How I’d get to $20k+/month in sales asap if I had to start over

追加: 2026-06-01

[00:00:00]So, go to the heads. If I had to start all over again in sales and I got the 20K a month of USD commissions in my pocket as soon as possible, what would I do?

[00:00:08]>> And here's exactly what I've done that.

[00:00:10]I got to 20K to 30K a month in commissions in my pocket USD in my first year in high-ticket sales. You don't have to work with anyone in the world.

[00:00:18]And I've done I've taught other people to do the same thing. So, people whether they're already in high-ticket sales, maybe people they're in a different industry like going to door-to-door or improvement tech sales, getting into tech sales, or people who had zero sales experience, they're in sales and get the 10K, 20K, 30K a month of commissions.

[00:00:32]And I've had people that text me, "Ron, you changed my life. I retired my girlfriend. I'm paying for my mother's mortgage." Which is a very beautiful thing. Which is a life-changing opportunity for a lot of people. Now, am I saying that you're going to do the same thing? No, I don't know your skill set. I don't know your work ethic. And if you want a guarantee, you should go flip burgers at McDonald's because they'll give you a guarantee, right? And so, the people who are willing to take bets where there's uncertainty, those are the people who get results that most people will never dream of.

[00:01:01]So, first thing what I would do, I'll pick an industry, right? Because even before we sell for a company, we got to choose which industry to go into, right?

[00:01:09]Now, I got into something called high-ticket sales, which is selling high-ticket, aka expensive, online education programs or services. That's what I did. I'd probably do the same thing. And the reason why is because there's other industries as well like this one door-to-door. You can sell tech sales B2B. You can do retail sales for a bunch of stuff. The reason why I wouldn't go to door-to-door is because now if I'm an 18-year-old with zero responsibility and I just I just go in, then maybe, right? But the thing is door-to-door obviously is stuck in a location, right? You're kind of stuck in your town and knocking doors, which is not bad for developing grit. It's fun, right? It's fun. And getting better at sales posture. You get you become savage at sales. But at this point in my life, I wouldn't do that because I want to be able to be anywhere in the world.

[00:01:54]Tech sales B2B is great. At the same time, sometimes you're stuck in an office and so a lot of tech sales reps have come to us. We want to make the transition to completely remote.

[00:02:03]Sometimes you're hybrid, sometimes in an office, sometimes not. As well, the deal cycles are a lot longer than the other industries. It can be 6 months long, 4 months long, 18 months long for a deal to close. What does that mean?

[00:02:15]Well, in order for you to start making commissions, it's going to take 6 months, 4 months, 80 months. I ain't got [ __ ] time for it.

[00:02:21]I want quick, right? Is it going to happen overnight? Maybe, maybe not, but I want speed, right? Which is why high-ticket sales typically is a shorter sales cycle. 1 to 7 days, typically.

[00:02:33]And the income ceiling is quite high.

[00:02:35]Okay?

[00:02:36]Income ceiling quite high. I mean, 10K, 20K a month in commissions is not anything crazy. There are people making making a lot more than that.

[00:02:42]So, that's the first thing. Second thing, is now we need a company to sell for, right? Now, how do we find the company to sell for? How do we get into it? That's the next step.

[00:02:51]I'll make a list. There's a couple things, right? What I wouldn't do is what most people do. I wouldn't start with cold calling random people on Instagram. "Hey, do you need a closer doing that sales stuff?" I will not do that. The reason why is because we first want to leverage our warm network first, right? Because once you become a sales rep, you'll learn to sell some, too.

[00:03:09]Do we start with cold calling right away, or do we start with getting referrals and our existing customer base first? Guess what happens.

[00:03:16]Of course not first, right? So, same thing.

[00:03:19]What I did was I had a warm network, James dude, sitting right there. I sent him a text.

[00:03:25]"Hey, bro, I'm trying to get into this.

[00:03:27]Can you help me out in an interview?"

[00:03:29]I said, "Yeah, bro, sure." And so, he helped me out with an interview, and then that was my first sales job that I'm ever grateful for.

