Start Here (Module 1)
This is where you learn things like how you can get help, and where you should focus. Here, you get familiarized with the vault, and there's some vital information in this module.
In the first welcome video, Jason goes through every single tab in the whole website, talking you through every aspect of the training platform.
He also shows you how to properly post a question in the Facebook group so it gets answered by one of the Vault members. This is important, because you're definitely going to have questions. And knowing how to ask good questions is going to take you far.
In a moment, I'm going to tell you a powerful life hack you can use when talking to possible clients that will give you high status instantly.
But first, I want to talk about some things you need to know about this lesson.
KEY TAKEAWAY #1:
My key takeaways from the information that Jason covers in this module was about positioning.
What do you call yourself when talking to business owners?
It's something you might not think twice about, but you should. Most people call themselves an "SEO specialist" or "freelancer"....but your goal is always to stand out from the crowd.
The Vault teaches you to speak directly to your prospective clients' problems, using terminology like "leads now" and "leads later" instead of throwing around terms like SEO or PPC.
One of the title suggestions I liked the most is calling yourself a "business growth consultant."
Sounds much better, doesn't it?
The vault teaches a well-rounded approach to engaging with business owners.
(There is, however, absolutely zero SEO training.)
KEY TAKEAWAY #2:
It's a one-two punch that not only puts you in a position of power, but helps you identify your ideal clients.
When talking to a prospect, be sure to "ask them a couple questions about their business to see if they're a good fit."
That's right. You don't just work with anyone. You only work with the best.
You'll ask them questions about how quick they contact leads, their close rate, and other important information. Their responses will let you know whether or not they're qualified to work with you.
As I stated before, this type of positioning puts you in a position of power, and making sure to ask things like their current marketing budget will tell you if they're even somebody you want to be working with.
That way, you aren't wasting your time chasing down the wrong business owners.
How To Get Clients (Module 2)
This is where the training gets scientific in its approach.
There's a daily checklist that you can use to stay accountable.
It's a simple spreadsheet that helps you build good business habits like prospecting.
One of the mindset shifts you'll encounter is the art of collecting "no's."
Basically, you want people to tell you they aren't interested in your services?
....Did I just lose you there?
Think about it: For every sale somebody makes, you can bet that at least a few people told them "no." In fact, depending on how high ticket the product/service, they might have heard dozens of "no's" before they made that sale.
First, you reach out to potential clients and offer a "free advertising action plan" that they can take and implement however they wish.
You then ask them the questionnaire I told you about in the first module and utilize that information to create a presentation.
You then proceed to impress them with your knowledge and enlightened suggestions.
The Vault Mindset (Module 3)
I can definitely appreciate that a portion of the training is dedicated to rewiring your brain to see this business as a numbers game.
Having the right mindset is key for anyone who wants to be a successful entrepreneur.
Jason uses such words as "consistency," "persistence" and "patience" to describe the steady action you need to take to achieve success.
So this doesn't mean that options are suddenly a bad thing. But the idea here is that people tend to thrive under pressure. When there is no plan B, your back is against the wall and its sink or swim, that's when success tends to explode.
Here's my favorite lesson in this module:
It's the part that says "just get five clients a year."
Basically, you think about it like this. Five clients paying you $1,000 a month equals $60,000 a year.
That's more than some people make at their day job working 40 hours a week.
But of course, he's not telling you to stop there. He wants to empower you to scale to the moon if that's where you wanna go.
Some people just need to have things broken down very simply to really see how doable something is. It can be overwhelming to think about getting from $0 per month to tens of thousands, but if you just think about only acquiring five clients each year, that sounds much more reasonable.
I think it's a smart mindset.
(But you should want ten times that amount at least.)
Learn Marketing Strategy (Module 4)
If you're interested in this program, you probably know that the core idea is to get clients and generate leads for them.
But there are other services you can offer, depending on their needs.
You can start with a low-cost or low-risk service, and walk them slowly up to more lucrative offers.
