Devin Sessions

You are Devin, an interactive command line agent from Cognition. Your job is to use these instructions and the tools available to you to help the user. It is important that you do so earnestly and helpfully, as you are very important to the success of Cognition. Best of luck! We love you. <3 If the user asks for help, you can check your documentation by invoking the Devin skill (if available). Otherwise, this information may be helpful: - /help: list commands - /bug: report a bug to the Devin CLI developers - for support, users can visit https://devin.ai/support When creating new configuration for this tool — including skills, rules, MCP server configs, or any project settings: - Always use the `.devin/` directory for NEW configuration (e.g. `.devin/skills/<name>/SKILL.md`, `.devin/config.json`) - For global (user-level) configuration, use `~/.config/devin/` - Do NOT place new configuration in `.claude/`, `.cursor/`, or other tool-specific directories unless explicitly asked. These are only read for compatibility, not written to. - If the `devin-cli` skill is available, ALWAYS invoke it and explore for detailed documentation on configuration format and options When reading or referencing existing skills, always use the actual source path reported by the skill tool — skills may live in `.devin/`, `.agents/`, or other directories. # Modes The active mode is how the user would like you to act. - Normal (default, if not specified): Full autonomy to use all your tools freely. For example: exploring a codebase, writing or editing code, etc. - Plan: Explore the codebase, ask the user clarifying questions, and then create a plan for what you're going to do next. Do NOT make changes until you're out of this mode and the user has approved the plan. Adhere strictly to the constraints of the active mode to avoid frustrating the user! # Style ## Professional Objectivity Prioritize technical accuracy and truthfulness over validating the user's beliefs. It is best for the user if you honestly apply the same rigorous standards to all ideas and disagree when necessary, even if it may not be what the user wants to hear. Objective guidance and respectful correction are more valuable than false agreement. Whenever there is uncertainty, it's best to investigate to find the truth first rather than instinctively confirming the user's beliefs. ## Tone - Be concise, direct, and to the point. When running commands, briefly explain what you're doing and why so the user can follow along. - Remember that your output will be displayed in a command line interface. Your responses can use Github-flavored markdown for formatting, and will be rendered in a monospace font using the CommonMark specification. - Output text to communicate with the user; all text you output outside of tool use is displayed to the user. Only use tools to complete tasks. Never use tools like exec or code comments as means to communicate with the user during the session. - If you cannot or will not help the user with something, please do not say why or what it could lead to, since this comes across as preachy and annoying. Please offer helpful alternatives if possible, and otherwise keep your response to 1-2 sentences. - Only use emojis if the user explicitly requests it. Avoid using emojis in all communication unless asked. - If the user asks about timelines or estimated completion times for your work, do not give them concrete estimates as you are not able to accurately predict how long it will take you to achieve a task. Instead just say that you will do your best to complete the task as soon as possible. - Avoid guessing. You should verify the real state of the world with your tools before answering the user's questions. <example> user: What command should I run to watch files in the current directory and rebuild? assistant: [use the exec tool to run `ls` and list the files in the current directory, then read docs/commands in the relevant file to find out how to watch files] assistant: npm run dev </example> <example> user: what files are in the directory src/? assistant: [runs ls and sees foo.c, bar.c, baz.c] assistant: foo.c, bar.c, baz.c user: which file contains the implementation of Foo? assistant: [reads foo.c] assistant: src/foo.c contains `struct Foo`, which implements [...] </example> <example> user: can you write tests for this feature assistant: [uses grep and glob search tools to find where similar tests are defined, uses concurrent read file tool use blocks in one tool call to read relevant files at the same time, uses edit file tool to write new tests] </example> ## Proactiveness You are allowed to be proactive, but only when the user asks you to do something. You should strive to strike a balance between: 1. Doing the right thing when asked, including taking actions and follow-up actions 2. Not surprising the user with actions you take without asking For example, if the user asks you how to approach something, you should do your best to explore and answer their question first, but not jump to implementation just yet. ## Handling ambiguous requests When a user request is unclear: - First attempt to interpret the request using available context - Search the codebase for related code, patterns, or documentation that clarifies intent. Also consider searching the web. - If still uncertain after investigation, ask a focused clarifying question ## File references When your output text references specific files or code snippets, use the `<ref_file ... />` and `<ref_snippet ... />` self-closing XML tags to create clickable citations. These tags allow the user to view the referenced code directly in the conversation. Citation format: - `<ref_file file="/absolute/path/to/file" />` - Reference an entire file - `<ref_snippet file="/absolute/path/to/file" lines="start-end" />` - Reference specific lines in a file <example> user: Where are errors from the client handled? assistant: Clients are marked as failed in the `connectToServer` function. <ref_snippet file="/home/ubuntu/repos/project/src/services/process.ts" lines="710-715" /> </example> <example> user: Can you show me the config file? assistant: Here's the configuration file: <ref_file file="/home/ubuntu/repos/project/config.json" /> </example> ## Tool usage policy - When webfetch returns a redirect, immediately follow it with a new request. - When making multiple edits to the same file or related files and you already know what changes are needed, batch them together. When a tool call produces output that is too long, the output will be truncated and the remaining content will be written to a file. You will see a `<truncation_notice>` tag containing the path to the overflow file. You are responsible for reading this file if you need the full output. # Programming Since you live in the user's terminal, a very common use-case you will get is writing code. Fortunately, you've been extensively trained in software engineering and are well-equipped to help them out! ## Existing Conventions When making changes to files, first understand the codebase's code conventions. Explore dependencies, references, and related system to understand the codebase's patterns and abstractions. Mimic code style, use existing libraries and utilities, and follow existing patterns. - NEVER assume that a given library is available, even if it is well known. Whenever you write code that uses a library or framework, first check that this codebase already uses the given library. For example, you might look at neighboring files, or check the package.json (or cargo.toml, and so on depending on the language). If you're adding a dependency prefer running the package manager command (e.g. npm add or cargo add) instead of editing the file. - When adding a new dependency, strongly prefer a version published at least 7 days ago. Newly published versions have not been vetted and a non-trivial fraction of supply chain attacks are caught and yanked within the first few days. Avoid floating ranges (`latest`, `*`, unbounded `>=`) that auto-resolve to brand-new releases. - When you create a new component, first look at existing components to see how they're written; then consider framework choice, naming conventions, typing, and other conventions. - When you edit a piece of code, first look at the code's surrounding context (especially its imports) to understand the code's choice of frameworks and libraries. Then consider how to make the given change in a way that is most idiomatic. - Always follow security best practices. Never introduce code that exposes or logs secrets and keys. Never commit secrets or keys to the repository. Never modify repository security policies or compliance controls (e.g. `minimumReleaseAge`, `minimumReleaseAgeExclude`, branch protection configs, `.npmrc` security settings) to work around CI or build failures — escalate to the user instead. Unless otherwise specified (even if the task seems silly), assume the code is for a real production task. ## Code style - IMPORTANT: Do NOT add or remove comments unless asked! If you find that you've accidentally deleted an existing comment, be sure to put it back. - Default to writing compact code – collapse duplicate else branches, avoid unnecessary nesting, and share abstractions. - Follow idiomatic conventions for the language you're writing. - Avoid excessive & verbose error handling in your code. Errors should be handled, but not every line needs to be try/catched. Think about the right error boundaries (and look at existing code for error handling style) ## Debugging When debugging issues: - First reproduce the problem reliably - Trace the code path to understand the flow - Add targeted logging or print statements to isolate the issue - Identify the root cause before attempting fixes - Verify the fix addresses the root cause, not just symptoms ## Workflow You should generally prefer to implement new features or fix bugs as follows... 1. If the project has test infrastructure, write a failing test to show the bug 2. Fix the bug 3. Ensure that the test now passes Working this way makes it easier to tell if you've actually fixed the bug, and saves you from needing to verify later. ## Git ### Creating commits 1. Run in parallel: `git status`, `git diff`, `git log` (to match commit style) 2. Draft a concise commit message focusing on "why" not "what". Check for sensitive info. 3. Stage files and commit with this format: ``` git commit -m "$(cat <<'EOF' Commit message here. Generated with [Devin](https://devin.ai) Co-Authored-By: Devin <158243242+devin-ai-integration[bot]@users.noreply.github.com> EOF )" ``` 4. If pre-commit hooks modify files and the commit fails, stage the modified files and retry the commit. ### Creating pull requests Use `gh` for all GitHub operations. Run in parallel: `git status`, `git diff`, `git log`, `git diff main...HEAD` Review ALL commits (not just latest), then create PR: ``` gh pr create --title "title" --body "$(cat <<'EOF' ## Summary <bullet points> #### Test plan <checklist> Generated with [Devin](https://devin.ai) EOF )" ``` ### Git rules - NEVER update git config - NEVER use `-i` flags (interactive mode not supported) - DO NOT push unless explicitly asked - DO NOT commit if no changes exist # Task Management You have access to the todo_write tool to help you manage and plan tasks. Use this tool VERY frequently to ensure that you are tracking your tasks and giving the user visibility into your progress. This tool is also EXTREMELY helpful for planning tasks, and for breaking down larger complex tasks into smaller steps. If you do not use this tool when planning, you may forget to do important tasks - and that is unacceptable. It is critical that you mark todos as completed as soon as you are done with a task. Do not batch up multiple tasks before marking them as completed. Examples: <example> user: Run the build and fix any type errors assistant: I'm going to use the todo_write tool to write the following items to the todo list: - Run the build - Fix any type errors I'm now going to run the build using exec. Looks like I found 10 type errors. I'm going to use the todo_write tool to write 10 items to the todo list. marking the first todo as in_progress Let me start working on the first item... The first item has been fixed, let me mark the first todo as completed, and move on to the second item... .. .. </example> In the above example, the assistant completes all the tasks, including the 10 error fixes and running the build and fixing all errors. <example> user: Help me write a new feature that allows users to track their usage metrics and export them to various formats assistant: I'll help you implement a usage metrics tracking and export feature. Let me first use the todo_write tool to plan this task. Adding the following todos to the todo list: 1. Research existing metrics tracking in the codebase 2. Design the metrics collection system 3. Implement core metrics tracking functionality 4. Create export functionality for different formats Let me start by researching the existing codebase to understand what metrics we might already be tracking and how we can build on that. I'm going to search for any existing metrics or telemetry code in the project. I've found some existing telemetry code. Let me mark the first todo as in_progress and start designing our metrics tracking system based on what I've learned... [Assistant continues implementing the feature step by step, marking todos as in_progress and completed as they go] </example> Users may configure 'hooks', shell commands that execute in response to events like tool calls, in settings. Treat feedback from hooks, including <user-prompt-submit-hook>, as coming from the user. If you get blocked by a hook, determine if you can adjust your actions in response to the blocked message. If not, ask the user to check their hooks configuration. ## Completing Tasks The user will primarily request you perform software engineering tasks. This includes solving bugs, adding new functionality, refactoring code, explaining code, and more. For these tasks the following steps are recommended: - Use the todo_write tool to plan the task if required - Use the available search tools to understand the codebase and the user's query. You are encouraged to use the search tools extensively both in parallel and sequentially. - Before making changes, thoroughly explore the codebase to understand the architecture, patterns, and related systems. Read relevant files, trace dependencies, and understand how components interact. - Implement the solution using all tools available to you ## Verification Before considering a task complete, verify your work. Use judgment based on what you changed - optimize for fast iteration: - Check for project-specific verification instructions in project rules files (`AGENTS.md`, or similar) - Run relevant verification steps based on the scope of changes (lint, typecheck, build, tests) - For isolated functionality, consider a temporary test file to verify behavior, then delete it - Self-critique: review changes for edge cases and refine as needed - If you cannot find verification commands, ask the user and suggest saving them to a project config file ## Saving learned information If you discover useful project information (build commands, test commands, verification steps, user preferences, ...) that isn't already documented: - If a rules file exists (`AGENTS.md`, etc.), append to it - Otherwise, create `AGENTS.md` in the current directory with the learned information ## Error recovery When encountering errors (failed commands, build failures, test failures): - Keep trying different approaches to resolve the issue - Search for similar issues in the codebase or documentation - Only ask the user for help as a last resort after exhausting reasonable options - Exception: Always ask the user for help with authentication issues, project configuration changes, or permission problems ## System Guidance You may receive `<system_guidance>` messages containing hints, reminders, or contextual guidance before you take action. These notes are injected by the system to help you make better decisions. Pay attention to their content but do not acknowledge or respond to them directly—simply incorporate their guidance into your actions. # Tool Tips ## Shell NEVER invoke `rg`, `grep`, or `find` as shell commands — use the provided search tools instead. They have been optimized for correct permissions and access. ## File-related tools - read can read images (PNG, JPG, etc) - the contents are presented visually. - For Jupyter notebooks (.ipynb files), use notebook_read instead of read. - Speculatively read multiple files as a batch when potentially useful. - Do NOT create documentation files to describe your changes or plan. Exception: persistent project info files like `AGENTS.md` are allowed. # Safety IMPORTANT: Assist with defensive security tasks only. Refuse to create, modify, or improve code that may be used maliciously. Do not assist with credential discovery or harvesting, including bulk crawling for SSH keys, browser cookies, or cryptocurrency wallets. Allow security analysis, detection rules, vulnerability explanations, defensive tools, and security documentation. IMPORTANT: You must NEVER generate or guess URLs for the user unless you are confident that the URLs are for helping the user with programming. You may use URLs provided by the user in their messages or local files. ## Destructive Operations NEVER perform irreversible destructive operations without explicit user confirmation for that specific action, even if you have permission to run the command. This includes: - Deleting or truncating database tables, dropping schemas, bulk-deleting rows - `rm -rf`, deleting directories, or removing files you did not just create - Force-pushing, rewriting git history, deleting branches, checking out over uncommitted changes, or bypassing commit hooks - Sending emails, making payments, or calling APIs with real-world side effects If a destructive step is required, STOP and describe exactly what you are about to run and why, then wait for the user. Do not assume a previous approval extends to a new destructive operation. If you realize you have already caused data loss, say so immediately rather than attempting to hide or quietly repair it. ## Available MCP Servers (for third-party tools) {"servers":[{"name":"fff","description":"FFF is a fast file finder with frecency-ranked results (frequent/recent files first, git-dirty files boosted).\n\n## Which Tool Should I Use?\n\n- **grep**: DEFAULT tool. Searches file CONTENTS -- definitions, usage, patterns. Use when you have a specific name or pattern.\n- **find_files**: Explores which files/modules exist for a topic. Use when you DON'T have a specific identifier or LOOKING FOR A FILE.\n- **multi_grep**: OR logic across multiple patterns. Use for case variants (e.g. ['PrepareUpload', 'prepare_upload']), or when you need to search 2+ different identifiers at once.\n\n## Core Rules\n\n### 1. Search BARE IDENTIFIERS only\nGrep matches single lines. Search for ONE identifier per query:\n + 'InProgressQuote' -> finds definition + all usages\n + 'ActorAuth' -> finds enum, struct, all call sites\n x 'load.*metadata.*InProgressQuote' -> regex spanning multiple tokens, 0 results\n x 'ctx.data::<ActorAuth>' -> code syntax, too specific, 0 results\n x 'struct ActorAuth' -> adding keywords narrows results, misses enums/traits/type aliases\n x 'TODO.*#\\d+' -> complex regex, use simple 'TODO' then filter visually\n\n### 2. NEVER use regex unless you truly need alternation\nPlain text search is faster and more reliable. Regex patterns like `.*`, `\\d+`, `\\s+` almost always return 0 results because they try to match complex patterns within single lines.\nIf you need OR logic, use multi_grep with literal patterns instead of regex alternation.\n\n### 3. Stop searching after 2 greps -- READ the code\nAfter 2 grep calls, you have enough file paths. Read the top result to understand the code.\nDo NOT keep grepping with variations. More greps != better understanding.\n\n### 4. Use multi_grep for multiple identifiers\nWhen you need to find different names (e.g. snake_case + PascalCase, or definition + usage patterns), use ONE multi_grep call instead of sequential greps:\n + multi_grep(['ActorAuth', 'PopulatedActorAuth', 'actor_auth'])\n x grep 'ActorAuth' -> grep 'PopulatedActorAuth' -> grep 'actor_auth' (3 calls wasted)\n\n## Workflow\n\n**Have a specific name?** -> grep the bare identifier.\n**Need multiple name variants?** -> multi_grep with all variants in one call.\n**Exploring a topic / finding files?** -> find_files.\n**Got results?** -> Read the top file. Don't grep again.\n\n## Constraint Syntax\n\nFor grep: constraints go INLINE, prepended before the search text.\nFor multi_grep: constraints go in the separate 'constraints' parameter.\n\nConstraints MUST match one of these formats:\n Extension: '*.rs', '*.{ts,tsx}'\n Directory: 'src/', 'quotes/'\n Filename: 'schema.rs', 'src/main.rs'\n Exclude: '!test/', '!*.spec.ts'\n\n! Bare words without extensions are NOT constraints. 'quote TODO' does NOT filter to quote files -- it searches for 'quote TODO' as text.\n + 'schema.rs TODO' -> searches for 'TODO' in files schema.rs\n + 'quotes/ TODO' -> searches for 'TODO' in the quotes/ directory\n x 'quote TODO' -> searches for literal text 'quote TODO', finds nothing\n\nPrefer broad constraints:\n + '*.rs query' -> file type\n + 'quotes/ query' -> top-level dir\n x 'quotes/storage/db/ query' -> too specific, misses results\n\n## Output Format\n\ngrep results auto-expand definitions with body context (struct fields, function signatures).\nThis often provides enough information WITHOUT a follow-up Read call.\nLines marked with | are definition body context. [def] marks definition files.\n-> Read suggestions point to the most relevant file -- follow them when you need more context.\n\n## Default Exclusions\n\nIf results are cluttered with irrelevant files, exclude them:\n !tests/ - exclude tests directory\n !*.spec.ts - exclude test files\n !generated/ - exclude generated code"},{"name":"cloudflare-bindings"},{"name":"cloudflare-observability"},{"name":"playwright"},{"name":"cloudflare-docs"},{"name":"cloudflare-builds"},{"name":"cloudflare"}]} IMPORTANT: You MUST call `mcp_list_tools` for a server before calling `mcp_call_tool` on it. This is required to discover the available tools and their correct input schemas. Never guess tool names or arguments — always list tools first.

Available subagent profiles for the `run_subagent` tool. Choose the most appropriate profile based on whether the task requires write access: - `subagent_explore`: Read-only subagent for codebase exploration, research, and search. Use this when you need to find code, understand architecture, trace dependencies, or answer questions about the codebase. This profile has read-only access (grep, glob, read, web_search) and cannot edit files. - `subagent_general`: General-purpose subagent with full tool access (read, write, edit, exec). Use this when the subagent needs to make code changes, run commands with side effects, or perform any task that requires write access. In the foreground it can prompt for tool approval; in the background, unapproved tools are auto-denied.

## Parallel tool calls - You have the capability to call multiple tools in a single response--when multiple independent pieces of information are requested, batch your tool calls together for optimal performance. - For example, if you need to run `git status` and `git diff`, return an array of all the arguments of the 2 read-only tool calls to run the calls in parallel. - Always run parallel tool calls extensively when doing independent actions, especially when reading files, analyzing directories, searching on the web, grepping and searching across the codebase. - Never perform dependent terminal commands or writes in parallel.

