WEBVTT 1 00:00:00.000 --> 00:00:00.840 Hello, everybody. 2 00:00:00.840 --> 00:00:03.320 I have my new walking desk and I'm super pumped about it. 3 00:00:03.320 --> 00:00:05.880 Anyways, and hopefully you can hear me better 4 00:00:05.880 --> 00:00:08.560 from this mic, so just let me know. 5 00:00:08.560 --> 00:00:10.920 But how to take money from broke people, 6 00:00:10.920 --> 00:00:12.960 which I apparently did in your stall at that later. 7 00:00:12.960 --> 00:00:15.000 But anyways, how to take money from broke people? 8 00:00:15.000 --> 00:00:17.320 And I want to use that title mostly 9 00:00:17.320 --> 00:00:19.520 because I figured it was incendiary. 10 00:00:19.520 --> 00:00:22.000 And people are like, can't take money from broke people. 11 00:00:22.000 --> 00:00:24.000 Well, I'm gonna give it to you. 12 00:00:24.000 --> 00:00:26.360 And so sales is really about taking money. 13 00:00:26.360 --> 00:00:29.040 So I wanted to basically talk about something 14 00:00:29.040 --> 00:00:32.400 that we hear all the time, which is my market is broke. 15 00:00:32.400 --> 00:00:33.240 My people are broke. 16 00:00:33.240 --> 00:00:36.400 People coming in don't have money, blah, blah, blah, blah, blah. 17 00:00:36.400 --> 00:00:39.120 And I wanted to tell you the story, 18 00:00:39.120 --> 00:00:41.520 but what we did with our sales team to fix that. 19 00:00:41.520 --> 00:00:44.240 So a couple of things. 20 00:00:44.240 --> 00:00:47.560 One, that is 100% of belief, right? 21 00:00:47.560 --> 00:00:51.840 For me, the belief that I adopted that transformed my life 22 00:00:51.840 --> 00:00:54.240 happened when I was in selling in the ghetto. 23 00:00:54.240 --> 00:00:56.120 And I mean, we're talking like downtown, 24 00:00:56.120 --> 00:00:58.280 hood of Washington, D.C. 25 00:00:58.280 --> 00:01:00.640 when I was selling as a done for you service. 26 00:01:00.640 --> 00:01:02.640 I fly out to someone's gym. 27 00:01:02.640 --> 00:01:05.920 And then I would sell 100 people at 500, 600 bucks ahead. 28 00:01:05.920 --> 00:01:08.160 And then I would keep the up for money to cut the back down. 29 00:01:08.160 --> 00:01:10.160 And I was in downtown D.C. 30 00:01:10.160 --> 00:01:13.440 And I was like, man, I was like, this is hood. 31 00:01:13.440 --> 00:01:15.440 I was like, and I started getting into my own head. 32 00:01:15.440 --> 00:01:17.320 I'm like, man, no one here's gonna have the money, 33 00:01:17.320 --> 00:01:18.480 blah, blah, blah, blah. 34 00:01:18.480 --> 00:01:20.880 And so then I was like, you know what? 35 00:01:20.880 --> 00:01:22.240 We're selling it for 600. 36 00:01:22.240 --> 00:01:23.560 And I'm gonna do it for more. 37 00:01:23.560 --> 00:01:27.240 And the belief that I had to adopt was the reason 38 00:01:27.240 --> 00:01:30.200 that people are broke is because they don't know 39 00:01:30.200 --> 00:01:32.440 how to hold on to their money, right? 40 00:01:32.440 --> 00:01:33.920 Which is true. 41 00:01:33.920 --> 00:01:35.400 The reason people are broke is because they don't 42 00:01:35.400 --> 00:01:36.560 how to hold on to their money. 43 00:01:36.560 --> 00:01:39.560 Which means that if someone's broke, 44 00:01:39.560 --> 00:01:41.240 they should be easier to sell 45 00:01:41.240 --> 00:01:43.600 because they're easier to convince the depart 46 00:01:43.600 --> 00:01:46.400 from their money than somebody who is wealthy. 47 00:01:46.400 --> 00:01:48.400 That's what made them up, right? 48 00:01:48.400 --> 00:01:49.680 And on the flip side of someone's wealthy, 49 00:01:49.680 --> 00:01:52.480 I'm like, then they got the money to afford, right? 50 00:01:52.480 --> 00:01:54.920 And so that was a fundamental belief for me 51 00:01:54.920 --> 00:01:57.560 that helped me dramatically increase the amount 52 00:01:57.560 --> 00:01:59.880 of clothes I had for people when I was like, man, 53 00:01:59.880 --> 00:02:01.000 I don't know if they have the money around them. 54 00:02:01.000 --> 00:02:02.240 So I'm like, well, then it should be easy. 55 00:02:02.240 --> 00:02:03.200 So someone walks in the door 56 00:02:03.200 --> 00:02:04.920 and I immediately start judging them. 57 00:02:04.920 --> 00:02:07.960 I'm thinking, oh, okay, it should be easy. 58 00:02:07.960 --> 00:02:09.760 And I'll get you all excited again, right? 