We move timelines all the time in our lives lived. Sometimes all it takes is a question, an opportunity presented, a new thought or even a challenge... 5 minutes ago we thought we'd do something in 2 weeks... Now new information is revealed or a question asked gives us a new clarity... Now we're ready to go right now! The example I gave to my students on yesterday's coaching call was this: - I say "I want to start boxing in the new year" - My friend replies "I'm actually going to my boxing class in 45 minutes and they have a spare space... Come with me now and I'll introduce you to the trainer and it'll be a fun thing to do together!" - I reconsider, can't think of a good excuse, it sounds appealing and I now realize I don't need to wait 6 weeks to begin... Moments later I respond "sure, let's do it!" In this overly simply example we just condensed timelines from 6 weeks to 45 minutes. We can do this on sales calls too. We can move "weeks / months / years away" from deciding / being ready to "now on this call today" (on it all lining up). And we should do this on sales calls when appropriate. Why? Well it can appeal to their self interest in many ways based on where they're at, where they want to go and all the factors that are in play. To be clear though, at no stage do we move into pushy / convincer / pressuring mode when doing this.... It's their journey and their decision... We simply ask questions and they answer (and we challenge / clarify their answers as needed) and we land where we land... I broke down step by step the approach I use with my students on yesterday's call in the paid group training program and no doubt many will roll that out into their calls today. And from this better conversations, more sales and increased changes and transformation (for the prospect) no doubt will come. And that's why we do what we do!

𝗔𝘀 𝗮 𝗰𝗹𝗼𝘀𝗲𝗿, 𝘀𝗼𝗺𝗲𝘁𝗶𝗺𝗲𝘀 𝘁𝗵𝗲 𝗽𝗹𝗮𝘆 𝗶𝘀 𝘁𝗼 𝘁𝗮𝗸𝗲 𝗮 𝘀𝗲𝘁𝘁𝗲𝗿 𝗿𝗼𝗹𝗲 𝗮𝘀 𝘆𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝘀𝘁𝗲𝗽. A few months back I had an experienced (2 or so years) student who'd been closing for most of that time take a setter role. She took it as the role was attached to a company that she felt was A-grade / a long term play for her. They were only open to starting her as a setter and then - on performance - ascending her to closing. So she did that, dominated as a setter and soon ascended to closing (where she's doing great!) And the role is A-grade and a long termer for her so her instincts were right... Yesterday I spoke with a fellow sales pro and I encouraged him to be open to this approach too. The role he closes on is fizzling out at the moment and I was able to introduce him to an A-grade industry person who has some setter roles available. I told him of the student mentioned above an also said "better to align with an A-grade role / person - even at the bottom as a setter - and then quickly ascend over staying closing on a C grade role with little prospects"... As a closer you should be well versed in setting. Why? Well, it builds out your experience and competency. It allows you to take full stack roles with confidence. And, it can both be lucrative (there are many setters who can do 8-10K per month) and an entry point into A-grade offers (that wouldn't consider you as a closer). I worked on a Bizop offer for 2.5 years from 2021 to 2023 and I did both the setting and the closing and it was great! It gave me a sense of control - keeping it all in-house - and that enabled me to both make more sales and waste way less time (I DQ'd all the unsuitables at the set call level and primed all the suitables for the close call). It's not a "loss" of ego to set once you've been closing. It's actually a "gain" when you flesh out your skillset and set yourself up to get into better positions on better offers.