[00:03:35]And so, if you have people that are already selling for a company that are making decent money, that's what I'll do first. Make a list, and then you go, "Hey, who do you know?"

[00:03:44]And obviously you got to make them look good, too, right? The reason why I'll think what June is referring me to the company is because what I what he told me later on was that he knew I had the work ethic. I didn't know how to sell quite yet, right? But at least knew he knew I was a workhorse. So, I wasn't going to make him look like [ __ ] That's the first right? We got to bring something to the table. Otherwise, you can't just expect all the other things, right? It's almost like a fat guy expecting to date a supermodel.

[00:04:10]I want to live in that world, but unfortunately the world doesn't work that way, right? So, at least I have work ethic to bring him.

[00:04:17]So, I'll make a list. That's the first.

[00:04:19]Referrals. Just like how referral customers are the easiest to close, same thing. Because the trust is there, the authority is there. That's the first.

[00:04:27]Number two, after that is a very underrated way that almost no one talks about is I'll make a list of all the [ __ ] I've bought, all the expenses I've bought, and see, "Hmm, could I become a sales rep for that company?"

[00:04:40]Right? And I bought a lot of [ __ ] At this point, I've invested almost similar to you guys, about 200k, 300k to different coaching programs, right?

[00:04:47]Sales programs, business programs, marketing, dating, fitness, personal development, you name it.

[00:04:52]So, if I didn't have to, then I would have made a list of that. Be like, "Hey, I'm trying to close for you guys."

[00:04:58]The The reason why this is effective is because a lot of companies prefer hiring sales reps from their EXISTING CLIENT BASE. WHY? Because they believe that, "Okay, they're more familiar with what we do. There's more trust built.

[00:05:09]They're more bought in." Things like that.

[00:05:12]So, if you guys ever bought something expensive, then I'll make a list, right?

[00:05:16]If I'm here, I would have been a sales rep. I don't know anybody I buy I bought [ __ ] from. I'll just call them. I'll just call them. "Hey, maybe your next top seller."

[00:05:23]That's what I'll probably do, right? So, I'll probably call my old sales guy and get free services. So, you're welcome.

[00:05:28]So, that's what I'll do. After that, I would go into like the cold calling, into YouTube, into Instagram, and start messaging different companies and booking demos with them.

[00:05:36]And I'd crank out the volume, right? As Grant Cardone says, volume negates luck.

[00:05:40]In the beginning, when we have pretty much nothing going on for ourselves in terms of our connections and our track record, the only thing we can make up with is sheer violent volume.

[00:05:52]We cannot be pretty.

[00:05:54]This is not the time to be pretty because again, I've got time.

[00:05:58]I want a better life myself now.

[00:06:01]For myself and the people I give a [ __ ] about.

[00:06:04]I'm not going to send out a little kid like two applications a day. I see sales people do this by the way, which is they think that oh, I'm sending out three applications a day.

[00:06:13]Brother, you have a track record. It's not taking much. You're going to have a great year, buddy.

[00:06:17]Right? So, violence here. Now, at this point, yes, you might have a good job or business you're working right now, which is fine. Make the time. It's as simple as that, right? So, people always say like, oh, I don't have I don't have time. Oh, when we say I don't have time, we're simply saying that I don't have time for that.

[00:06:33]Because can we all agree that if something's important to us, we prioritize it and make time for it?

[00:06:38]Yes or no?

[00:06:38]>> Yes.

[00:06:39]>> Of course, right? This goes for everything by the way. So, we can either say saving or doing what you were talking about, right? We can say, oh, you know, I can't doesn't matter what because I'm not feeling like I have the time. We can say like, you know what?

[00:06:47]That is the reason why you need to make the time.

[00:06:50]Same reason. Whether it be getting better sales or client calls. So, that's what I'll do. I will not quit my current job or whatever business I have right now if I'm looking to transition because I at least it's going to take a bit of time to let the world have some money coming, right? So, I need to pay bills.

