The Level Up Podcast w/ Paul Alex - Breaking into High-Ticket Sales: Insights from Top Closers Brandon and Matthew

Episode Date: October 28, 2024

In this episode of The Level Up Podcast w/ Paul Alex, Paul sits down with elite high-ticket sales closers Brandon Pham and Matthew Buenaflor, who share their journey to success in digital sales. Discover the skills, mindset, and strategies they’ve used to thrive in the competitive world of online sales, even generating over six figures in commissions. They discuss how to handle challenges, build resilience, and stay motivated, as well as practical steps for those interested in starting a career in high-ticket sales. Perfect for anyone looking to break out of the 9-to-5 grind and achieve financial freedom through digital sales.Brandon: https://www.instagram.com/mtf.brandonpham/?hl=enMatthew: https://www.instagram.com/mtf.matthewbuenaflor/?hl=en“Your Network is your NETWORTH!”Make sure to add me on all SOCIAL MEDIA PLATFORMS:Instagram: https://jo.my/paulalex2024Facebook: https://jo.my/fbpaulalex2024Youtube: https://jo.my/ytpaulalex2024Linkedin: https://jo.my/inpaulalex2024Looking for a secondary source of income or want to become an entrepreneur?Check out one of my companies below to see if we can help you:www.ATMTogether.comwww.Merchantautomation.comFREE Copy of my book “Blue to Digital Gold - The New American Dream”www.officialPaulAlex.com

Welcome to the Level Up Podcast. I'm your host, Paul Alex. I went from being a cop to an eight-figure entrepreneur that helps average people like you and me make money every single day. I created this podcast to help you get motivated and to crush your goals. Let's win together.

Remember, I have your six. Get ready to level up right now. Hey guys, and welcome to Level Up Podcast. This is Paul Alex, and today we have a special, actually we have two special guests and these are actually close friends of mine. They work with me with one of my businesses and guys, they are the elite when it comes to becoming a high ticket closer here in the digital marketing space. So yes, we have another special guest here, Brandon and Matthew. How are you guys doing today?

Doing good. Good man. Good. Glad to be here. Yeah, no, absolutely. And this is going to be a good one, guys. So if you guys are looking to get into the high ticket space in the online world, I know that there are literally what dozens of courses out there trying to tell people, hey, it's easy to go ahead and be a closer, to go ahead and make money online. If you guys watch any of these old school sales movies like Wolf of Wall Street, Boiler Room, you know, I love those movies by the way, they're funny.

No, we're gonna get the real deal right here because we have one consultant, Matthew, who has one year of experience, has been able to generate over a million dollars of revenue. And then we have a more senior consultant here, Brandon, who has been in the sales industry for three years and has been able to generate over $10 million in revenue. So we're gonna get their perspective,

what they went through and what it is like to be a high ticket closer in 2024 and beyond. All right, Brandon, so let's start with you. What were you doing before you got into digital marketing sales? I had a few businesses that I was actively working on way before I got into sales, corporate America right before that. And yeah, it was completely the opposite of what sales is. So something that's completely different. Originally, uh, I was supposed to go to a dental school.

And I grew up in a very traditional family where they're saying, if you're not a doctor, you're not a dentist, you're not a lawyer, get out of my face. That type of family So when I went and did something else That's kind of how it all started and then I fell in love with sales here I am today No, I love that man. I love that and you know, what type of companies were you doing before you got into high ticket sales? Specifically, it was ATMs Amazons and I've tried a few businesses as well,

but I didn't make any money from that, so we won't count those. No, I love that, man. And besides the businesses and all that jazz, like, I guess what still drives you to do sales right now in 2024, man? What will you see? Where is the sales industry leading to? Is it growing? Is it oversaturated? What's your take on that? So I mean, when it comes down to sales, number one, it's absolutely not oversaturated. Because no matter what business, no matter what organization, I mean, the definition of business, in my opinion, is solving problems.

And in any cornerstone of a business, there's always some sort of selling going on. Whether it's the way you dress, whether it's the way you talk, whether it's actually on a call, you're always selling yourself, even in the day and things of that sort. So definitely not oversaturated. I think it's phenomenal. Like what keeps me driving? Number one is it's, you know, it's the fear of failure, right? It's like kind of like you're riding a bicycle as soon as you stop, it just you could fall. And the second thing is I enjoy what I do because the way I see it is everyone goes through life in many different journeys.

One is that you know you focus on yourself, you become the best version of yourself so that way you can take care of other people but you got to take care of yourself before you're able to do so. So now at the point is you're helping people and I feel like that's the next stage that's what keeps me going. Nice nice no I love that dude. So follow-up question is within your role right now okay year to date what is the biggest month you've ever had dude? Do you feel comfortable seeing it? The most money I've made man it was about 35k okay and and so so the company I work at, we prioritize paid in full. So we don't pay just based on closed deals.

We only pay when we're paid in full. So actually, if you think about it, it's just some people just need a little bit more time before they're actually able to come up with the investment, whatever the scenario might be. So technically I've made more, but in one month what I've actually gone to my bank account, which is what we're talking about here, it's 35K.

