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The art of closing any deal. I've closed hundreds of millions of dollars of deals on the phone, in person, more than that, but let's just call it 2, 300 million dollars worth of deals. And I'm going to tell you in this video, I'm going to lay it all out. And I've seen a lot of sales training and some of it I agree with, but a lot of it I don't. So I was like, you know what, I'm walking to the gym. I'm just going to lay this out for you. I'm going to lay this out for you. What I think I'm walking here in Europe. So number one thing to remember, I'm gonna give you three. Number one, this is the foundation of closing any deal. A million dollar deal, a ten million dollar deal, a ten thousand dollar deal, one thousand. Doesn't matter if it's a phone lead, it doesn't matter if it's the Internet lead. It's all the same. Number one thing is what I call kinetic energy transfer. Kinetic energy transfer. The best salesperson in the world is not the one best at at overcoming objections. Although that is one of the top three. But that's not number one. Number one is kinetic energy transfer. So essentially what a salesperson does, what a master of persuasion. I rank my team from white to black belt. What a black belt does better than a white belt. I've done jiu jitsu for 10 years. So I just use the jiu jitsu belts. White to black belt, coral belt, red belt. They transfer more energy. Now you might think that the secret to sales is a good pitch and then you just overcome their fears. But that's not really it. That's not really. And here's the reason why humans don't operate in the rational mind. So have you ever heard this old saying? I used to hear this and be like, this can't be true. It says 70% or more of human communication is non verbal. And I used to think when I talk to my friends, it's all verbal. But what they were saying is I could say the same thing in two different ways and have completely different meaning. So for example, let's say I'm at a house party and somebody comes to my party and I say to my friend, oh, Emily's here. Versus I say, oh, Emily's here. They actually mean the opposite. So logically, those mean the same thing. If you write them down on a piece of paper, Emily's here. It means the same thing. But I transferred different energy. One of Them I transferred the energy of excitement and so my friend gets excited. One, I transferred the energy of disappointment. So that's why a good sales guy can get on the phone if you're having a bad day. You can destroy a million dollar deal. You can destroy a hundred thousand dollar commission because the transfer of energy that day from you is disappointing. It's low energy. It's not charismatic. You see, humans are attracted to charisma. So you can look, if you still don't believe what I'm saying, look at some strange studies that exist. For example, there are studies on narcissism and psychopaths that they are more persuasive. Well, that's interesting. If you want to be in sales, does that mean you should become more narcissistic and more psychotic? No, you should not become more psychopathic. What it means is those people with those two conditions, psychopathy and narcissism, are great at transferring energy. Therefore they're perceived as charismatic. Therefore they sell more, they persuade more. You know, you ever seen like people watch these Netflix and it's like Jeffrey Dahmer, how Jeffrey Dahmer get all these people to go back to his house and he killed him because he was a master of transferring energy. Now that's in a dark way. Obviously I don't train my team to do it that way. But what I train my team is to go, okay, what energy are you transferring today? It's not what you say, it's how you say it. I'd rather have a simplistic sales guy who doesn't use fancy words and huge vocabulary, but transfers amazing energy. Now the, the question is, what is the best energy to transfer? Now some people will tell you it's like optimism, like, you should buy this product, it's going to change your life. I'm not sure that's true because haven't you ever had somebody selling to you and they're kind of cheesy? They're literally kind of cheesy. They're like, oh, how you doing? I got, if you buy this vacuum cleaner like 52, you're going to have a good day. That didn't work on me. So what I think is the actual transference that works best. The modality of emotional transfer is passion for the product. So I was talking to a friend of mine, he does more than 100 million in sales and he says, ty, I only hire people. Andy Elliott, if you know who Andy Elliott is, he, he came to the house the other day, he wanted me. We did a podcast and you Know, we were talking about, I talked about his sales philosophy and one of the things he said that caught my eye that I agree with was he's like, man, I hire people not with a sales background. I don't care about that. I hire people who have already bought my products. They were a student of mine and they got crazy good results. And he didn't say this, but I know why that works. Imagine the energy transference of a person who bought. So for example, if I'm Elon Musk, I'm selling Teslas, I don't want car salesmen there who drive a Ford. I don't want them who drive a Lamborghini. I want a person who's been driving a Tesla. And