70: Objection Handling Framework(Part 1: Pre-Objection Questions)

Because I'm in love with the strippers. She's not, you know. She's climbing that pole and I'm in love with the strippers. She's playing. She's playing. Oh, I'm going nowhere girl. I'm staying. I'm in love with the strippers. No, no. [LAUGHTER] That's it. That's it. You all wrong. Oh, she got me. I can't do anything. I never knew. Oh, man. People are listening to it in the card. They might have kids in the card behind. It's a tag. And that's FW. You know, mom, dad, what's a stripper? I just people that open gifts for other people. That's what it is. That's it. Don't we get them on your-- You sure, girl. Hey, it's a-- I feel like, didn't they say that we can't really use that term anymore. It is like a more professional term for strippers now. Apparently. I don't even know her. Maybe the other day. Apparently, the worst strippers technically incorrect now. It's a drug for us. I feel like you can say shit. You can say anything now. You all are a fan of the game. Oh, man. Just cancel Peter. Just cancel Peter. I'm cancel, guys. I was like, brother, you couldn't be different. Cheese, cheese, man. Peter, what's new? What's going on? How's life? Life is good, man. Things are starting to warm up here in Florida. I had a sick race this past weekend. What is the race? It's not a 10-key, right? It's like a-- It is the oddest, weirdest distance. It is a 15-K. And every year, Jacksonville holds a USATF 15-K championship. So dude, yeah, there were like 20,000 runners that came through this year. And yeah, we have a ton of professional runners that will fly, because there's a ton of prize money and everything. But yeah, it goes through downtown jacks. And then at the end, there's a big-ass bridge. It's a big green bridge. They call it the green monster. I think it's about half a mile up. And then you kind of come down and you wrap up and finish and everything. So yeah, every year, it's-- I think it was my fifth time running at this year. But it's always a blast. Everyone in jacks is part of the running community. It always gets out there and does it. But dude, this year, it was probably one of the hottest days that they ever started out with. I think starting temperatures was around 70 degrees. And then just kept climbing. Yeah, humidity was insane. But yeah, I think like three buddies that I ran with, they all pulled out because of either heat exhaustion, cramping, or one guy like he turned a corner. And one of the guys behind kicked his leg. And that completed messed it up for him. So yeah, unfortunately, all the boys dropping on my flies out there. That is wild, man. Yeah, I'm trying to figure out when this next race is going to be. I think the-- you have New York City half this weekend, right? We're-- New York City half, the United half. One of our PT's is going to be running it. I was planning to run one next month, but it's going to be calling it way too close for-- I'll be speaking in Boston on Saturday. Then flying back that night to wake up at 6am to run on Sunday. Oh, I know. That's too tight of a turn around, man. Yeah. It's not like I'm going to be comfortably sub 140. If I get 140, it's because things will be pretty good. And I'm going to be sending it probably for the last 5K. Am I just be stacking up more zone 2s and just keep building? I'm already at like a nine mile-- eight and nine miles this week for the long run. But I think I'm going to probably go to Cincinnati and do the flying pick half marathon. Did I have heard really good things about flying pick? Flying pick for the marathon is super popular, but I was like, you're going to do the marathon right now. You can do this half, try to get a sub 140. And in next year, I'll try to get-- I think it had sub four hours last time with New York, but I just got to cook that mile 20, bro. Run it back, man. Run it back. Run it back. So we'll see what we'll do if marathon training wise next year. But I think it's going to be flying pick for this year. Where's flying pick, you said? Cincinnati. Cincinnati. OK, I don't think I've ever been to Cincinnati. You said you're going there for talk first, and then-- I'm going to go flying. For that one, I would just be going flying in literally to do the race. But for a day or two, they'll fly out. Well, I need to find a decent half marathon. The only other one I can think of is a Newport road island, which is running along mansions and beaches, which is kind of fire. We did. And is that in the summer time or-- No, that one's like, I think, in like a month and a half or something. I got a double check. But oh, no. Chrissy and I were saying we might run a Jersey City half marathon. OK. Oh, is that one of the Jersey port block? Yeah, it's along that. And then I heard that the locals actually hate it. So they don't try to cross the street and shit like that. But we'll see. It's flat. And why do they hate it? Because it just takes up too much of the-- it's going to go through whole book and this stuff, I think, as well. So it's just like-- It's very inconvenient. Yeah. So we'll see. Jersey half marathon. I got to write that down because I think that is the one that we're going to end up doing. Next minute, a lot of times these races, they just boost so much. It's like an immediate cash influx into the city, you know? Yeah. But you know us fucking New Yorkers and Jersey boys. Don't you know