Das ultimative Sales-Interview mit Alex Hormozi

0:00so we are sitting down with an individual right now massive entrepreneur best-selling author of three books exited seven companies sold one of them for 46 A5 million and now is a managing partner with his amazing wife Lea of acquisitions.com which you guys manage a portfolio of over $200 million yeah right now we have 10 companies that do about 200 million a year wow insane so my audience watches they they know I don't collaborate with a lot of salespeople now when I watch you bro your stuff it's so it makes so much and it's so digestible you'll hear a lot of sales trainers and it all sounds the same my first question is this where the did you study sales bro like who was it from where did where did it start who you start was it Brian Tracy where did you learn from so really interesting um I actually only learned about the sales world after I'd already done 4,000 sales and so I looked and that was in gym launch that was in my gyms so I started as a brick and mortar gym owner and so I remember the first time I was like it's actually funny cuz I graduated from college and one of my dad's friends is like hey you should work at my office he was a wealth manager yeah and he was like you'd work in sales and I was like I'm not a Salesman I'm an academic you know I'm a I'm a I'm a I'm a student and he was like all right man whatever and so I I end up getting into fitness and then as soon as I opened my doors I was like shoot how am I going to get money I was like I got to get these strangers to give me money and then I guess that's when I started realizing I had to sell and so um all of the sales that I learned was literally face to face in person so I was very fortunate that I uh learned how to run Facebook ads in 2013 so really really early to Facebook ads and so I was able to get leads really cheap and so for basically like four five years I took 20 iners consults a day um and so I got a lot of reps and so what ended up happening is I started developing my my team is that I had more and more locations and I closed at such a high percentage also just because I got more reps than anybody El that they would just start stacking they would stack like a week's worth of sales for me and I would go to like La Habra one day and do 25 sales and then I would go to my you know lamara location do 25 sales then I go to Hunting Beach and I do another 25 Sal and so and you weren't training at this time you were just doing them just learning yeah just selling yeah just selling you weren't you weren't like listening to sales trading or anything that I didn't even know that world existed I didn't know the whole world existed at all I only found out about it when I wanted to scale my sales team so I had six gyms I sold those and then I started doing gym turnarounds so I started because I was really good at marketing and sales for the gyms so I was like man I would fill my gyms up so fast that I was like I honestly just need gyms to fill up so I can do more sales right and so then it was like well I'll just find empty gyms and say hey let me sit at the front door I'll fill it up and that way I had all this capacity I could sell into and we would get 30 to one on our ad spend and so I'd spent a grand or spent 10 grand and make a lot of money in 30 days and so I would average about 100 grand in cash collected in 21 days of me just sitting at the front of a gym and I did 33 turnarounds over two years just basically doing that model and so it was just like Alex with a fold out table and pens and contracts and I would just hold coure and I would set as many appoint I'd set three appointments an hour um or every 30 minutes and you know two out of three would show and sometimes three out of three would show and sometimes one out of three would show and I would just do the same pitch over and over and over again and so um I'm sure that you like once you start you start breathing the script more than you start knowing it and I think you start realizing how people work and my what was interesting is that the sales training that I had when I started doing the turnarounds Because then I was like you know what if I can do one of these if I had 10 guys then we could do 10 turnarounds them mon like that'd be crazy and so I scaled the sales teum up to eight guys at the time and each of those guys was now taking 20 appointments a day at different gyms across the country and the sales training that I had for those guys was like 60 Minutes the whole thing right and it was because it wasn't like I was trying to sell sales training I just needed them to close and so it was just like when the person walks in the door this is what you say you say hey you want to see the world's shortest tour and then you walk into the gym and you turn around because they don't care about the tour anyways and they get a laugh and then you're like awesome so what brought you in today what's the thing you're struggling with and so what would happen is is like right off the bat if someone said something like ah you know I just wanted to find out more information I'm like oh you just opt in lots of different stuff getting information you're trying to find you know solve a problem I was like I'm assuming you're just not trying to get information for lots of things they're like oh well you know I'm trying the thing is if you don't confront that then later they're like well I just wanted to find out but if you get them to admit the problem then it's like we can move forward in the sale and so basically every one of the six or seven key questions that we had in the sale it's like here the four or five offshoots that people are going to throw at you that we need to make sure that we handle right and so and when you mean offshoots you mean objections yeah or exactly got it and so I just want to make sure that people were handl handling those things because it's like we have had this one conversation more times than anyone else has there is no way they should be able to say anything that we have not heard before so you have no excuse to be unprepared for anything that Susie says when she comes in the door she's going to say she has to think about it she's not sure if these workouts right for her what if it doesn't work for her body type she has low thyroid she has to talk to her husband she has to look at a couple other gyms she wants to have time to make the decision she doesn't have the card she wants to use it's a little bit too much like there's not we need to how we can through that without sales and so like my whole objective was to teach people to close not to sell sales training and so all the stuff that I've had that I talk about now is just the stuff that I use to train my team and so right now a lot of our sales trainings are actually very very short and most of the effort like if we buy a company so we just we just um bought a company and we we added a 40 person sales to went from zero to 40 people in 90 days um taking basically Ascension call so that that company had an automated sales process on the front end selling um like kind of e-commerce thing and I was like man if we just called those people and just sold them something else it probably make us more money and it did and so the idea was like okay well how do we look at the script and then how do we just compress it and compress it and compress it and just make it as short as possible um and so we try to delete more than anything else that we possibly can because at least in my belief there's this tiny clip from why combinator where the founder of Bas Camp talks about when he show shoes mind if I tell the story I think it's really yeah yeah so he says hey when I sold shoes you know the the shoe reps from Wilson it was a tennis store Wilson and and Nike or whatever would come and they'd say Hey you know these are the new graphite bottom rubber extra light aerosol and they tell them all the specs about the shoe he's like but you know what people how people actually buy shoes he said they come in they'd put the shoe on they'd walk back and forth for a little bit and then do this little bouncy thing and then they'd kind of like look at their shoe in the mirror MH and then they'd come to me and they'd ask me how much it was he's like so all they really want to know is it comfortable does it look good and can I afford it right and that was it and I found that for the most part in sales like there's not a ton of things that actually drive the purchase and most of the time salespeople talk themselves out of sales rather than just closing and we studied this because we we do a lot of analytics on the sales teams that we have across all the portfolio is you I have this belief that every time you make a statement you give something give the other person something to disagree with and so you're like smoke if you just simply ask questions even when somebody has an objection right and they say Hey you know like I'll give you a gym example it's like well um are your trainers certified i' be like what what certification you looking for and then they'd be like uh because they don't know right they just think they have to ask that question to see to seem like an informed consumer correct and so we're like well what would you what would what would the certification accomplish for you and so just literally asking questions about their objection usually would just sidestep the objection more times than not right and so that's what I try and train the guys is like if you say nothing there's nothing anyone can disagree with you on and we just because they will only agree with themselves we can't sell them they have to agree like they have to they have to say you know this makes sense and so we get them to say that by asking them the question and that's that's pretty much the methodology that