What do I do?
I work like a motherfucker in business and in my home. I cuss a lot. I smoke, drink and occasionally say things that may piss you off. I've been told I'm one funny sonofabitch too.
I'm the best in the world at what I do. I help high-level sales people (mostly in the real estate industry in one form or another) reach levels of achievement in their work and home lives they never imagined possible.
I raise leaders who have so much confidence about themselves and what they do, they operate from a space of POWER that few on this planet even know exist. Yea! I'm that guy.
I have the CUTEST kid EVER too. I know we all say that shit, BUT I MEAN IT. My son Jax is also a better salesman than I am (ask Sean Mathies) he's the future!!!
My Strategy Here:
I don't just say random shit on here for my own ego. (ok maybe sometimes) I'm doing my part to bring information and understanding to a society that needs it.
I'm on here to attract the right people and repel the rest. If you don't like me or what I have to say, I completely understand if you never come back. Never take what happens on here personally. Just move on and get over it.
I believe we are leaving our legacy here on the internet. An online journal of our thoughts with social proof and interaction. It's a beautiful, amazing thing that our future generations will thank us for. Ancestry.com eat your heart out.
While you're here, read some shit and buy some shit
Ever notice Wal Mart has brick and mortar stores as well as a website? Both of these outlets sell the same items but they serve two very different audiences. There’s a lesson to be learned from this so stick with me.
These days, when I’m on sales calls, I hear guys say “I’m good on the phones” or “I’m a Closer once I get face to face with someone.” It pains me to even hear them say it.
When you are in the prospecting process, you are actually making several sales. Let’s break it down real quickly here:
Sale #1: Get them to look at your shit
Sale #2: Get them interested in your shit
Sale #3: Get them to contact you to buy your shit
Sale #4: Sell them your shit
Now that you have the steps, let me give you an example.
First thing you have to do is advertise somewhere. So let’s say you make a video. The first sale is to get them to look at that video. The second sale is to get them to actually watch the video and hear it’s message. The third sale is the call to action in the video. The fourth sale is when you close them on the phone, in person, on chat or whatever.
Now that you understand, selling is not one gigantic sale, but a series of smaller sales adding up the final close, let me share a mistake 99% of sales guys are making in today’s market.
Most of you guys are fucking up sale #3 and don’t even realize it. You’re too busy trying to get online prospects to meet you in person, or too busy trying to get people who email you to get on the phone. If you blow sale #3, there is no possible way to close on sale #4.
For the same reason Wal Mart has stores and a website, you should sell where people want to buy from.
If your prospects send you texts, chats or emails, you better learn to sell with your fingers. There’s way too many salesmen that come from the old school, who are forcing prospects onto communication platforms that they are not the most comfortable on. We ALL know we need to make prospects comfortable with us in order for them to buy from us.
Wal Mart knows some people prefer to shop online. When these people buy online, Wal Mart does not call them or show up at their house, they email them. They understand the prospect is comfortable online, so they keep the sale there. There’s no denying what Wal Mart does works.
According to AT&T in 2012, 86% of all phone calls in 2011 went unanswered. The #1 preferred way to communicate is text. If you are trying to sell people by phone, just know 86% of your time will be wasted.
If someone emails you, don’t set a time for a call. Learn to let your fingers sell for you. If you’re going to be in sales for long, you better learn to write. It’s the future of sales.
Matter of fact, once you become an effective salesman through writing, you can dominate in person or on the phone.
The best part about selling through text, email or chat is that you don’t have to instant reply to fill the silence. When you are on the phone or face to face, you job is to have a quick response and keep the conversation going.
Selling through writing slows the conversation down, and allows you to think more about your responses. It allows you to control the pace and double check to make sure what you are saying is going to affect the prospect.
The bottom line: Learn to write!
I’d be willing to bet you lose a lot of closes due to fucking up sale #3.
The people you should be prospecting are most likely busy. The phone and especially meeting face to face, take up a lot of their time. Respect them, their time and the platform, and you will find yourself making more closes by default.
If you’d like my help on becoming more effective with your fingers, fill out the form below. [see what I did there?] If you want to get on the phone cool, if you want to text cool, if you want to chat cool, I got all platforms covered and I can help you do the same!
Crazy doesn’t just show up at your doorstep one day with a butcher knife screaming at you. Nope. That’s not how it works at all. Crazy is sneaky as fuck. It sneaks up on you little by little and before you know it, “FUCK!!!!! IT’S HERE – MAKE IT GO AWAY”
Yep. We all know it too well. From crazy clients and business partners to crazy ex’s. Crazy rarely shows up to the party early.
This week I’m going to teach you a little something called “The Boiled Frog Theory”. Simply put, you can place a frog in a luke warm pot of water and slowly raise the temperature, even all the way to a boiling death, the frog won’t jump out.
Psychologically the frog is committed to it’s circumstance and it doesn’t realize it’s hot until it’s too late. Think about it; A lot of shit works like that here on Earth. From selling to humans to boinging amphibians, we’re gonna talk about it all on this one.
Work’s hard, it seems like it never gets easier. Especially when you are always striving to improve your situation. No matter what level of life you’re living on, we always want more. We’re always looking to improve our situations. It’s human nature.
The thing is, very few of us actually DO improve our situations. Matter of fact, most people make the worst of their situation – they ignore it.
I’m one of those guys who when I hear something that I know I should be doing, I can’t ignore it. I just do it. It eats a hole in me until I get it done. My conscious won’t leave me alone. I believe this is life’s way of forcing me to level up.
You’re gonna have to level up too. If you expect the economy or some comeback to propel you to your goals for 2015, you must be on shrooms man. If you want more in 2015 than you had in 2014, you’re going to need to level up and do more. Pretty simple.
I’ll tell you ALL about it in this podcast. Enjoy but more importantly, implement. AND… if you’d like my help implementing than simply fill out the form at the bottom of this page.
Check Out Entrepreneur Podcasts at Blog Talk Radio with Ryan Stewman on BlogTalkRadio
Often times, when I’m on sales calls, people tell me their main issue is lack of leads. They say things like “If I could just talk to more people, I could close more business. I’m good once I’m in front of people.” and they’ve got themselves convinced it’s true.
The truth is, if you are good once you’re in front of people, then you spend all your time in front of people. People that say things like the above, are using it as an excuse for lack of production.
Yep. I said it. You’re busted.
I’m sure there are a few of you reading this thinking “he’s nuts, I am good in front of people, I just can’t get in front of the right people.” STOP IT! Stop telling yourself that. You have no excuse not to get in front of the people who matter.
You’ve got the internet, social media and phones all around you. If you know who your target audience is, you can’t come up with BS excuses as to why you can’t find them. Again. Stop it!
Meanwhile, I’d be willing to bet you have a plethora of leads. You’re just not looking at them as leads.
As salespeople, we tend to get caught up looking for new business rather than mining and nurturing ‘dead leads” and old clients. Many times, these old leads can be the best.
I made this short video for you, explaining what you can do to turn your existing database into a ravenous pool of people sending you business. Yea, I know. Pretty cool huh? Just watch the damned video
Consider this: In a Multi-Billion Dollar Company there are many 6&7 figure salaries.
So why does everyone assume working for Ronald means flipping burgers?
Allow me to reframe you today.