what the fuck? It's like-- I'm literally in the world. I'm trying to get the-- Yeah. I'm trying to stack my bread. Dude, we have GGC. One spots are done, guys. I'm sorry. But they're done. Roll 'em 40 deep. It's good. Next weekend. Peter, you excited? What are you most excited about? I'm a hype, man. I'm excited for our pickable outing, obviously. And then, honestly, we have that-- was it low 10k action we got going on with them, too? Thank you. Fire. Yeah, that's probably going to be one of the things I'm most excited about, for sure. Yeah. Finalizing that the merch came up with some cool design. So I always love the merch shit. And the merch is going to be fire. We got some cool stuff coming in. And there's a really good coffee shop that we'll be stopping at after that 10k. And I'm super stoked about that one, because, man, it's something like a nice little cold brew action after you just finish running in the morning. Oh, understand. A little nice ice latte hits the spot every time. It's lots of-- And it was giving me a little quick preview of one of the trophies that we got going out. And so it's going to be exciting. Yeah, we just sent-- we have some awards we're presenting live at the event. But we've also been sending awards out to people in our group that have been crushing it. So we've sent out a ton of 25k month trophies, 50k month trophies. And oh, man, Peter, you smell that? Smells like 100k trophy in there. It's so close. You have so many people that are close. There's like five that are about to just hit it. So that's going to be a fun one to order. Oh, yeah. Oh, what do you-- Do we put some, uh, bedazzled diamonds on there? I think the first one will have to put some bedazzled diamonds. But, man, diamonds-- diamonds are bright. They're shiny and they glimmer. But if you don't know how to handle objections, you're living in dark times. Pitch black. Pitch black. How do we feel about that transition? Obviously, I was trying to see how you're going to lick it there. But, dude, I think that was pretty good, man. You got a little diamond transition into what we're going to be talking about today with sales. Let's make it happen. Whenever we talk about sales, Peter is just like-- hard gets-- you know, palms get sweaty. He's just a little excited. But-- I'll just-- I'll just hear about it. We are doing a full-on series. We're going to be talking about objection handling. And we're not starting with objection handling at the end because you've got to be able to set the stage. You can't just start handling objections at the end without setting the stage because people were like, yo bro, chill, and I just trying to close the sale. You've got to chill with that. You smell that? Commission breath. You've got to hit the list of three in three times. That's what you've got to do. Hold on. I ain't got the list of three on me. You've got three. [LAUGHTER] How do you start the pre-objection handling? Yeah, I would say one of the things when I think it was a couple episodes ago, we talked about hey, where are some of the common things that we took from other industries. And I think once I started getting outside into the sales industry and taking a bunch of different sales courses, one of the most common things that I just kind of took away was like, hey, everybody just kept talking about pre-objection handling, pre-objection handling. And really, it's like, especially in our industry. And really, any kind of sales, there's only going to be a couple of different objections that will always come up. One's going to be like, think about it or time in urgency. Maybe we have one on spouse. And turns is always like a very common one. And so they're like, hey, if you can just frame different questions that bring these topics to the surface, that way you guys can actually discuss and have an open-facing conversation about it before you price drop, then all the way up to that point, we're just being inquisitive. We're being very curious about their scenario in a situation. Until. When I started to understand a little bit more about that, it just kind of bloomed in my mind. I was like, "Oh, Lee, she'll be able to talk about all this before we even price-shopped." That was a really big game changer for us. I would say one of the big things that we definitely kind of want to get into is really just timing and urgency. I know a lot of times at the beginning, us as PT's were very good about asking, "Hey, how high is your pain? What activity does it also hurt with?" All these technical, physical therapy questions. When you start to layer in some of these deeper, subjective things on how it's impacting their life, and why is it so urgent for them to address it now, we're able to unravel a much deeper layer of the discovery part of this directive. One of my favorite questions that I like to ask around, like urgency and timing, is really just like, "Hey, it sounds like we've had this for a couple of different months now." I'm just curious, why are we finally looking for help now? Because I think a lot of times, at the end, after we price-shopped, people always want to be like, "Hey, I want to think about it or hey, this may not be that big of a deal now." We can create some sort of urgency, create a larger gap of like, "Hey, you know what, shit, you're right. I've been putting this off for five months, eight months, ten months. If I don't do anything now, like