we've worked with and you know I I taught something that I called the closer framework for a very long time because it's just simple and because people can learn it and so like we have a big chain of of Teeth witing Studios I have to teach someone who makes $10 an hour to sell $1,000 thing and sell like many of them every day so how do I do that like that's the challenge that I like to take on is like how can I make this process so easy because in my opinion the higher ticket sales most of the time sales training is very vague because the people who do the training and I know we're going to talk about this don't know what they're doing at all but I believe that if you can really systematize the process anyone can sell and they just follow kind of color by numbers and so the closer framework is simply clarify why someone's there label them with a problem that you can solve overview their past experiences sell the vacation which I usually have as three main points almost every pitch it's like okay you want this this and this you want Fitness distri accountability you want the leads to be timely exclusive and whatever so when you mean the vacation it's like their dream yes what they want exactly and the the that that little story comes from uh a lot of times people sell the plane flight not the vacation they're like you got to go through TSA you got to bring your bags and this is what we're going to do on the flight and here's the check that's like no no no no one cares they want to talk about Maui talk about the vacation like let's talk about that sell the vacation and then e is explaining away their concerns and R is reinforce the decision so that's the closer framework that way you know someone's like okay I'll do it and then it's like now this was a great decision here are the next steps and let's walk you through what it's going to be like to accomplish this and let me tell you exactly what happens next because that's where people get cold feet they back out you get chargebacks you get refunds things like that it's like we need to have a clear handshake between the sale and whatever the next step they have to do and it just smooth process right and so we link those you're cuz I I think the same way where you don't need the most craziest closing line to close somebody because I think it starts in the beginning to me I think you can [ __ ] everything up within the first 5 Seconds of the beginning and when people have the I was we were just on a show like 10 minutes ago he's like man you know what's a secret closing line and I never even thought of sales like that because I said at the end I've never Ed some Wicked closing line where I turn back to my guys in the office I'm like did you [ __ ] hear that line and I'm like the you know I'm like the in-your-face sales guy you know very very outgoing but I never had one line that closed somebody and it's always been so easy towards the end because it's everything leading up to the sale where you shouldn't even try to attempt for the clothes unless you intimately know that you have the clothes I say that all the time it's like lawyers don't ask questions they don't already know the answer to and like I don't ask for the Clos and I know they're going to say yes and so like the more I think that's where that's where I do think some pattern recognition with sales like you're like I don't think they're there yet you know what I mean like what's what else are you concerned about like what are you really worried about right now and I think that's where like the the asking genuine questions and I think one of the things that I got from Leila is keeping the human first I know that sounds kind of soft but like actually having that as the frame because I genuinely believe the person who cares more about the prospect wins and so like if they care basically in that moment if you care more about them than they do over the long term you will be able to convince them because you actually are putting their needs first and that also means that sometimes and I tell my guys this if you get to the end of the conversation you really don't think it's the best thing for them to do push away yeah and that's a successful sale to me yeah yeah because my point the end point of a sale for me is a decision not a sale that's how I see it and that way my guys can win on every single conversation I just want to get to decision a decision one way or another you know I it's cool that you said that because I think ultimately too like a salesp person energy is important now if you're trying like imagine a salesperson that constantly trying to close and they they can't close it and they're fighting and there's so much obscurity at the end night when they go to bed that FS them up for the next day because then they're they just keep like you know they just keep getting shut down by customers and they don't know how to tell a customer maybe it's not the right fit for you they save their energy and then they feel like a freaking King on the next call CU like wow I had the ability to just tell somebody no on a phone call right now you said something it was important there's two things number one you said you truly believe that you could teach anybody sales cuz there's a framework so you think sales people don't have to be made right like you can sry Bor you can you can turn somebody into a into a great culture anybody I think I genuinely I do think and why is that because you've seen so many different personalities win I believe that anything can be trained so that's like a human belief of mine I do think it will take much longer for some people than others to be clear like I think you could take someone with Down syndrome and make a neurosurgeon it would just take probably more resources than anyone is willing to do and so basically if you break down any skill so this is actually just because I'm excited to talk about training because this something I like a lot but the more skilled the individual the bger the instruction so if so I I just now I'm a co-owner of school and so I said listen I'm going to promote school that's what I'm going to do that's the instruction it's not like hey Alex can you send emails and this is how you send an email can you make content and this is how you want to write a hook and this is hey and when you run ads do you think you like no no no like you can I can have One Direction someone say hey can we start a company around this they can give a vague directive but I have all the sub skills so that I can say yes I can do that and I can execute on it right underneath of that it's like okay now you've got somebody who just understands content marketing somebody who understands sales somebody whatever if you have a closer you say hey go sell this thing right but at the very basic level every skill has sub skills underneath of it and so it's like okay turn on the phone hit this button then hit this button like at the like if you're going from the bottom up and so it's really just how much are you willing to train someone to get them to be proficient and so I just believe that you can break down skills to that level so that anyone can do it and it just comes down to the resources of the institution of whether or not it's worth investing in that particular person got it that's how I see it and so I do think that anyone and the thing is is that if you're an individual salesperson or you're getting into sales you're the institution making the investment and I sure as hell hope that you believe that you're worth the long-term investment of learning the skill because it works with everything right right and so like if it takes you a year longer to become a top rep who cares yep y That's How like maybe some guys can do it in a month it might take you two years again who cares yeah I think people come in with building blocks meaning like if if I I would to come in and and do a seal I have a I'm going to succeed a lot quicker cuz my building blocks and it might not just be building blocks from sales like sometimes you could see the building blocks from somebody saying oh okay this person was in sports that means they're going to be a lot less emotional to when somebody says no they come in with a bigger building block than maybe somebody that wasn't in sports so you have to look at all those on the learning curve but two things number one when you said uh investing into people so I'm going to shift this now more into a leadership and training conversation for a second who do you decide because there's a lot of people that say you know work with the people that are willing to learn Etc if I'm a business owner if I'm a sales leader who do I decide to you know who do I decide to work with because I personally me I work with people that show up and they get results and they keep progressing they constantly get results I think some people defend people because sometimes you know the person's trying or you know they're a good person or whatever the case is and I'm like but are they [ __ ] making [ __ ] happen we work with people in organization that make stuff happen now it might not just be money but are they progressing it you know are they getting more booked meetings are they you know is there contacts going up Etc so who do you decide as a leader to put your attention on when the sales team is so big so I I'll do two ERS here got it so when we because we we deal at the at the company level and so the first thing I did like when we scaled the the 40 person sales team was go bring in an exceptional sales director and so identifying an exceptional sales director because I think depending on who's listening what they're looking for an exceptional sales director is somebody who in my opinion is basically a sales operator and so the best sales directors aren't even necessarily even selling because