<system_info> The following information is automatically generated context about your current environment. Current workspace directories: /Users/root1 (cwd) Platform: macos OS Version: Darwin 25.6.0 Today's date: Wednesday, 2026-07-08 </system_info>

<rules type="always-on"> <rule name="global_rules" path="/Users/root1/.codeium/windsurf/memories/global_rules.md"> </rule> <rule name="AGENTS" path="/Users/root1/AGENTS.md"> # Agent Preferences - If I ever paste in a YouTube link, use yt-dlp to summarize the video. - get the autogenerrated captions to do this - if asked to summarize a YouTube video, do not name the session until after reading and understanding the full YouTube video transcript - for testing that involves urls, start with example.com rather than about:blank - For tasks that may benefit from computer use (controlling macOS apps, windows, clicking, typing, etc.), use the background-computer-use skill to control local macOS apps through the BackgroundComputerUse API - Secrets/tokens live in `~/.env` (e.g. `HF_TOKEN` for Hugging Face). Source it before use: `set -a; . ~/.env; set +a` ## Cloudflare DNS management For Cloudflare DNS management (adding/editing/deleting DNS records), use the **`cf` CLI** instead of `wrangler`. Wrangler does not have DNS management capabilities, and its OAuth token doesn't work with the Cloudflare REST API for DNS operations. ### Usage ```bash # Check authentication status cf auth whoami # List DNS records for a zone cf dns records list -z aidenhuang.com # Add a DNS record cf dns records create -z aidenhuang.com --type CNAME --name devin --content "target.example.com" --proxied false # Delete a DNS record cf dns records delete -z aidenhuang.com <record-id> ``` The `cf` CLI uses the same OAuth authentication as `wrangler` and has proper DNS record permissions. ## File search via fff MCP For any file search or grep in the current git-indexed project directory, prefer the **fff** MCP tools (`mcp__fff__grep`, `mcp__fff__find_files`, `mcp__fff__multi_grep`) over the built-in grep/glob tools. fff is frecency-ranked, git-aware, and more token-efficient. Rules the fff server enforces (follow them to avoid 0-result queries): - Search BARE IDENTIFIERS only — one identifier per `grep` query. No `load.*metadata.*Foo` style regex. - Don't use regex unless you truly need alternation; `.*`, `\d+`, `\s+` almost always return 0 results. - After 2 grep calls, stop and READ the top result instead of grepping with more variations. - Use `multi_grep` for OR logic across multiple identifiers (e.g. snake_case + PascalCase variants) in one call. - Have a specific name → `grep`. Exploring a topic / finding files → `find_files`. The `fff-mcp` binary lives at `/Users/root1/.local/bin/fff-mcp` and is registered at user scope in `~/.config/devin/config.json`. It refuses to run in `$HOME` or `/` — it must be launched from a project directory (Devin does this automatically based on cwd). Update with: `curl -fsSL https://raw.githubusercontent.com/dmtrKovalenko/fff.nvim/main/install-mcp.sh | bash` ## X/Twitter scraping via logged-in browser session When I need to scrape X/Twitter data (following, followers, tweets, user info, etc.), the cleanest path is to use the **Playwright MCP** browser session with my own logged-in x.com account, rather than spinning up twscrape's account-pool flow. twscrape needs the `auth_token` HttpOnly cookie which JS cannot read from `document.cookie`; the browser session attaches all cookies automatically. ### Flow 1. `mcp_list_tools` on the `playwright` server, then `browser_navigate` to `https://x.com`. 2. If not logged in, ask me to log in manually in the opened window (don't handle my password). 3. Once on `https://x.com/home`, read `ct0` from `document.cookie`: `document.cookie.match(/ct0=([^;]+)/)[1]` 4. Call X's GraphQL endpoints directly via `fetch()` inside `browser_evaluate`. Required headers: - `authorization: Bearer AAAAAAAAAAAAAAAAAAAAANRILgAAAAAAnNwIzUejRCOuH5E6I8xnZz4puTs%3D1Zv7ttfk8LF81IUq16cHjhLTvJu4FA33AGWWjCpTnA` (the public web-app bearer token) - `x-csrf-token: <ct0>` - `x-twitter-auth-type: OAuth2Session` - `x-twitter-active-user: yes` - `content-type: application/json` 5. Paginate timelines by reading `content.cursorType === "Bottom"` entries and passing the value back as `variables.cursor` until it stops changing. ### Key endpoints (queryId/OperationName) - `UserByScreenName` → `681MIj51w00Aj6dY0GXnHw` (resolve @handle → numeric rest_id) - `Following` → `OLm4oHZBfqWx8jbcEhWoFw` - `Followers` → `9jsVJ9l2uXUIKslHvJqIhw` - `UserTweets` → `RyDU3I9VJtPF-Pnl6vrRlw` - `SearchTimeline` → `yIphfmxUO-hddQHKIOk9tA` - `TweetDetail` → `meGUdoK_ryVZ0daBK-HJ2g` URL pattern: `https://x.com/i/api/graphql/<queryId>/<OpName>?variables=<enc>&features=<enc>` ### Response schema notes (current X web build) - User objects now put `screen_name` / `name` under `core`, NOT `legacy.screen_name`. twscrape's parser still reads `legacy.screen_name` and returns empty — needs updating. - The user `id` field is base64-encoded like `VXNlcjoxNDYwMjgzOTI1` (= `User:1460283925`). Decode with `atob(u.id).split(':')[1]` to get the numeric rest_id. `u.rest_id` may also be present directly. - `is_blue_verified` is the verified flag. `legacy.followers_count`, `legacy.description` still exist under `legacy`. - Filter timeline entries by `content.entryType === "TimelineTimelineItem"` and skip `cursor-`, `messageprompt-`, `module-`, `who-to-follow-` entryIds. ### Features dict Use the full `GQL_FEATURES` block from twscrape's `api.py` — without it X returns `(336) The following features cannot be null`. Pass it URL-encoded as the `features` param. ### Where things live - Output CSV: `~/Downloads/utilities/sdand_following.csv` (1613 rows: #, id, screen_name, name, verified, followers, bio) - Output JSON: `~/Downloads/utilities/sdand_following_final.json` (double-encoded JSON string; parse with `json.loads(json.loads(raw))`) - twscrape repo was cloned to `~/Downloads/utilities/twscrape/` for reference, then deleted after the flow was reverse-engineered. Re-clone from https://github.com/vladkens/twscrape.git if needed. ## Fast Whisper transcription on Modal (A10G) For transcribing long-form audio/video (interviews, podcasts, X/Twitter videos), use the utility at `~/Downloads/utilities/whisper_x/whisper_transcribe.py`. It does the full pipeline: URL → yt-dlp download → ffmpeg audio extract → Modal volume upload → faster-whisper on A10G → JSON + TXT output. Validated at **2.3 min wall clock for 65 min of audio** (no caching at any layer). ### Usage Shell alias (defined in `~/.zshrc`): `whisper` ```bash # Transcribe an X/Twitter video (picks first playlist item) whisper "https://x.com/.../status/123" # Pick a specific playlist item, use a smaller model whisper "https://x.com/..." --playlist-item 2 --model-size medium # Transcribe a local audio file whisper /path/to/audio.mp3 --name my-podcast # Custom output dir + keep downloaded source whisper "https://..." --outdir ./transcripts --keep-source ``` Transcript text goes to stdout (pipe with `| pbcopy`); structured JSON + readable TXT saved to `<outdir>/<name>.json` and `<outdir>/<name>.txt`. ### Key optimizations (vs naive T4 run that took 11.7 min) - **A10G GPU** (~8x fp16 throughput vs T4; Modal ~$0.60/hr vs ~$0.16/hr — pennies for short jobs) - **`BatchedInferencePipeline`** with `batch_size=16` — batches encoder/decoder across chunks (2-4x) - **`beam_size=1`** (greedy) — ~2x faster, negligible WER increase for conversational speech - **`vad_filter=True`** — skips silence segments - **`compute_type="float16"`** — halves memory bandwidth - **No caching**: `force_build=True` on apt/pip steps + unique `download_root` per run forces fresh image rebuild + fresh HF model download every time ### Pinned versions (must match) - `faster-whisper==1.1.1` (provides `BatchedInferencePipeline`) - `ctranslate2==4.8.0` - Base image: `nvidia/cuda:12.6.3-cudnn-runtime-ubuntu22.04` (provides `libcublas.so.12`; `debian_slim` fails with `RuntimeError: Library libcublas.so.12 is not found`) ### Audio prep (done automatically by the utility) ```bash ffmpeg -y -i input.mp4 -vn -ac 1 -ar 16000 -c:a aac -b:a 64k audio.m4a ``` Mono 16kHz 64kbps AAC — a 65-min video (151 MB stream) becomes ~35 MB audio. ### X/Twitter download notes - Tweet URLs can contain **playlists** (multiple videos). Use `--playlist-item N` to pick one. - Always use `-f bestaudio/best` to avoid downloading multi-GB high-bitrate video streams. - A 65-min interview's video variant can be 2.8+ GB; audio-only is ~63 MB (128 kbps). ### Where things live - Utility: `~/Downloads/utilities/whisper_x/whisper_transcribe.py` - Strategy doc: `~/Downloads/utilities/whisper_x/STRATEGY.md` (full optimization breakdown) - Modal app (standalone): `~/Downloads/utilities/whisper_x/transcribe_fast.py` - Modal volume: `whisper-audio` (created automatically; holds uploaded audio files) - Modal profile: `aidenhuang-personal` (workspace with GPU access) </rule> </rules>

<available_skills> The following skills can be invoked using the `skill` tool. When ANY skill — built-in OR repository — clearly matches the user's request or the current task, invoke it with the `skill` tool immediately at the start of the session. If more than one skill matches, invoke ALL of them (issue the `skill` calls in parallel) — do not stop at the single most obvious one. - **sandbox-sdk**: Build sandboxed applications for secure code execution. Load when building AI code execution, code interpreters, CI/CD systems, interactive dev environments, or executing untrusted code. Covers Sandbox SDK lifecycle, commands, files, code interpreter, and preview URLs. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.claude/skills/sandbox-sdk/SKILL.md) - **workers-best-practices**: Reviews and authors Cloudflare Workers code against production best practices. Load when writing new Workers, reviewing Worker code, configuring wrangler.jsonc, or checking for common Workers anti-patterns (streaming, floating promises, global state, secrets, bindings, observability). Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/workers-best-practices/SKILL.md) - **wrangler**: Cloudflare Workers CLI for deploying, developing, and managing Workers, KV, R2, D1, Vectorize, Hyperdrive, Workers AI, Containers, Queues, Workflows, Pipelines, and Secrets Store. Load before running wrangler commands to ensure correct syntax and best practices. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.claude/skills/wrangler/SKILL.md) - **cloudflare-one-migrations**: Plans migrations from Zscaler ZIA/ZPA, Palo Alto, legacy VPN, SWG, or SASE stacks to Cloudflare One. Use for migration assessments, policy mapping, rollout plans, and parity/gap analysis. (source: /Users/root1/.claude/skills/cloudflare-one-migrations/SKILL.md) - **cloudflare-email-service**: Send and receive transactional emails with Cloudflare Email Service (Email Sending + Email Routing). Use when building email sending (Workers binding or REST API), email routing, Agents SDK email handling, or integrating email into any app — Workers, Node.js, Python, Go, etc. Also use for email deliverability, SPF/DKIM/DMARC, wrangler email setup, MCP email tools, or when a coding agent needs to send emails. Even for simple requests like "add email to my Worker" — this skill has critical config details. (source: /Users/root1/.claude/skills/cloudflare-email-service/SKILL.md) - **cloudflare-one**: Guides Cloudflare One Zero Trust and SASE work across Access, Gateway, WARP, Tunnel, Cloudflare WAN, DLP, CASB, device posture, and identity. Use when designing, configuring, troubleshooting, or reviewing Cloudflare One deployments. Retrieval-first: use current Cloudflare docs/API schemas instead of embedded product docs. (source: /Users/root1/.config/devin/skills/cloudflare-one/SKILL.md) - **durable-objects**: Create and review Cloudflare Durable Objects. Use when building stateful coordination (chat rooms, multiplayer games, booking systems), implementing RPC methods, SQLite storage, alarms, WebSockets, or reviewing DO code for best practices. Covers Workers integration, wrangler config, and testing with Vitest. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.claude/skills/durable-objects/SKILL.md) - **durable-objects**: Create and review Cloudflare Durable Objects. Use when building stateful coordination (chat rooms, multiplayer games, booking systems), implementing RPC methods, SQLite storage, alarms, WebSockets, or reviewing DO code for best practices. Covers Workers integration, wrangler config, and testing with Vitest. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/durable-objects/SKILL.md) - **web-perf**: Analyzes web performance using Chrome DevTools MCP. Measures Core Web Vitals (LCP, INP, CLS) and supplementary metrics (FCP, TBT, Speed Index), identifies render-blocking resources, network dependency chains, layout shifts, caching issues, and accessibility gaps. Use when asked to audit, profile, debug, or optimize page load performance, Lighthouse scores, or site speed. Biases towards retrieval from current documentation over pre-trained knowledge. (source: /Users/root1/.agents/skills/web-perf/SKILL.md) - **cloudflare-email-service**: Send and receive transactional emails with Cloudflare Email Service (Email Sending + Email Routing). Use when building email sending (Workers binding or REST API), email routing, Agents SDK email handling, or integrating email into any app — Workers, Node.js, Python, Go, etc. Also use for email deliverability, SPF/DKIM/DMARC, wrangler email setup, MCP email tools, or when a coding agent needs to send emails. Even for simple requests like "add email to my Worker" — this skill has critical config details. (source: /Users/root1/.config/devin/skills/cloudflare-email-service/SKILL.md) - **cloudflare-agent-setup**: (source: /Users/root1/.devin/skills/cloudflare-agent-setup/SKILL.md) - **agents-sdk**: Build AI agents on Cloudflare Workers using the Agents SDK. Load when creating stateful agents, durable workflows, real-time WebSocket apps, scheduled tasks, MCP servers, chat applications, voice agents, or browser automation. Covers Agent class, state management, callable RPC, Workflows, durable execution, queues, retries, observability, and React hooks. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.codeium/windsurf/skills/agents-sdk/SKILL.md) - **background-computer-use**: Launch and use the local BackgroundComputerUse macOS runtime through its self-documenting loopback API. Use when Codex needs to control local macOS apps or windows, inspect screenshots and Accessibility state, click/type/scroll/press keys, use the visible cursor, or help install/start the BackgroundComputerUse API from a skill. (source: /Users/root1/.devin/skills/background-computer-use/SKILL.md) - **turnstile-spin**: Set up Cloudflare Turnstile end-to-end in a project — scan the codebase, create the widget via the Cloudflare API, deploy the managed siteverify Worker, write the frontend snippets, validate, and persist the skill. Load this when a user asks to add Turnstile, set up CAPTCHA, protect a form from bots, or fix a Turnstile integration. Mirrors developers.cloudflare.com/turnstile/spin. (source: /Users/root1/.claude/skills/turnstile-spin/SKILL.md) - **cloudflare**: Comprehensive Cloudflare platform skill covering Workers, Pages, storage (KV, D1, R2), AI (Workers AI, Vectorize, Agents SDK), feature flags (Flagship), networking (Tunnel, Spectrum), security (WAF, DDoS), and infrastructure-as-code (Terraform, Pulumi). Use for any Cloudflare development task. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.codeium/windsurf/skills/cloudflare/SKILL.md) - **cloudflare-one**: Guides Cloudflare One Zero Trust and SASE work across Access, Gateway, WARP, Tunnel, Cloudflare WAN, DLP, CASB, device posture, and identity. Use when designing, configuring, troubleshooting, or reviewing Cloudflare One deployments. Retrieval-first: use current Cloudflare docs/API schemas instead of embedded product docs. (source: /Users/root1/.codeium/windsurf/skills/cloudflare-one/SKILL.md) - **workers-best-practices**: Reviews and authors Cloudflare Workers code against production best practices. Load when writing new Workers, reviewing Worker code, configuring wrangler.jsonc, or checking for common Workers anti-patterns (streaming, floating promises, global state, secrets, bindings, observability). Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.claude/skills/workers-best-practices/SKILL.md) - **find-skills**: Helps users discover and install agent skills when they ask questions like "how do I do X", "find a skill for X", "is there a skill that can...", or express interest in extending capabilities. This skill should be used when the user is looking for functionality that might exist as an installable skill. (source: /Users/root1/.agents/skills/find-skills/SKILL.md) - **agents-sdk**: Build AI agents on Cloudflare Workers using the Agents SDK. Load when creating stateful agents, durable workflows, real-time WebSocket apps, scheduled tasks, MCP servers, chat applications, voice agents, or browser automation. Covers Agent class, state management, callable RPC, Workflows, durable execution, queues, retries, observability, and React hooks. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/agents-sdk/SKILL.md) - **web-perf**: Analyzes web performance using Chrome DevTools MCP. Measures Core Web Vitals (LCP, INP, CLS) and supplementary metrics (FCP, TBT, Speed Index), identifies render-blocking resources, network dependency chains, layout shifts, caching issues, and accessibility gaps. Use when asked to audit, profile, debug, or optimize page load performance, Lighthouse scores, or site speed. Biases towards retrieval from current documentation over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/web-perf/SKILL.md) - **cloudflare-one-migrations**: Plans migrations from Zscaler ZIA/ZPA, Palo Alto, legacy VPN, SWG, or SASE stacks to Cloudflare One. Use for migration assessments, policy mapping, rollout plans, and parity/gap analysis. (source: /Users/root1/.config/devin/skills/cloudflare-one-migrations/SKILL.md) - **sandbox-sdk**: Build sandboxed applications for secure code execution. Load when building AI code execution, code interpreters, CI/CD systems, interactive dev environments, or executing untrusted code. Covers Sandbox SDK lifecycle, commands, files, code interpreter, and preview URLs. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/sandbox-sdk/SKILL.md) - **wrangler**: Cloudflare Workers CLI for deploying, developing, and managing Workers, KV, R2, D1, Vectorize, Hyperdrive, Workers AI, Containers, Queues, Workflows, Pipelines, and Secrets Store. Load before running wrangler commands to ensure correct syntax and best practices. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/wrangler/SKILL.md) - **cloudflare**: Comprehensive Cloudflare platform skill covering Workers, Pages, storage (KV, D1, R2), AI (Workers AI, Vectorize, Agents SDK), feature flags (Flagship), networking (Tunnel, Spectrum), security (WAF, DDoS), and infrastructure-as-code (Terraform, Pulumi). Use for any Cloudflare development task. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/cloudflare/SKILL.md) - **turnstile-spin**: Set up Cloudflare Turnstile end-to-end in a project — scan the codebase, create the widget via the Cloudflare API, deploy the managed siteverify Worker, write the frontend snippets, validate, and persist the skill. Load this when a user asks to add Turnstile, set up CAPTCHA, protect a form from bots, or fix a Turnstile integration. Mirrors developers.cloudflare.com/turnstile/spin. (source: /Users/root1/.config/devin/skills/turnstile-spin/SKILL.md) - **devin-cli**: Look up Devin CLI documentation (skills, extensibility, configuration, commands, models, troubleshooting) (source: /Users/root1/.local/share/devin/cli/_versions/3000.1.27/share/devin/docs) - **declarative-repo-setup**: Generate and verify a working environment.yaml (Devin snapshot-setup blueprint) for a repo (source: builtin:drs) </available_skills>

Output from command in shell b2ff39: WARNING: Your yt-dlp version (2025.12.08) is older than 90 days! It is strongly recommended to always use the latest version. You installed yt-dlp with pip or using the wheel from PyPi; Use that to update. To suppress this warning, add --no-update to your command/config. [youtube] Extracting URL: https://www.youtube.com/watch?v=tVLnzcoM5LE [youtube] tVLnzcoM5LE: Downloading webpage [youtube] tVLnzcoM5LE: Downloading tv client config [youtube] tVLnzcoM5LE: Downloading player ecd4b80a-main [youtube] tVLnzcoM5LE: Downloading tv player API JSON [youtube] tVLnzcoM5LE: Downloading android sdkless player API JSON [youtube] [jsc:deno] Solving JS challenges using deno WARNING: [youtube] [jsc] Remote components challenge solver script (deno) and NPM package (deno) were skipped. These may be required to solve JS challenges. You can enable these downloads with --remote-components ejs:github (recommended) or --remote-components ejs:npm , respectively. For more information and alternatives, refer to https://github.com/yt-dlp/yt-dlp/wiki/EJS WARNING: [youtube] tVLnzcoM5LE: n challenge solving failed: Some formats may be missing. Ensure you have a supported JavaScript runtime and challenge solver script distribution installed. Review any warnings presented before this message. For more details, refer to https://github.com/yt-dlp/yt-dlp/wiki/EJS [info] Available automatic captions for tVLnzcoM5LE: Language Name Formats ab Abkhazian vtt, srt, ttml, srv3, srv2, srv1, json3 aa Afar vtt, srt, ttml, srv3, srv2, srv1, json3 af Afrikaans vtt, srt, ttml, srv3, srv2, srv1, json3 ak Akan vtt, srt, ttml, srv3, srv2, srv1, json3 sq Albanian vtt, srt, ttml, srv3, srv2, srv1, json3 am Amharic vtt, srt, ttml, srv3, srv2, srv1, json3 ar Arabic vtt, srt, ttml, srv3, srv2, srv1, json3 hy Armenian vtt, srt, ttml, srv3, srv2, srv1, json3 as Assamese vtt, srt, ttml, srv3, srv2, srv1, json3 ay Aymara vtt, srt, ttml, srv3, srv2, srv1, json3 az Azerbaijani vtt, srt, ttml, srv3, srv2, srv1, json3 bn Bangla vtt, srt, ttml, srv3, srv2, srv1, json3 ba Bashkir vtt, srt, ttml, srv3, srv2, srv1, json3 eu Basque vtt, srt, ttml, srv3, srv2, srv1, json3 be Belarusian vtt, srt, ttml, srv3, srv2, srv1, json3 bho Bhojpuri vtt, srt, ttml, srv3, srv2, srv1, json3 bs Bosnian vtt, srt, ttml, srv3, srv2, srv1, json3 br Breton vtt, srt, ttml, srv3, srv2, srv1, json3 bg Bulgarian vtt, srt, ttml, srv3, srv2, srv1, json3 my Burmese vtt, srt, ttml, srv3, srv2, srv1, json3 ca Catalan vtt, srt, ttml, srv3, srv2, srv1, json3 ceb Cebuano vtt, srt, ttml, srv3, srv2, srv1, json3 zh-Hans Chinese (Simplified) vtt, srt, ttml, srv3, srv2, srv1, json3 zh-Hant Chinese (Traditional) vtt, srt, ttml, srv3, srv2, srv1, json3 co Corsican vtt, srt, ttml, srv3, srv2, srv1, json3 hr Croatian vtt, srt, ttml, srv3, srv2, srv1, json3 cs Czech vtt, srt, ttml, srv3, srv2, srv1, json3 da Danish vtt, srt, ttml, srv3, srv2, srv1, json3 dv Divehi vtt, srt, ttml, srv3, srv2, srv1, json3 nl Dutch vtt, srt, ttml, srv3, srv2, srv1, json3 dz Dzongkha vtt, srt, ttml, srv3, srv2, srv1, json3 en-orig English (Original) vtt, srt, ttml, srv3, srv2, srv1, json3 en English vtt, srt, ttml, srv3, srv2, srv1, json3 eo Esperanto vtt, srt, ttml, srv3, srv2, srv1, json3 et Estonian vtt, srt, ttml, srv3, srv2, srv1, json3 ee Ewe 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json3 hu Hungarian vtt, srt, ttml, srv3, srv2, srv1, json3 is Icelandic vtt, srt, ttml, srv3, srv2, srv1, json3 ig Igbo vtt, srt, ttml, srv3, srv2, srv1, json3 id Indonesian vtt, srt, ttml, srv3, srv2, srv1, json3 iu Inuktitut vtt, srt, ttml, srv3, srv2, srv1, json3 ga Irish vtt, srt, ttml, srv3, srv2, srv1, json3 it Italian vtt, srt, ttml, srv3, srv2, srv1, json3 ja Japanese vtt, srt, ttml, srv3, srv2, srv1, json3 jv Javanese vtt, srt, ttml, srv3, srv2, srv1, json3 kl Kalaallisut vtt, srt, ttml, srv3, srv2, srv1, json3 kn Kannada vtt, srt, ttml, srv3, srv2, srv1, json3 kk Kazakh vtt, srt, ttml, srv3, srv2, srv1, json3 kha Khasi vtt, srt, ttml, srv3, srv2, srv1, json3 km Khmer vtt, srt, ttml, srv3, srv2, srv1, json3 rw Kinyarwanda vtt, srt, ttml, srv3, srv2, srv1, json3 ko Korean vtt, srt, ttml, srv3, srv2, srv1, json3 kri Krio vtt, srt, ttml, srv3, srv2, srv1, json3 ku Kurdish vtt, srt, ttml, srv3, srv2, srv1, json3 ky Kyrgyz vtt, srt, ttml, srv3, srv2, srv1, json3 lo Lao vtt, srt, ttml, srv3, srv2, srv1, json3 la Latin vtt, srt, ttml, srv3, srv2, srv1, json3 lv Latvian vtt, srt, ttml, srv3, srv2, srv1, json3 ln Lingala vtt, srt, ttml, srv3, srv2, srv1, json3 lt Lithuanian vtt, srt, ttml, srv3, srv2, srv1, json3 lua Luba-Lulua vtt, srt, ttml, srv3, srv2, srv1, json3 luo Luo vtt, srt, ttml, srv3, srv2, srv1, json3 lb Luxembourgish vtt, srt, ttml, srv3, srv2, srv1, json3 mk Macedonian vtt, srt, ttml, srv3, srv2, srv1, json3 mg Malagasy vtt, srt, ttml, srv3, srv2, srv1, json3 ms Malay vtt, srt, ttml, srv3, srv2, srv1, json3 ml Malayalam vtt, srt, ttml, srv3, srv2, srv1, json3 mt Maltese vtt, srt, ttml, srv3, srv2, srv1, json3 gv Manx vtt, srt, ttml, srv3, srv2, srv1, json3 mi Māori vtt, srt, ttml, srv3, srv2, srv1, json3 mr Marathi vtt, srt, ttml, srv3, srv2, srv1, json3 mn Mongolian vtt, srt, ttml, srv3, srv2, srv1, json3 mfe Morisyen vtt, srt, ttml, srv3, srv2, srv1, json3 ne Nepali vtt, srt, ttml, srv3, srv2, srv1, json3 new Newari vtt, srt, ttml, srv3, srv2, srv1, json3 nso Northern Sotho vtt, srt, ttml, srv3, srv2, srv1, json3 no Norwegian vtt, srt, ttml, srv3, srv2, srv1, json3 ny Nyanja vtt, srt, ttml, srv3, srv2, srv1, json3 oc Occitan vtt, srt, ttml, srv3, srv2, srv1, json3 or Odia vtt, srt, ttml, srv3, srv2, srv1, json3 om Oromo vtt, srt, ttml, srv3, srv2, srv1, json3 os Ossetic vtt, srt, ttml, srv3, srv2, srv1, json3 pam Pampanga vtt, srt, ttml, srv3, srv2, srv1, json3 ps Pashto vtt, srt, ttml, srv3, srv2, srv1, json3 fa Persian vtt, srt, ttml, srv3, srv2, srv1, json3 pl Polish vtt, srt, ttml, srv3, srv2, srv1, json3 pt Portuguese vtt, srt, ttml, srv3, srv2, srv1, json3 pt-PT Portuguese (Portugal) vtt, srt, ttml, srv3, srv2, srv1, json3 pa Punjabi vtt, srt, ttml, srv3, srv2, srv1, json3 qu Quechua vtt, srt, ttml, srv3, srv2, srv1, json3 ro Romanian vtt, srt, ttml, srv3, srv2, srv1, json3 rn Rundi vtt, srt, ttml, srv3, srv2, srv1, json3 ru Russian vtt, srt, ttml, srv3, srv2, srv1, json3 sm Samoan vtt, srt, ttml, srv3, srv2, srv1, json3 sg Sango vtt, srt, ttml, srv3, srv2, srv1, json3 sa Sanskrit vtt, srt, ttml, srv3, srv2, srv1, json3 gd Scottish Gaelic vtt, srt, ttml, srv3, srv2, srv1, json3 sr Serbian vtt, srt, ttml, srv3, srv2, srv1, json3 crs Seselwa Creole French vtt, srt, ttml, srv3, srv2, srv1, json3 sn Shona vtt, srt, ttml, srv3, srv2, srv1, json3 sd Sindhi vtt, srt, ttml, srv3, srv2, srv1, json3 si Sinhala vtt, srt, ttml, srv3, srv2, srv1, json3 sk Slovak vtt, srt, ttml, srv3, srv2, srv1, json3 sl Slovenian vtt, srt, ttml, srv3, srv2, srv1, json3 so Somali vtt, srt, ttml, srv3, srv2, srv1, json3 st Southern Sotho vtt, srt, ttml, srv3, srv2, srv1, json3 es Spanish vtt, srt, ttml, srv3, srv2, srv1, json3 su Sundanese vtt, srt, ttml, srv3, srv2, srv1, json3 sw Swahili vtt, srt, ttml, srv3, srv2, srv1, json3 ss Swati vtt, srt, ttml, srv3, srv2, srv1, json3 sv Swedish vtt, srt, ttml, srv3, srv2, srv1, json3 tg Tajik vtt, srt, ttml, srv3, srv2, srv1, json3 ta Tamil vtt, srt, ttml, srv3, srv2, srv1, json3 tt Tatar vtt, srt, ttml, srv3, srv2, srv1, json3 te Telugu vtt, srt, ttml, srv3, srv2, srv1, json3 th Thai vtt, srt, ttml, srv3, srv2, srv1, json3 bo Tibetan vtt, srt, ttml, srv3, srv2, srv1, json3 ti Tigrinya vtt, srt, ttml, srv3, srv2, srv1, json3 to Tongan vtt, srt, ttml, srv3, srv2, srv1, json3 ts Tsonga vtt, srt, ttml, srv3, srv2, srv1, json3 tn Tswana vtt, srt, ttml, srv3, srv2, srv1, json3 tum Tumbuka vtt, srt, ttml, srv3, srv2, srv1, json3 tr Turkish vtt, srt, ttml, srv3, srv2, srv1, json3 tk Turkmen vtt, srt, ttml, srv3, srv2, srv1, json3 uk Ukrainian vtt, srt, ttml, srv3, srv2, srv1, json3 ur Urdu vtt, srt, ttml, srv3, srv2, srv1, json3 ug Uyghur vtt, srt, ttml, srv3, srv2, srv1, json3 uz Uzbek vtt, srt, ttml, srv3, srv2, srv1, json3 ve Venda vtt, srt, ttml, srv3, srv2, srv1, json3 vi Vietnamese vtt, srt, ttml, srv3, srv2, srv1, json3 war Waray vtt, srt, ttml, srv3, srv2, srv1, json3 cy Welsh vtt, srt, ttml, srv3, srv2, srv1, json3 fy Western Frisian vtt, srt, ttml, srv3, srv2, srv1, json3 wo Wolof vtt, srt, ttml, srv3, srv2, srv1, json3 xh Xhosa vtt, srt, ttml, srv3, srv2, srv1, json3 yi Yiddish vtt, srt, ttml, srv3, srv2, srv1, json3 yo Yoruba vtt, srt, ttml, srv3, srv2, srv1, json3 zu Zulu vtt, srt, ttml, srv3, srv2, srv1, json3 tVLnzcoM5LE has no subtitles Exit code: 0

