The Optin

Question 1

(A) (1) INTRO

How do you begin the call?

Answer 1

Hi, <__name__>!
Hey <__name__>, this is Meaghan from BnB Formula
(up tone) , Brian Page’s team
(up tone) , How are you doing?
(Prospect Response)
Great, thank you for asking!
I was giving you a ring because it seems like you were looking to get more information about using AirBnB (curious tone) to create passive income?

Question 2

(B) (1) INTRO
After asking if they were looking for more info about using AirBnB to create passive income, how do you introduce yourself?

Answer 2

Awesome! Well, <__name__>, I’m the new General Manager here on Brian’s student success team. I’ve decided to reach out to a couple students a day to see if I can answer any questions, help make a difference from where you’re at, and to find out if there are any resources I can send your way to help out.

So I’m curious, <__name__>, what piqued your interest in AirBnB?

Question 3

(C) (2) BUSINESS MODEL EDUCATION

After asking what piqued their interest in airbnb, how do you give them a run down of the business?

Answer 3

That’s awesome, <__name__>! You know, you may already have a great grasp on this, but for the sake of clarity I’m going to give you a quick one minute rundown of how the business works -

Obviously, there’s finer details but simply put, you’re just finding properties that are up for rent, having a chat with the landlord, and coming to that ideal agreement where you rent the property from them as a long term tenant, but under the condition that you’re allowed to post the property on AirBnB yourself. Was that the impression you were under?

Question 4

(D) (3) QUALIFICATIONS

How do you ask about their personal details/qualify them?

Answer 4

Now, and you likely understand this, as far as making these deals happen, like any rental application they are going to want to verify your credit score and income before you can actually lock down any properties.

That being said, do you know what your credit score’s at?
How about annual income?
Do you have a stash set aside to begin building your dreams with?

Awesome <__name__>, you’re actually in a great position to get moving with this.

Question 5

(3) What are the current bare minimum financial qualifications to set the appointment?

Answer 5

660 CS (Credit Score) + 45K Income

OR

$15K Liquid Cash

Question 6

(3) What do you do if your prospect DQs?

Answer 6

Send them info (Book, HHackers, G Cardone), suggest they call you back when they are in the right spot to launch, and get off the line to change more people’s lives.

Question 7

(E) (4) INCOME GOAL

Answer 7

Ok cool - well, <__name__> obviously, you are looking into this airbnb success ladder for a reason. So what’s the income goal that you’d be hoping to bring in with something like this every single month?

Question 8

(4) What do you suggest if people are unsure of their income goal?

Answer 8

Gotcha, well, how much do you want to make? Like, in a perfect world, boundaries left aside?
AND/OR
You mentioned your current income is ____thousand/year, would replacing that be a great place to start?

Question 9

(F) (4) If they DO give you and Income Goal number, what then?

Answer 9

Ask “Why Specifically $_______”

Question 10

(G) (5) GAP

What are the first 5 possible questions to identify emotional gold veins?

Answer 10

1. What would you do with that type of income coming in?
2. What would change for you personally at [INCOME GOAL]?
3. How would being at [INCOME] affect different areas of your life?
4. You reaching [INCOME GOAL] how do you see life being differently than it is now?
5. What would you do if you had unlimited free time?

Question 11

(5) GAP

How do you respond if they say they will re-invest the money?

Answer 11

Gotcha. That’s the smart thing to do. A true 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 12

(H) (5)

What are the seven questions for deepening the gap?

Answer 12

1. Why is [XYZ] important to you?
2. What do you mean by [XYZ]?
3. Where do you feel the drive to [XYZ] comes from?
4. Tell me more about that?
5. Do you feel like that’d impact [XYZ] at all? How so?
6. Why is it important for you to [XYZ]?
7. How do you feel that [XYZ] would impact [ABC]?

Question 13

(5) GAP

How could you frame a little reality for your prospect to deepen the gap?

Answer 13

Give me a word to describe how you would feel at [income goal]?
What does [vision word] mean to you?
On a scale of 1-10, how much would you have that word [vision word] at [income goal]?
Why?
On a scale of 1-10, how much do you feel like you have that word [vision word] now?
Really… why so low?

Question 14

(i) (6) STRONG CUSTOM REASON WHY

How do you help them after understanding their unique reason why?

Answer 14

Okay <__name__> hearing everything you’re saying I actually have an idea here for ya, okay.

We have a team of consultants here that are a lot more equipped than I am as far as getting you results and trying to get you set up to hit the ground running with airbnb - Their whole goal is essentially to give you the EDUCATION/CONFIDENCE to know, that you would be putting your time and effort in the right direction to actually succeed with something like this. They’re typically getting paid anywhere from 500-1000$ for just a single consultation session, because they’re just really good at what they do. But, that being said, what I could do, is, I can pull some strings occasionally for people who are competent, who seem like they could actually succeed with this & more importantly, [STRONG CUSTOM REASON WHY] - and what I’m trying to say, is that what I can do is waive that entire fee for you. Now I’d have to check their calendars before I can say for sure… but is that something you would want to take advantage of?

