into clarity, Right.

Or it's like we can just.

If you feel better doing, like, value or cost, we isolate that and then you can do like the regular objection handling process, like, okay, well, do you believe that what we can do here can take you to XYZ Goal.

Yeah.

And I can get your framework if you need it.

But, like, that's pretty much where I would go.

I don't see, like, no red flag.

It's just like, for the startup, I want to make sure I have the extra.

The money to pay that for, like this loan, like, just in case.

I mean, you never know what happens in life.

Maybe something happens and I can't do it as planned, you know, like family issues or something.

And I can't.

I'm not available.

I still have to be paying my loan until I could get it back on, you know?

So I want to be sure that this is something that I can do.

I mean, it sounds.

Yeah.

Good.

And it makes sense.

Right?

So I just want to.

And you said it sounds gonna make sense.

We kind of.

I Just want to say something.

That's fine.

You don't think about.

You think about it.

You didn't mention though you've been thinking about doing something for two years.

Yeah.

How much longer do you need to think about?

Do I really want to make some different basically how I got this, like been to the webinar and this little conversation.

I have a lot more insight.

So it's more or less like let's go back and decide.

Like do you really want this?

I mean, I do really want to met your family.

Yes.

That's what I'm talking about.

Like, so why can you think about and I have to invest this money?

Well, as I said, like stuff is very tight right now and I need to make sure I have this money to like at least for the startup to get past the startup point.

Are you talking about the inventory?

No, I mean the inventory I think is fine because I could probably use my credit card to like.

Use my credit card that I start that stuff.

So you want.

Okay, so inventory is not the problem.

You want to think to see if you can make the monthly payments.

Yes, if I could borrow that.

Basically $10,000 to start.

Okay.

Right now and it's doing monthly payments.

You don't have to do it all around.

You're going to be making your money back within 30 days.

You should start selling.

So with your sales you should be able to do that.

But also you're currently working right now.

So is the amount that's asking you because again I don't see what's telling you to pay.

Is the amount that's asking you to pay.

Is that something that.

Is it too high that you don't feel okay that you could coverage.

It's around almost 500.

Right.

I mean I also have a lot of stuff that's happening like right now.

Like all my money is going towards a lot of stuff.

One of my kids just started.

Well it's about to start school this summer, well after summer.

So I mean there's a lot of stuff going on.

Yes, there's gonna be things always going on.

Life is always gonna be like that's one thing.

There's never gonna be.

And that's fine if you want to think about it.

Take your time.

Think about.

If you want to take, you know, another cheers to think about.

You can.

It's your life.

I'll sit in my mom just telling you for me personally, being I'm a mom with kids and I'm in the same situation, life is always gonna Be happening.

There's never gonna be time where I'm just gonna have time to, to do things.

I have to create it.

Like how many things gonna happen?

Of course something happened, something really happened.

In life where distraction gonna come.

We never have a peaceful moment where just for weeks there's just no distraction.

Everything is great.

I can just focus.

It's gonna be chaotic here and there.

That is life.

But you have to create, you have to create that time where you're like, okay, this is happening, but I'm gonna focus on this.

So when it comes down to it of saying, hey, maybe things are good, things are gonna happen because there's gonna happen.

Now are we willing to actually put our why at a bigger, a bigger picture of saying, okay, things are gonna happen, but I want to be able to spend more time with my family.

So I need to focus and do make, make this happen.

Like I still would have to create that.

Yeah.

So you just need to do that.

Because it's never gonna be like if life was perfect, then yeah, you know, if I had time, I'll be able to do this and I'll.

It's.

It's.

You're having to make it done.

I'm not a finance.

Especially with kids.

Your kids are gonna keep growing, they keep going to school, they're gonna keep needing supplies.

Are we gonna say when they graduate, maybe I don't need supplies.

And then finally I'm gonna take action and start my business so I can spend time with my family that's already 18, 19 years old.

And I would just, you know, spend money on time for vacation.

you have to make it, you have to create, you have to make this work.

