WEBVTT 1 00:00:00.000 --> 00:00:02.240 Everyone to the Jim Secrets podcast. 2 00:00:02.240 --> 00:00:05.680 My name is Alex and I'm going to be your host for today. 3 00:00:05.680 --> 00:00:10.680 And we're going to be talking about how to sell to poor people. 4 00:00:10.680 --> 00:00:15.120 This is something that my good friend Russell Brunson 5 00:00:15.120 --> 00:00:18.400 and mentor, he always says, don't sell to broke people. 6 00:00:18.400 --> 00:00:21.040 And I agree with that. 7 00:00:21.040 --> 00:00:23.260 That being said, it's a stream of the Jim 8 00:00:23.260 --> 00:00:24.360 industry. 9 00:00:24.360 --> 00:00:27.680 A lot of times you're going to come face to face with someone 10 00:00:27.680 --> 00:00:30.520 who self reclaims himself as broke. 11 00:00:30.520 --> 00:00:35.880 So what do you do when you encounter this enchanted beast? 12 00:00:35.880 --> 00:00:37.000 All right. 13 00:00:37.000 --> 00:00:38.360 So the way that this works is there's 14 00:00:38.360 --> 00:00:39.880 a couple things that are, that are work. 15 00:00:39.880 --> 00:00:43.960 And I just want to point, this came to be because right now 16 00:00:43.960 --> 00:00:48.320 we have someone who's running our program in a market 17 00:00:48.320 --> 00:00:52.160 that we actually are like we, we ran it for them in our old model 18 00:00:52.160 --> 00:00:53.960 when we used to do done for you launches, right? 19 00:00:53.960 --> 00:00:55.440 Send to salesperson out. 20 00:00:55.440 --> 00:00:56.960 We turn on the advertisements. 21 00:00:56.960 --> 00:00:59.600 And then we would sell for the gyms. 22 00:00:59.600 --> 00:01:01.560 We now have the transition to do it done with you 23 00:01:01.560 --> 00:01:03.680 because it allows us to serve a lot more gyms a lot faster 24 00:01:03.680 --> 00:01:05.040 and the gyms end up making a lot more money 25 00:01:05.040 --> 00:01:06.520 rather than us taking all the money. 26 00:01:06.520 --> 00:01:08.400 So anyways, that is what we transition to. 27 00:01:08.400 --> 00:01:14.920 But this came up because the owner in question was like dude, 28 00:01:14.920 --> 00:01:16.280 everyone's broke. 29 00:01:16.280 --> 00:01:18.800 No one can afford this blah blah blah blah, right? 30 00:01:18.800 --> 00:01:24.240 And what's interesting is that we literally ran the same ads 31 00:01:24.240 --> 00:01:27.680 to the same audience, the same demographic. 32 00:01:27.680 --> 00:01:32.680 And I had my guy there and we generated 95,000 in sales 33 00:01:34.840 --> 00:01:38.160 in five weeks of new signings. 34 00:01:38.160 --> 00:01:41.960 And it's just, it's fascinating because broke mindset 35 00:01:41.960 --> 00:01:44.840 is not only of the people but of the person selling. 36 00:01:44.840 --> 00:01:47.320 And it's one of those things that's really, really hard 37 00:01:47.320 --> 00:01:48.520 to get out of, okay? 38 00:01:48.520 --> 00:01:50.040 Now I'm not going to be the one who's like, 39 00:01:50.040 --> 00:01:52.880 let's go up on this mindset because I do believe in that 40 00:01:52.880 --> 00:01:54.640 but it's not really tactical and that's something 41 00:01:54.640 --> 00:01:56.360 that's going to make you money right now, right? 42 00:01:56.360 --> 00:01:58.480 That's something that you kind of have to find on your own 43 00:01:58.480 --> 00:02:00.320 and it's really, really life changing. 44 00:02:00.320 --> 00:02:02.200 But that's not what we're going to talk about today. 