Gene Slade and Don Johnson are LIVE!

what's up ninjas welcome back to another episode of the black belt sales podcast appreciate you joining us today to we've had some people ask us some questions about some of the programs that we offer over at lead ninja and sometimes there are even questions about the difference between um the paid programs versus the free programs so we're going to let you know about some of those free programs today and give you an idea of what some of the paid program s uh include as well and uh we're going to do that here in just one minute after this intro see you in a [Music] minute ladies and gentlemen may I have your attention please the show starts in 10 my 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 hey welcome back to the black belt sales podcast what's up Don good to see you today good morning Jean good to see you thanks for putting this together for us thank Britney right Britney's the one that put it together so thank you baby for putting this together thank you Britney so don um let's talk about the free stuff that we offer versus the the paid stuff you were telling me that you know that a lot of people go and take our free stuff and make a bunch of money with it and then yeah never end up really getting anything but the tip of the iceberg right well you yeah you put out so many great posts so many great videos you you know the little shorts um the details and I think of you know I think about there's probably a lot of guys who've taken your post your little videos and made money with them you know you can think about um Bobby today was back on the call and you could think about Corbin you know Corbin followed you for a couple years and was really successful he only been doing this two years now Don can you believe that well that's incredible that's and I found out from him this past week I didn't know this and i' I've known him for over a year now yeah the very first day that he got into a truck he found us um on the wasti no day podcast Sam Wakefield and uh just started adopting the free stuff right and he was doing over 2 million dollars a year by the time I met him right another guy Dustin that I just met uh did he started four months ago has done 700k in four months which tracks at about 2.1 million right and uh he he that was all off of our free stuff right right so lots of guys are getting to two and three million doll just consuming the free stuff so you're welcome out there yeah why why are you doing why are you doing so much free stuff then if you know and then really ask the question if I'm the technician why would I pay you why would I you know spend money that I may not have when you have so much free stuff out there to begin with why why do you put out so much free stuff Jean well first of all if you're doing $2 million a year you're making at least 150 to 200,000 so I don't want to hear any excuses about not having the money okay but unwilling to invest in yourself but you could invest in yourself is what you're saying right yeah so we've put out I think about 300 videos in the last 60 days okay and so just imagine all of those being like puzzle pieces imagine it's a and that's not all the videos we have right we've got probably we're going on a thousand now so imagine a puzzle that's got a thousand pieces to it um we actually at the the paid uh classes and stuff and in our our ongoing Mastermind we actually put the puzzle together right it's one thing to know that there are pieces to a processor there's one thing to know what ingredients you're going to use when you make a a cake or a pie right but if the the order isn't right is it as effective right so what happens is people come in and we take all these different pieces that are scattered everywhere and we create this beautiful picture for them and they're like ah I get it right and then they end up having successes like Corbin who who went from two to three to four to five million Billy from two to three to four to five to six million Eric from homeless to five million like just that's that's the difference right yeah you do see the guys that have seen the free stuff that then come and go like I never understood it it was like boom like wow so that's what the paid really does is it brings all the pictures together and I believe this is what you're saying it brings all the picture the puzzle pieces together and now I finally see the whole landscape right the big picture so um so it's a big big part of somebody talking about their free stuff right there on the post Jean and and consider consider that it costs me money to put out 300 videos in a matter of 60 days I mean consider consider that somebody had to shoot that video go ahead Don what were you gonna say well I was going to just say that the the mindset I have with all these videos as well is if coming to the class were free would you want to come to the class right yeah well if you'll just take some of the free stuff we throwing out there a surge protector a ceiling saver and and you're a maintenance guide you're saying this doesn't apply to me I don't sell systems no you can pick this up on a maintenance call you can create your own extra revenue and pay to come to the class and take yourself to a complete another level I I would say that surge protector if you're not selling one on every call or maybe two on every call but but multiple a day you could take your free stuff I think you I think this is what you're doing it for grab the free stuff grab the surge protect grab a ceiling saver conversation know how to do it and just say to yourself I'm going to put all those commissions that I make from selling that into this pool to train myself yeah and I'm don't I don't have to feel guilty about spending the money because you didn't have the money anyways you didn't you didn't have the money anyway and that's what I would typically tell you is pick up one little piece get permission before you um before you start trying to sell product would you like to know what our