The Tai Lopez Show: Sales Training, Scaling, and Breaking Objections with Guest Johnny Mau

One of my students, four years ago, he was having to eat out of dumpsters. This year, he's doing 44 million with 10 million profit. He's 26. I was initially cold calling to realtors to sell the marketing. I had like $70 to my name. Forget what everybody says. You don't want a level playing field. You want a monopoly. Competition eventually destroys all profits. You're in sales. You got to be putting an AI angle to it and a personal brand. You give someone like that and put them onto a sales floor, I guarantee that they would see at least 20 to 30k a month within the next like two years. Here in my garage, welcome today to the Tai Lopez show. I have a special guest, Johnny Maul. We're talking sales teams, how at 22 he's collecting a million a month. Welcome to the show. What's going on? Yeah, I'm going to talk about this book everybody should be reading. If you're not reading zero to one, what are you even doing? Are you even trying to make money? This book has the endorsement on the back of Elon Musk and Mark Zuckerberg. So, two guys that made about as much money as any human ever. I read this an uh every year annually. Nim Talib says, "Don't read any book unless you plan to read it multiple times." This is a book that I read once a year. So, all you trying to make money, Peter Thiel is an absolute beast of a guy. He's really he started PayPal and then Elon Musk merged his ex company. So this is one of the OGs of the modern you know internet make money venture capital. He started founders fund with another guy named Ken Howry uh friend of mine Ken who is one of the biggest VC fund. They funded everything. They funded Uber they Airbnb. So he's a multi-billionaire. Some say he's the highest IQ entrepreneur in the world. So, I just wanted to give a shout out to this book because I'm, you know, it's a new year, so I read it every year. Look at the he's got good, this, if you write a book, this is a good set of endorsements. Mark Zuckerberg and Elon Musk. Zuckerberg says, "This book delivers completely new and refreshing ideas on how to create value in the world." Zuckerberg's only man to ever be worth 100 million under 37. Elon Musk wrote, "Peter Teal has built multiple breakthrough companies and zero to one shows how." Nim Talb, author of The Black Swan. When a risk taker writes a book, read it. In the case of Peter Teal, read it twice or to be safe three times. This is a classic. So, every chapter it it's he's a very interesting thinker. One of the things is how to escape competition, right? His big thing is forget what everybody says. You don't want a level playing field. You want a monopoly. Competition eventually destroys all profits. That's why you see big companies eventually disappear like Blackberry, you know, they disappeared. You see Yahoo used to be worth a hundred bill plus and it's, you know, nothing. Now there's a lot of the companies that you see now will just disappear because they couldn't escape competition. So I tell people the average entrepreneur, so I tell people go all in on building your personal brand because legally you're not technically in the Western world allowed to have a monopoly, right? Bill Gates build Microsoft. He got sued by the US government, antirust, fought them for 10 years. Kind of won, kind of lost. Um, you see Mark Zuckerberg had all this antitrust stuff with Mark with owning Facebook, Instagram, and WhatsApp. Of course, Rockefeller had it's named after antirust is named after Rockefeller. They broke up his big oil company. And now you have companies, I forget the companies, it's like Shell Oil, Exxon, they all came out of this one huge empire. So the legal way that you can build a monopoly where actually the laws on your side is a personal brand. You're not allowed to take somebody's likeness and make money without their express permission or sharing the money with them. So if you can build a real personal brand, that's the reason I went all in on personal brand in09 even before I read this book 0ero to1. I was like, okay, how do we escape competition? Now there's different theories on how to escape competition. One way you escape competition is through doing really hard things because the average person will not follow if you do something hard. I was talking to an entrepreneur yesterday and he's doing like a hundred million and he's like okay how can I crack this code and he's like what's the easy way to crack the code? I said well if it's easy it won't make a lot of money in the long run. So number one you escape by being excited about something that's super hard. Now the best is if it's super hard for the whole world but super easy for you. That's a great way to escape competition. If you're good at public speaking there's a great one. The average human's biggest two fears are cancer and public speaking, which is mind-blowing to me because for me, public speaking always came easy. So for me, that's why I went into the personal brand space because I can escape competition through doing something that's easy for me but hard for most people. That that's the dream. Sometimes you got to find something that's hard for others and hard for you. If you really want to make 10 billion net worth, you're going to have to do something that's hard for everybody else and hard for you. But if you just want to make 10 million to a billion net worth, you can find things that are hard for others but easy for you. Number two way you escape competition is literally by forming a monopoly, which kind of is illegal, but you already see monopolies forming. Like Google is essentially a monopoly. How many people here go, "Oh, let me bing it." Like nobody bings, right? How many people say, "Oh, let me lift. Grab a lift." Most people say let's Uber. Uber's become a verb. So effectively I think Uber controls 70% of the ride share market. So if you the thing about creating a legal monopoly a you're always under the potential chance the US government attacks you or European Union wherever you are. All Western countries have antitrust laws. But number two it takes a lot of capital. So Uber was crazy capitalized. These are companies that had, you know, a bill multiple billions every round rage. Chat TBT is trying to escape competition by doing really hard things and taking a lot of capital. Now, they have competition, but not really. The average person when they think of AI, they don't think of Claude, they don't think of, you know, Perplexity. They they they think of ChachiBT. So, that's the third thing you can do to escape competition is get in early and make a name for yourself. um it just that won't last forever. But the fourth one is the one I said at the beginning, build a personal brand because the one legal thing that's hard for other people to do but easy for you to be yourself, um you don't need a lot of capital for it, right? And you know, it's one of those ones you don't have to worry about. I mean, you are a first mover on