1. What you're going to learn today (2)
1.1. Discover the "G.U.T.S Philosophy" so you can shift your mindset & gain absolute confidence as an investor
1.2. Learn the "G.U.T.S Rules" to adopt the beliefs and attitude of a successful real estate investor and wholesaler
1.3. Master the 3 Step "Success Staircase" to effortlessly move the seller up the "YES" ladder and close them
1.4. Uncover all the "Psychological Deal Triggers" to influence and persuade sellers (or GUTS moves)
1.5. Learn the art & science of asking QUESTIONS so you can extract all the information that will help you close the deal
2. Intro (5)
2.1. Congratulations on making the right decision
2.2. Why am I doing this
2.3. Transformation
3. Ground Rules (4)
3.1. Engage in the Facebook Group
3.1.1. Record your conversations with sellers & post it in the FB. Give feedback to each other.
3.1.2. Ask questions and share your experience with other members
3.1.3. Share your biggest takeaways right after each training session
3.1.4. Make sure to check out the G.U.T.S. Quick-Start Video Series
3.1.5. If you're not already in there, send an email to Yassin ([email protected])
3.2. Practice. Practice. Practice.
3.3. Recording will be available after the call (we'll email it to you)
3.4. I'm going to deliver content in the first 45-60 minutes and then I'll open it up for Q&A
3.5. I need 3 volunteers for our roleplay today
3.6. Any questions before we move on?
4. The G.U.T.S. Method (50)
4.1. G.U.T.S. Philosophy (5)
4.1.1. Overview
4.1.2. What's up Doc
4.1.3. The Salesman Comes FIRST
4.1.4. You Control the Process
4.1.5. No Begging
4.1.6. Make Money Today
4.1.7. "If your life stinks, it's your fault"