something's going to happen." No, I can't stand to be in this current position that I currently am in any day longer. So framing questions around that. But that's one of my big ones around like timing and urgency. It's like, "Hey, you've had this for a couple of months now. Why are we finally going to get help for it now?" Love that, love that. The key here is like, you might be thinking, like, "Hey, they're in pain, of course, they're coming to see you, right? But you want them to be able to say something, even if it is the pain, right? Like the pain is becoming very, very, very, you need them to vocalize that, because I don't want to say you're going to use people's words against them, but you can reference what they said in the past because the end of the day, people want to be consistent, right? So, when you get them to vocalize these things, it's just more powerful because if we're in the game of behavior change, people come to see you because they're in pain, they need to change the behavior. Behaviors don't change unless they're in pain until you have them speak about their pain to get the feel of twice. Once when they actually felt it, twice when they get to vocalize it, so you've got to get them to feel the pain. One of the other questions Peter kind of already alluded to, it's like, curiously, how has this been affecting your life physically and mentally, right? Or maybe even emotionally, you know, what has this been doing for you or what has this been doing to you? And you want them to be able to say, like, you know, I had a patient the other, it's probably a couple of months ago. And I was like, hey, how's everything going? How's things been feeling? And he's like, I'm just so freaking stoked, man. Today is the first day where I woke up and I felt great. I didn't think about how much pain I was going to be in for the rest of the day. And chronic pain, you know, we just taught a seminar this past weekend. And my guys, what you do is super important because when you've been in chronic pain for a long period of time, your movement options are limited, you're always second-guessing yourself, your concy thing about, is this going to be good versus bad? Is this going to get worse tomorrow? All of those thoughts are freaking exhausting, which is why so many people in chronic pain do feel fatigue. So asking that question, you get some crazy responses. Have you heard some responses, Peter? Did you, like, wow, I'd never even thought about something like that? Bro, I've had people cry on an e-mail just from like a simple question, it's like, hey, like, how has this impacted you over, you know, however long they've been dealing with it for? And so like, I still remember the first time I asked them, like, the person just started like tearing up kind of like, holy shit, did I ask the wrong thing? But I think it's really just like, hey, I don't think they've ever had a healthcare provider like get that level of deep emotion connection with them, but like asking them, hey, how has this actually impacted your overall quality of life? And so it's just like, it's a simple question and you guys are already asking it like, hey, like, was it hurt with, you know, it's just one more additional question on surrounding that, it's like, hey, you know, you've been dealing with all this, how has this impacted your overall quality of life, or impacted your ability to do XYZ, you know, activity that you want to be able to get back into. But yeah, now it's like, we have this ongoing joke, you know, with my PT team, it's like, hey, how many people can we make try this week? From like a good, good way, you know, because I think a lot of times it's like, you know, if we even get that level of deep emotional layers and connection with them, we know it's like a 98% close at all. It's like, it doesn't matter what the price is like, we got that emotional connection, it's a close. In this next follow-up question, you kind of have to read the room a little bit, but it could be very impactful to ask what happens if nothing changes, because obviously this is a lot, but like, what happens if nothing changes? Because what we want to create is, want to contrast, right? It's like, if you're like, I can bear to be in this position anymore, then we've got to create a contrast to one of potentially better situation, or like, if they find that what you do is super valuable, you really, hey, listen, if you're already said, from a physical mental perspective, it's been taking a toll on you, and I hate to see that, and you know, if nothing changes, you already alluded to the fact that like, this is going to happen. So at the end of the assessment, you might say something like, I'm just so grateful that we found things, because these are things that we can definitely help improve your pain, your function, get you back to an XYZ. Yeah, I love that. One of the things that I love doing is having them defend their position in terms of why they're looking to get help. And so it's like, I guess this also goes a little bit around the timing and urgency, but it's like, hey, a lot of people are totally okay with continuing to deal with this and continuing to kind of just let it linger. Why not just continuing to do that? Why are we finally looking to get help now? And then force them to kind of really double down on, oh, you know, I'm just so sick and tired of it, and I really want to get this