Video of the Day57:21Jason Fladlien · Tutorial
Webinars Still Beat Everything Else
A 57-minute live demonstration of the seven-step webinar framework, delivered as a webinar about webinars.
February 10th 2025The argument in one line.
Sales fluency comes from memorizing a bank of proven, word-for-word closes until the techniques inside them (contrast, reframing, third-party voice, embedded commands) surface automatically, not from improvising persuasive language in the moment.
Read if. Skip if.
READ IF YOU ARE…
- You sell live in group settings (webinars, challenges, launches) and tend to freeze, ramble, or go generic right at the close.
- You write sales pages, VSL scripts, or emails and want proven closing language you can study and adapt rather than invent from scratch.
- You want to understand the mechanics behind persuasive language, such as contrast framing and embedded commands, not just copy scripts blindly.
SKIP IF…
- You're looking for traffic, offer design, or funnel-structure advice; this is closing language only, delivered inside a single long pitch.
- You want a rigorous, sourced treatment of persuasion psychology; the marshmallow-test and shark-attack claims are used as rhetorical devices, not cited research.
The full version, fast.
Fladlien argues that the fastest way to get fluent at selling is to memorize a set of proven, word-for-word closes rather than trying to improvise persuasive language live. He reads nine closes he used with a real client (an eight-figure result) and breaks each one down line by line: contrast framing, third-party versus first-party voice, problem-frame-to-solution-frame reframes, softener closes for objections, and embedded commands that hide a direct instruction inside a hedged sentence. His claim is that memorizing the words first lets a seller internalize the underlying technique, which then transfers to any product or market once the phrasing becomes automatic.
Free for members
Chat with this breakdown — free.
Sign in and you get 23 free chat messages on us — ask for the hook, quote a framework, find the exact transcript moment, generate a markdown action plan. Bring your own key when you want unlimited.
Create a free account →Where the time goes.
00:00 – 01:00
01 · Cold open: the one move to memorize
States the promise (selling is the highest-leverage skill for fast money) and narrows it to a single move: memorize a bank of proven closes until the technique inside them becomes automatic.
01:00 – 06:35
02 · Close 1: The Marshmallow Close
Reads a close built on the marshmallow-test delayed-gratification study, then breaks down the setup line, the contrast pairs, and the hedge phrase 'I'm not sure if you're familiar' that lets the claim land without resistance.
06:35 – 10:10
03 · Close 2: The Problem-Solution Close
A 'consultative close' that models switching from a problem frame to a solution frame on three live objections (time, money, past failure), arguing that showing the attitude works better than describing it.
10:10 – 13:57
04 · Close 3: The Full Moon Close
Uses radical candor to remind the audience how little of the session was spent selling, then ties scarcity to that earned trust rather than raw pressure.
13:57 – 17:10
05 · Close 4: The Disease of Indecision
Reframes 'maybe' as the real enemy of a sale, gives the buyer explicit permission to say no or take up to 45 minutes deciding, and pushes for a clear yes-or-no rather than a stall.
17:10 – 20:41
06 · Close 5: The Shark Close
Uses the shark-versus-mosquito mismatch between perceived and actual risk to argue the real barrier to entry is low and only the perception of difficulty is high. Also includes a short aside pitching Fladlien's paid in-person mastermind.
20:41 – 22:55
07 · Close 6: The Three Blind Men & The Elephant Close
Tells the parable of three blind men each describing a different part of an elephant to reframe an audience that had fixated on one deliverable instead of the whole offer.
22:55 – 25:19
08 · Close 7: The Cost of Saying No Close
Teaches a general decision-making 'litmus test' (will it cost more to say no than yes) before pointing it at the specific offer, framing inaction as the more expensive choice.
25:19 – 28:44
09 · Close 8: The Wasted Potential Close
Quantifies the gap between a buyer's stated capability and current results (100K potential vs. 40K actual) and uses a regret quote to close at what Fladlien calls the 'soul level' rather than logic or emotion.
28:44 – 32:27
10 · Close 9: The Let's Take a Walk to the Cart Close
A soft, hypnotic walkthrough to the actual checkout page, using embedded commands ('you won't suddenly,' 'you may begin') to lower the resistance of the literal click that starts checkout.
32:27 – 32:31
11 · Sign-off
Recaps that all nine closes should be memorized and offers a second batch of nine once the first set is memorized.
Lines worth screenshotting.
- Memorizing proven sales closes, rather than improvising in the moment, is what makes persuasive language become automatic.
- Children who fail to delay gratification in the marshmallow test go on to have worse outcomes, which is why that experiment works as a metaphor for impulsive buyers.
- Stating an idea through contrast, such as 'a majority of people minor in a majority of things,' is easier to grasp than stating it plainly because people understand concepts through comparison.
- A problem-frame-to-solution-frame reframe only lands if the seller has already modeled the solution-frame attitude live, in front of the audience, not just described it.
- Reminding an audience how little of a session was actually spent selling makes the eventual pitch land as earned rather than pushy.