Question 15

(J) (6) STRONG CUSTOM REASON WHY

If they want to take advantage of the consultación call, what will you tell them about it?

Answer 15

Ok cool - Would you like me to break down how that call would go if I could find some availability in their calendar?

So what they will do is basically dive deeper into exactly where you are in your Airbnb journey, what your ambitions/goals are, what your current plan is, and pretty much every other piece of context they need in order to get you results.

Then their goal will be to serve as the skip button that helps you get from where you are to where you want to be… and they will lay out exactly what needs to happen in order for you to get results. They are literally the best in the business.

Question 16

(K) (7) COACHING BUTTON DOWN

After explaining the consult call, how do you frame the coaching?

Answer 16

Plus at the end of the call if they do feel like you’re a good enough fit they may even share with you how you can potentially work with some of our coaches at a much higher and on-going level.

All of these coaches bring in anywhere between $300k & 800k a year with their airbnb portfolio. Now as you can imagine having day-to-day access to them, getting them to show you how they did things, how you could do the same, avoid the pitfalls - you know, stuff like that - it’s a total gamechanger. That being said, that does require a higher level investment & so not everyone gets that opportunity and not everyone takes that opportunity. [Say this part upbeat ->] And now, I did just want to bring it up because it is something really exciting that you could learn about on this call because it just sets people up for huge success with airbnb.

Now I’m having a look at their calendars here first, but how does all of that sound?

Question 17

(L) (7) COACHING BUTTON DOWN

How do you gauge their commitment at this point?

Answer 17

Ok, cool. - Well question for ya - If I am going to place this on an executive consultants calendar, I want to make sure this is something you genuinely want and are excited for, because if not, I’d rather give this opportunity to someone else, especially considering there are only a finite amount of spots on the calendar and typically it’s a $1,000 time slot

So with that said, on a scale of 1-10, just for the call itself, and you can be honest with me here [name], how willing are you to show up with an open mind, zero distractions, and ready to take notes?

Question 18

(7) COACHING BUTTON DOWN

What do you do if your prospect isn’t at 10/10?

Answer 18

“Ok, why not?”

• Handle the objection
• If they still aren’t 10, DO NOT SET

Question 19

(M) (8) CONFIRM TIME SLOT

Answer 19

What timezone are you in?
OR
What Time Is It For You Right now?
- Prospect Response -

Okay it looks like we have a <__TIME__> or <__TIME__> tomorrow. Do either of those work?
-Prospect Response-

[If they say both work, go for the earlier one]

Question 20

(8) CONFIRM TIME SLOT

What do you do if neither time works?

Answer 20

IF NEITHER TIME WORKS:
Okay well we may have some other time slots open. What does your availability look like?
- Find soonest time within 48 hours good for them -

Alright so it looks like that [TIME] on [DAY] is available…

Sweet. And for your [TIME] call on [DAY] where are you going to be?

Okay, cool

Question 21

(9) SPOUSE/PARTNER TIE DOWN

How do you ask about prospect’s spouse or business partner?

Answer 21

Now part of <Mr./Mrs. Executive Consultants Name’s> consulting process is making sure that <He/She> is helping every person that needs to be helped in your business and not just you as an individual. With that said, just so I’m fully aware – are you married or do you have a business partner?
- Double tie down -
Gotcha okay. And just to clarify here, Let’s just say hypothetically you got fired up after this call and went out and got a property in the next few days and for the deposit, first months rent, furnishings, etc for that property it cost you $15k to get it up and running, would you need to run that by [her/him]?

Question 22

(9) SPOUSE/PARTNER TIE DOWN

How do you get them to both attend the call together if they have a spouse/partner?

Answer 22

Ok cool. So can both of you 100% be on the call at [TIME] on [DAY]?
- Do NOT book if partner or spouse is not there -
- If that time does NOT work: -
Okay, no worries. Let’s find a time where you can both be on the call, that way you guys are on the same page when it comes to your airbnb business.

• Find a time that works for them both: -
  What time would both of you be available on <SOONEST DAY AVAILABLE?>

Question 23

(9) SPOUSE/PARTNER TIE DOWN

How do you approach if they say they don’t know the other person’s schedule?

Answer 23

Okay, when’s the soonest you can get in touch with them to find out if that time works?

Gotcha. So here’s what we’re gonna do then. I want you to talk to your [wife, business partner] at <_THE> and find out what time will work for the both of you. Then around <_1-2> I’ll give you a quick ring and we’ll lock in an official time on the calendar. Sound fair?</_1-2></_THE>

Question 24

(10) $100 CANCELLATION FEE
If you do NOT have an official time on the calendar for them, why do you skip the $100 cancellation fee paragraph on the first call?

Answer 24

• because it doesn’t make sense given the context. INSTEAD, tell them about the $100 cancellation fee when you call them back and you’re confirming the appointment) -

Question 25

(O) (10) $100 CANCELLATION FEE

After booking the date and time for their consult, how do you bring up the $100 no-show fee?

Answer 25

Cool. So just to double confirm before I lock you in here, that for [XX time on XX day], you can 100% show up fully focused, zero distractions, with a pen and paper ready to take notes? I mean family emergencies aside, you won’t be driving, have to be at work or doing anything else that would prevent you from giving 100% of your attention to them?

