Overview:

The podcast discussed techniques for building trust in the sales process in order to increase conversions. Ari, an expert in trust-based selling, explained how using language focused on trust can diffuse objections and prevent chasing potential clients. He emphasized embedding trust consciously into all aspects of the pre-sale model from emails to phone calls. Breakout groups allowed attendees to discuss case studies and ideas for joint ventures. Many participants found value in Ari's strategies for building rapport on phone calls to get higher percentages of deals. The event also effectively facilitated networking opportunities despite being held online. Overall the presentation provided actionable advice on engineering trust throughout the sales funnel.

Automatically-Generated Transcription:

Next up we're gonna have, uh, Mr. Ari Galper.

Ari has, has spoken a, uh, a a a few times and he always gets amazing reviews.

So, and, uh, today he's gonna be specifically talking about objection handling.

So, and we wanna make this as engaging as possible.

So whether you want to put comments in the, uh, in the, in the, in the chat box or re, you know, reach out and ask questions, but I'll hand it over to Ari to, uh, take it from here.

Okay.

So I'll do a share screen here real quick.

Let's see.

Okay.

And, and Ari is the number one authority in trust-based selling, and he's often called over to the US by people like Perry Marshall and, and so on.

So he's, he's, yeah, very much respected and known in the field.

So, hello everybody.

I see some familiar faces, which is nice to see, and some may not know me, which is fine.

So I'm kind of doing a very condensed small mini talk today.

I've spoken twice so far to the group, and real briefly, I'm from the us probably got the accent.

I've been here 20 years in Sydney and my wife on the line 20 years ago.

I moved out here ever since.

I specialize in trust-based selling, which is a very unique niche on how to build trust pre-sale with people all the way through the funnel.

So not chasing people.

I did did a webinar about an hour and a half ago for two hours for whole group people as well.

So, so I've got a lot more body of work around this, but we're just gonna do today a very small sliver of how to basically diffuse objections using what they call trust-based languaging.

So I've built my own body of work around this whole philosophy and mindset, plus a whole slew of languaging.

Not script is scripts, but languaging you use that creates trust with people, diffuses pressure and doesn't force you to chase people.

So my, my whole thing is, uh, how do you engineer trust into your funnel so you don't chase potential clients and they feel comfortable telling you the truth upfront.

And I've also got a new thing I'm working on, which is called a one call sale, where I don't know how many of you move leads from webinar to a phone call, but there's ways to architect the phone call now without pressure to generate a yes on that first call if it's the right fit.

So let's think going on.

But, but for today, we're just gonna work on OB objections and we'll have a little, what I call stump the guru session at the end where you can kind of throw me stuff that you get or you're about in your funnels and your sales process.

And I'll give you some ideas and advice and some languaging to how to respond.

Maybe you can create a little cheat sheet for your team on how to deal with objections as well.

So what I'll do now is I just want to quickly show you in the screen a real basic sales model that most people kind of fit into to some extent in their funnels.

That's very, very simple, but I'll give you a feel for a bit of where we kind of fit in the model around selling.

So usually in a funnel, you have a contact with someone, either they opt in for a lead or they set up for a webinar or you have a conversation with them on LinkedIn.

You start with initial contact.

Then from there in your process, you ask 'em some questions about their challenges with their businesses, what, what, whether they're having some obstacles.

If that goes well, then hopefully you schedule a time to discuss their challenges, which could be after webinar, it could be over a cup of coffee, but there is somewhere in the process where you have a discussion with them about scheduling time to have a chat.

Then hopefully from there you meet with them and either phone, phone or Zoom or live, you discuss their issues, discuss your solution, and hopefully it all goes well from there.

You follow up with them either sequence or on the phone or chasing them, whatever it might be.

And then if all goes well, hopefully at the end, the sale kind of happens.

So that's essentially the basic fundamental track that everyone uses pre-sale in a very basic way.

Of course, I'm sure you have more complex models around yours with webinars and all kinds of stuff, but essentially it comes down to this is at some point, and, and, and so what happens I've discovered is my research with a lot of marketers and salespeople, they end up at the seven o'clock position with people at the follow up stage, and they end up chasing everybody after that.

They don't get a yes or no, they get a maybe or I'll think about it, and they spend all this energy, they end of the time in the funnel working on chasing what I call ghosts.

Ghosts are people who say, yeah, I'm interested.

I love the webinar, I wanna think about it, but never call you back.

And you wonder, well, well, I don't understand.

They went through a process, they love what we do, why aren't they signing up?

There's a big gap right there.

So I discovered that the reason why we're chasing people was because somewhere in our process, unknowingly, we didn't add trust between our steps of what we do or overlay trust on top of our whole presale model.

And trust right now, I believe, is becoming the most important currency in the world beyond money that will generate money.

So the more you can add trust back into your processes and look at all your copy and all your sales calls and everything you do presale, and take what I would share with you today and overlay it on top of your business model, you'll get a huge conversion jump by just consciously thinking about how do we put trust into our process?

Again, why are we losing people right here?

Why are they dropping off?

Why are we all these holes you have in your process, most likely is not about value, but I assume you all deliver value.

There's probably a lack of trust because we're losing all, most of your money.

So most of us on this call have funnels, we have leads coming through, and for us as about lead generation per se, but really about conversion, and people were losing value 'cause of value because somewhere in our process, we have a secret hole in there, they're dropping out because they didn't feel comfortable with us, or they're, they're feeling sold from us.

That that's essentially the concept that I work with, with businesses on.

And so the idea is if you, if you book trust on your funnel and plug up the holes, you get a big breakthrough.

That's kind of the big picture of what I do.

But today we're gonna work on a very sliver part of this called how to diffuse objections.

So I built my own design, my own, what I call trust-based languaging, phrases and words to use that diffuse pressure and a conversation with somebody so they can feel comfortable deciding whether it's a yes or no with you, without you having to put pressure on people.

We've been taught over the years, when you get an objection from somebody, our jobs to overcome it, right?

So if, if someone says, your price is too high, and you say, well, we're worth it.

Well, if they believe that your price is high and you try to overcome it, you broke trust with them right away.

So my whole approach is based upon diffusing the, the resistance and reengaging, again, not try to overcome the resistance and the hope you'll win the game.

They've heard of the martial art called Aikido.

So Aikido is a non-resistant martial art where if someone comes at you, you don't attack back, you diffuse the resistance.

Somebody may have heard this before.

So my whole system is based on aikido, based on in a sales process, when you feel resistance from somebody, you don't try to overcome resistance, you diffuse resistance to reengage again.

So we'll have some fun going through some objections right now.

There was a client of mine who recently told me that, uh, they had a huge bump in their sales process because they weren't even aware they were losing so many people by trying to overcome objections rather than diffusing objections.

