FORBES PUBLISHED entrepreneur, MULTI 2 COMMA CLUB RECIPIENT & MILLIONAIRE CLOSER

MIKE BARRON

Closer Policy:
High Ticket Masterclass 5.1
 ISSUED: February 28, 2020
Revised: October 15, 2022 (issue 6)

Mental tuning
Crushing limiting beliefs (patterns)
➢ Right now, who’s comfortable asking for $5,000 for a coaching program? Who’s comfortable
asking for $30,000 for a coaching program or High Ticket Offer?

➢ Limiting Beliefs Defined: A limiting belief is a state of mind, conviction or belief that you think
to be true that limits you in some way. Limiting beliefs examples:

➢ Money & Success Scarcity Mindset

○ We can’t afford that…
○ Money doesn’t buy happiness…
○ Auntie Caroline’s Gucci Belt

➢ Crushing Limiting Beliefs On Money

○ Price is a Myth… Just add a Zero
○ Money is called “currency” because it’s supposed to flow (like a current) and be used in
circulation for exchange. (cite)
○ Money is energy
○ Stop letting money control YOU! You’re a player - SO PLAY! Money creates Freedom +
Access. Money is Energy

➢ My cognition on money
○ My story about Nikk Legend & Money
○ My cognition on Costco and Free Lunch
○ Recent dinner with some of the biggest online coaches…Rich is a mindset!
○ Life doesn't happen to you it happens because of you for you

➢ Get your mind right about money

○ Understand your personal investments (time and money) - full permissions and
reminders
○ Strategies (invest in yourself), Skill Up and Level Up

Sales Review
➢ What is the First Rule of Selling?

➢ Why do people purchase products or services?

➢ 5-Step Sales Process?

➢ What Is certainty and why is it important?

➢ What is “Tennis”?

➢ What is the difference between a Demonstration and Presentation?

SEE YOU AT THE TOP! 🚀

Purpose & Product & overview of the High-Ticket Appointment Setter
Purpose
➢ Purpose: This is the major sales area in which revenue is generated for the organization. The
purpose of a High-Ticket Closer is to demonstrate major and minor programs and enroll the
public into appropriate programs that serve their needs and wants, so as to improve their skill
set, confidence, and overall financial well-being. High-Ticket Closers sign-up new clients that
are itching and eager to begin major programs. They should leave this zone inspired and know
that their life is forever going to be changed for the better.

Product
➢ Product: Qualified appointments with Prospects that show and are eager to begin Major
services, and want the product of an organization.

UNDERSTANDING YOUR BASIC TOOLS AS AN APPOINTMENT SETTER

➢ Basic Defined - (1) adj. Forming an essential foundation or starting point; fundamental: certain
basic rules must be obeyed | the laying down of arms is basic to the agreement. (2) n. the
essential facts or principles of a subject or skill: learning the basics of the business

➢ Tools Defined - (1) n. A device or implement, especially one held in the hand, used to carry out
a particular function.

➢ According to WISE Consulting, “Any activity has its tools. And if one is going to engage in an
activity, he had better know what its tools are and that they are for use.”

➢ 💎To often, professionals is that they’re asked to perform a certain function or uphold a certain
post, however they do not have the basic tools to perform the (basic) job being asked of them.

➢ 🤔What are the basic tools of a carpenter? What are the basic tools of a Lifeguard?

➢ 🤔What are the basic tools as an Appointment Setter?

➢ Do you have your basic tools as an Appointment setter?

➢ Here are the Basic Tools of Limelight Media’s Appointment Setters

Appointment Setter Framework Overview

➢ These are the core areas that need to be Mastered in order to reach the level the level of
Appointment Setter Category King:
○ #1 Get To Peak Mental State
○ #2 Introduction, including: Creating Reality & Leading With Service
○ #3 Gather Data (fact-finding)
○ #4 Edification, & Setting a Hook
○ #5 Setting The Appointment
○ #6 Maintaining Communication & Getting Prospects To Show

SEE YOU AT THE TOP! 🚀

 Appointment Setter Framework overview
Mastering appointment setting - #1 Getting into a peak mental state
➢ Get to a Peak Mental State and focus on your intentions. Peak mental state can be
achieved by playing your favorite music, walking around open space, exerting energy and
vibration, stating affirmations and more. I like to play workout or uptempo music, pace around
my space, clap my hands and chant “it’s done, it’s done, it’s DONE, he’s DONE….” For years, I
would put on shades when it was time for me to get into my Peak Mental State. I would assume
my alter ego as The World’s Greatest Online Closer (cite). This is equivalent to Bruce Wayne
being a conservative business magnet, and suddenly putting on the cape and becoming
Batman! Jon Pena has said “I always knew when Mike was gonna close a deal, he would have
his shades on and start shadow boxing…

○ Be The Hammer (Not The Anval) aka Be at Cause

○ Mike On Energy… (Visualize That You’re The Bullet Train)
○ Play Music or Other
○ “Put yourself out there”, get yourself accountability or an audience, and commit

➢ Social Proof & Live Examples:

○ Scott Cold Call (00:00 - 1:08)
○ Live Gym Call (00:00 - 1:40)
○ Superior Fitness Call (0:00 - 0:07)
○ Cold Call Bootcamp (47:05 - 47:23)

Mastering appointment setting - #2 The Introduction

➢ Proper Introduction includes stating your name, business, reason for calling and set hook if
necessary. Be sure to create “Reality” of why you’re calling and always lead with service for
inbound leads.