before they decided to be even a Tesla salesperson, they drove, they bought a Tesla and were so delighted by it that they're like, I love everything Tesla. I think I'm going to become a damn Tesla car salesman. And they already got three of their friends to buy a Tesla before they were even salesperson. They that's the dude who's going to make the most commissions. That's the guy who's going to close the most deals. No one else. Another dude who could come, who's a Ford driver, doesn't even like Tesla. He comes works at a Tesla dealership, he has spent 20 years in sales. He never knows every classic sales objection handling all that. That guy is going to sell less than the person who just like, hey man, I've only worked here a week, but I can just tell you this. I love my Tesla. Like I am working here because I'm so in love with Teslas. I just like to be around them all day. Like I, I, I quit my high paying job. I was making $500,000 a year as an investment banker. I was just like that. I love Tesla. I love the mission. I love everything about it. I love the car, I love the, the, the good it's doing in the world. And that guy, unconsciously is the other person listening unconsciously is 10 times more likely to guide that just to buy than the slick salesperson kinetic. And I call that kinetic energy. You know, if you remember in physics, one way to understand kinetic energy is there's a ball like a snowball or a boulder or a rock at the top of the hill and it's stuck. Like maybe there's a little rock blocking it. And this huge boulder will not roll even with a little boulder underneath it, like wedged underneath it. But if a person comes and pushes it a little bit and gets that big stone, that big boulder over the little obstacle. Guess what? The kinetic energy starts to build as that big boulder rolls downhill. By the time it gets to the bottom, you know, it makes this massive impact. Well, that's the same with sales. Your job as a salesperson. Most people, if they come to your Tesla dealership, if they fill out a form on your website, if they call your company Inbound leads, they're already kind of interested in going down the hill, but they're always going to be stuck. What, what makes people stuck? Well, what we call protests. I'll talk about protest behavior in a second. So they get stuck. So a master salesperson who understands how to unlock comedic energy takes his passion for the product, pushes them over and then the ball will start to roll on their own and they'll convince themselves. I had a guy the other day, one of my brown belt sales man, he's not quite a black belt, so I had to step in. I call myself a cleaner. I'm a red belt in my system. If you've done more than a billion in revenue in your career, which I've done, I, you get a red belt, right? It's not just me, it's anybody. So he's a brown belt. That means he's done, you know, 100 million in closes for me and stuff like that, let's say, or in his career. And he got stuck with this client, a high net worth client who was like, oh, I'm very interested in the program. It's $25,000. And the guy's like, ah, I don't feel like going to the bank. I have to go to the bank to wire. And my brown belt comes to me. Hey. He's like, oh. I was like, I'm trying to convince him that it's not a pain in the butt to go to the damn, you know, bank. And I'm like, oh, he's not telling you the truth. He could wire from his laptop. He's just, he's protesting, he's putting up an objection because you haven't transferred enough energy to unstick him from that little wedge. And once he start. And so I called the guy and I did a system called future pacing, which I'll teach in another video where I basically future paced out what his life was going to become. Right. I started getting and I got the rock unblocked and 10 minutes later he sent a message to my brown belt. Oh yeah, I just told my banker to wire the money by email. So the whole time the guy was lying he didn't have to go to the bank. Okay? But the way to overcome it is not. Objection. Handling. That's what my brown belt was trying to do. He was trying to say, well, I, I, I googled the bank. It's only one mile from you. If that's too far, I'll get you an Uber. I'm like, don't. That's not the issue. It's. The unconscious mind isn't ready. It's still wedged because you have not hit him with enough passing for. He needs my. My brown belt should have been like, look, man, I don't understand. You got to go to the bank. Let me just tell you something. I had 10 people go on this program in the last six months. Let me tell you about this dude. This guy was selling his company for 100 million. He got in the program, work with Ty, change the structure of his business, change how he's marketing and advisor. And now he has the deals under contract. He's exiting his company for over $130 million. Ty, the guy paid Ty for this program a pittance. Compared, he made an extra $40 million. He's Ty's biggest fan. In fact, let me send you a video from this guy. See, that's better. Energy transference. He's not only talking about his kinetic energy, his passion for the project, but he's sharing a testimonial of somebody else's passion. I get videos all the time for people on my programs that are like, oh, Ty's program changed my life. I'm like, forward that to the damn client. Let