they have to basically sell the conviction of the whole team they run the culture and the training of the sales team and so they have to be somebody who genuinely cares about people and they have to be be willing to repeat themselves over and over and over again and sometimes play therapist and get someone out of a cold streak and be willing to role play until their eyes bleed because that in my opinion is what makes an exceptional sales director they have to understand how to train and motivate underneath of that in terms of what what reps are we going to put more resources towards for me it's following the Playbook and so it and I think this is this is holding business owners and you know the people who are quote running things to a higher bar which is my entire objective like our sales team is you follow the script period now if you don't close and you follow the script you have one in my eyes and if you followed up based on the Cadence that we have and you said the things you were supposed to do you could close no one for a year and I would be fine with it because if everyone is having that happen then I need to change the script got it that's on me and so my first objective with a sales team is adherence because then I have a controllable the vast majority of sales teams have 10 guys selling 10 different ways and that's why for most businesses it is about recruiting good salesp people because they just give the directive sell and then they have a one-on-one once a week and say hey yeah just build more Rapport and you know like uh you know just get your energy up and like it just that doesn't help people whereas saying your First 5 Seconds to call you're introducing yourself poorly this is the script try it for me uhhuh again raise your voice at the end and try it again okay five more times great next question and so we want to draw one part of the script until they can breathe it and then we move on to the next part and for us the 101 serve as the training function and so like I don't know a better way to tr like in in my opinion training comes down to shadowing in terms of game footage because I think the most expensive thing that someone can do as a business owner is waste leads on an inexperienced rep it's bad for reputation because they botch things it's super expensive because you lose the opportunity of making money everything sucks and so I want them to train on as many old recordings as humanly possible and so I want them to watch 60 100 hours of footage game tape of other guys doing great job selling so that they they're they're thinking about the script in their in their subconscious right got it do you show them the negatives on the scripts too or no just positives I prefer to do positive because I want to train them on what to do rather than what necessarily what not to do um and so we focus there then when they do get on the calls we only have them take half schedules third schedules because we don't want them to you know quickly you know bomb the first day and then like I have to deal with headspace stuff that just you're going to take a couple calls and then we're going to review both the calls with the manager and they're going to go over okay and this is key we say let's watch it pause what do you think you could have done better I'm not going to tell you cuz if I tell you you're going you're you're going to be like this sucks I'm like because if I yell at you you think I suck right and we do the same thing with the team if the team's on the call and we do game tape as a team which we do like once a week with the whole sales team everyone if the team comments it's on what you did well and then you get to comment on what you could have done better and then it's the manager's job on your oneon-one to then say okay Daniel you needed to work on your Rapport building or hey you're really soft on the clo here or hey you're really struggling with uh the uh I need more information part so let's let's drill that okay I need more information when you say oh what's your main concern well okay now we can go into it right sure and so we want to drill in the most minute level what they need to say and then do it over and over and over again so they say the same words every time and then what happens like the the performance of the team once you get that culture if someone comes in and tries to they're like dude this guy's not folling the script like get this out of here like he's a joker and so that way we can control the variable so that we actually can have a sales system and by doing that we can really teach sales that's how I like doing so basically you just try to get everybody better than always trying to switch up the process like every single step get them better increase the percentage get them better when you look at training for somebody you know for for having a sales staff when does somebody CU when we were talking about you know training and learning again back to me I think somebody learns when their sales go up so then I say oh the person's learning so or if it's not their sales their conversations their booked meetings are going up Etc I'm like the person's learning or something's changing in the person so how do you look at training as a whole when do you know training is effective because there's I I train teams and then I ask the leader and I say okay well how many calls do you do of training a week and because their their their sales have been stagma and well we do a training call every single day and then I step back and I say well maybe training's not [ __ ] working what you're training them on if the sales are staying plateau ises gone the CH ofes so how does an effective training model look like in your eyes so if we I just want to use the word learning just for for a sec so I Define learning as same condition new behavior and so that means same condition the phone rings new Behavior you use the right script or you say something different right same condition someone says I have to think about it new Behavior you say the right thing right now if you have same condition same behavior you did not learn right or same condition not ideal Behavior you still didn't learn but or you learn the wrong thing different different discussion yes and so from uh is training working we look at the percentages across the whole thing now you talked about as an organization like one of the most underutilized aspects of increasing sales is increasing schedule rate increasing close rate increasing sh rate like you can increase you can make so increasing schedule rate like what percentage of leads you book and then what percentage of lead show show up yes huge like some of the like you can get I can make more money in most companies by T by fixing their show up rate than by increasing their close what do you do to increase schedule show up rate like if you looked at an organization and their show up rate was 25% sure right and they're like our closing sucks and you say wait wait wait pause where do you start with show up where where do you start with that like what do you do with a when their book meetings aren't showing up so we owned a company called Allen which was a scheduling software so I got to see 4,000 appointments a day across all different Industries and so we got to test for absolute throughput and we got we got to test every bro I had two data scientists who were looking at all these different things so the number one uh lever on throughput in an organization is availability as crazy as that sound we tested every single variable it's number of actual time slots per day seven days a week which I find this hilarious because like obviously in the gym world I would have gym owners being like man I can't close any of these leads and I was like all right well let me see your availability they're like oh I take sales appointments from 7:00 a.m. to 9:00 a.m.

21:18on Tuesdays and Thursdays and I'm like and if they can't make that time they like well then they're not serious I'm like okay well how's that working for you it's not right right and so the thing is um I tell this story about ilila she was trying to get like her eyebrow something whatever whatever she was does um and she was in LA and she called a spot and they were like we have a time in a week she's like doesn't work she called the next spot I we can see you in four hours called the next spot and they're like I can see you right now she went there it's just about convenience and so the number of total time slots per day and the increment of the time slot and so I'm just giving you the like I'll give you all the the different points but this first one is number of total s slot 7 days a week the the next one is in of time slot so 15minute time increments for example versus 60-minute time increments it'll be more precise and for whatever reason at least on an internet world uh we get higher schedule rates from internet bookings from that perspective the for shorter time slots yes got it now the the actual sales appointment can be 45 or 60 minutes but the ability to start at 3:15 got it or 35 whatever the more intricate it can be like if I have an appointment at 3:05 the likelihood the person is on time is way higher than 3:00 like you know this from s right 305 like oh I got to be there on that time it just it signals detail right so uh the availability overall the the the the the the number of time slots per hour um the third one is this is just a tip we learn this one is that you dragging appointments up boosts show up rates like nobody's business and so let's say you have an appointment that you you get a lead you call them up you qualify the lead and you say hey um it's it's see I see here that you've got a you've got an appointment on Thursday and today's Monday say hey um I just had my 4:00 cancel um and so if you want I can pull you