Butter Like No Other

Question 1

(1) (A) THE OPENING

How do you begin the call?

Answer 1

Hey <__name__>!

Hey <__name__>, It’s Meaghan with BNB Formula
(up tone) - Brian Page’s team
(up tone) - How you doing?!?

• Better than ever!!! -

Awesome. Question for ya, <__name__>, I don’t know if you remember or not but you got Brian’s book a while back on starting an airbnb business without actually owning the property. Do you remember that?

Question 2

(1) (B) THE OPENING

After asking about Brian’s book, how do you introduce yourself?

Answer 2

Okay cool. Well the reason I’m calling you is I’m a manager on the student success team here for Brian and he gives us 3-5 minutes to check in with each of our students, to see if there’s any way we can help you. So I’m curious for YOU: what made you feel excited about airbnb in the first place?

Question 3

(1) (C) THE OPENING

How do you proceed if you can tell they’re not bought in, or not yet interested?

Answer 3

And did you ever get started with it or not yet?

(If not yet/no) Okay. [recap what they said; ie. “Well you say you never really got started” →]. I mean, congratulations, you’re normal. Right? Like seriously, a lot of people haven’t really been able to get started and that’s a big reason why I’m reaching out today.

At this point, we’ve had over one hundred thousand people purchase the book (up tone), and what we found is that the vast majority of them never ended up getting started with it, but the few that did? had incredible success. Like right now we have hundreds of multi-six-figure AirBnBers and dozens of Seven-figure AirBnBers. And so what we found is that typically, if someone got their first property, they saw so much success from it, that they would go on to get more and more properties and in 6-12 months they would have completely replaced their income, quit their job, and gone full time with AirBnB. And so really that’s why I’m reaching out to you today; it’s because we found that if we could just give you that little push, right?, like just that last little bit? To help get you that first property (up tone), it’s almost always life changing.

Question 4

(1) (D) THE OPENING

Answer 4

And so really, that’s all this call is about. I have a little bit of power–I don’t want to let it get my head here (haha)–but Brian Page has authorized me to do whatever I deem is necessary to raise our average student results rate, so I’m allowed to hook you up with free resources to make that happen (help you get your first property).

So, You know, it may sound a little weird. But, personally, I have found, working here as a manager, that the students that have the most clarity on what their goals are, like a clear target to shoot for, THEY’RE the ones that, typically, have the most success.

Question 5

(1) (E) THE OPENING

Answer 5

(ASK FOR PERMISSION)
So, I mean, do you mind if… I ask you some questions that… you know, might be a little out of the ordinary, but will be really helpful for me getting you results, and hooking you up with the best resources I can.
Alright! Well, we’ll jump right into it then.

Question 6

(1) (F) THE OPENING

(If started with AirBnB already

Answer 6

Congratulations! That’s amazing! Do you mind if I ask you a few questions about it?

Question 7

(2) (G) INCOME GOAL

Answer 7

Usually people don’t get an audiobook unless there’s a specific result they’re looking to get to, so like in a perfect world, no boundaries, what was the ideal income you were hoping to get to?
If they DO give you a number: “Why X specifically?”
(If they say it’s “a start”) So you wouldn’t stop there completely?
If they don’t give you a number: “okay, what would you do with an extra $20k-$30k per month coming in?”
If they’re already at or above $20k-30k per month: “Okay, well what would you do with an extra $100k per month passive cashflow?”

Question 8

(2) (H) INCOME GOAL

“I don’t want to limit myself” or “I want to make unlimited”:

Answer 8

That’s awesome, I love the way you’re thinking. Thinking that big, That’s really the mindset of a true winner right there. Now obviously I love that you think that big and unlimited is a great goal, however it’s also really important to have checkpoints along the way. Like even Elon Musk and Jeff Bezos have specific goals and targets they’re shooting for, even though they’re going for as much as they possibly can. So for you [NAME] what’s that first checkpoint along the way in terms of income that’s going to really change things for you?

Question 9

(2) (i) INCOME GOAL

“I hadn’t thought that far ahead” or “I don’t know”:

Answer 9

okay, well what would you do with an extra $20k-$30k per month coming in?”
(move to step 3)

Question 10

(2) (J) INCOME GOAL

If they give you a LOW number (under $5k per month)

Answer 10

Say you get to <__income goal__>, will you stop there completely?
- No -
Okay then what’s a number for you beyond <__small income goal__> that you’d want to get to over the long run?
(Once they give you a bigger number, move to step 3)

Question 11

(2) (K) INCOME GOAL

What should you absolutely do before moving onto step 3?

Answer 11

Get a specific income goal number or give them one they agree to (ie, replacing income).

Question 12

(3) (L) EMOTIONAL GOLD VEINS

Answer 12

What would you do with that type of income coming in?
What would change for you personally at [INCOME GOAL]?
How would being at [INCOME] areas of your life?
What would people around you think? Would they be proud, surprised…?