After I made this video and posted it on my facebook page, several of my friends told me about their kids who now own McDonald’s or other franchises that, get this, started working there as a teen. Talk about a retirement strategy.
Turns out a large majority of Mickey D’s owners are people who’ve grinded their way up from the bottom. Including the CEO.
Now, don’t get me wrong, I’m not telling you to go to work for Mickey D’s [although it's not a bad thing] but I’m telling you, don’t think you’re too good to do any job. if your vision is only the fry cook, then that’s your fault, you gotta quit thinking too small.
Watch this video and by all means share it on social media. Some people need to hear this shit!
It’s late 2014, if you are still pounding the pavement looking for deals, you’re wasting your fucking time. While you hit the streets or even the phones [cold calls] attempting to get in front of one or two people, smart guys like me are online in front of thousands at a time.
I’m not gonna sit here and deny that old school methods like door knocking and cold calling work. What I’m saying is the old school ways are the least efficient way to get business. Hence the term “old school”
I took two sales calls this morning. Both calls were with Loan Officers in major metropolitan areas. That’s where the similarities end.
LO1 tells me about how he’s closing 4-6 loans a month and working 70+ hours a week. When I asked him what was taking up his time (it obviously wasn’t the 5 loans) he explained that he was doing open houses 3 days a week and attending networking events weekly.
Think about that -
He also told me he lived 30 mins outside of the city where all the action takes place. Three days a week he spends 1 hour drive time to maybe get in front of one or two people who might be interested in a loan.
That’s not counting the drive time to the networking events where EVERYONE just wants referrals. We all know how those things go…
LO2 tells me he wants to sell my products. Shows me a paystub where he made $15k in the last two weeks and says he has plenty of spare time even though he’s closing 8-12 deals a month.
BIG difference huh?
After further interviewing and exploring, LO2 tells me he generates online leads. He says he makes 2-3 fresh lead calls a day. Doesn’t have to drive to any events. No wasted realtor meetings. Nothing.
LO2 also tells me that he’s so dialed in with the leads he gets, that he closed one guy and got 3 referrals from him. Turning 1 lead into 4 is pretty badass, I must say. Also, the leads he gets are already pre-scrubbed and qualified.
So what separates these two guys?
One is spending time unwisely, while the other is making the most of an unlimited platform with a 64% homeowner rate. The internet.
In the time LO1 goes to an open house and back to the office, LO2 has already made his three calls, app’d one and sent the request video for docs. All in a days work. IN about 2 hours. Meanwhile LO1 is still on the road….
If you’re not generating online leads in your business, you won’t have a business for long. From facebook referrals, to online ads that convert, if you don’t use the internet to spread your brand and prospect clients, you WILL be left behind.
Internet leads aren’t just leads you buy from a lead gen site. They may not be from online ads at all. You can use the internet forums and sites like facebook and twitter to generate endless amounts of leads too. You just have to know what you are doing. Especially if you want to work with Realtors.
Just like if you’re still talking rates, fees and programs at Realtor presentations, you won’t be welcomed back. No one fucking cares. Teach an Agent to market and they will love you forever when they get results.
Speaking of Realtors, you know twitter has 1.3Billion monthly users and facebook almost 2Billion? Do you think the agents you can’t find on the phone or in their office might be on facebook? Don’t you think facebook would be the perfect place to make a “warm” introduction.
What about mutual friends? If you have mutual friends with a producer, why not hit your friend up and ask for an intro?
In the time you drive, make BS small talk and walk away empty handed at a meet up, you could hit 100s maybe even thousands of people on social media. Profile posts, private messages and personal comments on other’s posts can help get you business on the quick.
If you’re tired of wasting time away from your family or whatever it is you WANT to do and you’re ready to leverage the power of the internet to generate leads that will close and don’t waste your time, I can help you. It all starts with you filling out the form below.
Stick with me here and you’ll see how it all ties into several powerful lessons you will learn. Assuming you have the stomach to keep reading the words I’m about to lay down on this bitch. If you’re into fluffy talk and someone to say “It’s ok.” then this will definitely be your least favorite chapter in this book.
I’d be willing to bet you come from bondage. Not necessarily the cuffs and chains type of bondage, but for sure mental bondage. We all have it. SHIT. Shit from our past that we continually bring with us to our present. The present is just that. A PRESENT. If you can’t enjoy the time you have right now, you’re missing out on a great gift.
Just to prove we all have it and it doesn’t matter, allow me to share a story of bondage with you. It’s going to be hard to believe some parts, but I promise you, every minute of it is the inarguable truth.
One of the first memories I have as a kid was my very first day of kindergarten. First off, I had been coming to the school as a kid to play on the playground with my family since birth basically. I had warm fuzzy feeling about how awesome school would be, just like every other 5 year old in 1985.
That all changed within about 3 hours…
I was an only child and at the time the only grandchild on my mom’s side of the family. Needless to say I was pretty used to getting my way. After morning activities, the teacher took us kids out to the playground for recess. On the playground there were old tractor tires that were stacked on top of each other to make a makeshift fort.
I’d managed to climb to the top of a stack of about 8 tires and climb down the hole in the middle of them. You know how it is as a kid. Everything you can make a fort out of is badass and exciting.
As an only child, I was not exactly used to sharing my things. When one of the other kids, whom I didn’t know, climbed down the tires to meet me, I was pissed. I slapped the kid and told him to get out of my fort.
Immediately the kid bailed out of the tire-fort and ran straight for the teacher. Fucking tattle tales… Anyways, my aunt was my teacher and my other relative was the principal. For the record, I lived in a country ass Texas hick town of about 1400 people. We were basically all related.
Because of us being related, my teacher had wide open permission to spank my ass if I got out of line. About 4 hours into my first ever day of school, she did just that. FUCK!!! Talk about bondage.
First off, I’d never been hit with a wooden paddle. That shit not only hurt, it really broke my spirit. I was so offended deep inside. Yes, I slapped the other kid, but violence can’t be answered with violence and expected to work. Regardless of intent to work or not, the teacher busted my ass.
The only lesson I learned from that whole experience was that I now hated the same place I had dreamed of one day going to. School. At 5 years old I had a nemesis and it wasn’t a person. It was an institution. That one experience put me in bondage for the next 12 years.
The spanking didn’t keep me from fighting. It didn’t keep me acting like a good boy. It fucked me up in the head and I acted out in school a lot. They said I had a behavior disorder. They took me to Doctors. They had parent teacher meetings. None of it mattered, my one duty was to make school as hard on my teachers as my first teacher had spanked me that first day of school.
To make matters worse, around 3rd grade my mean ass step dad adopted me and my last name changed. I’ve always been ALL-IN so when I was adopted (long story for a later book) I changed my middle name too. I left 2nd grade Ryan Russell McCord (feels weird just typing it after all these years) and walked into 3rd grade as Ryan Keith Stewman. Now the kids were making school just as hard on me as the teachers were. Bondage.
I quit school the day I turned 17 and got my GED the very next day. I had a job lined up as an electrician. In Texas the summers are the construction season. It’s also 105 degrees every day in the Texas summer. Put the two together and you have hard ass, hot ass work. That work paid about $13/hour though. In 1997 at 17 years old that was good money. Especially with over-time.