No, I love that dude. And for like, let's say anybody in the beginning stages and let's say they're out of college, let's say they're in high school, let's say dude, they're like probably like 36 like me and they're looking for a career change, right? Would you recommend high ticket sales? I would I would because well it comes the one thing I like about it is you could work wherever you want and you know a lot of people will say like we're

passionate about helping people and that's really what it comes down to sales is we're not trying to sell them something, we're trying to get them to come to that conclusion for themselves. And you're there to help facilitate that journey to transfer energy. So I would personally recommend it because I think the number one fundamental skill

you could have in life is sales. Whether you're trying to understand what's going on if your partner has a problem or whatever it might be. No, that's awesome, dude. All right, so let's switch to Matthew now. So Matt, same question, bro. What's your background? What were you doing before sales? What got you into sales, bro? Yeah, so before sales, I was actually in the healthcare field. So complete 180. And it was right before COVID where I had a choice, right? I could just continue going down the route of like healthcare and doing what I have been doing or actually like make a pivot. And it was around that time where I actually saw an ad for

starting a digital marketing course. And I always had the back of my mind like I always wanted to be an entrepreneur but I never actually really acted on it. Right. So it was one of those things where you know you're just thinking about it but you never actually do it. And I saw an ad and I remember jumping on a call and I was speaking to a closer at the time and they enrolled me into the course and then from there it was just yeah my life changed completely. And what year was this? This was in 2019. So 2019 I end up seeing an ad. Facebook is on Instagram. Instagram.

Yeah. So it's still part of Meta. So Zberg was targeting you. Yeah. Right. And marketing to you and just like me dude, down the rabbit hole, right? Yep. That's awesome.

How much did you end up spending on that course? Spent so 6,000 USD. And so for me it was like around like 7K. So were you married at that time? I was about to be. Okay, what'd your girl tell you? She was shocked. So she was absolutely shocked.

Like what was the deal? Yeah, so she was like, honey, do you know what you're getting into? She's questioning your leader force. Yeah, yeah, leader first. Yeah like You're about to give somebody money online. Like are you ready to do this? Yeah, and um And when I made the investment that was almost everything I had no shit. Yeah Wow, that's wilder. Yeah Yeah, so I had my back against the wall the true but more right there

Yeah, I woke up the next day and I couldn't get out of bed. Yeah. I was like, what the hell did I just do? Right. But, you know, fast forward, now it's given me the skillset, the experience to do what I get to do now. Yeah.

And now you're closing high ticket deals, dude. Yeah. What is the biggest ticket item that you're selling right now? How much? Yeah, so the biggest ticket item that you're selling right now? How much? Yeah, so the biggest ticket item I'm selling right now is like, they're a range between anywhere from like 11k all the way to like 35k. 35k.

Wow. So just imagine dude, a few years later, now you're on the other end, and you're going ahead, and you're going on these calls with serial entrepreneurs, people that wanna get off the nine to five grind to go ahead and start a business. And now the packages you're selling are like, five X what you paid for, which is insane when you think about it. Wow, but it takes money to make money, right?

It does. So what's your perspective it takes money to make money, right? It does. So what's your perspective right now on courses and programs, dude? Like, you've been in the game for a little bit. Yeah. You know, you do work on one of the companies that I run. Yeah. But also, you've worked with other consultants, business owners. Yeah.

So what is your take? What is your opinion on the digital market world right now in 2024, dude? Yeah. What is your take, what is your opinion on the digital market world right now in 2024, dude? Yeah, I'm a huge believer in investing in yourself. Even if you can get one tip, one thing that you learn out of the course, it's worth it. You're learning essentially a high income skill that if you can get down, you never have to worry about where money's coming from again. Yeah.

So I'm a big believer in investing in myself. It's scary though, every time I've done it, it's always, you know, still feel a little bit of that like, is it going to go well? What's going to happen? But I've always looked at it as like, hey, this is an investment myself into my future. That's why I'm a big proponent of like, just investing the education, the knowledge from someone who's been there done that so you can avoid the things that they've done and actually, you know, shortcut the process.

Because that's something you can't put a money on is like time. Facts, dude. And how old are you right now? I'm 29. 29? Yeah. Still a baby, bro. How old were you when you invested in 2019?

So that would have been man. That was just he and so that was like five years ago. So 25 25 Yeah, so 25 and your fiance back then knew where your wife. Yeah, there's a white have to say about that now she uh She looks back at it and she's like, I'm glad you did it. And I'm glad you did it. Cause you're from Canada, dude. And now you're in Miami. Yeah.

It's crazy to see it. Like you see online and you think to yourself like, wow, is this even a thing? Right. And I always just say, as someone who's coming from healthcare, which is the complete opposite, you gotta look at it and be like, hey, if someone can do it, why can't I?

