HOW TO SELL ANYTHING

Estimated read time: 1:20

Summary

In his first YouTube video, Ambro Di Pilato explores the art of selling and scaling businesses, using his expertise from running a recruitment and management firm that helps businesses outsource their sales process. He breaks down a $38,000 real estate education sales call, highlighting strategies like setting call expectations, the discovery phase, labeling, and maintaining control of the sales conversation. The video provides valuable insights into sales call structure, highlighting the importance of understanding a prospect's needs and tailoring your approach to close high-ticket deals. Di Pilato emphasizes delivering genuine value and maintaining a detachment from outcomes, ensuring long-term success in sales.

Highlights

Ambro pulls a sales call from the archives to teach closing techniques with a real-world example. 🎥
Showcases the four components of a sales call: setting expectations, discovery, product pitch, and close. 🔑
Discusses the importance of understanding financial aspirations and pain points for successful sales. 📈
Breaks down the product pitch into digestible segments: education, implementation, community. 🧐
Stresses caring about the customer's needs and being genuinely helpful, rather than just chasing sales. ❤️

Key Takeaways

Setting clear expectations is vital in a sales call, guiding the conversation towards a decision. 📞
Understanding your prospect's needs through a discovery phase aids in crafting a tailored pitch. 💡
Labeling and acknowledging your prospect's goals can build rapport and trust. 👥
Offer not one, but two products to shift the prospect's focus from 'should I buy?' to 'which one should I buy?' 🛍️
Remain detached from the outcome to maintain composure and confidence in the sales process. 😌

Overview

In Ambro Di Pilato's debut on YouTube, he steps into the world of teaching through his sales expertise, pulling a recording from his archives to dissect how high-ticket sales work. Di Pilato is the owner of Net Revenue, a firm that aids companies in outsourcing their sales processes, fostering growth and focusing on core products.

Throughout the video, Di Pilato explains the essential stages of a sales call: setting expectations, conducting a discovery phase, pitching the product, and closing the deal. He provides insights into listening to and addressing the prospect's needs and honing in on what they require to make a purchasing decision. This detailed breakdown serves as an important lesson for both novice and seasoned salespeople.

The overall theme of the video stresses that genuine interest in a customer's needs and a flexible approach when addressing their concerns and goals are paramount in sealing deals. Di Pilato leaves viewers with the understanding that success in sales comes with sincerity, expertise, and the ability to remain emotionally unattached to the outcome of any given sales interaction.

Chapters

00:00 - 00:30: Introduction and Goals of the Video In this introductory chapter, Ambro Dealat introduces himself and his motivations for starting his YouTube channel. He aims to document his journey over the coming years while educating his audience. Ambro mentions that he owns 'Net Revenue,' a recruitment and management firm that assists businesses in outsourcing their sales processes to allow them to focus on growth and product development. His firm mainly operates in the online education, SaaS, and agency sectors.
00:30 - 01:00: Business Background and Focus This chapter focuses on the essentials of scaling businesses, specifically through outsourcing sales operations. It includes the fundamentals of executing effective sales calls for salespeople and business owners alike. The chapter emphasizes strategies for acquiring new clients, sourcing talent, managing sales operations, and overall business scaling. The key topic of the episode is understanding the basics of a sales call.
01:00 - 01:30: Episode Overview and Sales Call Analysis Introduction This chapter introduces a call from the archives featuring a salesperson engaging in a real-time sales call, which will be analyzed step by step. The focus is on breaking down the sales process to achieve optimal results, with a specific emphasis on selling real estate education in the online education sector. The chapter promises practical insights on closing deals effectively.
01:30 - 04:00: Sales Call Setup and Expectations In the chapter titled 'Sales Call Setup and Expectations', the focus is on providing a detailed examination of a sales call with a client in the online education industry, specifically dealing with real estate education. The product in question is priced at $38,000, and the sales call lasts approximately 39 minutes. For efficiency, the analysis is conducted at a faster playback speed (1.5x). This chapter aims to provide a playbook that mirrors the successful strategies used to close high-ticket deals, with an emphasis on replicating the method to secure similar deals in the future.
04:00 - 12:00: Prospect Discovery Phase The chapter involves a conversation between individuals who are verifying connectivity over the call. They exchange pleasantries and inquire about each other's locations, with one being in Seattle, Washington, and the other in Florida. They discuss the geographical distance between their locations while one mentions frequently traveling to the other's location for visits. They agree on proceeding with the discussion, confirming that the timing is convenient for both parties.
12:00 - 18:00: Labeling the Prospect and Understanding Needs The chapter titled "Labeling the Prospect and Understanding Needs" begins with a conversation starter, indicating the importance of making the prospect comfortable. The facilitator explains that the session will cover an overview of expectations. The goal is to understand the prospect better and to identify their objectives. The facilitator reassures the prospect by acknowledging previous information reviewed from the application. Further discussion involves highlighting the components of a mentorship program, ensuring the prospect is aligned with the available opportunities. The conversation emphasizes clarity and understanding, creating a foundation for a successful mentorship journey.
18:00 - 22:30: Discussion on Real Estate Goals and Mentorship The chapter revolves around the structure and goals of real estate discussions, focused on decisive decision making. It emphasizes setting a call and breaking sales into key components, including setting the call, discovery phase, product pitch, and closing the deal. The significance of mentorship and clear communication in achieving real estate objectives is highlighted.
22:30 - 32:00: Explaining Mentorship Options In this chapter, the focus is on the initial segment of a sales call where expectations are set. The goal is to clearly define the conversation's boundaries, emphasizing a decision-making outcome without pressure. The speaker reassures the client of their independence in decision-making while underscoring the value of immediate decision-makers. The intent is to avoid unnecessary follow-ups by aiming for a conclusive outcome within the call. Rico effectively exemplifies this approach.
32:00 - 43:00: Product Pitch and Positioning Options The chapter focuses on the initial steps of setting expectations before transitioning into the discovery phase during a call. The speaker shares a bit about themselves, mentioning their age and birthday, and provides a background on their business, which is generating substantial annual revenue, reaching from seven to eight figures. The speaker notes that they currently hold a significant amount of cash, exceeding eight figures, and discusses aspects related to annual percentage yield (APY).
43:00 - 61:00: Handling Objections and Concerns The chapter titled 'Handling Objections and Concerns' includes a transcript that discusses diversifying income sources beyond private banking. The speaker is looking into various investment opportunities like 150 unit apartment deals and development projects. They also touch on challenges faced when creating YouTube videos, such as the camera malfunctioning and needing to redo parts of the recording. The narrative concludes by indicating the need to rewind a discussion with someone named Rico to continue addressing the topic effectively.
61:00 - 75:00: Finalizing the Sale In the chapter titled 'Finalizing the Sale', the narrative describes a scenario involving a technical hiccup where the speaker struggled for 30 minutes to get WiFi and the call to work. This disruption occurs during what seems to be a discussion or process related to a sale or presentation, potentially involving a mention of Elon Musk and Starlink but without much clarity due to censorship or missing words. The speaker expresses relief at finally resolving the technical issue and appears ready to resume the conversation or activity that was interrupted.