the kinetic energy from you as the salesperson, but also from testimonial videos hit him. And like I said, it worked. We didn't even have to do a testimonial video. I know how to hit people without testimonials. I. I hit them with the future pace, which I'll talk about another. Make sure you subscribe to my. Oh, following me, because I'm going to be releasing a whole series on sales. I've been doing sales. I built my first funnel in 2001. I built my first sales floor in 2002. So I'm one of the OGs of sales floors out here. Okay. Small, medium, and large. And anyway, so now. So that's the first one. There's a lot more we can do, by the way. I'm gonna put a link. You should I. I have two things. One, you can text me. I check. I have two phones. I'm gonna put my phone number below or pop up on the screen here or in the caption or comment. Text me, okay. Text me this word. This. Is this kinetic. Just text me the word kinetic and a little bit about your sales background and I'll send you some info. I'll send you like a PDF on some stuff I don't have time to talk about on future pacing. But also I'm going to put a link to my free app, download this and get into my sales tribe forum where you can talk to them. I answer and videos there. It's free. So you can download the official. My official app where I go deep into this stuff but you can actually interact with me and my black belts. So if you're in sales or thinking of sales, if you're a bit. Everybody's really in sales by the way, even if you aren't in sales. You want to find a girl. Sales. You want to find a business partner, you want to raise capital, you want to sell a product. Sales, you want to get a better job, you want to get a promotion. Sales. Okay, so I'll put that link also below to my free official app. You can you. I have a paid version of that but you just start with the free one. Start interacting and I'll be in there. Ask me a question on this video and I'll explain more about it in the forums. The tribes we call them. Okay, so the second thing, remember I say three ways close any deal. One powerful mastery of kinetic energy transfer. Number two is understand protest behavior. So let's talk about that for a second. Now a lot of people use like non scientific words when they're doing sales. I think the more scientific and logical you get, the more money you're going to make, the more deals you're going to close. So if you talk to a biologist or a psychologist, they don't say the word sales objections. They call it protest behavior. So what's protest behavior? Simple. That is a person. That is a person who's not quite ready to say yes, not quite ready to be in a good mood and they express it in weird ways. That's what protest behavior. So imagine a husband and wife, they're married. Or one time I was dating our girl for a couple years and one month she was just in a bad mood. I'm about to walk through a tunnel here, get a little dark. I'm walking, I'm just noticing she's in a super bad mood for a month and I'm asking her what's going on. She's like, oh, this stuff going on in my life. And all this stuff. And then I go, are you sure? No, it doesn't say anything. After about a month, she finally admits what's been bothering her is that I keep the toilet seat up at night, okay. And she felt like I wasn't thoughtful of her, that I didn't put it down. And I was like, why didn't you just tell me that? And, you know, she had reasons. But now I understand the deep psychology of the human mind. I understand the unconscious mind that humans are built to be somewhat polite to people they know or. Or they're face to face. That's why the only people ever going to be rude to you are people not face to face by email or commenting on a video you did. Humans are built to be relatively polite because any of our ancestors that weren't polite in person usually got punched in the face or stabbed. So we've evolved this ability to put a mask on even when we're bothered and be nice face to face. So when you're on the phone with a person or I'm talking with my, you know, this girl that I was dating, she doesn't want to just instantly confront me. She doesn't think that way. She doesn't go, let me not reveal the real way, the real reason I'm mad. Nobody thinks that way. When you're on the phone with somebody, you're trying to get them to close. Like I said, this guy in this other example, his protest behavior was, oh, I don't have time to go to the bank to wire. He wasn't consciously thinking, let me come up with a deceptive reason for. He was just signaling that he's still uncomfortable, that he feels something's off. So there's many types of these, you know, protest behaviors, whether it's in love, dating, or in sales. You know, some of them can be like, oh, I don't have the time, or, oh, I need to talk to my wife about this. Okay, that's all great. Just. It never fazes me because I realize that's not their actual unconscious mind. Their unconscious mind sees the ratio between the value you're giving them, the reward and the pain of parting with money to pay you as too close together. So they see the reward and the pain too close. And since humans were built with what's called risk aversion, Daniel Kahneman won a Nobel Prize on this in the 70s that humans are naturally built to a little bit. Not want to jump off tall