Facts. Yeah. Facts. And that's cool, man. So you got into the sales game, you're selling high ticket now. Yeah. How has that been able to actually work for you

in your life? You have kids, a wife. Yeah. Like, do a rundown on an average day of a high ticket consultant. Yeah, so for me, you know, I get to wake up to my kids, you know, thank God that's able to keep my wife home with the kids so she doesn't have to work. So you're the primary, Yeah, holy bread maker. Yes or bread. Yeah You are able to generate the bread. Yes

Yeah, but no, that's good. That means that you make enough to cover the household. Yeah, that's awesome. Okay continue bro. Yeah Yeah, so just waking up. Um You know kissing my wife. Good morning You know, um waking up my kids Um, i'm a pretty boring guy, like there's nothing really interesting about what I do. I got a routine in the morning, get the kids up, help the wife, making sure they're all dressed up, they're fed. And then it's just, hey, you know, when you get into sales, you got to like switch it on. You know what I mean? Like that hat you're wearing

with your family's got to be different when you're in sales because You know ultimately whatever happened the day before or the morning of whether good or bad, you know You can't bring that into what you do in sales. You gotta be able to separate So I tell her hey once that that time starts doors closed, you know what I got to do I'm gonna stay locked in And then from there, it's you know Chicken the admin chicken the, all that good stuff. And then it's just popping on my first call. Yeah.

And then on average, how many calls are you doing per day? Yeah, so I'm taking about consultations about. You can do a range. You can arrange, yeah. So like five to 10. Five to 10 a day? Yeah. OK.

And what's the biggest month you had? Biggest month I had was I brought in 16? Yeah. Okay. And what's the biggest month you had? Biggest month I had was I brought in 16K in commissions. Wow. That's amazing. Yeah. Yeah. I mean, I was making, dude, I was making probably like 4K as a cop, and I was busting my ass

at 80 to 100 work weeks, and I always tell people this. You know, now, based on what I know at this age and what I've done, even being a CEO and a founder of multiple companies, dude, I would still take the route of sales. I would just stick to sales, grow it as much as possible, learn as much as possible because at the end of the day, dude, you gotta think about it like this. As a high ticket sales consultant, you guys are able to build a personal brand.

You guys are able to go ahead and leverage the company's marketing because they're bringing in leads for you. Primarily, you guys are still doing outbound and all that jazz. But you're also learning. You get to learn a lot. I don't know what other type of career or company or opportunity where you're able to work remote from home. Yeah, you're able to travel and you know come to destinations like Miami Yeah, yeah jump on podcast. Yeah, and they go jump back on a plane or Go have dinner and like Miami nightlife on Saturday. Yeah, and live that life dude. You know, it's a nice. It's amazing It's a media dude. So that's awesome. So Brandon. Let's switch to you brother. All right, so Give the audience three tips if let's say

Someone who currently is stuck out there nine to five And they're like do the shit sucks. I'm ready to go ahead and try my hand on sales But I don't know that first thing of sales What are the first three steps? That our viewers and our listeners can take in order to start educating themselves in sales? And then what would you recommend? Would you recommend the best one? Mentor, a program, maybe join free communities. What's your take on this? Yeah, I would say the

first thing that, first step really that you have to take is you gotta ask yourself, why are you even doing this? Why do you yourself wanna get into sales? That's good. And so you gotta have that belief. You shouldn't just be going after it because it's a great pay or it's anything like that.

You need to have a strong reason why. Just put what Paul always says, because that's what's gonna make you stand out. That's when it's like almost like going to the gym. You're not gonna get results right away. Okay, gratitude happens down the line. It's delayed as far the process goes. And it's the same thing in sales.

You're not gonna get good overnight. And so you gotta stay disciplined. And what's the same thing in sales. You're not going to get good overnight. And so you got to stay disciplined. And what really is going to keep you disciplined is yourself. It's really got to be that. So I would say that's going to be the first step. Why are you doing this? And the best thing you could do, because there's one thing that I just came across today before I even hopped on here, is a lot of people, they lie to themselves.

You've gotta be honest with yourself. Right, so I'll say that's step number one. Step number two is 100% invest into a mentor. Because even for me, and there's a general saying, you don't know what you don't know. And you gotta invest into somebody else. Because think of it like this, no matter what path you walk in life, no matter what actions

you take, life is all about risk. So if someone else has done it before you have, all the thorns, all the bush, everything's been cleared up and you can walk down that road. And even now to this day, I still invest, I still choose to learn. And I gotta say that's gotta be step number two. Step number three is, step number three, I would say, you gotta know it's, um, is you gotta put yourself out there. Okay? And it's as cliche as this might sound, your network is your

network. Okay? And you've got to continue to network with people. Because you see people in undeserving positions or you know whatever your opinion is and something like that, it's because they networked. They met the right person. And so as long as you do yourself out there, you're in it for the long run, I would say that's gonna be the three subs for you. No, that's great answers man. I really like that. So a follow-up question to you, Brandon, is that like, I'm pretty sure, you know,

you guys talk to thousands of aspiring entrepreneurs that wanna start a business, but because I've been on calls for years as well, I know that a good portion of them have very, very strong limiting beliefs. It's true. Why do you think majority of America and even worldwide, why do people have limiting beliefs, man?

No, it's a really, it's a great question, Paul. I'm sure it's a deep question, man. Personally, I There's so many contributing factors to that such as your environment I'm only in this position because I chose to be away from my environment It's it's like, you know as you grow older people always say your circle naturally gets smaller. Yep it's it's the same thing here, but More than anything people are not letting themselves be can not controlling that

They're just letting life goes on. And it's just a natural progression for something like that. But you can control who you surround yourself with. Facts. And so the way I see it is, and it's a deep question. The way I see it is,

people are trained in a certain natural way and over time you know whether it's the environment whether it's what people say to you whether it's your self-talk whether it's social media yeah doesn't matter what it is it ends up getting into your head and so the one thing that like I guess the big thing that most people don't talk about is financial literacy. Yeah. It's huge because no one really talks about that. I mean, I went to college, graduated high school, whatever.