HOW TO SELL ANYTHING Transcription

00:00 - 00:30 welcome to my very first YouTube video my name is ambro dealat and I decided to start YouTube with the sole intention of not only documenting my journey throughout the next couple of years but educating and bringing you guys along the way now I own a company called net revenue we are a recruitment and management firm that helps businesses Outsource their sales process so they could grow in scale and focus on their product now we've predominantly operated within the online education space along with SAS and the agency businesses that
00:30 - 01:00 have outsourced their sales to us to help them grow in scale now I've learned a thing or two about scaling businesses along the way and I want to showcase you guys not only the fundamentals of how you can take sales calls and become the best possible salesperson but how you as a business owner could also grow and scale your business through the acquisition of new clients through the finding of talent through managing a sales operation and how to go about scaling your business now today's episode is going to be covering the fundamentals of a sales call I have
01:00 - 01:30 something special for you guys I'm pulling a call out of the archives of one of my sales guys taking a call in real time where we're going to analyze it together and I'm going to break down step by step how you need to actually go about a sales process in order to see the best results now the product that this salesperson is going to be selling for the online education space is going to be for Real Estate education now let's dive into this and let's break down the fundamentals of how you're going to close your next deal all right guys so we got the call recording pulled up this is from one of the sales guys that worked over at our company for one
01:30 - 02:00 of our clients that operates within the online education space selling real estate education now the product he's selling I believe is about a $38,000 product the call spans for about 39 minutes in order for us to get through this as quickly as possible and give you guys the exact information that you need to go close your next deal we're going to listen to this at about 1.5x speed this is how we analyze all of our calls we're giving you guys exact Playbook of what we do to close a $39,000 deal and this is how you're going to close your very next high ticket deal hey there can
02:00 - 02:30 you hear me right yeah yeah can awesome how's it going good good how are you I'm doing well thank you for asking where you calling from I'm in Seattle Washington or BBY Washington okay beautiful local I like that cool cool cool I'm in Florida so I'm one of the very few internal members that's on the east coast in general pretty much everyone's usually in Seattle areas or even California uh but myself I'm I'm on the complete other coast so a little bit far away from you guys at the moment but I do play out there pretty often okay and is this a good time to have the conversation on your end yeah beautiful so I do want to invite you to turn your
02:30 - 03:00 camera on if you do want to but it's totally up to whatever comfortable with wonderful nice to meet you yeah so we'll jump right into things here I'll uh I'll start us off I always like to start these calls off with a brief little overview of what to expect so I do want to go over a few components with you just to get to know you a little bit better get to know what it is that you're hoping to accomplish ultimately obviously I went over the application I went over Absolut everything that you wrote down so it sounds like everything's good on that end just want to go over a few more factors and then I'll get into the mentorship with you break that down completely and we'll go from there at that point does that kind of make sense yeah wonderful last thing
03:00 - 03:30 that I do want to let you know before we do jump in these are looked at as decision-making phone calls so all that we do ask is that we can come up to some sort of definitive answer here whether that be a yes or that be a no those are both perfectly fine with me just trying to stay away from everything in between that but is that okay with you before we get into everything yeah beautiful so why don't you start us off tell me a little bit more so what the salesperson just did there is called setting the call what you're doing is just essentially breaking sales calls into four different key components in which you're setting the call going through a discovery phase going into a product pitch and then Clos the deal what Rico
03:30 - 04:00 has done currently right here is he's just went into the first section of the sales call is which he's setting expectations he's essentially putting blinders on the conversation in which we're looking to make a decision today I'm not trying to force you into anything I'm not trying to pressure you into anything but we do value decision makers and listen if everything sounds good we don't want to have to run around and follow up with you we want to make sure that we come to a decisive decision on this call so we're just setting clear expectations as to how the call is going to go and as you could see what Rico did here was do that perfectly and just
04:00 - 04:30 quickly set expectations to then move into the discovery phase of the call a little bit more about yourself but I guess primarily what was the motivation behind booking one of these calls um I see more information on kind of so kind of back story um I'm 26 now I just turned 26 last month and I have um a very good business where you know I'm tring seven figures to eight figures annually and I'm on at the moment a decent amount of cash I think about over eight figures and the apy or everything
04:30 - 05:00 I get from like private banking where I get five and a quarter but like to have other businesses established because I don't really want to rely on just that or um other stuff so I've kind of been looking at like um 150 unit apartment deals and some other stuff and um I've looked at development and other stuff as well so so mistakes are bound to happen with the first YouTube video that [ __ ] camera over there died so we are back at it ladies and gentlemen we're going to have to rewind the call a little bit and we're going to get into it so where was the last part we stopped off that with Rico
05:00 - 05:30 yeah he was just starting the discovery like starlink one thing that I have to say is that you are exceptionally [ __ ] Elon Musk [ __ ] you okay but my love is not working now okay you're fine did I just die all right so after 30 minutes of fumbling around like an idiot finally got the WiFi and the call to work so let's dive back into this
05:30 - 06:00 at the moment a decent amount of cash I think well over eight figures and the apy or everything I get from like um private banking is nice where I get five and a quarter but like to have other businesses established because I don't really want to rely on just that or M so we're at the part of the call where we're in the discovery phase and we're trying to uncover information pertaining to our Prospect as to why they booked the call in the first place if you're taking any type of inbound
06:00 - 06:30 calls there's a reason why your prospect is on the line they're not there because they like to waste time and want to uncover more information if they wanted more information they would go through reviews they would go through YouTube videos they would go through your guys company website they're on the call because they're there to make a purchasing decision and they want to vet you throughout the conversation it's your job to uncover the pain and the goal behind why they showed up in the first place so we want to ask some introductory questions as to what they do for a living why they were interested in the mentor ship the product and our
06:30 - 07:00 service and what we're doing in this sales call relates to any type of sales the only type of sales where it's not as applicable is in outbound sales you typically have to create the need for your product and or service in an outbound setting what you're just trying to do in an inbound setting where you have a booked call that hops onto a zoom call or a scheduled appointment or a phone call is simply uncover why they booked the call in the first place what had them interested in your guys product or service and that's exactly what Rico is doing in the section of the call