59 00:02:09.760 --> 00:02:10.560 And then what do you know? 60 00:02:10.560 --> 00:02:15.280 We closed as many people as 600 as we did at 500 and 400. 61 00:02:15.280 --> 00:02:17.320 Because the biggest price that you have to break the chain 62 00:02:17.320 --> 00:02:19.400 is in your head, not in the consumer's head. 63 00:02:19.400 --> 00:02:21.640 They don't know what price supposed to be, right? 64 00:02:21.680 --> 00:02:22.960 That's the first thing. 65 00:02:22.960 --> 00:02:25.200 Second thing about how to sell or take money 66 00:02:25.200 --> 00:02:26.800 for broke people. 67 00:02:26.800 --> 00:02:28.200 When we had our mobile sales team, 68 00:02:28.200 --> 00:02:29.560 so after I did that, I was like, okay, 69 00:02:29.560 --> 00:02:30.840 let's see if other people can do that. 70 00:02:30.840 --> 00:02:32.240 And so we had a whole sales team, 71 00:02:32.240 --> 00:02:33.440 so we had to know this. 72 00:02:33.440 --> 00:02:35.360 So you used to fly guys out to other people's gym 73 00:02:35.360 --> 00:02:39.360 as we had eight guys that would fly out for us. 74 00:02:39.360 --> 00:02:42.000 And then they would post up shop or they would sell, right? 75 00:02:42.000 --> 00:02:43.440 And I had to deal with the same issues with them 76 00:02:43.440 --> 00:02:45.520 about the broke mindset, et cetera. 77 00:02:45.520 --> 00:02:50.520 So it got so broken down because the guys would, 78 00:02:50.520 --> 00:02:52.440 just, you know, they just wanted to get the yes, right? 79 00:02:52.440 --> 00:02:54.400 Just like anyone, just like a gym owner would, 80 00:02:54.400 --> 00:02:55.640 they just wanted to get the yes. 81 00:02:55.640 --> 00:02:58.240 And so after one of the months early on, 82 00:02:58.240 --> 00:02:59.600 I looked and I was like, man, I was like, 83 00:02:59.600 --> 00:03:01.600 why are these deposits small? 84 00:03:01.600 --> 00:03:03.000 I was like, what is going on? 85 00:03:03.000 --> 00:03:05.400 And I looked through all the contracts that had come in 86 00:03:05.400 --> 00:03:09.760 and like 80% of them had like delayed first payments, 87 00:03:09.760 --> 00:03:12.320 all sorts of like horrible payment plans, that kind of got. 88 00:03:12.320 --> 00:03:13.800 And I was like, this is not gonna cut it. 89 00:03:13.800 --> 00:03:15.160 This is not gonna pair of bills, right? 90 00:03:15.160 --> 00:03:17.720 And so I called the sales team up 91 00:03:17.720 --> 00:03:19.720 and we have our our normal daily tech. 92 00:03:19.720 --> 00:03:23.480 And I was like, guys, like, no more payment plans. 93 00:03:25.680 --> 00:03:26.840 Real quick, guys, if you can think about 94 00:03:26.840 --> 00:03:28.400 how you found this podcast, 95 00:03:28.400 --> 00:03:30.920 somebody probably tweeted it, told you about it, 96 00:03:30.920 --> 00:03:33.160 shared it on Instagram or something like that. 97 00:03:33.160 --> 00:03:35.600 The only way this grows is through word of mouth. 98 00:03:35.600 --> 00:03:37.880 And so I don't run ads, I don't do sponsorships, 99 00:03:37.880 --> 00:03:38.880 I don't sell anything. 100 00:03:38.880 --> 00:03:41.240 My only ask is that you continue to pay it forward, 101 00:03:41.240 --> 00:03:43.000 whoever showed you or however you found out 102 00:03:43.000 --> 00:03:45.160 about this podcast that you do the exact same thing. 103 00:03:45.160 --> 00:03:48.280 So if it was a review, if it was a post, if you do that, 104 00:03:48.280 --> 00:03:49.080 it would mean the world to me 105 00:03:49.120 --> 00:03:50.200 and you'll throw some good karma out there 106 00:03:50.200 --> 00:03:51.320 for another entrepreneur. 107 00:03:53.320 --> 00:03:57.160 I was like, it's either it's 250, 250, 14 days or now. 108 00:03:57.160 --> 00:03:58.320 I was like, or nothing. 109 00:03:58.320 --> 00:03:59.520 Like if you sell them great, 110 00:03:59.520 --> 00:04:01.400 but you're not getting commission on it. 111 00:04:01.400 --> 00:04:05.360 And then overnight, don't want payment plans. 