Soon as I turned 18 I left home to run the streets and ended up sleeping at random friend’s houses before I could get my own apartment. Needless to say we did quite a bit of partying and drugs. Hell I even took up part time work as a drug dealer. I sold a little coke and weed to make extra cash until one day I got fired.
Getting fired sucks. I had no backup plan and now a red X on my electrical career. But I did have the ability to sell some blow to make ends meet until I could get on somewhere else. Like any dumbass, young, entrepreneur that’s exactly what I did. I sold the shit out of it. Until that one night I tried it.
It killed me…
Talk about bondage! I did one line of cocaine and it fucking killed me. We’re talking ambulances, shocker paddles and the whole fucking gig. I was a dead man. Literally. I’d like to tell you I saw a light, but the scary thing is that I saw and remember nothing. I don’t have any answers from the other side. Sorry.
When I woke up and was revived back in the hospital, I had handcuffs on. I was officially under arrest for slanging rocks. I was charged with a felony 1 crime and sentenced to two years hard time in a Texas penitentiary. I won’t bore you with the details but it sucked. Talk about bondage.
After I was released I got a job at the car wash my mean ass step dad managed. I was a complete felonious loser. I was 21 years old and handsome or not, I was societal waste. No one hires a felon. No one trusts a drug dealer until they need drugs. In my mind, I was a slave to having a shitty, low paying life.
That all changed when a customer who came in regularly offered me a job in the mortgage industry. Even when I explained the felony, GED and white trash equation to her, she was still willing to give me a chance. It was the first break I had ever received in life. I’ll be dammed if I was going to let that lady down.
I went to work for her slanging mortgages. She trained me up and only asked me to make sales for her in exchange. She took me shopping and introduced me to a whole new lifestyle. Within about a year I was earning 6 figures and was a leader in her organization.
I bought a home, cars and had cash in the bank still. After accumulating all these “things” I was offered a gun by my stepdad. Like a fucking idiot I took the gun. I thought I needed it to protect myself from home invasion in my $400k home in Allen Texas. FML what an idiot I was. Bondage.
One day I shit you not, the local police kicked in my door on a tip that I was a felon with a gun. I’m pretty sure an ex girlfriend turned on me. I got a special way with women, I tell ya. I was arrested and the case was escalated to a federal level. I went from making 100s of 1000s of dollars a year to being invaded and locked up by the ATF.
It was mind blowing. Especially since I’d cleaned up and was living a legit life. Well sort of. I mean I did drugs and slept around but I wasn’t selling dope. As luck would have it, the pen was in my future once again… 15 more months in a federal facility this time.
When I got out this time I swore I had to change. I wasn’t sure what to change, but change was needed. I read books, did Tony Robbins courses and had landed a job at the biggest private mortgage bank in Texas. I’d closed my way up to top producer too. I was fucking crushing it.
Then 2010 and something called “Dodd Frank” happened. Because of my two felonies, I could no longer originate loans for the bank. I had no job. It was like losing my electrical job again. My boss didn’t want to let me go. They tried to give me fancy titles and shit but I didn’t want to take any risks. We ALL know who the finger would be pointed at if shit went wrong. Bondage.
I took to the internet world which was not anywhere near as easy to make cash on as all the products I bought claimed. FUCK. I was losing my confidence and my savings quickly. The bondage was catching up to me.
I had to reassess my life…
What was there to assess? I had two felonies, been barred from the only industry I belonged in, and was basically back to being a white trash loser. I had to make a move quick and I had to make one legally without getting a job that required a background check.
I tried it all. MLM, Biz Op shit, random gunslinger sales jobs but nothing fulfilled me the way mortgages did. All this time I had been using sites like facebook, youtube and linkedin to find odd jobs and people who needed my help. Which led me to have this huge AH-HA moment.
What if I could make money from facebook somehow?
It sounded too good to be true. I mean, I had made money from facebook already but how was I going to really make money from it? How could I do what I had done 100s of times in a shorter period of time? I had no fucking clue but I was on it.
On a side note, I guess I should mention that I never gave up smoking weed. I’m kind of too high strung to get off it. Trust me, you want me stoned. The reason I say this is I’ve had my best ideas under the influence and this was no exception. Legalize it people…
I knew that if I was going to do this I needed to get help. I needed a mentor. Someone who could put me together so to speak. I found these two guys who were totally polar opposites. Frank Kern was this internet millionaire surfer guy. His business partner Kevin Nations was this uptight suit wearing smart guy. They were nothing alike but combined they had major genius power and the answers that I needed.
After borrowing money from my in-laws to pay Frank and Kevin, I dove into an 8 week training course they taught. I got help from them and a business plan I could actually work. Now all I had to do was get customers…
The only logical place I could think of to get customers was from facebook. Hell, if I was going to tell people they could do it, I needed to prove I could do it myself. That’s how everyone should be but only a rare few are. A true leader has done what you do and did it well. Posers and hosers can kick rocks.
I offered to run people’s facebook pages posting 5 times a day for only $100/month. My ex-wife (yes #3. bondage) and I wrote posts for up to 70 people 5 times a day. It was exhausting but it was a learning experience too. I had an up close look at how different people reacted to different people in different social settings 5 times a day on up to 70 accounts. Combine this with the whole two times in prison learning experience and I had a PHD in psychology.
Since then I’ve built a 7 figure consulting business in the real estate niche, one of the hardest niches to profit in. I’ve told you such a long background story in order to preface what I’m about to share with you regarding business and marketing.
Nothing matters that happened before right now.
Now let’s talk business. I’m sure you’re like “ok Ryan that was a cool story but it won’t make me any money.” and that’s ok. I feel you. My story will make you money but ONLY if you take action on the stuff I’m about to share. My strategies require actual work. That YOU have to do. Just so we are clear.
If you want to attract perfect customers and close them into giving you money in exchange for you solving their problems, I got you. Let me teach you something I call “The Whip Effect”
You see, everyone on facebook is a psycho. While most of us ARE bat shit crazy, in this instance psycho doesn’t mean they are But they can be ;-) Once you understand that each person on social media sites like facebook, are their own psycho, you can better connect with them.
Too often times people attempt to do business with just any psycho. That’s never a good idea. Some of us psychos are just not made to go together and for whatever reason, we try to force nature. You don’t have to. Facebook has made it to where we can all connect with only the people we want. You are now part of a select group of likeminded psychos. Congrats!
We all have bondage and we all are psychos. You can all go home now. Lesson’s over. lol. Seriously though, we all have issues. Most of us also have corporate jobs where we repress our personalities. We can’t have tattoos, can’t cuss on our social media and wouldn’t DARE talk about that time we went to jail. But we crave an outlet for it. WE NEED to talk about it, but can’t. I’m convinced that’s where cancer comes from….
If you’re able to MAN THE FUCK UP and start conversations others won’t, you will attract the customers others don’t. Controversial topics create engagement on social media. All these psychos with bondage are running around with no way for them to connect and engage on the things that are eating at them.
It can be political. You can surf sites like reddit and the “today I learned” section for stories and content to share on facebook. The stories you see on the net that grab your attention, are the same topics people want to discuss. In the past you had to wait until a friend called you or you met in person to discuss pressing topics. If enough time went by, a topic just never got discussed.
