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Alright guys, in this podcast today we're going to talk about a real world example of how I made $7,000 In a sale, it's not monumental. But at the end of the day, I think it's a good springboard to understand to not be scared of numbers, you know? Whether it's $5.00 or $7,000 or $100,000, they're all the same to me. Okay?

You really have to have that mindset, because what you're thinking about is how can I get the best result for my client. So the money is just a byproduct of what you're doing. But it's not the focus of it. When you have that mindset, you're not afraid of money, you're not intimidated, I don't have money goals, or anything like that. I just have success goals for my clients, my goals have nothing to do with how much money I make.

My goals have to do with how much value can I bring my clients, and money just kind of happened as a result of it. Okay. And so part of doing that, I'll tell you, how I made a $7,000 sale as an example, in real world application, I had a client that I worked with, who paid $2,000, to work with me on the phone, and then they wanted to come to my house to work with me for a week.

I made an offer for that sent that out and got a response back from this person that was happy with the services that I had given them over the phone. And like, yeah, like to come out. And I was like, Okay, I think I think I buy was selling it at like 10,000, or whatever it was. And so what happened is that, you know, we had previously done business.

And they were very happy. And as you'll find in my business, most of my clients are either repeat clients, or, you know, not most of them, but a lot of income is from, from repeat sales from from the, from the same people, which is good, because it increases the Lifetime Customer Value.

You know, so your LC v, if you will, that is an important metric to look at. Because if you can increase the LTV, then you don't have to have a million, you know, you don't have to drive a million people to your website. In fact, I was driving maybe a few 100 people to my website at the time, but and I had all the traffic I ever needed.

Okay. So when you understand this kind of method, you don't need tons of traffic, you can have trickles of traffic and and do plenty well financially, okay. And so when you really focus on conversion and doing in a way, that's not annoying, but just offering value, you're going to make that then by the way, this was the simplest sale ever made. Okay?

So essentially how I did that was simple. This person wanted to work with me. They're like, okay, my mom wants to pay for and this was a grown adult, but his mother did well, and she wanted to help him out. And so I talked to her. And I was like, Yeah, I sell between and this, and I call this the choice close.

Okay, so I'll just tell you, the choice closes. And I had to learn this by trial and error. But I just said, I sell between five and $10,000, depending on your income, of course, the lowest price you list is the price that you're that you that is the lowest you're willing to accept for that service.

And so and so I said, between five and 10, depending on your income, five to 10,000 have to pay an income for someone to come up to my house and for a week to work with me or whatever. And this was years ago, I would charge a lot more now for that service. But so what happened was that I talked her and she was and I was like, you know, so according to your income, what do you forget exactly what I said.

But it was something to the fact that I charged between five to 10,000 depending on your income, and it will go on the honor system. So you know, just, that's that's what I charge. And then I was just silent. And she's like, can we do six? And I said, Can you meet me halfway at seven? And she said yes. Is that okay?

And always walk people through the payment process. while you're on the phone with them, um, you know, just let them know, hey, you know, if you're using PayPal, for example, say, you know, PayPal, you know, though they require certain things, or they change their pages all the time, whatever it is, because they do and just be like a walk you through it, just don't read me your payment information.

I don't need that, okay? No human sees it. No human on pay, pal sees it. And I don't need to know your payment information. So when you get to that part, just don't read your numbers out loud when you're entering your card number, okay. And so last than what they're, you know, to log into their paper, or I'll send them a link, you know, send them an email with it with a contract of what it is.

And if they click on it, they're agreeing to everything. And we can talk about contracts later. But essentially, what I did was this, like, okay, center the email with a contract and the buy button link to PayPal, but you can embed an email, and then she clicked on that link, it brought a paper, so just tell me what's on your screen, okay, I'm at the home screen of PayPass, they got login, they logged in.

And, you know, Pay Pal kind of walks you through this the payment. And so she was just entering information and making the payment. And I said, you know, if you have any questions on the way, and then sometimes I'll just talk make small con small, talk with them or whatever, just to kind of, you know, just ease the that fact that someone's sending you 1000s of dollars.

You don't want them to think too, like deeply about it, and stuff like that, and not because you're taking advantage or anything like that. But if you're just really silent and make it awkward, then it's just gonna be kind of weird, you know, even if they want it, and they, they're, they could totally, like, easily afford it.

And the people that I sell can easily afford this stuff, it's not much money for them. But at the end of the day, you just kind of want to make the process more relaxed, you know, how's the weather over there? You know, how are things? How are things go in and stuff like that, you know, and I would want someone to do that with me too.

