Overview:

Ari Galper discusses how he has refined his sales methodology over 20 years into a "1 call sale" approach with high-margin, low-volume clients. He walks through his journey, from various business models to realizing less clients could mean more income. Ari now focuses on qualifying leads through a free book and building trust before diagnoses and solutions. Other guests share similar approaches of listening first before selling. Ari also offers insights into his trust-building tactics like direct mail campaigns and follow up calls to discuss the free book. The discussion provides useful frameworks for developing high-trust relationships with fewer but better-quality clients.

Takeaways:

• Ari Galper has shifted his business model from high volume, low margin to low volume, high margin with fewer but higher paying clients. This allows him more free time and profitability.
• Ari uses a "trust box" mailed to leads that builds trust and sells them on the process before their first call. The box contains gifts related to trust building.
• Ari qualifies leads by listening to understand their problems without immediately offering solutions. He positions himself as a "trust authority" to diagnose issues.
• Ari's team will call leads who receive the trust box to check if they got it and engage them about their thoughts on building trust in business. This personal touch increases conversions.
• Other guests discuss similar approaches of listening first to understand client problems rather than immediately pitching solutions.
• Tracy advocates "getting them while they're hot" rather than long nurturing processes.
• Scott has played a big role in helping Ari refine his business model and sales process.
• Ari is working on new content like a documentary and reality show about his business.
• Guests discuss frameworks for qualifying clients and mapping out the client journey from free offer to implementation.
• Trust is built by focusing initial marketing content only on client problems and understanding their needs without pitching solutions prematurely.

Automatically-Generated Transcription:

Excellent.

So we're here for the December issue of, of Elite Marketers 2021, the final one for 2021.

And we're gonna start with kickoff with Ari.

We're gonna have the Ari show and Ari's gonna show us how to, yeah, how he's really pulling in clients at above the, the big four type rates and is using it to create his lifestyle.

And Ari does stuff, which is very, almost the opposite of what everyone else is doing, so that's gonna be great.

But Simeon and Tracy I was chatting with recently a few weeks ago, and they were showing me their system first.

They, they explained, they said we did, they showed me this funnel.

And they're like, we did 1.2 million with this funnel.

I'm like, really?

You did it with that?

And they're like, we We're gonna tell that story.

We're gonna tell that story, Scott.

Oh yeah.

I won't ruin Even with mediocre copy, you can still make your client's money.

I won't ruin it.

I won't ruin it.

And then, and then they'll take me through their, their follow-up sequence on how they pull people into courses.

And it was very different to what most of us are doing in terms of a free webinar, the free report, the free events, all of that sort of thing.

Their approach was like, was quite unique in terms of what they were doing.

So anyway, I don't want to include too much Ari's, the number one authority.

I'm sure he'd spoken a few times here so far in trust-based selling and what Ari, I, I was chatting with Ari, it was probably about a month ago, and he was telling me, and, and it's an interesting, um, segue following what we've just done where it's all about automations and all of that sort of thing as a way of achieving results.

And it's a whole thing where there's more than one way to get to airs rock.

You can drive, you can fly, you can do all of these sort of things to get there.

Now Ari's using quite the opposite approach.

His is, you know, almost like going back to the old, very old school approach.

You know, get your key target market, few inquiries, the right inquiries and take it from there.

And he's also moved away from the one to many type approach of consulting as well.

So he's gonna be sharing a bit about his journey and why he's made that move and how he's getting, you know, really high fees and doing less and less complexity, more simplicity in his business.

And then we're gonna open it up for Stump the guru, where you can ask, basically ask Ari any questions you want about sales and he will answer them.

And Ari has literally an answer for everything.

Yeah, that will be, that will be very exciting.

So I imagine this will probably be like half Ari will be presenting and then the other half will, will go into Yeah, into that stuff.

Yeah.

Stump the guru side of thing.

Yeah.

O over to you.

Over to you Ari.

Thank you for having me.

I appreciate it.

You want to, uh, share, uh, control so I can share screen from here?

Yeah.

Would you be able to do that?

Um, Simon, are you able to just add Ari as a thing?

Because I'm just off the, um, on, on my phone at the moment.

Oh, let me have a look, see if I can do that.

Uh, And thank you Simon and Tracy too.

A lot of your theme, uh, carries over to my talk as well in many ways.

And I also just wanna say thank you for everyone for being here and, uh, I've been in this group now for I think three, four years with Scott.

Spoken a few times and I know we're in a peer group here.

Yeah, I've tried to to make it match as much as I could.

All right, hang on one, wait, one sec mate.

Remove Report.

Oh, hang on, I've got it.

Got it.

Cool.

Yeah, your co-host now, Ari.

Okay, great.

Let me just preamble this talk with sharing with you that this is absolutely from my own personal experience, my own perspective.

I'm not suggesting that you should do any of what I'm doing or mine's right, yours wrong at all.

It's just, I'm gonna share with you my journey over the last 20 years to decades.

I can't believe it, of being in the information marketing business from some of the old guys.

You probably a lot and gals you probably all know.

I share with you my lessons I've learned and where I'm at now in my career after 20 years of being a guru in this space.

And a lot of us are in a similar models.

And so again, what I share with you is really my view, uh, and what works for me.

So hopefully you can take some ideas from it and apply it in some way to what you're doing and your thinking.

So I'm titling this, the, sorry, my ultimate business model, less clients, more income and, and a better life.

For those of you who don't know me or are new here, I specialize in trust-based selling.

And I've been at this game for about, again, 20 years now.

Have a pretty large following.

Started early days on internet when it was, uh, home study kits.

People just buy my CDs and and manuals.

We ship it out in a big box.

That was pretty much it.

And then had a chance to really work with some interesting mentors, meet some interesting people over my career and did gosh TV shows.

I was a mentor in a lot of the groups in Australia as well for many years.

Dale Obama's group from other folks as well.