45 00:02:02.200 --> 00:02:04.320 So we're going to talk about how do you sell to broke people? 46 00:02:04.320 --> 00:02:06.600 Now one of the number one things is that you have to have 47 00:02:06.600 --> 00:02:07.720 to make sure you're in your product, right? 48 00:02:07.720 --> 00:02:09.160 Because if you don't believe that your product 49 00:02:09.160 --> 00:02:11.760 is going to massively help this person 50 00:02:11.760 --> 00:02:13.600 and that you are genuinely the best in the market, 51 00:02:13.600 --> 00:02:15.040 then you should go and figure it away 52 00:02:15.040 --> 00:02:16.840 to become the Justin in the market 53 00:02:16.840 --> 00:02:20.360 and give yourself that level of confidence 54 00:02:20.360 --> 00:02:21.520 when you're talking to someone. 55 00:02:21.520 --> 00:02:23.760 And if you believe, genuinely, in your core, 56 00:02:23.760 --> 00:02:24.920 not what you just say you believe, 57 00:02:24.920 --> 00:02:29.000 but what you actually believe that you are going to best serve 58 00:02:29.000 --> 00:02:30.760 them and then you are not taking their money, 59 00:02:30.760 --> 00:02:33.320 that you are actually helping them better their lives 60 00:02:33.320 --> 00:02:34.880 and maybe even getting to a position 61 00:02:34.880 --> 00:02:36.280 where they are more confident. 62 00:02:36.280 --> 00:02:38.320 And they switch from a scarcity mindset to an abundance mindset 63 00:02:38.320 --> 00:02:39.840 that can be life changing and transforming. 64 00:02:39.840 --> 00:02:41.440 And if you don't see the value in that, 65 00:02:41.440 --> 00:02:43.240 then you might want to stop selling your product. 66 00:02:43.240 --> 00:02:44.160 But hopefully you do. 67 00:02:44.160 --> 00:02:46.160 So I'm going to assume that you do and I'm going to move on. 68 00:02:46.160 --> 00:02:48.840 Okay, one of the huge breakthroughs that I had was 69 00:02:48.840 --> 00:02:50.440 understanding that you can sell to anyone. 70 00:02:50.440 --> 00:02:51.640 Now, like I said, this is something 71 00:02:51.640 --> 00:02:53.400 that Russell would probably like kick me through saying, 72 00:02:53.400 --> 00:02:55.240 but here's my argument. 73 00:02:55.240 --> 00:02:56.080 Okay. 74 00:02:57.200 --> 00:02:59.880 People who are middle class well off have jobs, 75 00:02:59.880 --> 00:03:01.440 whatever, those are easy to sell too 76 00:03:01.440 --> 00:03:02.880 because obviously they have the money 77 00:03:02.880 --> 00:03:05.760 and that's an easy sale, right? 78 00:03:05.760 --> 00:03:08.280 Now what happens when someone says they don't have money 79 00:03:08.280 --> 00:03:11.840 or even more importantly, if someone walks into your facility 80 00:03:11.840 --> 00:03:14.320 and you have judged them as someone who does not have money, 81 00:03:14.320 --> 00:03:17.480 which is on you, not them because I genuinely believe 82 00:03:17.480 --> 00:03:20.880 that people who are, quote, poor, or, quote, broke, 83 00:03:22.960 --> 00:03:25.240 would really, really benefit from my services 84 00:03:25.240 --> 00:03:28.120 because I think that I can help them in a huge way 85 00:03:29.320 --> 00:03:31.680 by helping them control one aspect of their life 86 00:03:31.680 --> 00:03:33.480 that would lead into many, many others. 