yourself. So, if you're not building your personal brand, like I'll put in the show notes, tylop.com/mpodcast calendar. And if you're doing seven or eight figures already and you want me and my team to grow your personal brand and monetize it, that's, you know, chatbt says I'm number one or number two in history at knowing how to do that, especially in the business space. So all you entrepreneurs, if you want to learn how to build a legal monopoly that escapes competition, has huge profit margins, I I one of my students, I won't say who cuz you all know him, dude. He has 80% profit margins. So if he does 40 million a year, he keeps 30 of it. That's rare. Why? Complete personal brand built around going viral. So you know, he's one of my students. He's like you. He started with me when he was a teenager and now he's just stacking tens of millions of cash every year. So that was that was a classic example. Mr. Beast is the only billionaire under 30 who's self-made. He's also somebody Mr. Beast who's been through my programs when he was you know teenager and he escaped competition by just being Mr. Beast by number two. He did all of them. Number two, he built a competitive moat by raising capital to do his some of his uh YouTube videos cost three to six million dollars to produce. So that that's and and he does hard things. That's easy for him. He understands the YouTube algorithm, thumbnails, how to write out a really compelling viral video. Most people that's super hard. But if you look now, and I told it's funny, I had a call with a guy in 2015. I said, "Man, we should build a VC fund and just get creators, influencers to like sell us a part of their business." And they were like, "No, you want to have faceless companies. You want to have corporations. They make all the money." I was like, "Yeah, that's 2015. You got to be thinking ahead for the future. What made you money?" Like Warren Buffett said, "What made him money in 1979 didn't work in 1980. What made him money in 1980 didn't work in 1981. He had to become a learning adapting machine." So, I wish that it's a guy I know well. I feel like calling him and be like, "You still think it's not a good idea to invest in influencers, influencerbased businesses." Logan Paul, he has, you know, his drink company, Prime. He's also one of my students. He was in my SMMA program and learned social media marketing, although he was already good at it, but he he was he was one of my first students. when I launched SMMA, that's a billion valuation company. He owns a piece of and just use his face. And the one thing no one else can be is Logan Paul. I think Jake Paul's made3 $400 million, not only in social media, but boxing. That's all boxing's personal brand. So personal brand, the only two things that'll make money long term is AI brands and personal brands. So if you're in a business, you got to ask yourself right now if you're making money and you're not an AI tech company. Okay, you two I try to check both boxes. I have AI tech company. Boom. I've been a tech company Tyler before Clickfunnels existed in whatever 2014. I built my first I built my own ClickFunnels in 2007 six. I started building it. So tech I got that box checked personal brand. But you got to have one of those boxes or you're going to get wrecked. You'll see next 10 years you'll you'll be extinct just like a dinosaur. You got to check one of those two boxes. Preferably both. If you look at, for example, Mark Zuckerberg, he's really going hard on his personal brand and he's going high on hard on AI. Richest man in the world, Elon Musk. He just did a raise for his AI company at 80 billion valuation, XAI, and he builds his personal brand. He's posting every day. He's on podcasts. He's on I mean he's one of the most visible people in the world. So tech he's he checks both box tech but you got to check one. So you got to have a hard audit of yourself because those that's the only predictable things for the future. You know it's hard it's very in general there's another book I don't have it here you know this black swan book by Nim Talib it people suck at predicting the future every day out we try. It's easy to predict tomorrow. It's hard to much harder to predict one year from now. And it's really hard to predict 10 years. But the only predictions you can do reliably is demographics. That doesn't change quickly cuz babies take a long time to be born. So we can predict, you know, population effects. The world's getting older, for example. So if you're in home healthare, you can make a lot of money because there going to be a lot of senior citizens that don't have kids to take care of them. Um so you can predict demographic is easy. Tech you can kind of predict because there's a thing called Moore's law which means tech essentially grows on an exponential curve. So if you see chat GBT chat GBT really AI really only got smart in like January maybe December 2024 with agentic agent AI that really the computing power wasn't there till December 2024 let's say hypothetically so but we can predict now it's going to start growing like by December 2025 26 it might be right now I think CH AI's chatbt's estimated IQ Q is 1,00 which is insane dude. Albert Einstein's 175 estimate 180 when you read by the way when you read people I see people on social media this guy has a 200 IQ. No he doesn't. No that's not Stanford Benet does not go to 200. It's [ __ ] But Einstein was 175. There there's maybe the only person maybe as smart as Einstein would be Sir Isaac Newton was probably smart. I'm actually reading a book I think that won the Pulitzer Prize on Sir Isaac Newton. He was freaking You're talking 1500s. Dad died. Mom deserted them. No special school. You know, he calculated the tides with the force of the moon and he never went to the ocean in his life. He could simulate it in his own brain. So anyway, Einstein, Newton together though, maybe Newton was a 200 IQ and AI already is 1,00 maybe 1,100 IQ. What will it be in 2 years, 10 years? I can kind of predict unless humans blow oursel off the planet, assuming humans and electricity is still here and nuclear power still working, it might have a 80,000 IQ, which basically means you'll it'll cure cancer. It will figure out a way we can fly around the world in an hour. is going to figure out. I mean, theoretically, a lot most quantum physicists don't think we'll ever be able to go back in time, but 10,000 IQ would figure out a way to do a quantum leap most likely. So, anyway, bringing it back to reality here, you got a window here in the next year or two. You got to adapt to either personal brand or AI tech company. So, whatever you're doing, like you're in sales, if you're in sales, you got to be putting an AI angle to it and a personal brand. Ideally, check both boxes. If you check both boxes, you have a chance to be worth, you know, a 100red million to 10 billion. Really, you have no limit if you have checked both of those boxes. But if you only check one, you can be worth, let's say, 10 to 100 million