You can now become the voice of the psychos!!! Sound appealing? It is. It’s very appealing because psychos need someone to believe in them and they will pay for you to solve their problems and help them. You can sit back with your coat and tie on and never become a voice, or you can BE who the fuck you were meant to be and fight for your peers that can’t fight for themselves.
But first, you got to attract them. For that we use the Whip Effect. Once you’ve grabbed your controversial content from wherever, you post it on facebook. Not just some stupid web link either.
Let me give you an example: Say you were in real estate and you were surfing forbes magazine and saw your city was a top 10 “best place to live” city. Instead of just sharing the link and saying “yay” or “I sell here if you need me.” Leave the link out of the post and do something like this;
“I just read in Forbes that Plano, Texas was the #1 city in the USA for schools and parks. I’ve lived here for 34 years and I’ve seen it grow so much. I’ve sold 1000s of homes here and made millions of memories.
One of my favorite places is the old Queen of Hearts magic shop downtown. What’s your all time favorite spot or memory about Plano?”
This post has multiple things going on here. First I referenced an authority on information, Forbes. I’m also demonstrating expertise in the 1000s of homes sold, lived here 34 years part. Then last, and always last, I’m asking a question. I’m asking anyone who reads this post to engage if they want. Guess what? It works and the more people who engage, comment, like and share you post, the more people see it. That’s what we call “going viral”.
The whip effect works like this. You make 3-4 personal posts that engage people to each post about your business. You increase your engagement by talking controversy, arguments, pictures of your family, animals or funny shit. All you’re trying to do is post about 4-5 times and get people to chime in. Harmless posts that engage.
After they engage and start to see your posts in their newsfeed on a regular basis, you occasionally slide in the “buy my shit” post. You just whip it in there right in the middle of your controversial posts. Your audience engaging is earning you permission to market to them. It’s earning you the ability to take a commercial break in their newsfeed.
You’re going to have to be extremely strategic about this practice. if you post 6 times a day all within a 10 minute period, nothing you post is going to be relevant. You will bogg down their newsfeed and they will witch hunt you down. Space your posts out 1-3 hours apart.
You may not know it, but there are 5 social media prime-times. I’ll give you a quick breakdown of when they are and who’s on at that time.
PRIME-TIME Spot #1 “Early Riser” 5am-9am
The Early Riser spot is a prime-time slot that I fit into. This slot is for the people who wake up, check email, facebook, their calendar, and everything else before they get their day started.
As soon as the Early Riser gets up, they are checking email messages and facebook with their coffee or whatever. The Early Riser knows that when he/she gets the day started, there will be no time for playing on facebook.
PRIME-TIME Spot #2 “Employee/Stay At Home Mom 9am-12pm
This time period consists of mainly employees and stay at home moms. Studies show that stay at home moms are more likely to surf facebook in the morning times. This is a quiet time for the SAHM and gives them the ability to have a little fun on social media before they are caught up in running the house for the day.
As far as the employee goes, this is the time when a couple of things are happening. Thing #1 is that the employee is driving to an office somewhere. As much as it pisses me off, people surf facebook and drive. Thing #2 is the typical employee will get coffee, turn on a computer, surf around and waste the first 30 minutes of every workday. You and I both know that facebook takes up a good grip of that 30 minute time period. That’s why many companies have facebook blocked. But everyone has smart phones so what good does that do?
PRIME-TIME Spot #3 “The Foodie” 11am-2pm
Remember back in the good ole days of facebook when you could take a picture of your lunch and everyone would like and comment on it? This still happens on a regular basis. People are known to surf facebook to see what their friends are doing for lunch. Because of this trend many people have got accustomed to checking facebook before they go to lunch. This primetime slot is also a time when people are standing in line for lunch. We can all admit that we ALL stare at our phones while we wait in any line. Americans will do anything to avoid eye contact with strangers these days. This is a great time to make sure your posts are mobile friendly.
PRIME-TIME Spot #4 “Afternoon Delight” 3pm-6pm
This spot is the #1 most heavily trafficked time on social media. This is the primetime of prime-times. The people surfing during this time slot are mostly made up of two groups. Group one is the employees that have finished work early for the day and are killing time before they leave. The second group is the people all over the USA sitting in traffic. I hate to say it, but the numbers don’t lie. It also is a quick time to check social media again before a person goes home to their family for the evening.
PRIME-TIME Spot #5 “Finisher” 6pm-10pm
This spot is for the folks who make sure everything is all in order before they call it a day. The person who is making sure all their loose ends are tied up before dinner time. The person that makes sure all their tasks are completed before going to bed for the night.
I personally fit into the “Early Riser” and “Finisher” spots, so if you are posting on social media trying to get a person like me’s attention, and you are posting at 10am everyday, I will never see a thing. I’ve got too much work to do during the day and I rarely have time to check social media once my day begins. But bet your ass, I’m on it first and last thing every day. What slots do you fit in? What slot is your best prospect most likely in?
After you use my whip effect method to engage people on your personal profile the next thing is to get them on the phone. Yes the dammed phone. Best app on ever is the one you make calls with. When someone expresses interest in your services or products send them a private message and set up a specific time to talk with them.
Be sure to remember this about any sales call though. Telling is not selling. If you ain’t listening they will be distancing. Sales calls are about you asking questions and the prospect doing 80% or more of the talking. A good salesman is nothing more than a solid fact finder.
You might be thinking you’ve never heard that before. You may be missing sales left and right because you talk to fucking much. I couldn’t give you a powerful way to attract prospects without giving your some questions to ask them that will give you a good chance at closing them. I’m not writing this to leave you hanging.
Here are 7 powerful questions every salesman should use in each sales conversation.
These questions provide clarity and possible word traps for you to be able to SHOW your prospects how bad they need what you are selling.
What made you decide to reach out to me?
This gem of a question never let’s me down. Esp if you work with inbound and internet leads. One of the hardest things to do is to get another human to make a decision. Most folks are so fucking indecisive it’s killing them. And they don’t even know it. When you get them to answer this question, subliminally they are admitting they already made a decision. Use the momentum and press forward.
If everything works out perfect according to YOUR plan, what does the outcome look like?
This question holds a lot of power too. Once a prospect or client answers this question in detail, they’ve pretty much told you everything they need done to be able to buy from you. If you can provide the same outcome as the one they described, you got a good chance of getting them to buy from you.
What is your end goal in working with me?
How many salesmen do you know that lost a deal last minute due to not being crystal clear with their prospect/client? I’m sure you know a lot of them. In any sales transaction you need to understand what the client wants out of the relationship. This question also allows you to reinforce and provide more clarity when asked right after “If everything works out perfect according to you plan…” The more clear you are up front on what it is they want from you, the more likely you are to deliver it to them.
How much effort are you willing to put in to accomplish this result?
No one likes lazy clients. No one wants to do all the work and the client not help out either. It’s important to sniff out lazy prospects. Once they become a client it’s too late. If you sell something that is going to require effort from the client, like coaching, consulting etc.. you need to prescreen them. The last thing a good salesman wants is the blame for a bum client.
Have you tried to fix this before? If so, what did you do and how did it work?
This is the perfect question to find out if they have tried to do something alone or with one of your competitors. Obviously the reason they are with you now is the problem still exists. Find out what they did that hasn’t worked and half your job has already been done for you. What to avoid goes a long way. You can also use this question to show them how they fucked it up alone and need your help now.