07:00 - 07:30 um other stuff so I've kind of been looking at like um 150 unit apartment deals and some other stuff and um I've looked at development and other stuff as well so for me it's like um I just want to kind of expand my Horizon and kind of diversify into a few other things I know a lot of people you guys probably on board or you know just guys that are trying to get their first thing or whatever for me it's um it doesn't really do much for me to get one house I'm already a house owner but um I live over here in B and um I'm R apartment here just because um I work pretty of lot so it's nice to have kind lifestyle I know if you've been to the
07:30 - 08:00 area here yeah yeah so it's like I'm right in front of the mall here and um everything kind of out of Arms Reach and um coners can kind of go pick up um anything I need as well for me um so for me it's more so like I just want to expand income coming in and not just collect just interest checks from my bank on a month basis right because it's nice getting 80,000 a month from the bank but um I prefer kind of not rely on that outside of just you know working for my income makes perfect sense and obviously you want to go down different routes in real estate seems to be one of the routes that you want to take ultimately and start Capital that you
08:00 - 08:30 have to use to start building weal for yourself at the end of the day right yeah makes perfect sense and so what Rico did right there was called labeling the prospect essentially this is a technique used by the FBI negotiator Chris Boss the individual who wrote Never split the difference it's a great book if you're new to sales or looking to get into sales or a business owner learning how to negotiate that is a great book and it's a great place to start in learning the principles of negotiation and persuasion and this is exactly what Rico did to affirm the
08:30 - 09:00 whole reason as to why this Prospect is on the call was just to reiterate and label back to him exactly what he's looking to accomplish which is to build wealth through real estate obviously you mentioned that you've been looking at apartment buildings these bigger projects as of right now what's been holding you back from pulling your trigger on anything um a lot of them don't necessarily make sense for um so now what Rico is doing is he's furthering the Gap he labeled his Prospect and now he's asking an open-ended question as to well you know obviously you're a successful dude you've had a lot of success in business business and you know you're not new to
09:00 - 09:30 real estate you're looking to scale what is really holding you back from going and acquire these properties that you're looking to get into so he's widening the Gap as to why he needs our product which is real estate education at a higher level in order to help him educate himself on the principles necessary in order to invest at a high level in terms of like the risk reward on it um I'm looking at a more closer apartment complex and trying to negotiate that portion down a little bit um work with the bank to kind of see if you know they're willing to play ball
09:30 - 10:00 but you know in current times it's hard to find too many deals unless you're actively um searching for it um and even like I found I've had a lot of things kind of brought to me but it's hard to kind of decipher what's what right it's like having my cash flow it also kind of puts me at like a a risk in terms of just kind of like people just picking random J things not really I was about to say there's gonna be people just bring you a bunch of garbage yeah Capal yeah um but there's also a lot of upside with having in cash FL right like I can close same day if needed if it's something you know miraculously underpriced or something very valuable
10:00 - 10:30 or you know a deal fell out like I jump like yeah you I can do this I do hard money loans I can do a bunch of different stuff right but um for me at least it's like I'm still trying to build it out because I don't really um the one thing I thought my dad on this was like you know yeah we have all this new money that kind of came in over the last few years it's like um but I don't really want to use this to kind of Forefront it right so I bought um some land up in uh up or university so it's like more towards thepla area and I believe um they're in the process of getting the permits for I think something like 200 units for apartment complex over but we also had some interest from I
10:30 - 11:00 believe builders that were um wan to buy the property um so there was a thing where um once it's permit ready we can kind of sell to the builders I maybe that number like that were anywhere from 15 to 25,000 door what build on it but I wasn't sure you know how ACC those numbers actually are how true um how true they are either but so I was just going to say it sounds like you want to know how to do these calculations for yourself wholeheartedly understanding what the returns are going to be before you make any investment for yourself right yeah okay makes sense and
11:00 - 11:30 I guess what are you looking for specifically out of mentorship or out of thatch we call it mentorship but out of thatch what is it that you're kind of looking for just um BL my head um I'm try wor the think right but if so now Rico's furthering the Gap and furthering his understanding of the prospects needs and this is the whole point behind the discovery phase once we've gone through the set we kind of you know put the rails as to what the conversation can entail and obviously we're here to talk about you know in our case this product which is real estate education he's reaffirming why the prospect's on the
11:30 - 12:00 call it's also going to help him understand what does this Prospect need to see in order to purchase said product or service then you could tailor certain elements of your product or service to the prospect to fill their needs so asking them a very simple open-ended question like what are you looking to accomplish here what is you know the main reason you want to buy our product and service you know what is the the reasoning behind needing X Y and Z and that'll open up a little bit of information that you'll be able to use later on in the call hence why the
12:00 - 12:30 discovery phase is so important just um my head um I'm trying work with the B right but if he needed like just hard money loans for anything right in exchange for kind of like a mentorship thing like hey kind of just bring me in on things that you know maybe we can help each other like you know I can give you quick cash on whatever you need or um I mean I wouldn't mind paying for the mentorship it's no problem but um I ideally would want like kind of at least how a lot of H is dealing work it's us trade off right um and for me like like I'm a well I didn't say but I'm Sports and concert ticket broker right so usually my
12:30 - 13:00 trade-offs typically work where people just want like experiences to various things so um I sent a lot of people from Seattle up for F1 and whatnot and then um just businesses overall where they just want to kind of trade things off like you know hey I can get you um these rewards at Maria or just upgrades you nonstop or you know I think like executive level or some stuff like that but it's like different tradeoffs right you know usually in business it's not just um money deals always happening it's a lot of tradeoffs especially value and value out um I have a big Tech background so a lot of my um things
13:00 - 13:30 usually revolve around technology and how to kind of better myself into those aspects um and that's kind of the angle I was looking at was for real estate was kind of more of a tech related kind of thing and kind of putting the things that I know about certain niches together to kind of maybe build out something technology wise that I think could um benefit in terms of finding deals and everything consistently and a lot better to most people um but I'm still kind of just projects I gave to my developers okay that was but that was a lot of kind of tradeoff my question was
13:30 - 14:00 more what what are you looking for at of mentorship what do you need help with brother oh um I would say the so this was a great way of Rico steering the conversation in the right place now he noticed his Prospect was veering a little bit off course he was going more So Into You know I'll do something for you guys and you do something for me and kind of this trade-off nonsense where Rico kind of reaffirmed hey man like yeah that that's great and all but you know what are you really looking to accomplish in this sorship so that way I could see if I could help you so he just