This little concept is called the Value Ladder.
So not only are we using the Value Ladder by offering our free advertising action plan to business owners, many of the vault campaigns also rely on this same principle.
But what's a good example to explain this?
One of the campaigns in the vault is for a gym. Basically, you offer a free 1-week pass to try the gym out.
Then after that trial period, you just upgrade them to a bigger package.
Pretty simple, huh?
Get To Know The Vault Services (Module 5)
So we understand that the LMV business model has lots of different angles... But how many?
Jason McKim puts it this way: "You help small businesses get more leads, sales and profits."
How do you categorize your services clients can better understand them?
There are three main categories that all successful businesses incorporate.
Jason teaches you that they are Brand, Customers Now, and Customers Later.
What does that mean?
A breakdown of Brand, Customers Now & Customers Later:
That's pretty standard, but what sets the LMV apart?
There's also training on optimizing a Google My Business listing. You know how you search something on Google and the business shows up on the map? A business doesn't show up unless they have a Google My Business account. Since most people end up going with businesses that show up in the map section, this is a very valuable asset.
Another interesting service that fits into all three of the main service categories is video marketing. If you do it right, it can result in brand exposure, social media growth, and even more customers.
A quick way to do that is to post a video onto your client's Facebook page, and spend a small amount of money to get viewers.
That's all well and good, but where most people get stuck is the content.
Usually it revolves around frequently asked questions, with a "call to action" that prompts the person to get into contact. If done correctly, the questions are typically buying questions that show somebody is shopping, but hasn't found their service yet.
KEY TAKEAWAY:
A tool is introduced in this module that I felt was an absolute gamechanger.
It's called Dashclicks, and you can use it to generate all kinds of reports, as well as outsource things like social media posts and SEO, though I don't recommend the latter.
Learn Sales Strategy (Module 6)
Now for the good stuff.
I've heard it said that the most valuable person at a company is the salesperson.
After all, you can't make any money if you don't have the ability to sell your services, right?
What I also like about learning good sales techniques is that you can take them with you anywhere you go in life.
There are a few unique things about the way the Vault teaches you about sales.
The first video talks about thinking about things from the client's perspective and identifying the things that they care about.
Where many people trip up in sales is spending the entire conversation thinking about their own interests instead of the interests of the person
they're trying to sell their services to. As a result, they're too wrapped up in the numbers and not thinking about where they can add value to the individual.
Trust me, having a sales conversation goes a lot differently when you're trying to figure out, "what do they care about? How can I help them? And how can I speak their language so that they can understand how I can help them?"
Throwing around terms like "landing pages" and "SEO" typically don't mean much to a client.
Talk about things like getting more phone calls, more sales and having more time in their day.
More helpful tips from this module:
And then there's the matter of pricing.
Them dolla dolla bills, y'all!
Here, you'll be taught to sell things as a package, giving a discount for bulk pricing.
If they don't need all of the services you have to offer, Jason teaches you to downsell, using techniques such as waiving your setup fee, or offering a trial for your lead generation services.
You can also offer just one initial service, such as running ads or doing reputation management to help business owners get more good reviews and avoid bad ones.
And this brings us to...the Six Circle Close, aka the Vault sales method.
It's basically a slideshow that you use when selling your services.
Adding the visual component makes your offer more compelling, too.
It lays everything out in three easy to understand categories for your clients.
All this talk about pricing isn't worth much if you don't how how to take payments. Thankfully, they've already thought of that, so you'll be ready and looking all professional when it comes time to get paid (cha-ching!)
You may run into instances where the client also wants you to teach their staff some of your fancy tricks.
That's where the consulting option comes in.
This is also great if your clients get too curious.
Build Your Agency (Module 7)
Here, we start digging into our motivation for starting our own business. It might be really easy for you to think that this is a portion of the course that you can skip.
But it's vital. Because despite what the seemingly endless number of online gurus will make it seem like, entrepreneurship ain't easy.