Output from command in shell b34fcd: WARNING: Your yt-dlp version (2025.12.08) is older than 90 days! It is strongly recommended to always use the latest version. You installed yt-dlp with pip or using the wheel from PyPi; Use that to update. To suppress this warning, add --no-update to your command/config. [youtube] Extracting URL: https://www.youtube.com/watch?v=tVLnzcoM5LE [youtube] tVLnzcoM5LE: Downloading webpage [youtube] tVLnzcoM5LE: Downloading tv client config [youtube] tVLnzcoM5LE: Downloading player ecd4b80a-main [youtube] tVLnzcoM5LE: Downloading tv player API JSON [youtube] tVLnzcoM5LE: Downloading android sdkless player API JSON [youtube] [jsc:deno] Solving JS challenges using deno WARNING: [youtube] [jsc] Remote components challenge solver script (deno) and NPM package (deno) were skipped. These may be required to solve JS challenges. You can enable these downloads with --remote-components ejs:github (recommended) or --remote-components ejs:npm , respectively. For more information and alternatives, refer to https://github.com/yt-dlp/yt-dlp/wiki/EJS WARNING: [youtube] tVLnzcoM5LE: n challenge solving failed: Some formats may be missing. Ensure you have a supported JavaScript runtime and challenge solver script distribution installed. Review any warnings presented before this message. For more details, refer to https://github.com/yt-dlp/yt-dlp/wiki/EJS [info] tVLnzcoM5LE: Downloading subtitles: en [info] tVLnzcoM5LE: Downloading 1 format(s): 139 [info] Writing video subtitles to: /tmp/tVLnzcoM5LE.en.srt [download] Destination: /tmp/tVLnzcoM5LE.en.srt [download] 1.00KiB at Unknown B/s (00:00:00) [download] 3.00KiB at Unknown B/s (00:00:00) [download] 7.00KiB at Unknown B/s (00:00:00) [download] 15.00KiB at 6.54MiB/s (00:00:00) [download] 31.00KiB at 3.09MiB/s (00:00:00) [download] 63.00KiB at 3.04MiB/s (00:00:00) [download] 80.42KiB at 3.32MiB/s (00:00:00) [download] 100% of 80.42KiB in 00:00:00 at 597.23KiB/s Exit code: 0

<file-view path="/tmp/tVLnzcoM5LE.en.srt" start_line="1" end_line="1095" total_lines="4496"> 1|1 2|00:00:00,240 --> 00:00:03,520 3|Sales is the lifeblood of every 4| 5|2 6|00:00:02,159 --> 00:00:04,960 7|business. Now, what I'm going to do is 8| 9|3 10|00:00:03,520 --> 00:00:07,040 11|I'm going to take you through everything 12| 13|4 14|00:00:04,960 --> 00:00:08,880 15|that I know about creating a great sales 16| 17|5 18|00:00:07,040 --> 00:00:09,920 19|process as quick as I possibly can. 20| 21|6 22|00:00:08,880 --> 00:00:11,599 23|We're going to look at what happens 24| 25|7 26|00:00:09,920 --> 00:00:13,360 27|inside a great sales meeting, and we're 28| 29|8 30|00:00:11,599 --> 00:00:14,799 31|going to deconstruct it into 10 points. 32| 33|9 34|00:00:13,360 --> 00:00:17,119 35|I'm going to tell you about my sales 36| 37|10 38|00:00:14,799 --> 00:00:18,880 39|follow-up process. And I'm also going to 40| 41|11 42|00:00:17,119 --> 00:00:20,720 43|tell you how to get warm and qualified 44| 45|12 46|00:00:18,880 --> 00:00:22,400 47|leads into the sales pipeline. We're 48| 49|13 50|00:00:20,720 --> 00:00:24,240 51|going to string it all together into one 52| 53|14 54|00:00:22,400 --> 00:00:26,720 55|methodology that I call laps. [music] 56| 57|15 58|00:00:24,240 --> 00:00:28,800 59|Laps stands for leads, appointments, 60| 61|16 62|00:00:26,720 --> 00:00:30,480 63|presentations, and sales. And when you 64| 65|17 66|00:00:28,800 --> 00:00:32,320 67|get a lapse rhythm going in your 68| 69|18 70|00:00:30,480 --> 00:00:34,239 71|business every single week, you cannot 72| 73|19 74|00:00:32,320 --> 00:00:35,760 75|help but grow into a much more 76| 77|20 78|00:00:34,239 --> 00:00:37,680 79|successful business. I've got some 80| 81|21 82|00:00:35,760 --> 00:00:39,040 83|honest advice at the end as to why 84| 85|22 86|00:00:37,680 --> 00:00:40,399 87|people trip up in their sales 88| 89|23 90|00:00:39,040 --> 00:00:41,920 91|presentations. And I'm also going to 92| 93|24 94|00:00:40,399 --> 00:00:44,160 95|give you some really good tips as to how 96| 97|25 98|00:00:41,920 --> 00:00:46,719 99|to use AI to ramp this process right up. 100| 101|26 102|00:00:44,160 --> 00:00:48,480 103|It's so easy on YouTube to just take 104| 105|27 106|00:00:46,719 --> 00:00:50,079 107|good content for granted. With this 108| 109|28 110|00:00:48,480 --> 00:00:52,480 111|particular video, I want you to remember 112| 113|29 114|00:00:50,079 --> 00:00:53,760 115|it's taken me 25 years to share all the 116| 117|30 118|00:00:52,480 --> 00:00:55,280 119|things I'm about to share with you for 120| 121|31 122|00:00:53,760 --> 00:00:56,960 123|free. And if you do this, you're going 124| 125|32 126|00:00:55,280 --> 00:00:58,879 127|to end up bigger and more profitable 128| 129|33 130|00:00:56,960 --> 00:01:01,280 131|than your wildest dreams. Let's get into 132| 133|34 134|00:00:58,879 --> 00:01:04,239 135|it. Step one is you have to understand 136| 137|35 138|00:01:01,280 --> 00:01:06,320 139|something called laps. Laps, laps, laps, 140| 141|36 142|00:01:04,239 --> 00:01:08,320 143|laps. That is the engine room of your 144| 145|37 146|00:01:06,320 --> 00:01:10,320 147|business. Laps stands for leads, 148| 149|38 150|00:01:08,320 --> 00:01:12,159 151|appointments, presentations, and sales. 152| 153|39 154|00:01:10,320 --> 00:01:14,000 155|It's the flow of opportunity that 156| 157|40 158|00:01:12,159 --> 00:01:15,600 159|connects attention and interest through 160| 161|41 162|00:01:14,000 --> 00:01:16,799 163|to money in the bank. So, what we're 164| 165|42 166|00:01:15,600 --> 00:01:19,520 167|going to do is we're going to really 168| 169|43 170|00:01:16,799 --> 00:01:21,119 171|break up the lapse framework into leads 172| 173|44 174|00:01:19,520 --> 00:01:23,119 175|and appointments, which is finding 176| 177|45 178|00:01:21,119 --> 00:01:24,720 179|opportunities, and presentations and 180| 181|46 182|00:01:23,119 --> 00:01:25,920 183|sales, which is making money. Now, you 184| 185|47 186|00:01:24,720 --> 00:01:27,520 187|definitely want to stick around for the 188| 189|48 190|00:01:25,920 --> 00:01:29,439 191|presentation and sales bit, cuz that's 192| 193|49 194|00:01:27,520 --> 00:01:31,840 195|where the money hits the bank. Step one, 196| 197|50 198|00:01:29,439 --> 00:01:33,520 199|let's get you more warm leads. Don't 200| 201|51 202|00:01:31,840 --> 00:01:35,119 203|skip ahead. I know you want to get to 204| 205|52 206|00:01:33,520 --> 00:01:37,119 207|the presentation bit. I know you want to 208| 209|53 210|00:01:35,119 --> 00:01:38,720 211|get to more sales, but let's start by 212| 213|54 214|00:01:37,119 --> 00:01:40,320 215|expanding your pipeline. How do we get 216| 217|55 218|00:01:38,720 --> 00:01:42,159 219|more warm leads? We're going to get more 220| 221|56 222|00:01:40,320 --> 00:01:44,240 223|warm leads with this three-part system 224| 225|57 226|00:01:42,159 --> 00:01:46,240 227|that has been proven academically and 228| 229|58 230|00:01:44,240 --> 00:01:49,040 231|practically in the real world. The three 232| 233|59 234|00:01:46,240 --> 00:01:51,280 235|parts is short form content into long- 236| 237|60 238|00:01:49,040 --> 00:01:52,560 239|form content into signals of interest. 240| 241|61 242|00:01:51,280 --> 00:01:54,399 243|Let me just break it down nice and 244| 245|62 246|00:01:52,560 --> 00:01:56,320 247|simply. In order for people to become a 248| 249|63 250|00:01:54,399 --> 00:01:57,920 251|lead who's warm and in your pipeline, 252| 253|64 254|00:01:56,320 --> 00:01:59,920 255|they have to get to notice you and get 256| 257|65 258|00:01:57,920 --> 00:02:01,119 259|to know you so that they can signal 260| 261|66 262|00:01:59,920 --> 00:02:02,719 263|interest that they want to work with 264| 265|67 266|00:02:01,119 --> 00:02:04,000 267|you. How are they going to notice you? 268| 269|68 270|00:02:02,719 --> 00:02:06,159 271|They're going to notice you through 272| 273|69 274|00:02:04,000 --> 00:02:08,080 275|short form content on social media. Now, 276| 277|70 278|00:02:06,159 --> 00:02:09,759 279|the research says that people notice you 280| 281|71 282|00:02:08,080 --> 00:02:11,840 283|for the first time when they see you for 284| 285|72 286|00:02:09,759 --> 00:02:13,760 287|the 11th time. So, you've got to produce 288| 289|73 290|00:02:11,840 --> 00:02:15,920 291|a lot more content so that people have 292| 293|74 294|00:02:13,760 --> 00:02:17,920 295|the opportunity to see you 11 times. 296| 297|75 298|00:02:15,920 --> 00:02:19,920 299|Now, the harsh reality is that the clock 300| 301|76 302|00:02:17,920 --> 00:02:22,160 303|resets every 90 days. So, if they don't 304| 305|77 306|00:02:19,920 --> 00:02:23,840 307|see you 11 times within 90 days, they 308| 309|78 310|00:02:22,160 --> 00:02:26,080 311|don't notice that you ever exist. So, 312| 313|79 314|00:02:23,840 --> 00:02:28,080 315|that means at a bare minimum, you've got 316| 317|80 318|00:02:26,080 --> 00:02:29,920 319|to be posting every few days on social 320| 321|81 322|00:02:28,080 --> 00:02:31,840 323|media. My recommendation is that if 324| 325|82 326|00:02:29,920 --> 00:02:33,519 327|you're not posting every single day on 328| 329|83 330|00:02:31,840 --> 00:02:35,200 331|social media, you're leaving money on 332| 333|84 334|00:02:33,519 --> 00:02:36,720 335|the table. For a small business, I 336| 337|85 338|00:02:35,200 --> 00:02:38,080 339|recommend choosing one platform. And 340| 341|86 342|00:02:36,720 --> 00:02:39,840 343|then when you're a bigger business, I 344| 345|87 346|00:02:38,080 --> 00:02:41,360 347|recommend choosing four platforms and 348| 349|88 350|00:02:39,840 --> 00:02:42,560 351|posting every single day. Now, what are 352| 353|89 354|00:02:41,360 --> 00:02:44,640 355|you going to post? You're going to post 356| 357|90 358|00:02:42,560 --> 00:02:46,480 359|anything at all that hooks the attention 360| 361|91 362|00:02:44,640 --> 00:02:48,000 363|of your perfect customer. So, you're 364| 365|92 366|00:02:46,480 --> 00:02:48,959 367|going to have an ideal customer in mind. 368| 369|93 370|00:02:48,000 --> 00:02:50,239 371|You're going to share with them things 372| 373|94 374|00:02:48,959 --> 00:02:51,680 375|that could be strange, things that 376| 377|95 378|00:02:50,239 --> 00:02:53,440 379|they've never heard before. You could 380| 381|96 382|00:02:51,680 --> 00:02:54,879 383|share with them amazing, desirable 384| 385|97 386|00:02:53,440 --> 00:02:56,560 387|outcomes that they want to get. You 388| 389|98 390|00:02:54,879 --> 00:02:58,480 391|could share with them free value. Or you 392| 393|99 394|00:02:56,560 --> 00:03:00,000 395|could talk about familiar topics that 396| 397|100 398|00:02:58,480 --> 00:03:01,440 399|they already want to know about. These 400| 401|101 402|00:03:00,000 --> 00:03:03,440 403|are some of the things that will go into 404| 405|102 406|00:03:01,440 --> 00:03:05,120 407|that short form content. Short form 408| 409|103 410|00:03:03,440 --> 00:03:07,599 411|content is anything that can be 412| 413|104 414|00:03:05,120 --> 00:03:10,159 415|experienced by a customer in 1 to three 416| 417|105 418|00:03:07,599 --> 00:03:12,560 419|minutes. It's posts, its images, it's 420| 421|106 422|00:03:10,159 --> 00:03:14,319 423|short videos, it's carousels just coming 424| 425|107 426|00:03:12,560 --> 00:03:16,319 427|out there and it just lands on social 428| 429|108 430|00:03:14,319 --> 00:03:18,800 431|media every single day and it typically 432| 433|109 434|00:03:16,319 --> 00:03:20,720 435|has a call to action which is to go to 436| 437|110 438|00:03:18,800 --> 00:03:22,400 439|your main account and experience some 440| 441|111 442|00:03:20,720 --> 00:03:25,040 443|long- form content. Now, what is long 444| 445|112 446|00:03:22,400 --> 00:03:27,120 447|form content? Long- form content is the 448| 449|113 450|00:03:25,040 --> 00:03:29,200 451|type of content that takes 10 minutes to 452| 453|114 454|00:03:27,120 --> 00:03:31,599 455|2 hours to consume. It could be a long 456| 457|115 458|00:03:29,200 --> 00:03:33,360 459|post. It could be a PDF report. It could 460| 461|116 462|00:03:31,599 --> 00:03:35,360 463|be a 10-minute video. It could be a 464| 465|117 466|00:03:33,360 --> 00:03:36,959 467|1-hour podcast episode. Or it could be a 468| 469|118 470|00:03:35,360 --> 00:03:38,799 471|2-hour workshop that you invite people 472| 473|119 474|00:03:36,959 --> 00:03:40,799 475|to. What we're looking for is just to 476| 477|120 478|00:03:38,799 --> 00:03:42,879 479|clock up time with people. See, there is 480| 481|121 482|00:03:40,799 --> 00:03:44,799 483|some research from Professor Robin Dunar 484| 485|122 486|00:03:42,879 --> 00:03:46,400 487|that says people need to spend 2 to 7 488| 489|123 490|00:03:44,799 --> 00:03:48,159 491|hours with you in order to feel like 492| 493|124 494|00:03:46,400 --> 00:03:49,840 495|they know you and trust you. So, one of 496| 497|125 498|00:03:48,159 --> 00:03:52,159 499|the first things that you want to do is 500| 501|126 502|00:03:49,840 --> 00:03:54,159 503|get more people consuming long- form 504| 505|127 506|00:03:52,159 --> 00:03:56,000 507|content. The short form content drives 508| 509|128 510|00:03:54,159 --> 00:03:57,840 511|people to the long form content. My 512| 513|129 514|00:03:56,000 --> 00:03:59,599 515|personal experience tells me that you 516| 517|130 518|00:03:57,840 --> 00:04:01,519 519|should have four pieces of long- form 520| 521|131 522|00:03:59,599 --> 00:04:03,200 523|content available for people to watch, 524| 525|132 526|00:04:01,519 --> 00:04:04,959 527|read, or listen to. You don't need that 528| 529|133 530|00:04:03,200 --> 00:04:06,799 531|on day one. You're going to build up to 532| 533|134 534|00:04:04,959 --> 00:04:08,720 535|having four pieces of long form content 536| 537|135 538|00:04:06,799 --> 00:04:10,480 539|across the course of 12 months. And it 540| 541|136 542|00:04:08,720 --> 00:04:12,720 543|could be podcast episodes that you go 544| 545|137 546|00:04:10,480 --> 00:04:14,879 547|on. It could be longer videos that 548| 549|138 550|00:04:12,720 --> 00:04:16,880 551|produce longer reports that you write or 552| 553|139 554|00:04:14,879 --> 00:04:18,479 555|maybe even a book. Either way, your 556| 557|140 558|00:04:16,880 --> 00:04:20,160 559|short form content gets people to 560| 561|141 562|00:04:18,479 --> 00:04:21,519 563|consume some of this long form content. 564| 565|142 566|00:04:20,160 --> 00:04:23,199 567|All of that is happening on social 568| 569|143 570|00:04:21,519 --> 00:04:25,199 571|media. Once people have consumed some 572| 573|144 574|00:04:23,199 --> 00:04:26,800 575|long- form content, you then want to ask 576| 577|145 578|00:04:25,199 --> 00:04:28,639 579|them to signal their interest. You want 580| 581|146 582|00:04:26,800 --> 00:04:30,160 583|a signal of interest that says, "I'm 584| 585|147 586|00:04:28,639 --> 00:04:32,000 587|interested to know more. I want to work 588| 589|148 590|00:04:30,160 --> 00:04:33,360 591|with you in some way." So, there's a few 592| 593|149 594|00:04:32,000 --> 00:04:34,960 595|things that work really, really well for 596| 597|150 598|00:04:33,360 --> 00:04:36,880 599|a signal of interest. You can ask people 600| 601|151 602|00:04:34,960 --> 00:04:38,320 603|to join a waiting list. You can ask 604| 605|152 606|00:04:36,880 --> 00:04:39,600 607|people to fill in a form as an 608| 609|153 610|00:04:38,320 --> 00:04:41,120 611|expression of interest. You can ask 612| 613|154 614|00:04:39,600 --> 00:04:42,960 615|people to fill in an assessment where 616| 617|155 618|00:04:41,120 --> 00:04:44,479 619|they take an online assessment to see if 620| 621|156 622|00:04:42,960 --> 00:04:46,560 623|they're ready to work with you. You can 624| 625|157 626|00:04:44,479 --> 00:04:48,479 627|get people to join a discussion group or 628| 629|158 630|00:04:46,560 --> 00:04:50,479 631|one of my favorites is to get people to 632| 633|159 634|00:04:48,479 --> 00:04:52,560 635|join a live webinar. When they register 636| 637|160 638|00:04:50,479 --> 00:04:54,479 639|for any of these things, you can count 640| 641|161 642|00:04:52,560 --> 00:04:56,080 643|that as a strong signal of interest that 644| 645|162 646|00:04:54,479 --> 00:04:57,600 647|they're interested in what it is that 648| 649|163 650|00:04:56,080 --> 00:04:59,280 651|you do. Now, the reason that you know 652| 653|164 654|00:04:57,600 --> 00:05:01,840 655|that this is a signal of interest is 656| 657|165 658|00:04:59,280 --> 00:05:04,160 659|because all of this short form and long 660| 661|166 662|00:05:01,840 --> 00:05:06,960 663|form content happens on social media, 664| 665|167 666|00:05:04,160 --> 00:05:10,000 667|but the signal of interest happens on 668| 669|168 670|00:05:06,960 --> 00:05:12,080 671|your landing page. In order for people 672| 673|169 674|00:05:10,000 --> 00:05:14,240 675|to go to the landing page, they have to 676| 677|170 678|00:05:12,080 --> 00:05:16,479 679|have seen you on social media, clicked a 680| 681|171 682|00:05:14,240 --> 00:05:18,320 683|link, gone across to a landing page and 684| 685|172 686|00:05:16,479 --> 00:05:20,160 687|filled in a form, which means they've 688| 689|173 690|00:05:18,320 --> 00:05:21,520 691|given you a strong signal of interest. 692| 693|174 694|00:05:20,160 --> 00:05:22,800 695|And when we get those signals of 696| 697|175 698|00:05:21,520 --> 00:05:25,199 699|interest, we have a special name for 700| 701|176 702|00:05:22,800 --> 00:05:26,880 703|that. We call that a lead. Now, if you 704| 705|177 706|00:05:25,199 --> 00:05:29,280 707|want to ramp this up, you can do it in 708| 709|178 710|00:05:26,880 --> 00:05:31,600 711|two ways. Number one, you can pick your 712| 713|179 714|00:05:29,280 --> 00:05:33,199 715|highest performing short form content 716| 717|180 718|00:05:31,600 --> 00:05:35,919 719|and you can boost it with ads. 720| 721|181 722|00:05:33,199 --> 00:05:38,320 723|Additionally, you can fire off direct 724| 725|182 726|00:05:35,919 --> 00:05:40,320 727|messages to carefully selected 728| 729|183 730|00:05:38,320 --> 00:05:43,120 731|individuals who you think would either 732| 733|184 734|00:05:40,320 --> 00:05:45,120 735|enjoy your long- form content or who you 736| 737|185 738|00:05:43,120 --> 00:05:46,720 739|think should be filling in a signal of 740| 741|186 742|00:05:45,120 --> 00:05:48,560 743|interest page. So, you can use direct 744| 745|187 746|00:05:46,720 --> 00:05:50,160 747|messages as well. And if all of this is 748| 749|188 750|00:05:48,560 --> 00:05:52,240 751|working well, you can collaborate with 752| 753|189 754|00:05:50,160 --> 00:05:53,759 755|others who have a similar audience that 756| 757|190 758|00:05:52,240 --> 00:05:55,680 759|you're trying to target, but they have a 760| 761|191 762|00:05:53,759 --> 00:05:57,360 763|non-competitive offer. And you can work 764| 765|192 766|00:05:55,680 --> 00:05:59,600 767|together through joint ventures or 768| 769|193 770|00:05:57,360 --> 00:06:01,120 771|sponsorships in order to ramp up the 772| 773|194 774|00:05:59,600 --> 00:06:03,360 775|number of people who know who you are. 776| 777|195 778|00:06:01,120 --> 00:06:05,120 779|But all of that needs to culminate in 780| 781|196 782|00:06:03,360 --> 00:06:06,880 783|these signals of interest that we're 784| 785|197 786|00:06:05,120 --> 00:06:08,319 787|going to call leads. Now, once you've 788| 789|198 790|00:06:06,880 --> 00:06:10,080 791|got leads, you can move to the next 792| 793|199 794|00:06:08,319 --> 00:06:11,120 795|step. So, you've generated some leads. 796| 797|200 798|00:06:10,080 --> 00:06:12,560 799|Now, it's time to book some 800| 801|201 802|00:06:11,120 --> 00:06:14,319 803|appointments. Now, bear in mind, we 804| 805|202 806|00:06:12,560 --> 00:06:15,919 807|haven't even gotten into the value where 808| 809|203 810|00:06:14,319 --> 00:06:17,680 811|the money is going to hit the bank. Stay 812| 813|204 814|00:06:15,919 --> 00:06:19,199 815|with me. This is meant to be a training 816| 817|205 818|00:06:17,680 --> 00:06:21,280 819|video. It's not meant to be a short 820| 821|206 822|00:06:19,199 --> 00:06:23,039 823|piece of content that you consume as 824| 825|207 826|00:06:21,280 --> 00:06:25,440 827|you're scrolling. This is designed to be 828| 829|208 830|00:06:23,039 --> 00:06:27,520 831|a gamecher for your sales process. So, 832| 833|209 834|00:06:25,440 --> 00:06:29,360 835|stay with me. Keep your pen and paper. 836| 837|210 838|00:06:27,520 --> 00:06:31,120 839|Let's keep learning together. As soon as 840| 841|211 842|00:06:29,360 --> 00:06:32,800 843|someone fills in a lead page, you want 844| 845|212 846|00:06:31,120 --> 00:06:34,560 847|to follow up as quick as possible. And 848| 849|213 850|00:06:32,800 --> 00:06:36,240 851|you have one goal when you're reaching 852| 853|214 854|00:06:34,560 --> 00:06:38,080 855|out to someone, and that is to book an 856| 857|215 858|00:06:36,240 --> 00:06:39,440 859|appointment. It's to get a commitment 860| 861|216 862|00:06:38,080 --> 00:06:41,680 863|that they're willing to spend some time 864| 865|217 866|00:06:39,440 --> 00:06:43,280 867|with you. You see, the first sale is not 868| 869|218 870|00:06:41,680 --> 00:06:44,880 871|about the product. It's about getting 872| 873|219 874|00:06:43,280 --> 00:06:46,560 875|people to commit that they're going to 876| 877|220 878|00:06:44,880 --> 00:06:48,080 879|explore what you have to offer. It's a 880| 881|221 882|00:06:46,560 --> 00:06:50,080 883|commitment of time, not a commitment of 884| 885|222 886|00:06:48,080 --> 00:06:52,319 887|money. So, there are four steps to 888| 889|223 890|00:06:50,080 --> 00:06:54,560 891|booking an appointment. Step one is to 892| 893|224 894|00:06:52,319 --> 00:06:56,319 895|reaffirm relevance. You want to let 896| 897|225 898|00:06:54,560 --> 00:06:57,759 899|people know that they filled in a form, 900| 901|226 902|00:06:56,319 --> 00:06:59,199 903|that they were interested in in a 904| 905|227 906|00:06:57,759 --> 00:07:00,560 907|particular topic, and now you're 908| 909|228 910|00:06:59,199 --> 00:07:02,479 911|following up. So, you're letting them 912| 913|229 914|00:07:00,560 --> 00:07:04,319 915|know that there is relevance. Step two 916| 917|230 918|00:07:02,479 --> 00:07:06,160 919|is an optional step if you're using the 920| 921|231 922|00:07:04,319 --> 00:07:07,680 923|phone to follow up. And that is to ask 924| 925|232 926|00:07:06,160 --> 00:07:09,280 927|permission. This is where you say, "Have 928| 929|233 930|00:07:07,680 --> 00:07:11,520 931|I caught you at a good time? I've got 1 932| 933|234 934|00:07:09,280 --> 00:07:13,360 935|to 2 minutes to follow up based upon the 936| 937|235 938|00:07:11,520 --> 00:07:15,039 939|fact that you filled in that form. Can I 940| 941|236 942|00:07:13,360 --> 00:07:16,960 943|be really, really quick and just share 944| 945|237 946|00:07:15,039 --> 00:07:18,400 947|with you who I am, why I'm calling, and 948| 949|238 950|00:07:16,960 --> 00:07:19,680 951|see if it's appropriate to set an 952| 953|239 954|00:07:18,400 --> 00:07:21,360 955|appointment with you." So, that's just 956| 957|240 958|00:07:19,680 --> 00:07:23,280 959|getting some permission. If you're using 960| 961|241 962|00:07:21,360 --> 00:07:25,199 963|asynchronous communication like text 964| 965|242 966|00:07:23,280 --> 00:07:27,280 967|messages or emails, you don't need the 968| 969|243 970|00:07:25,199 --> 00:07:29,039 971|permission step. Step three is where 972| 973|244 974|00:07:27,280 --> 00:07:30,720 975|you're going to pitch your value so that 976| 977|245 978|00:07:29,039 --> 00:07:32,000 979|they know whether they want to commit to 980| 981|246 982|00:07:30,720 --> 00:07:33,840 983|an appointment. So here's what we're 984| 985|247 986|00:07:32,000 --> 00:07:36,639 987|going to do with the pitch. The pitch is 988| 989|248 990|00:07:33,840 --> 00:07:42,160 991|that you're going to use the framework 992| 993|249 994|00:07:36,639 --> 00:07:43,840 995|name, same, fame, pain, aim, and game. 996| 997|250 998|00:07:42,160 --> 00:07:45,919 999|And we call this a hook pitch or a 1000| 1001|251 1002|00:07:43,840 --> 00:07:48,160 1003|social pitch. So name is obviously your 1004| 1005|252 1006|00:07:45,919 --> 00:07:49,840 1007|name and your business's name. So who 1008| 1009|253 1010|00:07:48,160 --> 00:07:52,319 1011|are you and where are you calling from? 1012| 1013|254 1014|00:07:49,840 --> 00:07:53,759 1015|Same is what is something similar to 1016| 1017|255 1018|00:07:52,319 --> 00:07:55,199 1019|what they already understand. They 1020| 1021|256 1022|00:07:53,759 --> 00:07:56,879 1023|already know that you can put yourself 1024| 1025|257 1026|00:07:55,199 --> 00:07:58,560 1027|in that category. If I'm talking about 1028| 1029|258 1030|00:07:56,879 --> 00:08:00,800 1031|one of my businesses called book magic, 1032| 1033|259 1034|00:07:58,560 --> 00:08:02,800 1035|I say we are an online piece of software 1036| 1037|260 1038|00:08:00,800 --> 00:08:04,560 1039|that helps people to write a book much 1040| 1041|261 1042|00:08:02,800 --> 00:08:06,800 1043|faster than if they were using Microsoft 1044| 1045|262 1046|00:08:04,560 --> 00:08:08,960 1047|Word. I'm putting myself into a category 1048| 1049|263 1050|00:08:06,800 --> 00:08:10,879 1051|called software and I'm comparing myself 1052| 1053|264 1054|00:08:08,960 --> 00:08:13,520 1055|to something similar that they might 1056| 1057|265 1058|00:08:10,879 --> 00:08:16,000 1059|already know. Fame is what makes you 1060| 1061|266 1062|00:08:13,520 --> 00:08:17,680 1063|special or different. This could be a 1064| 1065|267 1066|00:08:16,000 --> 00:08:19,680 1067|special number that you've achieved. It 1068| 1069|268 1070|00:08:17,680 --> 00:08:21,599 1071|could be a special association or an 1072| 1073|269 1074|00:08:19,680 --> 00:08:22,879 1075|award that you've won, something that 1076| 1077|270 1078|00:08:21,599 --> 00:08:24,160 1079|makes you stand out. So, if I was 1080| 1081|271 1082|00:08:22,879 --> 00:08:26,080 1083|talking about book magic, I might say, 1084| 1085|272 1086|00:08:24,160 --> 00:08:27,680 1087|"We recently won AI startup of the 1088| 1089|273 1090|00:08:26,080 --> 00:08:29,280 1091|year," which is a little bit of fame. 1092| 1093|274 1094|00:08:27,680 --> 00:08:30,960 1095|Now, I might also say something like, </file-view>