Because just awkward to be silent while still and then during even if it's for $5 It doesn't matter, you know? But so they're they're doing for their symptoms, our payment. And she's like, Okay, done, you know, she didn't need my help, or anything I just said, I'll be on the line if you have any questions along the way.

And then I was like, Okay, let me go and verify it. And I always recommend to stay on the phone with them until you go and verify that the payment has been made. Because so many people in the past have told me I'll make the payment, you get off the phone and never happens because they put it off.

And then they'll think about and second gas and also their stuff. So you kind of want to get people while they're red hot ready to do. And once they've committed to it, the sale is not done, you know, you have to really deliver good value, and actually got a card from this person with an $80 gift card to Best Buy saying that was the best money ever spent this year, thank you.

And that almost made me cry. That was worth more to me than the 7000 because that 7000 went right to bills and all this other stuff. So at the end of the day, like you know, it wasn't about that I was excited about helping this person, I was more excited about them coming over and you know, being able to work with them and help them get results.

To me, that's what feeds my soul, not the money, the money is a byproduct to me and sucked into the day. I just, you know, give it to my wife here, take care of the bills, whatever it is, and I'm going to go and help this person that's, that's where I get my joy is in actually helping people.

And so the money is a byproduct to help support my family. So at the end of the day, I just did that. And it only took like three minutes. And it was and just told my wife Yeah, you know, after we got the funds, okay, cool, you know, we'll go ahead and make the arrangements for the client to come out.

And you know, they flew out to me eventually and then you know, we picked a date and all that other stuff. And I even was cool about it and like paid for their car rental and also their stuff out of the fee. I didn't have to do that. But I did that because like whatever, you know, it's cool, you know?

And so you just want to be cool to people. And that's why I believe I got that card. saying thank you is the best money ever spent with an additional $80 gift card to Best Buy which is Cool, you know, and it just almost made me cry because of the value and the experience, you know, and that's so much more important than the money, it's just really great.

It's a good feeling when you actually provide real value to people and really help them out. So doing that was really cool. So that's how that sale happened. And I just wanted to share that with you. It's like, that's how sales can be, it doesn't have to be this high pressure thing. You don't need to have a whole list of, you know, rebuttals.

All this other stuff I come from a world from that I learned selling from telemarketing, stuff like that with high pressure sales, all this other stuff. And when I did this business, I had to learn how to and you know, do all that stuff. And essentially, how I have it set up. Now, by the time I'm even getting on the phone with someone, they're already ready to buy, pretty much they've already thought about it.

They've already, you know, all this other stuff. There's no real sales kind of happening, you know, I just call it the choice close, he still to close people, you know, and just kind of help them to make their decision there. But there is no pressure or anything like that. They are you engaging the ability to choose their own price.

And we just knew we negotiated, you know, and it worked out just fine. And so at the end of the day, and I think it's better than having a fixed price in a lot of ways, because people feel like, oh, wow, okay. It takes is the decision of should I buy from this person? To, you know, how much should I undercut them?

You know, because if you're saying except between five and 10, depending on your income, and you go in the honor system, it's almost like they feel guilty for undercutting you. But if you just have a hard price, it's like, oh, man, I'm about to spend $10,000, or $5,000, or whatever it is.

So the $5,000 more expensive, if it's a hard price, but if you're like, hey, I charge between five and 10, depending your income, go on the honor system, whatever it is, then they are, I almost feel guilty and on undercutting you, and they feel like oh, wow, I just saved $4,000 or $3,000, whatever it was, you know, I just got a good deal.

And they did. But the real value comes from actually providing the value that you're promising to that client. And by getting that card, it proved to me that I did. And so that was a good feeling. And so, you know, I just wanted to let you know about that sale, and how that went. And so it can be such a positive experience.

And I'll tell you, the sales that I've got, where I'm wrestling with someone for $97, you know, the hardest sales I've ever gotten is like $97, or even less, you know, where you're talking for an hour, and they go, Okay, I'll give you the you know, whatever it is, and they might even refund, like, I've never gotten refunds from people that are 5000 or above just never happened.

And the sales were the easiest you can ever make. Because people that can afford that. You know, they're just a better caliber of client, and they're already way pre sold. Like if you set up your marketing in such a way, by the time you even get on the phone. It's not even about should I buy?

It's like how does it how do I buy? How does it work? Like if you get on the phones, like okay, how do I make this payment? You know, that's like what they're asking, you know, they might have a few questions about the program, how it works, or whatever what I'm going to do, but essentially, you know, there, a lot of times they'll be asked a question, okay, how do I pay?