And yeah, just to have my own events speaking.

So I've been around the block a few times in, in different ways to, to learn where I need to end up.

And, and my mentors over the years were really just two main people, which you probably might recognize.

One is, uh, Dan Kennedy.

I was in his platinum group for quite a few years, the early days when he was pretty active.

And then also I think the first ever internet seminar was in Australia.

I came out here when I was moving out here 18 years ago and I came to that first seminar and I met Perry Marshall there.

I dunno if anybody went to the seminar, but it was in Klum I think 18 years ago.

And so I met Perry there and I remember I printed out my homepage at the cocktail hour in the library and I brought it to him and I said to him, I can't get my opt-in working.

And he circled to this red pen and circle that's, that's the problem right there.

I said, oh my god, I didn't even see that.

So I joined his, his coaching program 18 years ago and been involved with him.

He's now a good friend of mine.

And we did a business together.

So these are my influences, Dan on the direct marketing side and Perry on the engineering side.

Perry is an engineer by trade but also learned marketing behind that.

So I learned to think systematically through Perry and because I was privileged as a sales guy and then through Dan about direct marketing, which a lot of what some was was carrying today.

But I'll tell you over the years, I've tried every model as I learned and grew to try and see what would work for me.

And uh, I tried membership programs, I've tried group coaching programs, mastermind groups, which some of you may have been in, had your own before.

I've tried all these as a models came out to the market.

I would jump on it and say, that's the one for me.

That's the one that'll get me more, more customers.

So I literally would go from model to find the one that worked for me.

And I tried live events for many years.

I have my own seminars and tours in Australia and the US and other people's stages as well.

GT I c and everybody, you probably know, spoken on their stages, trying to find what would be consistent and sustainable for me over time.

Then I tried corporate consulting for a while.

Big end of town where I'd spend long sales cycle, big opportunities, all the BSS to get to get a PO signed.

That was hard.

But I got a couple of those, but again, just hardest to stay in that 'cause I really wasn't a corporate kind of business kind of guy.

And then I tried one-on-one coaching, just one-on-one coaching only one client at a time.

Finished a client, another client finish a client, another client finished a client.

That was nice, but it was starting all over again and all over again.

And then I, we tried marketing services direct to the market, uh, offering like, like a lot of you in this call funnel services, conversion services directly as a sales marketing agency and all, all these different models.

I was trying to make work for me to find the one that would work.

And each one ended up just deep diving.

Like I'd hit a, I'd hit a wall and didn't work.

I, something was happening.

It, I had to even create more resources, hire more people to make the business model work.

I had to hire more events, get more kinds of people resources to make these models work.

There was less free time for me, I would have to jump in to, to can continue to keep the ball rolling and keep sales coming in.

I found other people started jumping in too, offering the same as me.

Memberships, events, coaching programs.

Now that became almost commoditized.

And how would I differentiate?

So the more I try these models just for myself and what I do, which is selling, it just became, it felt like I was, it was getting more difficult over time.

And I, whenever our model was slowed down, we'd always be, okay, what's the massive action we're taking today to turn things back around again?

What are we gonna do today to get back up on the horse?

And you probably heard a lot of the mentors say, massive action is how you, you keep going.

And we jump in with all fire hoses and like, okay, I got an idea.

Let's do a promotion for the Christmas time.

And cash came in.

I dunno if anybody can relate to this at all, but it's like this feast and famine trying to find what would work.

It's consistent over time.

And really what I was end up doing was always looking for the next model.

I really was what's the next model that would work for me?

And I would try stuff and I wouldn't give up, but it just had a hard time finding what would work for me.

And then I realized that my answer to my problem was I had to simplify.

I had to really think about what would be my focus, how can I take complexity out of the model?

How can I make it simple and easy and provide the most value and impact to my clients?

And most importantly, how can I have them trust me in my marketing more than anybody else and come on board with me.

How can I, how can I drill down the simplicity of our business model and make it easy and simple?

'cause think about it, they've got a sales problem, we have a solution, straight line of sight.

Now what's in the middle of that is all these different models and hoops they have to go through to get the answer.

And I said to myself, what can I do to collapse the complexity and bring people to us who we can help solve their problem?

And that's where my head went for a while.

And over the last three years, I ended up really refining and simplifying my sales, our methodology, our trust-based lending process into what I call the one call sale.

And some of you may have heard me speak on this a few months back, but I refined this.

I'm working on a book I launch for next year on this topic.

I'm now coaching my clients on this.

And a lot of my clients are onboarding their prospects on one conversation, no follow up, no proposals, no funnels, no next steps on one conversation without a close, without pressure, without awkwardness at all.

And and I realized, and when I had that breakthrough and I had, one of my clients said to me, Ari, we are now at a hundred percent conversion.

I said, what do you mean a hundred said everybody who's qualified that we get on a phone call, we're now onboarding as a pay client.

I said, okay, I've nailed it.

That's, that's the ultimate goal every business wants, right?

'cause if you ask any business how many leads you get a month, they'll say, okay, 50 of those leads, how many convert?

They'll say, whatever, 10, 20, 30.

And I'll say, what happened the other 80 or 40?

Where do they go?

Some weren't qualified.

Great, take off the 10%.

How about the rest?

They didn't work out well.

They didn't work out for a reason because something in your process broke somewhere in the middle of that.

So anyways, so I've refined our, our methodology in consulting now to teach people how to make the sale on a one conversation assuming they're qualified.

And that simplicity changed my thinking and it, it made me change.

My shifting of my business from, and this is the shift that we were talking about earlier, is that I moved my thinking from a high volume, low margin business and I decided to put my guns in and stick with a low volume, high margin business.

That was the big sort of flip that I made the decision to go full on and let go everything else behind me that I was carrying with me all these years of what I thought I should be doing.

And when I realized I can grow my business, get more profitable with less clients, all of a sudden the noise in my system started to dissipate, right?