- People become measurably less resourceful in the moments right before a purchase decision, which is why restating context immediately before the ask matters.
- Giving a buyer explicit permission to say no, or to take 30 to 45 minutes deciding, removes the pressure that otherwise keeps them stuck on a noncommittal maybe.
- People consistently overrate rare, dramatic risks like shark attacks and underrate common ones like mosquitoes, and naming that mismatch directly is what collapses a perceived barrier.
- A third-party story about people missing the whole of something by fixating on one part reframes a nitpicking objection without ever telling the objector they're wrong.
- Most buyers price only the cost of saying yes and never price the cost of staying exactly where they are, so naming that second cost is what tips a decision.
- Quantifying the gap between someone's stated capability and their current results makes almost any price look small by comparison.
- An embedded command works by wrapping a direct instruction inside a sentence that appears to deny or hedge it, which lowers the resistance a plain command would trigger.
- Opening a checkout page is often the actual point of resistance in a sale, because it's the moment a buyer feels one step closer to committing.
Nine Word-For-Word Closes To Memorize
CLOSING LANGUAGE
Fladlien's nine closes show that persuasive fluency comes from memorizing proven language patterns, like contrast, reframing, and embedded commands, until they surface automatically instead of being improvised under pressure.
02Close 1: The Marshmallow Close
- Delayed gratification predicts better long-term outcomes, so a close built on the marshmallow test reframes impatience as a self-sabotaging trait rather than a harmless preference.
- Building a close entirely from contrast pairs, such as 'a majority of people' against 'a majority of things,' makes an abstract point easier to grasp because people understand ideas through comparison.
03Close 2: The Problem-Solution Close
- Reframing every objection as a problem-frame versus solution-frame pair works because it models the wanted attitude live, and people copy behavior they watch demonstrated more readily than behavior they're told to adopt.
- Naming the mental move out loud, instead of hiding it, builds trust because the audience sees the technique used on itself and can judge whether it works before deciding whether to trust the person using it.
04Close 3: The Full Moon Close
- Making scarcity concrete by reminding an audience how little of a session was actually spent selling changes how a time-limited pitch lands, because urgency reads better once the audience has verified the pitch wasn't the whole point.
- People become measurably less resourceful in the moments right before a decision, so restating context immediately before the ask is corrective, not manipulative.
05Close 4: The Disease of Indecision
- Framing indecision itself, not the wrong choice, as the real cost removes the fear of choosing wrong, because the ask becomes 'commit to an answer' rather than 'commit to yes.'
- Explicitly giving someone permission to say no, and permission to take 30 to 45 minutes to get there, removes the pressure that usually pushes people into a noncommittal maybe.
06Close 5: The Shark Close
- People consistently overestimate rare, vivid risks like shark attacks and underestimate common, mundane ones like mosquitoes, and naming that mismatch directly is what shifts perceived difficulty toward the actual, much lower, barrier to entry.
- Mixing a direct statement ('this is perception, this is reality') with an indirect metaphor works two levels of persuasion at once: the literal argument and the emotional distance a third-party story provides.
07Close 6: The Three Blind Men & The Elephant Close
- When an audience fixates on one feature of an offer and starts picking it apart, a story about missing the whole for a part reframes the objection without contradicting anyone directly.
- Attacking a behavior in the third person, such as 'they're all technically right but wrong,' lands softer than telling someone directly they're wrong while making the same point.
08Close 7: The Cost of Saying No Close
- Most people weigh only the visible cost of buying and never price the invisible cost of staying where they are, so naming that second cost out loud is what makes inaction feel like the more expensive choice.
- Teaching a general decision-making principle before pointing it at a specific offer reads as advice, not a pitch, until the very last sentence.
09Close 8: The Wasted Potential Close
- Quantifying the gap between someone's stated capability and their current result makes almost any price look small relative to the value already being left on the table.
- A close built around identity and regret operates at a different register than logic or emotion, so it works best reserved for the moment that actually calls for it rather than used by default.
10Close 9: The Let's Take a Walk to the Cart Close
- Embedded commands work by wrapping a literal instruction inside a sentence that seems to deny or hedge it, which lowers the resistance a plain command would trigger.
- People stall before opening a checkout page because opening it is itself the first commitment, so treating the click as a low-stakes look rather than a purchase step removes that barrier.
Terms worth knowing.
- Consultative close
- A close that walks the buyer through the seller's own reasoning process in real time, so the buyer experiences the problem-solving approach demonstrated rather than just being told to adopt it.
- Softener close
- A lower-intensity close meant to loosen a rigid objection, such as 'this is too expensive,' rather than close the sale outright, clearing the way for a harder close later.
- Embedded command
- A hypnotic language pattern that hides a direct instruction inside a sentence that appears to deny or hedge it, such as 'you won't suddenly find yourself signing up,' so it lands with less resistance.