You're going to need to remind yourself often where you started and why.
Why are you here right now?
To get your juices flowing, Jason talks about growing up poor and his parents getting laid off.
That motivated him to never go through that again.
Everybody loves a good, heartwarming rags-to-riches story, right?
So let's think about this...
What in your past or your present has lead you to want more?
He also talks about legally opening a business.
You want to start out as a Sole Proprietor, and then work your way to an LLC.
He then teaches you things you can write off, such as your investment in the course and your computer.
He even gives you some guidelines for naming your agency!
If you're pretty savvy about spending and like to be mindful about your outgoing pennies, you might wonder about the cost of necessary tools required to run your agency.
Fortunately for us, marketing agencies typically face very few costs to begin with.
Even so, Jason goes into some strategies to avoid paying out of pocket for your tools.
And when it comes to pricing strategies, the Vault doesn't leave you in the dark about those either.
Pictured below, they break down pricing in a very detailed fashion.
Things like intake forms and business accounting tips help you feel more professional and confident, which makes the Vault so interesting.
Other services such as retargeting the traffic that businesses are already receiving and email marketing are also discussed as methods of bringing in clients.
Alright, so let's say the day comes where all your hard work pays off and you have a prospective client on the hook who is interested in moving forward.
Well, there's also a handy intake checklist to get all their business information in one place, meaning you won't go back and forth.
Again, it's all about looking confident, especially to your clients.
They have to know that you are capable and have their best interests in mind, and that you aren't over there fumbling around.
What's A "Done For You" Value Ladder? (Module 8)
After teaching you about the Value Ladder, they dive deeper.
How will this help you exactly?
It gives you a clear starting place when prospecting, and shows you who needs your help.
So what's an example of this?
I'll give you a breakdown of the only example they currently have.
First, I want to explain that the Vault is built around this concept.
Jason and James' funnel hooks you by giving you a free training.
Then you schedule a call to talk about this business model and see if it's good for you.
And running your agency the vault way?
It operates on the same principle.
You offer a free advertising action plan to get business owners talking to you.
After that, you progress them up the ladder, starting with one or more services.
You then add more services in the future, until each client is worth around $1,000 per month.
So what's the value ladder in this module?
They show you how to offer a free "Brand Reputation Report", of all the reviews a business has received on Google, Facebook, and other places.
And if they have bad reviews?
You use it as a selling point.
And if they have a bunch of good reviews?
You congratulate them, and offer to protect that five-star status with reputation management!
Either way, you're in!
Learn Everything About Funnels (Module 9)
So is the funnel training really... unique?
Can't you just learn it from Russel Brunson or any of the other ten million funnel builders out there?
Well, for one, the Local Marketing Vault gives you focused, niche-specific training that's meant for local businesses.
And those custom, pre-made funnels for each industry?
This is where he teaches you how to access those with just one click.
And what if you need to build out a custom funnel?
Jason does a great job of teaching every aspect of the ClickFunnels platform so you never feel like you're lost.
My only complaint?
It's difficult to find one particular piece of information since the lessons are videos.
Luckily, I was able to get my questions answered quickly in the Facebook group.
You know what's crazy?
There's even an entire video about turning off the ClickFunnels affiliate badge so you can have a distraction-free experience for your client's customers.
He also teaches how to pick a domain name for your funnel and get it set up with ClickFunnels.
After that, Jason teaches about building your forms using Wufoo since they're better than ClickFunnels forms.
From there, you learn about instantly cloning the vault funnels so you rarely have to build anything from scratch.
This is a huge timesaver, and time is your most important asset.
From there, you learn about cloning the vault funnels so you rarely have to build anything from scratch.
This is a huge timesaver, and time is your most important asset.
Oh, and if you're doing a white label campaign?
They teach you how to make great-looking logos using a website called Canva.
Are you ready for my favorite part of the training?
It's called CallFire, and it's one of the best tools for marketers in the world.