So you have to figure out is this something that I really want to do that I'm willing to show up for?

Because the only way it's not gonna work, the worst thing work is show for you.

Why give me the blueprint?

You have a coach that is gonna be there with you.

The only way that it's not gonna work is if you don't work.

And in those times, again, life is gonna happen.

We're just gonna have to.

Is this something I want to do like few minutes and get ahead of it?

I guess.

So I just want you to think about, think about that.

Okay.

If you don't think about it, you definitely can.

I just want you to think about for another two years.

Because in two years of the time frame, imagine where you would be.

Two years ago.

Whether it was Amazon, I don't know Whether it was Amazon, another business, especially now, let's say if it feels a successful thing that you started, imagine where you would be two years from now.

Two years now to the date.

And I want to think about it.

I want to wait a longer and longer.

You just, at some point you just have to, hey, I want to do this.

Is it worth it?

Is my why worth it?

And go for it.

Yeah, it makes sense.

Yeah, I just want to go out there.

So you really don't think about it.

I mean, I just want to like have a word with my wife before I, you know, because she's not here right now.

She's actually like out the country.

So I have to, I want to call her at least, you know.

So you broke the belief.

I mean again, I think the execution could have been a little bit better where like I know we were kind of interrupting him a little bit and like, kind of like going back and forth and not that it felt tense, but it's okay.

I mean it's fine.

It's just like you want to make sure.

Let him finish.

Then break the belief.

Let him finish.

And you broke it because you went from thinking about it to now.

Partner.

Right.

So good.

But now I have to tackle this one as well.

So see, is she the one doing this with, with you or like that we're going to like do it together.

I'm probably going to be, I'm going to be like the main person, like probably starting it off like the finances and stuff.

But it's something we got to like plan and doing together.

Okay.

With her business.

Are you doing it with her too?

Yes.

Well, her stuff is not something like this.

She's just been trying different, different things which sometimes it's not.

So with her doing things that hate, sometimes it doesn't.

and she's not.

You're not involved in those.

But for you now it's time for you to get your own thing and try your thing to see if it.

Cuz it will for you.

Let's talk.

Try your business.

but yeah, like, okay, let me talk to her first to see if this is your business.

She has her business going on.

She has enough things going on and you want to bring like, and especially make sense if you're bringing her into the business starting off, but she's just going to put it back on you.

Like I have my business going.

Like you're going to be going doing the work at the end of the day, not her.

You're going to be the one that's going to have to make it work or not.

So you talking to her, which is great, you can talk to her to get her advice.

But at the end of the day it's going to be up to you whether you make this work or not.

Since you said you're going to be the one doing this first, it's not like you're asking for her to help you because you're not going to be of any help yet until she starts to make profit and then she'll join in there.

it's not that I got to make profit first, it's just that we do things like that.

Like our money is pretty much put together.

So like I don't want to like it's not like asking or telling, it's more like okay, this is what I'm doing or whatever, you know, as a family because anything that goes on, we got to keep account for it and stuff.

And as I said, I mean this is something to like make money.

No one is trying to go to fail.

So I'm not going with that intentions.

Okay.

As I said, I'm just getting all the information and I mean as I said it makes a lot of sense but I still gotta like process it a little bit and I mean it's something I really think I need to do to get where I want to be stopping you to do that.

You feel like this is something you want to do and I love that you want to walk.

That's amazing.

Hey, this is what I want to do once a time, what I want to do.

And you know, sometimes my husband tells me what he wants to do and confides in me.

But one thing which I don't say to him too often is I love that he finds any but I also love for him to take lead.

So sometimes I feel like I love that you're telling me but at the end of the day want you just to take lead.

I'm going to submit, I'm going to follow.

You're the man in the household, I'm going to submit and follow.

But I don't always have to be the one to make decisions.

Cuz sometimes my husband this me defending, okay?

So my husband will come to me like hey, they want to do this, I want to do that, he want to do this.

I love that involved.

But I already have things I have to think of for myself that I have to take care of.

And then when I also have to get his things of.