issue resolved now, or, hey, I've got this XYZ coming up, and I know I can't continue to kind of let this thing leave it to the background. I have to get it addressed now. But oftentimes, like, yeah, you just get them to kind of ask, like, hey, like, well, why not? Like so many other people in this world, like, all are okay with, you know, living and dealing with XYZ nagging, like, why not US well too? But yeah, just forces them double down on. Yeah, one thing to remember, it's like, some people won't go that deep, right? And then you can always make a joke in your marketing. Listen, doesn't sound like anything serious, but I'm sure there's gotta be something, right? Because no one's hobbies or, you know, long walks in a beach and getting evaluated at physiotherapy, like, whatever. Is he something? So I'm curious, like, what really brings you in? Like, what's something that's urgent? Yeah. I love that. One more question that I really like to kind of really seal the deal in terms of like, hey, making sure that they, like, take action is like, whatever issue that they're dealing with, right? Like, hey, like, do you feel like today is finally the day that we decided to draw a line in the sand and decide to take action towards getting XYZ issue resolved so that you can finally insert dream outcome. So I think a lot of times, like, at the end after you price drop and you kind of show them what it looks like, there are a lot of times, like, these questions around, uh, frame around, like, urgency is really to, like, help them decide, like, hey, like, today is a day I don't need to, like, think, any, I have all the answers I need, like, as long as I have the right plan in front of me, it's something I want to take action on. Um, but yeah, that was like a line that I heard, um, in one of the previous sales courses, I said, it was like, hey, do you feel like today's a day where we decided to draw a line in the sand and say, hey, no more, we're going to finally do something about it today. And it's really just so you know, it's a motivational interview. It's really kind of what I think about it. It's like, hey, you know, like, what behavioral changes are we going to do? That's different from all the previous actions that we've done before in the past, um, because all the stuff we've done before in the past has led us exactly to here to this point. We've delayed, we delayed, we delayed, cool. We have to do something different today. And do you, what Peter just said was super important. He defended the reason why he's asking that, right? It's like, people delay delay and that's why we're here today. There's a rationale for everything that we're asking because you're going to get some pushback. It won't be common, but it'll be people like, why are you asking me those questions? Why are you asking me all these urgency and consequence questions? And all you're simply to say, it's like, hey, what we do requires you to do a ton of work in order for it to work. You're only going to be seeing us like once a week and you're going to be doing a lot of stuff between our appointments and you need a lot of internal motivations. So if there's not the intrinsic motivation, not if not an internal motivation to want to change, I just want to make sure that you're here and you're motivated because we are going to give you a plan, but we can't carry out that plan for you. Love it. And you can always kind of frame it too. It's like, hey, all of our best clients are always the most motivated ones who always decide to take action. Our best clients who get the fastest results, they decide to move very fast, implement everything, every single thing that we tell them to do. And so we just want to make sure, hey, everybody that we onboard and bring on as a client has always the best results. Yeah, sorry, good. You're going to say, well, no, I was going to say, if you're in a city, like a New York city, one of the things that I ask, because we have so many people that work in finance, consulting and they're traveling all the time. I have a huge step question. One more from the physical therapy side, right? It's like, hey, what does your week look like from a physical activity perspective? Because I need to see where we need to build your backup to. Is it three runs a week, three training sessions a week, three and three? Essentially, what does that look like? So I know what we can build up to. And then my follow up question would be like, hey, just curious, like, do you have any like big travel plans or anything like that coming up? And why you want to be able to ask that question is because if people have travel plans coming up, their at the end might be like, ah, let me think about it because I've got a lot of travel coming up and I would rather make the decision when I get back. And then quick, it's nothing's going to happen. So your goal is to ask that question. And when they say, "The travel plans coming," they say, oh, awesome. And I don't want you to even stress about it because one of the things that we do is we actually provide virtual concentrations, tons of our patients, right? Travel for work. So like, it's one of the things that we've found to be extremely useful to keep you consistent and make sure that you're getting back to what you want as fast as possible. So now when you present that at the end, it's like, hey, totally get that you have to travel. Remember, this