[00:07:04]So, I'm going to have that, but I'm looking at the long term.

[00:07:07]So, I'm doing this to pay bills, invest in my own skill set.

[00:07:10]I do that and I'm going to start going on some interviews.

[00:07:13]Now, the common question that I was getting yesterday and a common question I get all the time is, "Bro, I don't have any track records.

[00:07:20]Why would anybody hire me?" That's a good question. So, I actually have a hierarchy of credibility, right? Imagine like a pyramid. On the top, you have track record.

[00:07:30]Track record meaning that, okay, how much cash did they collect? Have they been a top sales rep at the company?

[00:07:35]Well, the company can think of that. But if we're new, we probably don't have this. So, let's cross it off.

[00:07:40]Next one is skill set.

[00:07:41]But bro, like I I I haven't got any skill set. How do I get skill set? Well, go get trained.

[00:07:45]Invest in your own training.

[00:07:47]Now, am I saying this because I help people with this? I mean, yes or no.

[00:07:50]I'll do the same thing because that's exactly what I did. I invested money that I didn't have and I just learned from people.

[00:07:57]Right? That's exactly what I did. We either pay with money or we pay with time.

[00:08:03]Which one of those things are finite?

[00:08:06]Money or time?

[00:08:07]>> Time.

[00:08:08]>> Exactly. Cuz time, once it's gone, it's gone forever. Even while I'm talking right now and you guys hear me, yeah, we don't get this time back ever again, which is a scary thing. Money, once you have the skill set, you make that again and again.

[00:08:24]Again and again and again and again.

[00:08:26]Here's the thing.

[00:08:28]By the theme of this talk, people can take away all the money in your bank account. Maybe someone scams us for whatever. Hopefully it doesn't happen, but maybe they do.

[00:08:37]Someone can take away all our connections.

[00:08:40]But what can they not take away?

[00:08:42]>> Skills.

[00:08:43]>> Listen, how the [ __ ] can they take it away? Money they can take it away.

[00:08:47]Connections, fine, maybe they take it away.

[00:08:49]They can take away all the opportunities. But skills, nobody can ever ever take away from us once we have them.

[00:08:56]That is why skills is a very powerful and sales, as we talked about it, we talked about the whole you can.

[00:09:02]It's one of the highest value skills that you can have in business in your life, period.

[00:09:06]Period.

[00:09:08]So, going back to this, I get trained to have the skill set.

[00:09:12]Now, what's the scenario let's say our skill set's not there yet? Well, then the last thing that we can make up that with is character.

[00:09:20]Character, meaning that work ethic, coachability, those are the two big ones. Now, the problem is a lot of people say, "I'll work hard. I'll I'll work everybody." But can you demonstrate that?

[00:09:31]So, let's say we start going to interviews and they might say that, "Oh yeah, but you don't have any experience."

[00:09:37]So, the work ethic there's different things, right? I have people coming from all sorts of different backgrounds. If someone's been a door knocker, they want to get into high ticket sales because they want to spend more time with their family and have a more consistent income coming in from high ticket sales. Then I say, "Okay, cool. Well, let's let's just use everything you have right now, which is I have one student in particular his name is Joshua. Joshua was a door knocker. He was knocking doors selling home improvement products like roofs to homes in America.

[00:10:03]He was knocking 100 doors a day.

[00:10:05]And so, when he was getting on his first company in high ticket sales, remote high ticket sales, I said, "Okay, well, let's use that. You've been knocking 100 doors a day, so I mean, taking Zoom calls with people or calling people, warm leads, is piece of cake."

[00:10:18]And that's how he got his first company.

[00:10:20]Okay? So, at the time Joshua was making about 4K a month and his income was a little inconsistent and he had to spend a lot of time away from his family cuz he was knocking doors and away from his home all the time. Now, he sent me a text the other day, he made about 12K in commission just pure in his pocket, being able to stay at home and he said, "I beat this while I'm in my house. This is [ __ ] crazy."