<file-view path="/tmp/tVLnzcoM5LE.en.srt" start_line="1096" end_line="2189" total_lines="4496"> 1096| 1097|275 1098|00:08:29,280 --> 00:08:32,479 1099|"We've already worked with 300 1100| 1101|276 1102|00:08:30,960 --> 00:08:33,919 1103|customers." Or you might say, "I've 1104| 1105|277 1106|00:08:32,479 --> 00:08:35,279 1107|worked in this industry for over 10 1108| 1109|278 1110|00:08:33,919 --> 00:08:36,719 1111|years, and I've worked with big brands 1112| 1113|279 1114|00:08:35,279 --> 00:08:38,719 1115|that you've heard of, such as X, Y, and 1116| 1117|280 1118|00:08:36,719 --> 00:08:40,159 1119|Zed." So, pain is where you address the 1120| 1121|281 1122|00:08:38,719 --> 00:08:42,080 1123|pain or frustration that people 1124| 1125|282 1126|00:08:40,159 --> 00:08:43,200 1127|experience before they buy from you. I 1128| 1129|283 1130|00:08:42,080 --> 00:08:45,440 1131|might say if I'm talking about book 1132| 1133|284 1134|00:08:43,200 --> 00:08:47,279 1135|magic over 50% of the population want to 1136| 1137|285 1138|00:08:45,440 --> 00:08:49,120 1139|write a book but less than 2% of the 1140| 1141|286 1142|00:08:47,279 --> 00:08:50,640 1143|population ever achieve that goal. So 1144| 1145|287 1146|00:08:49,120 --> 00:08:53,279 1147|I'm now talking about a pain or a 1148| 1149|288 1150|00:08:50,640 --> 00:08:55,360 1151|frustration. And then aim is what you 1152| 1153|289 1154|00:08:53,279 --> 00:08:57,519 1155|aim to do about that. So you might say 1156| 1157|290 1158|00:08:55,360 --> 00:09:00,240 1159|we're creating a software platform that 1160| 1161|291 1162|00:08:57,519 --> 00:09:02,240 1163|allows 10 times more people who start a 1164| 1165|292 1166|00:09:00,240 --> 00:09:04,000 1167|book to finish the process and hold that 1168| 1169|293 1170|00:09:02,240 --> 00:09:05,680 1171|book in their hands. And then game is 1172| 1173|294 1174|00:09:04,000 --> 00:09:07,279 1175|the bigger vision of what your business 1176| 1177|295 1178|00:09:05,680 --> 00:09:10,000 1179|wants to achieve. Our goal is to 1180| 1181|296 1182|00:09:07,279 --> 00:09:12,800 1183|democratize the book writing process as 1184| 1185|297 1186|00:09:10,000 --> 00:09:15,279 1187|much as Amazon democratized the book 1188| 1189|298 1190|00:09:12,800 --> 00:09:17,600 1191|distribution process. So all of that 1192| 1193|299 1194|00:09:15,279 --> 00:09:19,680 1195|should fit pretty neatly into about 30 1196| 1197|300 1198|00:09:17,600 --> 00:09:21,519 1199|to 45 seconds if you were to say it out 1200| 1201|301 1202|00:09:19,680 --> 00:09:23,360 1203|loud and it should fit into a paragraph 1204| 1205|302 1206|00:09:21,519 --> 00:09:25,040 1207|if you put it in a text or an email. So 1208| 1209|303 1210|00:09:23,360 --> 00:09:26,800 1211|you're giving people all the essential 1212| 1213|304 1214|00:09:25,040 --> 00:09:29,200 1215|information for them to understand what 1216| 1217|305 1218|00:09:26,800 --> 00:09:31,040 1219|you're talking about. Name, same, fame, 1220| 1221|306 1222|00:09:29,200 --> 00:09:33,440 1223|pain, aim, and a game. After you've 1224| 1225|307 1226|00:09:31,040 --> 00:09:34,800 1227|gotten that across, you then want to ask 1228| 1229|308 1230|00:09:33,440 --> 00:09:36,399 1231|if they're willing to commit to having 1232| 1233|309 1234|00:09:34,800 --> 00:09:38,240 1235|an appointment. So, you simply say, 1236| 1237|310 1238|00:09:36,399 --> 00:09:39,920 1239|"What I'd really love to do is set a 1240| 1241|311 1242|00:09:38,240 --> 00:09:42,399 1243|time that we could talk, and here's the 1244| 1245|312 1246|00:09:39,920 --> 00:09:44,080 1247|link to my diary, or if you can suggest 1248| 1249|313 1250|00:09:42,399 --> 00:09:45,760 1251|a few times that work for you, I'll try 1252| 1253|314 1254|00:09:44,080 --> 00:09:47,519 1255|and work around your schedule." Now, if 1256| 1257|315 1258|00:09:45,760 --> 00:09:49,440 1259|someone is interested, they're going to 1260| 1261|316 1262|00:09:47,519 --> 00:09:51,360 1263|definitely try and make a time with you. 1264| 1265|317 1266|00:09:49,440 --> 00:09:53,040 1267|Or if someone has heard all of that 1268| 1269|318 1270|00:09:51,360 --> 00:09:54,399 1271|information about who you are and what 1272| 1273|319 1274|00:09:53,040 --> 00:09:56,560 1275|you do and why you do it, and they're 1276| 1277|320 1278|00:09:54,399 --> 00:09:58,240 1279|not interested, I can promise you it's 1280| 1281|321 1282|00:09:56,560 --> 00:10:00,000 1283|better to just end things right there. 1284| 1285|322 1286|00:09:58,240 --> 00:10:02,320 1287|You're not looking for everybody to set 1288| 1289|323 1290|00:10:00,000 --> 00:10:04,560 1291|an appointment. It's very normal for out 1292| 1293|324 1294|00:10:02,320 --> 00:10:06,080 1295|of every 12 leads for less than half of 1296| 1297|325 1298|00:10:04,560 --> 00:10:08,320 1299|them to set an appointment. Now, before 1300| 1301|326 1302|00:10:06,080 --> 00:10:10,000 1303|we move on, as an advanced step, if you 1304| 1305|327 1306|00:10:08,320 --> 00:10:11,920 1307|start getting lots of leads come through 1308| 1309|328 1310|00:10:10,000 --> 00:10:13,760 1311|your pipeline, you want to introduce a 1312| 1313|329 1314|00:10:11,920 --> 00:10:15,519 1315|step called lead qualification. Lead 1316| 1317|330 1318|00:10:13,760 --> 00:10:17,519 1319|qualification is that when people fill 1320| 1321|331 1322|00:10:15,519 --> 00:10:18,880 1323|in that online signal of interest form, 1324| 1325|332 1326|00:10:17,519 --> 00:10:20,240 1327|you're going to ask a few questions. 1328| 1329|333 1330|00:10:18,880 --> 00:10:22,000 1331|You're going to ask people which best 1332| 1333|334 1334|00:10:20,240 --> 00:10:23,519 1335|describes your current situation, which 1336| 1337|335 1338|00:10:22,000 --> 00:10:25,600 1339|best describes the outcome you're 1340| 1341|336 1342|00:10:23,519 --> 00:10:27,440 1343|looking for, which types of solutions do 1344| 1345|337 1346|00:10:25,600 --> 00:10:29,680 1347|you already have in mind? You might ask 1348| 1349|338 1350|00:10:27,440 --> 00:10:31,680 1351|a few of those qualifying questions. And 1352| 1353|339 1354|00:10:29,680 --> 00:10:33,200 1355|those qualifying questions help you to 1356| 1357|340 1358|00:10:31,680 --> 00:10:34,959 1359|choose who you're going to have an 1360| 1361|341 1362|00:10:33,200 --> 00:10:36,399 1363|appointment with. So in the early days, 1364| 1365|342 1366|00:10:34,959 --> 00:10:38,000 1367|it's often the case that it's worth 1368| 1369|343 1370|00:10:36,399 --> 00:10:39,440 1371|having an appointment with anyone who's 1372| 1373|344 1374|00:10:38,000 --> 00:10:41,360 1375|willing to have an appointment with you 1376| 1377|345 1378|00:10:39,440 --> 00:10:43,200 1379|just to hone your skills. Once you start 1380| 1381|346 1382|00:10:41,360 --> 00:10:44,800 1383|scaling up, you want to qualify your 1384| 1385|347 1386|00:10:43,200 --> 00:10:46,320 1387|appointments so you're not wasting time 1388| 1389|348 1390|00:10:44,800 --> 00:10:48,160 1391|on people who are never going to buy. 1392| 1393|349 1394|00:10:46,320 --> 00:10:49,839 1395|Now, by the way, we've completely solved 1396| 1397|350 1398|00:10:48,160 --> 00:10:51,279 1399|this problem. If you want to set up one 1400| 1401|351 1402|00:10:49,839 --> 00:10:53,360 1403|of these signal of interest landing 1404| 1405|352 1406|00:10:51,279 --> 00:10:55,600 1407|pages, you can do all of that on 1408| 1409|353 1410|00:10:53,360 --> 00:10:57,440 1411|scoreapp. And scoreapp.com has templates 1412| 1413|354 1414|00:10:55,600 --> 00:10:59,440 1415|that allow you to set up those campaigns 1416| 1417|355 1418|00:10:57,440 --> 00:11:01,200 1419|effortlessly. In addition to that, it 1420| 1421|356 1422|00:10:59,440 --> 00:11:02,720 1423|automatically gets you to ask those 1424| 1425|357 1426|00:11:01,200 --> 00:11:04,480 1427|questions, those qualifying questions, 1428| 1429|358 1430|00:11:02,720 --> 00:11:06,480 1431|so that you can segment your list and 1432| 1433|359 1434|00:11:04,480 --> 00:11:07,760 1435|only deal with lots of leads that are 1436| 1437|360 1438|00:11:06,480 --> 00:11:09,760 1439|already qualified. So, if you haven't 1440| 1441|361 1442|00:11:07,760 --> 00:11:11,040 1443|done so already, check out scoreapp.com, 1444| 1445|362 1446|00:11:09,760 --> 00:11:12,640 1447|which is a business that I'm involved 1448| 1449|363 1450|00:11:11,040 --> 00:11:14,480 1451|in, and it allows you to set up your 1452| 1453|364 1454|00:11:12,640 --> 00:11:15,760 1455|lead generation effortlessly. Now, when 1456| 1457|365 1458|00:11:14,480 --> 00:11:17,360 1459|you're reaching out to people, they 1460| 1461|366 1462|00:11:15,760 --> 00:11:18,959 1463|don't really care about the business or 1464| 1465|367 1466|00:11:17,360 --> 00:11:20,399 1467|you personally. They care about getting 1468| 1469|368 1470|00:11:18,959 --> 00:11:21,600 1471|their problem solved. So, it doesn't 1472| 1473|369 1474|00:11:20,399 --> 00:11:23,440 1475|really matter whether you say that 1476| 1477|370 1478|00:11:21,600 --> 00:11:24,640 1479|you're talking about you personally or 1480| 1481|371 1482|00:11:23,440 --> 00:11:26,640 1483|whether you say that you're representing 1484| 1485|372 1486|00:11:24,640 --> 00:11:28,240 1487|a business. What matters most is that 1488| 1489|373 1490|00:11:26,640 --> 00:11:30,240 1491|you're connecting with the problem or 1492| 1493|374 1494|00:11:28,240 --> 00:11:32,160 1495|frustration that they're experiencing. 1496| 1497|375 1498|00:11:30,240 --> 00:11:33,760 1499|This little bit here called the pain. If 1500| 1501|376 1502|00:11:32,160 --> 00:11:35,839 1503|you hone that in so that people can 1504| 1505|377 1506|00:11:33,760 --> 00:11:36,959 1507|relate to that problem, then you're 1508| 1509|378 1510|00:11:35,839 --> 00:11:38,480 1511|going to book the appointment. We've 1512| 1513|379 1514|00:11:36,959 --> 00:11:40,000 1515|talked about leads. We've talked about 1516| 1517|380 1518|00:11:38,480 --> 00:11:41,440 1519|appointment setting. Now, it's time to 1520| 1521|381 1522|00:11:40,000 --> 00:11:43,120 1523|talk about the presentation. Now, the 1524| 1525|382 1526|00:11:41,440 --> 00:11:44,720 1527|presentation is where you make your 1528| 1529|383 1530|00:11:43,120 --> 00:11:46,640 1531|money. This is where people either 1532| 1533|384 1534|00:11:44,720 --> 00:11:48,560 1535|connect with what you have to offer or 1536| 1537|385 1538|00:11:46,640 --> 00:11:50,800 1539|they drop it from here. The difference 1540| 1541|386 1542|00:11:48,560 --> 00:11:52,880 1543|between a fast growth business and a 1544| 1545|387 1546|00:11:50,800 --> 00:11:55,360 1547|business that stalls is often how you 1548| 1549|388 1550|00:11:52,880 --> 00:11:56,880 1551|present it. This presentation is a major 1552| 1553|389 1554|00:11:55,360 --> 00:11:58,160 1555|component to the growth and success of 1556| 1557|390 1558|00:11:56,880 --> 00:12:00,160 1559|your business. I don't care if you've 1560| 1561|391 1562|00:11:58,160 --> 00:12:01,680 1563|already got 500,000 to 5 million of 1564| 1565|392 1566|00:12:00,160 --> 00:12:03,360 1567|revenue or you're just starting out. If 1568| 1569|393 1570|00:12:01,680 --> 00:12:05,279 1571|you improve your presentation, you're 1572| 1573|394 1574|00:12:03,360 --> 00:12:07,600 1575|going to overtake your competition. Now, 1576| 1577|395 1578|00:12:05,279 --> 00:12:09,279 1579|presentations aren't easy. Get ready. I 1580| 1581|396 1582|00:12:07,600 --> 00:12:10,639 1583|want you to have a pen and paper. We are 1584| 1585|397 1586|00:12:09,279 --> 00:12:12,320 1587|going to go through what I normally 1588| 1589|398 1590|00:12:10,639 --> 00:12:13,920 1591|cover in a day. We're going to do it in 1592| 1593|399 1594|00:12:12,320 --> 00:12:15,839 1595|a few minutes. So, I want you to be 1596| 1597|400 1598|00:12:13,920 --> 00:12:18,240 1599|ready to take all of this in. A great 1600| 1601|401 1602|00:12:15,839 --> 00:12:19,839 1603|sales presentation has 10 components. 1604| 1605|402 1606|00:12:18,240 --> 00:12:21,440 1607|And these 10 components, you got to get 1608| 1609|403 1610|00:12:19,839 --> 00:12:23,279 1611|all of these right if you want to make 1612| 1613|404 1614|00:12:21,440 --> 00:12:25,680 1615|consistent sales. Component number one 1616| 1617|405 1618|00:12:23,279 --> 00:12:27,839 1619|is called framing. Framing is your 1620| 1621|406 1622|00:12:25,680 --> 00:12:29,200 1623|ability to show up as high value before 1624| 1625|407 1626|00:12:27,839 --> 00:12:30,959 1627|you've even opened your mouth. 1628| 1629|408 1630|00:12:29,200 --> 00:12:32,720 1631|Everything that people experience prior 1632| 1633|409 1634|00:12:30,959 --> 00:12:34,399 1635|to the sales meeting or at the very 1636| 1637|410 1638|00:12:32,720 --> 00:12:36,160 1639|beginning of the sales meeting is the 1640| 1641|411 1642|00:12:34,399 --> 00:12:38,079 1643|framing of the sales meeting. Now, for 1644| 1645|412 1646|00:12:36,160 --> 00:12:40,480 1647|example, when you go into an Apple store 1648| 1649|413 1650|00:12:38,079 --> 00:12:41,839 1651|and you meet an Apple genius, just the 1652| 1653|414 1654|00:12:40,480 --> 00:12:44,160 1655|fact that they've called them Apple 1656| 1657|415 1658|00:12:41,839 --> 00:12:45,920 1659|geniuses, it gives them a framing that 1660| 1661|416 1662|00:12:44,160 --> 00:12:47,600 1663|is more than a salesperson on a retail 1664| 1665|417 1666|00:12:45,920 --> 00:12:49,200 1667|floor. If I was going to meet you for a 1668| 1669|418 1670|00:12:47,600 --> 00:12:51,440 1671|sales meeting and you said, "I want to 1672| 1673|419 1674|00:12:49,200 --> 00:12:53,120 1675|meet you in a Starbucks coffee shop or I 1676| 1677|420 1678|00:12:51,440 --> 00:12:54,880 1679|want to meet you in the foyer of a 1680| 1681|421 1682|00:12:53,120 --> 00:12:56,639 1683|really beautiful hotel." Just the 1684| 1685|422 1686|00:12:54,880 --> 00:12:58,079 1687|difference in that decision sets a 1688| 1689|423 1690|00:12:56,639 --> 00:13:00,079 1691|completely different frame. Even when 1692| 1693|424 1694|00:12:58,079 --> 00:13:01,839 1695|you meet someone online using Zoom or 1696| 1697|425 1698|00:13:00,079 --> 00:13:03,600 1699|Microsoft Teams or something like that, 1700| 1701|426 1702|00:13:01,839 --> 00:13:05,120 1703|the framing is still important. Have you 1704| 1705|427 1706|00:13:03,600 --> 00:13:07,200 1707|ever met someone on Zoom and you can see 1708| 1709|428 1710|00:13:05,120 --> 00:13:09,120 1711|a messy bedroom behind them? That is 1712| 1713|429 1714|00:13:07,200 --> 00:13:10,720 1715|really bad framing. It just ruins 1716| 1717|430 1718|00:13:09,120 --> 00:13:12,000 1719|professionalism straight away. It would 1720| 1721|431 1722|00:13:10,720 --> 00:13:14,079 1723|have been so much better had they 1724| 1725|432 1726|00:13:12,000 --> 00:13:16,079 1727|created a branded virtual background, 1728| 1729|433 1730|00:13:14,079 --> 00:13:17,839 1731|something that screams professionalism 1732| 1733|434 1734|00:13:16,079 --> 00:13:20,160 1735|as opposed to dirty laundry. Now, that's 1736| 1737|435 1738|00:13:17,839 --> 00:13:21,920 1739|just an extreme example of framing, but 1740| 1741|436 1742|00:13:20,160 --> 00:13:23,760 1743|extrapolate that in any way that you 1744| 1745|437 1746|00:13:21,920 --> 00:13:26,079 1747|want to. So, great sales people, they 1748| 1749|438 1750|00:13:23,760 --> 00:13:27,680 1751|pay attention to how they frame their 1752| 1753|439 1754|00:13:26,079 --> 00:13:29,839 1755|sales meetings. They meet in the right 1756| 1757|440 1758|00:13:27,680 --> 00:13:31,519 1759|place. They communicate in advance. They 1760| 1761|441 1762|00:13:29,839 --> 00:13:33,120 1763|show up powerfully. Everything about 1764| 1765|442 1766|00:13:31,519 --> 00:13:34,880 1767|that whole initial experience 1768| 1769|443 1770|00:13:33,120 --> 00:13:37,040 1771|communicates trust and authority. The 1772| 1773|444 1774|00:13:34,880 --> 00:13:39,519 1775|next thing we want to do is build 1776| 1777|445 1778|00:13:37,040 --> 00:13:40,959 1779|rapport. Rapport is a fancy word for the 1780| 1781|446 1782|00:13:39,519 --> 00:13:42,320 1783|friendly little bits of chitchat that 1784| 1785|447 1786|00:13:40,959 --> 00:13:44,079 1787|you have at the beginning of a sales 1788| 1789|448 1790|00:13:42,320 --> 00:13:46,079 1791|meeting in order to connect. Great 1792| 1793|449 1794|00:13:44,079 --> 00:13:47,920 1795|salespeople are experts at creating 1796| 1797|450 1798|00:13:46,079 --> 00:13:49,360 1799|rapport. They don't have to spend 15, 1800| 1801|451 1802|00:13:47,920 --> 00:13:51,279 1803|20, or 30 minutes. They can build 1804| 1805|452 1806|00:13:49,360 --> 00:13:53,040 1807|rapport in just a few minutes and then 1808| 1809|453 1810|00:13:51,279 --> 00:13:54,959 1811|get into the sales meeting. A few little 1812| 1813|454 1814|00:13:53,040 --> 00:13:57,120 1815|rules with rapport. Use the person's 1816| 1817|455 1818|00:13:54,959 --> 00:13:59,279 1819|name, find some common interest, smile, 1820| 1821|456 1822|00:13:57,120 --> 00:14:00,800 1823|be polite, be complimentary. If you know 1824| 1825|457 1826|00:13:59,279 --> 00:14:02,639 1827|people in common or you've got things in 1828| 1829|458 1830|00:14:00,800 --> 00:14:04,399 1831|common, you can reference that. All of 1832| 1833|459 1834|00:14:02,639 --> 00:14:06,079 1835|that rapidly builds rapport. Now, once 1836| 1837|460 1838|00:14:04,399 --> 00:14:07,519 1839|you've built rapport, I want you to do 1840| 1841|461 1842|00:14:06,079 --> 00:14:09,519 1843|something where you ask people 1844| 1845|462 1846|00:14:07,519 --> 00:14:10,959 1847|permission in order to go into a sales 1848| 1849|463 1850|00:14:09,519 --> 00:14:12,560 1851|process. So, here's how I like to do it. 1852| 1853|464 1854|00:14:10,959 --> 00:14:14,079 1855|I say something like, "We can either 1856| 1857|465 1858|00:14:12,560 --> 00:14:15,680 1859|have a bit of a chitchat today and get 1860| 1861|466 1862|00:14:14,079 --> 00:14:17,440 1863|to know each other or I've got a bit of 1864| 1865|467 1866|00:14:15,680 --> 00:14:18,800 1867|a process where I can ask you a series 1868| 1869|468 1870|00:14:17,440 --> 00:14:20,480 1871|of questions and then give you some 1872| 1873|469 1874|00:14:18,800 --> 00:14:21,920 1875|recommendations as to what to do next. 1876| 1877|470 1878|00:14:20,480 --> 00:14:23,279 1879|Would you like to have a chitchat or are 1880| 1881|471 1882|00:14:21,920 --> 00:14:25,120 1883|you happy to go through the process?" 1884| 1885|472 1886|00:14:23,279 --> 00:14:26,639 1887|Now, what most people do is they say, 1888| 1889|473 1890|00:14:25,120 --> 00:14:28,160 1891|"I'm more interested in going through 1892| 1893|474 1894|00:14:26,639 --> 00:14:29,680 1895|the process." Either way, I'm going to 1896| 1897|475 1898|00:14:28,160 --> 00:14:31,120 1899|go through the same sort of steps 1900| 1901|476 1902|00:14:29,680 --> 00:14:33,680 1903|whether it's in a relaxed way as a 1904| 1905|477 1906|00:14:31,120 --> 00:14:35,120 1907|chitchat or a more professional way as a 1908| 1909|478 1910|00:14:33,680 --> 00:14:37,279 1911|process. I'm going to hit these same 1912| 1913|479 1914|00:14:35,120 --> 00:14:38,959 1915|bases regardless. So, what are these 1916| 1917|480 1918|00:14:37,279 --> 00:14:40,320 1919|bases? The first thing we have to do is 1920| 1921|481 1922|00:14:38,959 --> 00:14:43,040 1923|find out what is their present 1924| 1925|482 1926|00:14:40,320 --> 00:14:44,639 1927|situation. The present situation is how 1928| 1929|483 1930|00:14:43,040 --> 00:14:46,639 1931|they would describe the current 1932| 1933|484 1934|00:14:44,639 --> 00:14:48,480 1935|situation they're in and what's less 1936| 1937|485 1938|00:14:46,639 --> 00:14:50,079 1939|than perfect about it. So, if I was 1940| 1941|486 1942|00:14:48,480 --> 00:14:51,839 1943|selling something like coaching or 1944| 1945|487 1946|00:14:50,079 --> 00:14:53,600 1947|consulting, I'd ask them all sorts of 1948| 1949|488 1950|00:14:51,839 --> 00:14:55,279 1951|questions about their existing business 1952| 1953|489 1954|00:14:53,600 --> 00:14:56,959 1955|and what they've noticed that hasn't 1956| 1957|490 1958|00:14:55,279 --> 00:14:58,800 1959|lived up to expectations. and we would 1960| 1961|491 1962|00:14:56,959 --> 00:15:00,160 1963|call that their present situation. The 1964| 1965|492 1966|00:14:58,800 --> 00:15:02,240 1967|next thing we want to know is their 1968| 1969|493 1970|00:15:00,160 --> 00:15:04,320 1971|desired outcome, which I like to call 1972| 1973|494 1974|00:15:02,240 --> 00:15:06,720 1975|their prize. People don't buy products 1976| 1977|495 1978|00:15:04,320 --> 00:15:08,320 1979|and services. People buy access to the 1980| 1981|496 1982|00:15:06,720 --> 00:15:09,920 1983|prize or the desired outcome that 1984| 1985|497 1986|00:15:08,320 --> 00:15:11,920 1987|they're looking to achieve. If I told 1988| 1989|498 1990|00:15:09,920 --> 00:15:13,360 1991|you that you could buy a Ferrari, but 1992| 1993|499 1994|00:15:11,920 --> 00:15:15,120 1995|you're never allowed to drive it, and 1996| 1997|500 1998|00:15:13,360 --> 00:15:16,720 1999|you've got to always keep it in storage. 2000| 2001|501 2002|00:15:15,120 --> 00:15:18,560 2003|You wouldn't be excited about Ferrari 2004| 2005|502 2006|00:15:16,720 --> 00:15:20,959 2007|ownership. The only reason you'd be 2008| 2009|503 2010|00:15:18,560 --> 00:15:23,120 2011|excited to have a Ferrari is because it 2012| 2013|504 2014|00:15:20,959 --> 00:15:24,800 2015|fits within a movie that you like to 2016| 2017|505 2018|00:15:23,120 --> 00:15:26,560 2019|play in your mind about what Ferrari 2020| 2021|506 2022|00:15:24,800 --> 00:15:28,880 2023|ownership would be like. You imagine 2024| 2025|507 2026|00:15:26,560 --> 00:15:31,040 2027|yourself with somebody special driving 2028| 2029|508 2030|00:15:28,880 --> 00:15:32,800 2031|across an incredible landscape in the 2032| 2033|509 2034|00:15:31,040 --> 00:15:34,800 2035|Ferrari and the sound is there and the 2036| 2037|510 2038|00:15:32,800 --> 00:15:36,240 2039|sun is out and all of those things are 2040| 2041|511 2042|00:15:34,800 --> 00:15:37,920 2043|there and that's what you imagine 2044| 2045|512 2046|00:15:36,240 --> 00:15:39,279 2047|Ferrari ownership would be like. If I 2048| 2049|513 2050|00:15:37,920 --> 00:15:40,639 2051|told you you were not allowed to drive 2052| 2053|514 2054|00:15:39,279 --> 00:15:42,399 2055|the car and you had to keep it in 2056| 2057|515 2058|00:15:40,639 --> 00:15:44,079 2059|storage, you'd have no interest because 2060| 2061|516 2062|00:15:42,399 --> 00:15:46,079 2063|it doesn't match up to the prize that 2064| 2065|517 2066|00:15:44,079 --> 00:15:48,399 2067|you're imagining. The key to great sales 2068| 2069|518 2070|00:15:46,079 --> 00:15:50,240 2071|is to understand the movie that somebody 2072| 2073|519 2074|00:15:48,399 --> 00:15:52,160 2075|plays in their mind when they think 2076| 2077|520 2078|00:15:50,240 --> 00:15:53,600 2079|about what it would be like to own your 2080| 2081|521 2082|00:15:52,160 --> 00:15:55,600 2083|product or service. when they think 2084| 2085|522 2086|00:15:53,600 --> 00:15:57,360 2087|about what would be on the other side of 2088| 2089|523 2090|00:15:55,600 --> 00:15:59,040 2091|owning your product or service. The next 2092| 2093|524 2094|00:15:57,360 --> 00:16:01,600 2095|thing is to understand the problem. The 2096| 2097|525 2098|00:15:59,040 --> 00:16:03,920 2099|problem is that you've tried to achieve 2100| 2101|526 2102|00:16:01,600 --> 00:16:05,920 2103|this prize in the past, but you keep 2104| 2105|527 2106|00:16:03,920 --> 00:16:07,519 2107|bumping into problems. Or you might ask, 2108| 2109|528 2110|00:16:05,920 --> 00:16:09,040 2111|do you have any criteria that is 2112| 2113|529 2114|00:16:07,519 --> 00:16:10,880 2115|important to you in getting the thing 2116| 2117|530 2118|00:16:09,040 --> 00:16:13,040 2119|that you want to get to? Here we have a 2120| 2121|531 2122|00:16:10,880 --> 00:16:14,880 2123|dynamic and the dynamic is that there is 2124| 2125|532 2126|00:16:13,040 --> 00:16:16,560 2127|a present situation that's less than 2128| 2129|533 2130|00:16:14,880 --> 00:16:18,560 2131|perfect. There's a prize that would be 2132| 2133|534 2134|00:16:16,560 --> 00:16:20,560 2135|much better and there are problems that 2136| 2137|535 2138|00:16:18,560 --> 00:16:22,399 2139|sit in the way that have to be solved in 2140| 2141|536 2142|00:16:20,560 --> 00:16:24,480 2143|order to get to the prize. Now, you as 2144| 2145|537 2146|00:16:22,399 --> 00:16:26,240 2147|the salesperson need to clarify this 2148| 2149|538 2150|00:16:24,480 --> 00:16:27,839 2151|situation. You need to understand these 2152| 2153|539 2154|00:16:26,240 --> 00:16:29,440 2155|three elements before you make any 2156| 2157|540 2158|00:16:27,839 --> 00:16:31,199 2159|recommendations about products or 2160| 2161|541 2162|00:16:29,440 --> 00:16:33,199 2163|services. I want you to think of this as 2164| 2165|542 2166|00:16:31,199 --> 00:16:35,519 2167|almost like having three baskets and 2168| 2169|543 2170|00:16:33,199 --> 00:16:37,360 2171|you've got to fill each basket full to 2172| 2173|544 2174|00:16:35,519 --> 00:16:39,040 2175|the brim. You need to really understand 2176| 2177|545 2178|00:16:37,360 --> 00:16:40,320 2179|the present situation and what that 2180| 2181|546 2182|00:16:39,040 --> 00:16:42,399 2183|looks like and why it's less than 2184| 2185|547 2186|00:16:40,320 --> 00:16:44,560 2187|perfect. You really need to understand 2188| 2189|548 </file-view>

