Gene Slade and Don Johnson are LIVE!

welcome back ninjas welcome to the black belt sales podcast got a question for you this morning has your sales manager been telling you that you need to build more value in order to make the sale and what the does that mean we're gonna talk about that and more this morning on this episode of the black belt sales podcast we'll see you in one second [Music] ladies and gentlemen may I have your attention please the show starts in 10 9 8 7 6 5 4 3 2 1 go whether you're new to sales or a lifetime veteran the black belt sales podcast will sharpen your sword and guide you to master the art of sales and now here's your host the ninja himself Jean [Music] Slade good morning Jean Slade here with lead ninja and the black belt sales podcast I've got my co-host Don Johnson in the booth with me this morning good morning Don good morning Jean it's exciting yeah you've never had a sales manager tell you you you gotta build value you know the the Ser the last Guru that came into your company said build value right is't that funny if you have had your sales manager tell you the reason that you're not making sales or uh the reason your closing ratio is what it is or the reason that only so many people are buying from you is because you don't know how to build value good enough that you need to learn how to build value put put value down in the comments all right because Don and I are on the other end of the spectrum on this we do not focus a bunch of time on building value okay you guys are out there selling products and we're selling a feeling and an emotion right umotion so yeah well we're selling a problem first and foremost and then a tiny bit of it is providing a solution right but let's talk about why building value is overrated and why if that's what you're focused on in your sales presentation you are probably turning people off so don I'm I'm if I'm trying to build value especially before I get any sort of objection um why is that a problem what why does how does that make you feel as a client if you put yourself in the client's position and somebody comes in and they just keep trying to build this value how does that make you feel about them yeah it sound it makes you feel and sounds like it's all about me me me the the you know the technician the Comfort advisor the salesman in the home you feel very salesy with that uh you feel like you're kind of just tooting your own horn or your company you're like well I never talk about myself I just always talk about my it comes across the same uh it's a very fine line of building value and then arrogance and it's not very fun to to think I want to do business with this company they're arrogant that never happens so it's a very experience to be about me yes as the client exactly the the it's all about the client coming to the conclusion that y'all are more valuable than others I like that phrase more than build value right but the client coming to their own conclusion that you your company is more valuable to them or nobody cares what you know until they know you care about them statement it fits right in the same thing yeah no I agree with you wholeheartedly and and when we're talking about not even just difference in pricing from one one contractor to another or a competitive situation maybe we're talking about you're out on a job and there is no surge protection and you know that that's leaving them naked and exposed to massive liability right having to potentially in this day and age spend $25,000 on a new system right right um and I want to talk about that searge protection I need to get the client to come to the conclusion that not having surge protection is a problem right they've got to come to that conclusion and they're not going to do it by you trying to sell them surge protection right they're going to do it by you selling a problem and the things that can happen and the maybe almost even impending event that is coming because they're unprotected absolutely absolutely impending events a good phrase there we haven't spoke about it in a while but people will value often means to me you're trying to move them to pleasure right value here's the good stuff and here's us here's good good good but more people are motivated to move away from pain than they ever will be to move towards pleasure and you go oh but we're in the comfort business we're in we're Comfort advisors and everything else I get all that that terminology if you're in HVAC but the reality of it is is that a client will you can't stand in a client way and stop them once it becomes their decision to move away from pain right so much easier to to handle it uh I we get a lot of lead ninja certified guys that will say I just get all the layups you didn't really get all the layups you created that sense of urgency that impending event I love that way you said that that created that you couldn't stand in their way you you you had to basically sell to them or write up the order because they weren't going to have it otherwise because the pain was such intensity so that's part of that situation is they have to come to their own conclusion is really more important than ever building value you know I want to ask the audience are any of you dealing with please respond in the comments and as quickly as you can for me do any of you ever deal with a challenge with there not being a sense of urgency maybe it's even right now this time of year there's maybe not as many calls as you would like to have people are not having their systems work as hard they're not breaking down as as much um and maybe even customers have problems but they're like ah I'm at the tail end of the air conditioning season if you're in the air conditioning and it just doesn't seem like there's any sense of urgency are you seeing any of that out there put urgency down in the comments for me if you're seeing any of that when Don's talking about an impending event impending events I learned from Zig Ziggler were one of the things that helped to increase a sense of urgency if you don't know who Zig Ziggler is you're younger than me okay um probably the best motivational speaker and one of the best salespeople that has ever walked to face the