[00:10:43]So, sometimes we forget that. It's a beautiful thing.

[00:10:46]So, we can do that. If somebody has no sales experience at all, cuz I've also had sales like that. I want to say his name is Owen.

[00:10:54]So, Owen before he was working at an oil rig. Who here knows what an oil rig is?

[00:10:59]Yeah. So, you guys imagine that. An oil rig is like you're in the middle of the [ __ ] ocean, you're about to [ __ ] die.

[00:11:05]It's manual labor. It's like you're working 18 hours a day, you're away from your family for 3 months at a time.

[00:11:10]It makes good money, don't get me wrong.

[00:11:12]I think Owen was making 8-10K a month at the time, but he was away from his family, very dangerous. He's seen like all the people at his company get injured. You could even die.

[00:11:20]He said, "Okay, I can't do this forever." But Owen, as you can imagine, being a manual laborer, all the work ethic in the world, a workhorse. So, he used that.

[00:11:30]So, when he was applying to the companies, I said, you should have shown them the oil rig jacket, the 30 hours jacket use while you're doing the manual labor. Show them that."

[00:11:39]To show that, "Well, I've been doing manual labor for 18 hours a day. Talking to people is easy."

[00:11:45]Oh, and by the way, he didn't have money to get my training. So, he actually worked an extra job to get money then got into the training.

[00:11:51]What happened was we're going to talk about the production company with the teacher. He made 14k or 20k in commissions in his pocket working for me. Spending more time with his dad.

[00:12:01]This about the four to five months after he was working at the oil rig job.

[00:12:05]So, again, it it can it can be very life changing for people.

[00:12:09]So, I told the interviewer First of all, I'll do homework on the company. This sounds like such common sense, but most people don't do this, which pains me.

[00:12:20]The standard of the industry, the standard in most people is so low, it is depressing.

[00:12:27]The standard is so low.

[00:12:30]And I know this because sometimes I place sales reps in the companies, and I'll take them through those interviews.

[00:12:36]They know nothing about the company THEY'RE INTERVIEWING FOR.

[00:12:40]HOW?

[00:12:42]HOW is this possible?

[00:12:43]This goes the same, by the way, if as a sales rep, and let's say you're taking a sales call with a business, well, let's look up the business.

[00:12:52]Right? For what it costs, about just 5 minutes of preparation that makes you look like a [ __ ] genius.

[00:12:57]Because you're shocked most people don't do that. The little bit of preparation.

[00:13:01]So, whenever you're going to a meeting, interview, or whatever it is, just take 5 minutes on the company. What do they stand for? What are they about? What are their clients? Da da da. Things like that.

[00:13:10]And I'll bring it up in the interview.

[00:13:12]Right?

[00:13:13]And the the the reason why, you know, this company I believe is a good company for me because I know you guys talked about I'm going to make something up that's transforming people's health.

[00:13:23]And I know about that, too, because I lost a bunch of weight that changed my life. Things like that.

[00:13:28]And so when the interviewer sees that, even if they have no experience, this guy at least tried.

[00:13:34]THE OTHER 20 GUYS, THEY didn't even try.

[00:13:38]They didn't even try. This guy tried.

[00:13:42]I like this guy.

[00:13:43]Right? You can also go to the interviewer's Instagram, social media, and you can bring up specific things.

[00:13:49]Right?

[00:13:50]I saw that you have a German Shepherd. I have a dog myself.

[00:13:54]It's all about likability, right?

[00:13:56]We're not talking about those fake rapport forcing.

[00:13:59]We're talking about genuine likability coming out. Those little things. I'll do that. Also, what's going to happen is the interviewer may give an objection.

[00:14:07]Just like how a prospect gives an objection on a sales call sales appointment. I got to think about it. I got to talk to my wife. That's a lot of money. Never seen anything like this.

[00:14:16]Same thing the interviewer may say, uh listen, you don't have enough experience.

[00:14:20]Uh sorry, you don't have $1 million cash collected. Uh sorry, we're going to look at other applicants and let you know.