Less staff, less emails at midnight saying, I can't log in.

Where's my password?

I spent $27 on this login and I can't get it.

I'm upset with you right now.

I'm like social media and people like that who just all of a sudden the whole team gets sucked into that one problem.

It's not really a high value CU customer.

So e everything's got really quiet around our business and everything started running better.

And I said, man, this feels really good.

It's nice to have a quiet, very profitable business with less clients, higher margin who are more apt to work with us on our, the way we wanna work with them.

And I said, gosh, this has changed a lot in my thinking.

And so from there my big shift was I'm gonna move away from complex funnels and an obsession with list building.

And over the years we've been all taught, I've been taught that your goal Ari, is build your list, get lots of leads in that list, nurture that list.

And the more you nurture them, the more conversion you'll get.

Nurturing is another word for the word trust, right?

Trying to nurture them and trust you.

And those early days, man, that was all about the list.

It's like the bigger list you have, the more opportunity you have.

But now it's more challenging with of course the apple now not allowing you to view who opens your emails spam box, go in the spam box and now your email's there with their mother, their grandkids and they auto, you're fighting the battle in the inbox.

It's really hard to win that battle.

Now I'm not saying having a big list is bad, I'm just saying for where we were going, we decided to stop thinking about list building and instead focus on clearing out the process.

Clients need to get to us to solve their problem and simplifying it into three simple steps, which I'll walk through my model in a few minutes.

But that took a lot of thinking in my head to really unwind my tapes over the years of what I've been taught I'm supposed to do in a commoditized market where now everyone's a marketer, marketer, everyone can do funnels.

There are lots of CRMs that all look the same.

There are lots of s m s services that appear to be it, it's difficult to discern where the differentiation is now that all everyone has access to these tools has been democratized, the market has changed a bit.

So I just wanna be careful to get caught up in that.

So that, that shifted my thinking.

Then from there I had the thought, my perspective was that this is only from my view that I'd rather than having, I'd rather have a small list of high paying clients than a large list of low price point prospects.

Because what matters the most is the high-end paying clients for life paying every month.

And so I think most people, most smart marketers try and do both.

They try and focus on both sides.

Let's build our list, keep building the list, but also let's get some high-end clients as well.

So now your energy's on all the complexities of list building and all your energies are on getting the high-end clients.

And now you've got all this sort of energy dispersed energy as opposed to saying, Hey, let's just, how do, what's the most streamlined way just to get the high-end clients coming in without the noise?

Um, what I've done here is just put together a little graph that might help you see what I'm trying to say in some way.

So this is, this is the breakdown of the models that we all will fall into to some extent.

Obviously if you're in a low margin, low volume business, you're gonna have some troubles.

Not enough customers, not enough margin.

It's gonna be hard to succeed in that business model.

Then there's the other quadrant, which is high volume, high margin.

That'd be like a Porsche business, you know, highly capitalist business that's focused on the affluent high margin luxury business.

If if you're in that business, great, that's awesome place to be in.

If you can afford that, um, you're big enough for that.

Then a lot of us also, or some of you may be in this corner, which is high volume, little lower price point, but it's chugging along the challenge with that, as you grow, you have to add more money in the front end, more staff to handle the customer service.

More volume equals more support.

Uh, more 24 hour coverage and more compromise that you have to make to, to help everybody as a group, as a grow, as a group grows, you gotta put more resources into that in that group.

And so I found myself saying, let's see, what if I could put all my energies into this corner over here where I wanna have less clients, higher price points, make a bigger impact on those clients, I'm not gonna change the world, but I can change those clients' lives.

Uh, I'm happy with that and I can have more free time for myself to be able to think, create, think of the next big thing for the business and what I want to do as well.

And if you give these clients the attention that they deserve, they might be with you for a long time.

We have clients we have for 10 years.

Keep paying us every month for our help.

So that, that's where I want When I was thinking, and I'll just stop for a second, is, is this all making sense so far?

Everybody?

Is this, are we cool that I'm going with my thinking here?

Okay.

Alright.

I guess some head shaking a bit.

Alright, cool.

Two, two thumbs up.

Okay, that's good.

So yep, it's make, okay, cool.

So I'm gonna just finish my thought and I think I got all right.

And, and I, and I'll tell you, I'm the first one to tell you, having systems and a great team are absolutely mission critical no matter what you're doing.

But I will suggest that systems and team, having the great team isn't enough.

You have to really double down on what model is gonna be best for you.

If you're engineered for a high volume business, then obviously take that model and hire staff and grow into that business as you should.

But I believe with less volume, you have more free time where you can create more space to even tighten up and have a better team where just hums with less surprises, less fires to put out, and you're delivering the highest value to your, you and your clients.

So the, the, the most, I, I think the most optimized ratio you want to have to get to towards your business is, is is this where 20% of your energy in time is being in the functions of the business, pushing the buttons, making things work, and have 80% of the time energy and resources of your time, your team delivering the work itself.

So that frees you up as the owner to, to have time to think.

'cause when you're doing something, you're not thinking about something, you're just doing it.

When you're not doing something, you have time to think.

And having more time in your day to think about what's possible, where you can go through business, what you want to do as your passion, it opens up a whole new space that I never knew was even possible until I went through it myself.

I, I've got through it now where now there's more interesting opening up around me that I never thought was possible.

Get into the business where it's at right now, where 20% of my time is really turning the wheels.

80% of my time is doing other things around it that can help it.

So let me, and I've never ever shown anybody this before, but I, I'll show you guys what my system is.

My three step process is to make this whole flywheel work.

If you know the Jim Collins flywheel concept, for those of you who follow his work, so I, I put this this into a little flywheel for you to give you a kind of a feel for what my thinking is.

So this is really our machine that makes the whole thing work.

Um, basically top of the funnel, top of whatever you wanna call it.

