Episode description

Have you ever wondered how to charge $50,000, $250,000, $500,000, or MORE for a professional service or product?

Or how to go from getting paid for doing to getting paid for knowing to getting paid for actually BEING?
 
How do you sell something like that? Influence a prospect? What IS the enrollment process? What kind of questions do you have to ask for people to raise their hands and say, “I've been looking for someone just like you, I already know I want to work with you, and how do we start working together right now?”
 
This episode is special because it’s my first solo episode. I'm going to teach you everything I've learned about influence persuasion and enrolling high-ticket clients over the last 30 years in about 40 minutes.
 
All of this and more, including how to go from a face-to-face business to a virtualized, digitized, and de-materialized business. Plus, I share how to scale it with your sales team.
 
Over the last 30 years, I have personally sold over $60 million worth of products and services online and face to face. That includes scaling businesses and teams. Today, I’m going to share exactly how I did it, starting with how I have been working with Dan Sullivan in Strategic Coach®, doing something Dan calls the Free Zone Frontier. (If you're not familiar with that, definitely check out what the Free Zone Frontier is in this previous episode.)

Dan and I started a project with the idea that he wanted to generate a minimum of 100 leads per week for his sales team that were pre-qualified hand raisers wanting to enroll in one of his three programs. He also wanted me to be able to teach and make this system viable for other participants in Strategic Coach.

All of this came from a moment Dan and I had together that we call the Civitas Moment (We talked about this in another past episode called The Best Pitch You've Ever Heard. If you haven't already, definitely check it out.) It’s the equivalent of saying, “I love you” in the world of sales and marketing when someone shows up saying, “I already know I want to work with you. How do we start working together? It feels like I've been looking for someone just like you forever!”

In the old days of traditional sales, it took many, many follow-ups and a number of connections to close a deal, but I say BullSh#@ to that. I think it's important to get your marketing and messaging nailed and be able to create a replicable and scalable system, and then add automation to do the tedious, repetitive work.

In this episode, I’ll guide you through all the most important stuff I’m doing with Dan and a lot of my clients inside the Superpower Accelerator Program. Plus, I'll give you actionable steps to take to grow and move forward. Enjoy!