[00:14:25]Now, at this point, what most people do is something called a premature ejaculation.

[00:14:31]Not premature ejaculation.

[00:14:33]Premature ejaculation.

[00:14:35]Meaning that they prematurely eject, aka prematurely hop off the interview as soon as they get that. They go, "Oh, okay. Well, thank you for your time." They hop off.

[00:14:46]Now, past follows earlier talking about not just being a savage.

[00:14:51]That's being nice.

[00:14:52]Oh, thank you for your time. That's being nice.

[00:14:55]Or maybe there's another guy.

[00:14:57]Another guy would have interviewed after that.

[00:14:59]They were not being nice.

[00:15:01]They kept trying to handle the interviewer's objection. Who has a better probability of landing that role if all else is equal?

[00:15:07]The second guy. Exactly. Because he at least tried, right?

[00:15:11]The first guy hopped off right away. We talked about yesterday we talked about dating psychology. My experience, let's say you're talking to a girl, right? This is what happens. This The term is from the dating world, too, by the way.

[00:15:22]Let's say talk to the girl. The girl's still there, but she's being a little one word answers. But she's still there.

[00:15:28]A lot of guys prematurely ejaculate and they walk away.

[00:15:31]But if I'm there, I just keep talking to her. She could leave. She could tell me to [ __ ] off and in that case I'll [ __ ] off. But I'm still there talking, she's still there talking. Eventually something's going to land. I will better probability.

[00:15:41]Right? Same thing here.

[00:15:44]So, I would handle the interviewer's objection, no matter what else it is. So they say, "Oh, we'll review your other applicants and let you know." Same thing. "Not a problem at all. Is there anything that you feel like I may not be a home run for you?"

[00:15:59]Cuz if you feel like I may not be a home run for you, then obviously we won't be getting one, by the way.

[00:16:03]So what does it do? We're isolating and clarifying their objection. It's the same thing.

[00:16:07]If a prospect says, "Yeah, I'm going to think about it and let you know." "No problem. What was the even going through your mind just to see if I can help?"

[00:16:15]Because when they say, "Let me think about it." or let When they say, "We'll review other applicants and let you know." We don't know what the real concern is.

[00:16:24]And so the problem with a lot of objection handling is that it's a lot of like war traps that sounds good in theory, but at the same time if we don't even know what an objection is, we cannot handle it. Cuz what's an objection? Objections are concerns.

[00:16:37]Right? And so "Let me think about it."

[00:16:39]Is Is Is that a concern? I don't know what their concern is. "We'll review other applicants." I don't know what their concern is. Cuz again, if they believe that I'm a home run, they'll be like, "When can you start?"

[00:16:48]That should be the answer when you begin.

[00:16:51]Does it go on a sales call? "How do I pay?"

[00:16:54]"When can you start?" It's the same thing. So there's clearly a concern. I'm giving them an opportunity to voice that answer.

[00:17:01]So first step is isolate, size up the problem, clarify.

[00:17:04]"Not a problem." First, not a big big deal. "Not a problem.

[00:17:08]What makes you feel like maybe I'm not the home run for you?"

[00:17:10]And they may say, "Well, listen. You've been a door to door guy, but you haven't had too much sales experience." "Well, listen. You don't have any sales experience at all.

[00:17:17]At that point, okay, the concern came out. Now, often times when you're on a sales call or an interview, what they word they say is not the real concern.

[00:17:27]There's a concern behind the concern.

[00:17:31]And so when they say, "Yeah, I don't know." What they're essentially saying is that they're not certain that I as a sales rep can come in and do the job.

[00:17:39]That is essentially what they're saying.

[00:17:40]Same thing on a sales call, the prospect says, "Oh, that costs too much." It's not that it costs too much, right? Even if it's $10,000 for a clunker, $10,000 but it was a Rolls-Royce, with Rolls-Royce, an $800,000 car, then they'll buy it. Clearly, there's uncertainty or lack of value, right? So if they say that, "Oh, you don't have any experience." Not a problem. I totally get that cuz I obviously don't have any experience. At the same time, could it be possible that someone with no experience could come in, as long as they're coachable and work hard, they could potentially at least have a probability of becoming one of the top sales reps?