buildings, not want to hang glide, not want to swim with sharks. And of course, money provides us Food, shelter, water. So when you ask people to send you money for the sale, you're essentially saying, do you mind risking a little bit of your food, shelter and water for this product? So if the value that their unconscious mind perceives you giving them is too close to the amount of money they have to pay the pain, since they were like, well, what if it's not as good as what this salesperson is telling me? They're telling me the value is here and my price is here. But what if it's not quite as good as they say? I we all kind of know salespeople can have a tendency to over exaggerate. So when the ratio of reward in pain is very close together, people protest, they object, they go, okay, let me talk to my wife, can you call me back later? I don't quite have time to finish this call. No, don't believe them. They're protesting, they're protesting. You haven't built value in such. The ratio needs to be like value here, pain here you have it like this. Maybe you've built a little value. So the only things you can do. And this, this is for a very long. I just recorded for those of you who are in my black belt, I have a paid community where I go very deep on this. If you go to titlebiz.com you can join my black belt sales mastery. You should get your sales team in there. I will show you things nobody else teaches. I just had such a wide audience that I have different insights that than any other sales trainer. There's other good cell trainer, but none of them have some of the stuff that I put in here. Okay. And this is by the way, people say, ty, are you a good marketer? I'm like, sales and marketing is the same thing. Marketing is just automated sales. Okay. When I made my here in my garage video, that was just automated sales that I would have said one on one to a person. So if you're good at marketing, you're almost always good at sales and vice versa. Or you can be good at both if you practice a little. So anyway, if you want to be in my black belt community, just text me at the number below and just say, you know, kinetic YouTube or wherever you saw this video, kinetic Twitter, kinetic Facebook, kinetic snap, kinetic Instagram. And just you can ask and we'll send you the link. It's not that expensive to get into my black belt mastery, but I just recorded a 45 minute video on mastering this step number two, which is overcoming protest behavior. And so you have two strategies you can build more value, which is what I call future pacing. That's one way to build more value. Testimonials is a way. Showing more testimonials, you build more value. You can explain the product better. Maybe they don't understand it. That builds more value. You can personalize the product. Sometimes people just read the features of the product and only half of them pertain to the client. Skip the ones that don't pertain because that diminishes value. And the other thing you can do to overcome protest behaviors and objections is lower the risk. Right? So let's say you can't raise the value anymore. Lower the risk. How do you do that? Payment plans or down sales? So if this guy wouldn't have done the $25,000, okay. Wouldn't have done the 25k, I'd have been like, well, why don't you pay for it quarterly? Send 6000 now. Because number three you're about to learn is the art of the instant close and why that's important in the modern world. You, you need to close on that instantly on that first phone call. You need to close instantly on that first phone call. Be, don't be like, I'll call you back in a week. People rarely even answer their phone. So if you get a mofo on the phone, do not let them hang up without selling them something. My black belts need to be like 40 to 50% instant close ratio and, but sometimes they're just not. You can't build the value high enough. So you have to diminish the risk and pain by either doing a payment plan or I'll. If I'm selling a 25k, I always have a $5,000 down downsell. I'll flip them to a product. Hey, you might not be ready for this product. Here's one that's right that you can do right now. And there's one simple line. I call it the most powerful close ever. Okay. It's the most powerful closing line. I, I explained that in the black belt. I don't have time for that. I'll maybe record another video. But I, I hit him with this was called the absurd price range. So I hit him with this kind of question of like, hey, what's an amount you can send today that doesn't freak you out at all? I kind of shame them a little bit. Like they're a high fear factor. Human people don't like to be, they don't want to admit that. So I said, what's the, what's the amount you're gonna pay today. Then I give them the third price range, a dollar, a billion dollars. Anyway, if they say a lower dollar amount that I can't do on a payment plan for the original product, I'll flip them down into a down sell. And if that down sell, 5K, let's say, is still too much, I'll be like, why don't you pay for it monthly 500 bucks instant close. Because if you can take somebody from a non paying, you know, audience to buying anything from you because of commitment consistency bias, they're like 50 times more likely to keep buying from you. So you always want the instant close. But anyway, going