112 00:04:05.360 --> 00:04:06.800 Same closing percentages. 113 00:04:06.800 --> 00:04:08.800 As the only thing is is if you give yourself 114 00:04:08.800 --> 00:04:11.760 the opportunity, if you give yourself that out 115 00:04:11.760 --> 00:04:13.840 of like, well, maybe I could drop them down to this 116 00:04:13.840 --> 00:04:15.760 or maybe I could give them this other offer 117 00:04:15.760 --> 00:04:18.760 or maybe I could split into these types of payments. 118 00:04:18.760 --> 00:04:20.880 Almost invariably, the only person 119 00:04:20.880 --> 00:04:23.000 that you're convincing in your own head is you. 120 00:04:23.000 --> 00:04:24.680 It's not affecting the prospect. 121 00:04:24.680 --> 00:04:26.240 That's why so many people, if you see them and say, 122 00:04:26.240 --> 00:04:29.160 I was like, I don't know if you've ever had this happen, 123 00:04:29.160 --> 00:04:31.840 but someone selling me something. 124 00:04:31.840 --> 00:04:33.400 And then I asked you a question and they're like, 125 00:04:33.400 --> 00:04:35.000 you know, all we could just do this stupid thing 126 00:04:35.000 --> 00:04:37.720 and I was like, I mean, I didn't know that existed. 127 00:04:37.720 --> 00:04:39.160 I was gonna say yes to the other thing. 128 00:04:39.160 --> 00:04:41.000 I was just asking the question 129 00:04:41.000 --> 00:04:43.720 and then they just gave me something that's a third as much. 130 00:04:43.720 --> 00:04:46.960 And I was like, huh, how about that? 131 00:04:46.960 --> 00:04:48.280 And so sometimes you gotta catch yourself 132 00:04:48.280 --> 00:04:49.840 like, are you doing that? 133 00:04:49.840 --> 00:04:52.960 And the final piece about how to take money 134 00:04:52.960 --> 00:04:56.680 from broke people is that you have to genuinely believe 135 00:04:56.680 --> 00:04:59.320 that their life is gonna massively improve 136 00:04:59.320 --> 00:05:03.520 by having fitness and discipline and consistency 137 00:05:03.520 --> 00:05:07.080 and somebody who loves on them every day in their life, right? 138 00:05:07.080 --> 00:05:08.440 You have to believe that. 139 00:05:08.440 --> 00:05:10.160 And if you do believe that, 140 00:05:10.160 --> 00:05:12.200 then you can really transform someone's life. 141 00:05:12.200 --> 00:05:15.360 I mean, I've seen, I've had a girl come in, 142 00:05:15.360 --> 00:05:19.360 put the entire thing on a credit card, right? 143 00:05:19.360 --> 00:05:23.200 And then lose a hundred pounds, get a new job, 144 00:05:23.200 --> 00:05:24.320 transform her life. 145 00:05:24.320 --> 00:05:26.160 And you just have to believe that this is gonna be 146 00:05:26.160 --> 00:05:27.280 that person, right? 147 00:05:27.280 --> 00:05:29.000 And this is a girl who had no money. 148 00:05:29.000 --> 00:05:30.920 And then because of that, had the confidence 149 00:05:30.920 --> 00:05:32.560 and then was able to move on and start like, 150 00:05:32.560 --> 00:05:35.480 it became the cornerstone that she built her routine off of. 151 00:05:35.480 --> 00:05:37.680 Was the first thing she does the more she comes to gym, 152 00:05:37.680 --> 00:05:38.520 right? 153 00:05:38.520 --> 00:05:39.520 She comes to gym and after that, 154 00:05:39.520 --> 00:05:41.520 she goes and she does her, her intentions in the car. 155 00:05:41.520 --> 00:05:43.240 And she listens to an audio book, right? 156 00:05:43.240 --> 00:05:44.880 And so it's like, you're building this lifestyle 157 00:05:44.960 --> 00:05:46.480 of these people so they can improve themselves. 158 00:05:46.480 --> 00:05:49.280 And this is just one aspect of that improvement. 159 00:05:49.280 --> 00:05:51.840 So how did take money from broke people? 160 00:05:51.840 --> 00:05:53.960 First, you gotta believe that they're gonna be 161 00:05:53.960 --> 00:05:55.040 better off from it. 162 00:05:55.040 --> 00:05:57.080 Second, you have to believe that they're bad at managing 163 00:05:57.080 --> 00:05:58.320 their money, which is why it's gonna be easy 164 00:05:58.320 --> 00:05:59.800 for you to get it from them. 165 00:05:59.800 --> 00:06:02.760 All right, third, you don't need to make payment plans 166 00:06:02.760 --> 00:06:04.480 and always try and downsize stuff all the time. 167 00:06:04.480 --> 00:06:07.360 Because a lot of times, objections are just questions. 