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Just closed a PIF, first lead from the FB Ads we turned on a couple weeks ago. He was ice cold when came in. Had to battle a lot of limiting beliefs to get him to close. He told me that if this were to happen, he would 'feel like he could breathe again'... And if he didn't he wouldn't be able to live with himself because the idea of another w2 paralyzed him. WE ARE ROI POSITIVE ON THE ADS TIME TO SCALE.

Just got off a sick call with @Aaron Seaton and @Annie Araujo My main takeaways are knowing WHY you are asking the questions you are asking. This builds conviction in the questions. If the prospect doesn't take ownership, because you didn't ask them the questions to help them do that, they won't take ownership and then they won't change make a decision to change and will stay where they are. It's SELFISH to not ask the hard questions (ownership, COI, consequence, etc) Also, deframing was a good takeaway. I sell to salespeople, so a lot of times I have guys who will say you're a good closer, or they will recognize what I'm doing. And say "hey thats a really good question man i use that same question." OR "hey you're a really good closer man" Aaron gave some really good advice on de-framing the call. My main takeaways are that when somebody does that, they are looking for significance. They are trying to feel good and smart. So we should reward this, and we should point out the commonality between them and me. "Oh that's awesome man! cool that you picked up on it... that means we are the same and since we are the same we know that questions can be used two ways: - They can be used to trap prospects. - They can be used to help prospects and to facilitate change. Depending on the morals and ethics of the seller. And since we are the good type of seller, the one that helps prospects and facilitates change we aren't afraid to ask the hairy questions... so in the spirit of helping and facilitating change going back to my question...."