other clients have us do when we run into the situation that's a gym right there that will get people wanting to hear what you want to talk about versus you just kind of shoving it down their throat if you ever have people telling you all you guys ever want to do is sell me something pick up that phrase and it'll drop down hopefully to zero but it'll drop substantially you don't push stuff on them there's your free gym that that make your life so much better but take the free stuff take those extra commissions put it in a pool and take that and invest it in yourself now we'd like to tell you we want you to invest it with us but the reality of it is is we don't get to we don't get to dictate that you can invest it anywhere and yeah um we see people posting live or if you're on um a replay just post live or replay and if you can post where you are uh you know where you are in the country where you are in the world we have some people that follow us around around the world now it's quite fun to see those but um Post in there live replay and again where you're from and if you've got a question you've got something or if you know of a free piece that made a impact on you tell us about it tell your other people about it and post it you know post it in the in the comments to share it with other guys who are who are watching this today so that's how you you increase is you pick up a little piece you make a little extra money you invest it back in yourself and then you make double that you invest that in yourself and you double that again and then you get to that point where you have so much that you won't ever not pull away from training yourself and putting putting money into yourself so that's that was what I think is is how you're actually paying for everybody's class whether uh whether you know you you with all the free stuff you're putting out there they just have to see it do it and then be willing to invest in themselves you absolutely have to do that guys look and I'm GNA say something that might hurt somebody's feelings right now I'm gonna say it anyways and I heard somebody else say this about five or six years ago and it really really hit home with me but guys if you don't have $10,000 in your bank account you should be embarrassed you should be ashamed of yourself yeah you you you are not taking yourself or your life seriously um don't invest in stocks don't invest in your 401k don't invest in real estate don't invest in starting a business invest in improving your skill set your income making ability that's what has to come first and then out of the excess you can invest in yourself until you've got at least a hundred maybe $200,000 in the bank now you can start looking at putting that money to work for you somewhere else but until you have a 100 Grand in the bank 200 Grand of the bank every dime that you have has got to go back into increasing your skill set and your earning potential your income um earning ability right well let's say you have if you agree with me give me a boom down in the comments by the way and by the way um please put live down in the comments if you're watching live please put replay down in the comments if you're watching replay that's that's what we ask for as you know a result of doing the show that's like that's the fee that you pay to show up so really appreciate you guys doing that um Don there was something else that I I I know that you've got a direction you want to go I have to say this though um to create a sense of obligation with the audience members um you talk about yeah it's free no it's not those videos were not free to me no it didn't it it cost me a lot of money if you if you were to take everybody that's involved D in that process and every dollar that I spend to make sure that that video got recorded and got in front of you you're probably looking at a, doll a video so if I put 300 videos guys it's a lot it's a lot of money maybe it's 500 a video but it's still a lot of money to be putting out for you right now why do we do it to I do it to number one to help you to be able to afford our our services but number two I do it because because I love you guys and because I I know that there are so many of you out there right now that are listening who will work 60 or 70 hours this week right some of you are hoping to work 60 or 70 hours this week because it's slow out there for some of you may not be yeah if you're depending on overtime to make your bills this may be a shop coming that it's going to slow down it happens every year but it feels like it's going to be even stronger this year but uh yeah those videos aren't free but again as a technician out there they're free to you so you're almost like ah Jean's rich I don't care how much he spends no it's called marketing right so I'm I'm giving to you I'm giving and giving and giving and giving and giving to help you so that you will eventually come and do business with us and I'll be able to do the same thing for other people with the money that you give me so and of course I we got to eat over here too right but Don I don't think I've bought anything for myself other than clothes like and and this is what I wear every day right like I I don't spend money on myself um I I have everything that I want does does that mean I wouldn't take a Ferrari yeah sure I take one right but I don't really want one right yeah that's good I I I could want one I could want one I'm okay you've got better cars than me and funner cars than me I like my Homer right now I do but I also have a bunch of kids and you don't so yeah right well let's say let's say you're out there and you're thinking I would love to invest in myself I just you know I can't do it or I got a spouse and the bills and whatever again make a deal with your your your significant other if this is what it takes look I'm going to take the free stuff I'm going to find a nugget I tell I would tell you make it the the uh surge protector go look that one up go find it uh I'm sure if you texted Jean he