[00:18:13]So we're asking them questions to seek out of their current belief, right? Because that's a possibility.

[00:18:19]I've seen it happen all the time, where someone has zero sales experience, they come into a company, then they become a top seller.

[00:18:25]So I'll do that. Also, this is human psychology 101, make it easier for them to say yes, make it more difficult to say no.

[00:18:34]It's all about the offer, right? On a sales call with a prospect, it's an offer. On an interview with a potential employer, that is an offer. So what offer can we make? Well, the reason why they're uncertain about a hiring of a sales rep is because, obviously, leads, are they free or do you people have to pay for leads?

[00:18:53]You have to pay for leads, right? Leads are not free.

[00:18:57]Which is why a lot of people are like, "We're reluctant about hiring sales reps, by the way."

[00:19:02]So what I'm going to do is, okay, listen, I get that. Right now I'm a bit newer, so it may be a risky move for you.

[00:19:09]So don't give me any booked calls, don't give me any newer How about I start with the older leads that are sitting in the CRM? Nobody's contacting them anyway, but I go in there and start calling them. And I'm going to dial them all day.

[00:19:22]And if I started there, would that be such a terrible idea?

[00:19:28]So, if you look at the closed, Chris Voss constant, go for it.

[00:19:32]It's easier for them to say no than to say yes.

[00:19:35]If I say like, "Will you give me a chance?"

[00:19:37]It's hard for them to say yes on that.

[00:19:39]But if I go, "Would that be like a complete terrible idea?" I know people used to roll like a pose or a guess.

[00:19:45]It's a bit too cliche, so I don't go there, but I think the same concept I would reward it. I mean, would that be such a bad idea if I did that?

[00:19:52]I would say it would be like a such a bad idea.

[00:19:54]I mean, well, at least every business has old leads sitting in the CRM somewhere. That's not a big deal. Every single business.

[00:20:02]So, I'm going to get my foot in the door. Will I still get no's? Maybe.

[00:20:06]I'm just going to sit there.

[00:20:08]I'm just going to sit.

[00:20:10]I didn't piss off a few people, that's fine.

[00:20:13]It's harder because when I was a top sales rep at the the top, you know, one of the biggest sales agencies because sales training companies, I got a lot of complaints, but you know what's interesting is the top sales reps were the ones that got the most amount of complaints or prospect complaints.

[00:20:28]It's fine. Now, I'm not condoning to go out there and get as many complaints.

[00:20:31]I'm not talking about that. It's just that top sales reps tend to be more persistent, right?

[00:20:36]And in the process of being more persistent, you're going to piss a few people off.

[00:20:41]That's just how it is.

[00:20:43]My content, I don't know if you guys saw my Instagram, very controversial. Even my speech yesterday, very controversial. Some people probably got pissed off and offended.

[00:20:53]And that is fine. We don't have to agree on everything. We don't have to be BFFs with everything.

[00:20:58]All I do is talk about other people who will get value as long as my intention is not to directly harm people.

[00:21:05]As long as we don't do that.

[00:21:07]>> First message you ever sent.

[00:21:08]>> What's that?

[00:21:09]>> First message you sent.

[00:21:10]>> My first Instagram message? Maybe I'll leave that to your imagination.

[00:21:14]Yeah.

[00:21:15]>> Same though. Same.

[00:21:15]>> It's a little bit of a pattern though, isn't it?

[00:21:17]>> Very good.

[00:21:17]>> It's a little bit of a pattern.

[00:21:18]>> Very good.

[00:21:19]>> What's that?

[00:21:20]>> I was actually going to ask you.

[00:21:22]>> Yeah, yeah. There you go. Exactly.

[00:21:23]>> Very good. Very good.

[00:21:24]>> It's better than being like, "Oh, another message."