is normal, right? Like, you traveling is normal. We do a lot of virtual concentrations with patients. It's in the nature of the city that we live in and a lot of the people that we work with are traveling every single week. So we can definitely accommodate for those things. - I love that. Another thing around schedule, right? I think we just kind of framed or asked around, hey, like, logistics of being in one place versus kind of like traveling, but another thing we can ask about is, hey, do we have the actual bandwidth to actually be able to commit and maybe like, hey, two or three times a week of doing 15 to 30 minutes of a workout that will program out for you? I think one of the things that we've gotten hit before in the past is like, hey, I'm like, my life is super crazy right now. I'm like, showering my kids all around and everything. And so alongside schedule is like, hey, you know, typically if we were to work together, we typically need you to be able to commit at least 30 minutes, a couple of times a week to be able to actually commit to a workout. With everything that you have going on with your family and your work, you know, travel schedule, or everything like that, is this something that you're able to commit to? So that way you can actually, you know, make some changes and workout, get this issue moving forward in the right direction. That way there can't be like, hey, at the end, it's like, oh, man, like, I've got X, Y, X, Y, X, Y, X, Y, X, Y, I can't do it. It's overwhelming. It's overwhelming, you know. Yeah, I had a great chat with Pete DeBouy. He's a partner at a Crescent. He presented, I've seen him present twice. And his last presentation was at Mike Boyle Spring Seminar last year. And he said, we use sales psychology to help people make better decisions. There are going to be people, especially if you're a cash-based physical therapist. The unfortunate reality of what we do is that no one ever comes to see us first. People come to sneak cash-based physical therapists after they've been to typical insurance clinics, exhausted options, and just haven't been able to get the outcome of what they, who've haven't been able to get an outcome that they can want. So with that, it's like, you're going to have people that have limiting mindsets about what physical therapy is capable of accomplishing. So your goal is to help direct themselves as leadership. People are doing things for the first time, right? There is the first time maybe that they've been in a cash-based physical therapist clinic. It's the first time that they're experiencing, you know, what you do for the, what you do, right? Your business is completely different than another business. So it doesn't matter if people have seen a lot of different surgeons, physicians, it's the first time interacting with you. So your goal is to lead them and sell psychology. It can be used for good, and it can definitely, definitely be used for bad. Your goal is, if you're a good person listening to this, you're leveraging to help people make a decisions. If you're an asshole, just pause, and don't listen to the next subsequent parts. So I don't do it. But don't feel bad about helping people make a decision. How many times have someone, has someone guided you along the way of doing something, you're kind of thinking twice about it, ended up being the best thing you've ever done for yourself? Yeah, I would say everybody who's coming on work with us, like not one person has like turned around and said, hey, like I regretted all this actually moving forward with this program. You know, everyone who's moved forward has always been ecstatic, like, hey, so happy that you, you know, got me over the line so that we could actually do this. But yeah, regarding sales psychology, we have, every day when we meet with our SDR team, it's funny, like, there's about a four of us on the call every single day. And the other week, one of our SDR showed up to the call with her, like, she had like, I guess she was a little bit sick underneath the weather. Then one of our other SDR, she was like, oh man, how does that make you feel? Like, how is that impacting your overall life right now? And so funny, because like, these are all questions that we're trying to do, and she's not just like, raffinance with that, just like, hey, like, you know, have you ever thought about what might happen if this issue continues to linger and continues to get worse? What might happen to that? But yeah, it's just so funny. It's like, once you start kind of like, integrate these questions in, then you just kind of like, such a show up and, you know, like, beating and stuff. But yeah, I just kind of like, an ongoing joke now. We have-- If you do this, granted, you know, I'm super grateful that I get to run a practice with my wife. And obviously, do go getters with Peter Ancriste. So it's like, we talk about sales, objections, and stuff like that all the time. Every now and then, we're getting an argument. I'm like, hey, I totally get that I can change, right? But I'm curious what makes you feel this way? Like, it's interesting. You're diffusing the joke with like, fucking comedy at the same time. Or it's like, yeah, yeah, listen, I didn't even watch it. Oh, there you go. I hear you. I hear you, right? Because most people say, always be closing, ABC. And that's a fucking terrible advice. It's ABD. We skip C. It's always