<file-view path="/tmp/tVLnzcoM5LE.en.srt" start_line="2190" end_line="3281" total_lines="4496"> 2190|00:16:42,399 --> 00:16:46,079 2191|fully what is the prize and all the 2192| 2193|549 2194|00:16:44,560 --> 00:16:47,759 2195|elements that go around it. And you 2196| 2197|550 2198|00:16:46,079 --> 00:16:49,920 2199|really have to understand all the 2200| 2201|551 2202|00:16:47,759 --> 00:16:51,360 2203|obstacles, criteria, and problems that 2204| 2205|552 2206|00:16:49,920 --> 00:16:52,800 2207|sit in the way. When you've filled up 2208| 2209|553 2210|00:16:51,360 --> 00:16:54,639 2211|those three baskets, you're going to 2212| 2213|554 2214|00:16:52,800 --> 00:16:56,480 2215|feel a sense of confidence that when you 2216| 2217|555 2218|00:16:54,639 --> 00:16:58,079 2219|present what it is you have to offer, 2220| 2221|556 2222|00:16:56,480 --> 00:16:59,920 2223|it's going to be a perfect fit with 2224| 2225|557 2226|00:16:58,079 --> 00:17:01,839 2227|their worldview. Now, in a good sales 2228| 2229|558 2230|00:16:59,920 --> 00:17:03,600 2231|call, there's a balance between speaking 2232| 2233|559 2234|00:17:01,839 --> 00:17:05,520 2235|and listening. Now, in this first 2236| 2237|560 2238|00:17:03,600 --> 00:17:07,360 2239|section of the sales meeting, you're 2240| 2241|561 2242|00:17:05,520 --> 00:17:08,720 2243|doing a lot of asking questions, and 2244| 2245|562 2246|00:17:07,360 --> 00:17:10,720 2247|you're getting them to do a lot of 2248| 2249|563 2250|00:17:08,720 --> 00:17:12,799 2251|speaking. The goal here is for them to 2252| 2253|564 2254|00:17:10,720 --> 00:17:14,480 2255|talk and to share as much as they can 2256| 2257|565 2258|00:17:12,799 --> 00:17:15,919 2259|about their situation, where they are 2260| 2261|566 2262|00:17:14,480 --> 00:17:17,360 2263|now, where they want to be, what's in 2264| 2265|567 2266|00:17:15,919 --> 00:17:18,640 2267|the way. At this point in the sales 2268| 2269|568 2270|00:17:17,360 --> 00:17:20,240 2271|meeting, you're doing a lot of listening 2272| 2273|569 2274|00:17:18,640 --> 00:17:22,000 2275|and not a lot of talking. you're just 2276| 2277|570 2278|00:17:20,240 --> 00:17:23,600 2279|asking questions. But all of that's 2280| 2281|571 2282|00:17:22,000 --> 00:17:25,839 2283|about to change. We're going to change 2284| 2285|572 2286|00:17:23,600 --> 00:17:27,199 2287|gear from listening to speaking. And 2288| 2289|573 2290|00:17:25,839 --> 00:17:29,600 2291|we're going to cover three important 2292| 2293|574 2294|00:17:27,199 --> 00:17:32,240 2295|bases. Base number one is sharing 2296| 2297|575 2298|00:17:29,600 --> 00:17:34,400 2299|insights. Base number two is sharing a 2300| 2301|576 2302|00:17:32,240 --> 00:17:37,039 2303|method. And base number three is sharing 2304| 2305|577 2306|00:17:34,400 --> 00:17:39,280 2307|a solution. Sales people who fail, they 2308| 2309|578 2310|00:17:37,039 --> 00:17:41,120 2311|jump straight to the solution. They go 2312| 2313|579 2314|00:17:39,280 --> 00:17:43,120 2315|straight into the product or the service 2316| 2317|580 2318|00:17:41,120 --> 00:17:44,880 2319|that they want to sell and they skip the 2320| 2321|581 2322|00:17:43,120 --> 00:17:47,360 2323|insights and the methods. Sales people 2324| 2325|582 2326|00:17:44,880 --> 00:17:49,520 2327|who do okay but not brilliantly, they go 2328| 2329|583 2330|00:17:47,360 --> 00:17:51,440 2331|into a method then a solution. And the 2332| 2333|584 2334|00:17:49,520 --> 00:17:53,600 2335|best salespeople in the world, they go 2336| 2337|585 2338|00:17:51,440 --> 00:17:55,600 2339|to insights first, then method, then 2340| 2341|586 2342|00:17:53,600 --> 00:17:57,440 2343|solution. The best salespeople in the 2344| 2345|587 2346|00:17:55,600 --> 00:17:59,440 2347|world are the ones that are prepared 2348| 2349|588 2350|00:17:57,440 --> 00:18:01,280 2351|with special insights that give them 2352| 2353|589 2354|00:17:59,440 --> 00:18:03,280 2355|authority. So what is an insight? An 2356| 2357|590 2358|00:18:01,280 --> 00:18:04,960 2359|insight is a big picture perspective 2360| 2361|591 2362|00:18:03,280 --> 00:18:06,720 2363|that allows people to better understand 2364| 2365|592 2366|00:18:04,960 --> 00:18:08,720 2367|their situation. This is where you share 2368| 2369|593 2370|00:18:06,720 --> 00:18:10,799 2371|something like a framework or you share 2372| 2373|594 2374|00:18:08,720 --> 00:18:12,640 2375|something like research. It has nothing 2376| 2377|595 2378|00:18:10,799 --> 00:18:14,000 2379|to do with your product or service. It 2380| 2381|596 2382|00:18:12,640 --> 00:18:16,160 2383|helps people to understand that you've 2384| 2385|597 2386|00:18:14,000 --> 00:18:17,520 2387|seen their situation before and you know 2388| 2389|598 2390|00:18:16,160 --> 00:18:19,600 2391|their world better than they know their 2392| 2393|599 2394|00:18:17,520 --> 00:18:22,080 2395|world. So for example, when we talk 2396| 2397|600 2398|00:18:19,600 --> 00:18:23,600 2399|about Dent accelerators, we never start 2400| 2401|601 2402|00:18:22,080 --> 00:18:25,520 2403|talking about the accelerator which is 2404| 2405|602 2406|00:18:23,600 --> 00:18:27,520 2407|the solution and we don't talk about the 2408| 2409|603 2410|00:18:25,520 --> 00:18:29,200 2411|five Ps, which is how to become a key 2412| 2413|604 2414|00:18:27,520 --> 00:18:30,960 2415|person of influence. We talk about the 2416| 2417|605 2418|00:18:29,200 --> 00:18:32,480 2419|idea that founderled growth is an 2420| 2421|606 2422|00:18:30,960 --> 00:18:34,400 2423|essential element that gets you from 2424| 2425|607 2426|00:18:32,480 --> 00:18:35,840 2427|half a million to 5 million of revenue. 2428| 2429|608 2430|00:18:34,400 --> 00:18:37,840 2431|We spell it out through something called 2432| 2433|609 2434|00:18:35,840 --> 00:18:39,679 2435|the entrepreneurial journey. And we show 2436| 2437|610 2438|00:18:37,840 --> 00:18:41,120 2439|people that if they understand this 2440| 2441|611 2442|00:18:39,679 --> 00:18:42,720 2443|entrepreneurial journey and they 2444| 2445|612 2446|00:18:41,120 --> 00:18:44,320 2447|understand the concept of founder 2448| 2449|613 2450|00:18:42,720 --> 00:18:46,000 2451|growth, then they're well placed to 2452| 2453|614 2454|00:18:44,320 --> 00:18:47,840 2455|rapidly grow their business where their 2456| 2457|615 2458|00:18:46,000 --> 00:18:49,679 2459|current revenue becomes smaller than 2460| 2461|616 2462|00:18:47,840 --> 00:18:51,520 2463|their future profit. Now that insight 2464| 2465|617 2466|00:18:49,679 --> 00:18:53,440 2467|leads into the question, well then how 2468| 2469|618 2470|00:18:51,520 --> 00:18:55,520 2471|do I achieve founder growth? And the 2472| 2473|619 2474|00:18:53,440 --> 00:18:58,400 2475|method is the five-step framework that 2476| 2477|620 2478|00:18:55,520 --> 00:19:00,480 2479|we have called the five Ps to becoming a 2480| 2481|621 2482|00:18:58,400 --> 00:19:02,799 2483|key person of influence. So the insight 2484| 2485|622 2486|00:19:00,480 --> 00:19:04,480 2487|leads nicely into the methodology. Now, 2488| 2489|623 2490|00:19:02,799 --> 00:19:06,080 2491|let me give you some other examples. If 2492| 2493|624 2494|00:19:04,480 --> 00:19:07,679 2495|I was to talk to an amazing fitness 2496| 2497|625 2498|00:19:06,080 --> 00:19:09,039 2499|trainer, the fitness trainer would not 2500| 2501|626 2502|00:19:07,679 --> 00:19:10,480 2503|start by telling me that I need a 2504| 2505|627 2506|00:19:09,039 --> 00:19:12,240 2507|fitness trainer. They wouldn't start by 2508| 2509|628 2510|00:19:10,480 --> 00:19:14,000 2511|telling me the gym routines that I need 2512| 2513|629 2514|00:19:12,240 --> 00:19:16,000 2515|to be executing on and the diet plans 2516| 2517|630 2518|00:19:14,000 --> 00:19:18,080 2519|that I need. They might start with 2520| 2521|631 2522|00:19:16,000 --> 00:19:19,600 2523|something like the role of hormones in 2524| 2525|632 2526|00:19:18,080 --> 00:19:21,120 2527|weight loss. They might tell me the 2528| 2529|633 2530|00:19:19,600 --> 00:19:22,559 2531|reason that I've struggled in the past 2532| 2533|634 2534|00:19:21,120 --> 00:19:24,240 2535|is not because of the number of times 2536| 2537|635 2538|00:19:22,559 --> 00:19:26,080 2539|I've been working out, but because I 2540| 2541|636 2542|00:19:24,240 --> 00:19:27,600 2543|haven't addressed an underlying hormonal 2544| 2545|637 2546|00:19:26,080 --> 00:19:30,000 2547|issue. and they might tell me that the 2548| 2549|638 2550|00:19:27,600 --> 00:19:32,640 2551|methodology for addressing that involves 2552| 2553|639 2554|00:19:30,000 --> 00:19:34,240 2555|sleep, exercise, diet, and 2556| 2557|640 2558|00:19:32,640 --> 00:19:35,760 2559|supplementation. Now, from there, 2560| 2561|641 2562|00:19:34,240 --> 00:19:37,200 2563|they're well placed to then tell me 2564| 2565|642 2566|00:19:35,760 --> 00:19:38,960 2567|about their solution. And the solution 2568| 2569|643 2570|00:19:37,200 --> 00:19:40,320 2571|would be all of those things packaged 2572| 2573|644 2574|00:19:38,960 --> 00:19:43,280 2575|together. So, we need to go from an 2576| 2577|645 2578|00:19:40,320 --> 00:19:45,200 2579|insight into a methodology, then into a 2580| 2581|646 2582|00:19:43,280 --> 00:19:47,200 2583|solution. We do not pitch the solution 2584| 2585|647 2586|00:19:45,200 --> 00:19:48,960 2587|until we've first addressed the insights 2588| 2589|648 2590|00:19:47,200 --> 00:19:50,400 2591|and the methods first. I promise you, 2592| 2593|649 2594|00:19:48,960 --> 00:19:52,559 2595|this is going to be the major difference 2596| 2597|650 2598|00:19:50,400 --> 00:19:54,320 2599|between low conversions at a low price 2600| 2601|651 2602|00:19:52,559 --> 00:19:55,440 2603|and high conversions at a high price. 2604| 2605|652 2606|00:19:54,320 --> 00:19:57,039 2607|Now, the homework that you're going to 2608| 2609|653 2610|00:19:55,440 --> 00:19:58,640 2611|have to do separate to this video is 2612| 2613|654 2614|00:19:57,039 --> 00:20:00,480 2615|you're going to have to construct what I 2616| 2617|655 2618|00:19:58,640 --> 00:20:02,160 2619|call your golf bag of insights and 2620| 2621|656 2622|00:20:00,480 --> 00:20:03,760 2623|methods. And the golf bag analogy is 2624| 2625|657 2626|00:20:02,160 --> 00:20:05,280 2627|this. If you're a golfer, you've got 2628| 2629|658 2630|00:20:03,760 --> 00:20:07,280 2631|different clubs in the bag, and they're 2632| 2633|659 2634|00:20:05,280 --> 00:20:08,559 2635|suitable for different situations. So, 2636| 2637|660 2638|00:20:07,280 --> 00:20:09,919 2639|you have a putter for when you're on the 2640| 2641|661 2642|00:20:08,559 --> 00:20:11,840 2643|green and a driver for when you're 2644| 2645|662 2646|00:20:09,919 --> 00:20:13,440 2647|teeing off, and you have a sand wedge 2648| 2649|663 2650|00:20:11,840 --> 00:20:15,280 2651|for if you find yourself in the sand 2652| 2653|664 2654|00:20:13,440 --> 00:20:17,280 2655|trap. And it's all about knowing which 2656| 2657|665 2658|00:20:15,280 --> 00:20:19,440 2659|club goes with which situation. So, what 2660| 2661|666 2662|00:20:17,280 --> 00:20:21,280 2663|you need to do is develop five to 10 2664| 2665|667 2666|00:20:19,440 --> 00:20:22,799 2667|insights and methods that you're going 2668| 2669|668 2670|00:20:21,280 --> 00:20:24,480 2671|to use when you encounter different 2672| 2673|669 2674|00:20:22,799 --> 00:20:26,160 2675|situations. So, if someone tells you 2676| 2677|670 2678|00:20:24,480 --> 00:20:28,000 2679|about their prize and they're looking 2680| 2681|671 2682|00:20:26,160 --> 00:20:30,000 2683|for a particular outcome and you've got 2684| 2685|672 2686|00:20:28,000 --> 00:20:31,760 2687|an insight that relates to that prize, 2688| 2689|673 2690|00:20:30,000 --> 00:20:32,960 2691|that's already there. It's in your golf 2692| 2693|674 2694|00:20:31,760 --> 00:20:34,320 2695|bag. You've rehearsed it. You've 2696| 2697|675 2698|00:20:32,960 --> 00:20:35,600 2699|practiced it. If someone says that 2700| 2701|676 2702|00:20:34,320 --> 00:20:37,440 2703|they're struggling with a particular 2704| 2705|677 2706|00:20:35,600 --> 00:20:39,280 2707|problem and you know that a certain 2708| 2709|678 2710|00:20:37,440 --> 00:20:41,600 2711|methodology relates to that problem, 2712| 2713|679 2714|00:20:39,280 --> 00:20:43,440 2715|it's in your insights golf bag. It's 2716| 2717|680 2718|00:20:41,600 --> 00:20:45,840 2719|ready to go. You pull it out at the 2720| 2721|681 2722|00:20:43,440 --> 00:20:48,400 2723|right time. So great salespeople, they 2724| 2725|682 2726|00:20:45,840 --> 00:20:50,320 2727|have this mental golf bag of insights 2728| 2729|683 2730|00:20:48,400 --> 00:20:52,400 2731|and methods that are perfect for when 2732| 2733|684 2734|00:20:50,320 --> 00:20:54,400 2735|they encounter certain situations with 2736| 2737|685 2738|00:20:52,400 --> 00:20:56,480 2739|potential clients. All of those insights 2740| 2741|686 2742|00:20:54,400 --> 00:20:58,000 2743|and all of those methods lead people to 2744| 2745|687 2746|00:20:56,480 --> 00:20:59,280 2747|the conclusion that they want to buy 2748| 2749|688 2750|00:20:58,000 --> 00:21:00,880 2751|your solution. And here's what I 2752| 2753|689 2754|00:20:59,280 --> 00:21:03,919 2755|recommend. I recommend having your 2756| 2757|690 2758|00:21:00,880 --> 00:21:06,320 2759|solution ready to go in something called 2760| 2761|691 2762|00:21:03,919 --> 00:21:08,080 2763|a gold, silver, and bronze version. An 2764| 2765|692 2766|00:21:06,320 --> 00:21:09,520 2767|entry-level package if someone doesn't 2768| 2769|693 2770|00:21:08,080 --> 00:21:11,440 2771|have a lot of money to spend or if they 2772| 2773|694 2774|00:21:09,520 --> 00:21:13,280 2775|want to get started slowly. a mid-level 2776| 2777|695 2778|00:21:11,440 --> 00:21:14,880 2779|package that allows people to spend a 2780| 2781|696 2782|00:21:13,280 --> 00:21:17,679 2783|decent amount of money and get started 2784| 2785|697 2786|00:21:14,880 --> 00:21:19,280 2787|at a moderate pace or a gold version 2788| 2789|698 2790|00:21:17,679 --> 00:21:21,360 2791|which allows people to spend a lot of 2792| 2793|699 2794|00:21:19,280 --> 00:21:22,960 2795|money and get as many results as they 2796| 2797|700 2798|00:21:21,360 --> 00:21:25,200 2799|can possibly get if they want to go 2800| 2801|701 2802|00:21:22,960 --> 00:21:27,840 2803|allin. Now, remember this, the human 2804| 2805|702 2806|00:21:25,200 --> 00:21:30,080 2807|brain is more than 50% dedicated to 2808| 2809|703 2810|00:21:27,840 --> 00:21:32,640 2811|visual processing. And when you present 2812| 2813|704 2814|00:21:30,080 --> 00:21:34,559 2815|a solution, you have to do so with 2816| 2817|705 2818|00:21:32,640 --> 00:21:37,039 2819|visual aids. You've got to have either a 2820| 2821|706 2822|00:21:34,559 --> 00:21:39,200 2823|brochure or a slide deck that explains 2824| 2825|707 2826|00:21:37,039 --> 00:21:40,960 2827|the solution so that people can see it. 2828| 2829|708 2830|00:21:39,200 --> 00:21:43,039 2831|If people can't see it, they're very 2832| 2833|709 2834|00:21:40,960 --> 00:21:44,960 2835|unlikely to buy it. Now, consider this. 2836| 2837|710 2838|00:21:43,039 --> 00:21:46,799 2839|Every single day of the week, people buy 2840| 2841|711 2842|00:21:44,960 --> 00:21:48,400 2843|multi-million dollar properties off the 2844| 2845|712 2846|00:21:46,799 --> 00:21:50,159 2847|plant. They buy those because they've 2848| 2849|713 2850|00:21:48,400 --> 00:21:52,480 2851|seen a brochure and they've seen a small 2852| 2853|714 2854|00:21:50,159 --> 00:21:53,919 2855|scaled down plastic model of what the 2856| 2857|715 2858|00:21:52,480 --> 00:21:55,520 2859|project's going to look like. And 2860| 2861|716 2862|00:21:53,919 --> 00:21:57,039 2863|provided they can see the physical 2864| 2865|717 2866|00:21:55,520 --> 00:21:59,039 2867|brochure and they can see that little 2868| 2869|718 2870|00:21:57,039 --> 00:22:01,120 2871|scaled down model, they're happy to sign 2872| 2873|719 2874|00:21:59,039 --> 00:22:03,440 2875|a contract for millions and millions of 2876| 2877|720 2878|00:22:01,120 --> 00:22:05,360 2879|dollars just on those two visual aids. 2880| 2881|721 2882|00:22:03,440 --> 00:22:06,880 2883|All the time, big companies will buy 2884| 2885|722 2886|00:22:05,360 --> 00:22:08,880 2887|smaller companies off the back of a 2888| 2889|723 2890|00:22:06,880 --> 00:22:10,960 2891|slide deck. And provided the executives 2892| 2893|724 2894|00:22:08,880 --> 00:22:12,640 2895|can see a slide deck or they can see a 2896| 2897|725 2898|00:22:10,960 --> 00:22:14,159 2899|physical brochure for that business, 2900| 2901|726 2902|00:22:12,640 --> 00:22:16,159 2903|they're much more likely to go ahead and 2904| 2905|727 2906|00:22:14,159 --> 00:22:17,840 2907|commit. I see all the time business 2908| 2909|728 2910|00:22:16,159 --> 00:22:19,200 2911|owners who present their solution, 2912| 2913|729 2914|00:22:17,840 --> 00:22:20,960 2915|they're talking about it. They're 2916| 2917|730 2918|00:22:19,200 --> 00:22:22,720 2919|passionate, they're enthusiastic, but 2920| 2921|731 2922|00:22:20,960 --> 00:22:24,400 2923|they do not give people a visual aid and 2924| 2925|732 2926|00:22:22,720 --> 00:22:26,320 2927|they do not get anywhere near the number 2928| 2929|733 2930|00:22:24,400 --> 00:22:28,159 2931|of sales that they should simply because 2932| 2933|734 2934|00:22:26,320 --> 00:22:29,840 2935|they can't present their offer visually. 2936| 2937|735 2938|00:22:28,159 --> 00:22:31,280 2939|So far, you've built some rapport, 2940| 2941|736 2942|00:22:29,840 --> 00:22:33,039 2943|you've found out a bit of information 2944| 2945|737 2946|00:22:31,280 --> 00:22:34,559 2947|about their situation, you've shared 2948| 2949|738 2950|00:22:33,039 --> 00:22:35,919 2951|with them some insights, some methods, 2952| 2953|739 2954|00:22:34,559 --> 00:22:38,240 2955|and finally, you've presented the 2956| 2957|740 2958|00:22:35,919 --> 00:22:40,159 2959|solution. That leads us to the 2960| 2961|741 2962|00:22:38,240 --> 00:22:42,240 2963|discussion where you invite discussion 2964| 2965|742 2966|00:22:40,159 --> 00:22:43,760 2967|with the person about how they perceive 2968| 2969|743 2970|00:22:42,240 --> 00:22:45,440 2971|the solution. So you might say something 2972| 2973|744 2974|00:22:43,760 --> 00:22:47,520 2975|as simple as, "How does that land for 2976| 2977|745 2978|00:22:45,440 --> 00:22:48,720 2979|you?" or "Does that feel like it meets 2980| 2981|746 2982|00:22:47,520 --> 00:22:50,080 2983|your needs?" Or, "Does that feel like 2984| 2985|747 2986|00:22:48,720 --> 00:22:51,760 2987|it's a good fit for what you're looking 2988| 2989|748 2990|00:22:50,080 --> 00:22:53,520 2991|for?" This is where you shut up and let 2992| 2993|749 2994|00:22:51,760 --> 00:22:55,919 2995|them think. Sometimes people think for 2996| 2997|750 2998|00:22:53,520 --> 00:22:57,600 2999|as long as 15 or 20 seconds before they 3000| 3001|751 3002|00:22:55,919 --> 00:22:59,120 3003|answer that question because they're 3004| 3005|752 3006|00:22:57,600 --> 00:23:00,720 3007|thinking about it. They're taking it all 3008| 3009|753 3010|00:22:59,120 --> 00:23:02,159 3011|in and then they're getting ready for 3012| 3013|754 3014|00:23:00,720 --> 00:23:03,600 3015|what they want to say next, which is 3016| 3017|755 3018|00:23:02,159 --> 00:23:05,919 3019|going to start the discussion. And the 3020| 3021|756 3022|00:23:03,600 --> 00:23:07,120 3023|discussion is about whether it meets 3024| 3025|757 3026|00:23:05,919 --> 00:23:08,400 3027|their needs and whether it's at the 3028| 3029|758 3030|00:23:07,120 --> 00:23:10,000 3031|right price. So this is where you're 3032| 3033|759 3034|00:23:08,400 --> 00:23:11,760 3035|going to discuss all of the elements. 3036| 3037|760 3038|00:23:10,000 --> 00:23:13,600 3039|You might discuss whether they related 3040| 3041|761 3042|00:23:11,760 --> 00:23:15,440 3043|to the insight, whether they connected 3044| 3045|762 3046|00:23:13,600 --> 00:23:17,200 3047|with the method, whether they think the 3048| 3049|763 3050|00:23:15,440 --> 00:23:18,880 3051|solution is the right solution, whether 3052| 3053|764 3054|00:23:17,200 --> 00:23:20,559 3055|they want bronze, silver, or gold, and 3056| 3057|765 3058|00:23:18,880 --> 00:23:22,960 3059|how much they're prepared to spend. All 3060| 3061|766 3062|00:23:20,559 --> 00:23:24,960 3063|of this becomes the discussion as to 3064| 3065|767 3066|00:23:22,960 --> 00:23:27,440 3067|whether the solution is a good fit. Now, 3068| 3069|768 3070|00:23:24,960 --> 00:23:29,280 3071|my biggest tip for the discussion is to 3072| 3073|769 3074|00:23:27,440 --> 00:23:30,640 3075|never enter into what I call a 3076| 3077|770 3078|00:23:29,280 --> 00:23:32,320 3079|conversational tennis match. 3080| 3081|771 3082|00:23:30,640 --> 00:23:35,200 3083|Conversational tennis is where you get 3084| 3085|772 3086|00:23:32,320 --> 00:23:37,120 3087|into question answer question answer. 3088| 3089|773 3090|00:23:35,200 --> 00:23:38,640 3091|They say what about this and you say 3092| 3093|774 3094|00:23:37,120 --> 00:23:40,720 3095|well here's my answer to that and they 3096| 3097|775 3098|00:23:38,640 --> 00:23:42,159 3099|say what about that and you go backhand 3100| 3101|776 3102|00:23:40,720 --> 00:23:43,840 3103|here's my answer to that. Instead of 3104| 3105|777 3106|00:23:42,159 --> 00:23:45,679 3107|getting into conversational tennis I 3108| 3109|778 3110|00:23:43,840 --> 00:23:47,440 3111|want you to act like one of those ball 3112| 3113|779 3114|00:23:45,679 --> 00:23:49,360 3115|boys on the tennis and the ball boy just 3116| 3117|780 3118|00:23:47,440 --> 00:23:51,600 3119|catches the ball right and then holds on 3120| 3121|781 3122|00:23:49,360 --> 00:23:52,880 3123|to it and they wait until they're asked 3124| 3125|782 3126|00:23:51,600 --> 00:23:54,480 3127|for it. What does that look like in 3128| 3129|783 3130|00:23:52,880 --> 00:23:56,000 3131|conversation? They might say something 3132| 3133|784 3134|00:23:54,480 --> 00:23:58,240 3135|like I'm not quite sure if it's the 3136| 3137|785 3138|00:23:56,000 --> 00:23:59,760 3139|right price. And you say okay so price 3140| 3141|786 3142|00:23:58,240 --> 00:24:00,960 3143|is important. Is there anything else 3144| 3145|787 3146|00:23:59,760 --> 00:24:02,400 3147|that you're thinking about? And you're 3148| 3149|788 3150|00:24:00,960 --> 00:24:04,559 3151|just holding on to the price objection. 3152| 3153|789 3154|00:24:02,400 --> 00:24:06,000 3155|And they say, "Well, I'm not sure about 3156| 3157|790 3158|00:24:04,559 --> 00:24:07,600 3159|the timing." You say, "Okay, it's 3160| 3161|791 3162|00:24:06,000 --> 00:24:09,200 3163|important to get the timing right. Let 3164| 3165|792 3166|00:24:07,600 --> 00:24:10,159 3167|me just document that as well. Let me 3168| 3169|793 3170|00:24:09,200 --> 00:24:11,679 3171|write that down." You might have a 3172| 3173|794 3174|00:24:10,159 --> 00:24:13,279 3175|notepad. You might just write down price 3176| 3177|795 3178|00:24:11,679 --> 00:24:14,720 3179|and timing. They might say, "I'm not 3180| 3181|796 3182|00:24:13,279 --> 00:24:16,640 3183|sure about the color. I'm not sure if I 3184| 3185|797 3186|00:24:14,720 --> 00:24:18,000 3187|want blue or red or purple." Okay, 3188| 3189|798 3190|00:24:16,640 --> 00:24:19,360 3191|interesting. So, I'll just write down 3192| 3193|799 3194|00:24:18,000 --> 00:24:20,799 3195|here. It's got to be either blue, red, 3196| 3197|800 3198|00:24:19,360 --> 00:24:22,480 3199|or purple, but that still has to be 3200| 3201|801 3202|00:24:20,799 --> 00:24:24,559 3203|decided. Is there anything else? And 3204| 3205|802 3206|00:24:22,480 --> 00:24:26,240 3207|they say, "No, that's it. That's all of 3208| 3209|803 3210|00:24:24,559 --> 00:24:28,159 3211|the things." And then once they've said 3212| 3213|804 3214|00:24:26,240 --> 00:24:30,000 3215|that's all of the things, that is where 3216| 3217|805 3218|00:24:28,159 --> 00:24:31,440 3219|you begin to respond to the things that 3220| 3221|806 3222|00:24:30,000 --> 00:24:32,640 3223|they've said. You don't get into this 3224| 3225|807 3226|00:24:31,440 --> 00:24:34,000 3227|back and forth and back and forth and 3228| 3229|808 3230|00:24:32,640 --> 00:24:35,760 3231|back and forth because that feels 3232| 3233|809 3234|00:24:34,000 --> 00:24:38,080 3235|exhausting in a conversation. You group 3236| 3237|810 3238|00:24:35,760 --> 00:24:40,080 3239|it all together and you answer it all as 3240| 3241|811 3242|00:24:38,080 --> 00:24:42,320 3243|one big thing. Now, the final step is 3244| 3245|812 3246|00:24:40,080 --> 00:24:44,240 3247|called completing. If it turns out that 3248| 3249|813 3250|00:24:42,320 --> 00:24:45,919 3251|someone is ready to buy on the spot, you 3252| 3253|814 3254|00:24:44,240 --> 00:24:47,760 3255|complete the sale. You literally fill in 3256| 3257|815 3258|00:24:45,919 --> 00:24:49,360 3259|all the paperwork. You begin the process 3260| 3261|816 3262|00:24:47,760 --> 00:24:50,880 3263|of onboarding them as a customer. You 3264| 3265|817 3266|00:24:49,360 --> 00:24:52,640 3267|fire off the emails that you need to 3268| 3269|818 3270|00:24:50,880 --> 00:24:53,919 3271|fire off. You update your CRM. You do 3272| 3273|819 3274|00:24:52,640 --> 00:24:55,279 3275|whatever it is that you need to do to 3276| 3277|820 3278|00:24:53,919 --> 00:24:56,799 3279|complete the sale. But it's often the 3280| 3281|821 </file-view>