back to number two, I'll talk about that in a second. The power of number two in understanding protest behavior is, you understand, you don't have to directly respond to their protest. If they say, I need to talk to my wife, don't you? Don't. I see all these people teaching online that you say, you know, I saw somebody with kind of a witty answer. The witty answer was like, oh, well, wouldn't you rather just show your wife how this investment into this product made you 10k or something? Who's it? It's. I forget how the guy said it. He had this slick objection handling. I don't think that works that much. That's not a black belt way. This doesn't have a high probability. So you can't just. If somebody goes, let me talk to my wife. You can't be so amateur that you actually think that's the truth. You rather know, ah, their unconscious mind is protesting and they're just trying to find any conscious words. Oh, they see a picture of their wife. Oh yeah, I need to talk to my wife. They see a picture of their dog, goes, I, I need to run it by my dog. Right. They're just the conscious mind latches on to whatever's pops in the brain, but the unconscious mind is the damn reward is too close to the pain. My, your ratio is messed up. So the real solution is not to go, well, sir, if your wife knew that this product would give you 10x the return on what you pay, wouldn't she be excited? Why do you even need to ask her? Like that's. You're, you're addressing the problem. That's like, again with this woman I was dating, her being in a bad mood and me directly not getting to the root cause and being like, whoa, is your stomach hurt? Like that makes women mad. That that's how you definitely don't overcome the objection. And the protest behavior of a woman. What you had to do is get to the unconscious mind and be like, she might not even realize the main reason she's grumpy is because I was keeping the toilet seat up. She might. In her conscious mind, that might have been the triggering event. And she starts thinking of 18 other things she doesn't like about me. But the core thing could be that toilet seat. So when a guy says to me, I need to talk to my wife or I need to talk to my business behavior, I just assume he's as BS I assume those are. He's just grasping for words. And therefore, I just go back to the basics. Jiu jitsu is all about the basics. Most of the martial art community is B.S. most fights can be won in boxing. I had a. A coach, a guy, Ricky. He's one of the top boxing coaches. I train with Teddy Atlas just for fun. I'm not a pro boxer by any means, but, you know, Teddy Atlas trained Mike Tyson in 17 heavyweights. He was just a fan of the bases. He's like a good jab, good uppercut. You got like three or four moves. Jab. Get out of the way. Jab. You know, if it's. They. They did the peekaboo style, but there's not that many moves. So when I see people in sales. Objection. Memorizing 30 trillion. Objection. Handling. I'm like, this is not a black belt system. This is. Remember, there's a lot of people teaching sales that do not have the credentials to be a black belt. You're going to a jiu jitsu studio for sales with a. And you'll be learning from a blue belt and a purple belt. Like, I only go to school. My teacher, Higa Machado, is a coral belt. He's beyond the black. He's had his black belt for 30 years. So set your standards high. Who you listen to in sales, because literally 80% of the sales stuff that I see is direct responses to objections versus going to the unconscious mind of that's causing the protest behavior. Don't. When this guy said to me, ty or he said to my brown belt, like, oh, I don't have time to go to the bank to wire my brown belt. Fell for it. He fell for the trap. He's like, oh, well, I looked on. I looked on Google Maps. You're only one mile from the bank of America. Like, can I get you a car? I'm like, this dude has a private jet. This guy has a private banker. Of course he doesn't have to go to the bank. He's a, he was selling a rich dude with a net worth of 50 million. Anybody with net worth 50 million has a private banker that they say, hey, why are this money? I said, this guy just grasping for. And you're following, falling for it. So I just, when I talked to him, I did not mention going to the bank. I said, hey man, I know the biggest. I remember you telling me because he had flown on the Gulf Stream with me to Vegas. And I remember on the Gulf Stream, we was texting the whole time on Slack he couldn't enjoy. We went to Vegas, we went to Russell Brunson's click funnel thing and this guy. And I said, what's wrong, man? You're working like. He goes, oh, I'm not good at delegating. So I end up having to do all the work for my whole hundred person staff. I have to fix everything. So I remembered that's his true pain point. And I, so I hit him with more value. I said, hey, by the way, you know, I know you're getting this 25k level. Let's just, we're gonna go crazy. Mastering delegation so you don't have to work. You work half the hours. You're working 16 hours a day. I want to get that immediately. Let's just imagine what your life's like when it's only eight hours a day. Sure, we can get it lower than that, but 16 hours is too much. You don't have. You told me you don't have time for your family and you're stressed out all the