➢ The Steps:

💎
○ A.Get In Communication with the prospect including:

💎
■ Call People As if You Know Them
■ Get People to reach
■ Talk with People not at People
■ Lead with Service
○ B. Introduce yourself professionally (state your name, business and reason for calling).

SEE YOU AT THE TOP! 🚀

 💎
■ Make it Clear for your intention of calling.
● If the prospect has no reality on the reason for your call, “dumb it down”
and and speak on something they can agree on such as their name or
email.
■ Stay in Communication
○ C. Build & Maintain Rapport
■ People do business with those they like
○ D. Proceed to Fact-Finding

➢ Social Proof & Live Examples:

○ Scott Cold Call (00:00 - 1:08)
○ Live Gym Call (01:40 - 3:00)
○ Superior Fitness Call (0:07 - 1:07)

➢ 💎 Your Intro/Pitch needs to be tight

Mastering appointment setting - #3 Fact-Finding
➢ Purpose of Fact-finding
○ Gather data, Identify problems (or ruin) and offer solutions to solve those problems
○ Find needs and wants spoken and unspoken

🔥
○ Identify where they are at in the sales process
○ Identify is this a Free, $97 $250 or $5,000+ conversations within minutes (if possible)

➢ Fact-finding Questions?
○ Marketing Agency Form Since 2018
○ Current Fact-Finding Form
○ Fact-Finding Bootcamp Playbook
○ Some of My Favorite Questions…
■ What’s Your Goal…?
■ Why Do You Think “It” Hasn’t Happened Yet? (flow Power)
■ What’s The Hardest Part of Your Job?
■ What have you tried before that worked? Why?
■ What have you tried that didn’t work? Why?

➢ Start With A Blank Canvas… as targeted questions, make “It” become clear. 💎 You know you're
effectively fact-finding when you congnite and say to yourself… “Damn, I got it (slams hand on
desk)... and say I can help this person!”

➢ Challenges of Fact-finding
○ The Sales Professional Is Afraid
○ Leading w/ appointment; rather than Service and does not get Understanding
○ Not sure what to ask
○ Communication is not guided communication

➢ 💎Appointment Setting Gems…

○ Bridge Communication (ex. “I ask a lot of questions because…)
○ Hang-Out (Duplicate Communication)
○ Speak The Language (use nomenclature)

SEE YOU AT THE TOP! 🚀

 ○ Drop Game (Raise Their Awareness) - Why Do We Do This?
○ Have Fun (see link below at 14:40)

➢ 🚀 For More, Watch Fact-finding Like A Doctor Bootcamp In Closer Academy

➢ Social Proof & Live Example:
○ Live Fact-Finding from A FitPro (00:00 - to end)

Mastering appointment setting - #4 Edification, & Setting a Hook

➢ 💎 Edification (my secret sauce)
○ Defined: The instruction or improvement of a person morally or intellectually.
○ Nikk Pena
■ Story
■ Original Audio
○ Edification Example

🚀
○ Mike’s results
○ For More, Watch Edification In Closer Agency

➢ Hook Defined (According To dummies.com) - A hook is an attention-grabbing device that

focuses your prospect’s attention on your message, sets the tone of the presentation, and
provides something of value.

Mastering appointment setting - #5 Setting The Appointment

➢ Lockdown Time and Day
○ Perfect! When can I get you in front of a computer for 15 minutes to show you how I do
this and how it might work for you… do you have time now?
○ [If not now] No worries... are you better for later today or does tomorrow work better?
What’s best?
○ [day provided] Perfect! Morning or Afternoon?
○ [time of day provided] Provide 2 options

➢ Scheduling + Locking The Appointment

○ Script for scheduling appointments: So what I’ll do… I will send you a calendar invite
now for [day and time]... Question, how do you spell your email address? (obtain email)
○ Script for Obtaining Mobile #: ex. I have a case study of a Gym that generated 9K
within the 1st week of working with me… I wanted to shoot you the case study… what’s
a good # to text this to? [Make Big Claim + Use Real Example] What’s a good # to text
this to? (obtain mobile number) GREAT, IT’S ON THE WAY!
○ Framing The Call: So… we use a free screenshare app called Zoom… this allows you
to see my screen. You’ll receive a zoom invite + a link for download within the calendar
reminder… can you download this before the call?
○ Locking The Appointment: Hey bro… Any reason besides a zombie apocalypse why
you wouldn’t make the appointment on (day and time?)