Earth um but he used to talk about an impending event now what is an impending event okay question for you if you've got a fan motor that's about to go out I have one right now it's in and out okay waiting on them to come today to replace it but if you come out on a tuneup and I've got a fan motor where it's overheated the seal on the inside of it has popped the grease has liquefied the grease has come out of the motor we know that if there's not enough you know um lubrication in the motor there's more friction eventually what does it do it fails and what is part of its job to protect the compressor right so if my fan motor fails on me and my compressor keeps running what's GNA happen to my compressor is it going to overheat when they overheat isn't that when they fail so I have an impending event here the fan motor is going to fail all right they're gonna have to replace it one way or another right question is would they like to take the risk of replacing the fan motor and the compressor another impending event that's going to potentially happen if that fan motor goes out and they're not right there to shut the system off right so an impending event helps to create a sense of urgency with the client and that's part of selling the problem right you're selling impending events things that are going to happen or could very likely happen so I hope that that makes sense for everybody give me a boom in the freaking comments if that makes sense to you and and if you're going to take that with you and by the way if you're watching us live right now will you please put live in the comments that would mean a lot to me and if you're watching on a replay just go ahead and throw replay down there and thank you in advance for doing that so don I'm I'm gonna turn it over to you on the impending event side yeah if I can wait and deal with this problem later wouldn't isn't it isn't it just human nature without any consequence without any consequences isn't it just human nature that that's what we would do but so many times we uh talk about our clients didn't want to do anything or or today and and they didn't we didn't even know what the penalty for waiting was if we can't even explain it to ourselves what the penalty for waiting is how how are they going to know what the penalty for waiting so when you walk away from a call and I don't want you to ever just tell them yeah yeah you can't just preach at them and vomit on them yeah that seems pushy that oh we lost him there for a minute it's okay I can I can take this for minute until he gets back on so um we're talking about impending events we're talking about a compressor possibly going out you can't just tell them hey if you don't do anything your compressor is going to go out right you that's that's high pressure sales that's that's uh scare tactic sales right but we can Enlighten them we can ask them questions and Don we always give the sech protection um presentation as an example of this and we start people off on this because it's really really simple and it teaches you how to structure your questions and get clients to come to their own conclusion that something needs to be done all right so this is where I would start off all my guys if I was an HVAC or electrical I would start them off with this conversation so don I'm I'm going to do it in reverse and then I'll ask you to ask the questions the way that we would so if I'm out on a job and I'm going over my findings with a customer Don and imagine we're standing there by a condenser and I start saying stuff like uh well I noticed you don't have surge protection and we get a lot of surges around here lot of lightning strikes millions of them as a matter of fact and uh when we get that we get inhome surges and when we get inhome surges your compressors and your Motors they can glow cherry red on the inside and that's really not good it reduces the lifespan of your system it reduces the reliability of your system it's going to cost you more on your electric bills um you could end up with fan motors that fail compressors that fail electronics that fail you could have to replace your entire system because you don't have surge protection I mean you know what surge protection is Right would you like should I put some surge protection on for you yeah yeah Ted talking at me a lot I was trying to like people were probably thinking that was good no yeah I was drifting away sounded like you were preaching sound like I called to the principal's office and now I got to be talked to you know oh yeah uh oh my God so just you know I just can't wait for this to be over yeah and then I do that with 10 things on my list and you want me to leave and then you go back to your office and you you tell your service manager sales manager and you said you just have to build more value that's when that will come in right you'll hear that you got to build more you didn't build enough value I said enough words what else do I got to say in order to get these people to buy stuff you didn't build enough value oh so I got to say afterwards you're not gonna have to worry as much about you know your compressor going out now look nothing can take a direct hit right so that can't but if if that happens there is an insurance policy and oh my gosh right and do that with 10 different parts and by the time you get home do you want to talk to anybody well come on if I'm if listen if you're feeling this I I want to see it in the comments okay um there's got to be some booms or something dropped if if I'm preaching to your soul right now well and when you talk about the product and again search protector that's its name but that's it also its benefit so this kind of can blur a little bit but when you start talking about the insurance you're trying to talk about the product I don't want yeah I don't care to have any information I I don't feel like I don't need right so I've got to get them to come to their own conclusion so if you think the insurance is what sells sege protectors you're way off it never really has to be mentioned it could be uh a feature that they get but but it's not the reason to buy today right it is not the reason to buy so let's show them what we mean Don so you