You're Burning $10K Calendar Slots to Find Out If Someone Can Afford It.

And your plan is to have the CLOSER figure that out?

LMAO.

Hold on to your shirt. Let's do some math.

Assuming an [abysmal] industry standard close rate of around 20%, maybe 30% if we're above average... And the fact that many price points at the Casino seem to sit right around $10k.

We can reasonably deduce that EACH calendar slot is potentially a $10k conversation.

Now look at what that 20% is ACTUALLY telling you. 80% of the people sitting across from your closer are NOT converting. Which means that for every $10k, you're potentially giving up $40k.

OUCH.

Sure, maybe the closer dropped the ball on some calls, we're only human... BUT, that matters more on any single call. Zooming out and looking at that close rate over time, it becomes a lot more apparent that if the numbers stay that way, the majority of those prospects were never ready in the first place.

Undereducated. Rushed to a call. Still figuring out if they even want this or if they want to solve the problem this PARTICULAR way.

And you're burning a $10k calendar slot to find that out?

The data is screaming at you. That's not an "objection handling" [shudder] problem. That's a qualification problem. And it lives upstream.

Here's where the silly gooroos have it backwards. The goal is NOT to figure out how to get more people ON the call. It's the opposite. Figure out how to DISQUALIFY as many people as possible so the cream rises to the top. And it always does. That's creme for ya.

Some of the companies I respect the most DQ 50% of their top-of-funnel leads. They protect those closer calendar slots like their life depends on it... because it does. Lifeblood of the business, remember?

And here is the rub. Just because a closer CAN financially qualify someone doesn't mean they should. Sure it "works"... but that's literally the most expensive way to do it.

Now let me be clear before the naysayers start warming up their fingers. Closers should ABSOLUTELY talk about money. That's part of the conversation. But there's a massive difference between CONFIRMING what's already been established and DISCOVERING it for the first time.

Closers confirm fit. They don't create it.

"BuT zAcH! If that's the case, we don't even need closers, just a checkout page cuz all we're doing is taking orders."

Is that so? I see your point and raise you this: If the closer has to do all the education and prequalifying... then what's the point of having marketing?

See how that argument is circular and makes zero sense? Everyone needs each other.

And speaking of "needs", the financial ability NEEDS to be there BEFORE the closer ever gets on the call. And no... a Typeform doesn't count. We all know prospects always tell the truth on those things, right?

REAL qualification means someone upstream actually had the conversation. Verified it. Not checked a box on a form and called it good.

If your closer is going in completely dark on whether this person can actually pay... you don't have a closing problem. You have a stewardship problem.

Closers exist to lead and guide a ready, educated, financially viable prospect to a decision. That's the job.

Stop blaming closers for a system that sets them up to fail. Fix what's upstream, protect those calendar slots, and watch that close rate go vertical.

Stay Humble, Hustle Hard.