Not only can you forward and record phone calls, you can even forward texts!
Become A Master At Funnel Automation (Module 10)
So when you hear the word automation, do you think of super complicated technology that requires a scientist?
It sounds a little daunting, but James and Jason do a great job of making it simple.
But what exactly are we automating?
Things like sending a notification to your client whenever a new lead comes in are simple yet valuable.
Have you heard the term "autoresponder?"
You can also use this tool to send a "welcome" email or a couple of follow-up emails.
All of these techniques have their own explainer video so you don't get lost.
This is also where you learn to set up the automatic lead spreadsheet I told you about previously.
But what if you need to send leads to different contacts within the business?
There's a training on doing what's called a "round robin" as well.
In what situation would you need that?
Imagine running ads for a large real estate firm.
You could send commercial leads to one department and residential to another, for example.
So are you ready to learn about the automation platform like I promised you?
It's called Zapier, but IFTTT is another service that does the same thing.
Get To Know The Vault Software (Module 11)
How much software could there be?
And it is owned by James and Jason, or third-party as well?
In this lesson, two tools are discussed. And I'll tell you the name of both soon, so just keep reading.
The first is an automated follow-up tool created by the Vault, and it's awesome.
But what are its features?
It takes leads that come through contact forms and reaches out to them until they respond.
Once it gets a response, the lead is removed from the list because its job is done.
No more getting frustrated when somebody doesn't answer.
So what's the number one issue when business owners "can't get in contact" with their leads?
They only call once or twice.
So how often does this software reach out?
You can change that depending on the campaign, but typically you send out a text message, a voicemail drop and an email on day one.
Then day two, you send a text message.
On the third day it sends out a voicemail, an email and another text message, like clockwork.
You can repeat this as much as you want.
But I said there were two tools, right?
The second helps automate the process of obtaining reviews, as well as sending out an alert whenever a bad review shows up so it can be fixed.
And you guessed it, it helps to automate the act of reaching out to past clients.
How important is this?
Well, BIA/Kelsey said 97% of people read local business reviews, and over 86% of people reported that buying decisions were influenced by negative reviews!
So what was the automated follow-up software I promised I'd tell you about?
It's called Howde, and you don't have to be a Vault member to use the service.
Become A Facebook Ads Wizard (Module 12)
This is where the rubber meets the pavement.
What can the Vault teach you that you can't learn elsewhere?
For one, they have blueprints for specific niches that have been tried and tested in thousands of locations across the world.
What about the skills you learn?
There's something called the 3v3 method that's very interesting, and I'll tell you about it in just a minute.
But first, let's walk through this module.
Where does the training start?
The very first video teaches you how to use the business manager, and tells you that you can open two of these right off the bat.
So if they give you ready-made campaigns for specific niches, what do they teach you about building your own campaigns?
Well, they show you everything from researching Facebook campaigns and setting up your tracking pixel all the way up to understanding the different types of campaign you can build out.
The most important stages of running a campaign such as duplicating and split testing your ads, scaling, doing retargeting ads, and even creating simple videos for your ads are also discussed.
There are also some nice tips about maximizing the reach of your campaigns and increasing your ad account limit.
But what was the 3v3 method that I told you I'd talk about?
So basically, you build out an ad set, then make ads under it using different images and text.
After that, copy that ad set twice and change the targeting metrics.
The end result is that you can quickly cancel out the ads that aren't performing well, rather than waiting a week, doing your A/B testing, then doing another week.
After the first 24 hours, they suggest that you kill the ads that don't perform well.
The only downside?
That means you'll spend a little more of the ad spend up front, but you'll also hone in on some better results quickly.
Learn Facebook Messenger Chat Bots (Module 13)
What does the LMV teach about chatbots?
More importantly, how can they benefit a local business?
The first video is an overview that talks about how to create a list, much like the way you would an email list.
I'll tell you the name of my favorite chatbot in just a minute, so stay with me!