The entry point is we have a free book offer, uh, around a trust-based selling or our, my online content, which is videos that we put up on LinkedIn, uh, where people comment and they reach out back to us for a consultation.

So it's, it's free book content, like exactly what Simon was doing earlier, uh, to a consultation, exactly the same model.

Uh, and then on that consultation we do our one call see methodology where we convert 90% of the people right into, uh, a paid client with us.

Now we have stuff in between this.

We do send out a trust box, we talk in a box, whatever you wanna call it.

We have a trust box that goes in the mail to everyone who comes through that's qualified.

This costs about $50.

There's stuff inside of here, which I can show you some time now that makes a huge difference because pandemic, we get to the call with us, they're pretty much halfway sold.

Then we use our one call sale process to onboard them from there.

That's really that That, alright, sorry.

That trust box is going to every consultation, isn't it Everybody?

Yeah, because what we do is we look at who they are from their form.

We go to LinkedIn, we make sure they fit our profile.

They have a business, they're an advisor, entrepreneur, they're not network marketing, they're not a student at university like anything like that.

Obviously they won't see the, the non-qualified ones get a book.

The qualified ones get the box, if that makes sense.

So A leads and B leads, right?

And then from there the sale happens.

They're onboarded, money starts coming in.

Normally from that point, I, I do, uh, a some coaching with them over a month period or two months, once a week or every two weeks or an hour.

That's about it.

Then from there they go to my team and they handle 'em from there.

From what we offer behind that.

Now you would think normally I should be turning the wheel and feeding all the money that I'm making from the bottom of this in my time and turn the wheel even faster and getting more clients in, getting, that's what flywheel is, right?

The Amazon flywheel where they lower their prices to get more products, people start turning the wheel.

But in, in this case, I don't want to turn the flywheel faster.

I I don't want more clients.

I want just enough clients.

'cause we have recurring revenue coming in from their backend services, which keeps the machine running, pays the bills every month has money left over I can take out.

So whatever I put in each month is, is really new money on top of the money already coming through the services part of the business, if that makes sense.

Now there's some churn of course, but I don't have to struggle each month to land another 10 more clients.

If I got three to five at our price point, which could be anywhere from five to 15 k a month, then it just keeps running, uh, on, on its own.

So instead of course we put money back into marketing, of course we have staff, of course we pay for boxes and the machine just works.

I don't do any new content by the way.

I've already done it all at once.

Let's recycle it over and over again 'cause it's not a good use of my time to do new content all the time.

So what, go ahead.

You, You, you created an open loop there, Ari.

Everyone's wondering what's in the, what's in the trust box.

Alright, I'll show you real quick.

Okay.

So in the box here, there's uh, a bunch of my books.

There's Unlock the Sales Game, which is on Amazon that goes in the box.

Uh, a book about my son Toby, uh, wrote about him.

He is an inspiration to our business also.

I took all my testimonials and I put 'em in a physical book here I call his trust assets.

So this is like just testimonials that we all have put into a physical book and literally if you open the book, it's like it's photos of the stories that adds more weight.

And then I have another one here called How to Become a Trust Authority, which is our whole business that we do in the back end.

And the last kicker is I got, and I also have a little, some stickers that I put in there too.

So for fun of our key languaging that if you can see that.

And then, uh, this is the kicker here.

You've, I may have seen this already, This developed their exit strategies, but frankly I didn't know how on earth I was gonna get that out to market.

So this is a video book.

It's been around, I swear to God for 20 years.

I don't know anyone who uses it around here in Australia, but I use it.

This is like blows everybody away.

We order a hundred of these things a month from China.

So they get this box in the mail and they're pretty blown away.

By the time I get to a call with us, it's pretty halfway finished.

I'd have to follow our process from there, onboard them with our methodology.

So all the resistance is removed prior to the phone call, which allows this whole thing to work at such a high conversion rate.

And of course, following our languaging and our, our methodology, it's just, it's smooth as butter just to go right through every single time test or not a fit.

We let them go, we disengage.

There's no follow up, there's no next steps, there's no, I want to think about it.

There's no, I wanna talk to my wife about it.

All that stuff like does not exist in our world.

Just that's all removed from the beginning now anyways, may keep going and I'll finish off.

So of course we put money back in the funnel to turn the wheel, but not for it to go faster, just for it to turn the same speed.

But what I do is from all this is essentially now it gives me free time and income to start to create and do cool things.

Like things I never would've thought of doing before.

Like before my, my one call sale book for next year is gonna be a, a pretty big launch.

I'm working on a, a documentary series, like a Netflix episode, A day in the life of Ari Galloper marketing sort of video process.

I'm gonna be working on like a reality TV thing.

I'm working on a, I'm restoring an old classic car that I'll be ready next month.

Hopefully it'll be featured in the video as well.

The kind of theme with our theme around what we do now, these were all things a year ago.

I never would've ever thought of how would I have the time or the money to do these things?

No way.

Because I was trying to build a list, trying to, and uh, I guess ultimately what it comes down to is having a filter in your mind and not only thinking 80 20, that 80 20 principle, but now 95 5 because the world's become so bifurcated, so such a large group at the bottom of commoditization, very few of us try and get the top.

So you're unique and that allows you to think differently.

Everybody else.

And I think this contrarian view of how I view things work really worked for me personally.

It may not work for everybody here, but ever since I started 20 years ago being the opposite, everybody else just keeps working and I'm gonna just keep doing it.

And uh, just as a ps I was only able to create this presentation for you because I had the time to actually do it.

Because I wouldn't have time to this before.

I'll ask if you would ask me, I would've had the head space to even know what I was even doing because I was just doing it.

And the free space has allowed me to to, to do that anyways.

That's honestly the truth of where I'm at.

And I've never the anybody I lived, but hopefully you found this valuable.

Yeah, yeah.

No, that's been super valuable.

Ari, we've got one.

We've got, I think you've answered some of the questions, but Johan's just asked where do you get them from?