4.1.8. Create an Environment of Success
4.1.8.1. Show me your friends, I'll show your future
4.1.8.2. Join the G.U.T.S. Sales Mastery Facebook group and hangout with the high performers
4.2. G.U.T.S. Rules (5)
4.2.1. Overview
4.2.2. The Million Dollars Rule
4.2.3. No Pro-Bono
4.2.4. No Rapport & Bonding
4.2.5. Only answer ?'s when it serves your needs
4.2.6. It's OK to Fire the Seller
4.2.7. Qualify in 3 minutes or get out!
4.2.8. $ is Never an Objection
4.2.9. Objections are Opportunities
4.2.10. Ambiguity is a No-No
4.2.11. All Cold Calls are converted to warm
4.3. Staircase To Success (20)
4.3.1. Overview
4.3.1.1. Why is it important?
4.3.1.2. What will it enable you to do
4.3.1.3. How does it work
4.3.1.3.1. Agenda
4.3.1.3.2. Qualification
4.3.1.3.3. Close
4.3.1.4. On upcoming workshops we're going to dive deeper into each topic & practice.
4.3.2. Step 1: Agenda
4.3.2.1. Why
4.3.2.2. What
4.3.2.2.1. Draw roadmap
4.3.2.2.2. Permission to ask questions
4.3.2.2.3. OK to fire me
4.3.2.3. How
4.3.2.3.1. How you draw a roadmap
4.3.2.3.2. How to ask for permission
4.3.2.3.3. How to gain their trust (OK to fire me!)
4.3.2.4. Roleplay
4.3.3. Step 2: Qualification
4.3.3.1. Why
4.3.3.2. What
4.3.3.2.1. Needs & Greeds
4.3.3.2.2. Timeframe
4.3.3.2.3. Money
4.3.3.2.4. Authority
4.3.3.2.5. Character
4.3.3.2.6. Casual Commitment
4.3.3.3. How
4.3.3.3.1. Questions you ask to qualify for Needs & Greeds
4.3.3.3.2. Questions you ask to qualify for timeframe
4.3.3.3.3. Questions you ask to qualify for Money
4.3.3.3.4. Questions you ask to qualify for Authority
4.3.3.3.5. Questions you ask to qualify for Character
4.3.3.3.6. Questions you ask to qualify for Casual Commitment
4.3.3.4. Roleplay
4.3.4. Step 3: Close
4.3.4.1. Why
4.3.4.2. What
4.3.4.2.1. Satisfy & Review
4.3.4.2.2. CCC
4.3.4.3. How
4.3.4.3.1. How to satisfy the seller needs & review terms
4.3.4.3.2. How to confirm terms
4.3.4.3.3. How to change (if necessary)
4.3.4.3.4. How to close
4.3.4.4. Roleplay
4.4. Psychological Deal Triggers (A.K.A GUTS Moves) (10)
4.4.1. Overview
4.4.1.1. Based on human psychology
4.4.1.1.1. Dr. Robert Cialdini
4.4.1.1.2. Dr. Eric Berne
4.4.1.1.3. Dr. Thomas Harris
4.4.1.2. Anticipating Seller behavior
4.4.1.3. A lot of the triggers can be used throughout the 3 Step "Success Staircase"
4.4.2. Psychological Deal Trigger #1: Micro-Commitment
4.4.2.1. Commitment upfront
4.4.2.2. The "Yes" Ladder
4.4.2.3. Small decisions lead to big commitments
4.4.3. Psychological Deal Trigger #2: Struggling-Child
4.4.3.1. I got your number here, can you help me?
4.4.3.2. People love to rescue / help
4.4.3.3. Convert prospect into Nurturing Parent
4.4.3.4. Use on closing
4.4.4. Psychological Deal Trigger #3: Pattern Interrupt
4.4.4.1. G.U.T.S. Move
4.4.4.2. Get the seller off balance
4.4.4.3. "You got a problem/solution Mr. Seller!" openers
4.4.4.4. Why should I work with you? maybe you shouldn't!
4.4.4.5. I want to think about it? "You're not allowed to think about it!"
4.4.5. Psychological Deal Trigger #4: Likeability & Trust
4.4.5.1. Happens in the Agenda step
4.4.5.2. Mr. Seller please fire me!
4.4.6. Psychological Deal Trigger #5: Re-direction
4.4.6.1. Get the answer you want
4.4.6.2. Opposite redirection
4.4.6.2.1. Positive
4.4.6.2.2. Negative
4.4.7. Psychological Deal Trigger #6: Storytelling
4.4.8. Psychological Deal Trigger #7: "I don't know"
4.4.8.1. Diffuse and change ego-states (TA)
4.4.8.2. Take the conversation to Adult-Adult
4.4.9. Psychological Deal Trigger #8: Authority
4.4.9.1. Setting the Agenda gives you authority (Adult role)
4.4.9.2. Why should I work with you?
4.4.9.3. Gain control through credibility
4.4.10. Psychological Deal Trigger #9: Stroking & Nurturing
4.4.10.1. Empathy
4.4.10.1.1. Understand how they feel
4.4.10.1.2. Kind of like "mind reading"
4.4.10.2. When you stroke, you're complimenting them
4.4.10.3. Nurture by relating to them on an emotional level
4.5. Art & Science of Asking Questions (10)
4.5.1. On upcoming workshops we're going to dive deeper into questions and how to ask them
4.5.2. Overview
4.5.2.1. Questions are the answers
4.5.2.2. Questions gives you control
4.5.2.3. Use throughout the sales conversation
4.5.3. Types of Questions
4.5.3.1. Open
4.5.3.2. Closed
4.5.3.3. Ignorant
4.5.3.3.1. I don't know
4.5.3.4. Multiple Question
4.5.4. Finesse
4.5.4.1. Permission
4.5.4.2. Becoming The Thespian
4.5.4.2.1. Using Stealth
4.5.4.3. Remaining Unemotional
5. Recap (5)
5.1. Recap of what we learned today
5.2. What's coming next
5.2.1. Week 2: The "Agenda" Workshop
5.2.1.1. Discover the word-for-word "conversation openers" to put the seller off balance and control the conversation from the get go
5.2.1.2. Learn how to get the seller to trust you and answer your questions honestly
5.2.1.3. Find out how to "Draw a map" so you can relief the seller's anxiety and eliminate all possibilities of rejections
5.2.1.4. Discover how to use the different psychological deal triggers to take control at "hello"
5.2.1.5. This workshop is all about PRACTICE. We're going to role play, practice and master the "Agenda" step together.
5.3. Next Steps
5.3.1. Vitamin Claude
5.3.1.1. You're going to have all the tools you need before the end of this training
5.3.2. Homework
5.3.2.1. Watch the webinar again
5.3.2.2. Share your #1 biggest takeaway or aha moment in the Facebook group
5.3.2.3. GUTS Accountability Partner - Connect with another member in the group to start roleplaying (post in the FB group)
5.3.3. Daily Accountability (Yassin)
5.3.3.1. Format
5.3.3.1.1. Daily accountability
5.3.3.1.2. 3 Questions
5.3.3.1.3. # of Calls
5.3.3.2. How to generate
5.3.3.2.1. 10 min tutorial