If you don’t hold the cash, you don’t own the client

"If you don’t hold it, you don’t own it."

This is a popular catchphrase in the precious metals market.

It means if you don’t physically hold gold or silver in your hand, you don’t really own it.

There are many companies out there that will sell you bullion (whether via ETF, a paper contract, or "pool allocated"), but if you check the fine print, they very often don’t set aside those metals you purchased.

In fact, they often sell many more contracts than the bullion they own.

Sure, they’ll have a little so that if some of their buyers want to come and collect they’ll have it for them.

But if there’s a crash and all their buyers want to come and collect?

No chance.

Instead, they’ll give you a check for yesterday’s price and send you on your way.

Thus the saying…

If you don’t hold it, you don’t own it.

The first reason I bring this up is because, if you have precious metal investments, probably now is a good time to go and collect before everyone else does.

As mentioned before, it’s my belief there’s a crash coming within the next 24 months like nothing we’ve ever seen.

And when that time comes, you’re going to want to be holding your precious metals.

The second reason I bring this up is because the same saying can be applied to signing clients.

Here’s what I mean…

Over the years I would say at least 50 people have told me at the end of my sales call, "Yes! I love the program! I’m definitely going to sign up! Send me the link and I’ll do it right after our call!" only for me to never hear from them again.

What’s worse is when I was struggling for clients I used to get so excited because I believed I signed a client.

A few times I even went ahead and spent money believing their payment was going to come through.

Dumb dumb dumb.

And so that’s why when a Coach says to me…

"Luke, I just signed a client!" And I reply to them… "Is their money in your hand?" (AKA: bank account), if they say "no," well…

They have signed any client at all.

It’s the same for you, too.

If a prospect tells you they’re going to sign up, that doesn’t mean they’ve signed up.

It’s like an "IOU" paper contract.

It’s worth nothing until you have that money in your hand.

Therefore, the best thing you can do is not to take your prospect’s word for it.

That’s a great way to get burned.

Instead, sign them up on the phone right then and there.

If they truly love your program and want to join, you need to take their credit card details and get them signed up.

Don’t send them something to look over.

Don’t let them "think about it."

Don’t schedule another time to speak.

The only thing you should be getting at the end of your call is a credit card number or a hard "no."

If you let them give you a "maybe" and then leave - you can almost guarantee you won’t ever see them again.

With that being said…

What I like about sending daily email is that by the time your prospect speaks to you on the phone, they’re ready to sign up.

You don’t have to overcome many objections (if any) because they already know about your program, they trust you, they know you’re an expert, and they also know it’s a significant investment.

This is the exact opposite of the typical guru funnel where you’re speaking to a cold prospect that has just booked in your calendar soon after seeing you ad.

This is where:

—> The prospect doesn’t know about your program…
—> They don’t trust you…
—> They don’t know you’re an expert,…
—> They don’t know what you’re charging is substantial.

And so to close this type of client requires a lot of salesmanship.

Sure it works for some Coaches.

But for the vast majority?

Not likely.

Why bother, though, when you can simply send a daily email and let that do all the heavy "sales lifting" for you?

If you agree and you want to learn how to attract a consistent flow of "pre sold" clients into your programs, then make sure to put your name on the waitlist for my 15 Minute Client program:
https://The15MinuteClientWaitlist.com

-Luke Charlton
The Hermit Hole, Canberra