I'm imagining that's a video sales letters Johan.

Sorry, the video book.

Video Video brochures.

They're called.

Oh, just Video brochures.

Just got to all the baba.com and type in video books and you can order like there's hundreds of vendors there.

Ah, nice, nice.

I, and I'll tell you right now that I can't, if I just, if you were here with me on the phone and I get on the phone with people and they say, oh my God, thank you so much.

I ched my wife, I shut my kids and we also put m and ms in there now.

That was a new thing I threw in there.

And now that's the m and ms that they're more excited about more than anything else.

They get the m and ms and then they're watching this movie and anyways, it, it's the secret weapon among everything else we're doing.

Yeah, no, that's great.

Is there, is there any other questions for Ari about what he's discussed just now about the presentation?

If not, we might move on to stump the guru, but I'll Yeah, I'll throw it open to the room.

Just a quick one.

Ari, what's the video in the book?

Oh, this is, are you you I try different things.

This one has testimonials in it.

Yeah.

The other thing I'm using now, which I think is better, is a, is a interview, podcast interview of me that is content based.

That is our main opt-in.

But people can't always watch it 'cause it gets lost in spam.

So it just goes in here if they watch it before they talk to us.

So you can decide what content you need in here that you need to watch prior to, to meeting with you to eliminate, here's what you wanna avoid.

So for a phone call and people say, oh, what do you do?

What do you do?

And now as you're talking about yourself, now it's all going backwards really fast.

So you want the call to be diagnostic about them.

Thanks.

What Scott was referring to, he, he's mentioned a few times the word.

So the guru.

Now what that does, it's a show that I do once a on LinkedIn call Stump the guru people jump on live and they try and throw me their most complex, most difficult sale challenge they can't solve on their own.

And I answer it live on this, on, on the show.

People just literally watch from around the world.

And uh, I've got episodes you can watch from our ho unlock the Game.

You can log opt optin and get the episodes there, but once a month, that's what he's trying to say.

So, uh, if anybody has any questions about, oh, thanks Jace for that feedback.

Gold.

Okay, cool.

Thanks everybody.

I, if, if anybody has any specific questions about my model, what's the content, the one call sale, how I teach that, anything you want to know or if you have a sales issue yourself right now you want to try and get to, and I set the bar for my clients, I tell them their goal is a hundred percent conversion rate on their phone calls.

A hundred percent.

They're doing anything below that.

And the person's qualified, that means they messed it up because they, they're coming for a problem.

You got the solution if, if, if, if, if it's not happening something in between that's broken on that conversation.

So that's the kind of level of that we talk about with our clients.

Mm-hmm.

It's called Setting the Bar.

Yeah.

But it's uh, what's your best closing script?

We don't have any closing scripts.

My material's very contrarian and there is no closing at all.

Let me walk you through the model briefly for those of you don't know much about it.

And I'll give you assignment a quickly, a snapshot of what the One call sale really means.

So let's assume they come to a schedule a call with you and obviously they know what you do.

The first part of the conversation, we call it going down the iceberg with someone where you unpack their issues and you amplify the issues and you help 'em understand the impact of their problem.

And you ask 'em this final question, which is this a priority for you to solve once and for all?

Or is it something you're happy to live with and deal with later on in your life?

And I'm okay either way.

You have to go down this questioning series and the questions we ask go like this.

So let's say someone says to you, my biggest challenge is getting new sales.

Whatever they might say to you in your business, or my challenge child's getting new leads.

The first thing you would say is, can you tell me a little bit more about that?

And you have to peel the onion back about five layers down because they will not on their own be vulnerable with you and tell the truth their their total situation.

'cause they themselves don't even know it 'cause they're too close to their own business.

So our job is to peel everything back, almost like a doctor patient relationship where you're the doctor, they're the patient, and your job is do an x-ray around their problem, not build a relationship with them, but instead unpack their issues so they feel that you're the only person who's willing not to give them a sales pitch, but instead to really understand 'em at a very deep level.

That's what real trust building is, where they feel that you understand 'em at a very deep level.

Once that's clear, then you take them through what we call a sales roadmap.

A sales roadmap is a visual tool we created that walks them through what your process is to solve their problem.

Not your services, not your company, not your offer.

It's a meta step, it's a step before that.

If you wanna, I'll show you one right now.

I did one for a client last week.

She's a financial advisor in the US and her struggling with having multiple calls with people, evaluation, call a qualification, call a follow up call.

And they end up just disappearing after a few leads coming in.

So I helped her consolidate her whole process into one simple roadmap.

And I'll show it to you now to give you an idea what I'm talking about.

One sec, lemme see if I can pull this up.

All right.

All right, here we go.

Okay, I'll screen share.

Here it comes.

Can you all see that?

So what I've done for her here is simplify what she does for people in a visual way.

And so after she goes down the iceberg with them, she says, if it's okay with you, may I walk you through my framework and roadmap for how I help my clients solve the problems that you have?

She has permission first.

And they say, sure.

And then she says, let me walk you through it.

There's four stages from left to right stage one is we do a deep dive assessment of your situation.

We look at what your goal is for retirement, what's your vision is we gather your data that we need to collect and we address what your biggest concerns are.

And we go to phase two.

We build your plan out, you know, what you're trying to achieve, what your taxes issues are, any legacy problems.

We try to map out what your roadmap is for your own self.

Then from there, if all goes well, we go forward to implementing, moving the money around, taking care of any issue we have to take regarding your state and making sure everything's on track.

And the last phase is we work on making sure it's monitored, reviewed and, and it's effective like that.

And then at the end she says, I taught her this.

I told her to say, what are your thoughts on the roadmap?

So imagine they're looking at this thing, the first thing they ever saw it, and they're, and it's common sense, it's for any consulting business, right?

You have to assess.

You have to plan.

It's not like it's something unique.