probably would share it with you so if you want to text Jean and and and uh and get his surge protector script he would he would share it with you but take the free make a deal with your spouse that says every dollar that I make after off this free stuff I'm GNA put it in a side account yeah half of it maybe you give to your spouse you get half and you can spend it however you want Salon do whatever I'm gonna spend the other half how I want which is on training and on growing my career and on raising our income for the next year and when it gets to be enough that I can buy a book or attend a class or join Jean's Mastermind that's what you're going to you get to do right just make that deal earn your way through it and again because I get sometimes if you know I don't have it right now but sometimes in the past if I went and said hey I'm about to spend a thousand 5,000 or 25,000 on a training class I would get the stink eye from a from a spouse right you you might get the what the are you no you're not no you're not about to do that right you know Don I I think a lot of that comes from I'm gonna step out on a limb here I think a lot of that comes from people or men let's say making a commitment to something and then not following through with it and then now their spouse can't trust them to follow through on other things sure so if if that's you um you might have to have a conversation with your significant other and say listen I know that in the past that I've started stuff and I haven't finished it right and there comes a time and place where that has got to end right so I my my mission now is for me to get serious about providing for my family and giving you guys the kind of life that you deserve right and that's going to take some Sacrifice from me not just from my time but also from money right and but here's my plan just like you said right I'm going to I'm going to consume this free stuff every additional dollar that that I make I'm going to put it back into my brain so that I can make more money so that I can get home earlier so that I can you know have some dinners with the family right that's what I was going to say earlier Don that's really why I do this I do this because I want technicians to be able to tuck their kids in at night and to be able to have dinner with their families and not get home at nine o'clock every damn night and until you increase your communication skills you will never get control of your life you will be stuck behind that wheel of that van for the rest of your miserable life yeah so that's why I put this stuff out there go ahead where are some places that guys can find our free stuff since we're talking so much about it Jean whatever yeah whatever platform you're watching us on right now we put multiple videos a day on that platform typically in the form of reals if you're listening on a podcast or something right now just go to uh Instagram uh Instagram's preferred Facebook is second um and just go to Jean Slade the sign g n s l a d e that's all you've got to do right so there's there's YouTube channel as well isn't there are some of the VIS there's so there's YouTube videos there's Apple podcast Spotify whichever you're want there's I don't know 30 40 50 previous uh of these episodes I'm not sure the number you're up to um there's hundreds of shorts in video on Facebook on Instagram wherever wherever I've been putting content on YouTube for 10 years 10 years I can remember Bobby telling me all he did was put your podcasts and he listened to them all and then when he got to the end he just went back and started at the beginning and you get one or two new ones a week but you just if if when you run out go right back to the start yeah and do them again right right back you know that if you watch a video you know if you watch or read a book more than once that you actually get [ __ ] the second time that you didn't get the first yeah it's almost like it's a whole different story I've had that to occur like what where did that come from you talked about that on a recent podcast about how you had paid me to come out like eight times to your shop and on the eighth time you're like oh my God I didn't get that before I've heard it seven other times but it didn't it didn't click yeah didn't click now that brings me back and I want to say the free stuff versus the paid stuff you get with the paid you get time with you get time with me you get a road map of how to get to success in 30 to 60 days where the free stuff you can get there I think you can get pretty close with the free stuff but it may take you one to two years I and it's still you'll question in the back of your mind do I really have it because somebody will throw you a curve and you'll be like ah I'm scared when you go through the lead ninja Mastermind you get a road map you get the steps 1 2 3 4 the levels of certification and you really can become certified as a as a lead ninja um sales coach eventually you know yeah so many people out there now working on that getting certified as coaches with us I get I definitely get a lot of questions you sure get plenty more how do I get to your level Jean how do people get to that level where I get to coach others and certification is the first is really the first step I I got quote certified if I can say it that way before certification process existed and I paid for it you know somewhere around $250,000 of classes I brought you in for you can get it a lot cheaper than I got it for I will say that but when you pay you respect it a whole lot more if that makes sense and I was in the front of the class taking the most notes following up and I I I learned it for I learned it myself so that I could turn around and teach it other and I probably have taught five six 700 people now through my career I would say most of them work for me but now that I'm not um owning a company anymore some of them through through this media here and and people just contact me so um you know again if you don't have the money to to do