- Third-party framing
- Describing a behavior or belief as something 'they' or 'people' do instead of accusing the listener directly, so the point lands without triggering defensiveness.
- Problem frame vs. solution frame
- Two ways of describing the same obstacle: naming the limitation ('I don't have time') versus naming the next action that removes it ('what do I drop to make time').
Things they pointed at.
20:20productIn-person 5-person mastermind, Los Angeles, $10,000/seat (contact james@usebrain.com)
Lines you could clip.
00:35
“If you memorize enough sales closes, it just becomes part of who you are. It's in your DNA.”
13:39
“It's not the no, it's the maybe.”
17:29
“So the shark should be afraid of the human.”
26:48
“That's a commitment to a future that's bigger than the past.”
30:48
“People are really actually afraid to open up a webpage because then they're one step closer to buying.”
26:54
“Of all the words of mice and men, the saddest are what might have been.”
Word for word.
Read-along
Don't just watch it. Burn it in.
See every word as it's spoken — crank it to 2× and still catch all of it. The same dual-channel trick behind Amazon's Kindle + Audible.
analogystory
There is no singular greater skill for making fast money than the ability to sell. In today's video, I'm going to show you the simplest action that you can take to easily multiply your selling power regardless of whatever you sell or whatever style that you sell in. Now, I've sold 9 .8 million in eight days and as much as 57 million in 226 days.
I get paid 10K an hour to sell live for my clients and the demand for my services exceeds the supply. Now you can become a killer at sales too with just a single key move. Memorization.
If you memorize enough sales closes, it just becomes part of who you are. It's in your DNA. But what closes should you memorize?
Well, good news for you. I have nine to get you started. And these are actual closes I've done for a client that helped them generate eight figures in sales.
I'm going to give you the close. I'm going to break down the technique behind the close. And then I'm going to show you how to make it your own.
If you're ready, baby, let's go. All right, so here's the first close called the marshmallow close. I'm going to read it to you.
And then I'm going to break down some of the things. behind it show you how you can apply it so it goes like this here's a cold hard truth that breaks my heart but it's still the truth nonetheless a majority of people will minor in a majority of things meaning they will take most things in life barely seriously if not at all and they're the ones who want it all in one minute or less they're the ones who don't want to wait they're the ones who failed the marshmallow test i'm not sure if you're familiar with the marshmallow test but they put a bunch of kids in front of a marshmallow and they said you can eat one now or wait for 15 minutes and then you get two And a year later, they followed up with those kids who couldn't wait for 15 minutes and it did not end too well for them.
Not as well as the kids who could wait to get double the marshmallows. I think you get the idea. You have to invest a little bit of time.
If you want to get a lot in return. So this is super powerful close here. Now for context, I use these closes in group settings.
My ADHD makes it hard for me to sell one -on -one. I feel it's too inefficient. I can sell 10, 15, 100 or a thousand people simultaneously.
And a lot of the ways that I sell is I put information in front of an education. So by the time the audience has gotten to this point, we have probably already taught them what the marshmallow test. was so this is a call back close but even if you're not calling it back even if you're not setting it up even if you're closing one -to -one you should memorize this close the addition to this close by the way is The scientists decided that could we teach this to people and would that make a difference?
And they went back to the kids who couldn't wait 15 minutes to eat the marshmallow. They taught them delayed gratification. They tracked them on later in life and they found out when they grew up, they were as successful as the kids who were by default able to have delayed gratification.
And this is super powerful. What we're doing here, and this is the truth of all sales closes, is we're changing belief systems. Now let's just look at each word here.
Here's a cold hard truth that breaks my heart, but it's still the truth nonetheless. This is called a setup. If you want to make any point land, first you set it up.
This buys the attention that what's coming after it is important. So here's a cold hard truth that breaks my heart, but it's still the truth nonetheless. So by memorizing closes like the ones I'm teaching you here, you start to naturally...
get these phrases that you can trot out at any time anywhere to anyone and then i say a majority of people will minor in a majority of things now by the way there's a duality of communication that's occurring here one of the ways you can make points land is you contrast them a majority of people minority of things. So we are doing opposite forces and people best understand things through what they can compare it to.
A majority of people minor in a minority of things. Now we're taking a third party position here. So knowing when to say you versus people or them is an important part of the sales process.
I use both third party and first party perspective. So sometimes I point it directly at them and say you. and then give the instruction other times i say these people who you don't want to be do this And then you avoid that.
And then you comply with whatever the request is. And so they're the ones who want it all in one minute or less. See, this is the contrast.
This is opposites. So they can appreciate and understand the point being made. They're the ones that don't want to wait.
They're the ones who failed the marshmallow test. And they're like, ooh, what's the marshmallow test? I'm not sure if you're familiar with.
You'll see me use these phrases a lot in my closes. I'm not sure. And then I insert the phrase.
If you say something like, you will succeed, people will push back on that. If you say, I'm not sure when you'll succeed, you introduce this doubt to it, but you still make the claim, and then they step into the claim. as opposed to resist it.