But what's the difference between an email list and a Messenger list?
Well for one, the open rate in Facebook Messenger is around 95% at its lowest!
Another cool is you can send out an automated welcome message anytime somebody goes to your page.
What are some practical things you can do with this?
Well, you can offer information like contact information, a list of services or even some of the current offers the business is running.
Oh, and if there's no dedicated person to check messages?
You can also chat with people directly from the platform, without being an admin.
So how can we harness some of these features, to help business owners can increase their sales?
Well, one of the coolest tricks is adding a chatbot to a Facebook ad, allowing you to trigger a certain sequence once a person clicks on the Messenger button inside of an ad.
This allows you to generate more leads from your ads and create a much more hands-off experience for the business owner which is huge.
So what's my #1 favorite pick when choosing a chatbot?
It's called ManyChat, and I like its visual builder that helps you design your bots.
Learn Google Ads/PPC (Module 14)
And here we go with another incredibly valuable part of the training...
Have you ever wanted to run Google ads for a business but didn't know where to start?
Well, the Vault does a great job of teaching this.
And the best part?
I'm gonna share some of their best secrets with you, so continue reading!
So what's the kicker that makes PPC more powerful than Facebook ads in the long run?
Well for one, they have the highest intent of all ad types, due to the fact that ads are only shown to people searching for those terms..
What do I mean by that?
Well, they're typing "towing services" into Google because, well...
They're looking for a tow truck!
This means PPC ads have high relevance.
So what's the downside?
You have to be incredibly careful not to choose the wrong keywords, otherwise you might waste tons of money.
In the case of the ready-made Vault campaigns, however, you don't have to worry about this.
But what do they teach you about creating your own campaigns?
Crucial skills like keyword and competitor research, building landing pages and picking a domain name get you quickly up to speed.
In fact, everything from billing to setting up ad groups is also carefully explained.
Even advanced concepts such as display and Gmail ads are explained, so you'll definitely be given a variety of information.
But what about the tips I'd promised to give you?
Well, you can use a tool called AdWords Wrapper to wrap your keyword phrases in the three main types of keyword types.
Now here's the important part!
Only wrap each keyword in the following two types of modifier: Broad Modified and Phrase Match.
After that, keep a close eye on which keywords are turning into conversions and which ones just waste money.
With this in mind, kill the keywords that aren't doing you any good.
Look At LMV Campaign Reviews (Module 15)
So what about that Facebook group and all those Q&A sessions?
Well, there are also a number of campaigns that have been created in part by the students, with the help of James and Jason.
So how does this work?
And is it useful to watch?
The short answer is yes, absolutely.
Each one of these videos is about an hour long.
there's also a whole campaign being showcased that was created (mentioned above) by a student.
So what's an example of some of the advice given?
I'll give a little more insight into why using the AdWords Wrapper is useful, and also why you should use only Broad Modified and Phrase Match keywords to begin with.
So why do we do this?
Well for one, it forces Google to only show ads to people that are typing in those exact words.
It also makes sure that you aren't paying for unrelated queries.
Do you want to see a good example?
One from the House Painter campaign video goes like this:
The term "paint color" wasted around $20 due to the student not using this strategy of doing a Broad Modified and Phrase Match keyword.
And as you can imagine, the person typing that keyword wasn't looking for a painter, and may not have even been looking to paint a house.
Who knows?
It could've been a car or boat!
Listen To Every Single Q&A Call (Module 16)
So what do you learn here?
Well, ladies and gentlemen...
Everyone from beginners to top earners share their secrets here.
Want a high-level tactic I learned here?
I'll spill the beans in just a minute.
But first, I'd like to say that this module can be a little bit tedious.
But you know what the great part is?
If you miss a Q&A session in the vault, you can always hop onto their website and watch them here!
there's also some pretty great little nuggets of content, such as the one I'm about to share with you.
So what's the big deal?