be diffusing. Always be diffusing. That is what you want to be doing. All right. So it's pretty important though. That like, hey, we've handled objections, and everyone is super happy with-- and then making a purchase and things like that. Even if five people were unhappy, but he did this with 100 people and five people are unhappy, he still helped 95 people. Right? Otherwise, wouldn't have been helped. And that's the mindset that you got to have. It is OK. There are going to be times where you don't get a positive outcome. No one bats perfect. Your goal is the baddest perfect that you can, but you're not going to bat perfect. You still have to take it seriously, but don't take it personal. Think about, hey, how can I have made that better for that person where I didn't get a positive outcome? Maybe down the line, when you learn something, you're like, you know what? We can actually help that person in. Let's come back in and like, we'll treat you for free complimentary. Because you obviously took a huge risk in you, you know, spend your hard earned money with us and didn't get the outcome you want. So we're here to serve. So I want you guys to think about that, right? It's like, you can't go in expecting the bad perfect because you will be frustrated. And if one person out of the 100, five people out of the 100, you know, get the outcome that they're looking for because you started to do, you know, some objection handling, it's worth it. I would say another thing, too, is like, even if they don't close, by you asking some of these deeper questions, hopefully, you get them to start thinking in a framework and a mindset that they would have never, ever thought of. Have we only asked like superficial questions? I think a lot of times, like, we always want to be here like the nice guy. But I always think about like us as PT. So all we're doing is we're coaching these people. And for me, I always, like, yes, is it cool to have like a coach who's nice? Yeah, but it's even better to have a coach who can actually hold you accountable and can lead you to choose like uncomfortable decisions and lead you into like the higher level of version of yourself, right? And so I think like a lot of times, like, that's really the mindset that we have to take is like, hey, can I challenge this person to kind of think of their situation and how they've been acting in a different way so they can take different actions and become a better person moving forward? But all right, so we screen out, we screen out schedule, we screen out urgency, we screened out deeper level of emotions. I don't think too, is like, hey, different options, right? And I know, and we kind of talked a little bit about like, hey, they have so many different things that they can go out to these days, like, then go to a personal trainer, they can go to insurance physical therapy, they can do, you know, chat GBT, YouTube exercise. Not too long, a lot of cloud. (laughing) But it's like, you want to ask them, hey, like, well, what have you tried to do so far for this issue? And it's like, if we know, if you're getting a lot of objections around like insurance physical therapy, you're like, hey, if you have like maybe like a trainer come in who has like a very robust background, and they potentially, if you're getting a lot of like, hey, you know what, this sounds pretty true for I feel like I could potentially forget it's out myself, then you can just straight up ask them, it's like, hey, I know you're here chatting with us today, but like, have you ever thought about other, or looked into other options? Have you thought about like going into insurance physical therapy? Have you thought about like trying to, you know, resolve to this yourself? Is this something that you feel like you could actually, you know, potentially fix yourself? And then that way you can kind of give a little bit insight as to like what they're, you know, how they view the scenario in terms of like their ability to navigate it, as well as like, hey, if they haven't gone to insurance physical therapy, now's a really great opportunity for you to be able to tell them a little bit about the differences between the two of you guys instead of like waiting for that to occur all the way at the end of the woods. Yeah, I like that, especially if you're working with someone that has never been exposed to physical therapy for in the past, because then you can also educate them, right? Some people might come in and say, hey, I want to do shockwave, right? Yeah, totally get it, right? It looks super, super promising, right? But you can start to break down some of like the actual literature, like, hey, are you open to a different opinion on shockwave? It's, yeah, awesome, yeah. And you can just reference patients in a passive, yeah? We've had a lot of patients come in and they were promised these amazing results by shockwave, but what, what it sounds like you're probably dealing with is something related to like a load problem, right? Like you need to get your body, You can't shockwave yourself. It's a stronger muscles and tendons Definitely help in the early stages, but like it's just not gonna be able to build you up So it could be a great adjunct, but it won't be a complete plan Yeah, I really like just asking them we're getting their viewpoint on all the other options There are out there because I think if at any given point in time They