realistically. So, though, and people that don't have those, I would bet against them, man. I bet that they're going to make money and then all of a sudden business is going to get too hard and like 0ero to one says the competition. Just think about ads right now. Think about Facebook ads. Okay, you can run Facebook ads. I I'm good at Facebook ads and YouTube ads and you can do it profitably. What happens when some AI comes in and can create 20,000 ad creatives in 20 seconds, run them and manage them all? It's going to saturate out. I don't even know what'll happen to the ad platform. That's why I double down on ads and organic personal brand. Same with personal brand. Now there's all these dudes running accounts with beautiful women that don't exist. They're just AI women. Drives them into only fans. There's tons of dudes making, you know, 10 to 50,000 a month with nonreal. So that's going to saturate out social media, too. That's why I don't just build my personal brand just on social media. I do live events, inperson stuff just in my mastermind. So, you really got to go into AI and personal brand diversified cuz it'll everything going to start saturating. I used to be able to buy Google clicks in 2001 on Adwords for 20 cents. And I remember saying to myself, this is expensive. I'm like, I got to pay them a quarter essentially. What if the person doesn't buy? Right? I It was like not many people were doing ads. It was like the beta program of Google ads. And now I today I did a call with a guy who spent a million on seven million on Google ads for 1 million clicks. That's $7 a click. So it's gone from 20 cents because of competition. It's gone up essentially 35x. So back then I can spend 20 cents a click cost me about $200 to acquire a customer that bought a $1,500 product for me. So with no skills, with no sales floor, with nothing, you could do seven rorowaz. Very few people at scale. Not a lot of people are doing seven rorowaz anymore. This is very, if people tell you they're doing seven rorowass, it's [ __ ] They're going to do it for like a month at low spend. So, but you used to be able to. So, that's why I say get in early. It's still relatively early in AI. It's still relatively early in personal brand. Not super early in personal brand. Like I said, when I started my personal brand, 2009, I rolled out a podcast, I don't know, a year or two later, and I remember being like, "Oh, I think I'm too late, man." I told somebody, I was like, "It's too late to launch a podcast." There was like three business podcasts. There was like Tim Ferrris, Gary Vee, and me. And I was like, "Oh, I think it's too late." Now there's 5 million podcasts with at least, let's say, 100,000 business ones. So, we're in the you're you're you're about to go into the second phase of personal life. AI is in phase one, though. So, people one of my one of my students built an AI app nine months ago. He's doing 2 million a month. He's on no 2.5 now just in Wall Street Journal. So, there's going to be this rush gold mine for two years, you know. But I want to introduce my guest. That's enough for my monologue. That's my Johnny Carson monologue. How long? What? That was 18 minutes. That's good timing. TED uh TED talks. I did one that I did a TEDex. You have to do exactly 18 minutes. So that was almost to the second. I got Weston. I got second nature for 18 minutes. Actually based on science. The average person the longest they can pay attention to a rant is about 18 minutes. Right. So there you go. Okay. So I want to introduce my guest Johnny M. He has a sales floor. He started following me when he You were 18, right? Yeah. Yeah. Lives in Miami. So, he has a sales floor. He also trains people in sales, but his sales floor, you're collecting a million a month. We are. You know, I told people a couple years ago, I was like, you know, a good business, especially if you're extroverted, build a [ __ ] sales floor. Find five, 10 good people who sell, train them a little bit, and take a piece of what they sell. Then, cuz in sales, you know, if it's just you alone, you can only sell, you can't work 24 hours a day. But if you have 10, 20 people. So, how many people, By the way, welcome to the show. Thank you. Yeah. Good to be here. Yeah. Good. Four years after you started following me, you're here. Yeah. Yeah. Exactly. So, um I think we have about 12 salespeople right now. Nice. Yeah. So, just literally translating my skill set to every single one of them. And just like you said, just take a piece out of every single person. Yeah. So, what's your goal? What do you think you'll make this year? You going for seven figures, eight figures? This year? Uh in per personally? Yeah. Um, this year I'll probably make like 1.5. That's good. And then 22 making 1.5. When I was 22, I was milking cows on an Amish farm and I was making I had sold a business. My first business I sold it when I was 19 and I made $10,000. So I had like saved up 17 I had 17 grand at your age. You're way ahead of me. 1.5 million. So that's good. It's good you're in Miami so you don't have to pay state tax. Yeah. I didn't even realize that honestly when I moved there. So, yeah, it's great. Hey, you're about to get an awakening when you have to pay uh your first tax bill. You haven't had to pay tax on it yet, have you? No, I have not. I'm I'm um set some money aside. Damn IRS is a scam of epic proportions. You know, American SK sales tax used to be I read a book the founder of Radio Shack, his dad rioted in the streets of Texas in the early 1900s when tax went to 1% or 2%. It went up 1%. Income tax went from 1% to 2%. People out in the streets, we've been boiled like frogs. You know, you slowly cook them. And now people are like, "Oh, I don't want only have to pay 39% tax." Anyway, you'll know. You'll know you're rich when you got to write a seven figure tech check. I remember writing my first seven figure check to the IRS. I'd be like, "What the [ __ ] This I'm like, "Nobody help me. Nobody deserves this much." Like, that's that's BS. Elon Musk had to pay 11 billion in one year. How'd you like that tax bill? I have two guys your age in my private mentor program. They did over 300 million last year with over almost 50 million of profit and they had to pay they they wired an 8 figure wire to the IRS. I they didn't tax plan correctly and I was like, "Dude, you paid an extra 10 mil." But anyway, they still made a lot. They still walked with eight figures each. But so that's that's your new goal, man. Eight figures. 