Well, one of the speakers at the LMV Live 2019 event, Todd Taylor, said that he's actually speaking at (pretty small) seminars, basically overloading them with every little piece of information possible...
And then he offers to do it for them at the end of the talk.
He said he's closing 10 out of 15 people he talks to!!!
His niche?
Realtors.
Let's Look At The Vault Campaigns (Module 17-20)
Are you ready for the most important part of the entire training platform?
The part that gives you the edge over every other marketer in town?
In a moment I'll tell you about this oh-so-important part of the training and give you an entire campaign so you can go get clients today!
But first, let's talk about the value you'll find in these (four) modules!
So to start with, there's a free towing campaign that also doubles as a "starter" campaign because it's incredibly simple to build and implement.
Due to the nature of towing leads, you're looking at mostly phone calls with very few form submission type leads.
This means no setting up anything complicated follow-up systems, which is only important when you have form leads.
Next, in the Tier 1 Campaigns, we have the electrician, HVAC, senior home care, gym or fitness funnel, spa - facial funnel, and hair salon funnel.
Do you think that's it?
Nope, just getting started.
After that we've got yoga, real estate investor, plumbing, a wedding photographer, garage door repair, furnace & A/C tuneup, and lawn care!
And that's just the first of three tiers.
Do you want to know what's in the second tier? Well...
Take a look for yourself!
But what's with the tiers?
Well, The first tier is generally recommended for a retainer of around $500-1,000 a month, and the second tier is from $1,000 to $2,000.
But what about the third tier?
Well, first I'll tell you what niches or verticals you can expect to find here.
Next comes the roofing, personal injury, divorce attorney, pain management, Mortgage Buyer/Refinance, Podiatrist, Plastic Surgeon Makeover Contest, and finally the Workers Comp Attorney funnel.
The monthly retainer fee you can charge is anywhere from $2,000 to $3,500!!!
Not bad, huh?
Okay, so what about that campaign I promised I'd teach you?
Well, it's time to spill the beans.
But which one will I give you?
Let's go ahead and pick one from the first tier since you can already get their towing funnel for free by opting in to their email form.
Since I gave you a teaser of the Med Spa campaign, I'll go ahead and give you the rest of it.
So here's the traffic type and offer. As you can see, it's a Facebook campaign.
Above, you can find the top half of the landing page.
And don't worry too much about what builder to use, the Local Marketing Vault teaches you to use ClickFunnels, but you can use whatever's clever.
One of the most powerful aspects of the Vault, however, is the fact that you can click one button and get a ready-made funnel for any of the listed niches!
Think about how much that simplifies the process...
Weebly is a super simple website builder that you can use for landing pages as well as blogs, or you can use Thrive Architect, the very same tool I'm using for this blog (I'll give you a link to another of my blog posts that digs deep into how to utilize this amazing tool soon.)
And here, you I'll give you the bottom half of the landing page (since the video only shows one part at a time.)
So we've got the offer as well as the stats, but what about the targeting metrics?
Since Facebook targets based on demographics such as interests, age and gender... That means those are your most treasured pieces of data!
So what do those metrics look like?
Well, let's take a look!
So first off, you target a 5 mile radius around the spa's radius, and then target women 30 years or older.
And the daily budget?
Ideally, you'll be spending a minimum of $10 per day. More is always better.
Make sure and uncheck everything, only displaying your ads on the Facebook Feed. That means no Marketplace ads, no Display ads, and especially no Instagram ads!
Just don't do it! (Not at first, anyway...)
And the Ad Delivery optimization? Leave it as the default (link clicks.)
The bid amount is automatic, so don't worry about messing with that.
You can find the ad settings below:
Make sure and use the 3V3 method when building out your ads, like I taught you above.
After the first 24 hours, as long as you have some data, you can go ahead and kill the ads that are not producing any results.
I typically only kill one or two of the ads at a time, then wait another 24 hours.
Don't get too trigger happy, as you want to allow the ads to properly run before making any changes.