14:00 - 14:30 steered the conversation in the right direction kind of like a non-nonsense approach of course you don't have to be abrasive you don't have to disrespect your prospects or anything like that but it's okay to kind of call a timeout or Veer the conversation in the right direction when you see it's kind of going sidetracked um permitting size of things um how to kind of figure out what a property is worth and it's valued at um and kind of the a z steps I feel like um I would probably go the direction of
14:30 - 15:00 more so real estate development from the ground up rather than typ of buying and fixing up and doing all those type of things Ian those are nice don't get me wrong but I think for my side I really want to kind of start getting involved in you know three 5 10 20 plot lands of you know of lots of we just kind of building from the ground up I start with like some small project right and then just work my way up um and then eventually turn those like use that as like a baseline for money into the industry and then um eventually just turned that into just a big part complex
15:00 - 15:30 with angle so my angle realistically is about 200 right that's thing I've had in my mind since I was um 17 18 so and you see now that Rico steered the conversation in the right direction now we got to the real goal which is what this guy wants to accomplish he wants to on your properties this is going to give him the Financial Freedom the uh reliability the sustainability that he's kind of looking for I mean I don't know too much about this guy's business and what he does but of course you know he makes a lot of money and he's looking to put that into something that's a little
15:30 - 16:00 bit more long lasting as you know businesses you know have Peaks and valleys in terms of performance this guy wants to create a little bit more security a little bit more of stability in his business career so that's you know eventually the goal obviously Rico will uncover a little bit more information of why that's important to him so for me I'm kind of just looking in that direction you know very pleas life and you know start focus on other aspects beautiful and just to let you know brother with the type of capital that you're you're kind of playing with at the moment 200 units should not be
16:00 - 16:30 the end goal if I'm being honest 200 units I think that you can for me goal is kind of to give me like a big Baseline that I'm kind of safe and I don't have right right so this is cool this guy already has a big goal 200 units is a lot now keep in mind this guy makes multiple seven figures per year he has you know more than eight figures in liquid Capital he would be considered an accredited investor he could certainly go up and scoop up 200 properties if he really set his mind to it and he got the leverage but Rico is making that goal a
16:30 - 17:00 little bit bigger of course with an individual investing in deals that size they could almost you know feel Superior to you in the in the Sal setting R is doing an excellent job of regaining control and saying hey man that's a great goal I think you should even aim a little bit higher because that's exactly what most people would do in your position so think a little bit bigger and that allows you to maintain a little bit of that expertise a little bit of that authority of course you know don't do it at the the expense of sounding ignorant or not
17:00 - 17:30 knowing what you're talking about but of course you know making sure people have big aspirations and make sure that you push those goals a little bit so that they could set something up great for themselves leave the money in the bank and you know it's making money every day without really hav't touch it yeah you know right but um for me at least want 200 units to kind of just as a safety net and then from it's kind of um I different goals Okay cool so real estate goals is to 200 units however long that takes um that's what you're looking to accomplish you want to start off with ground up projects primarily start
17:30 - 18:00 working on building that is exactly what that is doing by the way at this point he's not really necessarily into just the typical bur method anymore he's not buying a distressed property and renovating it he's buying a distressed property that has a large lot large plot of land that is downtown Seattle tearing it down building an apartment complex or micro apartment complex or a town home complex right so yeah these are all things that f is specializing in especially right now that's exactly what he's working on my question to you is are you looking more of more for mentorship or mentorship partnership uh are you basically my question like the the way I'm going to differentiate this is are you looking for something that is
18:00 - 18:30 as hands off as possible where you can figure out a way to put your Capital into good Investments without having to put a lot of time into it no I know so I definitely want to be involved in this type of stuff um not just point capital and you know see kind of check come back to me it's more so I would like to learn and grow and if it comes to like a partnership type of agreement you know I'm very open to that um if it comes to kind of theary mentorship you know I'm okay with that as well right because everything on um my business aspects is um it's kind of on my own right and very well and I'm very comfortable in life right um and for me it's kind of just I
18:30 - 19:00 just want a little bit more than what I currently have and I can probably get to everything I need use my current business but I want to use that business as as long as that business is operating and running and you know going as smooth as it is I really want to use that as like kind of um a down payment on everything else I'm building out right for me every year you know you might get like a couple Mill to 8 n million coming in from the business in p&l and then even if you lose a million on a deal it's not going to be the end of the world just because you know you're already staying onload of cash right and more cash in right so it's like cash and cash out right so for me I just want to
19:00 - 19:30 take the money I'm coming on a month to Monon basis and kind of into other aspects absolutely and just creates more of a security net for yourself right I understand completely all right cool and the reason I was asking that question more than anything was just because we we have two I don't want to call them two programs because it's the main mentorship and then we have the Inner Circle which is more direct access more of that part partnership Vibe with thatch himself and it's more specifically focused on the actual bigger project side of things the scalability of a portfolio as you said not just getting into one property because that's not going to change a whole lot for you how do you deploy your capital and get yourself into projects right away while still learning how to
19:30 - 20:00 actually go through with all of this right we want to still teach you how to do it we're not here just doing the work for you at the end of the day and I want to make sure that that is clear but we want to teach you walk you through how to go through this process provide you the resources you need and even funding if that's something you're looking for but yeah at the end of the day that's totally up to you we just want to teach you the different ways to get into properties find these properties have platforms work for you using these tools platforms that we're going to provide you access to and then figure out which properties are the ones that you should be investing into which ones you should be walking away from and start buing your cash the way that you need to so you can start building we through the real estate route ultimately whichever route that you go down whether it's Inner Circle or the regular mentorship do that the difference is with the Inner