And usually they, they, they don't have any questions or they say, what about that?

But it's all common sense.

There's not really any questions to ask.

And then the next thing they, she says is she says, and I guess this is what Sam was looking for, she says, where do you think we should go from here?

And then they, and then the cu and the customer says, how do, how, how do I start with you?

How do I, do I join?

How do I begin?

How do I onboard?

And then literally just, I taught her how to onboard them and get payment on the spot.

And then she gets the client.

I, I just summarized for you here.

You know what, I'll show you a cheat sheet if you want real quick.

I'll go ahead.

You have a question?

Someone?

Yeah, there's some questions here.

What are your qualifiers?

Tracy's asked, what are your qualifiers for your own clients?

Okay, so who is my ideal client?

I think you're asking.

Yeah, it would someone in a business model that's low volume, high price point, an agency, financial advisor, consultant, high ticket sale, that's requires long sale cycle of high trust.

Anybody in that quadrant who's not converting as high as they should is missing this component to make that work.

Yes.

Yeah.

No, that's good.

And yeah, and Adam's asked how you are, how you're qualifying to determine who to send trust box to and who not.

I imagine that would answer that.

Is there any other distinctions?

We know who is not, who would not be a client?

Believe it or not, salespeople, they don't ever spend money on themselves in the way they should.

So we do not want salespeople, even though they all buy my books, but they don't get our boxes.

It's only the head of the sales or the guy who runs the business who's got a sales team that's chasing leads, chasing ghosts, and not converting.

So that's the funny thing is a lot of other sales coaches, target sales salespeople and I realized no, that they aren't the people to target.

Mm-hmm.

Anyways, so we're very clear who we're for and who we're not.

Yeah.

Nice.

And, and if I wanted to create an open loop, I'd say you'll share that, you'll share the cheat cheat sheet right at the end because we, we've got three questions about the, about the cheat sheet.

Okay.

I, I did this on purpose.

I promise I'm not seating this for a close at the end.

I promise you it just came out that way.

I'll, I'll show it to you now.

Uh, hold on.

Lemme pull it up.

Okay.

Cheat sheet.

Here it is, this framework I think will give you a quick snapshot of what I'm trying to say in a simple way.

Normally I do coaching on this break step by step, but I can show you pieces of it.

Now, here we go.

And I'll get this, I'll get a link, I'll get, I'll this to you all if you want, if you like this.

So you, this simplifies the one call sale where there's two steps.

Really the first step is to go down the iceberg.

See most people in sales when when they hear the customer's problem, their instinct goes, oh, qualified, I can solve it.

And they go right into moving them forward.

We don't do that.

We go down not forward.

We go down below the iceberg to unpack all the, the issues to help 'em understand the impacts.

They own it.

It's like a therapist and a patient.

If the patient doesn't own the problem, they're like the worst patients to have in the world.

Same with clients.

They don't own the impact of the total problem, then they're not, they're hard to pull through.

So you go down, then the bottom you say, you know, would you be open to, it's right here, the languaging, which would be helpful for me to walk you through our roadmap for how we help our clients solve problems.

And then you go up and you show 'em the roadmap and you do what I just told you, which is walk them through it in a quick snapshot and then you onboard them as a paying client on that first call.

There is no close, there's no pressure at all.

They're loving the whole process because it's so different and so unique.

They can't believe they're having a call with someone they don't even know and they're not being sold anything.

Remember there's no pitch here of services at all.

You're just onboarding them to your first step in your process with a fee.

Now if you wanna charge a fee for the assessment, which all my clients do, I have languaging for that as well.

How do you simplify the way they pay you for the first two phases?

We can go into that too.

That open loop for you.

But this is, there's a lot obviously.

But anyways, that's the cheat sheet.

Yeah, that's, no, that's awesome.

That really breaks it down.

Breaks it down nicely.

Judith asks, I have a team member triage a prospect before the sales call.

How do they deal with the prospect asking them the price point?

Ask them what the price point is before they have had the sales presentation.

Okay, the way you hand, good question Judith.

The way you handle that question when someone asks you your price prematurely to when you wanna give it to them, is you give them a super large range.

Like it's anywhere from 1000 to 30,000.

It all depends on your situation and we'll figure that out once we get through our conversation again.

And I can give you exactly where you fit on that.

And they usually go, okay and they shut up.

Mm-hmm So just give 'em a range and they'll be fine with that.

All they want is something to, to take with them.

But I will tell you though, the price issue never comes up if you start the conversation our way.

Because it's not about the solution early on, it's not about the program, it's about their problem.

Right?

So if you start the process around their problem, then it's premature to offer or discuss a solution until after you determine if you're a fit with them or not.

So if you go full diagnostic, then there's no space to discuss.

Like the doctor can't write a prescription legally until they've done a full diagnostic, an x-ray, an m r i, whatever it might be.

Same thing here.

We aren't allowed to give people our, discuss our solutions until we first make sure they're fit or not.

So there's some guardrails there you have to stick with to avoid getting bombed early on like that.

So Ari, that, let's use you, that financial planner as an example where the first phase is actually doing the diagnostic and coming up with a plan and, and obviously that could vary in what it costs to implement the plan between X and and y.

In that case where you'd say, let's get started, you only sell them the first part of the plan.

You don't sell them the ongoing, do you?

Very good question.

So you only start them with phase one of phase two as one package.

So you'd say, uh, if they say to you, so it looks good, how does this work?

You'd say it's quite simple.

This is a magic phrase, languaging.

You always say it's very simple.

We start with phase one of phase two only.

It's a nom.

And this is another great phrase we tested.

It's a nominal fee.

It's a no a a small fee of only three K for us to do the full assessment for you and the plan.

And at that point we'll walk you through what our results are.

And if you want, you can either disengage if you'd like, no problem at all, that's all good to go or we'll continue on from there.

But it's up to you.

There's nothing locked in at all.

I'm just showing you where the process is.