87 00:03:33.480 --> 00:03:37.560 And I've had people who we've signed up who were unemployed, 88 00:03:37.560 --> 00:03:39.120 they put it on a credit card 89 00:03:39.120 --> 00:03:41.920 and then lost 30 pounds in their first six weeks 90 00:03:41.920 --> 00:03:45.000 or whatever it was and then found themselves 91 00:03:45.000 --> 00:03:46.840 and then got a new job that paid three times 92 00:03:46.840 --> 00:03:48.680 as much as their old job because of the confidence, 93 00:03:48.680 --> 00:03:50.560 how they looked and how they felt. 94 00:03:50.560 --> 00:03:53.040 Okay, because those habits and that self-discipline 95 00:03:53.040 --> 00:03:54.640 and that willpower and their confidence 96 00:03:54.640 --> 00:03:55.640 trickled into the rest of their life. 97 00:03:55.640 --> 00:03:57.200 And I believe that truly. 98 00:03:57.200 --> 00:03:58.200 And I hope you do too 99 00:03:58.200 --> 00:04:00.200 and I think that's why a lot of us got into the fitness industry 100 00:04:00.200 --> 00:04:01.560 in general, okay? 101 00:04:01.560 --> 00:04:04.360 But in that moment, how do you sell to more people? 102 00:04:04.360 --> 00:04:06.960 And now this is my and this is my little hack, okay? 103 00:04:06.960 --> 00:04:08.960 And this is a belief, this is something that you can put 104 00:04:08.960 --> 00:04:11.240 in your mind that will help you get over this. 105 00:04:11.240 --> 00:04:13.920 One, I believe everyone deserves the opportunity 106 00:04:13.920 --> 00:04:15.600 to buy my services, okay? 107 00:04:15.640 --> 00:04:17.520 Here's a little story about that. 108 00:04:17.520 --> 00:04:22.360 A friend of my friends used to sell home smoke alarms, okay? 109 00:04:22.360 --> 00:04:23.480 Door to door. 110 00:04:23.480 --> 00:04:27.360 And he went in, he was invited in 111 00:04:27.360 --> 00:04:30.560 and he was talking to the wife of the household 112 00:04:30.560 --> 00:04:32.120 and they were talking about smoke alarms, 113 00:04:32.120 --> 00:04:33.600 but as soon as he came in, it seemed really, 114 00:04:33.600 --> 00:04:35.120 I mean, they invited him in. 115 00:04:35.120 --> 00:04:38.360 It seemed really evident that they weren't well off 116 00:04:38.360 --> 00:04:40.800 at least by the surroundings that he saw in the house. 117 00:04:40.800 --> 00:04:42.640 And he was talking to the husband and he said, 118 00:04:42.640 --> 00:04:44.800 all right, well, you know, I wish you guys a great day 119 00:04:44.800 --> 00:04:47.280 and then you tried to go on his way. 120 00:04:47.280 --> 00:04:49.440 And as you're walking out the door 121 00:04:49.440 --> 00:04:51.040 and walking down the street on the sidewalk, 122 00:04:51.040 --> 00:04:53.240 the husband comes outside and starts chasing you 123 00:04:53.240 --> 00:04:54.240 and yelling at him and saying like, 124 00:04:54.240 --> 00:04:56.960 what, you don't think that I'm good enough? 125 00:04:56.960 --> 00:04:58.560 You don't think I'm rich enough to deserve 126 00:04:58.560 --> 00:04:59.560 to protect my family? 127 00:04:59.560 --> 00:05:01.520 Like what a smoke alarm, like you think I'm that poor 128 00:05:01.520 --> 00:05:03.280 that I can't afford that, right? 129 00:05:03.280 --> 00:05:04.840 Like how dare you, okay? 130 00:05:04.840 --> 00:05:07.360 And it was because that salesman had been a judgment 131 00:05:07.360 --> 00:05:09.720 on the individual and not even pitched them. 132 00:05:10.720 --> 00:05:12.880 Real quick, guys, if you can think about 133 00:05:12.880 --> 00:05:16.040 how you found this podcast, somebody probably tweeted it, 134 00:05:16.040 --> 00:05:17.960 told you about it, shared it on Instagram 135 00:05:17.960 --> 00:05:19.200 or something like that. 136 00:05:19.200 --> 00:05:21.640 The only way this grows is through word of mouth. 