Voices of Integrity
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A podcast about Voices Of Integrity for Legacy Partners -
Top Gun Sales Bootcamp Training
WEEK - 24
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Week #24 ~ Push, Pull, and Know the Difference
24-1: The Blessing, The Ballpark Number & The Guy With Eleven Mountain Dews
Are you calling it pushing when what you are actually doing is blessing someone with a conversation they needed to have — and then feeling guilty about it when they cannot afford to say yes?
And what if the reason your prospect got the loan, has the money sitting in the bank, and is still not moving forward is that you never asked the one question that would have told you what was actually holding them back?
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In this Top Gun Sales Boot Camp – Week 24 Day 1 session, we open a new week with one of the most grounded and practically sharp sessions of the entire boot camp — led not by Mark but by the team, stepping up in his absence. This episode isn't just about whether to call business owners on Memorial Day, whether to give ballpark numbers at events, or whether a 19-year-old running on eleven Mountain Dews and a pack of baloney is a worker you can develop or a liability you are feeding water to while hoping for the best.
It's about what happens when the financial objection is not the real objection — and you find out too late because you never thought to ask. The session opens with Nora wrestling with how much to push prospects who need the service but are stretched financially — and whether the guilt of pushing someone into something they cannot fully afford is the salesperson's burden to carry or the client's responsibility to own. The group unpacks the takeaway close as an alternative to pushing — when someone has a low sense of urgency, sometimes making it clear that the schedule is filling up and the window is closing creates the momentum that follow-up calls alone cannot. We talk about Luke's prospect who got a bank loan, has the money available, and is still stalling — and the one question that should have been asked the moment finances came up: if the financial piece were in place and you had the funds, would there be anything else holding you back? Because two objections dressed up as one will always outlast the solution to the first one. We talk about calling on holidays — Memorial Day specifically — and why a business owner who picks up on a holiday and hears a salesperson working is not annoyed. They are impressed. They see themselves in you.
Audio Podcast
Video Podcast
24-2: The Wave, The Crew, and the House That Could End Everything
Are you blaming the no-answers for a bad day when the truth is that your pressure points have been consistent all along — and the wave just hasn't broken yet?
And what happens when a client you already built a house for comes back and asks for a bigger one, and the honest answer is that you are not at level eighteen yet, you are at level six, and the gap between those two numbers could end the company?
And what happens when a client you already built a house for comes back and asks for a bigger one, and the honest answer is that you are not at level eighteen yet, you are at level six, and the gap between those two numbers could end the company?
The session opens with Nora wrestling with numbers stuck at 24 percent and a familiar frustration — the calls are going out, the script is working, but when no one picks up there is nothing to close. The group unpacks what it means when the activity is consistent but the results are not, and whether the wave of sales that comes in clusters is a sign of inconsistent effort or just the rhythm of the thing. Because if your pressure points are holding steady and the conversions are flat, the answer might not be in what you are doing — it might be in the timing of when people are ready to say yes.
Audio Podcast
The session closes with the sharpest conversation of the day — a client who wasn't too nitpicky, who pointed out a few things, who is now asking Dreamscape to build him a house. And the question on the table is not whether Dreamscape wants to grow into that work eventually. It is whether saying yes right now, without the systems, without the design experience, without the cost certainty that comes from having done it before, is the kind of mistake that a company recovers from — or the kind it doesn't. Because the path into roofing had low-profit jobs and hard lessons and room to absorb the tuition. A house doesn't give you that room. One miscommunication about what the customer wanted and what the crew built could cost more than the job is worth. The line between level six and level eighteen is not just experience. It is everything.
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24-3: The Class Five, The Rain Jacket & The Story You Tattoo On Your Heart
Are you letting the ego prevent you from remembering what people told you — and then wondering why you keep ending up at the bottom of the same rapids without a rain jacket?
And what if the goal was never to get it to a five or a six or a seven without Mark — but to get it to a ten without him — and the counterintuitive answer is that the only way to get there is for him to be off more, not less?
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In this Top Gun Sales Boot Camp – Week 24 Day 3 session, we step into one of the most self-aware and strategically revealing sessions of the week — with Mark back from a class five rafting trip in West Virginia with Ben, no plan, no rain jackets, and a lesson that only revealed itself when the team ran the podcast without him and rated themselves a five, a seven, and a six. This episode isn't just about change order markups.
The technology that gunks up the entire system, or whether you should teach two impatient ADHD guys who jump from one thing to the next how to give the impression they are listening when maybe they are not. It's about what Ben said on the trail — I love that I have a 62-year-old dad who does class five and keeps up on the hike — and what that means for the version of yourself you are building right now before life gets heavy enough to test it.
The session opens with Nora's question about transitioning between sales and servicing — and Kenny and Luke unpacking the communication breakdown that makes it hard, the overlap period that cannot be rushed, and why the handoff only works when the leads are tracked and the context travels with them. The group digs into change orders — why 30 to 50% markup after the fact is not gouging but a natural law of disruption to a system already in motion, why Rosanna's window seat cost $15,000 upfront and $25,000 after the fact, and why educating the client on the upfront planning conversation is not optional — it is the thing that prevents the gunking entirely.
Audio Podcast
The session closes with a key lesson drawn from a woman at the Springfest who asked Ben and Mark if they had rain jackets for the class five — they did not know, did not care, were excited about two guys figuring it out — and the moment Ben said on the trail: "Maybe I should listen to people more." Because the real danger is not going down the rapids without a rain jacket. It is going through life without ever stopping to notice that the person who asked if you had one knew something you did not. And then rating yourself a five when the goal was always ten. The counterintuitive answer is not to have Mark back more. It is to have him back less. Because you cannot become a ten while someone who is already a ten is doing it for you.
Listen to the full podcast now.
Video Podcast
24-4: The Guide Said Lean Forward. You Just Lean Forward.
Are you holding onto a script that works — and calling that strategy — when the real question is whether something better is waiting on the other side of one honest test?
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 24 Day 4 session, Mark is back from the rapids and he brought the river with him. Not as a vacation story. As a framework for every decision you are avoiding, every lesson you are deferring, and every affluent client standing in a half-finished basement with three friends who all need what you have and no one asked them for anything.
The session opens with Nora reporting 14% and a callback from a man who read the booklet cover to cover and came back with questions — which is exactly what the script was built to produce. But the question on the table is not whether the script works. It is whether settling for what works has quietly become the ceiling. The group unpacks the wall-of-opportunity principle: going left worked, but going right might have worked better, and the only way you never find out is if you stop the moment something clicks. What seems lazy can be smart efficiency. What seems like hard work can be settling. The difference is what you do with the time you saved.
The session turns to Kenny's problem — a high-end client finishing her basement, three affluent friends walking the job site all day, and no one on the crew knowing how to turn that room into a referral network without making it awkward. Mark unpacks why working with affluent women is its own class five and why most people in business want that client and have no idea what they are actually walking into. You do not work the room. You earn the trust of the person who owns it. And you do that before you ever need anything from her friends.
Audio Podcast
The session closes where the river started — with the man who fell off the raft, the guide's commands that made no sense until they saved everyone's life, and the teenagers who think they have already hit the hard part because they survived a class three. You have not hit a class five yet. The ones who make it are not the strongest or the most confident. They are the ones who listened to the guide, leaned forward when told to lean forward, and did not wait to understand why before they moved.
Listen to the full podcast now.
Video Podcast
Week 24: Quiz
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