I didn't know anything about financial literacy. And so people have the wrong impression on money. Instead of they're holding on to it too preciously and too scared to let it go because they worked so hard for it. And so that's, I think, what contributes the most to it. The news, social media, you name it, and you have to understand that you're trying to do something different. And you have to isolate yourself to be able to get past all these things. So you're saying you have to separate yourself from the norm, which is typically people's upbringing, their environment, probably who raise them, their friends, and then level up and focus on what they have to do.

Yeah. Now that's, dude, that's great. I love that. Yeah. I love that. So, Matthew. Yeah. Alright dude. That's that's great. I love that. Yeah that so Matthew. Yeah, all right What would you say? Yeah based on? Everybody that you've talked to yeah sales calls right? Yeah Why do you think?

People get in their head about investing in themselves like yeah self-education. Yeah setting up a business Like self-education, setting up a business. And I know you guys talk to a lot of people that currently work in the 9 to 5. You also talk to a lot of business owners that also have money. And what is the number one objection that you guys get or you guys see based on your experience? Because you have a ton of experience now. Yeah Why would what would you say is a number one objection that people just cannot? Get over that fear of investing in themselves. Yeah, I mean you you said it. It's it's fear. It's Really the the unknown which is if I take that step like what's gonna happen? you know, it's like fear of the future of,

it's maybe fear of something that's happened in the past. Right, and it all comes down to one of those things where if you've never actually done it, like our body just wants us to be comfortable, right? It conditions us to be like, hey, I'm just gonna stick to my nine to five because this is what I know. I know it's gonna pay the bills, I know it's gonna, you know, I'm just gonna stick to my nine to five because this is what I know. I know it's gonna pay the bills.

I know it's gonna, you know, I'm just gonna work till I retire. That's what I've been told is what's actually good for me. When you hear there's actually another path, there's another way, your body says like, not like, you know, don't do anything different, you know. It's uncomfortable. If something is uncomfortable know it's it's it's uncomfortable if

something is uncomfortable it's basically just your body trying to keep you safe trying to protect you so that's when we talk to someone who comes from like the nine to five and they're used to working okay I clock in at seven in the morning I leave 3 p.m. but I know this because that literally was me it's like I have that predictability yeah of my my paychecks coming in. So this idea of like, hey, I can create the wealth that I want, where I can get the freedom that I want, and it requires a different type of action. Like that scares a lot of people. So really for us as consultants is to really give them that certainty that hey, if you come onto

the other side, everything's going to be okay. Because the worst thing is you don't take any action and you stay where you are. That's for me was what pushed me to take that action was my biggest fears. I go to my deathbed and I didn't even try. Yeah, that's deep dude. So it's basically the force of average. Yeah, keeping you down man. Right. I know all about that.

Yeah, it's can be out for years. Absolutely. But um, all right, dude, here's a really deep question I want to ask you guys. Okay, because you guys are considered experts. You guys are considered sales experts, right? You guys been doing it, you guys generated millions of dollars now in the online space, selling high ticket items. Would you say, Matthew, that everybody is not meant for entrepreneurship?

Would you say right now, and a lot of people are gonna listen to this, dude, that social media is brainwashing folks to make entrepreneurship seem easy. Yeah, yeah, absolutely. What's your take on that, dude? Yeah, absolutely, man. I mean, with social media, you're just getting the highlight reel.

You're getting the flashy cars. You're getting the nice houses and really this idea of location freedom. That's a big thing that's being sold to people in nine to five. But they don't say what's really behind all that like the hours that people put in like Mark Zuckerberg, Jeff Bezos, like them actually working in the garage those those thousands of hours. They just sell again the flashy things. So because of that, people kind of get trapped into, all right, well, business is going to be easy.

Being an entrepreneur is easy, right? I just do like a couple of things and I should be able to get that lifestyle. But it's actually the opposite. As you know, building multiple businesses is actually the complete opposite. Yeah, it sucks. Yeah. I mean, I'll just be real. This is what I always tell people.

If I was to do it all over again, I would have done what you guys done. And then been a number two or number three in a company, I would have been like a CEO or CMO because you get paid as much as the CEO. Or even more sometimes, depending on bonuses. Right. But you don't got to worry about the liability, man. Yeah. Yeah. It's the exact same thing like you guys get to go ahead and actually help people

Yeah, by helping them build businesses, right? Yeah, and that's a great fulfillment But then after that do you guys usually talk to them as much as like the fulfillment team? Not really, right? Yeah, once in a blue moon you're trying to up on them. Yeah, that's all And then like you're passing but other than that, that's it. It's just, yeah, I'm boarding with you guys, right? Yeah. So let me ask you this, man. So when you get to the level that you guys are at right now,

what would you say is the hardest part of working a digital remote lifestyle position like you guys are, and this is for Brandon. What is the hardest part, bro? Like, working from home, being able to travel, working from the laptop, because there's always pros and cons to everything. Yeah, absolutely.