up at 4:00 and now sometimes if you have a two like a let me introduce you to Sean he's going to be like if you have a set or closer set up but you could even self set to yourself it's like I've got a four o00 and now that I talk to you we're GNA it's going to be awesome and they're like oh and same day you know same day show up rates are way higher than two three four days out and so number of total time slots increment of time slot the proximity from when you talk to them to when you book the appointment and then if at all possible dragging that forward into the present we try and do same day next day for all appointments if at all possible to cut the time frame down that's why they show up and and the truth of the matter is just like I just tell people it's like people salesperson always thinks like oh I'm the [ __ ] I'm like yeah you think you're the [ __ ] but then they got their son's basketball game and they just forgot about you after so the more time a you give to people they just forget [ __ ] number one it's your job to sell them but it's their job to get the information and run you know the outer world doesn't sell your product so they get more distracted the moment they go to the other world it's why you're trying to shorten down the time frame right now what if somebody so this is another big thing like I have to answer this always as like the sales guy Daniel I booked an appointment I had an appointment Janelle I followed up with her I made the video with her da da da and I still got ghosted now what happens when you know you have a client you schedule a meeting with her at 4:15 they ghosted you is you follow up one more time rather if they ghosted you what what have you guys found maybe in terms of dat or something that works when people don't show up to the meeting you just scrap the lead you hit it back up one more time this will be fun for everybody so I learned this from s back who's the first person that I so I mentored oh he was a wicked guy oh yeah you knew Sam right Sam was wicked so I so when I moved to California cuz I wanted to get in gyms I worked for minimum wage at Sam's gym for three months before I started my job yeah and so CU I looked on the internet and I had a white collar job um doing making good money and I quit that to work you know a minimum wage job at a gym so my my Persian father was horrified um but Persian that's right yeah and so um and so I'll tell you exactly what I S I saw him do it he didn't teach me but I learned it from him is that and it'll make sense so Janelle is is a personal training client and we're working out and she doesn't put her weights away I'm a personal trainer I got another meeting I gota get to what do I say do I say hey Janelle can you put your weights back no you're the trainer you put the like that's a terrible terrible frame right sure now I saw Sam do this and I applied it to every single sale my whole life afterwards he said Janelle I know you ain't about to leave my gym without putting your weights back and then she's like ah fine Sam I'll go put the weights back and now it's fun it's light it's not accusatory at all right and so I could see him saying this the way you said it I could see him I learn I learned it from it right his ghetto fabulous like could get into and he would do that when he wanted to say something that was harsh to somebody and so I would be like Janelle no I know you didn't just goost me on this I'm heartbroken over here I've got this big bowl of tears I was like I don't know what to do with it I was like I'm on the edge of a building and you know what I'm just messing with you I'm sure something came up I was like at the end of the day I got this thing for you um I got the medium set aside no worries I'm sure something came up same time tomorrow work uhhuh and just go right back into the meeting right just go right back in just and if she ghost me again you know what there's a hundred other Janel like basically what you just taught was setting the frame I started direct sales when I was 14 I said I would always set the frame where they would know how to treat me so if I cold call somebody and I asked them how their day is and then they ask me back how's your day I'm going to be like [ __ ] my day is fantastic every single person I talk to your neighbor it's so freaking nice and they're so kind and then boom they're like well now I can't treat Daniel like a piece of [ __ ] right so it's almost the same thing that you just did in followup you just you got to just make them feel like a human cuz people are people they don't want to make you feel bad it's like we sometimes think prospects are bad people but maybe they just forgot honestly like the biggest thing is people are busy people have very low attention and like you have one thing but so does a hundred other people I just I got rejected so many times I just don't take it personally I just really I genuinely don't take it personally right but I think the the frame that you said at the beginning because I would also call leads up that would opt in for internet leads right and so at the very beginning the frame right I had all these little like these tiny little things you do in the language where you say hey John pause it's like like hello like this is Alex and he's thinking he's like who [ __ ] who's Alex I don't know like what's this number right he like from Facebook you sign up for the sixe challenge yeah yeah yeah on the internet yeah yeah I'm I'm just I'm a real person right across from 7-Eleven on on X and Y yeah yeah how's it going today yeah don't worry I'm not I'm not one of the crazies I'm not not not after you I'm not in uh in Nicaragua or whatever and he's like haaha like okay cool oh so did you uh did you hear about us uh from I mean I messed the script I haven't done it forever but um so did you see because of uh the ad or was it because you hir us on uh the local news best best Boot Camp or was it uh you know Oprah Oprah did a special on us was it one of those things now if you have one award you've ever won in your entire life even if your mom gave it to you You' be like did you hear about us on uh on internet's best boot camps and they're like even if they haven't they now are like oh this is one of the internet's best boot camps right and so they're like oh these guys are legit oh yeah we won the best customer service anyways you probably don't care about that so what what can I help you with man what what's what's going on why why'd you sign up for a weight loss thing and then they're like you know what my wife's been bugging me I'm not fitting in any of my old suits and I don't want to buy a new wardrobe I'm like all right well I guess we got two options you can keep doing that or uh I got a four o'clock today that work for you and then you know we go from there right and so like having that preface that you said and I I mean I think to I mean especially on phone tonality matters so much and I've sold a lot through humor and harder to teach but like I feel like I was able to ask very hard questions using that kind of Sam frame where that like where you know lady says I got to talk to my husband and I think decision maker is one of the hardest ones to overcome in general right I mean of the of the obstacles I prefer to talk to someone in power but and so the way that I would overcome that I'd be like what if your husband says no uhuh he like well I guess I wouldn't do it's like but what does that mean in five years MH I mean is you're going to keep I mean how much have you how much weight have you gain in The Last 5 Years and they're like I'm like what if it keeps going that way and so I call CH like curiosity where you're like huh that's wild fascinating tell me more about that like I'm never so I call it like over overcoming the obstacles a dance not a fight it's seduction not rape right and so I want to I want to dance and so if they've if we're in that in the throws of that I want them to feel zero aggression and I want to I want them to be like wow he's really curious I'm like well what what what do you think about what are the variables that make the decision and they're like cuz they're like oh I got to think about I'm like oh what's your main concern let's do it together sure sure and so then then then cuz I want them and this is the thing a lot of sales people is they back away from the hard question they know they need to ask and I don't want them to be deciding when they leave I want them to make the decision in front of me it's like you're probably wondering if we're just foolish you you know what I'd be wondering that too so how can I prove it to you right right and then they have to come up with the criteria for me love that and so I want them to tell me how to sell them yeah yeah yeah like well it's great what would make you feel 100% And then they name cuz the thing is is this is the only time they've ever had this conversation so they on the spot they're going to think of like two things I'm like oh I can take care of that right here fair enough that make does that make you feel better sure all right let's knock it out and then it's just I I mean and obviously this takes reps to because some people in the early days of sales your adrenaline kicks in you're like I need this sale and like your teeth come out and I love this term commission breath it's like you start having commission breath right and then everyone goes on defensive because you sound like you're selling and so I've always I even like my team knows this like I [ __ ] my head and I do childlike curiosity so I even have a mental cue it's like huh and that's whenever I want to get like offensive I always go huh and that it deflate it like it completely dis I'm like and then it gives me a second I'm like huh well what if well let's play it out so if you didn't have the