20:00 - 20:30 Circle it's more that like I said direct access with match that is more partnership oriented um where bigger projects are going to be partnered on if that's something that you want to get yourself into um a lot with whether it's F himself or the other Inner Circle members that are part of us as well so this is a great tip whether you're a business owner or salesperson selling two things as opposed to one is always going to be beneficial because now it doesn't become a question as to whether or not the prospect is going to buy your product or service it's which product or service is your prospect going to buy and that is the key differential that's going to cause you to sell more as not
20:30 - 21:00 only are you tailoring the different products to different customer needs and different levels of development where you're going to be deploying a technique used by major corporations for example Pepsi and Coca-Cola now have you ever seen a Pepsi machine and a Coke machine right next to each other and think why are these businesses competing for advertisement Why are they competing for location or you see you know a Starbucks here and then another coffee shop there or or a gas station right next to each
21:00 - 21:30 other it's not because there's not enough place for these people to put their vending machines Andor establishments it's because psychologically as consumers are walking past your business and or your product they're not thinking them to themselves should I have a carbonated beverage or not what should I choose Pepsi or Coca-Cola so this is a great tactic for when you're selling a product or service to have two different products that your prospect will be able to choose between that you want to get yourself into a lot with whether it's St himself or the other Inner Circle MERS that are
21:30 - 22:00 part of us as well but like I said that's a decision for you to make okay yeah fine cool so one thing that I did want to touch on just because of the previous conversation that we had tradeoffs is not really something that I can work on okay I have I have kind of set standards to join the mentorship it's xmo but Partnerships for the future if that's something you want to discuss with that by all means you can kind of you can go for it because that is very open to that at all times uh especially when it comes to business in general but to join the mentorship it's I don't really have much of a much of a say on that at the end of the day okay all right so any questions for me anything specifically you wanted to go over
22:00 - 22:30 whether it's regarding F himself the mentorship any specific questions that you wanted to ask no no Okay cool so I'll give you a little bit of a rundown on um the actual structure of the mentorship kind of what it looks like on the inside so now that Rico's done a great job in the discovery phase of uncovering the needs of the prospect what they're looking to accomplish what are the big goals and why do they have those goals in the first place and understanding the gap of where they're at and where they need to go in order to achieve those goals now he's going to transition into the product pitch where he's going to take ER the product pitch to what he uncovered inside the
22:30 - 23:00 discovery phase now this doesn't mean go make up whatever the [ __ ] you want in your product this means tailoring key elements of your product or service to the needs of your customer and if you don't have those things well maybe you should work on your product if you're a business owner and if you're a salesperson and your product is not helping the vast majority of the consumers that are hopping on the phone with you or that you're outbound then maybe it's time to find a different company or talk to marketing to try to get them to adjust some things you have that information for yourself I'll again
23:00 - 23:30 give you more detailed differences of the Inner Circle versus the regular option you choose which one best suits you and we'll we'll get you set up get you started here so springb 12 lifetime access so once again notice how Rico is putting the position of which product you want to buy not if you're going to buy a product today he's tapping into his Prospect subconscious at the end of the day he's identified a need from the prospect he knows this individual has the capital necessary to invest and make great decisions when it comes to investing in real estate and he's just reaffirming hey you could choose this
23:30 - 24:00 thing or you could choose that thing both are going to help you one's just going to get you there a lot quicker once you're once you're with us you're with us forever and the reason being is because of that simple fact that we're not just providing education at the end of the day we're showing you how to do this and we don't want to take that away from you and on top of that not only are we showing you and walking you through these processes we're going to be providing you the resources you need to actually accomplish these strategies again we don't want to take that away from you we've developed this network of students coaches and resources for a reason because we want our students to take advantage of those resources so that's kind of the way it's built what we call ourselves at this point is more of a One-Stop shop than anything else everything that you need is all in one place you don't have to Outsource
24:00 - 24:30 anything you don't have to go here left right Google for contractors no it's all in one place which makes it very accessible for our students to start scaling their portfolio to whatever it is that they want to scale it to like you said some people are coming into this and they want to figure out how to get into one property or five properties or 10 but we do have students that are coming into this with the same mindset as you they want the 100 the 200 the 300 units at their in their possession so we have to be able to create a road map for both these different types of individuals who are coming in so you're going to get your own road map that that is going to create for you it's going to be a blueprint for your phone now guys if this video is going a little bit too quickly for you what I'd recommend is slowing down the video on YouTube it's going to allow you to hear it at regular
24:30 - 25:00 speed I know it's always nice to hear the tonality but by the nature of the YouTube algorithm I got to pump this out as quickly as possible for you guys and give you the information that you need in a short condensed time period but if you want to listen to this thing at regular speed just click that little icon at the bottom and change the speed of the video so you can listen to this in real time what needs to be done what types of properties you need be targeting and where you should be investing what Market should you be going after we're going to be having these conversations with you but we don't want to just have the conversation again we want to teach you how to do this for yourself as well so we have a curriculum you're going to have access to coaching calls on a weekly basis you're going to be commun communicating
25:00 - 25:30 with that on a weekly basis as well whenever you need them scheduled coaching is going to be with that you have full access to that Stephanie we the founders and all of our coaches within our networking Community for daily questions you have our curriculum which is going to go through the entire process A to Z basically how to locate Source deals how to Target the off Market sector how to find listings on Market that are below market value how to do your analysis correctly so you're not making any mistakes and you know what to invest into the actual strategy St and follow as well as everything afterwards right the business side Trail State the tax benefits and deductions the llc's the ins the sorts all that fun stuff the leveraging components and the reevaluation the refinancing process so we're going to go over absolutely everything with you curriculum based coaching based and then like I said the
25:30 - 26:00 resources General Contractors property management companies housing inspection companies Architects Engineers electrician plumbers painters CPAs virtual assistants pretty much everything that you need we provide as well as our funding source so you're going to have access to our funding source as well and like I said if you want to have conversations with match about other things other than real estate by all means you can have full access to that as well when it comes to the Inner Circle like I already mentioned the main differentiating factor here is the scalability of your portfolio as well as partnership oriented versus mentorship oriented this is focused on getting into partnership for bigger deals working with other people where so last year we sold about 5,000 products to our customers over the