And if you memorize clauses like these, pretty soon you'll pick up the phrasings and then you can use them whenever you want. So I'm not sure you're familiar with means if they are, they agree with me. And if they aren't familiar with it, they're interested to become familiar with it, okay?
You have to invest a little bit of time if you want a lot in return. So this is another oppositional kind of force. Here's the interesting thing about this.
I am reading the audience in real time. I have not memorized this close. This was the first time I ever used this close.
I channeled it because I have the building blocks of all these other closes over the years that I have memorized. So I saw an audience that was saying, I want this. I want this immediately.
I don't want to wait. I don't want to wait. They were showing characteristics of impulsivity and not.
the ability to delay gratification so this is how i could address the audience in real time but i learned these tricks of conversational hypnosis dueling opposites rhythm in the speaking you know making a claim without directly making it Through memorization of closes that I memorized 20 years ago that I no longer remember but this is a super powerful clothes that you can pretty much use in a variety of different markets because Most people are limited in a market because they want something right away without having to wait in order to get it.
So this is going to be an object that is constant and universal in terms of an objection to the products that you sell. So memorize this close. And if nothing else, this is one of the most effective ways that you can break somebody's impulsivity that stops them from investing in the things that they should.
Now this next close is a killer. It's called the problem solution close. And I call these consultative closes, this one specifically.
So I'm gonna read it to you and then we're gonna break down why it's called a consultative close. And it goes like this. Analyze my attitude.
Do I ever let something stop me or get in the way of what I want? You give me a question and do you always see how I look forward to a solution outcome? Because there's two frames in which you can encounter life with.
There's the problem frame and there's the solution frame. So the problem frame is I don't have enough time to do this. The solution frame says, What should I drop so I can make space and time to do this?
The problem frame says I don't have enough money to get started. The solution frame says, how can I help somebody who does have money finance my success to get started? The problem frame says I tried this thing and it didn't work.
The solution frame says, what do I now know that I didn't know before that I can reinvest in it and try it a different way? And so I'm modeling for you what solution frames. look like.
Such a powerful close. There's a lot going on here that we have to break down. So first of all, showing, not telling.
You've heard me say this till I'm blue in the face. If you can be a model to your market, that will close them more than any other technique will. But if you memorize closes, that's one of the easiest ways to model the proper attitude.
to your market because you internalize the attitude when you memorize the close and so my audience sees me in real time encounter the objections and the challenges and the issues that they have and they always see how i'm able to move past them into a solution this is really exciting because this is legit something that i've learned and studied myself and there are only two ways that you can encounter any issue And that is with a problem frame or a solution frame.
This is called breaking the fourth wall, by the way. I am teaching the audiences the very techniques I'm using on the audience to help them overcome their objection so they can appreciate both the technique that's applied to them and the thinking behind the technique. I'm eating my own dog food, so to speak.
I'm showing them in real time that I have done the very things myself. that I'm asking you to do and I've been able to accomplish the very things that you have not been able to accomplish yet. So I show, you know, certain people they run into an issue and they view it from a problem frame.
Other people view it from a solution frame. And then I show them how to shift a problem. into a solution.
And I show them very specifically. I say, there are two frames you can encounter in life, problem and solution. Notice the contrast here, the opposites.
So I'm teaching through opposites again. The problem thing is I don't have enough time. So this is an objection with the audience.
The solution frame says, what should I do to make time for this? So I'm modeling for them. This is what people who lose do.
This is what people who win do. And then I give them a couple more. This is very sneaky stuff in a sense.
It's like, I hit an objection here and then I had an objection here. I tried something like this in the past.
It didn't work. I don't have enough money to get started. Less important is the specific answers that you give them.
Like in this one here, this was just one that somebody in the audience brought up. More important is that you show them that if you have the attitude, if I encounter a problem, I stop. That's not going to serve them.
Versus if I encounter a problem, there's always a solution behind it. and then I can trust you to help me find the solution. Therefore, I will buy from you.
This is the type of clothes that does so much heavy lifting. Please memorize this. And then once you memorize it, you can get more specific with it based on the exact product and service that you offer.
This next close is called the full moon close. And this is where we use radical candor. And if you memorize closes that use radical candor, this will have such strong frame and presence for you and confidence when you sell that you will attract buyers to you just on that frame.
Let's take a look at it. It goes like this. Our focus here isn't on selling you something.
If you look at the total time across all our sessions, the content, the education, the conversations, only a small fraction is spent inviting you to join us. The majority of our time is dedicated to empowering you whether you choose to invest or not. That said, because of the nature of the fast action bonuses and the fact that many of you are seeing this for the first time, we're going to focus a little more heavily on that in this particular session.
But just because there's a spotlight on it now doesn't mean that the spotlight is always on. Unlike a full moon, it doesn't stay full 24, 7, 365. It shows up every so often.
And this is one of those moments. So there's a lot going on here. Let's break it down.