Right? Absolutely. What do you think is the bad? The bad is, well, number one in sales is, there's a saying, you're as good as your last clothes. But it's actually, the hardest part I think is consistency. And that not only applies to just working remote specifically, working in sales, but everything in general. So it's hard because you got to change your environment. One of the reasons I even chose to came out here, spend my own money to come out here, things of that sort, you know, take the time, all this good stuff,

because you got to change the environment. Okay? Because then if you don't, it's hard because you got to look at it like this. Say you're on a sales call and you've been on 10 sales calls all day. The last person that's talking to you, they were looking forward to talking to you. And if you don't bring it, you're doing not only yourself a disservice, but you're doing them a disservice. Because what happens if you were in the right energy, in the right mindset, the right energy

and everything of that sort, they could have moved forward. But now, let's just say they had a bad experience with you or maybe life gets in the way and they never end up making a move and you didn't get them at the right time. Now, that's something that you gotta live with for the rest of your life.

So I gotta say it's consistency. It doesn't matter what you do. You just got to stay consistent Hmm. How about you Matt? Yeah, just a power on to what Brandon was saying is when you get to a certain level like once you take off the training wheels You know, you got the fundamental you got the you got the fundamental, you got the structure, the scripts down, it just becomes a game of consistency, but also being able to emotionally regulate. Not bringing, like I was mentioning, things of your personal life into your calls.

In art. Yeah. At times in my career, or even not too long ago, where I was hitting the right, I was not hitting the numbers that I wanted to, most of the time you do. What else? Yeah, stress and like what's going on?

And then it starts to manifest and you start to build an identity around that. And you start to question like, man, like why did I get into this? Like, should I go back to healthcare? You know, all these thoughts come into your mind and you, and that's why I believe in journaling too Because when you journal you can track okay, what's going on? Like what's actually going on?

So I started to do that more often actually from from Ali and the Ellie I think one of one of the the consultants like Tommy came on he's talking about the parts of journaling and Started to do that and I was looking back and I was like, all right What are these what are these things that's causing it? And I realized, man, I'm just letting things that happen in like family or whatever it is start to seep into my calls and the energy was off. You can just sense it. So I had to really make sure I separated that because, you know, as Brandon was saying,

it's not fair to the prospects, not fair to the teams, not fair to myself, my family, who I'm doing this for, but that's bleeding into my calls. And it's not allowing me to be the best I can be to serve these clients. And when I made that shift into from, it's not about me anymore, it's about just serving the person across the Zoom. They felt it. They can really, they can really feel if you're there to help them or not. Yeah, so they feel the energy. Exactly. Do you guys think that energy is a big needle mover when it comes to sales calls?

Absolutely. How about you, Brandon? Energy but more attentiveness. It's headiveness as well as like awareness. Because it's almost like a performance you're putting on, right? Just one-on-one with the person. You have to bring out the best version of yourself. And it's like what we're talking about here. It's church and state that you got to separate.

But end of the day, we're human beings. It's impossible to do that unless you're like a machine. Okay? I'll say 99%. And even for myself, I can't do it. Human beings it's impossible to do that unless you're like a machine. Yeah, okay Yeah, I'll say 99% of and even for myself. I can't do it. So Awareness is big but I also like to be transparent because on the other side of the screen They're human beings as well And they'll understand if you're sick and you're still and you're taking the calls just because you have to don't understand if you tell them Yeah, closed mouths don't get fed. All right, something I hear from you a lot. So yeah, that's I would say it's It's mixed. Yeah. I love that. I love that. Okay guys, so this is gonna be a question for both of you guys

So we'll start off with Brandon. Yeah. So what are the top three Characteristics that makes an elite closer? Because I consider you guys elite closers. Otherwise we wouldn't be working with each other. Flat out guys. I always say this, I'm not trying to be a dick, but you're only as good as your last sale. And if you're not willing to put the energy,

the fire behind helping people, then you're no good for yourself, but you're no good and you're not serving your clients. So you guys are elite. And I know you're elite, because you're you're no good for yourself, but you're no good and you're not serving your clients So you guys are elite and I know you're already yeah, if you're here, so This question goes what top three? characteristics Makes a solid closer Man you got a lot of hard questions

But uh, bro, this is the level up. We're here to level up. Emilio. Emilio's like, yes. We're here to level up. If you guys all know who Emilio is, Emilio is the guy behind the screen making it all happen, the magic. All right? All right.

Go ahead, Rune. Top three characteristics. Oh. If I can turn it around to you real quick. Sure. I want to get some inspiration. Of course. All right. Well, what would you say are some important characteristics you need to have overall?

And we can narrow it down a little bit more. No, yeah, yeah, yeah. Important characteristics that I see in closers, they have to have self-awareness. So they have to be able to know who they are. They have to be able to be like, look, I'm decisive. I'm a leader. I believe in myself. I believe in myself. I believe in this product.