money to do this and you spent the money what would happen MH and they're like why wouldn't be able to afford groceries and I was like well I guess the weight loss problem solve itself then right and then you get the joke and they're like ha oh it's like no let's play it out well I mean you're not have you ever bought something you've ever been like man that was a lot but you're still here right you're not homeless okay so how important is this to you right and so we can and like you can sidestep these things I think with a lot of tone and being able to even your body language the way you just did it sit you can sit in the pocket I want to be able to sit in that spot where people are uncomfortable but make them feel comfortable so that they can actually be honest with me and then to your point of like what's the one Zinger honestly I haven't had it like I teach a hand right I want to let's get back in like what's you and I like to do the big zoom out and so like if I feel like I'm on this weird M like you know you're like in Pluto and you're like what's going on here right you're like hey let's zoom out you're trying to lose weight we sell weight loss what's get in the way here right and then you and then they're like I just don't know if it's actually going to work and I'm like that makes sense that makes you like every other person who signed up and then was successful CU if you know what if you didn't think that I'd be worried about you cuz if you thought 100% you CU then I'd think you'd have false expectations it's be a lot of work right and then all of a sudden it's like you're confirming their suspicions rather than trying to battle them and so I think a lot of people try and like invalidate what someone's feeling about the decision rather than actually leaning in because it's kind of like Eminem when he when he um in the rap battles where he owns all of his negatives it's like I want to I want to say yeah yeah you're right this is super expensive it's going to be really hard you should still do it like because then it's like all of those things that they want to give as obstacles I agree with and then still say that's a great reason to buy I threw myself under the bus first now you can't [ __ ] on me sure person on the other end almost expects especially when they know it's a salesperson they expect a certain pattern from a salesperson meaning you're the salesperson Alex and I'm Daniel the Prospect and I say yeah you know I just don't have the money right now my pattern is now once I tell you this I'm thinking for you to be competitive for you to argue with me and be like well that's the exact reason why you should buy do it right now and like right a pressure me I'm expecting that pattern response I tell people I'm like whenever somebody gives you an objection do the opposite of what what they think you're about to respond to like they expect you to combat with them you know be argumentative try to close the deal right away smile like just give them a smile laugh be like yeah no problem even just like wave it off even with that's not even a worry don't even worry about it drop their shoulders cuz now they're like wait wa wait salesperson malfunction in my head this person was supposed to argue with me and now they're not arguing with me they're almost like agreeing with me they're acknowledging it right now and they're on my side this is weird and you can't disagree with someone who ask you a question it's the like the number one thing when you're in that the high pressure situation is I want to make no statements I don't want to do any commands and I don't any any statements because there's nothing they can disagree with me on so if someone says you know I I I don't have the money and sure we could say well it's about resourcefulness not resources like we can go through all these these things but like when I when I really get down to it I'm like well man like that's tough so what's so what's what right now are other priorities for you because like I want to make it work for you but if it doesn't work it's fine but like because at the end of the day you're going to have X amount of dollars right okay and you're going to vote with your dollars about the things that you care about that makes sense right okay cool so the question is what are you voting for that matters more to you and if it's like I got to pay rent and my wife you know we've got a baby on the way I get it dude I get it maybe this isn't the priority right now maybe it will be in the future but the question is like how long do you want to not be able to get the things that you want in your life when you really want them how long do you want that to be a problem in your life that's if I was selling a sales training sure sure sure and so then it's like but now like we're I'm back to question asking right and so rather than being like to your point like well that's the perfect like um and I think the tone matters so much like if if people this is why role playing is so important because if if someone has said this to me 100 times and I know exactly what I'm going to say to respond I don't have adrenaline because I start saying the words before I'm even thinking because I can be present not trying to remember what I'm going to say I can be looking at the person and that's the whole like lless whole frame of like human first like if I actually really cared about this person how would I talk them like if it if it were my mother and she and she really did want to lose weight and she really didn't and she said I don't have the money I'd be like well well what else are you spending money on like I mean to be clear is this important to you cuz if it's not like I'll stop right now I'm not like I don't want you to do something you don't want to do it it's like I like to set that frame overall and I'm like you can even like you do it subconscious like I'm leaning back I'm doing this it's like hey I'm not I'm exiting yeah and so I I mean I told the we have a lot of little isms but like we always want to sell from our back foot I never want to be leaned in I was going to be like if you want it I'm here and so it's like what else what else are you considering like where else you allocating I get it cuz like and if you need to that's where those key stories so like if there's ever something that I like to have in my holster it's a story of someone just like them that just walked out the door right right it's like you remind me of Susan she actually came in um a couple months ago we had almost an identical conversation she could be your sister and and we got to this point in the conversation where she actually was struggling with this and so I was like how important is this to you and she was like it's really important and I was like well you're a single mom and you got four kids I was like I get it and I was like well what what can we do and she was like I think I'm going to start driving Uber I was like are you sure I was like it's going to be you at night she's like this is important to me like I'll make it work and you know the kids like well I'll just I won't go out to dinner one night a week I'll make it work and I was like okay you sure and she was like yeah and you know what Susan's down 60 pounds in the last six months since she made that decision and the thing is is like do you what do you want to be and then she's like I'm at 200 I'm like what do you want to be at she's like my high school I'm like if that happened would it be worth it and then she's like yeah I'm like well the question is what do we need to do to make it happen you know like and you and then and then all of a sudden it's like right we're back in and so I just I hardcore believe that you overcome objections simply by asking the question what they were intending I think a really good belief for salespeople is that if you don't close a sale it means you didn't understand the prospect enough because if you literally knew every single thing about a prospect like you were God and you knew every single thing that had ever happened to that person you could close them and so simply having the frame of curiosity which is probably the number one thing I teach our guys is like you have to genuinely be curious and so it's like what brought like that's why the first question is what brought you in CL clarify why they're here right and like what have you struggled with why did why why did that suck okay that's good for me to know what else have you done okay what are the things that you know and we just walk our way through this and that's that's what I um I try to get us out of any combat there's a there's a movie with Mel Gibson it's called what a woman wants right yeah right and uh I always tell sales people I said imagine you were like Mel Gibson he gets shocked and he's in the minds of every single lady every single lady's like oh he smells like this oh I don't like the way he's kissing me like this d da that's sales you want to understand what your prospect is going through cuz then sales become so freaking easy right but when you try like that's why I said it's like you want to understand people and then servicing them is is a no-brainer let's get back into this so you so we were talking about teaching I know cuz I can wrap up with you about sales all day I can go four hours here but you were talking about teaching and learning right sales so you said somebody comes in with a condition they know uh they know something the behavior changes and then what then are the results supposed to go up if the B Behavior changes is that what you see if we have the right activities that we're telling them to do correct because we have that right then outputs will occur like we will increase output period and our whole goal is adherence is that when this happens you do this when this happens you do this