You want me to vision too with you with his stuff, I Just want him to leave.

Like, that's most attractive thing.

I would love you just to lead.

If you feel like it's a good decision for you, do it.

Whenever you have to pull me into it, too.

It's like, I'm handling myself now I have to come and handle yours too.

Or I just, hey, just leave it.

Not follow.

so, yeah, that's just some things that I wish I might as well do.

Just, hey, I'm Go for it.

If that's what he wants.

Not every time asking me to.

What I think.

What do I think?

Especially me and how I started.

I just did things.

I talked about everything.

I guess I should, but I just started my businesses.

I just started.

Think I told him, okay, this is what I'm getting into, this, what I'm doing, but I just did it.

So for her to come up with her business, if she's just doing her business, she's not saying, hey, you don't do this with me.

She's just doing it.

And then you're coming also to say, hey, I'm gonna do this too.

But what do you think?

So it's.

It's nice to talk with her, but at some point, she might just want you to just, hey, lb, I trust you.

I trust.

If you feel like it works for you, just a little tip, Just a little tip, you can go.

Don't you think my.

Just a tip for you to think, like, if you.

If something you feel like, okay, this can work for you.

For legitimately.

If you know, if you feel like, hey, I don't know if this is really the work.

I don't know if we had the time.

I don't really know if I want to do this.

Maybe I'm content with where I, am, you know, and you maybe not.

Then don't do this.

But if you really feel okay, this can work.

I can do this.

I need to do this.

You've been waiting for two years, and what are we doing?

You have the coach, you have the blueprint.

You have support.

What do we feel like is lacking?

Unless we're not just not sure if we're ready to show up yet.

Maybe if you're still content a little bit before, you are, and you're comfortable, and that's okay.

And that's okay, too.

But if you're not, you kind of know what you need to do.

And, I mean, it's a little bit of that.

It's like, I'm, As I said, I'm.

I know what I want.

I'm just not like fully sure.

So I got like this people saying that just like, I'm not sure.

So as I said, it's like this for me is like, let me get the information and see what it's all about before I just, I mean, jump in.

I mean, I've got a lot of information between Sunday and today.

So it's more of a little bit of like processing it and probably like get back to you and like get in, like organize.

Try to organize the fine stuff.

I'm going to do it to alone.

Probably just use my credit card or you know.

Yeah, I mean, at least, you know, you got approved here.

I mean, so the funding is not a problem at this point.

It's just more.

You're uncertain.

And again, that's okay.

Anybody.

Anybody wants to do something to start something new and they felt 100% about it, nobody would ever have done nothing.

Relic speaking.

Everybody that starts something new, there's a little bit nervousness that comes in there.

You're not.

You're never 100% anything that's new.

You're just going in like, hey, I think this can work.

And let's see how it goes.

So you waiting for everything?

It's telling you.

Yes, but you have 2% is telling you I'm nervous about it.

That's completely normal.

Because you don't know anything about this yet.

You haven't started yet.

You haven't learned it yet.

So it is a little bit scary.

And I get that.

But if you're waiting for that 2% to turn 100%, I mean, I'm sure it's not going to turn to 100%.

But as I said, it's like, like now for me to figure out, like, okay, I'm doing this right.

What funds do I use?

Do I take the loan?

I put the funds in front of you, so that's not an issue.

You just got approved.

So we can't say we're waiting for the funds.

I'm not here now.

There's people that.

What I'm saying is waiting on the funds.

But which funds should I use?

Should I just use my credit card?

Use your credit card.

You don't pay interest.

Yeah, well, I can ask questions for if you have a credit card.

A credit card is zero interest.

I would just use a credit card more than likely.

Rather than you borrowing.

If you have to borrow, then borrow.

there.

But you have options in front of you.

You got approved here.

This has interest.

If you have a credit card, you're not going to have to deal with this saying, 36 months.

It's just a credit card.

That's easy.

That's an easy thing to do.

don't.

Now if you have.

You did say you have kids, you have other things you have to do and you have to save it.

Hey, for school.