Our focus isn't on selling you something. So when I sell. I try to be as direct to the audience as I possibly can, at least some of the time.
We use over and we use covert. We use direct and we use indirect communication. But when we use direct communication, we are very direct with the communication that we use here.
So I allow the audience to become aware of a fact that they very easily forget because the brain is weird. This is why we have to use brain intelligent to be successful. When you focus on one thing, the brain forgets everything else.
around it so in this particular client situation we were doing challenges every day we would teach for an hour maybe two hours before we would sell so if you actually analyze the full amount of content given versus the time selling it was probably four to one for every four hours of instruction we did one hour of pitching so when you only pitch though the audience was like oh my god your heart's telling me so making the audience aware of the fact that we're mostly educating and we're only selling a certain specific time that makes the audience more open to being sold.
It makes them more cool with it. You get more compliance, that sort of thing. And so I have to remind them of that because when people are faced with a decision, they become temporarily insane and then they panic and then they become less resourceful.
This is how we bring the resources back in. Now, here's what else is really cool. Scarcity urgency is...
the most powerful lever of conversion, the more scarce something is, the more value it has, and the more intensity there is in which the decision gets made to purchase it. But if you push somebody and you pressure them, that doesn't feel very good to them. You feel like you've got to buy now or this thing goes away.
You got to buy now or this thing goes away. We are giving it context. The reason we are emphasizing and focusing more specifically on selling you this thing is because it is rare we can't sell it to you tomorrow so we have to pay attention to it now because it will be impossible to even address it or mention it again so the scarcity is attached to a bigger context here which is the service and we've earned the right to sell them because we first empowered them and we educated them so this is a really good close to memorize so you get the language so you can sell in a way that's more comfortable to you and in a way that the audience will be more receptive towards it.
Now this next close is really powerful because you know what kills cells more than anything? It's not the no, it's the maybe. Most people have this false sense of security around a maybe.
They think that that's a good idea for them to evaluate and think it over, but it's really just an excuse for them to run away from a major decision in their life that could help them and empower them if they were to say yes. So let's analyze this close word for word. I'll read it to you first and then we'll break down the science behind it.
I call it the disease of indecision. It goes like this. Let's talk about the maybes.
What we're really doing here today is helping you move through indecision because indecision creates anxiety. And over time, indecision becomes dis -ease, which then becomes disease. The worst thing we can do is sit in the space of should I, shouldn't I for too long.
That loop will keep you stuck. So our goal is to support you in making a clear decision either way, yes or no. And I respect anyone who makes a solid decision and stands behind it.
That's a mark of a winner regardless of which they choose. Now, I've done this long enough to know that most... people who've been here for the full experience are fully engaged, active in the chat.
They're likely ready. They're just hesitating. And I get that.
I've been there too. So if it takes another 30, 40, even 45 minutes to work through this together and get to the root of it, then we're here for it because our role is to serve. And sometimes serving means saying this might not be the right fit for you or even doing nothing right now may be the best choice for you.
But for many of you, especially if this is resonating with you right now, the answer is probably yes we just need to help you arrive at the decision in a way that feels right for you and i'm here to do that if you're open to it oh my god there's this is dripping with persuasion it's insane so let's parse it first of all what we're really here today is to move you through a decision so we address it immediately your and maybe i gotta get you to either yes or no so we're helping them step into a commitment as opposed to living in the land of not being committed now i give them a way to feel good about saying no i give them permission to tell me no a lot of people they're afraid to tell other people no and so this is one of the ways in which they can stay in maybe and feel comfortable even if it doesn't serve them.
I also give them permission to take their time with me to help them make a decision so that there's no rush, that it's okay that if we spend 30 or 40 or 45 minutes to figure out if it should be a yes or no, I'm totally there for that because I am serving them to help them make a decision. I'm not trying to get them to buy per se.
I'm trying to get them to decide no or yes. But then I'm also obviously tipping the scales towards yes. And I know this to be true.
Most people who have stayed this long in these presentations that we do, they should buy. But buying is scary. That's a commitment to a future that's bigger than the past.
And most people want a past and a future that's equal to each other, which is why they repeat the past and the future. It's not good for them. But I also tell them I get permission.
I say, I want to help you get there in a way that feels good for you. So I slightly shifted the goalpost. I'm like, we're going to get you to yes.
We just got to figure out how to get you to yes in a way that feels comfortable for you. If we do that, then the answer is yes. If we can't do that, then the answer is no.
And I'm willing to spend a long period of time with you to figure out if it's possible that we can get you to say yes in a way that feels good to you. And this close, you won't find this in any damn textbook on selling under the planet because this comes straight from Flatham from 19 years on the front line, helping some of the most wonderful people in the world achieve some of the most wonderful results.
Let's keep going. This next close is called the shark close. And it goes like this.