𝗜𝘁 𝗿𝗲𝗮𝗹𝗹𝘆 𝗶𝘀 𝗿𝗶𝘀𝗸𝘆 𝘁𝗼 𝗯𝗲 𝗼𝗻 𝗼𝗻𝗲 𝗼𝗳𝗳𝗲𝗿 𝗼𝗻𝗹𝘆 𝗮𝘀 𝗮 𝟭𝟬𝟵𝟵 𝗰𝗼𝗺𝗺𝗶𝘀𝘀𝗶𝗼𝗻 𝗼𝗻𝗹𝘆 𝘀𝗮𝗹𝗲𝘀 𝗽𝗿𝗼. Just recently I spoke with a fellow pro who - in recent weeks - has gone from being the only sales pro on his offer to now one of a few. He's gone from getting all the leads to now sharing them. And to make matters worse, the lead flow has really dropped. So he's gone from feast to famine... And now he's nervous. Income has dropped and things feel uncertain. Can he still make that offer work? Maybe but we don't know... I told him that he needs a more diverse strategy. He's not an employee, he's not earning a base and he need not "owe them" or give them 100% exclusivity of his time and focus. Yes stay on that role but gain a second one and fast. And then allocate his calendar to where the current opportunity is. I worked 2 or 3 offers simultaneously for about 4 years. It worked for me as a 1099 commission only sales pro. I was always where the opportunity was and was able to keep all clients happy simultaneously. As offer A got busier they got more of my time. When that dropped and offer B got busier then they got more of my time. I moved with the market making it appeal to my self interest (to be where the opportunity is and maximize my earnings) whilst appealing to the clients self interest too (I didn't demand X amount of leads per week from them and I could always service what they sent). We chose this remote 1099 commission only existence for many reasons over choosing an employee-like existence. Typically we chose if for a combination of maximizing upside earnings with a greater freedom, control and flexibility. Having 2 roles simultaneously taps into those appealing factors. Most of my best students have always done this and I sure do encourage it to all I work with. I currently work just with one client on one account selling their offer as I have the coaching program too. However if I went 100% back into "just" selling then I'd have 2-3 accounts without a doubt!

Woke up to this message today from a student only 21 or so days in the Group Training Program. 21 days in however he's doing the work and making big changes already. Results (this week) - 4 x 50K deals. Deals he says "the old him" would not have gotten. Deals where they now ask to buy from him. Asking to buy from him over "him selling to them" or "hard closing them"... Why? Well from the prospects ends it appeals to their self interest to buy and the sales pro now makes it both easy and desirable to want to work with him. So they ask to buy. Making 200K sales in a week (that you perhaps would not have gotten as recently as 22 days ago) is a huge game changer. It's the difference between 20-30K commission earned (in a week) and not (and my god that's a lot of money for 5 days work!!). It's the difference (perhaps) between keeping your job and not. It's the difference between sitting with the pack (fellow sales pros) and ascending away from them to much higher levels. Plus if you truely believe in the transformative power of your offer - which you should! - thats 4 new people you got to help start their "next version" journey. Good times! And this is just the beginning. This student now no longer triggers fiction (unintentionally) with his prospects. He now knows how to work with them, to open them up and to take them on a journey where they ask to buy from him. So there'll be a lot more of this for him. And for the other students doing the work too!

Hiya everyone ! Im Hema (pronounced - hee-mah). I just got started with @Michael Dunlevy trainings in this community, which was suggested by a good friend of mine and who is also my peer and Michael's current student. I just wanted to share my takeaways from the RM>CM training that I just finished, hoping to embody what I learnt today for rest of my life (and to my grave). - do not try to sell to everybody, not everybody is sellable. If a sale lives inside it will reveal itself and it will come out for the right reasons with right questions. - Play your sales call like a game - make it fun and stimulating (never had this perspective) - Make them realise their Current situation rather than telling them - belief seals the deal - do not objectify every prospect as your next meal ticket which makes you loose your credibility 👏🏻👏🏻👏🏻👏🏻👏🏻 love this mindset - tap into your endless curiosity - tap into your desire to collaborate and discover - make better sales and waste less time. - talk the same way in real life as you do in sales calls, there should be no disconnect where you have to become a caricature on a sales call , create a positive feedback loop. ( a simple yet powerful tool) - all sales are emotional it’s not about what it is, it’s about how you feel what it is. To get there ask them right questions. Get there in a different way but not unethical that makes you feel icky. Open ended neutral questions to use - “well xxx you know your situation better than I do, what do you think is the right path forward here for someone like your in a situation like this?” - a very neutral question that delivers with better intent. @Michael Dunlevy thank you and now im part of your fan list.