which means you have to think out way more and this is what I think most sales eaders most business owners don't do is they just have three guys and they're like yeah Dan closes at 35% Johnny's at 20 and you know Sam's at 10 and he's you know he's really struggling and they all follow different scripts and if you the thing is is that the the the owner doesn't know anything about it right they don't they're not close enough to it and all of all three of their calls all of them even amongst themselves sound different sound different right and so if you have no process you can't improve anything like literally it's just shouting into the wind there's no point because if you say hey guys we're going to do this they're already not following anything right right our whole objective if we're going to take over a sales team is everyone follows the script and if it blows it's on me you guys can close nothing and I will guarantee your pay right you can close nothing you follow yes and then together we will do this and then the whole team Rises love it that's how I like to do it cuz then also I mean I like team incentives rather than individuals get more into I want people to be I want it be us versus them not me versus John got it I want them to help each other out like I because if you're feeling you're competing get someone on the leaderboard in order to get the big jackpot at the end of the month then I want you to fail like it's my in like I have zero incentive for you to get better so say that say that when you said you like team incent I want you to talk about I know I have a lot of sales leaders listen what what's a way to influence uh output in a sales team the right way where people keep working and there's competition whatever the case is and I think there's a lot of ways to do this to be really clear so I'm just saying what we what we are doing is we like to have a pot that if everybody hits over this then everybody gets something love it right but now everybody's like shoot Johnny's low Johnny let's drill let's drill let's drill and we can all get paid right and then that way again it's US versus them I want to I want I want our enemy to not be in the ranks I want it to be outside let's put those guys out of business those guys are ripping off customers they're doing a terrible job let's out sell them because we want to make sure that every Prospect who's in their pipeline comes to our business CU they're going to get robbed over there got it like that's what I want I want the team to be together and I want us to be I want us to be in the trenches side by side not against each other yeah and that was something I mean it took me a long time because if you look at some of my older stuff I was like Cutthroat you know I mean I was like everybody has to kill each other you know what I mean um but I think I've shifted that over time because now we have bigger and bigger teams we make more money and I think it's it creates a much better culture you think competition's healthy within a sales team like do you think to what extent but are you Alex Bro are you competitive forget the money like do you love winning sure you love winning right do you have my phone like you don't like losing to people it's not even the money aspect so just win love you guys can see this right just win yeah I love this I love this because like everything else [ __ ] follows that forces you to be the best that's it just win I think every salesperson should just want to be the best inside of oranization absolutely yeah and I think that comes in the recruiting like I I want to bring killers in and I want to have a culture of killers how do you know who's a killer is there is there identifiers like a recruiting philosophy of who's the killer like who's like ah that guy has it in them is there a story that they tell you I have an 18-year-old who's on the team right now my team 18 and he emailed every single person in my company and reached out to them and had a personalized like cover letter for every single person about why he would be an excellent add-on to our sales team and the turned 18 He officially applied and then I was like how's this kid not going to be here he beats me to the office right he's he's here at 6 he leaves at 6 and he does it seven days a week and I'm like dude you should take the day off and he's like wow he's just he's here he's here to win and so like when you have that culture like that everybody all the other guys are like [ __ ] I got I gotta step my game up because and the thing is the hardest part this is this is my my belief on this is that the first three to five hires that you have for sales are so important because they Sid ay the culture and I Define culture as the series of rules spoken or unspoken in an organization so this is how we behave if this then that these are the rules that we have like if it's Saturday we we still show up that's a rule if uh if a prospect like if we get a lead we always do the steps of lead nurture we like what do you mean you didn't like like you didn't understand like what do you mean you didn't like you just chose not to I don't think he's going to be here like it just immediately and then they start black sheeping them like they police themselves cuz they're like it's an honor to be on this team correct right and I want that culture honestly on all the teams of the company that we have but sales because we're talking about sales like sales team six man like you are the best of the best to be here and I think that's part of like where brand stuff starts to come into play where like this will be like acquisition. will be on your resume and you can get a job wherever you want after that right right and so they know especially if they come on Alex's sales team that people are going be like what are all the secrets but the secrets are all the fundamentals and I'm such a big advocate of this it's like there is no such thing as quote advanced it's Advanced sales people literally never don't do the basics it's the consistency of doing the basic and the way so I we have isms but like simple scales fancy fails that's one of our little internal isms and so like in order to have a sales system the reason we delete so much is because we can only pay attention to a handful of things like just from the attention of the team the attention of the manager and so we just want to make sure that the things that we are focusing on that everyone does always all the time every day are the things that matter MH and that's it and so it's like did you follow the script did you follow up did you work the lead did you make the offer if they were qualified that's it right and then we can see the metrics across the whole team and if something's off we know what the pro like we can usually quickly identify what the problem is but I love a team where everyone's performing very very high and people get a ramp up but like you get a couple weeks but like after that if you're not because we know this system works and so if you're not if it isn't working for you you are not working it you don't try to say oh this is just our top 10% and the other 90% should suck no you're saying it should be the opposite [ __ ] the 90 80% should be the standard of people doing it right and then 20% is like you have some time to [ __ ] catch up but this is the standard of winning right here right if you know how to properly train and I think I just think the vast majority of people don't know how to train I just think I think it's it's 95% of organizations don't know how to train anything and so they basically just roll a dice when they hire somebody and they have no idea whether to judge if somebody's a good salesperson or not and they throw them in and if they close they say awesome this guy's a good salesperson which means he had all the building blocks already which means it had nothing to do with you right and your sales system is you gave them a PDF and you said please learn the script and then they kind of disregard it because they had an experience that might have been better they might be better at sales than you are but unless like the worst thing that can happen for us for example not the worst thing but like if someone comes in he's like I'm an absolute hardcore whatever closer maybe he does have a really high closing rate but if you come into our system I prefer to be like the Patriots like we have a system this is what we run here this is how we do things and if you come in you go off script you're not going to work here that's all it is now there's a hundred other companies that will take you and you can go mess up their sales teams but you're not going to mess up mine right if that guy's a team player and he says I will do your script I have a handful of suggestions that I want to do I'd be like replicate before you iterate that's one of my rules like love it if you can meet everyone else's standards then you can tell me your suggestion yeah so and and so if they do that then they say I think if we if we change this question I think it would frame things then I'd be like awesome you change it I'm going to keep the rest of the team the same and if your close rat's higher I'll put it team wide and that's how we iterate so like we'll still keep the whole like because you have to test I mean I always like to test things in scale scripting whatever and so it's like we're still going to keep the block of the team the same because we know the system works and we'll change this one thing for you and then we'll see if it works better and if it doesn't and most times there's just no change in which case get back on the script got it would you would you advise I talk to sometimes small business owners and they just launched a program hey Dan I just launched a program on school I need a salesperson now they say so I need a salesperson