And so there's a lot of money right now in your current funnel that you could potentially bring backpack in your bank account if you understand how this works, and address all the resistance in your process without trying to overcome it, but reengage it again in this way.

So I have a bit of a model that I put together to help people understand the process for how to diffuse objections.

And it kind of looks like this.

It's a little checklist.

And I, when I used to do master classes, I used to hand this out in the room, but around the workshop tables, I'm showing this to you now.

There's basically three pillars behind how to diffuse objections.

The first one is when you get an objection from somebody, that's resistance coming your way.

You don't wanna react, you wanna stay centered.

And using some checklist questions to ask yourself in that process was, did I relax?

Did I slow down?

Did I create a two-way conversation, whether they fit with me or not?

Did I try and resist?

Did I try and push back?

Did I react?

These are kind of like checkpoints to think about in that first stage.

Second stage is, did I diffuse the pressure that I diffuse the resistance using trust-based language news?

I'll share with you today, did I use the, the phrase which I'll, I'll tell you about as well, Carl, that's not a problem.

Did I get offensive?

Did I try and, and and, and sort of resist the fight?

How do I remove assumptions from the conversation?

And the last pro piece of the process is how to reengage the conversation, preserve the relationship without risking the sale.

It's gonna be very dangerous when you try to push over rejection and they're not, and they're not laughing with that, you can lose the customer.

So this process over 20 years has been optimized to never lose a customer and to reengage them into a better fit if they're gonna order with you or not.

So I think you'll enjoy this 'cause it, it just shows the fluidity of this and the refinement of the process and the language we created.

So let's have some fun here and we'll go through some examples of some classic abduction people get that I've collected over the years working with tons of other people.

So I'll throw some out and we'll go through some examples, and then we'll open up to things that you get in your funnel or people will say to you and you'd love an already answer for.

So here, here's a class of one that people sometimes get, you know, we're already using somebody else, or we already have another vendor, or we already have someone else, we don't need someone else.

Anybody get that at all?

Maybe hit the hand button or something.

That's kind of a common one people get every once in a while.

So the usual response to that is, you know, well, we're the best, or, uh, you get what you paid for.

Or we try to defend ourselves.

We try and say, well, look, we're better.

You know, we try and kind of somehow get back in the conversation again.

So one, one of my key elements here is whenever you ha whenever you get pressure from somebody in the phone conversation that we're live and they're putting pressure on you, like this one, we're happens, who we currently have, rather than trying to overcome it, you wanna diffuse the resistance when the resistance down.

So in this case, if someone says you were happy who were currently using, your first response would be this.

That's not a problem.

That's not a problem.

See now they're thinking, what?

He's not pushing back on me.

See, this kind of brings the resistance down.

Then you'd say, I I wasn't looking to replace who we're currently using.

I just wanted to see if you'd be open to a different perspective that you may not have access to now, which would be open to that.

You see, I didn't, I didn't try and replace who they currently have.

See, they thought, they thought your job was to replace the current vendor.

What I did was I, this, I went through the process, I say centered, I diffused it.

That's not a problem.

Diffuse.

And I reengage again with the languaging away from what they thought was the, was the resistance.

That's kind of the keto move is when you don't fight the resistance, you kind of go around and reengage again.

Does that make sense so far?

So the magic phrase here is, whenever you or your sales people get up against the wall with someone with pressure, like, uh, an objection, just always start with, that's not a problem.

That creates space in the conversation for you to think stay centered, and then reengage again, using languaging like this.

Because when you say, you know what, you'd be open to some different ideas.

Typically, they'll say to you, okay, what'd you have in mind?

Now you're back on track again.

Does that make sense everyone?

Maybe chat box, drop me a note or gimme a quick hand up or something.

So I know you're on the right track here.

Okay, cool.

Let's try some more.

Who, who gets this one here?

Anyone get this one?

It's anyone get this one at all in terms of, uh, why should we choose you over someone else?

Or why?

Why should I go with you?

Anyone get, every once in a while someone says that to you or it challenge you and ask you, why should I choose you?

That's kind of a common objection sometimes.

So the user response to that is something like this.

Thanks Simon.

Yeah, we are the best.

I've run the longest.

We've got the most testimonials, we got the most reviews, and yes, we are the best.

See, our instinct is to defend ourselves.

We take it personal.

So we've been conditioned when resistance comes our way, we try and defend ourselves, but that defense creates a breaking of the trust conversation.

So if you shift your thinking around this and someone says to you, why should I go with you?

You can say, I'm not quite convinced you should yet, until we really make sure that we are and match together or fit together.

Now what does that in itself do for the moment?

Maybe in the chat box, drop me a note.

What, what does that one phrase do for the moment where they're trying to hijack your mind and make you defend yourself?

And here you're saying, well, maybe we aren't, right?

So thanks Mark and Scott.

Yeah.

So basically you're, you're saying to them, look, I'm not gonna try and convince you of anything.

Let's just make sure we're a fit first if we're a fit.

So then the next phrase from that would be this.

The last thing I want to do is put pressure on you or try to convince you to use us as your solution.

That's the last thing.

We, we're a trust-based firm.

We don't believe in operating that way that other people do.

We don't wanna put pressure on you or see now, now what's happening is you're diffusing the moment, they're reopening their mind to you again.

They're saying the way you're behaving with them, you're humanizing the process.

You're, you're, you're resisting against sales activity that they hate, that you hate.

And you're saying, look, you know what?

Let's, let's not play the game.

I'm okay with that.

And the last thing would be this.

And here's the key phrase.

Would it make sense for us to take a look at the actual issues you're wanting to solve first?

Then we can see if we're a good fit together.

So if you break that process down right there, it follows the, the, the map I had, which was stay centered.

The first line diffuses the pressure, the first two and the third reengages again.

And you're back to where you want to be again.

So once you own this process, it becomes natural for you.

It becomes so easy once you master this mindset, because you'll sense in advance so much slow motion.

When someone gives you resistance, you'll feel it coming as they start talking and you'll click in your mind, they'll go, you know what?

I'm not gonna fight this thing.

I'm gonna go over here, diffuse it, reengage again.

And you watch what'll happen, they'll flow right through to the end for yes or no to get fit with you or not.

It's just a beautiful, magical process when you begin to understand letting go of the resistance and owning this mindset of building trust with people.

I just trying to make the sale at all.

So we keep going.

You wanna see a couple more possibly?

You guys all into it?

Okay, cool.

Alright, let's try some more.

Anyone get this?

Anyone get this one at all?

Your price is too high.

Nah, I don't think so.

Probably not.

Nobody here wouldn't get that.

Would you?

Anyone get anyone get prices high, maybe in chat box, let me know your fee's too high or I can't afford it.

Anybody get one of those at all?

Those are pretty common these days.

So, uh, so what, what's the usual response to that?