time. I was like, give me two to six months. We have a tangible goal. We're going to literally 50% of the hours you work. We're going to set a timer on your damn phone. You can't work more than this. And I'm going to give you my 14 division system of delegation. How I built companies from 10 employees at the most. I've had 8,000 employees reporting to me as CEO. So I'm going to show you a system that's scalable. And, and I just talked about, I just left him a voice memo on WhatsApp. I didn't even call the dude because my brown belt had, you know, it's hard to get people on the phone. And he literally within three hours, he texted the brown belt. Oh, I got my banker, I emailed him. He's wiring the money. We got the wire within three hours of me overcoming. Not the direct objection. I never mentioned how far away the bank was. I'm a Red belt. I don't make that amateur mistake. Don't respond. Blow for blow with people. Okay, third and final, by the way, if you're seeing value of this, text me. That's my real iPhone number below. I carry a business phone and a personal phone. Text me the word kinetic, which is the kinetic energy that I talked about in the beginning and just the platform. You saw this on Facebook. So I can track, I like to track, always be tracking, you know, your, your sources, your attribution. It's called so. And then just tell me a little bit about you. I'll send you the link to download the app. If you want to get in my paid program, I'll send it. If you want to go into the free community I have on my official app, you can do that. You don't have to pay now. I'll build a lot of value for you. There's not one person in sales I'm telling you, that I've ever talked to that's worked with me who hasn't been like, ty, you got 20 things that I've never heard anybody talk about in closing deals. And I'm like, bro, I've been in the trenches. They call the ten dark years. I spent 20 in the trap. I told you, I built my first. I started doing door to door and phone sales in 01. So you know, I'm one of the OGs. Not just Internet funnels, also one to one sales. So the third one that I want to talk about before we wrap up this video, this one's crazy important. Okay, but not as important as the first two. Number one was by far the most important. Number two was very important. But the third one is the instant close. So a lot of the sales advice you're getting, the books, they were written 10, 15, 20 years ago. Not knocking them because sometimes old school advice is amazing, don't get me wrong. But the problem is nobody answers the phone anymore. So like 15 years ago, Instagram didn't even exist, people now, if you Google this, the Average person sees 11,000 images, videos and ads per day. I couldn't even believe it. I verified it on like 10 sources. Go do it yourself. So 15 years ago, people were probably seeing 10% as much. So a lot of the sales advice is like, overcome objections. You know, let people get off the phone with you. Hold the sales cycle, don't be afraid of the sales cycle. So if it takes a year to close somebody for a million dollar product, don't worry about it. You'll get them back on the Phone. Well, you can go golf with them. People don't golf anymore. That much people sit at home, people. There's a book by Faith Popcorn, who's a trend like a prediction woman. I read this book 20 years ago. She said the world's gonna start coming cocooning. First it was you could call anybody. No voice, no answering machine. Then in the whatever 70s, they invented answering machines. Then 10, 15 years later, they invented voicemail or whatever. 20, even more than that. So the world. And now they invented, you know, then they invented email in the 90s, then they invented the Internet and social media, direct messages. So every single decade since the damn Alexander Graham invented the telephone. This goes for zoom and Google Meet calls and teams. People have been answering the phone less and less and hiding behind their phone. So if you don't master the instant close and sell somebody something, even a downsell or a payment plan on that first phone call, your odds of closing that damn deal go down by 50x. Really? So I train my black belts, get some commitment and money. That's why my companies, we accept any way you want to pay. You want to pay in stamps, we'll. It's legal tender in America. You want to pay in pennies, I'll take it as long as I can deposit in the bank. You don't pay with crypto. We got every crypto. You could pay with any crypto coin, even a coin. I. I would just probably exit it right away. Anything you want. I make it so easy. And we'll downsell and we'll build payment plans for everything. Now we don't. I call them unannounced payment plans. I call them unannounced payment plans. Okay? And unannounced payment plans essentially mean we don't talk about it right away because we don't want to offer that. It's a pain in the butt that payment plans. We don't want to downsell, but we will with no guilt, and we'll flip it in instinct if we need to. No problem. So sometimes sales guys, they're like, oh, I'm admitting defeat. I'm like, no, you're not. The wise general. The wise general knows when to retreat a little bit. There ain't no general ever the greatest generals in history, whether it's Xerxes or Alexander the Great or Caesar or