137 00:05:21.640 --> 00:05:23.880 And so I don't run ads, I don't do sponsorships, 138 00:05:23.880 --> 00:05:24.880 I don't sell anything. 139 00:05:24.880 --> 00:05:27.280 My only ask is that you continue to pay it forward, 140 00:05:27.280 --> 00:05:29.760 whoever showed you or however you found out about this podcast 141 00:05:29.760 --> 00:05:31.160 that you do the exact same thing. 142 00:05:31.160 --> 00:05:33.720 So if it was a review, if it was a post, 143 00:05:33.720 --> 00:05:35.080 if you do that, it would mean the world to me 144 00:05:35.080 --> 00:05:36.240 and you'll throw some good karma out there 145 00:05:36.240 --> 00:05:37.480 for another entrepreneur. 146 00:05:38.480 --> 00:05:41.760 So how many times have you, when you've been selling someone 147 00:05:41.760 --> 00:05:42.920 given them a half-hearted pitch 148 00:05:42.920 --> 00:05:44.760 because you felt like they were gonna say no? 149 00:05:44.760 --> 00:05:45.920 Well, obviously they're gonna say no 150 00:05:45.920 --> 00:05:47.880 because of what you, because you basically, 151 00:05:47.880 --> 00:05:49.160 there's ways of asking questions 152 00:05:49.160 --> 00:05:51.600 where you already tell them what answer you want, right? 153 00:05:51.600 --> 00:05:54.200 You can say it with your tone, your body language, et cetera, 154 00:05:54.200 --> 00:05:56.280 where you're like, well, you want to sign up? 155 00:05:56.280 --> 00:05:58.480 That's basically saying, please don't sign up, 156 00:05:58.480 --> 00:05:59.560 I'm not expecting you to sign up, 157 00:05:59.560 --> 00:06:01.880 I'm giving you an easy out, right? 158 00:06:01.880 --> 00:06:04.520 Versus like, you ready to take the last spot and do this? 159 00:06:04.520 --> 00:06:05.720 Like all of a sudden they're like, oh wow, 160 00:06:05.720 --> 00:06:07.360 he's really asking me, he really thinks that. 161 00:06:07.400 --> 00:06:09.640 And a lot of times we self-sabotize our own sales 162 00:06:09.640 --> 00:06:12.640 because we believe that that person is poor or broke, 163 00:06:12.640 --> 00:06:14.040 not because of anything that they said, 164 00:06:14.040 --> 00:06:15.520 but because of our own judgments, 165 00:06:15.520 --> 00:06:16.840 because of our own mindset, 166 00:06:16.840 --> 00:06:19.600 there's nothing to do with them, all right? 167 00:06:19.600 --> 00:06:23.960 So the main one, how do you get around there? 168 00:06:23.960 --> 00:06:26.760 So for me, one first belief is that everyone deserves 169 00:06:26.760 --> 00:06:29.520 the opportunity to buy my products and services, 170 00:06:29.520 --> 00:06:31.560 incorporate that into your brain, okay? 171 00:06:31.560 --> 00:06:33.240 Everyone deserves an equal chance, 172 00:06:33.240 --> 00:06:34.800 everyone deserves an equal pitch, 173 00:06:34.800 --> 00:06:37.040 everyone deserves an equal amount of enthusiasm 174 00:06:37.040 --> 00:06:39.240 in that pitch so that they have the opportunity, 175 00:06:39.240 --> 00:06:41.240 say yes and change their life, okay? 176 00:06:41.240 --> 00:06:44.200 Maybe, I'll bet you that, Dr. Rodor salesman, 177 00:06:44.200 --> 00:06:46.560 if he, if that house had burned down and some, 178 00:06:46.560 --> 00:06:48.960 and God forbid, something bad had happened, 179 00:06:48.960 --> 00:06:50.360 he would have felt horrible 180 00:06:50.360 --> 00:06:54.200 about not selling his ass off in that sale, okay? 181 00:06:54.200 --> 00:06:55.160 You have to believe in your product 182 00:06:55.160 --> 00:06:57.640 and that's something that saves lives, right? 