I believe in the person who's leading me. The second thing is conviction, dude. Conviction is huge. Because here's the thing, just like you guys said, people are happy to speak to you. They more than likely see an ad by Zuckerberg, or they probably talk to me in the DMs or They probably watch one of the live trainings or they see my content and then ultimately they book a call

Yeah, when people book a call, here's the thing. They have the intention To go ahead and get some type of value, right? Yeah, and the value starts from the time that they speak with the first person, which is typically you guys. So if you guys come on the call with not that extra level of conviction on what you're saying, what you believe in, who you are, leading by example,

leaving the company, do you think they're gonna be excited to continue on a second call or to even buy the product? Yeah, no, I'm not dude. So at the end of the day those two main characteristics is huge to me But the last thing hmm is heart Because Here's a saying guys. All right And I know you know you guys might want to go ahead and start your own company or might want to do your own startup in the future yeah

but I had these conversations with different CEOs and different founders and The number one thing that we always say is there's no such thing as a bad employee there's only bad leaders and the reason why I say that is because Whenever I hire anyone personally or whenever I refer anyone to work with me I've already made that decision That they are the best person to work with me because I want almost like a split image of me like a mini Right, so I can see myself inside of you guys, right? Like I give a lot of energy out, I pour into people.

Yeah, that's why people like working with me, dude. And I'm not seeing that for cloud, it's just I'm being real guys. I have transaction, you know, a history of doing good business with a lot of people. Yeah, I know. That's why I'm still in business. So at the end of the day, the people that I work with,

the people that I employ, the people that I like welcome to work in my organizations. And that's what I look for, like good people that are passionate, have the conviction and they're self aware. And I think with a lot of the closers, especially in 2024, nowadays, they're not self aware of themselves. They take a program, they take a course that promised them to make 10 to $15,000 a month. And they think by going ahead and shorting CEOs

and founders by doing multiple offers, that means that number one, you have self aware of yourself that you're all in. Because unless you're a super, super like sales expert, like you probably have 20, 30 years of experience selling multiple offers, like you can't sell to different audiences and be consistent. That's just the name of the game.

So one of the businesses is going to suffer. And I see it time over time and it's growing and there's sales coaches out there that are training new closers and new consultants to actually think like this, which is the one way to think. When you go into any business, you want to go ahead and you actually want to go on in, dude. Yeah, because ultimately what gets you guys excited? Let's think about this. What gets you guys excited when you guys come to work? Yeah, the morale. Yeah, culture. It's who you work with. Yeah, right right because if you guys look at any job

Any school you've gone to yeah, right? What makes it enjoyable? Key people yeah, yeah, dude. Yeah, that's why I loved being in law enforcement because it was like It was some shitty situations sometimes yeah, you know fighting people all this thing I had to do my job, but what made it entertaining for me what made it fun were my co-workers right just shoot the shit dude like regular people Yeah, and a lot of people are like that's crazy Nama, it's reality a lot of people quit organizations and Companies because they just don't like who they're working for. And then numbers suffer, the business crumbles,

and there's a disconnect there. So I know that was a long-winded answer. I'll give you a top one, and it's conviction. And you touched on it a little bit. A lot of times, people are getting into sales for the wrong reasons, right? A lot of programs out there, sometimes they'll sell the idea

of yeah, you can make a lot of money. Don't get me wrong, where Matthew and I were both examples of that. Paul, you know this as well, right? But if you're after it for the money, it's wrong. Because even if you're number two, number three, there's a sense of it that you're still managing your own business.

And if you don't self-reflect, if you don't improve, you become stagnant. I'll give you an example. When I used to run a business a little bit more, like deeper into it is COVID happened. And when COVID happened, there's a lot of, even my favorite restaurant, Sweet Tomatoes out in the Bay area, California, they closed because they couldn't adapt to the changes. While the restaurants, the businesses that survive adapted. So as time goes on, as time changes,

as people become more sales resistant, you have to adapt. If not, you'll get left behind. And so the second most important trait, I gotta say is self-awareness. So every time I hop on a call, and even if someone moves forward, yeah, of course you're gonna feel good. You're like, yeah, I'm making money. It feels good. My family is gonna get taken care of. I can do this. I can do that.

The team's celebrating you-hoo-rah, like that type of energy. And it's, everything's great. But for me, if I didn't feel like I did a good job, I'm upset. I'm upset personally. I'm like, dude, I dropped the ball. Why did I say this? Why didn't I say this? What if I did this more? Even the best calls that I've ever had, I always, you always have to take a self look

back and be able to grow. Because yes, you can depend on people. You can ask help for anything like that, but you got to be able to bring things to the table to ask for help so I gotta say that's for me man no that's good dude Matthew same question but I'm gonna make it easier on you bro yeah just want all right top characteristic yeah as a closer yeah you gotta you gotta know how to have a conversation. That's really it. I think, I made this mistake too,

coming in as a closer, as someone who does remote sales, you're talking to people. Yeah. You know what I mean? You gotta be able to have a conversation and understand where they are, where they wanna be, and then just really does what we do actually help them. Yeah.

Right? And then we get that through conversation. So do you guys think it's just a matter of reps or what can someone do that is brand new into sales, trying to be in a role just like you guys, making 15 up to what, 35K? Yeah. Crazy numbers, which is insane to me, right?

Cause I'm like, what the hell? Life changing money. Yeah, life changing money, dude. Yeah. You know? What can somebody new that wants to get into this field, high ticket sales online specifically, do to go ahead and work up to your guys' level?

It's, so I have a little background into like fitness. Yeah. And I'll use that as an example, is there's levels to the game, is how I see it. And first of all, you gotta make the commitment whether it's gonna be one day, you're gonna pursue this or day one. And there's never gonna be a good time, right?