26:00 - 26:30 course of all the clients that we work with we were able to close 5,000 deals and we only sell High ticket services so do the math on that but in selling 5,000 products we've broken down the product pitch into three different segments in which it is the most digestible for people in the online education space and that's basically broken down into you have the education you have the implementation and then you have the community now you could tailor this to your product Ander service where you have the service itself you have customer care and then you have you know
26:30 - 27:00 let's say for instance like the after service where you know you're coming in for checkups let's say for instance you're designing someone's cabinets you're doing Home Hardware whatever and you go into someone's house you set up the cabinets you make sure that you get everything set up you make sure that the customer is happy with their service where you come for regular maintenance let's say a week or two after to just make sure everything's in order make sure that the customer is happy with the service and then you could pitch it as such so that's just a quick example I know it was a pretty [ __ ] example but
27:00 - 27:30 you get the idea we want to break it into three different segments in which our product and their service is going to be comprised of and you can do that in any which way that serves you best but at least if you're selling anything in the online education space you have the education you have the implementation and then you have the community looking at deals that they've already done the analization for they're just looking for someone to come in with them so it's very easy for you to get into multiple deals within a year and allow that scalability of your portfolio rather than just doing all the L work by yourself but you can still go through whatever route you want to take even if you're in the Inner Circle because we're still going to be teaching how to go
27:30 - 28:00 through this process for yourself you're going to also be provided with F's phone number in the Inner Circle so it's legitimately direct contact with him whenever you need him and like I said Partnerships with that is also something that's oriented within the the Inner Circle set of things so that's the main mentorship and at the end of the day it's not two separate things it's more springboard to we which you have to join regardless and look at Inner Circle as almost like an upgrade if that's an upgrade that you want to take okay okay based off of everything that I've gone over anything that you want me to go into a little bit more detail about no no how's that sounding at least is it kind of in line with what you're looking for a mentorship yeah yeah I mean um so I've uh I had a back when I
28:00 - 28:30 was uh 18 I started a company with a 16-year-old developer back then and then it was like a SAS program right basically people pay x amount of money on a month month basis and then in ex you get access to information what not right and um we hir someone as like a closer on a lot of those aspects of just you know close calls or it was more so like um viral marketing is what we did but um for like bigger things we got to kind of um X can kind of close things for you for I don't know like $2,000 $5,000 whatever right I sounds like a
28:30 - 29:00 very similar bit to that truth right and that's just me being honest I'm very honest individual you know I just keep it to the point um I don't really get around kind of beat on the psh I'm just the point for the most part but um just like my only concerns I would say is um kind of how the emo stuff was set up it seems very um I would say a bit outdated in terms of the approach right it just seems very um so I'm kind of trying to how explain it but it feels like my concerns would kind of be like the contact aspect um is it actually you know am I getting
29:00 - 29:30 his iPhone number or is it like getting a green text bubble where it kind of goes through um I'm drawing a blank on the company that a lot of people use I believe um even though you were reach I think it's through that company um it's like 99 a month or something back then but um that was kind of my only concern is like is it actually direct contact or is it you know like a third party app and you kind of see everyone messaging and communicate back with them so just to give context this guy is fully talking [ __ ] about the automations that we've set up for our client now are we going to be perfect in 100% of cases of course not but it's always great to hear
29:30 - 30:00 the customer feedback and make you know changes to our process so for instance we utilize go highle and close.io for a lot of our text automations and email sequences that go out to prospects make sure that you know especially if you're starting out as an early business owner or you know an early salesperson then you're manually texting all of your prospects because they notice stuff like that we just can't do it at the scale that we're operating at and we're still looking for Solutions so if you guys have Solutions WR in the comments section any solutions I'd love to hear them out like I said I'm not perfect
30:00 - 30:30 always looking to learn and adapt but if you have any recommendations or you provide a service like that drop a drop a message below I'd love to hear what you guys have to say but this is just an example of how you need to adapt to those conversations and make sure that you are providing a great service so that even though you know not everything in the customer journey is amazing as long as you actually know how to fulfill on a customer's needs and identify those needs in the first place you could get them to start to get to your side of the equation and understand the value of your product and their service so I'm
30:30 - 31:00 try to how explain it but it feels like my concerns would kind of be like the contact aspect um is it actually you know am I getting his iPhone number or is it like getting a green text bubble where it kind of goes through um I'm drawing a blink on the company that a lot of people use I believe um even though you were I think it's through that company um like 9 a month or something back then but um but that was kind of my only concern is like is it actually direct contact or is it you know like a third party app and you kind of see everyone messaging and communicate back with right the mentorship what you're talking about no
31:00 - 31:30 the inner circles the Inner Circle yeah the inner circle is you're going to get Patch's phone number he's going to give it to you okay the inner circle is no joke the Inner Circle but neither is the mentorship the mentorship program you're still going to be meeting with f on a weekly basis on live video call this isn't this isn't just uh have a random number and you're texting some random person the set up for these calls is just so notice how Rico is nonchalantly addressing the customer concerns he's not making a big fuss about it of course he could have just said oh yeah you know I'm sorry that you know our system is outdated and blah blah blah blah blah
31:30 - 32:00 and you could get into all those little you know nuanced issues that the customer is presenting but he just nonchalantly was like Hey you know this is no joke you're going to have access to X Y and Z and this is exactly how we're going to help you you know scale your real estate portfolio so you just have to you have to address things in a very nonchalant Manner and act like most things aren't a big deal like even though uh you may encounter you know prospects that are disgruntled Maybe you followed up with them a little bit too much maybe you were a little bit too
32:00 - 32:30 pushy in certain instances of the call the best way of handling that is just by being cool calm and collected and as you're going about that process you're just making sure that you're trying to help this person the number one thing that I tell all of my sales guys in every team meeting that we have is that you got to care about your customer and I know it sounds cliche and I know it sounds stupid and it's just like hey man I'm in sales I just want to make money I want to make sure that I'm not selling something that's full of crap and I just want to get paid that's fine that's great it's the whole reason you got into and most probably the whole reason why you got into business for being real in