168 00:06:07.360 --> 00:06:08.840 They're not actual obstacles. 169 00:06:08.840 --> 00:06:09.760 They're just curious. 170 00:06:09.760 --> 00:06:10.880 They're just wondering. 171 00:06:10.880 --> 00:06:12.400 It's not because they don't wanna buy. 172 00:06:12.400 --> 00:06:13.360 So you don't need to automatically start 173 00:06:13.360 --> 00:06:15.040 downsizing stuff from making payment plans. 174 00:06:15.040 --> 00:06:16.400 And don't keep yourself those options. 175 00:06:16.400 --> 00:06:17.560 Because if you do the only person 176 00:06:17.560 --> 00:06:19.880 you're hurting is yourself and not them. 177 00:06:19.880 --> 00:06:21.680 Cool, because at the end of the day, 178 00:06:21.680 --> 00:06:23.920 here's one really good one for you. 179 00:06:23.920 --> 00:06:26.640 For all my gym owners who have trainers at your gyms 180 00:06:26.640 --> 00:06:28.960 right now, who you know are broke. 181 00:06:28.960 --> 00:06:30.160 You're like, I pay you. 182 00:06:30.160 --> 00:06:31.360 You're like, I know you're broke. 183 00:06:31.360 --> 00:06:34.480 I know what you think, you're broke, right? 184 00:06:34.480 --> 00:06:37.880 How many of them do you see dropping $500, $600 a month 185 00:06:37.880 --> 00:06:41.240 on supplements, blue limit, other gym memberships, 186 00:06:41.240 --> 00:06:44.360 other swag, other stuff, workout programs, 187 00:06:44.360 --> 00:06:46.600 nutrition programs, coaching, right? 188 00:06:46.600 --> 00:06:48.880 How many of them have you seen do that? 189 00:06:48.880 --> 00:06:49.720 All of them. 190 00:06:51.000 --> 00:06:52.440 Why? 191 00:06:52.440 --> 00:06:54.720 Because it's a priority for them. 192 00:06:54.720 --> 00:06:57.240 So just never ever think that any of these people 193 00:06:57.240 --> 00:06:59.440 walking the door can't afford it. 194 00:06:59.440 --> 00:07:02.120 It's just like, it's just an easy reminder for yourself 195 00:07:02.120 --> 00:07:05.200 to look at your own staff and think, okay, 196 00:07:05.200 --> 00:07:08.720 if these guys are doing it, everyone has the money. 197 00:07:08.720 --> 00:07:10.400 Everyone has the money for whatever they want. 198 00:07:10.440 --> 00:07:13.120 I had a girl who used to just drive Uber two days a week 199 00:07:13.120 --> 00:07:14.240 so she could pay for a gym membership. 200 00:07:14.240 --> 00:07:15.960 There's always options, right? 201 00:07:15.960 --> 00:07:18.000 There's always ways to pay for them, right? 202 00:07:18.000 --> 00:07:20.120 It's just, can I really convince this person 203 00:07:20.120 --> 00:07:22.080 that I'm going to transform their life? 204 00:07:22.080 --> 00:07:23.360 And because they are broke, 205 00:07:23.360 --> 00:07:25.080 then I'm going to help them get out of that too 206 00:07:25.080 --> 00:07:26.600 because of these skills and the characteristics 207 00:07:26.600 --> 00:07:30.480 that they're going to learn as a part of our program, right? 208 00:07:31.800 --> 00:07:34.040 Broke people are easiest to take money from 209 00:07:34.040 --> 00:07:36.800 because they don't have good minds that surround them, right? 210 00:07:36.800 --> 00:07:39.240 So anyways guys, thanks so much for the day. 211 00:07:39.240 --> 00:07:40.080 I'm just super excited. 212 00:07:40.080 --> 00:07:41.480 I'm celebrating my fast Wi-Fi. 213 00:07:41.480 --> 00:07:43.200 I'm pumped about it and hopefully the audio 214 00:07:43.200 --> 00:07:45.600 was a little bit better with this mic. 215 00:07:45.600 --> 00:07:47.320 Give me a favor, if you're a like, 216 00:07:47.320 --> 00:07:48.960 take a friend, maybe your sales manager 217 00:07:48.960 --> 00:07:50.520 about how no one's broke. 218 00:07:50.520 --> 00:07:54.040 They were just broke of mine and not of wallets. 219 00:07:54.040 --> 00:07:55.520 All right guys, have an amazing day. 220 00:07:55.520 --> 00:07:58.640 Motivation Monday, nobody's broke Monday. 221 00:07:58.640 --> 00:08:00.040 I'll talk to you guys on the flip side. 222 00:08:00.040 --> 00:08:00.880 Bye.