If someone's i'll, I'll ask you right now.

Someone, for those of you don't know my work, like Mark and, and then all those guy, and I can see Steven, the picture on that.

If you don't know my work, how would you respond to this?

Now, pre Ari, if someone said to you, your price is too high, type in the chat box real quick.

What would you say to somebody if someone said it to you?

I just can't, your price is too high.

How, how would you respond?

Now for those of you don't, don't know my work.

Okay, so Scott says, compared to what James said, is it worth it shift to value conversation?

Yeah.

So you, what you're, what you're, what you're saying there is what would you value in the service thing?

What you're trying to do is defend yourself or use a technique like what's it worth?

You know, it's worth the price.

You're all trying to sort of battle the resistance in your own way with the, with your phrases now, but let me give you the black belt approach using our allof to game system and, and mindset I how to diffuse objections.

So remember what the goal here is.

If someone puts pressure on your lap, which is gonna happen pre-sale in that cycle, don't try and overcome it or respond to it, diffuse it and I'll give it to you.

Now, if someone says to you, your price is too high, here's what you say, it might shock on this call, in many ways, you're absolutely right.

The price can be perceived as high, definitely if you haven't had a chance to actually implement and use the solution to get the results you're looking for.

Absolutely right.

It can be perceived as high.

Now, isn't that true?

Isn't that a true statement that your offer can be perceived as high?

Because think about it, they can't get the value till when after they are, after they sign up.

So how are they supposed to know your value?

You can't sell more value.

That's ridiculous.

They cannot appreciate your value until after the sale.

See, we think the more value we show, the more value we show, the more value we show.

Well somehow that'll blow 'em away and they'll sign up with you.

Well, good luck to that because everyone else right now is doing the same thing.

Dumping value, dumping value, dumping value, and people, the customer cannot discern anymore.

Who's got the value?

Who doesn't have the value?

Because everyone looks the same to them on the screen.

We've all been commoditized.

That's the truth.

So to try and fight the battle and saying you're better or you're more valuable or whatever, is a losing game.

You have to be able to differentiate your business model and your sales process based upon how you sell, not your value proposition, which is very contrarian by the way most people teach you show more value.

So I would suggest to you, in this economy right now, they care less about your value.

They care more about if they trust you or not.

So you're just being a great marketer, selling your value on your offer, you're losing 8% of your people who aren't buying from you because they need something else to connect with you.

So I'll go on.

So that's how you, that's the first phrase, alright?

It takes, it takes some guts to say this to someone because, you know, and then you say the last thing, this is my favorite phrase, the last thing I want to do is put pressure on you in any way to try and persuade you to do what you you don't want to do.

No problem at all.

See that, that that drops their guard.

They, they relax, they go, oh, thank goodness I like this.

I like this guy.

I like this gal.

Would it make, here it is.

You ask the question, would it make sense for us to re-look at the issues you wanna address?

Then we can see if we're could fit or not.

And if not, that's okay too.

So I just took a combusted, combustible fire problem.

Your price is too high, and I just diffused the entire thing and reengaged back in the conversation again around their problem.

All in one go.

Now, right now, for you, it kind of feels like, well step one, step two to step three.

But once you own this mindset, I'm teaching, and you language is naturally and you live it, it's not a, it's not a technique.

It's, it's, it's the truth.

Then you'll just own that conversation like you never had ever before.

And people will not slip outta your fingers on these, on these competition calls.

For those of you do calls, and I mean, how many of, I'm curious, how many of you on this call in your business model somewhere pre-sale, you have a call with somebody over the phone, a a one-on-one call?

Anybody on this call?

You gotta raise your hand.

Okay?

So Mo most of you on this call at some point has a human conversation with somebody once you get them online or do your marketing needs stuff, it ends up on a phone call or a zoom call, right?

And that's where it's usually lost.

It's the sales lost in the conversation.

It's not lost in the marketing.

The marketing, we've all got down pretty well, most of us on this call because we're with Scott's group, we know how to get leads on Facebook.

We know I get webinars, we know how to get people signing up.

We're kind of ninjas at the, the whole micro funnel process.

But when it comes to the phone calls, that's a whole different story.

If we measure the phone calls, my guess is most people lose a majority of those calls.

So I wanna think about it, or your price is too high or we're not sure yet, or my wife's not around, or I gotta, I gotta, and then we're kind of scramble for somewhere value, then they kind of go away.

We're like, okay, put 'em in the, in the drip sequence and we'll just let coming in.

That's usually the mindset.

Most marketers don't know how to build trust on that one phone call.

And this is how you do it using language like this.

We'll try a couple more here.

This is kind of for people who do out, I don't anybody do outbound calls or have a sales people do outbound selling or phone calls.

So this is kind of a response.

People get on outbound calls a lot, you know, what are you selling?

Have a pushback.

And there, this is a more high level, but the response to that is, I apologize if I, uh, give you that impression.

That wasn't my intention.

See how I diffuse the pressure right away, taken from a bully to a lamb?

That's the power of the languaging, I thought was only to see if there are some issues related to whatever problems you help them solve that I can possibly help you with.

You see how I just took a si situation that could have been blown up in our faces and just kind of block belt it down to a, a, a, a relaxed moment.

That's the power of this.

Once you really get the hang of this and languaging around this, here's another one.

You might get some time from executives who kind of say, Hey, call me next week, or they're kind of blowing you off.

You know what I'm talking about.

People say to you, Hey, call me next week or, yeah, let's talk next week.

And you kind of know it's not for real.

So you might want to say this, that's not a problem.

That's my favorite phrase.

You ever get caught in a corner with somebody or you're un you're in a, I see mark, it's mark with this already.

You, you basically need to take a deep breath.

That's not a problem.

And then you say, look, if you'd be open to it, that's the key phrase, would you be open?

See, open replaces the word interested.

Interested is a sales word.

You wanna replace all your languaging in your funnel and your emails away from, from, from languaging.

That's, that's selling oriented languaging, like the word interested.

That's a sales word.

You wanna use the word open because open doesn't force them into a yes or into a no, which would be open.

It might make sense for us to, to figure out a time so we can avoid playing phone tag, right?

So you kind of lifted them away from this issue of the chase back in the calendar.

Again, most of my private clients I work with, I've trained their teams and their people never to chase clients ever again.

Because after the first consultation, either it's a sale or they go onto a scheduled call to complete the sale.

There's never a drop off point where they chase them afterwards.

There's no follow up because that means trust wasn't built on the first conversation.

And what I figured out is you can pressure sales cycle almost in half if you put trust back into your process consciously.

Because what I realized in this economy now new clients are looking for people they can trust more than the value they're gonna be buying from somebody.

So if you make this your top priority now, and look at your overall process around this, you can get a, a huge breakthrough and your current throughput already without new marketing at all, just your current traffic coming in.