feel like they could potentially like get what you're promising them from another source for maybe like at a cheaper or even like at a Faster time-free. They're gonna go with that. So you might as well kind of just like ask questions and get all this Get all these different options to kind of flush the surface so that way you can educate them If we think about like insurance objections, it's really just comes in a matter of like education They don't know the difference is between the two all they know is hey, they won't play safety insurance The other place doesn't so we can get them enough information and educate them then at the end Now they can make an actual informed decision on whether or not hey Like are we the best and only outcome and only solution that they should go with together this issue resolve for a go Well, I love it one thing that you're gonna hear often Is people that I can say I want to try these things first That's another comment once that I got think about it. I'm just gonna give these exercises a try first You want to go through some sort of presentation where like you're talking about how you're gonna progress stress over time Yeah, I always say it's like hey listen We're gonna go out there. We're gonna be doing a handful of movements and my goal isn't to do something that's like super super easy Right because if it's super easy, it's obviously not gonna make a change and if you continue to do things that are below your threshold You're gonna get weaker atrophy, etc Now if I do things that are way too hard you're obviously gonna get hurt Maybe predispose yourself to injury and we don't want that either our goals find that sweet spot something that is Challenging but not super painful ideally tolerable and symptom free, right? It's challenging, but not uncomfortable and With that that's gonna be like a safe starting point for us that we're gonna build on every single week And the key is to say that like every single week Because when some and when you say that you don't just go out into the floor afterwards and start assessing people You always say how does that sound to you? Because when they say oh yep, that sounds awesome. That's exactly what I want perfect So when they say I want to try these exercises out myself at the end you but hey I totally get that you want to try these exercises out in the end and by yourself, right? The truth is that a lot of these exercises aren't gonna be that helpful after a week or two It's the same reason why we progress things every single week and I remember when we tried it about that before we went out to the gym floor I'm like oh, yeah, it's like yeah, so you can totally try these exercises out by yourself But you're gonna need to get updated every single week Yeah, no, I love that Dude, I think the last one is really just a spouse man Spouts this one is tough man. Oh man. It's so hard. I'm not a spouse that dreaded spouse man But yeah, this one is one that I think we used to get slammed with all the time With the talent killer. Yeah But yeah, we kind of started asking some questions around it and it gives us like a little bit of a better insight As to like hey like you know how prepared to would be in terms of like whether or not there's another decision maker Involved with the process as well too, but we kind of go through like a couple different like You know question sequences for someone who I know is like hey are they married or not? And you know you can kind of look on their intake form usually if they are married, you know They can put it as their relationship Emerging contact will clip to the ass and hey, you know like you know are you married? You have kids and then after the kind of answer that's like hey, oh did your wife also work out with you? You know kind of see like what their involvement is with the activity that they're trying to get back to And then from there asking them like hey cool like awesome You know does your wife also kind of like what does she kind of think is going on with your problem? You know is she supportive? You know does she know you're here today? And then oh yeah, they're always super supportive. Yeah, they don't hear it And then this is like the big big question that we love asking at the end to really make sure that we know whether or not like The spouse is gonna be involved in decision-making process or if they are the true decision maker So we ask it like this like you're awesome close so today we're gonna go through assessment We'll figure out exactly what's going on and I guess after the assessment if it is something that we can potentially help you out with and you're Excited about it. Is this something that will need to loop your spouse in first before getting started or would you be the name Decision maker Then from there that'll give you like a very clear cut answer as like hey like who is going to be involved in the decision-making process because if it is if they say hey like yeah, I'm a main decision maker and you go all the Fast forward to the end of the evaluation Now they can't go back and be like hey like oh, I gotta I gotta go shower my uh-huh Signor can other they already told you at the very beginning hey there the main decision maker now if they say hey like yeah No, I typically have to kind of you know chat chat with my spouse over for making any kind of decisions now You know hey like cool you probably have to loop