183 00:06:57.640 --> 00:06:59.440 And he didn't do it because he felt they were too poor, 184 00:06:59.440 --> 00:07:01.320 because he lost sight of what he was trying to do, 185 00:07:01.320 --> 00:07:03.360 which is save lives, okay? 186 00:07:03.360 --> 00:07:06.160 So that's story number one to reinforce belief number one, 187 00:07:06.160 --> 00:07:08.280 which is everyone deserves the opportunity to buy, 188 00:07:08.280 --> 00:07:11.080 equal opportunity, but equal opportunity seller, okay? 189 00:07:11.080 --> 00:07:16.200 The second one, and I think this one's even more profound, 190 00:07:16.200 --> 00:07:18.520 is that, and this is kind of like a mindset house, 191 00:07:18.520 --> 00:07:20.640 but rich people, middle-class people, 192 00:07:20.640 --> 00:07:24.120 people which I would say can afford my product and service, 193 00:07:24.120 --> 00:07:24.960 right? 194 00:07:24.960 --> 00:07:27.280 Now, quote, quote, quote, quote, quote, quote, quote, quote, 195 00:07:27.280 --> 00:07:30.800 broke people, the reason that I believe 196 00:07:30.800 --> 00:07:34.080 that those people are poor or are broke, 197 00:07:34.080 --> 00:07:35.280 if they are indeed poor or broke, 198 00:07:35.280 --> 00:07:38.720 not just off of a judgment, is that they are very poor, 199 00:07:38.720 --> 00:07:40.720 they don't know how to manage their money. 200 00:07:40.720 --> 00:07:42.480 They're not very good at it, right? 201 00:07:42.480 --> 00:07:44.720 And usually it's that people who just kind of low money 202 00:07:44.720 --> 00:07:47.240 don't have discipline in that aspect of their life. 203 00:07:47.240 --> 00:07:49.360 And so you have to think about it. 204 00:07:49.360 --> 00:07:53.520 If that person is not disciplined in their spending, right? 205 00:07:53.520 --> 00:07:58.520 Then it should be easier to acquire their dollars, 206 00:07:59.960 --> 00:08:02.040 not harder, easier, right? 207 00:08:02.040 --> 00:08:02.960 Think about it. 208 00:08:02.960 --> 00:08:04.640 If they are poor, because they spend all their money, 209 00:08:04.640 --> 00:08:06.200 they spend all their last dollars, 210 00:08:06.200 --> 00:08:07.960 then there is no reason that they should not spend 211 00:08:07.960 --> 00:08:09.240 their last dollar with you. 212 00:08:09.240 --> 00:08:12.840 And I believe that, because I believe that you can fix them, 213 00:08:12.840 --> 00:08:14.440 and I can't fix them, you know, your savior, 214 00:08:14.440 --> 00:08:18.160 but you can lead them to a place of abundance, 215 00:08:18.160 --> 00:08:20.120 to a place where they can transform their lives 216 00:08:20.120 --> 00:08:22.280 through your program, et cetera, okay? 217 00:08:22.280 --> 00:08:24.320 And so to wrap this up, 218 00:08:24.320 --> 00:08:25.640 because I'm trying to keep these short, 219 00:08:25.640 --> 00:08:27.360 the two main beliefs that you need to break, 220 00:08:27.360 --> 00:08:30.760 are one that you don't sell to everyone equally. 221 00:08:30.760 --> 00:08:31.600 You need to sell. 222 00:08:31.600 --> 00:08:34.200 You need to be an equal opportunity salesman. 223 00:08:34.200 --> 00:08:36.080 You need to sell to every single person. 