32:30 - 33:00 the odd instance there's some guy you know cleaning the ocean and X Y andz but for most of the people listening you're you're in business cuz you want to make [ __ ] money which I am too but you want to do that with a clear conscience knowing that you're helping your prospects and actually caring about them finding a solution to their problem because not only are you going to make your products better not only are you going to sell better but it's going to be a more enjoyable experience and when you come to the end of your days you're going to look back on it and say hey I actually pushed you man forward what every little incremental small part of
33:00 - 33:30 Humanity's evolvement I played a little role in making things better not worse so care about your prospects human beings are going to feel that and they're going to know whether you're providing them with a valuable service just based off of how much you care about them so care about your prospects and have conviction in your product and or service and trust me half the battle is won right there so notice how Rico just went about that nonchalantly believes full-heartedly in the product that he's selling and as a result he was just like yeah this is no joke man like he B basically giggled it off and just went about that process calls is just
33:30 - 34:00 set up for making sure people are actually showing up to these calls it's a whole lot different in the actual mentorship program this is that uh so that that shouldn't be a concern whatsoever your first week you're going to meet with him twice within that week you're going to be meeting with him every single week twice a week live on video call the Inner Circle you're going to have Fus phone member you're going to be able to call him whenever you need it that's the point of the Inner Circle though and that's why we only have about 20 22 Inner Circle members out of the 1,700 students that we have in springboard 12 only have 22 Inner Circle members okay okay any other questions or or concerns no no
34:00 - 34:30 all right cool so the pricing I'll give you the pricing oriented to both of those options um the regular springb weth is 9800 the inner circle is 40,000 what was the first one you said 9800 so notice how this plays a factor later on in the call when you're saying the pricing of both products and now it's no longer a question as to whether or not this individual want to purchase a product and or service from you it's which product or service do they want to
34:30 - 35:00 purchase I mean this is such a crucial point of the sales process that it can be overlooked and sometimes you only have one product to sell and listen we've done it plenty of times when we've scaled plenty of companies to millions of dollars per year in Revenue with only one singular product but it's always nice to have two just makes your life a million times easier I highly recommend if you don't have one consider adding a product and I highly recommend if you don't have two products to sell make make sure that you as a business owner develop that product or you as a
35:00 - 35:30 salesperson make sure you bust everyone's balls to make sure that you get something like that cuz it's just so much easier 9800 exactly that's for the lifetime access the springboard 12 with the upgrade to um the the actual Inner Circle side of things it's about $30,000 which it's like I said look at it as an add-on to the regular thing so it's like an additional 30,000 for the Inner Circle side of things but the main mentorship which is Lifetime access is 9800 okay where would you like to start off you think you want to go straight into the Inner Circle you take it one step at a time I mean I probably go straight to
35:30 - 36:00 Inner Circle but so look at that so he's challenging his Prospect a little bit here obviously Rico knows this guy is an affluent individual he has the capital he wants to move quickly and he ask him you know do you want to take it step by step or do you want to just jump into inner circle kind of being like hey do you want to take the slow way and really you know just do everything yourself or do you want a little bit more Hands-On help you know more of the premium service more of the the white glove service service if you may that's just going to help you accelerate things much quicker and think about that whenever
36:00 - 36:30 you're pricing your products and or services like as you go more towards the higher end of the price ranges you want to make sure that a lot of things are done for you or done with you so that you get the best results for your clients and accelerate that process whatever that looks like uh my I mean only thing I kind fear is I'm not big on a lot of like online Guru type of stuff right like I watch videos on stuff right and I learn things here and there but I sometimes I feel like I don't know
36:30 - 37:00 if the value is always kind of built in right like for a lot of the stuff you mentioned on working with lenders or um people you guys kind of work with right for me it's like kind of a bit above that right um above working directly with someone who has developed a $200 million portfolio no no no no I'm talking about um so here once again Rico is challenging his Prospect he's trying to undermine the education that this educator is Prov dividing even though that individual has a $2200 million
37:00 - 37:30 portfolio so he just kind of reaffirms like you're above an individual with $200 million in real estate and kind of just you know cuts the [ __ ] gets straight to the point doesn't try to Pander to his Prospect he's doing it in a professional way of course he's not trying to undermine his Prospect or belittle him or anything of that nature he's just being like hey man like let's let's cut the smoke screen here obviously you're not above an individual with $200 million in real estate um some
37:30 - 38:00 of the stuff that you mentioned first thing the spring for 12 or whatever um this seems very beginner right but the Inner Circle the only thing I kind of I guess um I'm not kind of getting all the information on the inner circle EXA all right it's hard it's difficult to give all the in information on the inner circle just because of how personalized the inner circle is because it's dependent on a personto person basis it's not just a one one shoe fits all type thing right you need this very specifically thatch is going to help you accomplish that because you're working directly with thatch so it's not like I
38:00 - 38:30 can give you an example and say that this is exactly what you're going to get with the Inner Circle it's going to be very personalized to you to your situation you're going to talk to that this is what I want to accomplish I want 200 units an x amount of time where do you think I should be starting what types of property should I be targeting and he's going to be walking you through and creating a blueprint for you to follow and helping you follow that blueprint to a te and even helping you get into Partnerships that fit in line with those types of properties basically so that that's what I mean by the inner circle is not something that I can kind just describe to you because it's not something describable it's a per person basis right okay I mean um yeah I would probably look at your circle
38:30 - 39:00 then and I want to make sure that if any you have any concerns like that bring bring them up because I want to make sure that you understand what what it is what it looks like on the inside brother and look how Rico is going back to address any concerns of course this individual doesn't have all the information he needs to make a decision but Rico understands that you know the nature of the product that he's selling isn't something that's going to be in an email template or something that you could fully describe just because of the nature of the product and sometimes in a lot of cases some of your guys products
