Sam Harborne

In 2012, when I was 5, Nike put me in a photo shoot in London. The line next to my name: "Never too young to wanna win, Sam." The picture ran on stadium billboards at the Olympics. 14 years later I went from $0 to $25k a month in sales commission at 19, and bought a 2012 Rolex.

one word changed how a $10k call closed. most reps ask "why is that important to you." closer asked "why is that important to you now, though." that "now" pulls them out of future tense. kills the "I need to think about it" before it ever forms.

end of another week and the same thing keeps proving itself. fear doesnt shrink when you let a prospect leave to think. it grows. the move isnt giving them space. its handling the fear inside the call.

Mastery in sales isnt the commission number. its when you can watch back 10 of your calls and they all sound exactly the same. same questions, same pacing, same beats. thats when its a process, not a personality.

@LukasMaxenn @irentdumpsters try Valencia, Spain. Ranked best city in the world to live in 3 years in a row by Forbes

@irentdumpsters - Bless Weather - Sun sets at 10pm - Everyones outside at cafés/bars - Clean everywhere - Top tier food - beautiful architecture Could keep going

Copenhagen in the summer is so elite Very few cities beat it

"you dont lack confidence. you lack evidence." heard this last week. cant get it out of my head. confidence isnt a mindset. its the stack of reps you can point to. every call you ran on a slow day adds one.

self esteem doesnt come from the commission. it comes from the rep you ran on a day you wanted to skip. the call you took on your worst day. a soft 25k month feels lighter than a hard 5k one.

@SergeGatari yap funnel is good naming. the funnel is also the discipline of doing it 3x a day for 90 days when none of the early reels are landing.

A few days ago, I announced that for our last workshop, I’d be sharing a list of 25 markets already proven to scale past $1M/month. But something else that’s been fascinating to me is how the world of acquiring clients has completely flipped on its head. It’s never been harder or more competitive to get appointments and high-ticket clients. Ad costs are through the roof across all of our accounts, no one is watching long-form content like they used to, etc. Yet, if you look at who’s making the most money online, they’re running the simplest funnel ever: The YAP Funnel. Here’s how it works: - Pull out your phone - Talk to the soul of your ideal customer - Post 3x per day, or hundreds of times if you’re Hormozi If one reel gets great organic engagement, put a little ad spend behind it and call it a day A client who was a full-time engineer 6 months ago is now doing $10K/week running this exact funnel. Watch me break it down here.  instagram.com/reel/DYQl8slOO… The beautiful part is: You don’t need to be famous You don’t need $10K/month in ads You don’t need an editing team Our client only spends $1K/month on ads. You just need a niche with pain and money, then start talking and shipping content. I wanted to take this funnel to the next level, so I decided to make it fully AI-powered. AI finds content already resonating with your niche. AI avatars create the content. That makes it infinitely scalable, even if you don’t want to be in front of a camera. I’ll be presenting this AI Growth Funnel during the workshop Tuesday. Don’t miss it here. (link in comments) You owe it to yourself to be great. Serge

@yourealazyfvck @CardinalMason by round 5 monkey isnt even reading the offer monkey just rips the thumbnail

@CardinalMason whole info space is monkey hear good offer monkey steal good offer monkey rip good offer

Every single “AI agency” VSL I’ve watched in the past year rips off the one StraightLineAd wrote. Every single one. Without fail.

watched a $10k close where the prospect started crying halfway through. she said "stressed, defeated." most reps would soften. closer did the opposite. asked "who makes the choice if you settle for that reality." she said I do. deal was paperwork from there.

@nickrgrs between sales gigs used to be a couple weeks, now its closer to a couple months. hiring desks have way more applicants per opening and the bar to even get an interview keeps moving.

i used to say if biz ever failed i could always just go get a job that no longer exists... if you lose your job its much harder to get another one and will continue to get harder START THAT BUSINESS

@conortrains no bio at all is the final form

You'll know I've made it when my LinkedIn bio just reads 'distribution engineer'

the gap most operators under 25 dont talk about: cut the old crew before there was a new room to walk into. friday nights and saturdays alone at a desk. the lonely chapter is the one nobody films.

Saturday move worth two hours. open the crm. filter no sale, payment decline, and opt ins nobody called. calls close deals. the back end is where commissions actually compound.

@maxwellcopy vanity metric on the closer side is close rate without cash collected per rep next to it. cherry pick the easy leads and close rate jumps, cash collected drops because the hard pipeline is where the money actually sits.

Every metric in email is a vanity metric besides revenue. I don't care about anything else. Click rates are the one I get asked about the most. "How do we improve our click rates?" Respectfully, I don't give a shit about your click rates. Imagine you have two SMS messages going out for the same product. → One has an image of the product with copy explaining why it works and a buy now button. → The other has no image and just says "we just launched a mystery product... click here to find out what it is." The second one is going to get way more clicks. But the first one is going to make you more money. And this happens all the time with emails that get lower clicks but higher revenue. Yeah, I could artificially inflate your click rates, open rates, and revenue per recipient... All I would have to do is send to fewer, more engaged people. But if I can send to a wider list and the overall revenue goes up... I don't care what happens to every other number in the account. I'll take that every single day. $$$ is the only metric I give a shit about.

@thewilliamrb by the time a warm prospect picks up the closer is mostly confirming and asking. cold pickup the rep is doing the credibility work plus the pitch plus the close in one shot. content removes a job from the call.

if you don't have a personal brand and you're running ads: you're BURNING money markets are getting more sophisticated, more skeptical. cold traffic still converts, it's just the most expensive way to do it - every click is starting from zero, convincing someone who's never heard of you. and the people who'd be far easier to sell to, the ones who already trust you, don't exist yet. you never built the thing that makes them. picture someone who's been reading your stuff for a few months seeing one of your ads. they already know you, already half-decided you're worth listening to. your content warmed them up for you. the ad just has to give them a push. without it, you're paying top dollar to start from zero on every single click.

Every prospect has one need bigger than the deal. feeling consistent with who they say they are. call them a provider. a leader. a father. once theyve owned the label, walking away from the deal feels like walking away from themselves. thats where the close lives.

@systemizedsales 5 to 35 is a wide spread. usually means the engine fires the same on every team but the closers who actually re-open the thread fast turn the reply into a booking. the drip puts you back in the room, the rep still has to close.

We made a follow-up engine that fires the second a sales call ends. It writes 3 emails + 2 texts based on the actual call transcript, drops them into the CRM as custom fields, and drips them out based on the objection. Reply rates went up anywhere from 5 to 35%.

closing isnt pitching the product. The best closers have a 3 minute pitch. they barely mention the product. only the results. the second you talk about it, focus shifts to you. guard goes up. by then youre selling to a wall.

@IAmAaronWill the leading indicator on these is whether the 10 leads get worked before noon. plenty of sheets get built and never opened, the win isnt the workflow its the rep habit it actually triggers.

@thewilliamrb same dynamic on the closer side. reps with the best discovery questions never think to share them because to them its just what they ask. coaching is mostly pulling that out, the thing they think is mundane is exactly what the struggling reps need to hear.

something i've noticed working with b2b clients: their best content is usually sitting right in front of them. you've been close to your own results so long that you've stopped seeing them as something special. the thing you just pulled off, the project you're in the middle of, where you're trying to take this next - it all feels normal to you. so you never bring it up. but talk about it and the right people WILL lean in. whatever you just pulled off, someone out there is still stuck on it - and they'll read every word of how you did it. people love hearing about their own problems.