somebody else in and so you set up like another additional follow call afterwards But at least this way kind of gives you like a little bit you know you can go into the pitch as well as the presentation at the end a little bit more Better prepared as like hey like how which way is it potentially gonna swing Love it love it and that one is I'll be completely honest still makes me uncomfortable Like as New Yorkers, we're so it's a different Playing field so like you have to like be kind of Yeah to sneak these things in into twine it with questions and make it come off supernatural like Peter just did The one thing I want to make a point of for we close off this episode It's like if you are the The founder of the practice that you're currently operating in and you're like yeah, it's all good Crushing my e-vise my close rate is so so high It's like it probably is because you're you know getting word amount for furl So you're doing workshops etc. Maybe doing some injuries screens and Those are warmer hotter leads if you ever want to get humbled So our so runs the ads and people that have never heard of who you are before will come through your door And that's when the rubber hits the road It's like people that don't know who you are can you deliver enough value? Can you do everything right set the stage so that by the end of that session they convert from a smaller session to a whole package Because there's a lot of people without say like ads don't work You know, I don't need to do all these objection handling things like I'm already great at sales But you're selling to like a warm audience Or you're selling people that know exactly who you are Once you sell to someone that has no idea who the hell you are that's when the game changes 100% I would say also to like when it goes when the sales goes beyond just you I think a lot of times like people who are founders They can always sell with the most amount of conviction However, when you start to bring on additional staff bts and you have multiple different personalities That's really where like hey things start to get a little bit trickier That's where like a lot of these kind of questions will definitely help streamline some of your sales process a little more We start to develop more a larger sales team Yeah, you want that process be as uniform as possible and You know in the beginning when all you're doing is word of mouth and all that stuff like more organic stuff Like you can get away with a lot of things, but Alex from all you said like no one on a team is bigger than the script and I'll just share a quick story I had last summer doing e-vow this guy was saying all the right things like oh my gosh So we said it be here. This place looks amazing so much better on the insurance clinics have been at all you guys are like I love the stuff that you post on social media X-Way like name it he was like so warm I was like kind of like today's like didn't go through the stuff So they all And boom didn't close right and I was like I will never Be bigger than the script I always got to follow my framework. I always got a creative gap I always have to make them feel the pain so that they want to change And that was my lesson last year. I was like that had that one experience. I was like nope never happening again No matter what they say to me during the evaluation they could be the warmest person ever. I'm still Dude it's not just you man. I've had my criteria that as well too, you know I'm working on the pearls real through you just kind of skip through some of these questions You're thinking that they're gonna be a more close and it never really goes out the way that you're right And so yeah, trust a stick to the process stick to the script You're never bigger than the script I'm like a bigger than a script No one bigger than a script and you got to start with the script and it's going to get updated all the time Since we've been doing GGC now for the past year the scripts have been updated twice And it's not that we don't use either or right just like different strokes for different folks Peter built one initially that was freaking crushing it for everyone a couple of people were like Hey, like I want to like change a few of these things. I'm like fine. Maybe this will resonate with you more But man, you've got people that don't even operate practices anymore that are coaching other people on business using the same exact scripts that they've been using Since you know Obama was president. You know like times have changed and even within the year We're constantly changing or finding stuff. So it's like you also can't adopt it and just be like this is exactly What I'm going to do is you're a different business you're a different person you got a different swagger different Tonelli all of those things so we create a base and then we help people figure out what makes it uniquely themselves Hello, the man. Yeah, the script should always be living and breathing You're always going to have people with different personalities rolling through so you always have to find some sort of you know Tweaker adjustment that way it best fits kind of their personality. So Never be afraid to change guys like never be efficient. Yeah, the script is a living and breathing flower And only we can water it is fucking reps baby. You got a fucking water with some reps. Who's the dad? Let's get it y'all go out there peace peace