Ask yourself, where are we losing people?

What's happening on these phone calls or what's that one phrase I can use to finally have you trust us?

I, there's one more on here.

I think, oh, this is, this is one too, a classic one, I'm too busy now, call me next week or something like that.

So this is more advanced.

You'd say, well what would you suggest?

So this is more black belt stuff, but uh oh, this is a classic one too.

Aim.

Get this one at all.

This is a kind, you know, send me information or send me information about what you guys have.

You know, it's a kind of a classic response.

You know, most people say, sure, I'll send you information and you follow up with 'em and you check in, Hey, did you get my information?

Now you're chasing all over again.

Which is the whole point of avoiding this by mastering this trust based selling concept.

So you handle this way, send me information, that's not a problem.

Slow the train down, slow yourself down.

Don't let them hijack your mind.

Don't let them hijack your energy.

The customers will wanna hijack you by shopping you all the time.

And they'll tease you, they'll seduce you to things and like, Hey, we're looking to hire an ss e o firm.

You're, and you're like, oh really?

Oh, we're looking to hire a copywriter.

Really?

Like they're, they're, they're so good at seducing us to think what they're gonna buy from us that we just fall on our sword and we just kind of flow where they wanna go with us.

No, not in our world.

In our world, we control the process because I'll tell you right now, the pre-sale process is a game of control.

It's either they control it or you control it.

If you didn't collapse that control process, like here you will convert so high in your process, it will be ridiculous.

You can't tell people about it anymore.

And most of my clients now are going 80%, 90% conversion because they understand finally they're losing people.

Not 'cause they're marketing shops because they've been taught to sell a certain way, knowing their applies to how the market is around trust.

So of information, that's not a problem.

Here it is, it might make sense.

We could identify what your two or three issues are you'd like to solve, then I don't know exactly what to send you.

So that's how you go back to the problem.

You avoid the, you avoid the question.

They don't want information that's only way get you off the phone.

What they really want is someone want pressure them to buy.

They want someone who will listen to them authentically.

Somebody who does not have the agenda on their back of their mind to close the sale.

That's what they really want.

When someone's got a problem, they want someone they can trust to solve it.

They don't wanna opt in, they don't wanna watch a video, they don't wanna watch a webinar, they don't wanna go to a consultation.

They don't wanna do anything that we set up for them, but we do anyways because we need that to break everything down.

But in their mind, if you create the fastest route to the customer and collapse your process to build trust, everything you know you've been doing up until now will change and everything will accelerate.

Your flywheel will will turn faster, they have a higher conversion rate, and your referrals will grow because your process does not feel like everybody else's.

And that's the issue we have right as marketers, is that our process has been so commoditized.

Everybody and their cousins doing the same thing.

We are webinars, contestation calls.

It all sounds the same now.

So unless you differentiate based on your languaging and your mindset, your process feels the same as everybody else and you have to play the numbers game.

So anyways, that's kind of my little teeny kind of talk around this one mini topic.

I've got a lot more that I can cover, but I want to open up to anything you guys get in terms of your funnels or challenge you get.

And I can help you with some phrases today if you'd like.

And if you want at the end, I'm watching, I'm doing a course in September on this called Master of the Mindset.

I can let you guys know about that as well if you wanna learn more about this.

That, that was awesome, Ari, I love the specific specificity of all the objections and everything.

What, what, let's throw it up to the, throw it out to the group and see what, see what questions we have.

Ari, I've got a quick question.

You know, when you're saying I'm not trying to replace your vendor, I mean, that's not, that's usually not true, right?

So No, no.

So, so that's the mindset shift to see That would mean that your goal for the conversation is to get them as a client eventually, but your mini goal with them before you even get there is to build trust with them.

So you have to kind of shift your thinking away from, my goal in this call is to make the sale to, my goal right now is for them to trust me.

So you have to be present with them a hundred percent.

If your mind's going well, I'm listening, and your head's going, well, how about the next step?

And they're gonna buy something, what's happening?

They can do that from you a mile away.

They can tell you're not being with them present.

So part of the shift of letting go of the sale was really hard at first.

You let go of the end goal and you focus only on their problem.

They're gonna say to you, I promise they're gonna say to you, Owen, how can you help me?

Hmm.

And when they ask you that question, you have permission then to offer your solution.

But you can't do it until you've gotta the point where they're saying to you, how can you help me solve my problem?

So it is a shift around letting go in your mind of the end goal of the conversation and focusing only on on their problems.

I teach in my, my, my, my course coming up.

Ari, would you say that that's more appropriate for outbound calls?

So in answer to Alan's question than inbound calls, because if somebody's doing an inbound leading inquiry, they've got a different intention, they're clearly looking for a solution.

Whereas the answer that you've just given for that is really more, I would find from my use in sales, more for outbound sales than inbound.

Actually both, because here's funny about, I wrote an article with me about this called the, the Myth of the inbound lead.

And, uh, which talks about people who call us inbound because when they call inbound psychologically, we say to ourselves, oh, they're gonna buy something.

They wanna, they're interested in us.

So we, we, we change our framework, we get all real excited about it.

But what I realize is when they're calling inbound, they're shopping you and they're gonna challenge you and you're gonna be on the back foot trying to respond and answer their questions to satisfy their need so that they're to shop around.

So you have to get control of that call at hello, make the shift and go back to their problem and stay in there for a while.

So I'll give you an example.

Let's just say you get an inbound lead on a phone call off your website or something, and they say to you, what do you do?

By the way, Julie, I'm A LinkedIn sales specialist.

Uh, What kind I I help businesses generate leads and sales on LinkedIn easily.

Okay, Great, great.

Okay, let's just say they get an inbound call and someone says to you, I'm looking for a LinkedIn expert to help me with my business and I've seen you for the people and I saw your profile and I saw this and I'd like to know more about you.

I'd like to know if you can help me.

I'd like to know how much you charge.

I'd like to know how you work.

So the, usually the customer comes inbound already in their mind trying to pull information from you to get you to answer the questions, right?

Yeah, that's usually the framework of the inbound lead.

They're shopping us.

So what I teach 'em, my model is you flip it at hello and now you are shopping them.

They're not shopping you where you are now selecting them.

So when they come inbound of you and they say to you, Hey, I'm looking for some LinkedIn help in my business and I'd like to know more about what you do, and I'd like to know kind of how you work, and I'd like to know kind of what you can do for me.

Don't answer those questions.

You have to get control of that call.

And you would say this, you'd say, no worries at all.

I'd be happy to answer all those questions for you.

No problem at all.

Now I'll stop for a second what I just did right there by saying that diffuses the moment opens up space now for you to rera the call back to where it should start from, then you can say, what might be helpful is if you'd be open to it, is to walk me through bit of your background of your journey up to your current business model, and then we'll go from there.

