WEBVTT

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And I've had this happen before.

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It's like, I don't have my wallet with me.

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And I can't say the amount of times

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of people are like, all right, I'll go get it.

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Welcome to the Jim Secrets Podcast,

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where you talk about how to get more customers,

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how to make more per customer, and how to keep them longer.

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And the many failures and lessons

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that we have learned along the way,

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I hope you enjoy and subscribe.

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Good morning, everyone,

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and we guys are having a great start to your week.

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I wanted to give you something super tactical today.

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This probably will be only a couple minutes.

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But I just got off the phone training sales team

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for in-person sales, and they were closing trials.

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And so they're like, what if someone says

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that they didn't bring their wallet

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or they left their card at home?

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How do I overcome that?

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And so the big one is,

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virtually no human actually leaves their card at home.

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So that's the first thing is you have to just say,

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no one actually leaves their home with other credit cards.

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They don't, and not like 10% or 20%

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like how many times have you left your house without your wallet?

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Like one in, I mean, like twice a year,

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you know what I mean, it doesn't make sense, right?

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So you have to have that conviction first

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that that's not true at all, right?

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And so there's some easy things that you can do

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to overcome that.

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The first one is whenever you are transitioning

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to the clothes where you're like,

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hey, so you want to do it, they're like, awesome.

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That's where you can just say great.

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So it's need your ID, right?

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You just, just your hand, you're like, I need your ID.

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And so at that point, you're not asking for their credit card.

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And so most people will take out their wallet

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or they'll take their purse out and they'll put it on the bench

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and then they'll usually take the wallet

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out of the purse if it's a girl.

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This is a guy that'll take his wallet out, right?

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When that happens, they can't say they forgot their wallet,

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but you ask for something that was in their credit card.

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And so you do this for a couple of reasons.

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One, you should ask for their ID

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so that you can make sure that the info's correct, right?

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And you can also have some bench.

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Oh, you're from, you know, you're from Pomona in a way,

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you know, me too, I used to live around there,

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blah, blah, blah, blah, blah, blah, right?

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And so as you're making small talk,

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and then after that, it's like, awesome.

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You just need to know whatever card you want to use.

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And so you take the card and you hand it back to them

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and you can gesture towards their wallet, so awesome.

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And it's kind of like you're like, I'll trade you, right?

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And so when you do that, it makes it seem super low key.

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And you should be keeping the conversation going during

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this happening and it should feel really low key.

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Now at this point, if you're doing like a trial,

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for example, this is where someone's like,

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they might say like, oh, I thought it was free,

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but like, why don't you put my card down?

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And that's where I'm telling you,

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and I've said this before, but I'll say it again,

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because we need to be reminded more than we need to be taught.

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You just say, it's how we've always done it.

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And you just a super low key about it.

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And like, yeah, this is always how we've done it.

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Great, and you just keep going and be like,

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do you have the card you want to use?

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Or which card you want to use, it doesn't matter, right?

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And just like that, you can gesture back to them.

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So asking for that ID first, that's what gets them

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to take the wallet out, that way they can't say

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they forgot their wallet.

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And then right there, you can gesture towards it,

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because then it'd be ridiculous to them to say

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that they don't have the wallet.

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Now if they say, I don't have the card that I want to use,

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it's like, no worries, we'll just put a different card down.

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And then between now and the next time you come in

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on Monday or whatever, you can swap off the card.

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Fair enough, that way you can start at least

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and we can get you going.

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Okay, so just little easy things that you can do

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to help overcome the whole like, I forgot my wallet,

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I, you know, whatever.

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The other thing that sometimes happens is,

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real quick guys, if you can think about

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how you found this podcast, somebody probably tweeted it,

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told you about it, shared it on Instagram,

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or something like that.

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The only way this grows is through word of mouth.

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And so I don't run ads, I don't do sponsorships,

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I don't sell anything.

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My only ask is that you continue to pay it for,

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do whoever showed you or however you found out

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about this podcast that you do the exact same thing.

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So if it was a review, if it was a post, if you do that,

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it would mean the world to me and you'll throw

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some good karma out there for another entrepreneur.

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And I've had this happen before.

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It's like, I don't have my wallet with me, right?

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Now that's if I ask for the ID, all right?

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Now if that happens, then I'm like, where's your wallet?

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They're like, and I can't tell you the amount of time

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someone's like, oh, I left it in the car.

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I'll be like, girl, go get it.

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I was like, your workout starts now, right?

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Now, I have found it to be kind of sketchy.

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I've done it before where I actually walk out with them.

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But, you know, it's, you got to feel it

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if you have good rapport.

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This is where you can be like, man, I'll work out with you.

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Let's go do it together.

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I've been sitting all day anyways, let's go get it, right?

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And so that way, you can do that if you have the rapport.

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But the worst case is just be like, girl, go get it, right?

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I'm like, workout starts now.

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And you can make it a little bit of a joke.

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And I can't tell you the amount of times of people

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like, all right, I'll go get it, right?

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And or some people are like, I left my wallet

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in my car on purpose.

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I wouldn't sign up for something or whatever bullshit, right?

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And so just a couple of little tricks that you can use

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to overcome the, I forgot my wallet,

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I left it at home, et cetera,

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that you can use with your sales team today.

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So easy things, ask for the ID first,

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get them to take their wallet out,

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then swap your late ID for the wallet

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just or towards the wallet, get their info down first,

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always shrug and say, just how we've always done it.

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And you'd be amazing, you'd be like, oh,

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that's how they've always done it.

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And that way it also makes it seem like it's not

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a near control.

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You're like, just, you don't want to say policy

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because that'd be stupid, right?

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Just be like, just how we've always done it.

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And it means it shows precedence and social proof

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that other people have done the same thing.