I need somebody on the calendars and sometimes you know maybe you want to hire in threes and the reason why I like doing that is because I don't like blaming positively or negatively if emo comes to my organization and he's fcking up just like you said I can't really blame EML because I'm like is it the script what's wrong is he lazy XYZ but if I hire EML Bri and Sam and everybody's [ __ ] up I might have a problem here right or you know I could say well you know this guy's winning and both you guys aren't winning and he came in with no experience I like to always just hire in a batch instead of just hiring one let's transfer into a school for a second so we just we're publicly launching it's our sales role play because I believe in sales my brand is world class closer so I either say you're a world- class closer you're a world class Winger when somebody tells you something your objection response changes every single time and you're just freaking winging it right I think role play is so important know when you see LeBron James take a game seven winning shot he's done it a million times in the gym he makes it seem so freaking easy just like you said you don't want to practice you know on your leads you don't want to burn your lead so we just opened up something called our world class closer sales role play so I roleplay with these individuals every single week over Zoom me personally doing it for like 30 minutes every single part of the script right so and it's for every single industry and now we're hosting it we decided to host it on school and when we soft launched it to our community what I realized is number one the engagement is phenomenal through school the engagement is amazing already and there's only a couple hundred people right now inside of the platform why do you feel like school has the success it does right now what's the key indicator why people love school right now I like to use the analogy of 100 golden BB's no silver bullets and so it's a lot of little details and it's hundreds and hundreds of little details of trying to make it just that much better and so even I was talking to Sam who uh is the co-founder and he uh he was talking to me about like the live light for like if someone's got a little green icon next to them he's like well it sounds simple right you say okay well if they're online make it green he's like but what if someone's online on their phone and then they turn it off and then they're on their desktop what if they're using multiple browsers what if they have a tab they have the tab up but they're not on that tab how long do I give them before I go for from green to not green right and then he's like because thing is if if I if I turn it off too fast then people are going to feel like they're having conversation then it's over but the person's still paying attention they're switching back and forth but if I have it too long then they're going to be messaging be like hey where are you right and so that's just like one iota of an example of all the details that exist within school to make it better but the um but uh Daniel who's the um never mind sorry the uh the the head the the whole development team um came from a gaming background m and so they came from Riot games and so they know how to gamify things in a way that makes it fun and so one of the big missions of school is to make make Business Online fun and easy and so the whole concept of building a community for Fun and Profit right is that we wanted to take all the friction out and so the reason that most people can't get sorted in line for example is that like Tech is that no one can do technology it's like okay well what if we just took all of that barrier way and just made it easy and then within the communities if we know that people in our communities engage way more then they're going to stay longer refer more friends and so the people who own the communities just make more money because the the platform itself will make you the money correct now that's on the microcosm level on the macro level there are many communities on school and so it allows people to search for whatever they want to learn and that's what I'm you know super passionate about which is like to make real business education accessible for everyone schools should make education accessible for everyone so whether you want to teach watercolor or you want to put your uh your downline on there or your sales org or whatever it is in that that place and you want to teach them in a systematized way it's one of the best ways to do because if you put it in a let's say a wh labeled whatever sure there's going to be it's going to be dead and that's the problem is there's no activity there's no life and so inside school there's so much activity because it's been so gamified for engagement that that's why you're seeing the engagement that you are and that's and I can't take credit for that that's the dev team that's Sam that amazing at product um I just saw the stats because I came in as a business guy and I was like what are the growth what are the what are the the referral rates and the thing was growing with zero marketing I'll just say a lot every single month right and for years and so as soon as I saw that I was like this is a [ __ ] product and so that's why I you know wrote a massive check and then became a co-owner there's creators on here watching right now so asides from the sales people what do you feel creates a very solid Community like if you could boil down to two to three things what's a strong community in your eyes so communities approximate access so they're fractionalized access whoever owns the community people are getting a very small slice of them for usually a much lower price than they would normally charge for like oneon-one got it in person if that's the absolute extreme you training somebody oneon-one on how to sell versus one to many in a remote setting be the absolute opposite and so it's a fractionalized version of that so how do we approximate access so one is having a very simple value prop for the community which it's about value per second rather than seconds of value and so a lot of people want to build communities and say like I'm I'm going to stuff so much stuff in there but then the number one reason that people cancel communities is overwhelm and so that was a big finding for us and so we're like oh okay so it's actually about pairing things down because fundamentally people usually buy for one or two like one or two reasons and as long as the the value proposition that we have for the community just meets that one thing then they're like oh I got it and so more people want to be like Oh I'm consuming this whereas let's say you offer a hundred things and they use one even if I had the same price for 100 things and I only gave one thing and somebody uses one of one versus one of 100 they will feel like they're getting way less value if they use one out of 100 things right because they feel like they're not using it and so we found that it's actually about making fewer things better inside the community that people actually will consume because everybody already has all the information they need at their fingertips everybody has Google so there's no lack of information it's about curating the information and focusing on how do I compress it and make it the most adjustable as humanly possible for those people from an information perspective from the AIS side so I said it was two things from the information side from the access side it's what are the ways that have the closest approximation to you and so I think like weekly call and maybe like one big thing like that's what we're doing at school because we've looked at the data it's like I do one call a week inside of the community for school and one day a month I do eight hours of full training with the top Community owners who won that month that's what's inside got that's it and that way they can stay up to date with it they're like no I didn't miss anything like I watch the video and once a month I do a Saturday and I binge it but if I if if because what we had for a minute was we had three calls a week with basically we took the top winners we interviewed all of them we asked some these questions we put all of those in we're like we're just overd delivering with value but people were like I'm getting behind I can't I can't keep up with all this stuff and so it's like okay what are the fewest things they absolutely need to be successful and give nothing else not because we can't but because they can't handle it right and that was a big finding for us and so it's about having fewer better things that even one of the things on its own it's like that alone is worth it right and so just the calls with Alex is worth it just the calls with d alone is worth it the one down like the one eight hour thing a month my God people pay $50,000 $100,000 a year for masterminds and this guy's making more than those guys and he's just giving it away right that alone would be worth it and so we want the few bullets of value in and of themselves to be worth far in excess of the price that even if they only use that one thing it' be worth it but we don't want to have a list that's this long right we want to have a couple of core things that are the main reasons someone buy are the shoes comfortable do they look good and are they affordable smart yeah and that's the idea so it's smaller things higher usage make sure people are not getting intimidated by everything else how how recently when did you just partner up with SCH so January 9th is when we announced it I think that you partnered up with them right that's when we announced it what what's next for you inside of the business like where are you looking to take school I mean we want to go all the way you know we want to we want to have