300 million. Oh my gosh. With 50 million profit. I'm I'm going for it. We'll see what we can do this year. We're trying to get to like 4 million under management by the end of the year. There you go. So 4 million a month collected. Yeah. And you take a cut of that, right? Yeah. So the fee will start at 5% up to 20%. But then a part of that is also my own company. Yes. Where we'll do like 350K a month roughly. But the profit is high on that cuz it's like just like you said personal brand. Yeah. So you have two businesses. One is sales floors for other companies. Mhm. And one is your where you train because I have a sales training program too. I launched it in 2016. Used to be called the green belt program. I don't know why I called it green belt but now it's called the black belt program and green belt is lower than black belt but anyway so let let me ask you this in your experience because a lot of entrepreneurs listening and watching they realize they need a sales floor like I divide business in 14 divisions and division five is social media team division six is the paid ads team and division seven is the sales team right and a lot of businesses don't have a division seven and by the way division and seven is not just phone team. If you're doing high ticket sales, million bucks, I got guys who go in person. I got one of my guys going to close a million dollar deal. He's going to go golf with the guy. So sales is at there's a lot of business owners. What have you seen in some of the clients you have where you just transformed it by supercharging a team to sell? They sell high ticket stuff mostly. What's the What's the typical price? Um anywhere from 8 to 15,000 typically. Yeah. And what industries are you in? Are you selling for? It's a pretty wide variety. So, obviously, we have our sales training, we have a business coaching one. Yep. And then we have a content uh content coaching offer and then a trading offer as well. So, you're doing like forex or stock trading. What's your favorite thing? Let me ask you this question. If it's you had to shut down hypothetical, you couldn't do anything else. You could only sell one product that's very specific at one price point. You couldn't even have split levels. One price. What do you think would What would you do? What would you choose? What industry and what price point? I think I would still do sales coaching. Sales coaching. Sales coaching. Uh plus like placement for probably like 5,000 or 6,000. So you like that five to six? Yeah. I I like higher, but if it's more uh if it's more mass market, then it's definitely going to have to be lower. Do you what do you think of financing now? because there's all these companies, Clara, a firm, so on and so forth that you people can plug into. Do you are you a big fan of financing stuff? Yeah, I think it's amazing. I would love to start a financing company, but uh I think I don't know that I saw this one stat the other day where it's like there's so many people who are in my age group and they put everything on CLA, which is madness. Yeah. But um yeah, I saw Coachella, they said 60% of people bought their Coachella tickets. They're made on a payment plan. I saw Chipotle now. You can do buy now pay later. I'm like, who the [ __ ] If you can't afford a burrito, go cook at home. Don't be putting payment plans on Chipotle. I hate Chipotle. Chipotle is bad for you anyway, dude. They put the worst oils ever. I don't know how people like Chipotle. You can tell Chipotle is not a sponsor of my podcast if you say I hate something. Um, so you like So any ones you like specifically? Are you a CLA guy, a firm? Which ones? Uh, split it. Split it for sure. You like that one? Split it and elective. Elective. Yeah, elective is a different one. So they can, it really helps cuz we can get people on when they have above a 650 credit score, we can usually split their payments up between like 3, six, 9 or 12 months. Do they have to put anything down? Usually uh they have to put down. So it's all interest free. So, if I sell them for 8,000, they're going to put down something like 700. Gotcha. So, I got to put like 10% down something and then we'll get basically the painful amount minus a percent. Yeah. Yeah. That's a great I mean, I think my main thing is you got to be careful with debt, like I said, using debt for a burrito, bad idea because you have alternatives, right? But using debt for training to learn how to make money, even though a lot of the world thinks it's a scam, I think I just had one of I just posted on my Instagram story this weekend at my mastermind, one of my students um four years ago, he was having to eat out of dumpsters to he's from Argentina to supplement his food. He was effect he wasn't quite homeless, but if you're dumpster diving, you're not doing that well. This year he's doing 44 million with an engraving pen business with 10 million profit. He's 26. So I tell people if you can invest money into training some kind of business skill whether it's you you train in sales I do that too learning marketing learning AI automations learning simple businesses too there's other building sales floors so with 10 so with 10 people selling you take on how many businesses? Three four including mine. Do they do you split the team up and like two guys just sell for this offer? Yeah. Yeah. We initially experimented with we just had a rotating sales floor. So it's like we had all 10 people and they would just kind of get on different accounts and rotate through. But that was a terrible idea. So we ended up just having certain people on certain accounts and they'll stay there. And we almost just like I'm trying to get to the point where it's building an insurance model inside of those different companies. Like there's this one company I know that's doing that right now for fitness coaching. So they do like quite a few quite a few millions and they do like a whole the front-end sales supplements and then they have insurance style sales teams. So they'll have obviously like someone with their downline uh someone's above them and they're just ripping dials to people who buy supplements and are upselling them onto fitness coaching programs and they have a full insurance downline on it and they have something marketing kind of thing they put an angle. It's it's almost like it's current buyers of the supplement. Yeah. And obviously when someone wants supplements they're probably looking to take health more seriously. Yeah. So they have an entire sales floor like insurance style, hundred sales managers because you can't manage a team that big with one person. Yeah. Yeah. So they're all just ripping dials to these people and upselling them onto fitness programs. Yeah. So it's pretty nuts. Yeah. Yeah. That's a VS Shred does that. That's their company. They I mean you It's crazy. I got a friend of mine in Puerto Rico. He had to move to Puerto Rico. He's making so much money. I think he's going to make 350 million this year and he's in the supplements, but he also has an education angle. So Okay. So for now, let's switch gears for something from business owners. I also have people watching me that want to learn. I I have a very broad audience. I have people that are doing today I was on the phone with two two two guys. One was doing 95 million a year and one was doing I don't even remember. But um then I have people that are like, "Hey Ty, I'm living in India and I'm homeless or whatever." So for the people, I remember what it's like to have no money. I tell people if you're remotely extroverted