How bad do you want to solve this problem you have?
Motivation is a must. If a client is only ho-hum about getting their problem solved, you can expect they will be ho-hum about the solution you provide too. If there is work required on the client’s end and they could give two shits about his problem, you will find yourself with a whole new problem too. Eliminate the non-motivated clients first. Those guys suck.
Would you like my help solving your problem?
The ultimate close! Of course they want your help. You have to make them an offer in order for them to ask. Or you can just ask the above question. After you give your pitch. After they understand everything you can do for them. That’s when you close and ask if they want you to solve it. When they say “yes” you simply give them the amount it cost and ask them can they get started on a definitive date. Don’t leave a closing statement broad. Go specific each time.
You can use these 7 power questions as a template to write your next script. You can modify the wording in these questions to fit your style as well. No matter what you do, you must ask questions. People don’t like to be told and sold. They like to make an informed buying decision. A good salesman’s job is to lead them to that decision.
So now, assuming you’ve read the book this far, you’ve got some serious info to digest. Let’s take a recap on everything before I turn you over to the poor guy who had to follow behind this chapter in the book.
We are all psychos with bondage. I don’t care who you are, you have baggage. Divorce, adoption, bankruptcy, dropout, prison, drugs and more are included in mine. I don’t let that shit hold me back though. Not because I’m a badass, it’s because I know people out there like maybe you, need my help. You need me to be the voice for you. To take the bullet for you. I’m willing to do that. All from a place of love. You should love your prospects enough to be that for them too.
The whip effect is the process of posting 3-4 times about personal and controversial content that will engage your audience and usually starts with your opinion and ends asking for theirs. In between all the cool and fun posts you insert a commercial post for your business. You whip your business post into their newsfeed with permission. The permission comes because of the engagement you’ve received from them in your other posts.
If you’re going to make more sales you’re going to ask more questions. Selling is not telling and you must draw the need out of your prospect. They already know you want to make a sale. Show them you want to do more than that. You want to help them solve their problem. Problem solvers get paid baby!!!
We all have a history, bondage and common connection with each other. If you’re not using that to your advantage you are missing out on working with some of the coolest clients you could ever imagine. Once you’re in a place that you are able to come out and be up front with everything and be the voice, you gain unlimited power. That power translates into attracting leads, closing sales and building long lasting relationships with awesome people who pay you.
If you’d like to know more about me, or even become one of the awesome people who pays me, I’d love to meet you. You can find my blog, facebook page and everything else at www.ryanstewman.com let’s connect. I want to hear your story.
Oh and if you do decide to work with me (assuming we’re a fit) you won’t regret a single fucking minute of it. I’m 1000% dedicated to getting results for my clients.
Men lie, women lie, but numbers don’t. These days us salesmen have gained a bad rap from the liars in the industry. And unfortunately the industry is full of liars. Motherfuckers will say anything to make a check.
Because motherfuckers will say anything for a check, prospects are more guarded than ever. They know shady marketers are out there, lurking, waiting, just to take their hard earned cash. No one likes to be taken.
There’s a bright side to this, if you will allow me to elaborate, I’ll show you how true, good, honest, salesmen like you and I can use this to our advantage. Warren Buffett once said “be fearful when others are greedy and greedy when others are fearful” While this may pertain to the stock market in his context, I’m just going to take it as do the opposite of the masses.
So, if the rest of the sales world is tied up trying to tell lies to get paid, imagine how refreshing you can be if you step in and close with ONLY the 100% truth.
See, when others are using shady, useless, mental hacks, you can use truth, service and integrity to stand out and ultimately save your clients from the shady sales sharks of the world. You get to use these villainous assholes as leverage to become a hero.
In a world of deceit and lies, how can you use integrity and truth to cut through the BS and gain the trust and business of your prospects? It’s not easy and you have to commit, but it is possible and is hands down, the best way to approach sales in this day and age.
Let me break it down into three steps that will allow you to stand out among the snakes, and victoriously save your clients from the wrath of bullshit products and services.
First, you need to get in agreement with yourself that you won’t lie for a sale. In 2008 I hired a 63 year old dude as my assistant. On day one, the very first thing he said to me was “I’ll do anything you want me to do, but I won’t lie. Other than that, I’m down for whatever.”
Just him being mentally strong enough to have that conversation with me gave me respect for him. It also opened my eyes to a world where we could speak only the 100% truth and still dominate. Matter of fact, we dominated even more than before.
Bob probably doesn’t even know how much that one little conversation shaped my entire sales career. If you’re reading this; “Get back to work you old fuck”
Second, you have to be willing to say hard shit to hard heads. The only reason lies exist, is to avoid the hard parts of the truth. If the truth was easy, we wouldn’t need lies. Most of the time it’s easier to fabricate a lie, than live the truth.
The sad part about our current society is that most would rather hear a lie and deny it, than hear the truth and accept it. Knowing this, how can you use the truth to win? There’s only one way, commit.
You have to be willing to step up, have the balls, and say what needs to be said in the face of prospect adversity. They will not only buy from you because of it, they will fucking respect you too.
Third, you have to instill doubt in your lying ass competitors. If you know the competition is full of shit, call them out on it. You don’t have to be a dick about it, but if they are full of shit it’s like I said in the first line “men lie, women lie, numbers don’t”
Show your prospects how you can actually bring benefit to them and the competition will actually take benefits from them. Talk about real, personal experiences and always, always use numbers to prove your point.
Show them the truth and they can’t deny it.
In my years as a loan officer, I fought Lending Tree, Lower My Bills and all the other sites that allow liars to give ridiculously low rate quotes to bait and switch. I always won. I always used numbers to tell the truth and I would stop at nothing to get those numbers. You should do the same.
You don’t have to lie to close deals. Matter of fact, your life will be better if you don’t. If you want to learn how you can attract only those who seek the truth and your services along side it, fill out the form below and I’ll show you the way, the truth, the light.
The words make the hairs on the back of their neck stand with excitement, while at the same time they say the words that make the hairs on YOUR neck stand – “how do I pay you?”
There’s no rush quite like it. The rush of knowing you convinced another human to make a decision. Better yet, a decision involving you and getting paid. It’s like skydiving while standing on the ground.
There’s not a salesman alive that will tell you there’s a bigger high then landing a whale account or closing “the big one”. We salesmen eat, sleep, breathe, study and push our products with a passion.
When someone recognizes our value and buys our shit we get higher than giraffe pussy.
But let me get serious for once on here.
Many salesmen don’t close as many sales as they want. Hell, who am I kidding? No salesman is ever doing as good as he wants to do. This leads to other problems. The problem is that we still search for that high. Even when we are not closing for it.
We get addicted to the high. We crave it and there isn’t anything else on this planet that compares to it. Yet we try to duplicate it with drugs, alcohol and adrenaline fixes. It seems that once you see the other side, you don’t want to go back.
It’s this precise reason that salesmen are known for being drunken, drug induced snake oil salesmen. The world knows we get high but they don’t know why. They don’t know the crazy anxiety that comes from not having security in the form of a steady paycheck.
I don’t personally do drugs any more. It’s been over 10 years since my last “binge”. I don’t take pills, shoot or snort shit. I am still known to partake in the reefer from time to time to relax though. Even though
I may not do drugs, I DO drink and smoke. I don’t judge any of the salesmen who do use drugs. I feel bad for them but I’m empathetic because I understand the sales addiction.