Would that be okay?

So I just kind of flipped the momentum from them chopping you to now you controlling the call and having them tell you what their problem is so you can properly diagnose it, peel the onion back on their issues, get the r o i and the losses they're losing by not using you and wait until they say to you, well, Julie, how can you help me?

The question changes from how can you help me to, what do you do and how much you charge?

You see, it erases all those questions by reframing the process.

Does that, does that help at all?

Well, I, I already do that process.

I've been in sales for 25 years and 15 years in door to door cold calling.

So I'm an old hat at sales, but I was, I was trying to clarify more for Alan's question for everybody on the call that is that something that you would find more on the inbound or the outbound?

But thank you because that's, you know, clarified my process as well.

Thank you.

It applies both, both directions because here, here's why it applies to both in neither scenarios does the, does it start with trust?

Yeah.

Yeah.

Hey Ari, I've got a quick question for you if that's okay?

Yeah, yeah.

So we basically are a physical business.

So I've got an office, all my team worked, um, in April, we were thrown into remote work due to Covid.

Um, and I've recently hired a new business development manager or a sales rep to work for me.

What would your advice be?

I guess now that we're all remote, what, what should the touch points be to get that person up to speed?

Considering they've being with me for a month?

You know, would you check in three times a week?

How would you manage that person remotely?

Considering we're so used to just being able to, you know, tap each other on the shoulder.

Oh, you mean like how to manage the performance, you mean?

Yeah.

So how do I ensure that I'm, I'm being effective and efficient as I can be to get that person up to where I'd like them to be?

All right, lemme tell you something right now that'll throw an arrow in the middle of this whole thing.

Have your person record every phone call.

I've got that set up in our own system.

Perfect.

Then you listen to the phone calls and you play the phone calls for him on a Zoom call and you say, oh, stop right there.

That's where you're losing them.

You're jumping in too quick, you're going too fast.

Don't manage him.

Manage the conversations.

Does that make sense?

See, most people go, how do I manage my guy?

He is like, how many calls do you make?

And forget all that the sale is lost or made inside the conversation.

Not in the c r m, not in your dashboard, not your stats.

They're lost inside the one-on-one conversation and no one does this.

They kind of sit back and go, well here's my numbers, here's the phone calls, here's the, here's the conversion rate.

Hey, we're doing pretty well.

Well, well what are you to improve that more leads?

No, you record, get the recordings, listen in and point out where it needs to improve.

Now I'll, I'll I'll provide one tip real quick.

I don't know how many of you are doing Zoom calls for first call with someone.

Hey, raise your hand if you're doing a zoom call for a first call with someone, like a first initial call.

A few of you, okay, I'm gonna throw you a bit of a ringer here.

And I know it's pretty contrarian, but that's what I do.

It's, I would highly suggest not to have a first call with somebody on Zoom, only have it on a conference line.

Those audio only, not visual.

What happens on a new relationship with someone?

When you say you show up on a Zoom call and they're looking at you, you are looking at them, what's going through your head at that moment?

They're, they're looking at your hair and your face and your clothes and your book.

They're not focused.

You're adding so many variables to the process.

It just kind of makes it so much harder.

And it's actually quite awkward too.

You meet someone new on a, on a Zoom call, it's kind of weird too.

It's like, hi, uh, hi, nice to meet you.

It's kind of a, see we're so used to it 'cause we're like, we're so zoom, we're like zooms, you know, we're just into Zoom, we're on, right?

So for us it's like, yeah, you're on Zoom.

Yeah, let's go on Zoom.

But for the average person who doesn't know you and you show up in Zoom with them, it's just sort this moment of, of this like, uh, like how do they look?

It's, you're adding all the resistance to a process that needs, doesn't need to happen.

So just try this, go to a con, meet them in a conference line audio channel.

Only when it's audio only, it's only one channel.

Them talking, you listening and that's it.

You reduce the variables.

We can ask the questions, get the answers.

So they're focused on themselves and they go through a direct channel and I move into a next call next, next step with you.

I know it sounds crazy, but trust me.

Just try that just, and, and, and for those of you who are making calls, like arrange, try to have a first call with somebody on their mobile phone.

Don't call them.

Don't have get off mobile phones.

Do not call them on their phone, don't have 'em call you.

Go to a conference line, neutral territory and meet them there.

It's, it's for positioning.

And on the conference line, you can record the phone call, record the call, and then you can have someone coach you on those calls.

If you're not converting 90% of your calls, something's wrong, either bad marketing, not ideal clients, or you're not creating enough trust on your phone calls if you're not converting that high.

I remember, you know Dan Kennedy, most of you know Dan Kennedy.

I'll never forget that I was in this platinum group with Frank Kern, all those guys a while back, and I'll never forget this.

I went to a meeting one after one of my events.

He's like, and Dan's like, and from the whole group, he says to me, so, so Aria, how'd you do at your event?

How'd you convert?

I said, oh, about, you know, I was proud of myself.

I said, wow, 50% of the room signed up for my coaching program.

You know what he says to me?

He says, if everybody says 50% what I expect you at least 90% or a hundred at least that's ridiculous.

He says to me, I was like, I thought I was doing pretty well if 50%, he is like, if you don't have the ideal client in those phone calls and you're not mastering the art of that phone call those two steps, then you are losing money for no reason at all.

Go master the art of building trust in that phone call and get better at higher quality leads.

And you will, that chemistry alone will tented x your business overnight with any more money though on your business.

And I was like, okay, that's it.

90% is the goal.

And now when I coach my clients, we work on the architecture of that phone call.

We help the right questions to ask.

We even build a roadmap.

We design a tool where we onboard clients of the phone call.

It's really cool stuff.

I covered this on the last, the last event with Scott.

Anyway, so I see comments here coming in.

Steve zoom, zoom On the conference line Now since we spoke last, I, I just used Zoom, but just say it's gonna be audio only 'cause everyone's used to zoom.

That's fine.

And I have audio and you can still record it and everyone's kind of used to it rather than going to conference line online or something like that.

That's fine.

Whatever you wanna use is fine.

But here's the thing about the audio channel, this is a very subtle important element about this.

When you go visual, you feel obligated to build a rapport.

Hey, how's it going?

Hey, how you doing in Melbourne?

Really?

We, we start working on trying to like manufacture a relationship with someone we don't even know.

It's actually quite uncomfortable sometimes, but on a phone call, you don't have to build rapport with them and become their friend and build a relationship with them.

You can just focus on trust only and their problem only.

That's enough for them to sign up with you.

You don't have to work at trying to become, you know, the pub conversation.

How's it going?

Hey, nice to meet you.

Nice to meet you too.

I love your profile.

I love you don't have to do all that anymore.

It's just a lot of work.

It's a lot of time.