A favorite activity of mine is finding things that are perceptively true, but in reality, false. Let me. you an example the shark is the scary monster that everybody's afraid of they have shark week on television hollywood's made the famous movie jaws about a killer shark but did you know sharks only kill about nine people per year humans kill millions of sharks per year so the shark should be afraid of the human did you know the animal that kills the most is the mosquito but hollywood's not making horror movies about a rogue mosquito that goes on a killing spree that's reality versus perception the perception is i have to be perfect to achieve this result i have to do a b see the perception is it's going to be really hard the perception is it's going to take all this time this effort this energy so therefore i won't do it the reality the barrier to entry is actually very low but the perception to get into the game is incredibly high.
You know what we call this to those that are tuned in? We call this opportunity. Let their perceptions stop them and let your reality allow you to finally win.
So this is like a softener close. Not every close is go for the jugular, hang them upside down and shake the money out of their pockets kind of a close. This is a close that allows somebody to go from a rigid, hard position.
into a less rigid position to become open where they were previously closed and this is super duper powerful now if you've noticed the theme of mine which gives me the edge in these markets that i play in is i like to break down the art of selling to the people i'm selling it to and one of the arts of selling is helping people understand the difference between perception and reality so i just let them know and teach them and consult with them while i sell them that here's the difference People look at things through perception and it limits them and they don't look at things in reality and the reality is not as scary as the perception of it.
But because people can't get past perception, they limit themselves in ways in which they can be unlimited. And this is so powerful because I'm communicating, most of my communication is both simultaneously direct and indirect. I don't know if you're picking up on this yet.
Now, if you memorize these closes, pretty soon you will internalize this. This is how I can simultaneously speak directly to an audience and speak. Indirectly to the audience.
So I'm more direct than most people again because I'm saying this is perception. This is reality You're letting perception limit you when in reality the reality is so damn good But you can't see it because you're afraid of something that doesn't even exist. But at the same time indirectly I am using metaphors like the mosquitoes and the shark, and I'm talking about them versus you, and it becomes a third party person that they can contrast their own challenges and issues against as a first party.
And so this is how you can, in the words of the greatest hypnotist of all time, Milton Erickson, simultaneously offer someone an apple and hold it back. We are both communicating to them on a direct level and on an indirect level. You won't capture all the lessons of this yet until you memorize it.
But once you memorize it, you will not only learn how to take this and use it whenever needed, which is super powerful because you can break people's fears because most fears are perceived, they're not real, but also then you can utilize the techniques underneath these to create your own closes. Hey, real quick, we do these in -person five at a time masterminds.
I do one full day for 12 hours training five entrepreneurs in person here in Los Angeles once a month, 10 ,000 a person. If you are interested and you make a decent amount of money, at least... high six figures a year.
Information is in the bio if you want to attend one of these in -person seminars that I run. All right, here's the next close. It's called the three blind men and the elephant close.
And it goes like this. Let me tell you a quick story that perfectly explained what happens when people miss the bigger picture. Three blind men walk up to an elephant.
One grabs the trunk and says, oh, this creature is like a snake. Another touches in the ear and says, no, it's more like a bird. The third feels the tail and says, what are you talking about?
It's clearly a rope. They're all technically right, but they're also completely wrong because they're only experiencing a tiny piece of the whole. And that's exactly how people sometimes look at offers like this.
They zoom in on just one part, the tool. the training, the community, the sprint, the bonus, and they miss what really matters, how it all works together. It's the combination that creates the transformation.
The parts are good, but the system is what unlocks the full result. So don't make the mistake of judging the whole elephant by the ear. When you get inside, you won't be getting one isolated feature.
You'll experience how everything fits together and that's where the value lives. And I use this close in this particular instance because I noticed that the... audience got too fixated on one deliverable that we were offering and they had too many questions and too much focus around it and i knew that wasn't serving the audience and so i tell a story gosh if you can learn how to close with stories this one technique alone is so incredibly powerful because all you have to do is go out there and find very interesting stories that people are are drawn to and that are powerful and then wrap your clothes around that story so the three men and the elephant is super duper powerful and again i'm using indirect communication here I say they're all technically right, but they're all completely wrong because they're experiencing a tiny piece of the whole.
I didn't say you're wrong. You should be doing this instead. I said they are.
And then we right size it. Don't make the mistake of judging the whole elephant by the ear. I didn't say don't be an idiot.
I gave them the metaphor and I built upon it in a way that feels safe for them to receive it and hear it. And then I close on the value. And now I make the.
whole thing more valuable than i would if i would just say look at everything that you get you also get this and you also get this and this and this and this is why all these things are incredible we use metaphors we use stories we use third -party communication that we start in and then we end in first -party communication memorize this close Watch your sales go up.
Now let's look at this next close. It's called the cost of saying no close. And it goes like this.
Here's a simple limits test you can use for almost any investment. Will it cost me more to say no than to say yes? Because sometimes not investing, staying where you are, actually ends up being way more expensive in the long run.