guys heard me just like talk at the client and give him all the information and everything and it was really boring and they probably drifted off on me and came back right at the end when I asked question so rather than talk at the client what do we mean Don and this is this is where we disagree with most sales trainers about building value I think building value pales in comparison to this strategy that no one teaches so don we're standing out at the outdoor system you've got me at the condenser and you're gonna say um with a confused look kind of like why don't you have search protection um I don't know well so you weren't aware we get like 800,000 Cloud to ground lightning strikes in this area each year and did you know that when that happens that causes inhome power surges H did you know that those inhome power surges can do permanent and irreversible damage to your compressor maybe even make them glow cherry red on the inside you think that's good no not at all what do you think that does does to the like the lifespan of your system oh it's got to make it shorter yeah maybe even the reliability what do you think it does there definitely reduces it yeah yeah have you ever had to replace a compressor before yep oh you have so is it on this system or when did you have to do that oh about five years ago so you're aware that compressors can cost two 3,000 nowadays oh yeah for sure yeah can you see now why so many of my our clients just go ahead and get surge protector protection rather than waiting for that compressor to go out and then usually getting it and you want me to go ahead and take care of that while I'm here today now guys how many statements did Don make everything I said was a statement yes or no if you've been tuned in for the last 20 minutes you saw both examples you saw what the average person would do probably on steroids right but what you didn't what you've never seen is all of that stuff presented to you in the form of a question so that here's the question you ready if Don is asking me questions instead of talking at me what can my brain not do it can't shut off can it I can't ignore him can I and another question is it possible that Don could control what I'm thinking through the use of his questions and would it surprise you to know that when information is delivered in the form of a question that it bypasses what's called the truth false filter that's that's why we have to have a conversation about using this for good instead of ever you know considering using it for evil I don't want you in my groups if you're that kind of person but people come back later down and they say I see now why you say that you know it's so important to use this for good and not EV well and and the way you're talking right there is you know can be manipulated and and people be like oh that's why you get such a bad reputation out there really we did not control their mind we controlled what they were thinking about as we're asking the questions it's not that we subliminally send stuff in there and says buy search protector buy search protector right it's just we get them to finally think about it I I kind of say with this a good script will do nothing if the client isn't listening right write the best script put it in the notepad and put it in the drawer nobody ever hears it it's not going to make a sale well take a great script that you wrote that you get from somebody don't doesn't matter you somebody else having great success and then you go out there and you're and the CL and you say it but the whole time the client isn't even listening to you yeah they're they're on a they're on a they're on a trip they're just kind of confus I don't know one of the first words in the in the first statement uh what is that what's a you know what's what's what's he talking about and oh oh you finished talking oh I'm still concentrating on a word I you confused me with like seir or uh you know who knows what you're saying in in your resin yeah all of those micrites I mean come on when I think of micro ferrets I think of two little ferrets running around in a ball little one Min on little bit little bitty ferrets that never made sense to me still doesn't make any sense to me but okay yeah so uh so again you take a great script and then someone's not listening to it it's not really going to be effective it could still be a great script but it wasn't being listen to when you engage clients when you engage people with questions they tend to listen listen if you're sitting in a classroom and the and the instructor the teacher says Jean I'm about to call on you boom you your whole demeanor changes it's almost like sit up straight a little bit more in the chair yeah you sit up a focus the rest of the room goes fuzzy only the teacher is all you see you know you know like in a movie where the light just turned bright cuz oh my God he's about to call on me I have to and it's you know we all one of our greatest fears everyone has is feeling embarrassed right that is a huge probably the number one we say death we'd all probably take death over embarrassment it's kind of hilarious when you think of that but but um the we're all scared of feeling embarrassed especially in front of a crowd right that's why public speaking is such a you know make the heart palpable you know just go crazy doing lives doing this stuff can often be more challenging for people you know Death By A Thousand Lives is is yeah is that but when you know you're going to be called on you listen and that question did you know we have over 800,000 Cloud theground lightning strikes in this area each year yeah I'm thinking about oh I've got to answer that and interesting enough even though I asked a question I didn't need the answer realis wait for me to answer that question he he he set his Cadence inside of the question and you this is like 3.0 that most people are never going to see he set his Cadence inside of the question so that by the end of the question he was into the second question and I answered it in my head and he didn't need me to come out and say it and the reason this is so important is because if you're going to deliver all of your information in the form of a question you don't