[00:21:26]>> Very good.

[00:21:26]>> You know what I'm saying? We got to break the old pattern.

[00:21:28]>> Nice.

[00:21:28]>> So, going back to that So, basically here, I may burn a few people some, but I'd rather be persistent in the in the interview context, right? If they keep saying like, "Nah, nah, nah." I'm not going to take no for an answer, at least in the interview context. If it's, "Ah, no, we're not going to hire you." I'm just going to keep sitting there.

[00:21:45]Same thing. The girl can tell me to [ __ ] off. In that case, I'll I'll [ __ ] off.

[00:21:49]Until they tell me to [ __ ] off, I'm going to sit.

[00:21:52]Cuz I'm like, I'm not I don't have ego at this point. We don't want to have ego. We don't want to have shame. We don't want to have pride. We're trying to make [ __ ] happen, right?

[00:22:01]I I don't give a [ __ ] It's It's funny because Some of the newer sellers that I've trained, they go, "Ah, Brian, but you know, with that company, they're looking for $1 million cash collected, but I don't know if I'm good enough to apply."

[00:22:13]What's the worst they can offer?

[00:22:16]What's the worst they can offer? They ignore you?

[00:22:19]They say, "Hey, you don't have any experience." Over an email?

[00:22:24]That's it.

[00:22:26]I've had girls tell me [ __ ] off in person all the time.

[00:22:30]Hey, it's like it's nothing. In In America, when they did the door-to-door sales for pest control and solar, literally, people pull out guns.

[00:22:39]Not all the time, BUT I SEE IT ALL THE TIME. Cuz I have door-to-door sellers coming to me. Even the sellers or their colleague, they're knocking on the doors to try to sell solar. They'll sell a solar panel.

[00:22:48]They pull out guns in America.

[00:22:50]Sometimes they literally shoot them.

[00:22:53]Sometimes their crazy ass dog will come out there and bite them in the leg.

[00:22:57]And God knows what kind of disease they're going to catch. Again, it doesn't happen all the time. It does happen. Compared to that, what do we do?

[00:23:03]We click buttons and type in an email?

[00:23:07]We really afraid of an email rejection?

[00:23:10]For real?

[00:23:11]Right?

[00:23:13]So, that's a little bit of a reality check, right? I think when people come from the like the harder backgrounds, so to say, whether it be door-to-door, you know, cold calling, me and Case was cold approaching women. I come We come from those backgrounds. Or people come from the military, as he did. Like the harder backgrounds, we're like, "Oh my god, [ __ ] talk to people and not to us."

[00:23:34]Like, incredible. But I think the people who get hurt more, who get more emotionally reactive, are people who haven't gone through that.

[00:23:41]Which I'm not here to do like a whole Tony Robbins seminar, but the people who come from adversities, they go into like a really good opportunity, they're going to smash it.

[00:23:51]They [ __ ] smash it, because it's incredible.

[00:23:53]And we take it more gratefully.

[00:23:56]That being said, so I go into the company, I'll most likely start as a setter, right? So, there's setters and closers, long story short.

[00:24:03]Closers are the people that take the appointment and then close them, take the money.

[00:24:07]Setters are the ones that book the appointment for the closer.

[00:24:11]Now, so basically entry-level sales people, if you want to call them. I'm probably going to go in as a setter.

[00:24:17]I'm going to go in just like what we talked about yesterday, I'm going to out-learn, I'm going to out-skill, I'm going to out out-work everybody.

[00:24:25]So, I'm going to smash it, I'm going to do more dollars than everybody else.

[00:24:28]I'm going to do that.

[00:24:30]And so, even if I don't make as much as I want as a setter, again, it's not about that, but this game will prepare for the big show. It's typically what happens is when I'm playing a sales rep, the first company they sell for is not the best.

[00:24:45]But as long as there's enough leads coming in that I can talk to people all day, I don't mind.

[00:24:50]Cuz I can get better, at least.

[00:24:52]So, over there's an example, the first company sold for, a A of leads coming in, he didn't make the most amount of money.