Napoleon Bonaparte or Patton or whatever, these dudes all had tactical retreats. So if you have to tactically retreat with a downsell or a payment plan, go for it, because who cares? Only your ego matters here. Sometimes people get Butt hurt. And by the way, where people go wrong is they go, no, Ty, I talked to this dude, he has 10 million in the bank. One of the things I teach people is how to assess people's personality types, including their risk tolerance. And you could get a percentage. So somebody got a million in cash and they're high risk takers. Sometimes they'll do up to 20% of their money they're willing to spend. But you get these hyper risk averse people, they could have a million in the bank and you can only get a thousand out of them. Because part of the reason they have a lot of money in the bank is they don't send money out easily in their bank. In fact, sometimes richer people are way stingier. I remember there was this one of my first mentors, he was almost a billionaire, not quite on the Forbes list, but ridiculous wealth. Like he had a 42,000ft home. I don't know if you know how big that is, but I have a 25,000ft mansion headquarters in Beverly Hills. People think that's the biggest house they've ever seen. His was almost double. And his dude though was cheap. His, his wife had died, so he'd been single for three or four years. And he's like, hey Tom, coming down to la, I want to meet some women. So I was like, great. He was always like, I want to go to the disco. He was older. I was like, you can't say disco. Nobody says that anymore, first of all. But anyway, so we go and I set up. We were going to go out, you know, to like a comedy show. And I set up. There was like 10 or 15 people going to come, mostly women and me and him and a couple guy friends. Well, it turned out that night, I forget what happened. I couldn't go. So I just told him, hey, you go by yourself. So he ended up at a table, essentially him alone, with like 15 smart, beautiful women, all candidates. He wanted to find love. And the next day he called me so mad, he's like, bro, you stuck me with the bell. I had to pay for all these women. And it was like, he's like, it's. They went to Boa Steakhouse, if you know that Elon Musk used to eat there a lot in Hollywood on Sunset Boulevard. He was like, you're stuck with me with that bell. Whatever. It was like 1500-2000 dollars. And I remember saying to him, and he was like, you have to split the bill. And I remember being like, I wasn't there and I set you up, dude. And this is a guy who had flown in a private jet burning 10,000 an hour of fuel to get to LA. And that's when I realized Richmond Falls can be cheap. And I, I actually said to him, I was like, by the way, protest behavior. He was a blunt guy. And I just said, you want me to pay? When I wasn't there. And I set you up with a lot of cool candidates like you. I just shamed him. And he eventually relaxed. But that's when I learned and I tell that story, the rich billionaire. This, I call it the Turkish billionaire. I'll tell you why in another lesson. But there's a famous story about this Turkish billionaire who came to America and was so stingy he tried to go one year without paying for anything in Vegas. And they kept comping him hotel rooms and all that. Anyway, I don't know that Turkish billionaire, but I use the term, I know this America billionaire. That was so cheap. So when you are trying to instant close like I'm talking about, sometimes the reason people don't want to downsell or do payment plans is like, no, this guy pulled me. He's 10 million liquid, and we're only selling him a $25,000 package. Of course he can. And I'm like, but that's not how the psyche a risk aversion works. So lower the risk, add more value, transfer a lot of kinetic energy, your conviction on the product that you've used. Don't sell stuff that you haven't used the product. And then I'm like, at the end, I want you to just lower the risk, be like, you know what, 25k? Why don't. I know you don't know much about this product and I know you're rich, but you know, none of us want to waste money. So here's, here's what I'm going to do. Why don't you just pay for this on a quarterly package. It's a little bit more money, but you know, why don't you just send 7,000 today and then you can decide you don't even have. You can just do one quarter and if it's not good for you, you don't even do anymore. Okay? And guess what? It works almost every time if you're a black belt. You might mess it up if you're in a black belt. But that's why you got to become a black belt. Become a black belt. Because when you become a black belt in my system. Let me tell you about sales. Here's the thing. I Like about sales, I'm a, you know one of my staff said hey, I just went on chat GPT and put in who's the greatest 10 Internet social media marketers of all time. Social media sales. And it is like it put you as number one. I usually depending on. It's funny if you do ask ChatGPT, I'm not saying this to brag. I just want to tell you the assurance that it's not just me telling you these marketing and sales systems I'm talking about now work chat GBT says people are going in the cold water there. Other people say like chat GPT or other robots say yeah, this stuff works. It put me, sometimes I'm number seven, sometimes