You can take your, your conversion calls from an hour down to 20 minutes if you optimize the conversation.

But this way I anymore, uh, you got me, you got me going there for a minute.

Sorry about that.

Like any more questions or, uh, thoughts?

If not, I might something, if that's alright.

Yeah, go ahead Mark.

I just had a gentleman that I've been speaking with on Facebook that hasn't come back to me after a proposal we sent through.

I've just sent him a message basically saying, hi Craig, I just wanted to send you a quick message.

I noticed you haven't replied to my last message.

I can only assume that you may have gone with another provider.

Just wanna let you know that's not a problem.

The last thing I wanted to do is make you feel any pressure from me trying to persuade you that, that we're the right go for you.

What I would like to do is just let you and his wife Charice know that if you needed a help with anything, I'm here for you without any pressure.

Appreciate it.

Hope to chat sometime he's just come back to me and he said, hi Mark, really appreciate your help and support always.

Actually we have been speaking to some other people, but seeing what you've just sent me, I've just spoken to my wife and would like to schedule a meeting this afternoon or tomorrow if possible.

Let me know.

Need I say more?

Everybody After using your stuff for many years, you think I'd know better, right?

Yeah, Martha did mine for many, many years.

But lemme tell you guys and gals, everybody on this call, this is so powerful when you master this and change the languaging like he just did.

He could've lost stuff.

He got them back.

Not because he sold more value, he got them back because of the way he connected with them, the language that he used humanized Mark.

And that's why they're choosing Mark.

Not because of his price or because he's better.

I don't, you know, it's not about that anymore.

It's about who do I trust and Mark took that content I just taught you and cut past with that and used it and it got a result instantly.

That's how fast this stuff can work for everybody.

That's why I'm so excited about it because seeing results everywhere from marketers been around for a long time, who feel like they got, they know everything.

They realize, oh s**t, I forgot to put this stuff in here.

And they're like, oh wow, I got to take off again.

You know?

So, uh, on that note, if anybody wants to learn more, I'm doing a course coming up the ninth and 10th of September.

It's a half day on the ninth, half day and the 10th.

And I'll send you on the chat box here real quick, a link you can go to here.

I'll type in real quick.

It's literally like $97, you know, I'm doing a half day on one day, half day the next day.

And all this on the mindset I'll tap into here.

It's called mastering here, mastering the mindset.

All right, there you go.

So it's $97, it's cheapest chip and I'm gonna really get a lot of value.

Two days I'll get a month for free and a membership called the Mindset Club.

I have a huge community that follows me now and we do a lot of work together.

There's 50 hours of my content in that membership repository.

So you have a free membership part of the course and then it just goes to continuity after that.

We're gonna cancel, cancel whenever you want after that.

But I do two calls a month.

I have one tomorrow as well.

You can join that as well if you'd like to really master this and get into it and start using it for your business.

But that's entry point into my, into our process is that that course coming up and then community getting in the backend as well.

So that link should taken the page and, uh, just, just experience it and, and try what you mark just tried, tried and the results will be immediate for you in most cases.

I'll, I'll actually just say real quick, thank you for Scott for letting me say my piece here.

But I just think right now in these times like this, we have to embed trust in our process consciously and stop selling the other way we used to sell and shift this direction because you'll catch the wave of where it's all going.

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

Mari, that was, uh, that was great.

I think we can give you a, uh, round of applause for that.

That was, uh, really, really, really good.

You never, never failed to deliver.

So it's good.

So, so what what I'm, what what, I'm just, just to wrap up, I think what we might do is go around the, go around the room and just sort of get a bit of a, I guess, feedback from, from today in terms of what everyone got out of it and that sort of thing.

I'm also just gonna put some questions in the, in the chat box just for, just for me, for my feedback.

'cause this is the first online event that I've, that I've run of this, of this type.

So this is like your, your feedback form, what worked, what didn't, how lucky would you, would you better recommend it?

Favorite speakers too long, too short, just right.

And what's the favorite day of the week for you for a, for a future event because I think if there's been value from this, I think we'll run, you know, we'll run future ones, you know, for it.

But, uh, yeah, if you can do that before you go, that would be awesome.

But in the meantime, we might just go around the group and sort of, if you just want to give a 30 seconds, 60 seconds, what your main takeaway was from today and, uh, we might start with, we'll start with, start with Johan.

If someone doesn't do it we'll go to the, oh no, there we are.

Johan.

Hey, sorry, I missed the question.

I was just another phone call.

Ask me again.

Yeah, no, I was just gonna say, what was your main, your main takeaway, 30, 60 seconds of what you primarily got out of, out of today?

Love the people, love presenting.

There's some great joint ventures that can be done within this group with all the skill sets and all the different people that I'm at in the very, very short time.

Yeah.

Love the presentations.

Yeah, Looking forward to connecting with you all.

Excellent, excellent.

Thank you.

And thanks for presenting today.

Hey guys, I actually really enjoyed Johan's presentation at the beginning.

I had to jump out for, uh, for a call sort of midway through and then zoomed.

Didn't wanna let me back in, but so, but, uh, it was great.

I think the timing was great as well, Scott, so thanks everyone.

Yeah, no, awesome.

Awesome.

Ash, I'll jump to the next if someone says please and Matt.

Yeah, fantastic, thanks so much.

Really awesome to see some familiar faces and, and brand new faces.

Really love the presentations.

Got lots of great ideas.

Thank you, Ari, that was fantastic.

Some good ideas for our, our sales and, and you can implement those on a website too.

It's interesting, like we do a lot of website design and I think some of those concepts you can employ in not just speaking, but also in writing as well.

So that's really cool.

And yeah, Johan, thank you so much.

That was fantastic.

Big mind opening there.

And, and thank you John.

Yeah, really cool to hear a different way of, of funneling people and, and different price points and testing those different ways.

So thank you.

That was fantastic.

Yeah, excellent.

Thank you.

And, uh, Steven D Fab.

Well thanks for inviting us along.

Step one.

Um, I really enjoyed it.

I've sort of been out of the game a little and it's good to reconnect with some familiar faces.

Look, I, I sort of took a little bit out out of each one.

While I don't necessarily do joint ventures, I do work on win-win principles and definitely got an idea or two out of that.

And look, Ari, thanks for the word open, which you gave me a long time ago.

I've used that so many times over the years and it really is a good way of diffusing things and, and building that trust.

Yeah, look, it's, it's just been good.

Loved it and, and the rooms had a couple of interesting conversations in the room Room, so yeah, lots of fun.

Yeah.

Excellent.

Thanks.

Thanks Steven and Joey.

Well thanks Scott.

As the hat says it, you know, I think it was a great, a great day and, and I love the breakout rooms.

It was great to actually network with everyone, Ari, great.

Uh, great to revisit and refresh even though I've been in sales for a long time.