want to stop after did you know or were you where because it makes the conversation really really awkward this is a tool yeah forever it'll take forever and it just doesn't work very well okay and this is one of the things we've got this is why we have an implementation day at the Mansion event coming up in September the 29th through October 3rd third day is implementation where we teach this kind of stuff this is stuff you cannot get taught anywhere else all right no one else in the in the trades teaches this stuff yeah well it's asking those questions they can come to their own conclusion that something has to be done about this problem I didn't even really talk about the the solution I didn't say well you know you're going to want to buy two sege protectors and they're $500 or whatever you never heard that right yeah you don't have to really talk about the solution it's kind of implied when there's a problem problem it's kind of implied that well I can fix it right I can fix it now when they certainly when you get more complex you're going to you're going to go into those steps and you're going to explain a little bit more but you know you can sell a $10,000 indoor air quality system on one sentence about the product that's it you're like no that can't be done you people out there saying that's crazy that's because you're not talking about the product you're talking about the problem they then now want that problem fixed what is the solution our clients have us install a breathe easy package and then you just talk about the benefits that they get out of that and when you come home that air man it's just clean and fresh just hit you right in the face it's like somehow man that air is cool and crisp and just goes into your lungs easier they will find Value in those feelings yes right they will come to their conclusion that there's value in the service you provide because most of the time we talk about value and we're this is the subject most of the time we're talking about value in your company and you build the value into the stuff they that that that fixes their problem if that makes sense and I don't say the stuff you're selling because we really shouldn't sell product We Sell Solutions and I I like that word but I like the way you said it better Jean we sell that there is a problem first if there's no problem then why would I care about your solution what is the problem what is the problem first do you guys like the thought of somebody educating you I have heard so many salespeople as I travel the country talk about I like to educate my customers and to me there's a lot of ego inside of that right um I think way way better for a client to feel or become enlightened because there's a great feeling associated with feeling like you've discovered something new and not been taught something new I don't think anybody wants to go to yeah I don't think anybody wants to go to HVAC or Plumbing or electrical or solar school okay so um let's stop educating our clients let's start helping them to become enlightened um to educate someone yes or no is to talk at them yes or no is that what it means to you and if so do you want to put your clients through that and when you're talking at somebody and basically telling them what to do or what they have to do do people take kindly to being told what they have to do do you take kindly to that what about you Don if I tell you what you need to do what's your first gut like what is what is instinctual in you yeah put it in the comments put it in the comments what's instinctual to you if I tell you what you need to do yeah first first is always to push back yeah you're not GNA tell me what to do second one is you you when you say you can't do that is uh uh hold my beer let me just uh prove you prove you wrong you know you want to fire somebody up tell them what they can't do yeah hold my beer I'm GNA prove you wrong I I wasn't even interested in proving you wrong but now that you told me that's all I am interested in is proving you wrong you know y uh so that that is that's part of that situation but I love when you we can educate through the questions and they become enlightened I like your word but they come to their own conclusion that they have a problem that's big part sell problems don't sell product don't sell Solutions and sometimes even in our process we talk about establish the need for everything on the list I don't have a better phrase for it that's simpler but really establish there's a problem that the list fixes first right establish that there is a problem that I happen to have some notes written down on that will solve that problem that's more more what that will be you'll know that you're starting to do it better when you can see the body language of the client beginning to show you that they are not only concerned but then they ask you what do we do about this with that kind of a tone an inflection you'll know that you're starting to get better at it when that begins to happen absolutely absolutely when and when you're not questioning yourself about what to say next most of us listen to a conversation and are trying to think what am I going to say back to that and I'm guilty here with Jean especially to trying to jump over top of him with whatever just went in my head cuz I want to get it out well we tend to do that with our clients as well and we have to learn to listen instead of I just thought of something great and out my mouth it comes right I'm guilty uh sometimes it's the only work way I get a word in edgewise with Jean but that's a different story that's only way get word in with me I think we need to take a poll on that one who talk I'm gonna run it through the AI and see who talks more you you want to put 50 on it poor Jean poor Jean I do it every day says Britney that's okay I don't really care to talk that much but I do get fired up about these types of subjects outside of this man you have a hard time getting me to talk uh when you see that client doesn't have an antiphon vacuum breaker and a water heater how would we bring this up without sounding technical okay so doesn't have an antiphon vacuum breaker on a water heater is that a expansion tank I I might need a little