I'm number four. I've been number one. Number two. So listen to me when I tell you that these three things are powerful at a level you cannot fathom. Okay. These work transfer kinetic energy. Number two, don't directly respond to objections. Understand the psychology of people protesting protest behavior. And then number three, become a master of the instant close even if you have to downsell or give them a payment plan because in the modern world people don't answer their phone. So the advice from 15 years ago was assuming a less busy world. People are so busy, so overwhelmed they don't even respond to anything anymore. You see what I'm saying? So if you got them on the phone or zoom or teams or me, close them there for something because then they're in the system, they're a paying customer and they're 100x more likely to keep buying. You can ascend them up ascension program. So all in all what I'm saying is become a black belt. Because if you become a black belt, even if you lost all your money, you had to for some crazy reason, bankruptcy, if you are a black belt, you're making 300,000 to a $3 million a year in sales commissions. If you're truly a black belt. If you're truly about you're making 300,000 3 million depending if you're black belt going up to coral belt or red belt. And I've seen that in my life I've done red bell numbers and a lot more than 3 million profit in one year. But I like to under exaggerate this so because sometimes people don't believe my real numbers but 300,000 to 3 million. So mastering these, you should watch this video twice or three times. It's free. And if you want to go deeper, text me or go to the download the app and or go to Tai Lopez.com and get the look for black belt sales system. It is the only one of its kind. As I said, you can learn from other sales trainers. But I have stuff in there that nobody else trained because there's not. I haven't seen one sales trainer really that's been doing it at scale as long as I have, especially using social media lead generation. So I have a lot of, I've spent, you know, 50 million on split tests more so I could tell you the empirical data, not just my opinion. Oh that, that closes. That one doesn't. I've done that on marketing funnels. I've done that on sales funnels. I split test that. I just spent 4 million on some split tests in the last, the last six months. And so I can tell you what works right now. 2025, 2026, 2027 Going forward in the new AI world of busy people, a different sales system than even what was being taught. I, I had a sales program in 2016, a decade ago, but that one's a little outdated because people were less busy, they were less distracted. We live in the ultimate ADHD world. The ultimate so master make black. I don't care if you're just a business owner or you're an employee or you're in sales to get an act. And by the way, in my program we, you get certified with a belt and we're very picky at giving out a black belt. Very picky. Like I can go a year without giving anybody a black belt. This is not like karate dojos where eight year olds get black belt. This is like jiu jitsu where you can go a decade and still not be a black belt. But if you are a black belt, you're a badass. Like humans. I've never seen you're set for life. As long as you have your vocal cords, you're set for life. And I guess if you lost your vocal cords you could sell by email or text or WhatsApp. So you know, there's many things you can aspire. You can get a poetry degree, you can get an mba. You could become an entrepreneur and build a business. You can get a six pack. But none of them, none have the direct and as predictable financial reward as getting a black belt in my system. So start with watching this video for those who want to go through the certification. See if you can move from white to, to blue. Blue. I added in one belt. Green. That's not in jiu jitsu, but blue, green, purple, brown, black. Black belts can close million dollar Deals by themselves, you know, not necessarily a one call close, but they'll instant close a deposit and then they'll go in. And I just my on my team, we just closed four deals at a million dollars in the last four weeks. So I've closed bigger than that. So this system works. It'll work in every industry. Download the free tribes, go to tylovas.com or just text me or WhatsApp me to this number. It's a real iPhone. Don't call. I don't answer. I turn off the ringer. But I do check every day for about 10 minutes. I'll scan the whatsapps and I'll have my assistant send you stuff. So just send me the word kinetic. That's the kinetic energy lesson and the platform you watch this on and a little bit about you and what you need and we'll send you some free stuff. Okay, but watch this twice. This is too deep of a video. It's too complex of a video to just listen to once. I'm not saying that to like beef myself up and be like, look how great I am. I'm just telling you I hit you with a lot. This is stuff I normally train over a couple months and I was like, let me just do one video. So subscribe, follow and leave a comment below. What would you like? What did I not cover that I should cover in my next video? What are things? Things in sales or what are things? You don't see what I'm saying? Maybe disagreements? Leave a comment below. All right, talk soon.