and you're broke, best thing is to learn high ticket sales. So what is what do you think if if I brought you a brand new person? They're extroverted. They have energy. They're ready to go. What do you train them? What's the first one lesson you're like I want you to know? I I'll tell you mine. I I'll share mine, but I want to hear yours. What do you train as like kind of lesson number one? I want I want them to understand how difficult it's going to be because I think being able to be told no consistently time after time after time Yeah. is one of the most important skills to have especially in sales cuz at the beginning you're terrible. I remember when I started I had like $70 to my name and I was I was getting just slapped around on the phones and without the resilience I was initially cold calling to realtors to sell them marketing. Okay. Full cycle to closing. It was the worst job of my life. And you didn't make any money in it. No. Oh god, no. No. I was It was right when I dropped out of college. And so it was it was a really rough 6 months. So I was doing that. But um yeah, I think the resilience to be able to handle no and continue to persevere when you're not seeing results, right? You give someone like that and put them onto a sales floor, I guarantee that they would see at least 20 to 30k a month within the next like two years. Yeah. You're say so you're saying if they persist they're resilient within a year or two they should be doing 20 plus a month 1,000%. Yeah. But not in the first month and not in the second month and not in the third. You got to build that skill. And you also like at my company salespeople the longer you sell for me and work for me the the bigger your book of business gets because a lot of people at my who buy my products they keep buying stuff. So I got guys the guy been selling for me more than 10 years and he gets sales from somebody he sold six years ago. So yeah, it success builds. I I would say my number one thing in my black belt sales training that I teach is and that's a good one too. That's a valid one, you know, be thick skinned. But the one thing I teach is is sales is kinetic energy transfer, right? So kinetic energy is like a rock rolling down a hill. And so if you're on the phone and you don't sound energetic about the product, you don't sound confident, you don't sound certain, that's transferring right through the phone or in person. And they're going to pick up on that energy because humans don't make decisions logically. And trust me, I whatever friends of mine think they're the most logical, turns out they are the most emotional. Always. I got a guy who swears. He takes my personality quizzes and gets high emotions, but he swears. He's like, "Dude, I'm the least emotional guy." I'm like, "You're every single person in my company knows you're high on emotions." So, if you can move people's emotional states, if you really believe in a product, that's why I think the most important thing is sell something you really believe in because then you can do kinetic energy transfer over the phone. Like, listen, I see the results. Like I people who have sell for me, I share all the testimonials so they can see when they come sell for me that they're not selling junky stuff. I show them the videos of this Santi guy from homeless four years later doing 44 billion. They saw him. He was here. They talked to him. They realized, "Oh, this guy's not fake. He's an actor. He's not an actor." You know? So, okay. So, that's a good lesson. What's your second most as you take people through training? Uh, I think congruency also. So with conviction, there's conviction in the product and there's conviction in yourself. So I don't think it's possible for someone to get on the phone and for example, handle money objections when you live in scarcity. Yeah. So I think that's one thing is like you're you're going to have to do what you be who you say you are and do what you say you're going to do. Cuz that's the first step. If you say you're going to wake up at 6:00 a.m. and you sleep in and you wake up at 7:30 and then you have to go and handle uh people's objections all day long, they can see it in your eyes that you're not who you say you are. And people are not going to buy from that because of congruency and because of conviction. Like you can't have conviction in yourself when you don't listen to yourself. Yeah. And I see I I see your Instagram. You do a lot of simulations of objection handling. So let's let's do I've got some of new salespeople. Ellison, what's a common objection? She Ellison's done really good. She's just about to get her purple belt. I do belts. So, white belt, you can't work for me. That's beginner. I have a training program. Then you come through and you're a blue belt. And then after that, there's three stripes. Then you get purple belt. So, she's about to get her purple belt. Very fast. Usually it takes six months, but how long have you been here, Alison? Two months. Two months. Okay. but she's doing her she's working on a team with a senior closer Tony and she's kind of the qualifier setter and she closes a little bit herself. So what's the most common objection? I want you to run it by us too and we're going to give our response just anything. Don't don't overthink it. Can you send me an email with more info? Okay. Can you send me an email with more info? What's your What do you train your people to say? Uh yeah. What what are you looking for for more information on because that's not the real objection, right? Right. It's a smoke screen. Yeah. So, you just kind of keep going. Let's keep talking. Yeah. Yeah. Yeah. You know what I tell people? Now, it's different over time as you build authority. I have a little more authority because most people know me. I'll be like, I hate email and I hate sending email to people because just tell me the truth. Are you interested? Because if I sell email is where deals go to die. You want me to help you? I don't really feel like sending you an email. Now, I can't train all my salespeople to do that, but that's what I personally do. Like, [ __ ] that. I'm like, hey, man, you on the phone, you want to make real money. Like, let's talk, real talk. I know people. Now, what I also train them is there's four types of people. P A S E. It's a system I trademark called the PACE system. The one exception to what I said, if they're a practical P, it stands for practical, action, social, emotional. So, we were on a call actually with a million-doll deal that Tony and I are working on, making a lot. A million's nothing for this guy. He needs to scale his business. And I and that guy asked for stuff in writing. And I'm like, Tony, send it in right cuz he's a P. So there are there's about 25% of the population actually is not procrastinating. 