the paid stuff grab a free item set a deal with yourself that says I'm going to you I'm gonna learn it I'm going to utilize it and I'm gonna and I'm going to invest every dollar that I get back into myself until I get certified till I get to that level and you you can have certification you have all this stuff and it not really cost you anything it it will cost you um really the the money you're just leaving your the extra income that you can get will pay for everything we would ever ask for so and we're willing Jean's willing to give you that for free he'd probably even give you 30 minutes I I've heard you do it before I'm not step out if you'll text Jean he'll probably give you a couple minutes of his time maybe up to 30 minutes just to point you in the right direction um as long as do that all the time yeah as long as you're like I said in the trade whatever trade I know you've been doing doing um roofers and plumbers and electricians and HVAC even heard some garage door might be happening for you too and in that I built the I built the sales system for the largest solar uh removal replacement company in the country wow yeah so you know trade that you're in 30 minutes his time will will um will multiply your income and then you can invest it in yourself so Jean doesn't ask you to pay him first he has he'll give you the value and then you and then he might ask you to say hey invest in yourself and we think Gan is the the system to do that I know I invested heavily in it uh I've paid Jean far more money than he's ever paid me uh Through The Years yes and I'm happy about it I'm happy about it well somebody else paid me that and then some back by maybe a 20 Factor but that's okay so um real quick Don um you know this subject of free you know that we're talking about versus paid stuff um there's something that they should know about the paid online training right the one where on Tuesdays and Thursdays at 9:00 a.m We Do one-on-one coaching in a group setting on Zoom that program's got everything I've ever written in it every process every sales rebuttal like everything right um but that program actually not only does it have a 30-day action-based money back guarantee which nobody has but there actually is a way to get that program for free so I charge 10 I charge 10 grand a year for that program guys or if you if you want a payment plan it's a th000 bucks a month for 12 months okay so I just come right out with it that's the price of the program it's going to be going up um but that program is laid out for you to get certified within 60 days and that typically takes around a half an hour or so a day right if you for 60 days that's not that long that's not that much for that long that's ridiculous depending on how you learn and stuff it could take you an hour a day um but if you are able to complete it and get certified within 30 days I actually pay for the entire year and then I give them their first month's worth of their money back or if they paid me 10 grand you get certified in 30 days I cut you a check back for 10 grand so wow why would I do that people are and people never can they don't seem to guess fast enough but Don why would you say that I would do that well I know that the the people who who get certified and go through the process tend to make the most money they tend to want they they tend to send us tons of referrals realistically they tend to go out and sing the Praises and sometimes it just feels really good to hear people talk positive about you in this in this negative world out there so uh yeah if if someone if you gave their money back after you certified them and they went out and sent you five more I think that's a bargain on our end that's cheap Marketing in a way so for sure that's what I would that's what I would I would say it is you can do it but you have to commit to it it's I like the phrase you said it doesn't take long as long as you do the work in the work yeah as long as you put in the work exactly so so it's very possible if somebody is making 40,000 bucks a yeah people have done it um but if somebody's making 40,000 bucks a year and the average person who gets certified is making between 150 and 200 if I can take somebody from 40K and in 30 days have them running a pace of doing $ 150 to $200,000 that's almost a miracle right right and miracles do tend to spread the word tends to spread and do you think I could shoot a great video with that person do you think I could get a video testimonial and put that out there and we end up affecting other lives yes absolutely um but let's say that you let's say you didn't get certified in 30 days let's say it took you 60 and you had to pay me a th bucks a month right but you went from $40,000 to $80,000 a year would that still be a good deal even if you didn't do what like even if you only did half of what most people do you get to keep that knowledge that brought you from 40 to Forever you don't have to give it back in one year but once you learn something it's yours right once learn something it's yours so uh yeah you're that's a cheap investment even if you had to pay the whole 12,000,000 a month for 12 months is a very cheap investment I took me you know again $2 200 plus thousand to learn what you can learn for 12 and what some people can learn for free you know with a upfront payment or two and then get their money back if they if they commit to it you know yeah wouldn't you be satisfied if you only made an extra 40K off of a $10,000 investment you can't get that in the stock market guys if you find some somewhere else you can get a 400% return on your investment please let me know I want as many as you can give me right do you agree Don oh absolutely absolutely yeah there's nothing that you can invest in that will make you more money than investing in yourself investing in yourself I I would agree that you can grow your income so much faster than you can really grow an asset with a with that kind of in investment if if I can say it that way you can grow your