Whether it's missed opportunities, wasted time, stalled progress, or the cost of trying to figure it out all on your own, the price of doing nothing can quietly pile up until it far outweighs the price of just making the move. So before you decide, ask yourself on. Honestly, if this could help you earn more or save more time or finally solve the problem you've been stuck with for months or years, is it actually more expensive for you not to move forward?
For a lot of people, the answer is yes. So if anything we talked about today clicked for you, if any part of you feels like this might be what I've been looking for, then go take a look. See the full details and ask yourself, what's the real cost of staying where I am?
Because sometimes the riskiest thing you can do... is nothing at all and this is so powerful the the issue is people that they don't use brain They only see an addition, not a negation.
So they only see the cost of the thing that's in front of them, but they don't see the cost of the invisible, what they have been doing and the cost of inaction. So this brings awareness to it. Now, here's what's really cool.
And this is the best kind of selling if you can master it. And this is majority of the selling that I do. This allows me to sell so hard for so long to so many people and have them thanking me.
I'm teaching as I sell. Here's a simple litmus test you can use for almost any investment. I don't say, here's how you can decide whether you should buy from me or not.
I give them life advice on making any decision and how to make effective decisions. And then when I give them the general advice about decision making, I then point my specific thing at it. And then I build upon it.
And so we talk about in general, we bring up some of the concepts and how they can build upon themselves. And then we contrast it on these other areas on when it would be a good investment. And then we ask them specifically to take a look at this thing that's in front of them now.
to decide if it's more expensive not to buy it than it is to buy it. And this is another one of those what I call softener closes. In and of itself, it probably won't make the cash register ring, but it will take a rigid position like this is too expensive for me and it will soften it.
It'll be like, well, maybe it's not as expensive as I thought it was. And then when we can re -engage the conversation, maybe we can move forward and get people who should buy, get more of them to buy. The next close is called the wasted potential close.
Goes like this. Listen, I'm going to do my best to help you. That's my promise.
But all I ask in return is that you do your best too. And if your best is 100K a year and you're only pulling in 40K, we call that wasted potential. I'm not asking you to shoot for some wild, unrealistic number.
But if you know you're capable of more, if deep down you know there's a version of you that could be earning more, living better, feeling freer, and you're not stepping into that. That's a problem we're solving. There's this old saying of all the words of mice and men, the saddest are what might have been.
That's what we're trying to avoid here. A life full of what ifs and might have beens. So if you know you're not playing at your full potential yet, if you feel that gap between where you are and where you could be, then now's the time to make the move.
And I'm here to help you get there. Damn, this is... powerful closing.
And you can't always bring the big guns like this. This is closing at the soul level, not at the heart level or the head level. But occasionally, tactically, strategically, you should close like this as it makes sense.
Now, I sanitize this a little bit because I gave very specifics related to the offer, not just earning more, living better, feeling freer. And this is how you want to, after you memorize the close, just start with memorization, but then Add specifics as it relates to your offer.
And if we look at kind of all this thing, and if your best is 100K a year and you're only pulling in 40K, we call that wasted potential. So this helps the audience become aware of, is there more than what shows up of my capabilities and what's the delta on that? And if I've contrasted 100K to 40K, the delta on that 60K.
So if I'm selling a $2 ,000 product, the 2 ,000 investment doesn't seem like much if it helps close the gap on a $60 ,000 missing potential. But it's not just the numbers. You can put potential on...
anything emotionally, freedom, autonomy, choice. These are really actually the most valuable things that people purchase. And gosh, this close right here.
Oh my God. Now, when I did this, I cleaned up the clothes a little bit so you can more easily memorize it. I asked the audience, I said, I'm going to give you a quote.
You tell me if you know the name of the person who created this quote. I go, are you ready for it? So this is building tension.
I said, of all the words of mice and men. the saddest are what might have been. I said, did you know that quote?
Nobody in the audience knew who said that quote. And I said, isn't it interesting that there's wisdom that you can be exposed to just if you're with the right people in the right place at the right time. And don't you suppose that when you sign up for this thing that we have in front of you here today, that maybe things are like that, that can happen to you as well.
And then I say, but regardless of whether you sign up or not. doesn't it resonate at least a little bit with you that the saddest words of my cement are those that might have been and now it's like oh now by the way notice some of the tonality shifts that i'm doing and i'm not even in state right now in state is if you put me in front of an audience that i can serve i get switched on at a whole different level but when you memorize the words That's when you unlock the ability to work on the tonality and the delivery and the pacing and some of these other strategies Which are also important, but you can't do too much at once So memorize the words first and then you can do the pacing and the tonality and then you can get really good at that as well Last close, this is my favorite.
It's so silly and it's so ridiculous and damn doesn't work. It's called the let's take a walk to the cart close and it goes like this. All right, let's do this together real quick.
Just open up a new tab and head over to the offer page at insert URL here. Don't worry, it won't hypnotize you. You won't suddenly black out and wake up having accidentally made the best decision of your life by signing up right now.
Just go check it out. It's all laid out clearly. Everything that's included, all the bonuses, the details, the schedule, the FAQs, it's all there on one page so you can get the full picture.