You don't I mean, so setting your marketing up, so they're pre sold is just so much better, makes your life easier, and it just takes selling really out of the equation, you're just closing, you know, so I consider that to be kind of two different things, you got your marketing, do the selling, and then when they get on the phone, because if you're selling something that's 1000s of dollars, you're definitely gonna be on the phone.

It's just a comfort thing. You know, it's harder for you can sell on the, you know, online and not be on the phone with it. And sure a lot of people do that. But I just find that it's a little more comforting for people to talk to an actual human being and they're forking over seven grand, I don't care who you are, it could be a millionaire, that's still kind of a lot of money, you know.

So, at the end of the day, it's good to just, you know, hop on the phone, and it's worth your time to hop on the phone for seven grand for three minutes. You know what I mean? For whatever. So, you do that and then make sure that you deliver on what you promise you have to do that. That's the most important thing of all.

Okay, And so, you know, and they even want to work with me, and I'm later on after that, too, you know, but I made a mistake there. I got I got a little greedy, because I started getting paid more money. And, and, you know, when you're when you're dealing with, with clients that you did business with before, you can't like, it's hard to apply, like the newer prices and stuff like that you can do it, but I think it's bad form.

And I learned that, that that lesson, the hard way, is like, you know, kind of give people brakes on prices, if they've already worked with you, you know. And so I should have done that. And I didn't, and I feel really bad about that to this day. But you know, the person's doing great. And I'm really glad for them.

But yeah, I just wanted to share that experience with you. Okay. So at the end of the day, that's just one of the things I call the choice clothes, it works quite well took me a while to figure it out. You know, because I tried to sell $5,000 Plus stuff. And it's different than selling something that's $2,000 It really is.

And so you have to approach it differently. And it took me a while to figure out the trace clip. So it works quite well. There's other stories, I could talk about that all three, add a bonus story right now, where, you know, I talked to someone from a different country, and and I was like, it's five to 10 depending on your income, same, you know, choice close, like we only want you to buy anything today, go ahead.

And you know, you if you said I want to buy right now they Nope, I want you to go talk to your wife. Because the last thing you want to do is have them purchase and then have them call you the next day and cancel because their wife gave them an earful. You don't want to ruin people's marriages and stuff like that.

So it's like, look, talk to your wife about it, and then get back to me tomorrow and just set up a call, you know, call me the next day, you don't want to wait too long, you want to kind of get it get it done while they're still hot buyer, you know, or prospect at that point. And so it's like, yeah, just talk to your wife about it, and then come back to me with what you want to pay.

So what they're thinking about is not should I buy? Or should I not buy? That what it shifts the thinking to how much should I undercut this guy, and not feel too bad about it? Right? And so at the end of the day, the guy called me back at the time. And what's cool is he called me and that's a really good sign too.

You always want to have them call you. You know, because you know that they're not busy, and you're not interrupting them from something when they call you. And so what's really cool about that, is they called me and he said, Look, you know, I to be honest with you, Derek, I can afford the 10. But I'd prefer to do the five, is that okay?

And I said, You know what? Alright, cool, you know, and so the guy instead of him, you know, if I gave him a hard price, $5,000 I probably would have gotten no, to be honest with you. But because I was 510 and he's low balling me all the way to my bottom offer, right? And he's telling me, hey, you know, I can afford the 10.

But I prefer the five. Is that okay? He's asking me, Is it okay, if I give you only $5,000? And I was like, you know, all right. Yeah, I Yeah, that's fine. Not a problem, you know, and so we'll, you know, I'll go on the honor system, if that's what you can do. That's what you can do. You know, and so again, and that was one of the easiest sales, you know, and I've funniest stories like that.

But you know, at the end of the day, like, it's it, you know, if you approach it that way, it's just super no pressure whatsoever, you know, and it just kind of shifts the conversation in their mind from Should I buy to, how much should I How much am I going to save? So he can get off the phone saying, Wow!

We just saved $5,000 instead of I just spent 5000, I just saved 5000, you know, so they're already feeling better about the purchase, and that's cool, and they pick the price themself. So again, that's another thing that really kind of cements the sale, doing the selling in in more unique kind of ways, like this cement sales for you.

And it just kind of almost eliminates refunds, because they've they chose the price. You know, you really gave them the parameters. So you chose the price really, but in their mind, they chose the price, you know, which they did because they could have paid more. And, you know, it was it was their choice they called you and you know, they almost feel bad about undercutting you and they feel like they got to Great deal.

And they did you know and with that person I over deliver to the point where on the next year they worked with me again, you know, so at the end of the day like, you know it's a really cool way we could get more cell sales and stuff like that, but I just really wanted to share this story with you. All right. God bless!