75% is. So like your line is good for 75% of people like uh let's just let's just keep talking but to 25 I do send them stuff. Ellison Ki what's another objection that you are getting? Let me think about it. Can I call you back? Yeah, let me think about it. Can I call you back? What would you say? Uh do you feel like what we went over can get you where you want to go? Yes. So what do you feel like you want to go over in your mind? Gotcha. So you're just kind of pushing them. Yeah. Yeah. It's sort of like I think of it like a uh if you've ever done like MMA, it's like a lat drop. So you take whatever words they're using and you just flow them into where you want to go. Right. So I want to think about it. Okay. Do you feel like what we do can get you where you want to go? Yeah. So what do you need to think about? And you just lrop them almost into the answer or into the real objection. Yeah. So you're trying to always find the real objections. Oh yeah. What do you find to be usually the real objections? Fear. fear of failure. Usually with that because there's one question you can ask anyone. If you knew that for a 100% fact you would get in here and you would see success, would you still have to objection? Right. Would you still have to think about it? Would you still need the email? Yeah. And it avoids everything because it's like, well, no, I would do it. Okay. So, is it fair to say what you're looking for is certainty? So, then that's it goes straight to fear. Yeah. Yeah. I always teach people there's only two ways to close a deal when it's getting stuck. demonstrate more value which basically eliminates fear because you're like no I am like I tell people like this guy that he's trying to find people to help him with his paid ads and I'm like okay let's go to chatbt say who's the top 10 humans in history at doing paid social media ads who I show them on the zoom or I'll send it to them and it says Tai Lopez number one so I'm like okay I'm eliminating the fear that they're talking to the wrong person and the second thing I teach my team is lower the financial risk sometimes times the reason people are saying no is you're trying to sell a $50,000 product to a guy who only has $49,000 in the bank account. You can't he can't even send it to you if he wanted to. So sometimes you got to downell into a lowerric product or split it up or finance it, you know. So I teach people when something's stuck, always be demonstrating value. So I teach my team, don't nag. I hate that. Sales people text follow-ups like, hey, you ready to talk? That's nagging. Everybody knows what you're doing. I say send them. Let's say they're in the industry like this guy I talked to is in the travel industry. Send them a Instagram video that went crazy viral. Be like, "Man, this dude right here in your same travel space just did 5 million views on a video. We got to blow up your personal brand." Demonstr 5 million views. People start going, "Oh, wow. I do need that." So, what how do you handle price objections? Somebody says, "Oh, man. I don't know if I'm going to pay 10K for this." Yeah. So isolate the fact that they see the value in it. Then I want to It depends what we're selling. I sell a lot of make money offers. Yeah. So I like to reframe them on how they view money cuz people are having negative associations with money, which is why they're saying no. So when they say when they view money, they think about that as the reason why they shouldn't do something as opposed to the reason why they should. So what I want to do is first put them into resultsbased thinking, which is would you do it if money didn't exist? Yes. Why would you? Cuz I want to retire my parents. So now they're back into where they want to be at. Then I'm like putting them into cause-based thinking, which is Yeah. Cuz like let's think about why are we even on the phone right now? What are you lacking? You're lacking the skills to make more what? Yeah. So is it fair to say the reason you're on the phone right now is because you don't have the skill set to go make money? Yes. Now they're in agreement that they know what they want. They know why they don't have it. And then I like doing identity labels are a big part of the way I like to sell. Mhm. So, I like doing like binary personas. So, I'll do Yeah. Because there's going to be a person who comes to me and says, "I really love this, but you know, it's going to be too expensive. I'm just not going to do anything about it." And there's going to be the person who gets resourceful and does whatever it takes to get where they want to go. In your opinion, which one do you feel like in a better position to get desired state that they want? Yeah. They're going to say number two. Kind of pin their procrastination. Exactly. Yeah. And then at that point it's just like then I go into I do a lot of NLP which is neural linguistic programming. And so at that point after I've put the identity label on them then I'd go so does you not having the money or it being too tight mean you're not willing to find a way? No, I'm willing to find a way. And then it's easy go into payment plans and they're they're done. Good. So what's your take? Like my friend Grant Cardone, he loves all those salespeople in one place, right? Or at least the majority. They're down there in Miami. big sales floor. One of my private clients, Garrett White, he's like, "Oh, I'm so excited. I moved everybody into one room where I can oversee him." Jordan Belelford, Wolf of Wall Street. I remember he came on my podcast years ago and he's like, "We had this big room in Manhattan with just a couple hund you've seen the movie Wolf of Wall Street, right? It's just like big room, but now there's other big sales floors and sales teams that are completely remote." What's your take? Do you think the advantages of one outweigh the other? I think there's a massive advantage to in person for sure. Yeah. Um when I get to that point when it makes sense, I will definitely be be going down that road. But what city would you put it in? Uh Arizona. Scottsdale. You like Scottsdale? Yeah, I love Scottsdale. Yeah, Tony going to be happy to hear that. Tony, why Scottsdale? Uh I just think it's amazing. And there's that because of the sales team there or do you just like Arizona? I think Scottsdale is a great mix of everything. There's a lot of there's a lot of wealth there. There's a lot of really great connections. You take a look at every single top Cardone, Jeremy, um Cole Gordon. All three of those are centralized within like a 20 mile radius. Yeah. So although that's new for Grant, that's more Brandon, that's more Cardone Ventures because Cardone C, you know, Cardone Capital's been in Miami. Yeah. Andy Elliot. Another one. Yeah, he's in Dubai now. But Manhattan though, I always tell people the biggest biggest sales floor was out of Manhattan because Wolffal Wall Street, I think he told me he was doing 300 million a month. How'd you like to collect 300 million a month? Manhattan. I mean, I know guys in finance that have sales floors like these MCA lenders and stuff. [ __ ] they got 600 dudes and maybe not 600, but let's say 300 people selling. These guys are collecting billion I mean more than 300 million a month some of these big MCA you