Question 13

(3) (M) EMOTIONAL GOLD VEINS

Answer 13

You getting to [INCOME GOAL] how do you see life being differently than it is now?
What would you do if you had unlimited freetime?
Who would you be most excited to make proud?
What would their reaction be?
What would the younger version of yourself think?
What would the current version of yourself think?

Question 14

(3) (M) EMOTIONAL GOLD VEINS

If they basically say they’d “reinvest” the money:

Answer 14

Gotcha. That’s the smart thing to do. Like, that’s a business owner mentality–Putting your money to work, right? So lets say you reinvest… and then you reinvest again… and then you reinvest AGAIN… At the end of the day, money is really just a tool to get what you want. So, once you have all this money, and it’s all working for you… what do you really want?

Question 15

(4) (N) DEEPEN GOLD VEINS

Answer 15

Why is [XYZ] important to you?
What do you mean by [XYZ]?
Where do you feel the drive to [XYZ] comes from?
Tell me more about that?

Question 16

(4) (N) DEEPEN GOLD VEINS

Answer 16

Do you feel like that’d impact [XYZ] at all?
How so?
Why is it important for you to [XYZ]?
How do you feel that [XYZ] would impact [ABC]?
[Repeat back to them what they said with a curious tonality]

Question 17

At what point do you move onto step 5?

Answer 17

Once they have felt the emotion behind their vision.

Question 18

At what point do you move onto step 5?

Answer 18

Once they have felt the emotion behind their vision.

Question 19

(5) ATTACH EMOTIONAL REASONS TO INCOME GOAL

Answer 19

Wow [NAME]. I mean, it sounds like for you getting to [IDEAL INCOME] it’s not just about making more money, for you getting to [IDEAL INCOME] means [recap all their emotional reasons behind goal].

[Stay silent until they say something like “yeah, you’re right”]
We want them to admit that it’s not about the money, it’s about the goal. The money is just the tool for getting the goal… (and AirBnB is the vehicle for acquiring the tool)

Well question for you: How do you feel that (having an /growing your) airbnb business will help you get there?
[Let them respond.]

Question 20

(5) ATTACH EMOTIONAL REASONS TO INCOME GOAL

Answer 20

You’re absolutely right. We’ve had over 10,000 students go through our course and the vast majority of them never ended up getting started, but the few that did had insane success and we literally have 100s of six figure AirBnBers and dozens of 7 figure AirBnBers, and what we found is that our absolute bottom of the barrel students, the ones that did the bare minimum, but still had success, they typically worked just 3 to 5 hours per week and would get about 1 property every 45 days and the average property nets $2000/mo. So if you just do the math, that’s 1 property in 45 days netting $2000/mo, 2 properties in 90 days netting $4000/mo, so that’s $4000/mo in passive income in 3 months, $8000/mo in 6 months, and $16,000 a month in just 12 months. That’s literally $192,000 a year in passive income in just 1 year working just 3-5 hours per week.

Question 21

(5) ATTACH EMOTIONAL REASONS TO INCOME GOAL

Answer 21

So in order for you to get to [INCOME GOAL], if all you did was put in just 3-5 hours a week, you could be there in literally [XYZ timeframe].

And truly, you can do it way faster than that. We have dozens of students who hit $20k/mo in passive income in their first 6 months and we have one guy, I mean he’s literally our #1 student and success story so…you know…obviously you can’t expect that, but he’s on track to net $2 million his second year and he already has 80 properties.

Does all that make sense?

Question 22

(5) ATTACH EMOTIONAL REASONS TO INCOME GOAL

If no, break it down:

Answer 22

If no, break it down: Alright, so the average student locks in about 1 property per 8 that he sees, so, let’s break it down. Basically, you put in 1 hour a week looking up properties on, say, craigslist and you call a few homeowners and lock in 2 viewings. Then, you spend 1-2 hours on a Saturday checking out those 2 properties, and after 4 weeks, you’ve seen 8 and locked in 1. Then, over the next 15 days, you buy the furniture, stage the place, take pictures, and put it up on AirBnB and all of that takes about 5-8 hours. Make sense?

So do you see how you can make [INCOME GOAL] in [XYZ timeframe] working just 3-5 hours per week?

Awesome.

Question 23

When do you move onto step 6 -Coaching Button Down?

Answer 23

Once they tell you that being successful with airbnb will help them accomplish their goal.

Question 24

(6) COACHING BUTTON DOWN

How do you begin the coaching button down if they are newer to the info?

Answer 24

You know <__name__> because you are kind of newer to the whole Airbnb business, and one of our goals is to help as many of our beginning students as possible jumpstart their Airbnb business and get some serious results. I’m excited we got to open up this conversation and I think I may have a super solid idea of how we can help you… Do you want me to share it?

Question 25

(6) COACHING BUTTON DOWN

How do you begin the coaching button down if they are more established?

Answer 25

You know <__name__> since you have already proven you can get results with Airbnb, and one of our team’s goals is to find some of our best students, to be the skip button that takes them to the next level - I’m excited we got to open up this conversation, and I think I may have a super solid idea of how we can help you… do you want me to share it?