39:00 - 39:30 especially if it's in the online education space they're going to be a little bit more tailored to the specific individual that you're dealing with the same example could be for like if you're working in software or you're working in an agency space the products and services that you guys are selling to different you know corporations whether it be B to C B2B they differ so you got to be able to adapt and pivot in these kinds of situations inside the call yeah um maybe you kind of send me a followup email about kind of the good things you outline cuz I'm I'm more of a visual
39:30 - 40:00 learner and Al I'm hearing you sometimes makes it easier for me when I can read it on a piece of P right so this is a death sentence for any business owner or any salesperson when you have explained in great detail more or less the product and their service you've gone through the discovery phase youve set the call and they're just like yeah just send me an email if you don't address that then and there and handle that objection you're just going to be faced with disappointment once you send that email and send a couple follow-up texts and you never hear anything back now is
40:00 - 40:30 there the odd instance in which a prospect's going to reach back out to you and be like hey I'm ready to go I have my Visa and or Mastercard or have the wire X Y and Z yeah but in the large majority of cases that's not going to happen you're going to be ghosted you're going to be left on red and you're just going to be wasting your time sending an email to a prospect that's never going to pull the trigger in the first place now obviously this guy's a ton of buying so let's see how Rico handles it but I'd love to hear what you guys think you should say right in the chat what would you say to a prospect that says hey send me an email write in the chat for us in
40:30 - 41:00 the comment section what your best objection handle is for hey just send me an email I'll look over it that's okay with you I mean I could there's no stress in that but at the end of the day you said you're interested in the Inner Circle right yeah yeah so again I'm going to write an email about personalization and and what it is that you need exactly because that's what we're going to help you with there's no there's no real description that I can I can provide to you it's a direct access with that you're going to be me meeting with him three times per week and you're going to have his phone number and he's going to help you create an action plan for you to follow and walk you through how to follow that action plan it's very
41:00 - 41:30 very simple what you're going to be provided with it's not something that's complex it's going to you're going to meeting with that if you have his phone number learn a strategy and a methodology to find the right properties and calculate everything that you need to calculate making sure that you understand what every single return is going to look like on these properties and properties that you should be looking at these are properties that you shouldn't be looking at this is a market that you should be looking at this is a market to stay away from and he's going to help you walk you through that entire process reaching towards whatever goal is that you have in mind which from what I'm hearing is the 200 units I don't know how long you want to accomplish that in but at the end of the day that's just going to help you create a realistic road map to getting there so masterfully handled by Rico he just
41:30 - 42:00 basically was like yeah I can send you an email so he affirms what the prospect wants him to do but I'm basically going to be reiterating exactly what we're discussing on this call there's nothing for me to really send you and even if you do have the material and all that stuff that should be sent prior to the call prior to the appointment prior to the actual sales call itself in which you're going through the presision process where you're informing your prospect and giving them the necess Neary due diligence so they could come to the call best prepared so you want to
42:00 - 42:30 do that well before they ever hop on the call you don't want to do that after you don't want them to give them the price have them marinade on it have them not really you know be an action uh taking State it's not going to be conducive to you making a potential sale so it's just something to keep in mind Rico handled it beautifully he addressed his concerns but then also alleviated them with hey I'm on the phone with you right now that's my whole job is to help you overcome whatever Limited beliefs you might have any lack of understanding with our product and service and just
42:30 - 43:00 help you walk through that process so we handled it beautifully right here right yeah okay so that that's what we're going to help you do okay yeah I mean that's fine it's just writing it in an email or a follow-up there's not a whole lot that I can really more than that there's there's no information that I can really provide to you just because of how personalized it is yeah okay no no I mean makes sense so you comfort you think that you're in a place to get started yeah okay cool and you want to go straight
43:00 - 43:30 into inner circle yeah cool so what I'm going to do is I'm going to on my end pull up the invoice the with the Inner Circle um because it's an add-on it's going to have to be two transactions if you don't mind okay so it's like the springboard 12 get into that and then the add-on of inner circle all right okay let me handle that on my end and I'm just going to go over some information with you and we'll get everything filled out and get you uh get you all set up so we'll do the 98001 first the information that I have on
43:30 - 44:00 your file the one you you applied with uh J perfect the email so this deal is pretty much closed up we're going to go through the last little tidbits of you know what Rico does to actually process transaction and so I don't get a bunch of haters saying oh the deal didn't really close it was a mockup call I'm going to make sure that we go through the transaction process of course I'm going to blur out the transaction details and any important um you know personal information but one of the things that I want want to highlight throughout the course of this call is how detached Rico was part of the game
44:00 - 44:30 is being super detached not trying to almost have commission breath in a sense and we find a lot of early salespeople tend to fall into this habit where they're so hungry for the commission that they're like hey you know I'll send you an email and I'll follow up and I'll do all these things and why don't you want to move forward and they find themselves in a position where they're actually scaring away their Prospect at the end of the day the demeanor in which Rico is taking on this call is you don't have to do this to be quite honest I don't really
44:30 - 45:00 care if you do what I do care about is that if you're going to come to me with a problem I want to make sure we find a solution and that I actually help you and that if you're going to be going through this this mentorship that you take this seriously that you get all the information that you need because we truly believe how important it is for each one of our students to see success in the program and if you're a business owner and or a salesperson like I said be detached in how you go about selling your prospect but be super attached actually helping them find a solution and solve a
45:00 - 45:30 problem9 gmail.com is a good email use yeah so let me just copy and paste all that easy information over and then we'll go into the rest in a second 579 you said and quick question for you obviously the the interner circle had um different options did you just do the pay and full option or one of the pay options I even know pain it does increase the price substantially but it was just a pay in full like that ladies and gentlemen so that is exactly step one to step four of how you close your
45:30 - 46:00 first sales call so if you're new to sales or you're a veteran I'm sure there's something that you can learn here if you have any recommendations of how we could improve our sales process or things you would have added or things we really [ __ ] up write that in the comments for us tell us how we could have improved of course I'm going to continue posting these weekly videos in which we're going to be breaking down calls we're going to be going over what's working in the marketplace to scale businesses and I'll see you guys next week but make sure you hit subscribe so you can see more of our videos I appreciate
46:00 - 46:30 you and I'll see you in the next one