I’ve seen it happen too many times. The rush of the drugs will eventually outweigh the rush of closing a sale. It’s when a person gets to that level that they will never be the same. They’ve got a new high that will never serve them correctly.
It’s a level up issue. They can’t naturally take the joy of winning at work so they sabotage it with drugs to mask the feeling with drugs. It’s easier to use the drug high as an excuse to feel good than the sales high that’s natural. Another sad part about sales is a lot of sales dudes lie. This causes deep internal struggles which leads to drugs to mask the pain too.
It’s one thing to have a killer month at work and celebrate at the strip club with hookers and blow but it’s another to spend a Monday night locked in your house skitzing your fucking balls off.
So how as leaders and managers can we begin to keep more of our kind off of drugs? I’ve got a few ways we can get started taking our community in the right direction.
First: Don’t do drugs. If you’re looked at as the leader, it’s your job to make the hard decisions and do the hard things. People respect motherfuckers with control.
Second: Incentivise those you serve. If you’re a sales manager or leader you need to set goals and standards that are hard enough for your team to hit that their focus is on the goal not partying. Leave them with no time to kick it.
Third: Call motherfuckers out. I was leaving the club a couple weeks ago and one of the guys in the car called his dealer, I was like “bitch, we had three drinks and you’re broke as fuck WTF are you trying to get high for? That’s straight loser shit man and it’s sad” you should have seen his face. I was called an asshole but I felt good about it.
Like I said, I don’t judge but I’ll be damned if I’m going to let my fellow man fall into the dark on my watch. I go out a lot and am very active, it’s because of this that I see a lot of things others don’t. I view my job as a leader to set an example.
Maybe it’s time you start helping the community too instead of hooking them up and partaking.
If there is one thing I can tell you that’s true, it’s that humans don’t attempt to control people who don’t give a fuck. It’s simple psychology. If the other person thinks their efforts will be useless, they won’t invest the effort.
Knowing this handy bit of information can change the game for you. You see, when you get to a point of not giving a fuck about rejection, people stop rejecting you. When people think you’re just going to be you no matter what, they stop judging.
It’s the craziest damned thing, I swear. I first stumbled on to this human psyche trick when I was a young man in my teens. I was fucking out of control and running the streets. My parents would ground me but I still went on doing what I had to do any way. All they would do is ground me for longer but it didn’t matter. After a while they gave up.
This can be transferred over into the sales world as well. We can all agree that it takes BALLS to be a Closer. Closer’s have to be bold enough to say what weak ass salesmen won’t. In order to be bold there has to be a level of strategic apathy.
When prospects know you’re bold enough and will disregard their feelings in order to overcome their objections, they tend not to give you too many. Many times in a closing situation, prospects objections are merely lies they’ve created in order to avoid making a decision. When they KNOW you’re not going to fall for their lies, they don’t tell them.
You ever seen someone do some crazy shit and the people around them say something like “Oh you know, that’s just how so and so is”? This is a prime example of if they can’t control ‘em they don’t try. When you’re bold enough to just be you, people accept it as is.
This transfers over to relationships as well. If you just show up as yourself, you don’t have BS objections to close over or lie about in the future.
Some people call it “keeping it real”. I used the term “not giving a fuck” mainly to prove a point and for shock value. The truth is that in order to keep it real with others you have to keep it real with yourself. When people know you’re comfortable in your own skin they let you be you.
The best salesmen I know will say what has to be said. They don’t give a fuck what kind of bullshit line the prospect is giving them as an objection. They will call them out, reframe them and close them.
The main reason people who are in sales fail is due to not asking the hard questions. Salesmen fear that asking the hard questions will run the prospect off and they will lose the sale. This is a fucked up way of thinking for multiple reasons.
Reason #1- If you’re scared you are going to lose them by asking hard questions, they are probably not a fit or going to buy any way. If your words could drive them away then why waste time and words on them?
Reason #2 – Your prospects will appreciate the fact that you were bold enough to make them see where they were once blind. When you ask the hard questions, they give you the hard answers.
Reason #3 – People need to be called out in order to have a revelation. In this case, that revelation is that they need to buy your shit.
Now let me be clear with you. I’m not telling you to be an asshole to your prospects and call them out by talking down on them. I treat my prospects with love. I love them enough to say or type whatever it takes in order for them to realize how valuable what I sell is to them. It’s not about the money, it’s about the results they will get from the investment.
When I get real with them, they get real with me. The result of that is production. So it’s not that I don’t give a fuck but the perception of not being able to be bullshitted is powerful in the sales arena.
Today I challenge you to love your prospects enough to not give a fuck about their objections. That’s the Closer’s way. If you’d like some help with your closing skills simply fill out the form below and let’s have a REAL sales conversation.
If you let what the dude down the street does distract you from your game plan, it’s your fault, not his. The way I’ve always done business is to create compensatory arrangements as opposed to competing against.
There’s an opportunity in every hand you shake. It takes a master salesman to be able to spot it. It takes a Closer to be able to profit from it.
As salesmen, when we hit slumps we tend to blame those around us instead of taking personal responsibility. You blame the competition for false advertising, you blame your boss, your operations team and anyone else you can.
Instead, I challenge you to take a step back, emotionally uninvest yourself in the situation and find a way to get paid.
Enjoy the show and don’t forget to share it!
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The assumptive close will fuck you almost every time. If you assume the business and expect your prospect to ask you to become a client, you are living in a dream world where closed sales don’t exist.
The #1 reason salesmen can’t close is they don’t ask for the business. You have to make an offer in order to come to a deal. Without an offer to do business, there is no business done. How can they know what to buy if you don’t present them with an offer to do so?
Seems like common sense but I shit you not, I see motherfuckers fail at it every day. It all stems from lack of confidence in what they are selling. If you don’t wholeheartedly believe in what you are selling, you can never reach pinnacle success selling it. If the sales force doesn’t have faith in the product, neither will the marketplace.
It’s been my experience that salespeople give the prospect too much credit for intelligence. Salesmen think the prospect knows the process, costs, lingo, and everything else. Truth is in order to close over ALL objections, you have to treat each prospect like a blank slate and fully inform them of every detail as if they are 5 years old. It’s only then, when they are 100% fully informed, that you can make a strong offer. Most salespeople rush through this process and ultimately blow the sale.
Even if you are good enough to have prospects occasionally asking to become a client, how many more are you missing by not offering them your help? Trust me, you’re missing more than you’re not.
It’s like going on dates with women. You can’t be at a bar chillin’ and a random hot girl walk up to you and ask you out on a date. (Unless you’re my friend Keith Moses. That handsome fucker) If you’re going to get a date with the hot chick, you’re going to have to approach her and make her to offer to go out with you. She’s not going to invite herself to join you in a place she doesn’t even know you’re going to.(Again, unless you’re Keith. That fucker!)
There are several ways to make a strong offer to a potential prospect. I could write the world’s longest blog post elaborating on all of them. Instead what I’ve done is broken it down to three key steps to present an offer to the marketplace that they can’t refuse.