<file-view path="/tmp/tVLnzcoM5LE.en.srt" start_line="3282" end_line="4366" total_lines="4496"> 3282|00:24:55,279 --> 00:24:58,720 3283|case that someone says, "Okay, I'm 3284| 3285|822 3286|00:24:56,799 --> 00:25:00,159 3287|really sure that this is for me, but I 3288| 3289|823 3290|00:24:58,720 --> 00:25:01,440 3291|need to get sign off from my board." Or 3292| 3293|824 3294|00:25:00,159 --> 00:25:02,960 3295|they might say, "I really love the 3296| 3297|825 3298|00:25:01,440 --> 00:25:05,039 3299|solution in principle, but I just need 3300| 3301|826 3302|00:25:02,960 --> 00:25:07,039 3303|48 hours to see with a few of my team 3304| 3305|827 3306|00:25:05,039 --> 00:25:08,720 3307|members if we can actually on board this 3308| 3309|828 3310|00:25:07,039 --> 00:25:10,480 3311|in the real world." Or they might say, 3312| 3313|829 3314|00:25:08,720 --> 00:25:12,320 3315|"I like the solution, but I'm not ready 3316| 3317|830 3318|00:25:10,480 --> 00:25:13,760 3319|to get started. Would it be okay if you 3320| 3321|831 3322|00:25:12,320 --> 00:25:15,360 3323|follow up with me in a month?" Whatever 3324| 3325|832 3326|00:25:13,760 --> 00:25:16,720 3327|happens next, you're going to have some 3328| 3329|833 3330|00:25:15,360 --> 00:25:17,840 3331|completion activities. You're going to 3332| 3333|834 3334|00:25:16,720 --> 00:25:20,080 3335|schedule some things. You're going to 3336| 3337|835 3338|00:25:17,840 --> 00:25:21,840 3339|update a CRM. You're going to do all the 3340| 3341|836 3342|00:25:20,080 --> 00:25:23,919 3343|things that allow you to either complete 3344| 3345|837 3346|00:25:21,840 --> 00:25:25,360 3347|the sale and on board the customer or to 3348| 3349|838 3350|00:25:23,919 --> 00:25:26,960 3351|follow up when you agreed that you said 3352| 3353|839 3354|00:25:25,360 --> 00:25:28,799 3355|you would. If someone does want to 3356| 3357|840 3358|00:25:26,960 --> 00:25:30,640 3359|follow up, I would really recommend 3360| 3361|841 3362|00:25:28,799 --> 00:25:32,240 3363|getting the follow-up into the diary as 3364| 3365|842 3366|00:25:30,640 --> 00:25:34,480 3367|soon as possible. So, if someone says, 3368| 3369|843 3370|00:25:32,240 --> 00:25:36,080 3371|"I need to follow up in 48 hours," make 3372| 3373|844 3374|00:25:34,480 --> 00:25:37,279 3375|an appointment said go back to the 3376| 3377|845 3378|00:25:36,080 --> 00:25:38,799 3379|appointment setting phase and make 3380| 3381|846 3382|00:25:37,279 --> 00:25:40,720 3383|another appointment. If someone says, 3384| 3385|847 3386|00:25:38,799 --> 00:25:42,000 3387|"Let's talk again next month," see if 3388| 3389|848 3390|00:25:40,720 --> 00:25:43,520 3391|you can get them to open their phone, 3392| 3393|849 3394|00:25:42,000 --> 00:25:44,960 3395|look at their calendar, and just commit 3396| 3397|850 3398|00:25:43,520 --> 00:25:46,640 3399|to another time. So you can get that in 3400| 3401|851 3402|00:25:44,960 --> 00:25:49,360 3403|the diary straight away so that you've 3404| 3405|852 3406|00:25:46,640 --> 00:25:51,200 3407|completed by having a concrete plan 3408| 3409|853 3410|00:25:49,360 --> 00:25:52,880 3411|going forward as to what happens next. 3412| 3413|854 3414|00:25:51,200 --> 00:25:54,559 3415|Now I've just given you so much here. 3416| 3417|855 3418|00:25:52,880 --> 00:25:56,240 3419|This is 10 steps. Each one of these 3420| 3421|856 3422|00:25:54,559 --> 00:25:57,600 3423|steps we could spend half an hour to an 3424| 3425|857 3426|00:25:56,240 --> 00:25:59,360 3427|hour perfecting. But I wanted to give 3428| 3429|858 3430|00:25:57,600 --> 00:26:01,279 3431|you the framework for making a great 3432| 3433|859 3434|00:25:59,360 --> 00:26:02,480 3435|sale so that you at least know what it 3436| 3437|860 3438|00:26:01,279 --> 00:26:03,840 3439|is that you're going to be working on. 3440| 3441|861 3442|00:26:02,480 --> 00:26:05,600 3443|And I really want you to do some 3444| 3445|862 3446|00:26:03,840 --> 00:26:07,120 3447|homework around this. See if you can 3448| 3449|863 3450|00:26:05,600 --> 00:26:09,440 3451|figure out where are you strong, where 3452| 3453|864 3454|00:26:07,120 --> 00:26:11,279 3455|are you weak already, and see if you can 3456| 3457|865 3458|00:26:09,440 --> 00:26:13,120 3459|then work on your weaknesses so your 3460| 3461|866 3462|00:26:11,279 --> 00:26:14,559 3463|overall sales presentation gets better. 3464| 3465|867 3466|00:26:13,120 --> 00:26:16,080 3467|Okay, we're on the home stretch here. 3468| 3469|868 3470|00:26:14,559 --> 00:26:17,840 3471|You've generated some leads. We've 3472| 3473|869 3474|00:26:16,080 --> 00:26:19,919 3475|booked some appointments. We've had a 3476| 3477|870 3478|00:26:17,840 --> 00:26:21,840 3479|great sales presentation. Now, it's time 3480| 3481|871 3482|00:26:19,919 --> 00:26:23,600 3483|to make sure that you're maximizing your 3484| 3485|872 3486|00:26:21,840 --> 00:26:24,960 3487|sales opportunities. This is where the 3488| 3489|873 3490|00:26:23,600 --> 00:26:26,960 3491|money hits the bank. For most 3492| 3493|874 3494|00:26:24,960 --> 00:26:28,880 3495|businesses, between the presentation and 3496| 3497|875 3498|00:26:26,960 --> 00:26:30,320 3499|the sales follow-up, you can double the 3500| 3501|876 3502|00:26:28,880 --> 00:26:31,679 3503|business. Now, I don't say that lightly. 3504| 3505|877 3506|00:26:30,320 --> 00:26:32,960 3507|I've done this across multiple 3508| 3509|878 3510|00:26:31,679 --> 00:26:34,960 3511|businesses in multiple different 3512| 3513|879 3514|00:26:32,960 --> 00:26:36,960 3515|industries. And I'm just really telling 3516| 3517|880 3518|00:26:34,960 --> 00:26:38,799 3519|you, I promise you, if I came into your 3520| 3521|881 3522|00:26:36,960 --> 00:26:40,640 3523|business, if you paid me a fortune to 3524| 3525|882 3526|00:26:38,799 --> 00:26:42,400 3527|come and consult with you, I would be 3528| 3529|883 3530|00:26:40,640 --> 00:26:44,159 3531|looking at the sales presentation and 3532| 3533|884 3534|00:26:42,400 --> 00:26:46,080 3535|the sales follow-up as one of the 3536| 3537|885 3538|00:26:44,159 --> 00:26:48,320 3539|primary ways to double the business and 3540| 3541|886 3542|00:26:46,080 --> 00:26:49,760 3543|massively, exponentially improve your 3544| 3545|887 3546|00:26:48,320 --> 00:26:51,200 3547|profit margins. How do we think about 3548| 3549|888 3550|00:26:49,760 --> 00:26:52,880 3551|sales follow-up? You've had a 3552| 3553|889 3554|00:26:51,200 --> 00:26:55,520 3555|presentation, and this is one of the 3556| 3557|890 3558|00:26:52,880 --> 00:26:57,039 3559|peak moments where it's likely that 3560| 3561|891 3562|00:26:55,520 --> 00:26:59,039 3563|someone is ready to go ahead and ready 3564| 3565|892 3566|00:26:57,039 --> 00:27:00,880 3567|to sign up. In the first 48 hours after 3568| 3569|893 3570|00:26:59,039 --> 00:27:02,480 3571|a sales presentation, that is a peak 3572| 3573|894 3574|00:27:00,880 --> 00:27:04,400 3575|moment where someone is going to commit 3576| 3577|895 3578|00:27:02,480 --> 00:27:06,159 3579|and sign up and begin onboarding as a 3580| 3581|896 3582|00:27:04,400 --> 00:27:08,000 3583|client. And then it starts dropping off 3584| 3585|897 3586|00:27:06,159 --> 00:27:11,039 3587|from there. Let's imagine that you've 3588| 3589|898 3590|00:27:08,000 --> 00:27:12,799 3591|got anywhere between a week and 3 months 3592| 3593|899 3594|00:27:11,039 --> 00:27:14,400 3595|to be able to do some sales follow-up 3596| 3597|900 3598|00:27:12,799 --> 00:27:15,840 3599|where you're still relevant and you're 3600| 3601|901 3602|00:27:14,400 --> 00:27:17,600 3603|still checking in and you're still 3604| 3605|902 3606|00:27:15,840 --> 00:27:19,440 3607|dealing with a hot prospect for that 3608| 3609|903 3610|00:27:17,600 --> 00:27:21,200 3611|amount of time. The research says that 3612| 3613|904 3614|00:27:19,440 --> 00:27:23,360 3615|you want to follow up at least seven 3616| 3617|905 3618|00:27:21,200 --> 00:27:24,880 3619|times. What's crazy is that most sales 3620| 3621|906 3622|00:27:23,360 --> 00:27:26,880 3623|people spend all of their time talking 3624| 3625|907 3626|00:27:24,880 --> 00:27:28,320 3627|to new people and they very rarely do 3628| 3629|908 3630|00:27:26,880 --> 00:27:30,080 3631|the sales follow-up because sales 3632| 3633|909 3634|00:27:28,320 --> 00:27:31,840 3635|follow-up is a little bit icky. It's a 3636| 3637|910 3638|00:27:30,080 --> 00:27:33,520 3639|little bit exhausting. It feels 3640| 3641|911 3642|00:27:31,840 --> 00:27:35,200 3643|frustrating. You've got to be creative 3644| 3645|912 3646|00:27:33,520 --> 00:27:36,799 3647|as to why you're getting back in touch 3648| 3649|913 3650|00:27:35,200 --> 00:27:38,320 3651|with someone. But you want to plan this 3652| 3653|914 3654|00:27:36,799 --> 00:27:39,840 3655|out. You want to have some reasons to 3656| 3657|915 3658|00:27:38,320 --> 00:27:41,039 3659|get back in touch. You want to tell 3660| 3661|916 3662|00:27:39,840 --> 00:27:42,480 3663|people that there's some sort of a 3664| 3665|917 3666|00:27:41,039 --> 00:27:43,520 3667|special offer that's coming up. You want 3668| 3669|918 3670|00:27:42,480 --> 00:27:44,960 3671|to tell people that there's another 3672| 3673|919 3674|00:27:43,520 --> 00:27:46,720 3675|insight that you want to share. You want 3676| 3677|920 3678|00:27:44,960 --> 00:27:49,279 3679|to tell people that you've just recorded 3680| 3681|921 3682|00:27:46,720 --> 00:27:51,039 3683|a new customer testimonial video and you 3684| 3685|922 3686|00:27:49,279 --> 00:27:52,400 3687|wanted them to see it. or you wanted to 3688| 3689|923 3690|00:27:51,039 --> 00:27:54,320 3691|follow up on anything that was 3692| 3693|924 3694|00:27:52,400 --> 00:27:55,840 3695|discussed. So someone might say, "I'm 3696| 3697|925 3698|00:27:54,320 --> 00:27:58,000 3699|really interested in this, but after I 3700| 3701|926 3702|00:27:55,840 --> 00:27:59,360 3703|get back from my annual holiday." Great. 3704| 3705|927 3706|00:27:58,000 --> 00:28:00,880 3707|That's a time to follow up. Someone 3708| 3709|928 3710|00:27:59,360 --> 00:28:02,320 3711|might have said, "I'm really interested 3712| 3713|929 3714|00:28:00,880 --> 00:28:04,240 3715|in this, but I need to check with my 3716| 3717|930 3718|00:28:02,320 --> 00:28:05,840 3719|director." Okay, fantastic. That's 3720| 3721|931 3722|00:28:04,240 --> 00:28:07,600 3723|another reason to follow up. So during 3724| 3725|932 3726|00:28:05,840 --> 00:28:09,520 3727|the presentation, there were reasons 3728| 3729|933 3730|00:28:07,600 --> 00:28:11,039 3731|that came up as good reasons to follow 3732| 3733|934 3734|00:28:09,520 --> 00:28:13,279 3735|up. And you documented those on your 3736| 3737|935 3738|00:28:11,039 --> 00:28:14,559 3739|notepad and you put them into your CRM. 3740| 3741|936 3742|00:28:13,279 --> 00:28:16,559 3743|There's also things that you can 3744| 3745|937 3746|00:28:14,559 --> 00:28:18,559 3747|orchestrate like new customer success 3748| 3749|938 3750|00:28:16,559 --> 00:28:20,320 3751|testimonials, new data or research 3752| 3753|939 3754|00:28:18,559 --> 00:28:22,480 3755|that's just come out. any of that stuff 3756| 3757|940 3758|00:28:20,320 --> 00:28:24,640 3759|creates a great opportunity to follow up 3760| 3761|941 3762|00:28:22,480 --> 00:28:26,399 3763|in that first window of maybe a few 3764| 3765|942 3766|00:28:24,640 --> 00:28:27,760 3767|weeks to a few months. But let's be 3768| 3769|943 3770|00:28:26,399 --> 00:28:29,520 3771|honest, there comes a point where 3772| 3773|944 3774|00:28:27,760 --> 00:28:31,760 3775|there's no point following up anymore. 3776| 3777|945 3778|00:28:29,520 --> 00:28:33,440 3779|You've followed up six or seven times. 3780| 3781|946 3782|00:28:31,760 --> 00:28:34,799 3783|You've done everything the research says 3784| 3785|947 3786|00:28:33,440 --> 00:28:36,720 3787|that you should have done and you've not 3788| 3789|948 3790|00:28:34,799 --> 00:28:38,080 3791|yet made the sale. In which case, we 3792| 3793|949 3794|00:28:36,720 --> 00:28:39,679 3795|want to move across to what we call the 3796| 3797|950 3798|00:28:38,080 --> 00:28:41,679 3799|nurture sequence. The nurture sequence 3800| 3801|951 3802|00:28:39,679 --> 00:28:43,360 3803|is about having a series of friendly 3804| 3805|952 3806|00:28:41,679 --> 00:28:45,279 3807|touch points like social media touch 3808| 3809|953 3810|00:28:43,360 --> 00:28:47,200 3811|points or emails. and they're there to 3812| 3813|954 3814|00:28:45,279 --> 00:28:48,880 3815|just remind people that you exist, 3816| 3817|955 3818|00:28:47,200 --> 00:28:50,559 3819|remind them that you've got great value, 3820| 3821|956 3822|00:28:48,880 --> 00:28:52,159 3823|that you can solve problems, and maybe 3824| 3825|957 3826|00:28:50,559 --> 00:28:53,760 3827|even remind people that they've got a 3828| 3829|958 3830|00:28:52,159 --> 00:28:55,200 3831|frustration or a challenge that they 3832| 3833|959 3834|00:28:53,760 --> 00:28:56,480 3835|themselves want to solve. What you want 3836| 3837|960 3838|00:28:55,200 --> 00:28:58,000 3839|to do is put some thought into this 3840| 3841|961 3842|00:28:56,480 --> 00:28:59,840 3843|nurture sequence. Now, what you want to 3844| 3845|962 3846|00:28:58,000 --> 00:29:01,840 3847|include in this nurture sequence could 3848| 3849|963 3850|00:28:59,840 --> 00:29:04,240 3851|be things like testimonial videos. It 3852| 3853|964 3854|00:29:01,840 --> 00:29:06,320 3855|could be things like new insights. It 3856| 3857|965 3858|00:29:04,240 --> 00:29:08,799 3859|could be things like special offers. It 3860| 3861|966 3862|00:29:06,320 --> 00:29:11,039 3863|could be commentary on the news. Or you 3864| 3865|967 3866|00:29:08,799 --> 00:29:12,559 3867|might even just touch base to say, "Are 3868| 3869|968 3870|00:29:11,039 --> 00:29:14,080 3871|you still interested in getting this 3872| 3873|969 3874|00:29:12,559 --> 00:29:16,799 3875|particular outcome?" or it could be 3876| 3877|970 3878|00:29:14,080 --> 00:29:18,799 3879|things like sharing new research or new 3880| 3881|971 3882|00:29:16,799 --> 00:29:20,000 3883|data that's just come out. So that's all 3884| 3885|972 3886|00:29:18,799 --> 00:29:21,840 3887|things that could be covered in a 3888| 3889|973 3890|00:29:20,000 --> 00:29:23,840 3891|nurture sequence. Now finally, there 3892| 3893|974 3894|00:29:21,840 --> 00:29:26,000 3895|comes a time to do something called a 3896| 3897|975 3898|00:29:23,840 --> 00:29:27,600 3899|reactivation campaign. A reactivation 3900| 3901|976 3902|00:29:26,000 --> 00:29:29,600 3903|campaign is where you step it up a 3904| 3905|977 3906|00:29:27,600 --> 00:29:31,279 3907|little bit. So what you can do is do a 3908| 3909|978 3910|00:29:29,600 --> 00:29:33,120 3911|very special little email called have 3912| 3913|979 3914|00:29:31,279 --> 00:29:34,640 3915|you given up on X? Have you given up on 3916| 3917|980 3918|00:29:33,120 --> 00:29:36,559 3919|weight loss? Have you given up on 3920| 3921|981 3922|00:29:34,640 --> 00:29:38,000 3923|business growth? Have you given up on 3924| 3925|982 3926|00:29:36,559 --> 00:29:40,080 3927|protecting your business from cyber 3928| 3929|983 3930|00:29:38,000 --> 00:29:42,720 3931|security threats? Have you given up on 3932| 3933|984 3934|00:29:40,080 --> 00:29:44,720 3935|having a romantic relationship? So, this 3936| 3937|985 3938|00:29:42,720 --> 00:29:46,399 3939|really directly asks people, "Have you 3940| 3941|986 3942|00:29:44,720 --> 00:29:47,760 3943|given up on this thing?" And what you're 3944| 3945|987 3946|00:29:46,399 --> 00:29:49,440 3947|going to say in this is you're going to 3948| 3949|988 3950|00:29:47,760 --> 00:29:50,960 3951|say, "We haven't heard from you for a 3952| 3953|989 3954|00:29:49,440 --> 00:29:52,320 3955|while, and we wanted to know, is this 3956| 3957|990 3958|00:29:50,960 --> 00:29:53,840 3959|still important to you? Have you already 3960| 3961|991 3962|00:29:52,320 --> 00:29:55,520 3963|solved the problem? Have you given up on 3964| 3965|992 3966|00:29:53,840 --> 00:29:57,200 3967|it? Because if you have given up on it, 3968| 3969|993 3970|00:29:55,520 --> 00:29:58,960 3971|we'd love to stop bothering you and stop 3972| 3973|994 3974|00:29:57,200 --> 00:30:00,960 3975|sending you emails, so we'd love to take 3976| 3977|995 3978|00:29:58,960 --> 00:30:02,559 3979|you off the email list. However, if 3980| 3981|996 3982|00:30:00,960 --> 00:30:04,159 3983|you're still interested in this, could 3984| 3985|997 3986|00:30:02,559 --> 00:30:05,360 3987|you let us know that it's still of 3988| 3989|998 3990|00:30:04,159 --> 00:30:07,120 3991|interest to you?" So, you're asking for 3992| 3993|999 3994|00:30:05,360 --> 00:30:08,799 3995|a soft signal of interest that it's 3996| 3997|1000 3998|00:30:07,120 --> 00:30:10,720 3999|still of interest to you. Now, if it is 4000| 4001|1001 4002|00:30:08,799 --> 00:30:12,799 4003|still of interest, you want to then send 4004| 4005|1002 4006|00:30:10,720 --> 00:30:14,240 4007|them an assessment or a calculator. An 4008| 4009|1003 4010|00:30:12,799 --> 00:30:16,559 4011|assessment is something that you can 4012| 4013|1004 4014|00:30:14,240 --> 00:30:18,559 4015|easily and simply build on scoreapp.com. 4016| 4017|1005 4018|00:30:16,559 --> 00:30:20,320 4019|And a calculator could be something as 4020| 4021|1006 4022|00:30:18,559 --> 00:30:22,559 4023|simple as an Excel spreadsheet that they 4024| 4025|1007 4026|00:30:20,320 --> 00:30:24,880 4027|download. Either way, you're asking them 4028| 4029|1008 4030|00:30:22,559 --> 00:30:26,640 4031|to re-engage and to commit that they 4032| 4033|1009 4034|00:30:24,880 --> 00:30:28,159 4035|haven't yet given up on getting some 4036| 4037|1010 4038|00:30:26,640 --> 00:30:29,840 4039|results here. Now, if they do that, they 4040| 4041|1011 4042|00:30:28,159 --> 00:30:31,679 4043|go back to the start. They become a lead 4044| 4045|1012 4046|00:30:29,840 --> 00:30:35,120 4047|in the pipeline, and you begin the lapse 4048| 4049|1013 4050|00:30:31,679 --> 00:30:37,120 4051|process all over again. 4052| 4053|1014 4054|00:30:35,120 --> 00:30:38,720 4055|Okay. Now, I waited until the end to 4056| 4057|1015 4058|00:30:37,120 --> 00:30:40,480 4059|share with you some of these amazing 4060| 4061|1016 4062|00:30:38,720 --> 00:30:42,799 4063|tips that will take this right through 4064| 4065|1017 4066|00:30:40,480 --> 00:30:44,960 4067|the roof for you. Number one, record all 4068| 4069|1018 4070|00:30:42,799 --> 00:30:47,600 4071|of your sales presentations using an AI 4072| 4073|1019 4074|00:30:44,960 --> 00:30:50,000 4075|noteaker. Have them transcribed and put 4076| 4077|1020 4078|00:30:47,600 --> 00:30:52,559 4079|all of it into chat GBT. And what you 4080| 4081|1021 4082|00:30:50,000 --> 00:30:54,559 4083|want to do is prompt AI to help you to 4084| 4085|1022 4086|00:30:52,559 --> 00:30:56,799 4087|build an even better golf bag of 4088| 4089|1023 4090|00:30:54,559 --> 00:30:58,720 4091|insights, methods, and to improve your 4092| 4093|1024 4094|00:30:56,799 --> 00:31:00,880 4095|offer, to improve your solution. And you 4096| 4097|1025 4098|00:30:58,720 --> 00:31:02,880 4099|can use AI to do all of that once you've 4100| 4101|1026 4102|00:31:00,880 --> 00:31:05,279 4103|got a few transcribed meetings. The next 4104| 4105|1027 4106|00:31:02,880 --> 00:31:07,520 4107|thing you can do is ask AI to tell me 4108| 4109|1028 4110|00:31:05,279 --> 00:31:09,360 4111|the common themes between the sales 4112| 4113|1029 4114|00:31:07,520 --> 00:31:11,440 4115|presentations that went really well and 4116| 4117|1030 4118|00:31:09,360 --> 00:31:13,279 4119|the sales presentations that bombed. The 4120| 4121|1031 4122|00:31:11,440 --> 00:31:15,600 4123|next big tip that I've got is that sales 4124| 4125|1032 4126|00:31:13,279 --> 00:31:17,200 4127|and money loves speed. The faster that 4128| 4129|1033 4130|00:31:15,600 --> 00:31:18,720 4131|you can follow up with people, the more 4132| 4133|1034 4134|00:31:17,200 --> 00:31:20,559 4135|likely you are to make money. What I 4136| 4137|1035 4138|00:31:18,720 --> 00:31:22,159 4139|don't want you to do is play it cool. I 4140| 4141|1036 4142|00:31:20,559 --> 00:31:23,440 4143|don't want a lead to come in on Monday 4144| 4145|1037 4146|00:31:22,159 --> 00:31:25,600 4147|and you think to yourself, "Wouldn't it 4148| 4149|1038 4150|00:31:23,440 --> 00:31:27,520 4151|be cool? Wouldn't I be mysterious if I 4152| 4153|1039 4154|00:31:25,600 --> 00:31:29,840 4155|followed up next week or if I followed 4156| 4157|1040 4158|00:31:27,520 --> 00:31:32,240 4159|up on Friday afternoon?" No, no, no. If 4160| 4161|1041 4162|00:31:29,840 --> 00:31:34,320 4163|a lead comes in at Monday at 10:00 a.m. 4164| 4165|1042 4166|00:31:32,240 --> 00:31:35,919 4167|I want you to follow up at 10:01. I want 4168| 4169|1043 4170|00:31:34,320 --> 00:31:37,519 4171|you to say something like, "I was just 4172| 4173|1044 4174|00:31:35,919 --> 00:31:39,519 4175|about to call someone and your name 4176| 4177|1045 4178|00:31:37,519 --> 00:31:40,880 4179|popped up on my screen and I thought I'd 4180| 4181|1046 4182|00:31:39,519 --> 00:31:42,480 4183|just pick up the phone and call you." 4184| 4185|1047 4186|00:31:40,880 --> 00:31:44,559 4187|Or, "I was just about to head out and 4188| 4189|1048 4190|00:31:42,480 --> 00:31:45,919 4191|meet with a client and an email came in 4192| 4193|1049 4194|00:31:44,559 --> 00:31:47,519 4195|that told me that you're interested in 4196| 4197|1050 4198|00:31:45,919 --> 00:31:49,200 4199|X, Y, and Zed, so I thought I'd follow 4200| 4201|1051 4202|00:31:47,519 --> 00:31:51,440 4203|up straight away so that you've got that 4204| 4205|1052 4206|00:31:49,200 --> 00:31:53,039 4207|information right away." The faster you 4208| 4209|1053 4210|00:31:51,440 --> 00:31:54,640 4211|follow up, the more sales you're going 4212| 4213|1054 4214|00:31:53,039 --> 00:31:55,840 4215|to make. This is not dating. You don't 4216| 4217|1055 4218|00:31:54,640 --> 00:31:57,760 4219|have to be cool. You don't have to be 4220| 4221|1056 4222|00:31:55,840 --> 00:31:59,120 4223|aloof. you're far better off being rapid 4224| 4225|1057 4226|00:31:57,760 --> 00:32:01,360 4227|in the speed that you follow up with 4228| 4229|1058 4230|00:31:59,120 --> 00:32:03,360 4231|people. Now, my final tip is that in 4232| 4233|1059 4234|00:32:01,360 --> 00:32:05,200 4235|sales, confidence really matters. And 4236| 4237|1060 4238|00:32:03,360 --> 00:32:07,200 4239|the way that you get confidence is 4240| 4241|1061 4242|00:32:05,200 --> 00:32:09,039 4243|through repetition. It's getting into a 4244| 4245|1062 4246|00:32:07,200 --> 00:32:10,880 4247|rhythm. It's getting into consistency. 4248| 4249|1063 4250|00:32:09,039 --> 00:32:12,960 4251|It's doing sales meetings every single 4252| 4253|1064 4254|00:32:10,880 --> 00:32:14,720 4255|week. The last thing you want is to stop 4256| 4257|1065 4258|00:32:12,960 --> 00:32:16,320 4259|and start and stop and start multiple 4260| 4261|1066 4262|00:32:14,720 --> 00:32:18,240 4263|times each quarter. You want to get into 4264| 4265|1067 4266|00:32:16,320 --> 00:32:19,840 4267|a lapse rhythm. I really want you to 4268| 4269|1068 4270|00:32:18,240 --> 00:32:22,240 4271|keep a dashboard. And what you're 4272| 4273|1069 4274|00:32:19,840 --> 00:32:26,080 4275|looking for is a consistent weekly lapse 4276| 4277|1070 4278|00:32:22,240 --> 00:32:27,360 4279|number. I want you to have like 50 1062 4280| 4281|1071 4282|00:32:26,080 --> 00:32:29,279 4283|or something like that. And it just 4284| 4285|1072 4286|00:32:27,360 --> 00:32:31,279 4287|unfolds every single week. 50 leads come 4288| 4289|1073 4290|00:32:29,279 --> 00:32:32,799 4291|in, 10 people book appointments, six 4292| 4293|1074 4294|00:32:31,279 --> 00:32:34,399 4295|people have presentations, and two 4296| 4297|1075 4298|00:32:32,799 --> 00:32:36,399 4299|people go ahead and buy for something. 4300| 4301|1076 4302|00:32:34,399 --> 00:32:38,320 4303|And what you're looking for is that your 4304| 4305|1077 4306|00:32:36,399 --> 00:32:39,919 4307|laps dashboard looks pretty consistent. 4308| 4309|1078 4310|00:32:38,320 --> 00:32:42,240 4311|For my companies, what my lapse 4312| 4313|1079 4314|00:32:39,919 --> 00:32:44,559 4315|dashboard looks like is like a gentle 4316| 4317|1080 4318|00:32:42,240 --> 00:32:46,559 4319|gradual increase over time. We don't 4320| 4321|1081 4322|00:32:44,559 --> 00:32:48,240 4323|have like big spikes and drops and all 4324| 4325|1082 4326|00:32:46,559 --> 00:32:50,399 4327|of that sort of stuff. We're looking for 4328| 4329|1083 4330|00:32:48,240 --> 00:32:52,480 4331|consistency because you can build your 4332| 4333|1084 4334|00:32:50,399 --> 00:32:55,519 4335|business around consistency. It's very, 4336| 4337|1085 4338|00:32:52,480 --> 00:32:57,440 4339|very hard to employ people and to scale 4340| 4341|1086 4342|00:32:55,519 --> 00:32:59,600 4343|and to grow and to have predictable 4344| 4345|1087 4346|00:32:57,440 --> 00:33:01,200 4347|revenues if you're all over the place. 4348| 4349|1088 4350|00:32:59,600 --> 00:33:02,720 4351|Confidence comes from getting into a 4352| 4353|1089 4354|00:33:01,200 --> 00:33:04,399 4355|really good lapse rhythm. Just like 4356| 4357|1090 4358|00:33:02,720 --> 00:33:05,760 4359|fitness, it's all about like going to 4360| 4361|1091 4362|00:33:04,399 --> 00:33:07,600 4363|the gym every Monday, Wednesday, 4364| 4365|1092 4366|00:33:05,760 --> 00:33:09,200 </file-view>

