Dan Henry

That's how I ask the first question.

Because if I say like, why did you book a call?

They might say exactly what you said.

I don't know, I'm just looking around.

But if I say, why did you book a call with me specifically?

And what do you need my help with specifically?

Now they're going to tell you why particularly they trusted you with their time more than anybody else.

So they have to say something like, well, I saw your ad or I've seen you got results with this guy or whatever.

And then when you say, well, what do you need my help with specifically?

Now they're going to tell you the problem.

I don't like to ask questions.

why they booked a call because that's a very open-ended question.

I'd rather say like, what do you need my help with specifically?

It gets closer to the root of the problem.

So I tried to ask questions that don't allow them to go into the like no buy zone.

I try to keep it very focused.

Jordan Belfort, actually years ago, I was on his podcast one time.

He has this thing called the straight line system.

That's the guy that the Wolf of Wall Street was based off of.

And this is very similar to what he does.