Booking Appointments

● Send calendar invites/ reminders

○ Title: Intro Meet W/ (name)

SEE YOU AT THE TOP! 🚀

 ○ 30 Minute block
○ Turn Meeting Into Zoom (if demo) *must have zoom app on chrome
○ Reminders: (1) Time of Meeting, (2) 30-Minutes Out, (3) 1-day out
● Text confirmation
○ Text 1: Hey [First Name], it’s Mike. Thanks for your time today! The calendar invite has
been sent for (day and time). Let me know if you have questions…
○ Text 2: Also here is the case study that I mentioned… I would love to hear your thoughts
on this...let me know your takeaways…

Mastering appointment setting - #6 Maintaining Communication & Getting Prospects To Show

Effective Appointment Setters get into deep communication with the prospect and maintain such
communication up until the time of the appointment. It is your responsibility to ensure that the
batton gets passed to the Closer. The Highest Level Appointment Setters are obtaining “Closes”
even before the demo begins with the Closer.

Best Practices To Ensure That Appointments Show include:

➢ (1) Maintain communication via text leading up to the event

○ Send Case Studies and Get A Response(s)
○ Speak On topics that increase Rapport and Reality
○ Utilize the Closer - Using The Text Play
○ Send Selfies via SMS when appropriate
➢ (2) Get Confirmation on the Day of The Demo.
○ Confirmation Text Script (used the morning of the scheduled demo): “Hey Bro… I’m
looking forward to connecting you with Jon Today at 3:00 PST (insert actual time and use
their Time Zone). Did you need anything from me in the meantime??
■ Be sure to get an acknowledgement - if no acknowledgement, call the morning of
the meeting.
■ Change the Calendar Event the appropriate color after the Prospect confirms the
day of the meeting
■ This text is very assumptive that the prospect will 100% show - do not ask “are
you still good for the meeting at (time)?”
○ Last Confirmation Text Script (1 hour to 5 minutes prior to the demo): “See you in
5min!” (insert actual time)
■ This needs to be delivered in a manner which you are Staying in the Create.

➢ Appointments That Don’t Show:

○ At times, appointments do not show as the average sales transaction between the 5th
and 12th follow-up attempts. In the event that a prospect “no shows'', it is your
responsibility to get the prospect back on and re-schedule the demo. For prospects that
are not in communication during the day of the demo, be sure to brief the Closer so that
both Appointment Setter and Closer becomes more at cause of their schedules.
○ Why Appointments Don’t Show:
■ The Prospect Doesn’t See The Value + You Didn’t Make It Real
■ Lack of Communication
■ You Didn’t Inspire Change

SEE YOU AT THE TOP! 🚀

 Becoming the appointment setter category king
Maintaining “the standard” of appointment setting
➢ As an Appointment Setter, it is critical that you maintain the “Standard” according to High Ticket
Masterclass 5.1. The Standard includes:

○ #1 Senior Data. This is data of The highest importance.

○ #2 “Edification”. This is the act of Flowing Power to the Closer and or Founder.

○ #3 Getting the prospect to show for the demo prepared and on time. All data is to be
reviewed prior to the demo so that needs and wants can be identified before the meeting.
This does not mean the prospect attends meetings at the grocery store or arrives 10
minutes late

➢ Ensure the Closer reviews the data prior to the demo so that needs and wants can be identified
before the meeting. This data is located in the contact file within the Top Leads system. This is
done by verbally briefing the Closer about each demo scheduled so that you become more at
cause over the Closing.

➢ Should the Closer need additional data, be sure to obtain this prior to the scheduled demo.
Doing the stated above creates agreement in which the Appointment Setter “pushes” the new
sign-up into existence, and the Closer “pulls” the new sign-up into existence creating optimal
synergy between terminals.

Best practices of appointment setting

➢ Have you ever set an appointment for a closer and he/she didn’t “show up”?

➢ Closing The Closer Part 1 (How To Influence The Closer & Become Causative)

Looping
➢ 💎“Lopping” By Mike Barron - v. Lopping is a process of handling objections or resistance in a
sales process or “tearing down the invisible” (see HT Masterclass 5.2) before it even exists.
This is achieved by obtaining agreement and giving the prospect what they want, and then
effectively returning the prospect back to “the line” of guided communication or your sale
process. Social Proof & Live Example.

OPEN CLOSE

SEE YOU AT THE TOP! 🚀

 Post-presentation strategies
Best practices
➢ As a Professional Appointment Setter, you exercise 5-Star Delivery of Service. You understand
the relationship of service and delivery, and its influence on Student success and future
money-earning opportunities. Professional Appointment Setters are those that maintain healthy
communication lines with students after the close, flow power to such students, and truly
become advocates for those that sign-up for services. Operating as such will support program
effective completions, on-time payments, upsells, referrals, and overall student success.

SEE YOU AT THE TOP! 🚀