Step 1: Create an Irresistible Offer
In order for you to present a strong offer, you have to know what the fuck you are going to offer. Many salespeople fail here because they’re too busy selling to design an offer that may sell itself. Lots of sales folk try to work angles instead of just creating the perfect offer.
There are two components of an irresistible offer:
Component one: The perfect customer
If you’re going to design an offer, you’re going to need to get really clear on who that offer is best suited for. Without the perfect customer in mind to take the offer, you’ll never know the true power of the offer.
Component two: The perfect solution
Now that you know who is best served by what you have/do, you can now offer them the perfect solution the the problem. Sales is all about problem solving. If you are in tune with who your perfect client is, you’re in tune with what their BIG ASS PROBLEM is and how your shit solves it.
Here is the simple formula I use for creating an irresistible offer. “How to give the client ‘X’ (what they want) without them having to do ‘Y’ (what they don’t want)” Once you’re dialed in on these two things and you can put them into a 1-2 sentence pitch, you’ve got the irresistible offer you need.
Step 2: Deliver Offer To The Marketplace
Once you have your offer dialed in and perfected, the next step is to get the offer in front of eyes with money to buy your shit. You could have the best offer in the world for millions of people, but if no one sees or knows about it, you won’t sell shit.
It’s your job as a salesman to pitch your product. It’s also your job as a marketer to get people in front of you to pitch. There are several strategies you can use to get your offer out the public. It’s just a matter of being in tune with your prospect and targeting the correct demographics.
You can use Facebook, Facebook ads, Adwords, direct mail, email blasts and any other ad platform out there but if you don’t select the right demo for the right offer, your shit will never sell. Since you took the time to do step one and you know your perfect customer, you need to use any way you can to get your offer in front of their eyes.
Step 3: Deliver Offer On Autopilot
Once you’ve got your pitch and offer down pat, you can use places like blogs, videos, social media and sales pages to automate it. My offers are on autopilot 24 hours a day for me online. My video offers generate fresh leads for me daily.
Putting your offer on digital media is like hiring a salesman to pitch for you for free to anyone who comes within 5 feet of him. It’s a true duplication of you. It’s you pitching at your best any time someone is poised in a spot to hear it.
Once you learn to leverage media instead of doing 100% of the work over and over again, you gain freedom. Freedom away from pitching and freedom to create and perfect other offers. You’re able to find other problems your prospects face and figure out ways that what you provide can solve them.
If you’ve never created an offer, I suggest you create one right now. Not today. Not tomorrow. Right fucking now. If you have no clue who your perfect customer is, you’re in trouble too. It’s no wonder your sales might be slippin’, you’re not even dialed in to who can buy your shit.
If you want my personal help, fill out the application, let’s talk and we shall see if we are a fit to work together. I only work with badasses so don’t waste my time.
This week I decided to fire up the old mic and make shit get real. FAST. I’ve been doing sales calls lately and I hear a lot of people still victims of the past. You can’t be a victim but in that time and circumstance.
It’s impossible for people to play the victim over one instance for long periods of time. But they do it anyway and defy the rule. Some people walk around holding complaining about shit that happened 15 years ago like it just happened. It’s time to get over shit and move on.
So what you lost the sale? Who gives a fuck if the client was a dick to you? Move on and quit letting shit that has already happened affect you in the present. There’s no changing the past until they get us a damned time machine.
This podcast is for the complainers out there. It’s also for the victorious. If you’re a winner, this show will empower the fuck out of you and make you want to even further murder your competition. For the victims out there, maybe this is the slap in the face you needed.
If you’re ready to join me for a Break Free Academy exclusive, live event then fill out this application. From there we will schedule an interview with you to see if you got what it takes to BREAK FREE!!! Also don’t forget to share the show yo!!
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When you think of Lil Wayne badass Entrepreneur may not be the first thing you think about. But for me it is. In 2009 alone Weezy was on over 100 different songs with dozens of artists. This made him the hottest rapper on the scene.
You couldn’t turn on the radio to a pop or hip hop station without hearing Wayne’s voice within 5 minutes.
It was pure genius on his part. He did songs with everybody. He didn’t care what kind of music you played. He wanted exposure to the other artists audience.
Wayne was on a hunt. A hunt for a massive amount of publicity and branding. He wanted everyone to know who he was. He didn’t give a fuck if they liked him or not. He just wanted them to know him.
The people who dug his shit, bought his shit. The people who hated him still knew who he was. He couldn’t lose.
Several recently popular artists have copied his moves as well. He literally opened the doors for rappers to markets they usually wouldn’t get exposure in.
Wayne knew that if he could get enough people talking about him, good or bad, he would become a household name. And he did.
What most people saw was a rapper who was popular. What I saw was a dude who not only was willing to work harder than anyone else, I saw a genius marketer.
Every time he did a song with someone that artists fans now knew Wayne. Each time he dropped a verse on someone’s track he picked up new fans. Repeat this process over 100 times and BOOM you’re the top producer.
When I realized what he was doing I decided to follow the exact same model.
I did webinars, radio shows, blog posts and testimonial videos for everyone I could. Why? Because I knew they would expose me to more people. I was willing to do any and everything I could to grow my fan base.
I saw what work Weezy put in and how it paid off. I knew it would work for me too. And it did. Just like I planned.
Here’s some lessons from Lil Tunechi that you can use in your marketing go plan and really turn it up a notch or 100.
Hustle your ass off for everyone you can: Wayne was on all those tracks and you may think all he did was spot lyrics. Getting the words and recording sounds down takes a lot of hard work.
He was willing to do the work others wouldn’t in order to earn the bucks the others wouldn’t.
Branding pays off when you have a product that sales itself: Weezy knew he could rap better than most. So we he showed up and murdered a track, he knew he would stick out in the mind of the listener.
All he had to do was get in front of the audience and demonstrate his skills. He knew they would buy his shit by default. And he was right.
I’ve always been intrigued by the business side of things. I always look at the why behind what’s working for successful people. I’m weird like that.
While you might think Wayne’s money comes from rapping it really comes from his uncanny ability to market himself.
If you’d like to learn uncanny ways to market yourself fill out the application below and let’s talk about how you can get down like Tunechi.
When you typically think of sales movies you think Boiler Room, Glengarry Glen Ross, Wolf of Wall St etc. The movie Tommy Boy doesn’t usually come to mind. But it should!
The thing about most sales movies is they demonize us sales guys. The salesman never wins and in the above mentioned movies the salesmen go to jail.
But not Tommy Boy. It’s the only sales movie I know of that the sales guy works hard, develops his pitch, delivers an ethical product and wins in the end. There are so many lessons to be learned from this flick.
Think about it. In Wolf Of Wall St Jordan is an insane degenerate that’s high, drunk and promiscuous. Boiler Room ends with all the rich sales guys getting raided and going to prison. Spoiler Alert!
Tommy Boy ends with Tommy saving Callahan auto parts from that evil dick Zilinski. He fails time and time again but learns from every experience and grows personally. I’ve always said “sales is a personal development program with a commission attached to it.”
I know Tommy Boy was intended to be a comedy but I shit you not, I watch it as often as I can to remind me of the struggle and growth potential of the common salesguy.
There are a ton of lessons to be learned from this flick, but what I’ve done is extracted three simple, yet proven, reasons why Tommy succeeded and did so with ethics and exceptional service to his clientele.