bit of help on that and actually um Britney I wouldn't even care if you shot the link over to John uh stut and we answered that question with a little bit of his input yeah um and uh in the meantime until that can happen I'm gonna say John I if I don't know what it does then I can't share with you how we would approach that but I would also be more than willing to jump on a private phone call with you um or like a 15minute meeting and have that discussion so um my cell phone number if you'll text me and this is for anybody right now like well maybe let's say three people three people um if you guys need some help and you you you need me to spend a little bit of time with you or that would be something that you find that would help you um just go ahead and shoot me a text right now the number is on the screen um if you're on Spotify or apple it's 239 848 6533 just shoot me a text okay tell me who you are don't just say hey right because I don't respond to those just your name and where you from and that kind everybody gotta be the question going on out there and I had to cut in here but everyone is probably wondering what's that cost me Jean I know you're not cheap and I know you don't do stuff for free so what's that going to cost if somebody wants that link or that that text message in like 20 30 minutes of your time what are you charging to do that uh ordinarily it's somewhere between 2500 to 5,000 an hour depending on how many sessions we're doing wow but this one no I'm I'm happy to jump on as long as my schedule will permit me as long as I've got the time in it um I'll open up that time for him um look guys a lot of things happen Don is it okay if I talk for a second please go ahead um a lot of things happen when you pay things forward and a perfect example is uh one that you may have heard me talk about recently was a guy who wanted to come to our event and really just needed a few pointers before the event so that he could get the money together that he needed in order to do it and um there's no obligation for me to do anything like that and frankly I don't typically do that very often right um but this something told me to that I needed to help this person and um turns out the next two days he sold in uh two days what he normally would sell in two weeks and was able to pull himself out of a slump and uh you know what's crazy is that ended up turning into a bunch more business for us um one more seat to the mansion um one on-site deal that'll probably be worth a quarter million or more to the company um and and because I was willing to give 30 minutes of my time so I've learned over my career the reason that we've gotten this far and only just now started to advertise is because I was willing to help people before they paid me so um that won't always be the case because the more success we get right the less time A lot of times we have and the more protective we have to be of it but um right now happy to help him on my dime yeah he uh for I think the story two 30 minute sessions spread out for a few days or whatever resulted in much more even if he was paying you probably much more than even a trip to the mansion would cost for him and that's three solid days of this we've been on here for 30 minutes uh right now what do you what do you feel like you could get if you had three solid days with Jean with myself with Eric Pro with Darren all these other guys who are going to be at this at this event teaching class teaching different sessions in classes it's it's huge so back uh antiphon back you know I wanted to mention how do you bring up something and again I don't know that product but why don't you have is the perfect way to get conversation started just a confused look on your mind with why don't you have search protection why don't you have something to prevent this backflow of your water yeah you know what can happen when you don't have one or you have a faulty one there you go right um so you weren't aware that this happens right um anything that um anything that you can add to that did you know that this also happens as a result of not having one and then I would go to can you see now why when we run into this situation our clients have us go ahead and replace this or install this in instead of experiencing this this and this and if they say yes to that that's called a trial close that means you can move forward you are on the same page there is agreement and now you can say and you want me to take care of it for you so that's that's how we would handle that in in a condensed 60- second conversation and really if you take that structure you can put any product into that structure yep it doesn't really matter why don't you have and and then so you weren't aware this problem so you didn't know that occurs when you don't have it can you see now why our clients have us run into this situation and you want me to take care of that while I'm here today good summary of it I think I hit the high points there were probably a few more questions but but a certainly the I think that a good topic or a good thing that he came up with most guys know how to talk about their products they just struggle with how to get the conversation going yep and then they struggle with puking the information out so yeah do two things what information to give what information not to give yeah why haven't you ever had this fixed before why don't you have this you know why don't you have a protection and Don something else you know we're not so data oriented as technicians right and communicating um people are not split testing the stuff that they're saying to clients and keeping track of what works and what doesn't and that's what we've done right we we've weeded out all this that doesn't work listen I have lost more sales than most of you because I talked my way out of them right so that's why we exist to show people that you don't have to do that you don't have to be worn out when you go home you can have some words left for your significant other so so you really saying that this anti- siphon backflow preventor you're not it's not because he's not building enough value is that what you're telling it's not about the value it's got nothing to do with the