know merchant advance lenders and stuff. So yeah I think I think Eric I mean I had a good sales floor. I think it it's easier to build a sales floor where a place people want to live right if you open a sales floor in Saskatchewan Canada where it's 3 degrees in summer like it's tougher. But Miami you can recruit too. There's a lot of talent that wants to live in Miami. Even big cities as San Diego is a great place, easy to recruit to. London has a lot of good sales floors too. Dubai has sales floors now for me, you know. Um, so tech, what what's your current preferred tech stack? Some people are using, you know, this or that. I kind of build my own, but what do you use? Uh we just use close the CRM and then we've built out like our own sort of things too like we have our own AI agent that we use for call reviews and to help out with sales managing and data tracking and things like that. Um so trying to venture into that and create maybe like a SAS for that type of thing. So what's the AI do? It reviews the phone call the recorded calls. Yeah something like that too. It'll listen and be like ah person's off off script you know. Yeah it's really cool. So, we'll have it graded for like five different five different categories. Every sales rep will submit their trans every sales rep will submit their like let's we use Fathom. So, they'll submit their Fathom and then their call notes, objections faced, and then the outcome of the call. Yeah. And it'll transfer into like an entire vault of every single one of their sales calls, the outcome of it. It'll agent's doing it all for you. Yeah. It'll do every single thing. Did you build What did you build the agent on? Um, N8N. Yeah, N8N. Yeah. Yeah. My operations guy did that. So, you like Fathom for recording as a AI? We use We use Fathom. What's the other one we use? Otter. Otter. There's a lot of those. None of them are that great though. Like they're really good for getting transcripts, but the the AI part of it is never works. So, I just wanted to build my own. Yeah. So, then what about do you power dial, do you rob dial, smart dial, AI dial? We started AI dialing. It's very interesting. That sounds interesting. Yeah. Um, we use a we have a certain we use this thing called dialer which it's a dialer but it's called dialer and very original name. They're like what should we call our dialer company? I'm going to open a restaurant called food. What's coming? Yeah. But they're really good though. So it'll have it'll have um leads coming in and there's a certain cadence that you have to be calling leads something like once in the first 5 minutes again 10 minutes later. Mh. again the next day. Uh again the next day later in the day there's so there's a cadence for it. Yeah. And what I we built that in our software. I just finished up a new cadence. So you can set that way people don't have to think. They just go in and it's called. We try to call if you call in the first five minutes you get like a 100x chance of reaching them. So you call hardcore first five minutes. What do you what autoresponders do you like them to get an SMS in the first five minutes? An email? What's kind of that? And are you doing book calls? Yeah, we do we do booked calls. So like our main funnel that we use for everyone is basically just like free resource on the front end. Uh and then we're hitting them from all angles. So So you hit them with like a free lead magnet. Yeah. I love doing that. So you'll do an Instagram. It says if you want to learn sales, reply with the word sales. Yeah. Then you'll hit them on AI in your DMs. Yeah. So we'll have we have a few different things. So it'll be the uh as soon as they opt in for the free resource. My DM setter is hitting them. The phone setter is hitting them. Human or AI? It's a human. It's a human. So, you like humans? You let them use like mini chat or something to I think they got to be an A player, but yeah, I I like humans right now for a DM setting, but then the phone setter will also be calling them. And then they also get prompted to book in what we call an implementation call. So, I like doing like three. So, you're calling them even before the book call. Oh, yeah. That's what we do. Yeah. I see people waiting for We're We're fast. where we had a guy go, I want to hire you guys just because I've never had somebody be that fast. What was that guy last week? Remember that, Tony? He's got a huge sales floor. He's like, man, we're not fast like you. He's like, I got three calls in the first five minutes like till I answered one. You have to the show up rate will go up, the quality of the call will go up. You send them specific resources geared towards their situation. It's Do you have set or closer system? Um or one call close just teach each people. So yeah, everyone does one call closes, but we'll have triagers that will call every single booked appointment and then just those also serve as outbound setters and then the DM setters. So let's say I go to your funnel, I book in for tomorrow at 2 tomorrow at 3 p.m. Will you call me before? You'll be getting a call within 3 minutes. Yeah. Okay. So I get a call 3 minutes. That is Is it going to be the same person that's going to be on that 3:00? No. So that's the triage team. Yeah. So, we'll position the closer as a like a head trainer. Yes. And so, then the triager will call, do their whole confirmation sequence, find So, they're asking the qualifications if they really have money. Yeah. They're qualifying them on that. They're building more uh more like pain with them, and then we'll group chat them with the closer because that'll increase our show rates, too. And we do everything. So, you dial them in or this or like WhatsApp. Yeah, we'll do WhatsApp or iMessage for group chats. Gotcha. So, you get them. That's that's a good idea. Yeah, they I get we build a ton. I pro my phone probably has 10,000 WhatsApp groups from leads that they book in. I don't answer all, but it's good to be like, "Oh, Tai's in the group now." If it's a if it's a highle person. Oh, it's amazing. Yeah. So then, so the triage person is trained and they're talking 5 to 15 minutes kind of thing. They're building anticipation. Do you send some videos? Watch this video before you show up. Yeah. So that's why I really like the triage calls cuz every prospect comes in in a different frame of mind in a different situation. Like people think just send a testimonial that's like maybe the highest earner. I don't think that at all. I would rather send someone someone's coming to me brand new, never done sales before. Yeah. I would rather send them someone who went from 0 to 7K a month than someone who makes 50 grand a month because it seems just out of reach. So uh I like sending specific scenario case studies to them. So, wait, you're saying so if you're selling phone sales training and you match them up with the per the closer that way? Is that what you mean? Um, I mean, all of my closers are trained have been through the program. So, okay. That does help cuz I can