And I don't use my credit card because I have other responsibilities that I have to use credit card for.

Then you have the financing that's in there for you.

So you have the options of what to do.

I don't feel like the funding is the biggest problem.

Can I say that's a little bit fair maybe?

Yeah, I mean, that's a little bit fair.

It's not.

The biggest problem is that, I mean, I'm not.

I guess I'm not fully sure.

So I'm just trying to process everything.

I mean, I'll need to.

Well, I mean, the funding is there.

Is just to like accept it and start with this venture.

You're just so honestly.

What.

What.

What really is happening is that this is something new.

I put you in the hot seat.

Hey, it's really about to happen.

I'm really about to start this business.

And it's nerve wracking.

I know.

Like, it's normal.

It's impossible for me to like start my LLC first and stuff and probably get that like a business loan.

So we do show you guys how to get your l.

You will get your llc.

We don't.

I was just waiting to get into the mentorship and get cuz what we.

What we suggest in the mentorship, how I say exactly like a business loan, how to fill it out.

So right now you're doing.

You're doing a lot of speaking through him, to him, which is good because the thing is, you're continuing to do that because you already saw that he bought into some of the things that you said.

The thing is here I would ask the question of help me understand why you think that's a better decision to do than just getting started now, right?

And then from there, when he disprove that, then it's like, caster, help me understand what you're trying to figure out and help me understand what you're trying to process.

Because I think you want to understand his belief on like, what he's doing.

Because then you can shift the identity and shift the action.

Because right now it's like what he's saying just doesn't make sense.

And it all stems from fear.

It's just like, what is he thinking?

What is his Belief and we just need to break it and kind of get a line of business credit and then speak through the belief like a challenge the belief that he has.

Once we know what the belief is.

Yeah.

that is something more.

I wouldn't necessarily try to get a bit for the mentorship now for your inventory.

Yes, we are big on that.

We want you guys to be able to not keep on using her.

Now what do you put towards your inventory but that you always make your inventory money back that you put in plus profit.

We don't want you guys to keep on reinvesting your inventory plus your profit back into your business.

We want you get on business.

Right.

So getting that business on our what it's just using your full membership.

You idolize money to use for your products.

Okay.

As the bank sees what you're doing, you're making money, you're making your small payments back from your business credit.

They're going to keep on increasing your business limit.

So maybe I prefer you know, 15,000 and I made my payments, I did good.

Now I get prefer 20,000.

You're going to have no problem restocking.

The more inventory you put on your Amazon account, the bigger your profit will be every month.

So we suggest you leveraging the line of business credit.

Not to get to the mentorship.

Like to get the mentorship.

We would say your personal money or using like money buyers.

You want to get a business credit use on the big things as what for your products.

So you can have your business flowing consistently without saying you know, depending on what's in the pocket.

Leverage other people's money like you.

So that's what we suggested here.

Okay.

All right.

Caster.

So we still want to think about it?

Yes, yes, A little bit.

I still want to think about it a little.

Okay.

So I'll give you the time to think about it.

Of course.

Hopefully some of the things that resonate again because it's.

Gary, do you think with this.

I know it's like you kind of just get like to like the point where.

What else can I say?

Right.

And the thing is it's really wishy washy.

I still think he was closeable because he a kinda sorta.

Right.

It's just like it's almost.

He's uncertain about his uncertainty.

Right.

And so all I would just challenge is just like, you know, Kuster, you could say one line that you want because you always.

People make decisions based on emotions and they compensate logically.

Right.

Na na.

So you can be like, help me understand why this was so important to you to begin with, right?

If we actually got that in Discovery.

Cause I don't know if he really did, but, like, I would ask that and then get him to open up more.

Right?

And then.

Okay.

And I feel like you're unsure about what you even need to think about because you're using a lot of words like kinda and probably.

I think I need to think about it.

Right?

And, like, kinda want it.

So it's like, what am I not seeing Kester?

And let him speak to you, and then you speak to the things he's given you versus just, like, the surface level responses he's giving you.