value it's got everything to do with what's going to happen because they don't have that or what impending event might be on the horizon and what is that going to cost and what inconvenience is it going to create and what safety concerns might be in play or health concern concerns might be in play as a result of that and all of that gets delivered in the did you know were you aware would you believe do you suppose type format and uh I I love that I freeze just when I yeah that was bad don't wor don't worry about that backflow just call it a backflow preventer I get that that's that's out there a little bit more uh you know why don't you is the hardest part why don't you were you aware you don't why don't you or why haven't you why haven't you had a backf prenter installed yet what do you mean I don't know what you're talking you want them to have almost a confused yeah um unsure answer there so that it lends itself to you just providing the information on what the problem is not why they should buy new why they have a problem is what we should talk about what are the problems with not having back flow preventor or surge protector or indoor air quality or a ceiling sa it all fall the same process one thing I've never really even considered Don uh it's just kind of coming into my mind right now we are kind of selling the negative side of things right because we know that people want to escape pain um never really occurred to me though that part of that piece is that people are much more attractive to to negativity than they are to positive stuff that ever occur to you oh yeah I mean we talk a a little bit about um um people are motivated to move towards pleasure or away from pain right and and I my belief is that away from pain is about 10 times more effective than towards the pleasure right oh for sure and it depends on the generation the older the generation man I walked up here I didn't have shoes when I was a kid and I walked you know I walked to school and the snow um both uphill both ways those old it's almost like the older the generation it's I'm not in a delayed pleasure is almost like gratification to someone of that age now you're talking about a 20 25y old 30y old family they they get a little more motivated to move towards pleasure than an older generation but still they will both move away from the pain of this issue and the issue is can be health or the issue certainly one of the greatest motivations is money you spend a the old Mani commercial commercial you spend a little now or a lot later which one would you like to do that's that's kind of the I think in that trans I think that was the uh transmission commercial not mining key but I think was a transmission pay me now or pay me later you got to get them to understand that small amount today versus a huge amount later je so Jedi bunny um we don't allow bunnies in the class so uh you do have to be a human I was thinking you're a you're a a lead ninja yeah love the little sword over theed I don't know that that one looks pretty good you know what maybe we could have him be a mic Runner that little bunny that is awesome um so uh the Jedi bunny I don't know your name but that's a freaking awesome picture uh we don't have like a posted schedule online we usually talk about that stuff um so the next event is September 29th through October 3rd it's in Gatlinburg uh you show up at 6 p.m on the 29th of September and you leave before 10:00 a.m. on October 3rd 18,000 foot mansion I got four rooms left almost sold out so get your room now um there will be no additional tickets sold once the rooms are full okay you won't be able to stay outside and come in so it's the it's the training but it's also this the room you're not having to have a hotel somewhere else you're not having to to go out to dinner you're not having to work you once you get there everything is Catered for you if I can say that that exact word your room's there you stay on site we have dinners together Jean brings in the caters everything is included so just make sure that people you know we do this so much and take it for granted but maybe people don't understand what that means it's it's not just the class it's your room it's your food it's it's certainly the whole experience where you can sit around with people from around the country and get their information I think there's 50 60 people in this class so there there will be 66 in this one somewhere between 66 to 72 and after that isn't there another class but it's it's kind of a specialty class yeah the next one Jedi bunny is going to be December 6 through the 8th and that is a high ticket sales class uh for high tick salespeople and comfort advisors okay and so if you sell things that are at $20,000 and above that would be the type of class that you would want to come to to get super super effective at overcoming the price objection along with I want to think about it I want to talk to my spouse I got to get other quotes you know things like that and that's going to be two days um of training as opposed to the three in September but um you you can't just buy a ticket to that one we got to have a conversation about that because um yeah I there's only people you got to qualify essentially apply for that one and I think of the two is if you're going the the Gatlinburg classes is first if you're a service tech and you go out and they call you out for Diagnostics or tuneups or inspections or things of that nature that's that's perfect for that class and the and the g electricians um solar HVAC um you know Pest Control Roofing and the second one in December fits more of a people call and they're ready to get an estimate so it could be a marketed lead it could be a turnover could be something of that nature but you're going there with the intent of presenting something right where the other you're just going there to to to do an inspection to do a tune up to to get the process started so they are a little different they C you know there's still some elements that go on both sides I'll admit but you're welcome you you won't you if you're going on straight estimates as we might call it both classes would work but that second class is is specialized for that first