income really really fast assets take longer time to to grow so you can grow your income and that's a that's the first start for a lot of wealth is you have to have some income to do it so take the free stuff go dig in make a deal with yourself and then make enough to get that first ,000 join The Mastermind and then commit what if it took you four hours a day I think a lot of guys have extra four hours right now this time of the year I like what Eric said this morning said look if you're not overwhelmed in your schedule you're going to need to start closing at 70 80 90% on the maintenance calls that you might get in the next month not the demand calls not the system estimate calls the maintenance calls you're going to need to close 70 80 90% of those or you're going to be standing around with everybody else in your company while about how you know and I jokingly always say is that uh you know you can either be a success by committing and doing the things everybody else want to do or you can have a lot of buddies at the unemployment office when you're going down there looking for a looking for a handout um you know a lot of people in line at the you know a lot of your friends in line down at the unemployment office when the company shuts down because there's a lot there's some chances that some companies could shut down if the tech aren't bringing in the re the revenue the company it's it's happening and it's going to continue to happen yeah yeah this is this is where you know your paycheck actually sits in your customer checking account until you show them why your work is worth more than holding on to that money your paycheck is made by your customers there the company just doesn't have money they're paying out they have to get it from their customers and I know that sounds like oh it's common sense or or or just stupid sounding but the reality of it is as a business it has to cash flow and the next few months six months I don't know the time frame being an offseason in hbac you all guys can see that this is this may be the Awakening party that um that we all need I guess but to get back to basics and realize that we have to do more if you're not prospecting if you're not in front of a customer working on sales following up on closes prospecting if you have to it's booking your next call cuz sometimes that's on you as a technician to find your own work what do you mean it's on me as a technician I work for a company that's their job that's not my job well are you going to depend on everybody else to to make your to make your income right when you depend on everybody else it may or may not happen right so go and book the next appointment knock on the doors next door to the call you're on ask for referrals there's a lot of free stuff that talks about this we don't have to get into those details but if you are the responsible one to make sure your schedule's full you'll do it then I tend to say if you can't do if you're not gonna do that then train there's nothing that says you couldn't take this material rewatch it get a v get a book read it join The Mastermind and you'll have hundreds of documents to read at that point on how to handle let me talk to the spouse to you're too expensive to uh I want to think about it all the objections that you probably have heard this week already are written down in The Mastermind program I really every single one of them yeah there is nothing that you guys run into in the field that we don't deal with inside of that program so you're literally talking about a program where at the end when you're certified you literally have every tool that you need for every objection that's ever going to come up with a client and like we we're seeing evidence of it this morning Josh Kerr finally has got like eight or nine features and benefits memorized right he uses them yet uh was it on Sunday or yeah Sunday he had a call and ends up closing a deal for like $223,000 or something because he had his features and benefits ready they're trying to get him to go down on price and everything and he's like look would you like to know why more people choose us they're like yeah and he starts rattling them off and then they stop him and they go Hey listen let's go ahead and do it and I was I will say part of the paid is helping him get that click in his head on how to memorize those on how to be able to recall those quickly and that's the extra that you get when you join The Mastermind that that that's one of our secret sauces one of the secrets on how we get you there quicker we don't teach you everything for free we don't guys we've only given you the tip of the iceberg when it comes to the free stuff really truly there's so much more granular stuff that we go into at the paid events Don when's the next event let's tell them a little bit about the next event um and by the way guys look you don't you don't have to come up with all the money UPF front okay as long as you got halfway decent credit right we've got the ability to get you some easy payment plans make it affordable for you okay so don't stress about that just look start to get in the mind frame of taking action about your skill set okay so don September 29th through October yeah that first few days what is October 29th through the 3D U Gatlinburg you're going to be teaching a live class and we're going to be uh doing role play We're GNA we're going to have these things down we're GNA have you tell them about the place man tell them about the place oh you're going to see a video here in a minute I believe and you just wouldn't believe 20,000 or whatever square feet of just crazy uh house was it 20 bedrooms and yeah it's 20 21 bedrooms I think yeah yeah one of them's a bunk room yeah wow and and get to be in Gatlinburg in the in the fall cooler weather uh the beautiful views five acres up in the mountains is what this this house is situated on it's brand spanking new yeah this you know less than a year old first few you know I think y'all booked the first week it