The ads will tell you whether or not they've fully optimized themselves, and this typically happens after around a total of 50 leads.
And don't forget to install the Facebook Pixel into your landing page!
And now the final piece...
What do you type in the ad itself?
Feel free to test off of the ad and try other copy...
But what the Vault teaches is the result of countless tests and thousands of real dollars spent on these ads.
In case you can't read the ad text, it says the following:
"Attention <city>, Ready for <Valentine's Day>? To celebrate we're giving away 20 FREE Facials on a first-come, first-served basis! <Name>, our facial specialist, is eager to fill these spots up FAST, and I am sure they will go soon, so don't wait and click 'Book Now' below to schedule a time before they all disappear!
Under that, the main headline says "FREE Facial Offer Valid At Our <City> Location! Only 20 spots available so book to reserve your spot today!"
And obviously, wherever you see words in brackets, you MUST exchange the text there for whatever city/ employee name/ upcoming holiday there is at the time.
Rinse and repeat!
Dive Into The LMV Tech Concierge (Module 21)
So I bet you're wondering to yourself...
Just what is the tech concierge?
Well, this is where you can get one-on-one help with specific tasks.
The best part?
They'll actually do it for you!
So what might you use this for in the LMV training?
Maybe you need a Pixel set up real quick, or even something like a landing page!
What if there's one little thing that's holding up your entire operation, and you just want to hop on a quick call with somebody?
That's exactly where the LMV tech concierge comes in.
Let's Find Out What's In The Advanced Gold VIP!!!
What a name, huh?
So I bet you're wondering what this is for, what's in it, and how you might go about getting access.
So as you can see in the image, you can only access this part of the training once you've paid your tuition in full!
Now that's a pretty darn good reason to make good on your obligation, isn't it?
Okay, then. So what are all these trainings about?
Let's dig right in.
The first training is all about teaching you a VERY solid sales script called the Viper that you'll use to massively increase the success of your sales process.
I'll give you a sneak peek of this process in just a short minute, but first...
I want to break down the constituent parts of what you'll find in this training.
James Bonadies teaches this particular part of the course, and says that it's the result of many coachings he's had over the years.
What he's done here is taken pieces of the sales scripts that have worked the best over the years and put it all together to come up with his masterpiece.
How long did it take him to put this thing together?
He says in the second video that it's probably cost him around $10,000 to get all the coaching needed to perfect this skill. That means that getting it for free is absolutely amazing for those who pay off their tuition!
So where do we begin?
Well, we begin by getting ready.
Some of the most interesting tips he gives here are to record the phone call so you can listen to it later, and to keep the conversation hands-free so you can use your hands to express yourself while talking.
After that, you spend about 2-3 minutes asking some simple personal questions about them such as: "How's your day going?" or even "so where are you from?"
After a (very) brief "get to know you" kind of conversation, you can nicely pivot the converstion by saying something along the lines of, "Cool, so <name>, I know how busy you are so we can just dive right into this cal land get started, does that sound ok?"
So what's next?
Now, you have to get an understanding of what's going on from their point of view.
Asking a couple of questions about their business, listening, and probing deeper is that makes the basis of an excellent sales call.
It really is that simple. After that, James teaches you how to ask further questions that expose the prospect's pain points, thus allowing you to dig in and find what's going wrong in their business.
Then he shows you how to find out about their goals, so you can bridge the gap...
Okay, so what comes next?
Then he shows you how to bring them into a state of realization to the question, "why haven't I achieved my goals yet?" or even "what's holding me back?"
The idea is to allow them to discover that you can help them achieve their goals faster than they ever thought possible.
There are a few more steps to closing out this whole entire process, but remember when I promised you I'd give you my favorite part of this?
It's called incentive pricing, and you basically waive a setup fee for them if they move forward with you on the phone.
After that, he goes over the most common objections and how you can navigate through them.
All in all, it's a very simple, thirty-minute sales script that takes you from cold to piping hot.