a place where people can learn whatever they want to learn and teach whatever they want to teach and do it inside of a community and part of the reason that school even began was because um Sam had a big kind of coaching business called consulting.com yeah and he saw that people would buy the training they would log in they'd watch two or three videos and then they'd spend the rest of their time in the Facebook group and but the Facebook group sucked it's like they would get sucked off they'd have ads from competitors the post didn't have any reach so you have to have a support team to manage the fact that no one could get their questions answered because no one would see the questions and there was no gamification and all these other things and so he was like is there a way that I can put the courses the schedule for the for the classes the actual Community itself could I put leaderboards in place could I gamify it so that when someone adds more value to the community they get rankings and what that does is it encourages people to actually provide value so this is one of the most ingenious things is that because you get points for engagement for your long-term status you are incentivized to make good quality posts correct and so that makes the it lifts the overall quality of the community and so one of the the the the the big benefits is being a community owner is that it's kind of like hosting a big party it's not really about who host the party it's about how good the the people at the party are and so if you curate the right atmosphere like you don't need to be the coolest guy you just have the right people in the room and so one of the other cool things probably my favorite feature of school is like I I probably write like one long form Post in there probably two three times a month like I'm like you know what I'm seeing this common question like let's let's crush it right it's I'll write a really thought out post and that can actually go into the curriculum and so you can write the post see that it works really well well and then you can just tag it and Associate it with part the course of curricul because a lot of people and we found this out too A lot of people just prefer to read as much as there's there's lots of video stuff sometimes video seems long you're like I'd rather just read the post yeah and people are more well thought out like when people make videos they just ramble and bl but like when you write you tend to be a little bit more concise with your language and so uh but you can also use that from your community so if John makes an amazing post on how to follow up with a ghosted lead you can just tag that into followup and then underneath of the video you've got John's post too right and so these things don't disappear anymore the best things you can uh uh turn into artifacts that that crystallize and stay there forever so you can immortalize things and I think that the best content that I've had like in gym launch when we had the community of gym owners like some of the best content that was there wasn't for me it was from from the gyms and I I just had to lose it and then I'd have to like take it and then I have to like make a video on it and put it and then it would like lose its its its value but if you could see that post with all the engagement and the questions being answered underneath it makes for a much more engaging education overall right and so that's one of I mean we do that right now in the school Community like in the school games if someone has figures out like hey I'm running ads in the ads section it's like Evelyn made a great post on how she's running and what she's doing let's put it right over I didn't have to do it Sam didn't have to do it and so you you kind of crowdsource the value itself and so those things alone it's like you provide your role playing you do one big training per month that's really valuable right and you curate a community that already has all the incen built in place to provide the most valuable posts and then you put those things in to the area where they can be immortalized and people get incentives to make amazing stuff because they get points and they raise in status yeah we've seen it right away like people like it's encouraging great Behavior just like you said like everybody's going to show up to the Gatsby party and everybody's going to look great right Gatsby doesn't even have to show up everybody just looks good at the Gatsby party it's the same thing that's happening inside of our community people you're encouraging valuable Behavior too as well there's like in some communities you will see people you know talk [ __ ] and there's hate Etc we've seen none of it we've seen none of it like I I don't know why it might come sure this is part of you know the internet Etc but everybody just like came together as family and it was like Sally was helping John within like a matter of an hour and these two people I know were completely disconnected guy's like man how would you do this and then everybody's answering on the post oh this what I would do with this Prospect Etc and it made my life easier as a Creator and people have to understand this like cuz you can only do so much I'm like oh [ __ ] 18 people just answer it I just liked it I said good answer yeah that's it oh that's right I like excellent breakdown like all the time and um the the crazy thing about this is that the putting all the incentives in place is what actually takes like a long time to build that kind of builtin incentive that people behave the way you want to but even the look in the feel of school is purposely like fun you know mean it's light and so that it's it'd be weird if there's like this long troll post because it's like it almost feels like it it sticks out right um but to your point the whole point for creators is we want to make it the most leverage for a Creator to be able to host a community and if you have thousands and thousands of members you can't answer everyone's question and one of the problems with Facebook for example is that if you make a PO or one of your customers makes a post no one sees it because it it reaches like 5% of people and if it's not a good post it just disappears Into The Ether and so one of our super users has you know tens and tens of thousands of of members in her community saying I pay $400,000 a year in support just because I no one gets questions answered on Facebook because it's dead because no one actually sees the posts and she's like in school I could cut 400,000 year out of my out of my payroll because every post gets 100% reach and when I post everyone sees it like 100% see it and you can notify everyone also via email that you made a post and we we limit it so that you can only do that once every three days as a Creator so you don't spam your your audience and that way when they do see an email they're like oh it must be worth it and so we've you know we've been able to test these cadences that like once every 3 days it's a sweet spot where like you make something that's really valuable like hey I did this breakdown post you should check it out and you you notify which because you're an admin you can do that and then everyone sees it for anybody to sign up it's school like in my community for anybody sign up it's school.com yeah slam gam yeah because in the games we have a couple of extra you know fun things it's a I think it's a 14-day trial I take calls once a week we have an eight hour dump that I do once a month of like oh huge in-depth training on all the best community owners and what they're doing to reduce turn how they're pricing how they're acquiring customers what are they doing to make content run ads do Outreach do phone sales some of them doing direct to the about page how they're optimizing their about page to increase conversions all that kind of stuff like the in-depth tactics um and then there's just the community that's awesome and I have a stepbystep training too if like you're starting from zero to one and starting is that is that paid or free that's it's free for the first 14 days and the Go games for free yeah for the first 14 days and cancel if I want to cancel yeah got it yeah I like to make it back fo you know so I would get access if I were to access games right now I would get access to all the content in the past two as well yeah I can use up everything yeah got it the the the one stick for the uh the the the big eight hour unlocks they unlock when you get three members into your group ah love it into your group you said yeah into your community because to join the school games you have to have you have to be a school Community owner that's how it works you start a community and in the school games they teach you how to run communities that's the school games right right right right right if you were like I want to learn whatever then you search Discovery and just find whatever groups you want so if you're going into Daniel's Group for sales then you would type Daniel and you'd have sales and then you'd be up there and then they join so people are going to the basketball Community they're going to the watercolor Community they're going to the sales Community they're going to all these different communities and the nice thing is that when I mean this is where the compounding effect happens is that if Susie has a water coloring and John has basketball and you have sales when Susie brings watercolor person in they also see your stuff and so the traffic and the way that the algorithm works is that the best communities right R in the rankings and so we will feed the best communities ourselves with the mountain of traffic that we have and there's free community so it's free on the optin and then free on the community back in that's freaking weekend anyways dude thank you so much foring us thank you …