became available uh first couple of weeks if not the first week we actually booked it before it became available it hadn't even been released to the public yet so the these are you know again great classes how you know you've got the Mastermind weekly that's a way to learn from Gan you've got come to the live events which are wonderful again we have them in great places we kind of have them sometimes in maybe really kind of expensive places and people have said well I don't want to pay for your Mansion to come to a vent why aren't you hosting these things in you know the cheap motel that's got a $78 room for the guys to stay in why why aren't you doing that Jean why why do we bring them together like this well I I don't know anybody that wants to stay in a $78 room um you you might be looking you know maybe $150 $170 room but by the time you add up four nights of that um you know you're you're already pushing six seven 800 bucks and when you start to add up the participants it's when we do it this way it's actually cheaper for everybody all the foods involved in this is that right Jean the moment you walk through the door there's nothing else that you have to do unless you just have something that you absolutely you know um yeah if you're if you're a vegan you you got to let me know if you got some allergies that's one thing but no all the food is prepared for you we have private chefs in the morning that have even heard there's some alcohol that's included is that true we're not going to be talking about any of that oh good good at all uh but no there there the first two nights there will be selers and beers and stuff like that that that'll be there um and we do have uh we got some other stuff planned it'll be fun um but getting back to what you were talking about and why we do them in these places number one it actually is costeffective to do it and it keeps me it keeps me from having to have you guys spend more money so that's number one number two it's a little bit more intimate when you're in a group of 70 people or less compared to a room of two or 300 people and we're very family oriented here at lead ninja and what I noticed traveling around the country to events is that when an event is over or a class is over everybody scatters and goes their different ways right and that can lead to people getting into trouble that they don't necessarily need to get into and you could imagine all the different kinds of trouble that a man could get into in a city that's not his own right so yeah we keep everybody together like a family and we continue to spend time and fellowship into the evening and we continue to train into the evening right so you're not just I enjoy the most is yeah when we're sitting there at dinner and we're still and we're still talking about what you just what you just taught and we're getting and it starts to click you know yeah what was what was that do you remember how to do that what was the phrase that you and we reinforce it that's one of the things I actually enjoy the most is really just sitting around and re having the conversation about this is what was covered in class and then you see that light bulb go off it goes yeah I knew I knew it but I couldn't repeat it and then you get people this is this is the difference too when people come to one of these Mansion events by by Saturday night they're going man I cannot wait to get home and use this stuff like they they're excited to get back to work excited to go run calls because they now see the veil has been lifted they now see what they actually can have out of life and frankly done also you know I don't know how many of you have ever stayed in uh 16 or 18 or 30,000 square foot mansion we've rented them all it's actually kind of cool I mean it kind of does expand your mind right yeah um it gets you thinking bigger right and one of the biggest challenges that we have today is that people think so small right Les Brown says that he believes people fail in life more times not because they aim too high and Miss but they aim too low and hit right so that we're trying to expand people's minds put them in an environment where iron sharpens iron spend 14 hours a day with them feed them house them take care of them protect them and then bring them into the family for the future so that's why that's why we do it this way you have a mastermind event coming in September 29th October Gatlinburg we have the ma online Tuesday and Thursday you can ask about that and and if you're a business owner or manager you can actually get an onsite and I know you you you see the other trainers out there talk about the on-site or whatever but you can still get uh onsite um with Jean and or Don and it's massive the uh impact you can have because and that was always my item look I I sent a few people to your class over the years yes you did but but the reality of it is is I could pay just a little bit more sometimes you know it's a lot of money but it's a little bit more and I could get my whole company trained yeah all I do is is is not book of first appointment and we train from 7 to noon or 8 to 12 whatever the time frame is sometimes it was 7-Eleven sometimes it was 8 to 12 depends on when you get your guys there I mean we we could train at 6:00 a.m. if you'll just guarantee your guys show up right um typically 8 to 12 and then then we send them out and they go run calls the rest of the day so all you got to do is and is you're not going to miss out on any calls especially this time a year guys are heading home by two all we do is we take their 9:00 appointment we make it a 3:00 appointment and they're still running the same number of calls we're just training for four hours four days a week typically right Jean something of that nature dollar depends usually four usually four half days four half days um you know I know when I did it I I had lunch brought in so that my guys could eat lunch yeah and then go talk you know have a little conversation eat lunch chat and then go to their call