Okay, good. I just wanted to double check because we do have this policy that allows us to charge a $100 cancellation or reschedule fee for these appointments if you’re not able to show up to the call completely focused.
And the reason why we have the policy in place is just, you know, OBVIOUSLY because we want to protect our executive consultants time, as typically this is a $1,000 time slot - so I just wanted to be fully transparent with you and make sure you could make it.

Question 26

(P) (11) QUALIFICATIONS AGAIN

How do you get started with going over qualifications one more solid time?

Answer 26

So, I just want to make sure first, that before we lock you in, that you meet the basic financial qualifications which we would typically recommend here on Brian’s team for people to have before getting started with a business like this. Just because I wouldn’t want to get you all hyped up or excited if you didn’t have the means to go out and be successful right away because, I mean, that wouldn’t be fair to you, right?

Prospect Response -

So would it be alright if I ask you a couple quick questions surrounding that just to see if this is something you’d be able to run with?

Question 27

(Q) (11) QUALIFICATIONS AGAIN

What are the 3 qualifying questions?

Answer 27

1. Okay cool. So first question here, I know we touched on this earlier, but what’s your Transunion credit score specifically?
2. Okay - And what’s your annual income based on a W2 or 1099?
3. Okay, then how much available capital or cash on-hand do you have to put into deposits on properties or furniture? You know, money aside that you can actually put into the business.
   - Response -
   Okay and that’s not grocery money or you got to pay a bill on Friday, right? That’s money you can set aside if needed for the business?

Question 28

(R) (11) QUALIFICATIONS AGAIN

What is the question to ask for the final qualifying check point?

Answer 28

Gotcha. And then final question here… do you have any major purchases coming up that are leveraging your credit? Like buying a home or a car? And the reason I ask is because, you know, obviously when you get a lease on a place, credit is usually involved so I’d just want to make sure we’re not going to run into any stumbling blocks for you there.

Okay, cool. Well you’re actually in great place to start so we’ll go ahead and lock you in.

Question 29

(11) QUALIFICATIONS AGAIN

What’s a good question to ask an interested prospect who doesn’t qualify?

Answer 29

Who do you know that has the available capital and/or credit to help you do these deals?

• Get them to talk to that person and confirm that they’re willing to hop on a call with them. Only then should you set them. -

Question 30

(11) QUALIFICATIONS AGAIN

What if your prospect is outside the USA?

Answer 30

• They MUST have at least $5k-$10k USD liquid to invest in the program -
• They do noT qualify for funding -

Question 31

(S) (12) PRE-CALL VIDEO / HOMEWORK

After your prospect is qualified, how do you get them to do their homework?

Answer 31

Now one last thing before your call, <__Mr/Mrs Executive Consultants Name__> makes sure that everyone I place on his/her calendar watches an important pre-call video beforehand that takes just 20-30 minutes - now i 100% need you to commit to watching that on this call, can you do that?
Awesome… so you’ll for sure be able to go through that video and take notes?

Question 32

(T) (12) PRE-CALL VIDEO / HOMEWORK

How do you get your prospect to watch the video right away after bringing it up?

Answer 32

Ok cool. Only reason I ask is because that video is so important in order for you to have a great call, that if you aren’t able to watch it beforehand, its policy that our consultants HAVE TO cancel the call to protect their time - which again may result in that $100 cancellation fee which I don’t like seeing anyone have to pay.

So just to be sure that’s not a problem for you, which, I hate for it to be a problem for anybody, when can you sit down to watch that video before [TIME] on [DATE]?
- Don’t Pause Here - Rip The Next Sentence Then Give Them Space To Respond After -
Personally, I’d recommend right after this call since it’s top of mind, but when can you 100% commit to?

Okay, cool. And where do you plan on watching it?

(I’m the accountability queen, actually that defines our whole team)

Question 33

(U) (12) PRE-CALL VIDEO / HOMEWORK

Answer 33

Great. So just to double confirm, is there any reason you wouldn’t be watching the video at [TIME] in [LOCATION] with a pen and paper taking notes?

Prospect Response -

Awesome. And by the way, with that video, I get people messaging me time and time again saying that they found that video incredibly valuable and they were very grateful I had them watch it before the call – and like I said, please make sure to take great notes because there are some huge things in there that will be incredibly profitable for you down the line.

So, with all that said I’ll go ahead and lock in that time slot for you right now and send over a calendar invite.

Question 34

(V) GOODBYE IS SUCH SWEET VICTORY

How do you end a successful set?

Answer 34

Alright! Looks like we are locked in - And I’ll make sure to let <__Mr/Mrs Executive Consultant__> know that you are fully committed to watching that video…

And finally, I’d love it if you could send me a text after your conversation with <__him/her__> and let me know how the conversation went, and how it helped you… It’ll just put a massive smile on my face and honestly hearing about everyone’s incredible progress is the stuff I live for.

Awesome. Well <__NAME__> I appreciate that. I hope you have an amazing rest of your day and I look forward to hearing how it goes for you.