Subtitles section Play video Print subtitles - If this is the first time you watched my video make sure you hit the subscribe button and yes and click on the bell and turn on the notification. I'll send the next video. - [Matt] Cut. Thanks. - Awesome. Good. - [Matt] Okay. - More sticks, boom! - [Woman] Hey Sifu, a quick question here something, actually Matt if you wanna stick around I think we can really use this footage. I think some students would - Is it rolling? - Yeah. - Okay. - I think students would benefit from this. So I got this from a student. Let's check it out. - [Female Voice Recording] Hey Vic, sorry to bother you, I know you're probably busy but today I got really stuck talking to a prospect. They asked how much experience I have and as you know, I'm just kinda starting out, so I didn't exactly know how to answer that question confidently. I got a little bit defensive, and I was just wondering what you think the best way to handle that in the future would be? - Okay, so the object is like how much experience do you have? Okay. That is pretty common. Since we're rolling, maybe why don't we role-play? - Yeah. - 'cause it's a lot easier. So why don't I be the closer, you be the prospect? - Okay. - And let's say, I am providing digital marketing services. You're an entrepreneur, we've been talking and now we're kinda halfway. We're talking about money, we're talking about budget, and but you're leaving me on the fence, so you're not quite sure how much experience I have. And I'm kinda brand new, right? I'm quite new at this. So let's try that. - Okay. So, so Dan, thanks for sharing all that information with me but I'm just really wondering at this point, how much experience do you have with all of this? - Well, that's a very good question. I'm just curious why are you asking the question? Well you know I've made a lot of mistakes in the past with hiring to be very frank, right? - Mistakes meaning, like you've hired other people in the past? - Yeah, and a lot of money as well. You would think that you pay a lot of money, you get really good quality but that's not always the case. So I've signed contracts with people that didn't work out. So I wanna know what makes this what we're trying to do now any different? - I understand. And if you don't mind me asking, how much money have you like you've said like, wasted? - Oh, I've lost like five figures. - Five figures, like 10, $20,000 dollars? - Yeah, like $20,000 dollars. - $20,000 dollars, And now kinda you've been burned a little bit, had some bad experiences? - I don't feel very confident. You know if I've been trying to be transparent with you because there's so many marketers out there they say their great. Right, but on any other day I put the money down and do I see the results. Until I see it I don't really know, so I'm a little bit tentative. - And then what inspired you book a call with me, now. Like you talk with different people and you've had some bad experiences. - Well, I mean I've heard good things about you. I went online and I saw a lot of the things that you teach right? Some of the YouTube videos I've been watching you for a while as well, I thought I'd reach out and see where the conversation takes us. - I see. - But it does make me feel a bit hesitant at the same time. - Yes. - Yeah. - So, are you looking for someone kinda do things the same old way? Kinda has a pattern, or are you looking for some brand new ideas, someone to bring some fresh ideas to your business, to generate more leads for you, is that what you're looking for? - Definitely not what the last two people did for me, 'cause that didn't work out at all. So, something that would really make a difference to my bottom line, essentially I wanna see results. - I see, and the question is, and I'm sure other people you talk to, that they kinda promise you the moon, and they're gonna do this and do that for you. I'm not gonna do that, instead, 'cause what I believe in each client I work with is unique. The reality is it doesn't matter what results are produced in the past, that doesn't always translate into what I could do for you, right? So, I mean I cannot guarantee any kinda results. What I can guarantee you is, looking at your business, looking at your business model and your offer, I think I can add a lot of value. At the end of the day you have to be comfortable with what I offer. So, it's up to you. What do you think? - Okay yeah. I mean it sounds a lot more promising than the last two people that I've talked to. So I kinda like that you don't try to over promise me, right? So yeah again, I'm very much results based right now. - Yes, awesome. So that's one way you can handle, I think maybe you share that with a student. - Yeah, I think we can probably clip that and send it to her. - Yeah, and the same thing like if when you are talking with a prospect and sometimes you get defensive, maybe you don't have a lot of experience and you try to justify too much. Or you know, "I don't share my client either with people, "I protect their privacy." A lot of defensive kinda statements instead of just be if you don't have experience, be very transparent say, "Hey," and I don't have a lot of experience, just say, "what are you looking for? "Are you looking for experience? "Are you looking for results, right?" Past experience doesn't equal results. And on the other hand, I remember when I was getting started, as a copywriter, I was young, I was 20 something years old. So the way I kinda frame it is, yes I don't have a lot of experience, but you can bet, you can be certain that I'll work extra hard, because I don't work with a lot of other clients like you are it as a client. I value you as a client, I'm gonna do my very, very best. And a lot of the time entrepreneurs I talk to they're like, "Okay, I'm gonna give this young guy a shot." I find that that's the best policy, honesty is the best policy right? - Watch our HTC Family. Today was a great day. I have another three fucking booms! Three booms! 15K closed for today, so my commission about $15,000 bucks. - HTC Family. Okay update. Two booms today. $12,000 dollars, and feeling fantastic. And every time I close, I wear the HTC cape. You're closer than you think. - If you want more role-play, I have a four part training series that is free. You can click a link here and you can check it out. You can actually download a couple more role-plays kinda like this. And here, what a closing call sounds like, right? What are the some of things that you can ask? What are the correct questions that you could ask?