Really great to hear again, some of your words of wisdom.

It's always fantastic and to apply those.

I really loved all the presentations today actually.

I've got notes from all of them, but yeah, it's really, well I think the timing, the length of it was great.

Thank you everyone for showing up.

It's been fantastic.

Yeah, excellent.

Thanks.

Thanks Julie and, uh, Stella.

Yeah, thanks for putting it together, Scott.

It was great to meet you all.

I got out a lot from the presentations and I think that the length of the whole program was great with the breakout room.

It just kept everything really energetic and moving.

So yeah, I'm looking forward to more of this.

Yeah, no, awesome.

Thank you.

And thanks for you and John for helping to coordinate it all.

So yeah, and Adam, Hey guys, I only made the last session and the, the, the breakout room really nice to reconnect and, and also meet some new people.

And Ari, your, your practical languaging was, was a, was a really timely reminder to have those in my arsenal and to, and to use then when required.

So I do appreciate that and thanks Scott for organizing.

Yeah.

Oh, you're welcome.

And so someone's asked Ari if it's possible to get the, to get the slides?

Yeah, if, if I, I I reply, I reply back, drop, drop an email there.

It's in there.

Ah, yeah.

Beautiful.

Beautiful.

No, excellent, excellent.

And uh, Nathan, I got quite a number of takeaways, but I, I think one of my biggest ones is the, the, the importance of doing us doing JVs rather than partnerships, you know, because based on the 80 20 principle, you know, we've been big on that and we are known for a long while that 80% of our customers come from like our, the 20% of, of our best partners.

But I really hadn't gone too far down the, the JV route on that side.

So I think that's a huge one for us.

Yeah, no, excellent.

Excellent.

Thanks.

Thanks.

You, you paused then Scott.

Like there was more coming.

That was weird.

I didn't wanna come in.

Yeah, I didn't wanna butt in and you know, it's still your glory, so Yeah.

Luke.

Yeah, I, I just wanna say this has brought me right back to when we last all caught up in Sydney and just the energy in the room and you know, it's like a bit of a motivational thing just to be hanging out with people like yourselves and sort of, I wish that stayed around with me, you know, time and time again every day.

So we need to keep having these.

But just overall, you know, all the, all the speakers were really good.

I think Ari, you know, sales is a big focus for me at the moment.

Obviously it should be all the time, but, you know, your stuff's such common sense that isn't always day-to-day common sense.

And Johan, obviously on the JV side of things really interest me is I'm keen to explore that a bit more.

Yeah, no, awesome.

Marina, Oh, sorry.

I really, really enjoy, enjoy the online environment.

I've been doing Zoom for 10 years or so and I love it.

But this particular event, it's great online, you know, and I've done your event offline.

And Ari, you're wonderful as usual.

I love it.

I love having you on board, listening to you and, uh, because we can always, you know, really always refine our processes no matter what.

That's, that's such a good muscle to have as our sales muscle.

And I really enjoyed Johan, it just wonderful this morning.

It was really important to get an understanding and rejig all the, the opportunities that we might be leaving on the table regarding, you know, working with other people and even suggesting that we work with them as all, you know, with what we've got to offer and ing their minds to what we have to offer them as well.

And John, John, you, you, you're, you are gray.

Yeah.

I really love that.

The way that you've transformed you business so quick and then the way that you presented the, the way that things are going now.

And it was just really informative because the giving model and the way you've kind of rejigged it makes quite sense, quite a lot of sense because I've sort of done a bit of it and it's worked, but I like to be able to work with you further with your, you know, the concept of plugging you into my new product or video.

Okay.

E excellent.

And, uh, that on, Thanks everyone.

I've never, I've never been to any of the lives.

One of the big conversations was can we create an environment where one of the biggest values that came out of all of the live events was the actual networking and connection of people.

And I've gotta say, without actually experiencing them, I thought I, you know, I created so much connection with everybody knows breakout rooms and actually learn so much about what you guys do.

They learn the speakers and everything else was like, that's, I think it's always important to, you know, increase our, our, our education.

But, you know, I, I think there's four or five people I'm now catching up with as a result of just the conversations we had and the value that we see in each other.

So at, you know, for me, I think we've, I think we ticked that box pretty good, Scott.

I think we did an amazing job there in, um, creating that schedule and I think worked amazingly well.

I I definitely want to connect in with the other two speakers for two, two points.

We definitely, I'd love to talk to you about training our sales team and actually getting, you know, always training them.

And I, I love, I love your, your conversation that you're having.

You know, don't, don't, don't go and, you know, address the objections.

Diffuse them instead.

And there's a, there's a conversation that we have here, but I think you just took it to another thread, which I think they can all I know they can all learn from.

And when you said we they should be closing 90% of their calls, suddenly I went, we need hurry in our business to have that conversation.

I, I want, I wanna see that and I, I, I, I agree with you.

I think that's a possibility that to, to bring it there and, and looking at the elements that actually impact that.

And I love your hand's presentation.

There's just so many aspects to what you do here and that I, I've been playing with, with for many years and doing ventures and, uh, and I, I love so many just, you know, just, just aspects of detail where you got down to how you actually then, you know, make it such a beautiful win and your creativity around that and say, so we chat to you about that because we're in a lot of those conversations for our clients.

Yeah, For sure.

Anytime.

Yeah.

No, that's, that's awesome.

Thank, thanks John and thanks again for all your, all your help.

Very much appreciated.

And Dane Mute.

Oh look, I just loved it.

Thank you so much.

As a first time attendee, I would much rather be in a room and getting to you face-to-face, but it's always nice to connect and as previously said, kind of get stimulated by other people's ideas and what they're working on.

I loved all the speakers.

I thought Johan's concept of the million dollar deal, just my brain spinning and when John spoke about the scholarships, you know, I'm, I'm putting together a campaign at the moment around with the languaging around scholarship really fits nicely.

So that really hit a chord.

And Ari's, you know, the whole concept of you're diffusing the situation.

If I look at my mortgage broking business, you know, gimme the cheapest rate is usually the first kind of question we get.

And so being able to turn that around and just seeing his example, how he did that with, with the conversation with Julie was amazing.

So, and I really actually enjoyed the hands on application of, of the discussion with David's book and having David in our breakout group.

I really enjoyed kind of looking at that million dollar deal and the out of the box thinking of how you can actually reach out to affiliates or partners in different ways.

So yeah, really loved it.

I loved Julie's hat.

I'm gonna go have to get one for myself, but I appreciate and I think great length of time, good speakers like the breakout rooms.

I guess my only feedback would be just being very specific of what we're kind of chatting in the breakout rooms when it's not just a, you know, get to know you over afternoon tea or morning tea, but to specific questions and outcomes would be a little bit more defined for me being the engineer background.

Yes.

Yep.

No, excellent.

Thanks.