class is very specialized on how to sell on a service call uh Plumbing call electrical call situation whether it's an inspection or a demand call a problem call and in September as well just so it doesn't get overlooked or people who have purchased tickets already don't get like you know anxiety on the third day of that training on October 2nd um we will be splitting the the the training class into two or three different um groups and I'll be staying with there will be some high ticket salese and comfort advisers at that event um High ticket plumbers and electricians and stuff so I will take them and they will stay with me and then Don will take a group and then we've got another coach who will take a group and they'll work on the implementation of all the stuff that the junior texts who don't necessarily sell equipment um that they need to get you know memorized before they get home and implemented sure yeah so I think that's about uh it for today Don that's exciting yes so two big classes coming on if you need more information put uh Mansion or put put training in the the um the comments on here and then uh and someone will get back with you with some more of those details and if you want to get you know kind of a kickart to the rest of the year put put uh um you know put your information in there and see if je you can get on Jean's schedule for like a free 30 minute 20 minute session if it's if it's still available for them and and again text don't call him text him I'm the same I'm not answering the phone call people you know numbers I don't know because it's used to be uh um car insurance or home warranties and home and everything else you just never know what you're going to get so please text who you are what area of the country you're in and then uh and then get on get on Jean schedule I think three people that would be out there I I definitely can take care of three people so I'm sure we can find the room in my schedule for that and look don't let if you're listening to this a month from now don't let that deter you hit me on my cell um let me know what you need and and I'll see if I can't squeeze you into my calendar um if you're on Spotify or apple the telephone number is 239 848 6533 one more time 239 848 6533 I think I'm back in my radio days dog oh used to give telephone get be on here with you jeans a lot of fun so I think we've given given a lot of information I don't even want to say we buil a lot of value today because that was the whole conversation but yeah but man were there's some golden nuggets in there um if you do a favor share it yeah share the stream guys uh you know put this into a group that has got people that you know that need it or I know that I want you to think about somebody who is another technician who is important to you in your life and I want you to reach out to them and share this with them so that they they can be impacted as well look eventually we'll end up making money uh with a lot of people who listen to this but before that happens what normally happens is people have a doubling or a tripling of their income just by listening to us on these conversations so once you do that guys look don't just get fat and happy and go throwing that money somewhere else think of it as a gift like God gave you a gift and now you're making an extra 20 or 30k a year let's take that money let's put it back in let's put it back into you and watch what happens a year year and a half from now even six months from now right you may be unrecognizable to yourself if you only put you know 20% 30% 50% it would be a huge putting money into yourself is one of the best things that you can do and that sounds like we're saying give us the money no it's invest in yourself training I care who you spend it with training is one of those things that could be just go to the store and buy a book you know buy buy a book start reading but if you want to get there a lot quicker Gatlinburg September 29th through October 3rd is would be my pick and I think you said there's only four rooms left at on while we're live here so um just hit us up and let's see let's see if we can get that give you some free nuggets like we did today that will then pay help you pay for a three-day training class amazing training can be if training were free would you be at Gatlinburg I don't think anybody would pass up hopefully with everything and and it is free it's better than free right it it it it it pays you to go right but hopefully Don last lesson on the way out um we've been doing enough for everyone here to create not just a sense of urgency but a sense of obligation you guys can go look that one up maybe we'll talk about that one on Tuesday guys have yourself a great day uh don thank you very much I appreciate it ninjas till next time have a great day go out and say slay some dragons and hey uh shoot us a review would you that'd be amazing uh love you guys peace out [Music] peace if somebody was hesitant about coming to the lead nja Mastermind I'll tell them this you can't afford not to go it's going to change your life but not only your life your family's life you don't have to wait a year to start making the kind of money that you want to make Corbin came out of here and within 30 days went from $250 to $500,000 in sales so it doesn't take long as long as you put in the work [Music] I've seen a huge increase in just a short time last month my total revenue for the month was only $5,200 we still have about 10 days left of the month and I'm already at 13,500 the difference between others and this one this one's a lot more direct and a lot more informative in certain areas to help you overcome certain obstacles where the other ones are just kind of broad for everybody so this one really kind of gets down to the bottom of each and every step in the process of you know doing your job as agac technician if you really want to better yourself that you need to invest the time in yourself and join this class is definitely going to help you get to that next level if you're struggling to get to that next level this is the class you need to be in [Music] [Music] [Music] yes I have scripted out for you word for word exactly how to tell them about the money