If we decide to go together after the second phase, then they know they have a way out in case it doesn't work out.

But you also know if they get on on more with you, then you have them for life.

'cause you've done assessment in their business and it's all good from there.

That's good.

Yeah.

The, the phase, yeah.

Selling them in onto that first phase.

We've got a question from Albert.

Albert, I think the presentation, Ari, do you have essential trust pillars that we as a solution provider need to communicate?

And what are they?

So I'm not sure what my trust pillars, but I will say what's working really well for a lot of my clients who do agency work and advisory work, they do share upfront in their conversations and their marketing.

They basically say that they are a trust based firm.

Meaning they verbally tell them this or write this somewhere.

They say, we're not gonna chase you, we're not gonna follow up with you, we're not gonna pursue you and we're not gonna convince you to do something you don't want to do.

And that's our philosophy.

We want to make sure that you're okay with that before we move forward.

But that's a mic drop moment because when you tell a client this at their beginning of your process with them, they are like, just what?

Oh my God, no one's ever said this to me before.

Because they're expecting, you think about this for a moment, when they come into your funnel about your offering, they think they're walking to a shopping mall, the big door says shopping center, and they think they're shopping you, they're shopping around and checking you out, and now you gotta apply to dance with them.

See, in our approach, they think they're going the shopping door, but with us, they're going to our clinic, the doctor clinic, they're going to our office where we're gonna diagnose the problem.

They don't realize that yet till they come into our conversation with us.

So we change expectation.

It was the enter our world to understand this is not, they're not shopping us anymore.

We're choosing them.

Yeah, that's beautiful.

It it takes the, takes the whole neediness out of it.

I remember reading a, I think it was a Jim camp book on negotiation and he, he always said the whole start with no concept and you say it's totally fine if you say no at the beginning, but the way you worded that was far better.

Uh, I think it's just, yeah, it, it shifts the positioning.

Think About it, like our mindset at the beginning of the call is we're probably not a fit.

Yeah.

I, I'm not gonna say it, but in my mind, I I'm, I'm not gonna assume we are.

It's like the doctor can't, is not allowed to make any assumptions at all.

What the doctor says to you is, where does it hurt?

And you say, oh, my shoulder right over here.

He says, lemme take a look over here.

Ah, oh yeah, okay.

I think we had an x-ray and an m r I right away so I can understand what's going on because I can't make any recommendations to you if I can help you unless I can really understand what's going on underneath your shoulder.

And you're like, okay, doc, whatever you say.

And of course you comply with the process because that's the right process to do anyways because they can't recommend the solution until they diagnose the problem.

What I'm telling you is common sense that you're all hearing from me, all I've done is take the medical model, brought it over here to the sales world and just streamlined it with our languaging in our mindset.

And it's just, it's almost magical because we already know it works in different industry.

We're just applying it over here in this industry.

And if you position yourself right as the doctor and the trust authority, it's just in signup.

It just keeps working.

I was just gonna say that there seems to be like some common things between Tracy and yours, Ari, that Tracy was saying, let's get 'em while they're hot instead of nurturing, which is similar to what you are saying.

And she, you are diagnosing on the call, which is really great because they're being heard for the first time often because a lot of people are wanting to sell 'em stuff as opposed to listening to their problems.

But with Tracy's, they're diagnosing before they place the message so the person feels heard.

So it's like you guys are, you're at different ends of the market, but having a, a similar outcome is in that let's hit 'em now while they're hot and let's not mess about which We, we also target of course like Tracy, the our ideal clients, but our marketing content is only about the problem.

Yeah.

Not about our solution.

They're doing courses, which is a little different.

But in our, in our case, so our, all of our content is basically around the core problems that we solve.

Chasing ghosts, following up, playing the numbers game, not converting the leads.

Those are the core problems that we know people have that they activate off the problem.

We don't have to say we can grow your sales by 20% tomorrow morning.

We don't have to say we have a great program, join our coaching program.

We don't have to even discuss it at all the answer because all they want early in the funnel is to know that someone understands their problem.

And that is how trust is created when you start the relationship around their problem only without offering a solution because it's too premature until they consume the, the, the, the process of go, wow, she really gets me this guy just not trying to sell me anything at all.

He just understands me.

And, and so to that book, when you, where in that first stage, Ari, when you're trying to get people to request a book, are you sending really clear direct marketing messages to your target market just to get 'em to request a book?

Uh, I go narrow and I go wide.

So I've gotta talk tomorrow to B B G.

Have you heard of that network in Australia?

It's a big networking group.

I'm keynoting tomorrow on their webinar with 150 people.

I'm doing my normal talk at the end.

I'm offering my free book as a, a gift to everyone in that room, uh, on that call.

So tomorrow morning I have 150 leads coming through my, my system and of those maybe five will be the ones that I want.

That's a wide shock, but I don't care how much the books cost because all needs one client to cover all those shipments.

Now I also target different niches like financial advisors in the us.

They're happen to really do well with me because they're ex insurance salespeople and they need a lot of help with, with converting.

So I did direct mail campaign to them three, three step postcard campaign that offers 'em a free book offer as well.

They take the free book offer to a consultation.

So I'll help you too for those of, you're thinking about how do I get them from a free book in the mail to a phone call with me?

There's a step between that.

There's an open loop for you.

I'll, I'll fill it for you.

I promise we're run outta time here.

But basically what might what happens is when they order the book from us and they're qualified and the box goes in the mail, by the way the box goes overnight, delivery express tracking number has to arrive within 24 hours, otherwise they lose all the wow factor has to arrive the next morning in the world, whatever it is, just ship it, FedEx, it doesn't matter.

And then my team calls and says, of these people who haven't booked yet for the consultation, they, I'm just giving you, it's Julie from Ari GPA's office and I just wanted to see if you received Ari's book of the Mail by any chance.

That's the opening phrase.

Now we know in advance the box already arrived, right?