Thanks Jane.

And Steven.

I'm the opposite camp Jane.

I, I like the breakout rooms to be just getting to know people.

'cause that tends to be where humans go to the conversation when they don't know each other.

But that's, that's just my opinion.

I I, I, this is my longest Zoom call and I found it really captivating and the best thing was I don't have to take, take photos, s****y photos from the back of the room because I can just do screenshots.

So that was awesome.

And look, if I, I didn't think about, I didn't think about the difference between referrals and jv, so that's really one in there.

And Ari usual, I've joined his mastermind group.

If you guys aren't on it and a lot of you aren't, just jump on, it's a couple of bucks a month and you get huge value.

So, and it just keeps that message going all month.

Looking forward to tomorrow's call.

Thanks guys and thanks Scott.

Yeah, thanks Steven and Doc, Well first thank you Scott for having me along.

First time here, feeling a bit like the underdog.

You did mention the caliber of people that gonna be on here, so I was a little bit worried I might disrupt that, but with the speakers and, and some feedback.

Yeah, I kind of feel like I'm on the, the, the, the blind auditions.

Who do I talk about?

The two things that really stood out for me was with John, 'cause talking about selling online and products online.

I do sell things online separate from the agency, so that worked out a lot for me.

And the price point is something we've juggled with a hell of a lot and still are to be honest.

So we, I think we found a price point with one particular product, which is working well.

But the second thing for me was definitely with Ari, it's been a long time since I've seen Ari was part of the round table group, small group.

I mean I think it was once every three months and also spoke quite a bit.

It was a lot of my good learning that's helped us a lot has come from Ari.

It really has a lot of our scripts that we do with things for clients in the past have come from Ari as well.

We help put things together with people.

So, and that's why I shared that experience had just online with the, the, uh, potential client there.

What happened, just while I've got Ari on, I thought, oh that's right.

But I've just put it in there just to see what happened.

Didn't expect much and boom, he, he replied straight away.

They're the two big things I got really from John and from Ari today.

Thank you.

Yeah.

Great.

Thanks Mark Gu.

Yeah, great job Scott.

Um, I was, uh, guess a bit apprehensive before you, just wondering how the energy levels, you know, would, would go, um, on a, on a large meeting like this.

But yeah, as someone said earlier, yeah, it was very captivating.

Enjoyed the, the whole thing.

Enjoyed the speakers, enjoyed the breakouts as well.

Yeah.

From the speakers.

Enjoyed listening about JVs and, and in particular to books.

'cause I'm writing a book at the moment, so straight away I've got a golden idea there of actually contacting construction software companies and getting them to offer the book free as part of a trial.

'cause that would be a value add to get people to opt in I think.

So yeah, that was a, that was a good one in the mastermind.

I enjoyed chatting to John, who gave me a great idea.

We're looking to recruit sales staff and, and coaches in both the US and here.

And uh, yeah, he gave me a, a tip of going into Facebook groups to find these people.

So yeah, that was a, another golden nugget.

And uh, finally on s sensation at the end, I've always been a, probably a bit of a harsh marketer really, uh, you know, a bit abrupt and uh, we have our goodbye email, but it's probably a lot rup than, than Harry's that was articulated by Mark I think.

So, especially in this current climate, that's probably one thing that I've tried to work on with a lot of my messaging is to soften it up a bit.

'cause it has been like a bit abrupt over the years.

So yeah, especially in this current environment, I've been softening the tone and that's probably one email I need to go and have a look at and kind of like water it down a little bit, a little bit more compassion in there rather than, yeah.

Sort off.

Yeah, no, excellent.

Thanks.

Uh, thanks Ross.

Good.

You are, uh, reviews expert Scott.

Yeah, it says Scooter because every time someone says Scott, I turned my head thinking they're talking to me.

So yeah, I wasn't sure how the online part was going to be, to be honest.

I wasn't sure about the energy, but it was really, really good.

And it's gone for a long time.

I didn't, I actually hadn't realized that it had gone as long as it has.

So it's been fantastic.

What Luke said earlier about just that reconnection with people who have a similar vision during today's times is critical.

I think especially here in Melbourne when we're under martial law, we can't even, we can only look at people outside the home rather than, and can't even see their face.

So I think that's really been really, really good.

The stuff that Johan did kind of blew my mind that I was trying to pay attention to the rest of the stuff.

'cause what he was almost like, he's saying that you got established business with all this customer base and you can go in and then tap into the back of that and leverage that without having much risk for both sides.

And it's a win-win.

It's, it's just, it's awesome.

So, and then how John pivoted and, and Ari, so yeah, it was awesome.

I really, it was really good.

Mute you.

Hmm.

Thanks Scott.

And, and Alan, the, I put a note in there before, someone said you don't make money on books unless you're Alan did, so I'll hand it over to you.

No, it was good.

I really, I really enjoyed all the speakers.

John, John Abbott has really, really good.

Open my eyes.

'cause we, we, we've just got that in mind.

In fact, I've got a meeting with my team on Tuesday around running a, the vir a virtual version of our two day live event.

So very, very timely and I'd love to speak with you further.

John, you sort of opened my eyes up to the giveaway kind of thing.

I, I, that, that didn't really come to mind before.

So I think that'll, that's really, really timely.

So, and, and all the speakers.

Fantastic Ari as always, great catching up with you as well.

Really, really good.

Yeah, no, excellent.

Thanks Alan.

And, uh, and finally after over to over to Ari, I, There we go.

Okay.

So yeah, it's been a pleasure being part of the community.

I think a third, fourth meeting now and, uh, obviously we've been in Sydney a few minutes ago, so it's been great to be able to chat with people at a really high level.

Everyone's pretty sharp in the group here and keep sharpening the saw and I'm happy to add more value as much as they can.

Anybody wants me to do a chat with you about your business or your sales calls?

Happy to chat with you and give you some advice No problem.

But as much as I can help and give, I'm happy to help you out anytime.

Yeah, no, no.

Excellent.

Well, uh, yeah, in, in saying that and, and, and in closing, I just want to thank everyone for coming along and being part of this first online, online event, if you can.

Would love those, those questions that I put up earlier, if you can either email me or drop 'em in the zoom chat or whatever, that would really help because, um, yeah, if this one people have got value, which it sounds like we have, I, I think doing them particularly in these times on a, on a regular basis makes a lot of sense.

So yeah, thanks for coming along.

I'm, I'm quite excited, John, because, and Ella because that was, yeah, one of the things we've, uh, you know, w was replicating I guess the, you know, the same vibe as a, as a live event and it's hard to replicate it Exactly, but I think we've, yeah, we've, we've come, we've come pretty close, so Yeah, which is, which is great.

So hand of applause to John and the seller 'cause uh, yeah, helping make it happen.

Thanks guys.

Have a great day.