But that's a little bit of a side note. I would say in the fitness world, if you're going to the gym and you're working out, eventually you're going to build more muscles. But it takes a lot of time to really build a lot of muscle and have like the really form definition that you have. And then you can go into bodybuilding and so on and so You know just just thinking of the question if you could repeat it one more time Yeah, if somebody brand new that's trying to get into sales right now

What actionable steps would you tell them let you give them like three to five? Steps yeah that they could take no start heading to the path of where you're at dude Because a lot of people you said $35,000 your bath My dude, you know at your 15 16. Excuse me But yeah for for money like that do that's life-changing money, especially from home So what's that could they take in order to start their journey to being a consultant? Yeah, there's there's so much things you could do but actually the first place that I would start is I would start on YouTube. Okay, because I mean for those of you that bought courses and you're like, yeah, I could have found that on YouTube for university.

You're right. The best free resource nowadays is YouTube. And then the second thing I would do is even if you don't have Facebook, even if you're not a big fan, I'm not a big fan of Facebook, okay? If it wasn't for this, I wouldn't be on Facebook or social media in general. So you got to go Facebook and you just got to join all the groups, okay? You got to join all the groups related to this and the industry that you're interested in, if there's an industry that you're interested in. And the third thing is follow your favorite social medias

people, okay? Do your favorite social media people. Okay? Do you do diligence in them? A lot of people, what they'll do nowadays is they'll follow people for a little bit of time to see if it's worth investing into. Because you don't want to jump the gun. There's a lot of free resources out there. And as you go through the training, make sure that it's like... Make sure you're not just going through it once.

Okay? You got to go through it more than once. Let it really sink in. It's like imagine make sure you're not just going through it once. Okay? You gotta go through it more than once. Let it really sink in. It's like, imagine you watch a movie, and you catch like some good parts, you watch the movie again, you're like, you see different things. It's the same thing, right? So as you do your due diligence, I would say, hey, the number one question you gotta ask yourself is,

why am I even doing this? Okay? And it's okay if you don't have all the answers, but that's where I would start. First, why are you even trying this? Okay, and it's okay if you don't have all the answers, but that's where I would start. First, why are you even trying to get into sales? Why are other people trying to get into sales? Am I getting into it for the right reasons? And you focus on the basics.

That's as you go through your training. How do you objection handle? How do you build rapport? How do you conversate as a normal human being? And things of that sort, but all of this doesn't matter If you don't implement Yeah, okay, and when I say implement I'm not saying hey drop your job and you know go deep into the cells and go all in Right for some maybe

Practice on your family. That's free Practice in the mirror. Record yourself. There's so much that you can do. You have to implement those little things. Those are just some ideas for you. Yeah that you could do for free. Things that you've learned. So for example, say you're arguing with your significant other and you can just be like, Hey, so just so I understand what's really going on and you're using a little bit of tonality. You're using a little bit of, hey, you're framing the question before you ask it you make it a little bit more gentle and you're coming from a pace where you care when you talked about

heart it's an example of that I would say yeah so you got to implement in that and see if it's for you yeah smart smart and before I go to Matthew and ask him the same question man yeah what would you, okay, as a top G in sales right now? What would you say? I'm not. What would you say is a good percentage closing ratio from, let's say, triage, which guys, if you don't know what a triage is, it's an informational call. Typically, it's a short time call where people get more information about the service, the product, the business that you are doing if they're interested.

And then you tell them a generalized idea of what that is, including pricing, sometimes no. And then they jump into a 45 minute to one hour consultation, where then they go deep into the roots of the business that you are trying to provide for them and add more value and then you can either follow up or you can enroll people from there. So what would you say is a good closing ratio right now in the sales industry online? So to be really really transparent, really really transparent. I think closing percentage is a FUKASE. It doesn't exist. Okay it's closing percentage of what? What about the rest of the data? Yeah. How many of those people did they actually show up? How many of them move forward to

the second call? Okay so let's say you have a two call process. Yeah, and your first call You take a hundred calls, right, but you only book Say let's just say 25% of that. You only book the ones that you know, 100% will move forward What do you think your closing percentage is going to be like? Yeah 90% 100% maybe and so there's more numbers to that Okay, and also it depends on what offer it is. Of course there's things that you can control and there's things that you cannot control such as marketing is just a different department you don't worry about what they do

and I think that's a lot of mistake that a lot of closers end up making. Is they're focusing too much energy on things they can't control. You focus on things you can't control. Did I hit this person up in all different platforms? Because maybe they have phone issues. Yeah. Maybe email is how they operate. Maybe social media is how they operate. And so on. How much work did I put in? And there's more numbers to the story. Okay reading it's like reading a book and you read the first page you're like yeah that's my that's your closing percentage what about the rest of the book yeah yeah so that's that's what I would say man no that's good that's a good point of view man all right Matt so what would you say is the reason most people quit mmm from actually being a closer or being a consultant online

because like we said in the beginning of this pod man, there are literally hundreds of thousands of people that have bought programs to become closers but ultimately there's a humongous dropout rate because if it was easy yeah right so what is your opinion on that man? Like what are the three reasons why people quit? Yeah, um I feel like the number one thing is Expectations right expectations like ants because going back to what we were talking about how

