I am here. Yay! Saturdays are my hunky business hero binge watch days: Joe, Craig, Gavin, Galel, Rusty and now Jeff:) Ha! I watch the brilliant Shannon, too, of course. Seriously, though, this is my routine: I drink coffee, work on DOJO and ETR homework, and learn from THE BEST. Thanks for all you teach, guys.

Your goal on every "sales call" should be to make a friend... not a sale. Hear me out on this one. When you go into a "sales call" with the intent to SELL, your "prospects" can smell it on you. They can literally sniff it out like a blood hound. Instead, if you go into every call intending to make a friend, your "prospects" will naturally want to open up and speak with you more. By showing genuine interest in them, and asking a ton of questions, they will be more likely to lower their defenses and actually talk to you. Remember, people buy from those they KNOW, LIKE and TRUST (KLT). KLT is the friendship recipe. So make a friend today!

Want to make sales calls feel natural and actually enjoyable? Approach them like you’re chatting with an old friend. Here’s the thing: People want to buy from someone they feel truly understands them, not someone pushing a script. When you go into a call with the mindset of building trust, everything changes. Focus on connection, curiosity, and real conversation instead of “making the sale.” Here’s how to elevate your approach so it feels effortless and drives real results: 1. Open with Genuine Curiosity – Kick off the call by asking about something beyond business—maybe a recent event they attended or a topic they mentioned earlier. Show that you remember details, and they’ll feel seen and heard. 2. Focus on Their Vision, Not Just Problems – Go beyond the usual pain points. Ask about where they want to go, their big-picture goals, and what achieving this means to them personally. This makes the conversation future-focused, exciting, and more motivating for them. 3. Reframe Objections as Opportunities – Instead of trying to overcome objections, dive into them as if you’re helping a friend work through a concern. “I hear you on [objection]. Tell me more about why this feels like a barrier.” This keeps the dialogue open and shows empathy. By focusing on connection over conversion, you’ll make every call feel authentic and seamless. This is about helping first, selling second—and the results will follow!

When you are talking to a potential client, are you helping them uncover SMART or DUMB goals? SMART Goals are: Specific Measurable Actionable Realistic Timely DUMB Goals are: Dillusional Unrealistic Misaligned Boring You should work to uncover at 3 SMART goals on every sales call. This will add more clarity to the call. SMART goals are the driving force of the sale. If your potential clients don't understand what they want, how can you help them get it? Get SMART not DUMB!

AIME is our sales discovery method. It stands for Align, Inspire, Motivate and Empower. Our goal should not be to simply MAKE A SALE. If that is what drives you, your guests can tell. In fact, in the sales industry, we call this COMMISSION BREATH (yuck). Instead, our goal should be to find ALIGNMENT with our guests. We should INSPIRE them to set new goals to chase. We should MOTIVATE them to take action on those goals. AND We should EMPOWER them to make an educated decision. Ideally, when they are on the call with us! As you level up in our community, you will gain access to some of our courses to help you adopt the AIME Process. Drop any questions you have for us here, or feel free to book a call to learn more!