This was built the hard way.
In 2005, I took a job selling for a large seminar company. No formal training. No script. Just an ability to listen and offer a solution to people's problems. And it worked. I was doing well almost immediately.
Then a senior rep handed me his script and told me to memorize it before our next trip. So I did. And my sales fell off a cliff.
The script wasn't me. Prospects could feel it in every awkward word I delivered. After months of struggling, my manager gave me an ultimatum: close your last consultation of the week, or you're done.
I was four months away from becoming a dad for the first time. I needed the income. I needed the insurance.
My last prospect sat down and said, "I'm going to save you some time. I've already decided I'm not doing this." So I did the only thing I could think of. I begged. Told him I had a baby on the way and needed the job. He bought, then told me he'd be canceling.
The problem was never the prospect. The problem was a script built for someone else's personality.
That night I sat alone and realized something. I threw out the script and went back to being myself. But with one key insight: winging it wasn't a strategy either. I needed structure. Just not a word for word script.
That's how the C.L.O.S.E.D Formula was born. And over the next two decades, that one insight grew into every system I now teach inside Clients & Profit.
Hoffmann.
- 0121+ years in high-ticket sales coaching
- 0216 years specifically in live event sales mastery
- 03$55M+ in lifetime coaching sales
- 0411,000+ one-on-one sales consultations
- 05Closes 40 to 50 percent of the room from stage. Industry average is 15 to 25 percent.
- 06Active multi-strategy real estate investor