otherwise they're leaving and then they're going to a restaurant and burning another hour or so so I would typically bring in food sandwiches something good pizza whatever feed them and that was their reward and then and then onto that onto that call and again whatever time you're your your dispatch book you really this time of year won't miss out on a single cuz that's typically one of the things we'll hear owners say is man our numbers are so tight I can't take a guy out of the field to go training and of course we're going to argue that if if he brings back twice as much revenue on the you know the next day or the that afternoon it actually pays for itself I had a secret early on when I hired you I couldn't afford you and I said look these guys have to go run calls because I have to get some cash flow in here to make payroll to pay you by Friday and that was about where my business was back then is you didn't tell me that something you didn't tell me that at the time and I don't blame you right who would who would want to say that right it could could feel embarrassing right but exactly but I so love the fact that you were a man of action and you had that faith in yourself that you could take and convert that into money right that's really that's the entrepreneur heart and spirit that we you and I both just cash flow is an issue then I've been there I know exactly where you are and and those issues and I still would tell you best thing you could do is get your get your guys making more on every call that you have don't run more calls make more on all the costs introduce the things that they haven't ever sold if you haven't been selling indoor air quality there is a million dollars you can add to a business that's just got five six techs right now easy easy easy that's a million add-on for one really good sales Tech right you a good sales Tech should be doing a million dollars year just in IAQ in my opinion yeah there's only three ways to increase your your income or your Revenue right you run more leads increase your closing rate or increase your average ticket that's the only choice you got and if one one of them is not running more leads because you ain't got enough those other two gotta go up they gotta increase that's kind of what Eric was talking about this morning look if you're only going to get a few leads this week this month this this season let's make sure we're not walking out with the the minimum tickets let's let's get a let's let's give them a choice and then let's make it easy for them to buy let's give them a choice of everything and if again one of the things that that getting in our paid Mastermind helps you to open up that it's okay to make a list that's $110,000 when's the last time you made a list that's $10,000 it's going to sound scary to you right now but don't be scared just trust us you you'll you'll understand more later when when we actually all my clients w't pay you know they're all cheap they they're only interested in and they're wanting everything for free we hear it all the time right yeah and um it's just because you guys don't have the skill set I mean you don't know what to say you're like a deer in the headlights when these customers are hitting you with these objections sure don don real quick we're we're really at time sorry running on and on today but there are two things that we've gota um I've got to say before we wind this down and the first one is we've been talking about the leads and the challenges with the leads did you guys know that we have an AI lead ninja is called lead ninja AI that makes outbound telephone calls and books appointments for you did you know this okay did you know that it only takes about three to four days for us to get it set up did you know that we can make a thousand telephone calls in about five minutes and just completely fill your board if you've got a couple thousand customers I can solve this problem for you for or cheap okay so if that's you either put AI down in the comments or shoot me a text okay I'll have a free conversation with you about it and give you all the details 239 848 6533 239 848 6533 yes it can handle inbound telephone calls as well yes it can read your CRM yes it can answer your phones at night you can get rid of that answering service that's got that person on there that sounds like Lurch every time one of your customers calls from The Adams Family okay um sorry about my picture being froze um and then so a lot of people think that's going to be is that really expensive because you know people are AI is it is it expensive to do that Jean no it was really expensive for me it cost me hundreds hundreds and hundreds and hundreds of thousands of dollars it cost me but no it's super super cheap it's less than the cost of half of an employee okay so set up an appointment with to have a conversation soon um because we we've got special deals for the next eight people so um shoot me a text or put AI down in the comments and then the last thing Don that we forgot to talk about or haven't talked about yet is the December 6th through 8th Comfort advisor and high ticket sales class that's going to be done in Grand Halla in the Orlando yeah Orlando so that's going to be two days three nights we'll be training for two days straight through high ticket sales and comfort advisor process processes so if you sell anything that's over $20,000 you want to be at that class okay and it's going to be the same cost as our tickets always are all right we'll be staying at that Mansion together food combinations all that stuff will be covered all right that's December 6 through 8th so if you want more information on that put High ticket or Comfort advisor class down in the comments or shoot me a text all right and I'll get somebody to take care of you that was all I had Don sounds good so take the free stuff invest take that extra commission invest it in yourself come to our Mastermind or come to a paid class and then watch that investment in you tenfold that's really