You know not to call anybody but you know, sometimes People paint this vision of like what a closer is, like, Hey, you're just jumping on a zoom call and your PJs, you're just jumping on like a 60 minute call and you're going to get paid 10, 15, 20 K. And when they come into it, they realize, okay, there's a lot more behind that. Um, so number one, it's just that, uh, mismatch of expectations, what it actually takes to, to be a closer, to actually make the money you wanna make. Second thing is, I say burnout. And like Brandon, you'd agree too,

like being a closer is like a sport. It's like being an athlete. Yeah. You know what I mean? So people burn out, you know, and it comes down to just not being aware of it. Right. You're putting in the time, you're overworking yourself and you're not taking the breaks

you need to, you're not taking care of your body. I've heard stories of like closers who literally don't go out of their room to eat, like until it's like from rising the sun to like the sun comes down. So not taking care of your body. Why do you think they you do that man? Yeah, it's um are they fasting Well like not not in the way that's good for them, and it's it's one of those things where it's like Hey, you got you got to hit these numbers, and you know you got to figure out to make it work

So they're all suffer. Yeah, that's wild. It's it's crazy, man Only when you're young yeah Healthy when you got a family, yeah, yeah, definitely definitely would not recommend that man Make sure you eat make sure you hydrate make sure you get your eight hours of sleep I mean you'll do this too man. I can't say like I'm like all perfect and I think the the third thing too is just Some some people they just don't you know Land in you know good good companies and and Like you were talking like they're just the culture's not there

Sometimes you're working with you know a business owner who? You know is still shouldn't be even be taken on like a closer so those those to say the biggest three things no those are those are solid three things man so guys where can they go ahead and find you let's start with Brandon so where can they find you if people want to reach out to you man they want to check out like your content they want to follow you on IG yeah yeah where can they find you, dude? Oh, you can hit me up at a MTF dot Brandon fam. I'll post to the best of my ability

But I'm not a social media guy. I also find me on Facebook It's a Facebook comm slash fam 24 D and if you're interested in a convo, I'm always open you always hit me up So that would be the two best places and I promise even though it doesn't seem like I'm on it that much I will check it. All right. And then some words of motivation, man. As you guys know, this podcast is helping others. Yeah.

But on what their mindset, self-help, motivation, getting them started. Because at the end of the day, some people are in bad environments. Some people don't have the right people around them and they need to be poured into, man. This is why I'm a little podcast So some words of encouragement from you Brandon to the audience and the listeners Actually tuning into this right now. What would you guys tell him to level up? No matter what you do and I'm gonna keep it more general Okay, because we could be speaking to a very large audience no matter what you do

Don't ever give up. Okay? There's a reason you started. There's a reason you're pursuing whatever you're pursuing. And there's a lot of people that are gonna talk bad about you. And I'll give a quick scenario. It's if you were to ever start a business,

you're doing something else that, or even get into high ticket sales, you're doing something else that no one else would do. They don't understand and so you let things outside factors talk you out of it. And you gotta understand that if you're really trying to become the one percenter, if you want the nice things in life, if that's for you, or if you really want to be able to take care of your family, find what it is that you want to do and don't give up because external factors, life, everything of that sort is going to get in the way.

Do not let that happen to you because if you don't give up, you can't fail. Okay, and I'll give another one quick story. Have a friend, he's a day trader. Okay, and he's a day trader. And if any of you are into day trading You lose a lot of money when your first start they say like don't call me on this They say it takes about seven years to be able to get there and his family is where I'm Asian, right? So you can assume he's Asian as well. So Very traditional where it's like hey, you got to get a job. You got to do this

You got to do that and even though he's lost $80,000 even though everyone's like hey you're not gonna make it his parents are telling him you got to go make money he's been single like whatever the case might be he's never given up so as long as you don't give up and actually more recently he's making money okay he's making money and he's not giving up no matter what so whatever you do whatever you pursue Don't give up and put in the work. I Love that. I love that. I say shout out to Brandon's boy who's making money off of day trading All right, Matthew. Yeah, where can people find you bro? Yeah, so if you want to reach out to me

I'm one happy to share, you know, things I've learned being in this industry, being a high ticket closer. As you find me on Instagram, Matthew D Buena, or on Facebook, just literally type my name, Matthew Buena Floor. And Matt, a few words for the audience right now to inspire them to level up.

Yeah, I would say, you know, someone like me who was just on the traditional path of going healthcare, you know, always wanted to be an entrepreneur, always wanted to do something, can do it, then you definitely can't. There's nothing special about me. So if I can make something and pursue the goals that I wanted to, then really, there's no reason why you can't.

So phenomenal, dude. Phenomenal. And guys, there you have it. Two young guys in the game of sales consulting in the online world. It's 2024, guys. The world is changing. You've got to change with it, okay? It has to work or it has to work, guys. Okay. With that being said guys, make sure to check out the rest of our episodes here at the level podcast on Paul Alex

Make sure to subscribe if you're watching this on YouTube and make sure to actually share this with a friend family member someone that you care About if you are listening to this on Spotify and Apple podcasts everywhere guys. Take care and have a great night Remember, I always have your six. Make sure to share this episode with your family, friends and anyone you care about. The world's already hard enough and we need to take care of each other. Make sure to share this episode on Instagram,

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