match them with that. But yeah, I want to do everything in my power to get them on the phone with someone who feels familiar. Uh, so I have a young closer and I have an older closer. So, you does a young do you ask age to know who to call who to connect them with? Um it's pretty obvious when we see them, but um no, we don't put like a huge focus on it because they're coming in through DMs. Yeah. So you can look and say, "I'll give this to the young closer because this kid's 18 and if they're 60, you connect them with an older person." Yeah. Yeah. People buy from who they relate to. Yeah. Yeah. For sure. Yep. And then let's say they What's What's a show rate you think's acceptable and not acceptable for the book calls? Um 50 to 60% is really hard to to run a sales team up with, but like 80% 70 to 80% I think at scale is pretty is pretty doable. So you're saying if it's below 50 too hard? 50 to 60% I think it's really hard. What's though the triage rate pickup rate? The hardest thing in the modern world right now is just getting people to answer. So when you if if 10 leads come in and the triage all call them within five minutes, what percentage of them actually reach the person on the first couple dials? Um I think we have something like a 17% contact rate. Yeah. But the first dial is 10%. Yeah. But is that 17% and it takes you like 3 days or whatever? Yeah, it'll take us it'll take us like two days usually. So let's say 20% of the leads you actually reach. Out of those 20%, you want 80% to show up to a booked call. Yeah. Gotcha. So, of all the leads, you're getting 20 you're getting 80% of 20, which is about 15%. 15 16. Oh, no. So, we'll have um it'll still be an 80% show rate throughout every single call that gets booked. It's just we have higher close rates naturally with the people that we reach on a triage. But I'm saying there's still people you just never can get a hold of. Oh, yeah. Never. Yeah. Sometimes they'll show up. Some most times they don't, though. Do you hit them with a couple emails and SMSs saying, "Yo, meetings in five minutes. meetings in an hour. Yeah, we do that all manually though. So, we have all the closers. I think messaging from Blue Bubbles is one of the most important things. Yes. So, iMessage, you know, we we built iMessage into our CRM. Really? We can do autoresponders with with iMessage and WhatsApp if they're outside. So, but you So, you're not you're saying you don't really love autoresponders. I would if there was one that I could do with blue messages, which I know there's a few companies out there. Um, but I haven't until green messages is like too much like spam. Yeah. No one responds. It's all about trust nowadays and just green messages. No one wants to respond. Do you have I have my people send a video quick video like, "Hey, Bob, saw you." Especially on whale leads. You know, I have female setters. Females always get great responses. I have a woman who worked for me. When she DMs somebody, she gets a cold DM, she gets a 98% reply rate. We tested it once. Like, DM 100 business owners. As long as our males like she's like blonde Russian. Guys can't resist replying to her. They're like, "Hey, how are you?" Men always assume they're in she's in love with them. I'm like, "She ain't in love with you, but she got you to call back." Yeah. So, what do you always do? Videos or not necessarily? Uh, we do voice memos. So our cadence would be like, "Hey, is that name question mark?" So just curiosity and then uh just the voice memo and then just dropped you a voice memo. Did you get that? So you'll text them that. Yeah. What's the How long is the voice memo? Uh like 15 to 20 seconds. It's the same script every time. Just like, "Hey, took a look." But they actually say it. They re-record it every time. Yeah. What about um do you leave voice memos? You do voice memo drops? Um no. Yeah. That'd be That's interesting though. the voicemail drops. Yeah, Andy Elliot, we I like to look, voicemails work on me. I think it depends on the person. Like if you're selling to my mom, if you're selling to somebody above 50, they listen to voicemail almost every they're like used to voicemail. Yeah. Answering machines. If you're selling to 18 year olds, a lot of 18 year olds just texting. So, I think you got to know your age. But a good voice. I have a guy who's like the king of saves, saving refunds. He calls everybody. He goes, "This is Joe from Tai Lopez. Call me back." He sounds like there's something wrong. People call back. He doesn't actually say anything. He doesn't trick them. He just goes, "It's important. Call me back." And people are like, "Oh, [ __ ] I got a call." So, so there's a lot of scripts like that that can work. You know what I mean? Yeah. It's all about the tone. Like even in a cold call or something, if you use familiar tones, they're like, "I got to know this guy. Like, what's his name again?" Yes, things like that matter so much. For sure. Are you generating Are you doing any paid ads to generate your leads or all organic? We just started paid ads. Yeah. But in the past, you've been just all Yeah. Yeah. Like we've been organic the entire time. Yeah. But my company, my training company's only been open for 4 months. Yeah. And you're doing how much a month? We just hit a million total for the four months. So averaging 250. That's good. We did 350 last month. Nice. Is that collected or cash collected? Yeah. Yeah. I I only count cash collected. I mean, we track payment plans, but bird in the hands. Better than two in the bush, man. Well, Johnny, we're going to have to do this again, my friend. Absolutely. This was good. So, if if people want show notes, want links to Johnny's um Instagram and some of his training, I'll put it all in the show notes. So, you just go to tyopez.com/ uh johnnyodcast. It's with an hny. So just go to tylopus.comjny podcast that we'll put the podcast note. We'll put links to his social training stuff that I talked about stuff he talked about. Put links to the books. Um we hit you with a lot of stuff. But for those of you listening, remember and you'll put a link to the trainings you have too, right? Yeah, I can. Give us all that. We'll put it all there in the show notes. So, people listening on audio, um, depending on where you're listening to this, you can get all the info and connect with them. So, for those of you, you can text me. I've got a 786 Miami number. Just text me the word Johnny if you came. That way, if you don't want to go to the show notes on my site, we can text you the link and we can talk there. tyop.com/jnyodcast or text or WhatsApp me at plus17867308374. That's plus17867308374. Just text or WhatsApp me the keyword Johnny. We'll send you the show notes link to his stuff, my stuff. That was awesome. I appreciate uh everybody listening in. I'm listen my video vlog releases Monday, Wednesday, Friday. My audio podcast Tuesday, Thursday, Saturday. I take Sunday off. Amish taught me that. So take a day off and then get back to work. So I appreciate everybody. Talk soon.