We have a tracking number so we know it's there.

So they say, yeah, we, we got it here.

It's wow, I didn't expect this box.

I they just start going crazy.

And they go, I haven't read anything yet.

And my team goes, that's okay.

That's okay.

We just wanna make sure you have the book.

Okay, that's all.

We only wanna make sure we uh, you have it.

That's all we reason why we're calling.

And they just feel a sense, they feel a sense of relief.

They're like, oh good, there's no pitch here because they're expecting someone to sell them something.

And then when they relax we say, we're just curious, what was it about the topic of trust in your sales process that engaged you around what you're doing in your business?

What was the, what's the connection there that intrigued you about the book?

And that opens up a whole can of words around their problems and then they book them from there to a call with us.

That languaging, that really is magical.

I just gave you there for those of you in that, in that process.

That's Awesome, Ari, because we've got a client who sells a lot of books and we had to talk him into it, but we got him to record a voicemail saying that he just wanted to reach out with them, thanking them for buying the book.

And obviously I can't try and call everyone, but I wanted to try and reach out to you.

I'd love my, I'd love to get one on my team to give you a call in a couple of weeks to see how you're going with the book and what you think of it and get your feedback.

And they were a bit adverse to doing that, but it's actually been good 'cause people are like, oh my god, this like, the author actually tried to call me, it'll ring their phone for half a second and leave a voicemail message, but they feel really connected with that.

The author of this book actually reached out to them and it's been amazing the difference that's made to their sales flow.

That's great.

I like that.

That's good.

That's good scalability without making Nashville call.

Nice.

It works.

Keep doing it.

Fantastic.

Yeah, no that's very clever.

Did say a interesting test with that voicemail thing that you actually just, you're doing like a five to eight second voicemail, but it's just all static.

What was that?

When you do your call, you can set up, you could actually do it automated, right?

You set up a call.

So an automated call that goes out, but the whole call is just static.

Like you're going through a tunnel and then you follow it up with a text message from the author.

So you never actually have to make the call yourself.

Yeah.

Say Hey, it's Ari here.

Just tried to call but was, wasn't able to get through.

I dunno if you could hear me or not.

Yeah, yeah.

We've got ours automated like that.

It's super cool 'cause it looks like he has tried to reach them and yeah, it works really well.

By the way, if anybody wants a copy of that roadmap in the cheat sheet just on LinkedIn, just connect with me there.

Say hello, I'll upload it for you over there.

You get a copy.

No problem.

Yeah, no.

Awesome.

Thanks Ari.

And if you can, you can reach out to Ari in the Slack group or what's your email Ari, if anyone wants to reach out to You, a r i unlock the game.com.

Ari unlock the game.com.

You can put it in the chat there if you want ari game.com or LinkedIn or just reach out.

We're gonna have a chat about your funnel if you want.

And I can give you some insights as to where I think you've got some holes in it from a trust perspective or a conversion process if you want.

Yeah, perfect.

No, that's that.

That's awesome.

No, thanks, thanks so much.

We're heading up to the, heading up to the hour.

You know, I, I think today's been a, been a stellar session.

Yeah, so Simon and Tracy, I thought the detail you went into, you know, with the Yeah, with, with your process was really powerful and yeah, the whole Facebook lead ads I think is probably a, with proper follow up is an eyeopener and it was good to see the, the contrast in terms of the lack of detail but the, or the lack of complexity, but the detail within the simplicity that you are doing, Ari, which I think is really powerful and some of the frameworks you shared.

Yeah, I got a lot out of that.

I think we've got, so our next session is 27th of January at 1:00 PM If you want to put that in your diary straight after Australia Day, that'll be a one hour networking and then we'll kick back to the normal regime in February with the two sessions each month.

That is, that has been dropped the dates for the start of next year.

I think it's up to September or something, is both in Slack and Facebook.

If you wanna grab them and put 'em in your diary, if you can't find them, just reach out and I'll email them to you directly and, and Scott has just left a message, I know some people have to go 'cause I've got meetings and all that, all that to go, but Scott said, can I have a minute at the end with everyone to surprise you?

I have a surprise For you from, From many of us.

Oh, that was for me.

Oh, sorry man.

Sorry.

Yeah, It's, it's, it's for you from a group of us and there's certainly people on this call who haven't been able to get out to who when they see it may wanna be a part of it.

Um, and it, it links in with what Ari did today.

So I'm going to just share my, oh, can you let me share my screen?

Yeah, I can, let me just, I'll make you a co-host Scott Baker.

So co-host Scott has played a, a, a, a very big role in just helping my business.

He's, I've known him for over 20 years and so I'm gonna show you what I've put together 'cause there's some people on here been doing the video testimonial stuff.

I thought, what better way than to get a couple of video testimonials for you.

So I've got, when you come on here, you click play.

Hey Scott, I just wanted to thank you so much for all your help that you've given me, Rick.

So it's got that and then it's got her Jane and all her links and then it's turned into a thing there.

And then I've got Tom, Gilbert, Luke Johan, and, and myself.

So if any of you guys would like to be add to that list, let me know so that Scotty can have this as a thank you for all the hard work that he does putting these groups together 'cause yeah, it's been incredibly valuable for me, so I'll Great.

Scotty.

Yeah, thanks man.

That'll be my, I think that'll be the best, the best, best Christmas card I've ever received, so I, yeah, I really appreciate that.

That's, that's awesome.

I'll put the, I'll put a link in the chat, which if you wanna do a video for Scott and then I'll put Oh, then I'll add it to the list as well.

Yeah, no, thanks so much brother.

That's, that's great.

Daniel's just said that'll look awesome on your new site, which Daniel's gonna set up.

I'm, I've, I've gotta step out.

Everybody good.

Everyone stay in touch.

Say hello.

Take care.

Thanks.

Thanks everyone.

Thanks Everyone.

Thanks guys.