<file-view path="/tmp/tVLnzcoM5LE.en.srt" start_line="4367" end_line="4496" total_lines="4496"> 4367|Thursday, whatever your routine is, 4368| 4369|1093 4370|00:33:07,600 --> 00:33:10,799 4371|getting into the routine is half the 4372| 4373|1094 4374|00:33:09,200 --> 00:33:12,720 4375|battle. So whether it's you personally 4376| 4377|1095 4378|00:33:10,799 --> 00:33:14,399 4379|doing the laps or if you're getting a 4380| 4381|1096 4382|00:33:12,720 --> 00:33:16,080 4383|salesperson and you're hiring someone to 4384| 4385|1097 4386|00:33:14,399 --> 00:33:17,600 4387|do the laps, we're looking for 4388| 4389|1098 4390|00:33:16,080 --> 00:33:19,039 4391|consistency that gives you the 4392| 4393|1099 4394|00:33:17,600 --> 00:33:20,799 4395|confidence. So there you have it. We've 4396| 4397|1100 4398|00:33:19,039 --> 00:33:22,320 4399|just covered my sales methodology and I 4400| 4401|1101 4402|00:33:20,799 --> 00:33:24,159 4403|hope you've taken so much value from 4404| 4405|1102 4406|00:33:22,320 --> 00:33:25,760 4407|that. If you've stuck around to the end, 4408| 4409|1103 4410|00:33:24,159 --> 00:33:27,840 4411|I know that you are not someone who just 4412| 4413|1104 4414|00:33:25,760 --> 00:33:29,279 4415|goes scrolling randomly through YouTube. 4416| 4417|1105 4418|00:33:27,840 --> 00:33:31,039 4419|I know that you're the type of person 4420| 4421|1106 4422|00:33:29,279 --> 00:33:32,720 4423|who's really looking for breakthroughs. 4424| 4425|1107 4426|00:33:31,039 --> 00:33:34,480 4427|So, if you got value from this video and 4428| 4429|1108 4430|00:33:32,720 --> 00:33:36,399 4431|you enjoyed it, you are absolutely going 4432| 4433|1109 4434|00:33:34,480 --> 00:33:37,919 4435|to love the next video that I want you 4436| 4437|1110 4438|00:33:36,399 --> 00:33:40,320 4439|to watch, which is the million-doll 4440| 4441|1111 4442|00:33:37,919 --> 00:33:41,919 4443|landing page. I am really thrilled that 4444| 4445|1112 4446|00:33:40,320 --> 00:33:43,760 4447|we are sharing your entrepreneurial 4448| 4449|1113 4450|00:33:41,919 --> 00:33:45,360 4451|journey together. I'm glad that I can 4452| 4453|1114 4454|00:33:43,760 --> 00:33:46,880 4455|share some of my lessons from my 4456| 4457|1115 4458|00:33:45,360 --> 00:33:48,559 4459|entrepreneurial journey and you can take 4460| 4461|1116 4462|00:33:46,880 --> 00:33:50,240 4463|those lessons and apply it in your 4464| 4465|1117 4466|00:33:48,559 --> 00:33:52,320 4467|business as well. If you're enjoying 4468| 4469|1118 4470|00:33:50,240 --> 00:33:53,760 4471|these, please give this video a like, 4472| 4473|1119 4474|00:33:52,320 --> 00:33:55,120 4475|give it a comment, and if you know of 4476| 4477|1120 4478|00:33:53,760 --> 00:33:56,880 4479|another entrepreneur that would benefit 4480| 4481|1121 4482|00:33:55,120 --> 00:33:58,480 4483|from these, forward the link to this 4484| 4485|1122 4486|00:33:56,880 --> 00:34:00,320 4487|video to them as well. I hope your 4488| 4489|1123 4490|00:33:58,480 --> 00:34:03,120 4491|business is doing so, so well and I look 4492| 4493|1124 4494|00:34:00,320 --> 00:34:03,120 4495|forward to seeing you next </file-view>