There's probably something. waiting for you that you haven't even seen yet whether it's a bonus a surprise or just a little detail that makes the whole thing click and yes there's a guarantee on the page it's clear it's simple and it's there to help you make the next step safely if you need help there's support info on that page as well might take a minute to hear back if it's busy but you'll get a response so go ahead and pull up the page now take a walk with me over to the car take a look around and if it feels right you may begin to find yourself filling out the form starting with your name email and then the rest of the details It's crazy to me, having sold all these years, how often people keep asking questions and we keep telling them, go to the page, it's on the page, go to the page, it's on the page.
And then one day it dawned on me, people are really actually afraid to open up a webpage because then they're one step closer to buying. And they're afraid that if they take one step closer to buying, they are going to buy. And these are people that should buy, but again, they fear commitment to a bigger future than their past.
And so this is one of the ways we work around it. Now I'm using hypnosis. embedded commands to help make this easier i didn't say go here to buy first of all i made it in inviting just open up a new tab and head over to the offer page and then you put the url in and then i say don't worry it won't hypnotize you this is called an embedded command you won't suddenly black out and wake up having accidentally made the best decision of your life by signing up right now.
So the embedded command, especially signing up right now, or if I was more precise, when you sign up right now, because signing versus sign up, I won't get into the esoteria of hypnosis at this point. So just go check it out. It's all laid out clearly.
And then I'm explaining to them, it's all on one page to get the full picture. Now, this is again, another hypnotic command. There's probably something waiting for you that you haven't seen yet.
This is going to be true to 100 % of people. And then they can fill in the blanks with their own. Like, what will be waiting for me?
What is the surprise? Now I'm excited to go and look. And then I lay the whole rest of it down here.
And then this is again. And if it feels right, you may begin. You may begin is such a powerful phrase in hypnosis.
You may begin to find yourself filling out the form, starting with your name, email. and the rest of your details and so if you've learned nothing else memorize this close by just making it slightly easier for someone to feel more comfortable giving you money without having to hard sell them.
You're just like, go there and buy and sign up now and give me your money and bang, bang, bang, bang, bang. It's just like, let's just open up the page and look at it because there's so much information here. And as you scroll through the page, you may begin to see things that you weren't aware of before that are even more valuable to you than how we described them thus far because I'm using imprecise language when this page has precisely laid it out in a way for you to get the biggest insight.
And I'm not sure what's going to really motivate you to get you excited to want to fill out this form. But if at any point in time you do want to fill out the form, it's right there and it's so easy. Look how simple it is to begin to fill out this form.
And this is a way to help people make a decision they should make, but they're consciously resistant towards, but subconsciously they know is the right decision for them to make. All that in a silly little close like this. So take all of these closes that we've covered today.
There are nine of them. Memorize them. And once you memorize them, let me know and I'll give you nine more.
Peace.
The Hook
The bait, then the rug-pull.
Fladlien opens with a blunt claim, that selling is the single greatest skill for making fast money, then narrows it to one move: memorize enough closes and the technique becomes part of how you talk. What follows is nine of them, read word for word off a printed page, then taken apart line by line.
Named ideas worth stealing.
01:00list
The Nine Closes
- The Marshmallow Close
- The Problem-Solution Close
- The Full Moon Close
- The Disease of Indecision
- The Shark Close
- The Three Blind Men & The Elephant Close
- The Cost of Saying No Close
- The Wasted Potential Close
- The Let's Take a Walk to the Cart Close
Nine word-for-word sales closes Fladlien says he used for a client that generated eight figures in sales, each targeting a different buyer objection or emotional state.
Steal forA swipe bank for webinar or challenge closes, adaptable to any offer once the underlying reframe is separated from the specific wording.
07:06concept
Problem Frame vs. Solution Frame
Every objection can be stated two ways: as a limitation ('I don't have time/money') or as the next action that removes it ('what do I drop / who has money'). Fladlien argues modeling the solution-frame version live, not just stating it, is what makes it transfer.
Steal forReframing objections in any sales conversation without directly contradicting the buyer.
17:40concept
Direct vs. Indirect Communication
Fladlien describes deliberately mixing direct statements ('this is perception, this is reality') with indirect third-party metaphors (sharks, mosquitoes, elephants) so a point lands on both a literal and an emotional level at once.
Steal forSoftening a direct claim by wrapping it in a story or metaphor the listener can apply to themselves without feeling accused.
How they asked for the click.
VERBAL ASK
20:20product
“Hey, real quick, we do these in-person five at a time masterminds. I do one full day for 12 hours training five entrepreneurs in person here in Los Angeles once a month, 10,000 a person.”
A short, direct aside dropped mid-breakdown rather than at the end; positions the free video as a taste of the in-person paid offer without breaking the teaching flow.
FROM THE DESCRIPTION
PRIMARY CTAWhere the creator wants you to go next.
Visual structure at a glance.