[00:24:57]Because the closers were really bad.

[00:24:59]They couldn't really close. And I'm not saying this to blame the closer, but looking at their metrics, the closer has like 10%. They're just terrible.

[00:25:06]So anyways, but he was a top setter, he was the most amount of bookings. He was like dialing all day. Savage, workhorse.

[00:25:12]Cuz before, remember, he's working in the [ __ ] boiler room. He's like, "I'm going to go home [ __ ] I'm not going to get injured. I'm not going to die.

[00:25:19][ __ ] this is amazing."

[00:25:21]He didn't make the most amount of money.

[00:25:22]Somebody had the most amount of money.

[00:25:23]Then after that, guess what he could do?

[00:25:25]He could now take that track record and maybe move to a closer, go into a better company.

[00:25:31]That's what I want to do.

[00:25:33]So if I'm there, I would look at the progression path.

[00:25:36]Could I move to a closer? Is there some opportunities there? Then I would look to do that. How? Number one, do our job first. I think a lot of people get entitled and they get the "Oh, you know, I just I want to go to closer right away. I want to make 30K a month now." I mean, it's good that you believe that, but you've got to have something to bring to the table, right?

[00:25:53]There's a coward, a fat guy saying, "I'm not going to get this tomorrow." Unless you've got a [ __ ] lot of money to show.

[00:25:59]You know?

[00:26:00]In Monaco, you see it all the time.

[00:26:02]So, either have that, smash my KPI as a setter, and then after that, if there's a progression path where I can move to a closer, I can make good money there.

[00:26:10]Then I'm going to suggest the sales manager. They'll be like, "Okay, listen.

[00:26:13]I've been smashing KPI. I've been a top setter for the last month, 2 months.

[00:26:18]Obviously, I want to bring more money for the company. I want to provide more value. And I think a good way to do that is for me to start closing these deals, as long as I'm going to bring in more money.

[00:26:29]At the same time, depending on my skill set, if I have the closing skills right away, then I obviously go into a closer right away.

[00:26:34]If I feel like I don't have that, then I'm going to "You know what? How about I start outbound closing first?"

[00:26:40]Meaning, I dial up the leads and I set the leads onto my own calendar. I do a full cycle. I close the deals also.

[00:26:48]And as when I'm hitting KPI as a closer, then I can start getting my book closed with the setters as well.

[00:26:55]That's how I would pitch that to the salesman. If you look at that, everything is sales, right?

[00:27:00]That's just talking to prospects. I I'm selling the sales manager or the business owner.

[00:27:05]I didn't just say, "Hey, I want to make more money, so I want to become closer."

[00:27:08]I didn't say that. I said, "I want to bring the company more money and I want to bring more value to the company."

[00:27:15]Nobody gives a [ __ ] about us. Nobody, except for our parents.

[00:27:20]Those are the only people in the world who unconditionally give a [ __ ] about us.

[00:27:24]Everybody else don't give a [ __ ] about us.

[00:27:28]I know it sounds harsh, but that's just how it is. Everybody. Nobody will give a much of a [ __ ] as you care about us. So, again, does it come to the prospects, we're not going to say, "Hey, I want to get this commission, so you should buy." No, we say, "Hey, this helps you grow your business. This helps you make more money. This helps you lose weight."

[00:27:45]That's right.

[00:27:46]You, you, you.

[00:27:47]Same thing here. I want to bring the company more money. I want to make you look good as a sales manager.

[00:27:52]That is sales.

[00:27:54]So, we're demonstrating our ability as a sales manager everywhere. In the interview process, throughout the progression path.

[00:28:00]Okay? Does a setter a product going to make, I don't know, anywhere between 5 to 10 k a month. That's what I'm going to aim for.

[00:28:07]As a hybrid setter closer, I'll be a closer, I'll aim for, okay, 10 to 15 k a month, depending on the company, of course.

[00:28:14]And then after that, as a closer, I'm looking for the 20 k a month.

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