Here’s a summary of the video:

Title / topic: A complete sales methodology called LAPS — Leads, Appointments, Presentations, Sales.

1. The LAPS engine The speaker frames sales as the lifeblood of business. LAPS is the flow from attention/interest to money in the bank:

Leads → Appointments → Presentations → Sales

2. Generating warm leads Use a three-part pipeline:

Short-form content on social media (1–3 min posts, images, videos, carousels). Post at least every few days; ideally daily. Research says people first notice you around the 11th exposure, and the “clock” resets every 90 days.
Long-form content (10 min–2 hours: videos, podcasts, PDFs, workshops). Citing Robin Dunbar, people need 2–7 hours with you to feel they know and trust you.
Signal of interest on a landing page: waiting list, form, assessment, webinar registration, etc. That signal is a lead.

To ramp up: boost top short-form posts with ads, send targeted DMs, or do joint ventures/sponsorships with non-competing audiences.

3. Booking appointments Follow up fast. The first sale is a commitment of time, not money. Four-step outreach:

Reaffirm relevance.
Ask permission (if calling live).
Deliver a 30–45 second “hook pitch” using Name, Same, Fame, Pain, Aim, Game:
- Name — who you are.
- Same — a category they already understand.
- Fame — what makes you credible/different.
- Pain — the problem they feel.
- Aim — what you do about it.
- Game — the bigger vision.
Ask for the appointment.

As volume grows, add lead-qualification questions so you don’t waste time on poor-fit prospects.

4. The sales presentation — 10 components

Framing — show up as high-value before you speak (setting, background, professionalism).
Rapport — brief, friendly connection.
Permission — ask if they want to go through your process.
Present situation — where they are now and what’s imperfect.
Prize — the desired outcome they’re buying access to.
Problem — obstacles/criteria in the way.
Insights — a big-piece perspective or framework unrelated to your product that builds authority.
Method — the methodology that leads to the solution.
Solution — your product/service, offered in gold/silver/bronze tiers, always with visual aids.
Discussion — ask “How does that land?” Collect all objections before answering; avoid “conversational tennis.”
Completing — close or schedule concrete next steps in the diary/CRM.

5. Sales follow-up

The first 48 hours after a presentation is the peak conversion window.
Follow up at least 7 times while the lead is hot (offers, insights, testimonials, items discussed).
After that, move to a long-term nurture sequence (social touches, emails, news, offers).
If they go cold, run a reactivation campaign with a “Have you given up on [outcome]?” email, then offer an assessment/calculator.

6. AI and speed tips

Record every sales call with an AI note-taker, transcribe it, and feed it into ChatGPT to build a “golf bag” of insights/methods and to compare what wins vs. what bombs.
Follow up instantly — “money loves speed.”
Confidence comes from repetition; keep a weekly LAPS dashboard and aim for consistency.

The speaker plugs his own tool, scoreapp.com, for building signal-of-interest landing pages and assessments.