what what we believe will happen and again take Gan up on his guarantee I I challenge every anybody out there right now take him up on the guarantee you'll I'll give you some extra time to give you some help because I like to see some guys win but gonna be working against me yeah join start the process have some have some phone calls do your certification the next 30 days and be amazed at the extra income that you'll make we have guys that get that certification that make more Revenue than all the rest of the guys in their company combined sometimes that's maybe a stretch a little sounds a stretch sometimes but it it it does happen just it's just a fact it does happen so and just Don would be working against himself there as well because Don is paid based on the revenue that the company brings in right so if he helps you to get certified he's working against himself as well I would probably turn around I would turn around and ask you to say go find five more people and send them to the class as long as one of them pays us I'm no worse off you know what's so funny with that the Dustin uh guy that I've been working with a little bit lately I've really only had two sales training conversations with him but that's what I told him I said listen the deal what I'm going to ask for for helping you before I told him I was going to before I started helping him I said the deal is that when I help you and you become a success whenever that is that you share this with other people right and you you share my name with other people and where you got this right and he it didn't take long within three weeks boom he shares my name we have an on-site in Arizona in October now so see that's that's why we do it is because it will build more uh build more business for us very typically right have you ever heard the term givers gain okay yeah guys you know what you put out there into the universe is what comes back to you if you have a um if you have a uh limited mindset or a scarcity mentality if you think money is scarce if you think that you know there's not enough out there for for everybody then that's the way that your life is going to be but if you have an abundance mindset an abundance mentality that anything in everything that you've ever wanted is all out there and all you've got to do it's already in the hands of somebody else and all you've got to do is help other people get what they want and you can get what you want that's why we do this guys that's why all the free stuff because look it at in part yes I I I love helping people and in part it's selfish running a business over here I need to create some sense of obligation from you guys yeah well a lot of great information there's so much free stuff out there utilize that guys get you get you that I'll tell you get you that uh search protector script get you that ceiling saver script get you something that you're not selling right now learn it within a few days you'll be adding Revenue you'll be putting extra Commissions in your pocket and all we're telling you is invest that in yourself we think it should be with Jean I think it should be with with lead ninja but but you get to choose that after you make the money we're not asking for that commitment upfront you you go out make the extra money have it to invest in yourself and do it invest back into yourself I'll ask for the commitment you I I'll ask you all to make a commitment in yourselves today not just for you but for your family for your kids for the generations to come if you don't have something to leave them how are they going to make it right do you want them turning wrenches their entire lives or would it be great if you were able to give them a gift of knowing how to communicate and how to make it in this world see some of you are not even thinking about that you're still thinking about yourself you're stuck on the fact that you you you're one of the people in this country that's only got $600 in their bank account or something like that right you're stuck there but you're not thinking about the generational change transformation that you can have in your bloodline okay so guys get serious okay guys I'm going to show you a quick video of the mansion and then stick with me because when I come back I'm gonna not only gonna end the show but I'm gonna I'm gonna do something very special for you but you got to stick with me through this okay check out the video we'll be right back we're gonna end the [Music] show if somebody was hesitant about coming to the lead ninja 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 BR 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 HVAC technici 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 so look I know that there I know there's some of you out there that legitimately don't have the money okay if you really if you are one of those people you really really truly want to invest in yourself and if you had the know you would go ahead and do it I'm going to do the same thing for a couple of you for the next six people actually that that put their name or put me down in the comments just put me down in the comments um I'm gonna go ahead and meet with you for 30 minutes like I did with Dustin and I'm gonna pour into you for 30 minutes I'm going to give you some suggestions some tactics some advice on how to go out there and make more money instantly on that day okay and then to rinse and repeat right I'm going to show you how to make the money that you need to make in order to afford to come all right as long as you promise that you're going to go ahead and utilize that those funds for investing in yourself so 30 minutes of my time I would ordinarily charge at least $1,500 for that I'm going to do it for you for free put me down below and uh we'll catch you on the flip side on the next episode of the black belt sales podcast thanks for joining us today thank you Don sounds great Jean thanks look forward to seeing you doing this again yes sir have a good day see you ninjas have a great day