224 00:08:36.080 --> 00:08:38.880 And so you mean it, and so you really want to have them. 225 00:08:38.880 --> 00:08:41.080 Okay, and you really, really want to help them. 226 00:08:41.080 --> 00:08:42.640 Because if that person who walked in, 227 00:08:42.640 --> 00:08:44.000 who was quote, poor in your mindset, 228 00:08:44.000 --> 00:08:45.120 and you did not try to sell them, 229 00:08:45.120 --> 00:08:47.360 has a heart attack next week, who's that on it? 230 00:08:47.360 --> 00:08:48.840 Well, hopefully they don't do it at your gym. 231 00:08:48.840 --> 00:08:52.080 Anyways, forget that, but you know what I'm saying here, 232 00:08:52.080 --> 00:08:53.560 right? 233 00:08:53.560 --> 00:08:55.880 You would never want something like that bad to happen 234 00:08:55.880 --> 00:08:58.520 to them because they did not take the opportunity 235 00:08:58.520 --> 00:09:00.320 by your service because you didn't sell hard enough. 236 00:09:00.320 --> 00:09:02.920 Second one is that quote, broke people, quote, 237 00:09:02.920 --> 00:09:05.080 quote people are broke because they do not manage 238 00:09:05.080 --> 00:09:06.960 their money and they spend it and they blow it 239 00:09:06.960 --> 00:09:08.640 and they don't, they're not disciplined. 240 00:09:08.640 --> 00:09:12.160 So you should have an advantage, not a disadvantage 241 00:09:12.160 --> 00:09:14.960 in the sale because that person is more likely 242 00:09:14.960 --> 00:09:16.480 to give you their money. 243 00:09:16.480 --> 00:09:19.880 So take those home, consider them true on them. 244 00:09:19.880 --> 00:09:21.680 And then the next time you have a sales consultation 245 00:09:21.680 --> 00:09:23.400 and that person walks in the door and you're like, 246 00:09:23.400 --> 00:09:26.120 oh man, they don't look like they have anything. 247 00:09:26.120 --> 00:09:27.560 Do not judge them. 248 00:09:27.560 --> 00:09:30.160 Give them an equal opportunity to buy your product 249 00:09:30.160 --> 00:09:32.840 and understand that you may even have an advantage 250 00:09:32.840 --> 00:09:37.000 in the conversation because they're more likely to buy 251 00:09:37.000 --> 00:09:39.040 because they don't have the skill set to save. 252 00:09:39.040 --> 00:09:40.280 No, all right. 253 00:09:40.280 --> 00:09:42.600 So I know this one's a little bit raw. 254 00:09:42.600 --> 00:09:44.040 I just want to be like truthful with you. 255 00:09:44.040 --> 00:09:46.360 This is these are the things that I told myself 256 00:09:46.360 --> 00:09:49.280 that helped me sell and I hope they're useful for you. 257 00:09:49.280 --> 00:09:50.680 If you'd like to see how we get gyms 258 00:09:50.680 --> 00:09:53.920 from zero full capacity in 30 days, 259 00:09:53.920 --> 00:09:58.000 I would like you to opt into our beautiful case study 260 00:09:58.000 --> 00:09:58.840 little thing. 261 00:09:58.840 --> 00:10:03.240 It's gymlaunchsecrets.com forward slash quiz 262 00:10:03.240 --> 00:10:05.640 and on the thank you page, you'll have the opportunity 263 00:10:05.640 --> 00:10:07.240 to hop on the phone with us. 264 00:10:07.240 --> 00:10:08.960 We do not take money on the first phone calls. 265 00:10:08.960 --> 00:10:10.440 So leave your credit cards at home. 266 00:10:10.440 --> 00:10:12.840 We just want you to chat and see if our system 267 00:10:12.840 --> 00:10:14.480 would work for you. 268 00:10:14.480 --> 00:10:15.320 All right. 269 00:10:15.320 --> 00:10:16.520 Have an amazing, amazing day 270 00:10:16.520 --> 00:10:19.080 and I will catch you guys on this side.