Lesson #1: Get a mentor who will tell you like it is.
You may not have thought of Richard as much of a mentor for Tommy, but that’s exactly what he was. He was a dude that worked for Big Tom Callahan and had experience he could share with Tommy.
Tommy knew he couldn’t go at it alone. He grabbed someone with experience to help on his journey. Even though he and Richard didn’t always get along, Richard knew the people and what to say to make deals happen for Tommy.
Richard didn’t sugarcoat shit. He told Tommy exactly how he felt about him and kept him in check. He even had to hit his fat ass with a fucking 2×4 to get the point across, but Richard was willing to do what needed to be done to help Tommy succeed.
Lesson #2: Make sales calls to past clients.
Tommy and Richard didn’t hit the road making in person sales calls to new clients from cold contacts. What they did was hit the road to rekindle relationships with their existing database.
It’s much easier to sell more shit to people who are already happy with the shit you’ve already done and sold to them. It costs a hell of a lot more to acquire a new client. It takes time, money and marketing to get new clients. If you have new shit to sell already happy clients, it’s a lay down close.
Lesson #3: Learn from every “No”.
When they first hit the road, Tommy and Richard are repeatedly told “no”. The average salesman would have given up and said some dumbshit comment like “our product sucks they won’t buy it.” Not Tommy, he kept on and kept on until he closed his first deal.
If you notice, each time Tommy is denied he was not being himself. He was trying to be his father. Once he was told “yes” the first time, he learned from it. He learned to be himself, honest and deliver a killer product to good clients. That’s all it takes to be a true Closer ya’ll.
Truthfully, I could go on and on forever about different lessons we could all stand to learn from Tommy and Richard but I’ll leave you with just three this time.
When you watch the movie you might find yourself laughing your ass off at Tommy’s mistakes but at the same time you see Tommy learning, growing and perfecting his pitch until he became an empower Closer.
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The other day I was on a mountain in Oahu and a friend of mine was talking to me. He was telling me how we are ALL born relentless and as we age society teaches us to relent. All kids are born fearless. They do daredevil shit on the regular. Adults saying ‘I wouldn’t do that” eventually harnesses this freedom of fear.
Think about what that does to us as we grow.
Those of us who have kids say things like “I want my children to have more than I had.” yet we hold them back by giving them the advice to play safe. They grow up trying to play safe instead of the fearlessness God blessed them with.
This shows up later in our lives in multiple areas. We fear earning too much money, we fear what other people might think about us, we listen to losers, and hit upper limits that shouldn’t even be there. From fear of closing or falling short on follow up, it all stems from being told to play safe.
Consider that playing safe is playing small.
The safer you play in life, the smaller you play. Safety places limitations on us which forces us to play small. The more rules and cautions we have in life, the less likely we are to take action. The less action we take, the smaller the reaction. Hence why playing safely is playing small.
There’s not a single person reading this who doesn’t wish they had more. More money, more freedom, more time, more everything. You can’t get more by constricting your playing range to less.
So why do so many people continue to play small?
It’s been my experience that anyone can share a big mac with you in a t shirt and jeans, very few are cut out to eat in a suit at the Ritz. You’re probably reading this thinking “who would take Micky D’s over the Ritz?” but it’s a leveling issue. People feel like they don’t belong or it’s “not their crowd” but all it is is psychological unworthiness.
It’s also easy to be a big fish in a small pond i.e rich guy at McDonald’s vs rich guy in the Ritz, they are two different levels of rich. Few are willing to stretch enough to be the rich guy at the Ritz. Even though that would be what’s best for them, they have the relent mentality strapped to them.
I can speak from personal experience that when you start playing big those around you will make one of two choices only.
Choice number one is that they will level up and ride with you. Fair Warning! Few will make this choice. This is the harder of the two choices. This choice requires growth and stretching beyond normal and playing BIG right beside you. Not too many are cut out for this path.
Choice number two is that they will continue to play small like they are now. This is the easiest of the two choices because people fear the fuck out of change. Especially exponential and rapid change for the better. Most people would simply like to stay where they are vs trying to go to the next level.
Just because those around you continue to play small doesn’t mean you have to. If you are playing BIg you will find new connections attracted to you along with the folks who choose not to play BIG, falling off. It’s like natural selection for a winner.
The key is for you to keep playing harder and better each day. Never sit idle. If you’re the guy with the most in your circle, it’s time to expand your circle. There’s a difference in a leader playing small for ego and a leader playing big but being led.
If you’re letting rules, other’s and dogma hold you back; let go of that shit. It’s your time. The time is right now for YOU to level up and say “I’m playing big no matter who’s with me” you’ll find that when the right leader stands up, the right people follow.
You can’t win BIG playin small. Just saying…
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When you come up, everyone wants to be you. Problem is they believe you’re the shortcut they can gain from. Poachers and scavengers are all around. You gotta protect yo neck son.
I can’t tell you how many times I’ve tagged one of my friends in a post and then the rabid, starving wolves of internet sales hit them up to buy their shit or attend their event. It’s fucking rampant out here.
If you’re like me, you’ve worked your ass off to make the connections you’ve made. Those connections are worth millions of dollars in my case, so I take them very seriously. After all, if other people are out there distracting them and taking their money, there’s less of their attention and money for me. I’m the one who worked to attract them, I think it’s only fair I do what I’ve worked for… to earn their business.
When someone steps in on your territory, as a man, you can get angry. I’ve called people out on social media, the phone and in person. The minute you drop your guard on here, the minute you get punched in the face.
Having badass connections in your database, is like having the hot chick on your arm at the club. Every dude in the joint is waiting for you to drop your guard so they can make their move on her. Unless that chick is 100% loyal, ride or die type, you gotta protect yourself from losing her.
The same parable applies in having the top producing referral partner. Everyone wants their business and most are just waiting for you to fuck up. On one hand this keeps you on your toes, but on the other, you never get a chance to kick back and enjoy the fruits of your labor.
Unless you’re like me and 100% free, you can’t call people out and get shit straight in the public eye. Due to your job, family, the law or whatever, you can find yourself just frustrated as fuck without an outlet to vent.
instead of letting the scavenging bastards rape and pillage your hard earned contact list, why don’t you make your friends list private. All you have to do on facebook is go to your friends list on your profile page and edit privacy.
This makes it impossible for outsiders and even insiders to scavenge your contacts for their own greedy purposes. This doesn’t mean they won’t still take every chance they get to send friend requests to those you tag and who tag you, but hey, it’s a start.
I firmly believe the real money is in the list, Facebook friends are just another list of contacts for you to make offers to. But also a cool list of people you can tell dick jokes with. At least mine are.
Speaking of contacts, my Break Free Academy events connect people who close millions of dollars in business. If you’d like to find out more about it, simply fill out the form below.
It’s hard to focus on what matters when you’re head’s on a swivel. Notice when people shake their head with the “no” gesture, there is no way to keep the eyes focused? That means if you’re shaking your head you’re out of focus.
Why do haters hate?
I’ve never met a hater doing better than me. Even when I was in prison, the lowest point in my life, the only people who hated me where the ones who couldn’t hustle. The ones that weren’t as smart, as sharp, or willing to hustle as hard.
The outside world is the same. The people who talk shit and hate on you, may appear to have “it” going on, but trust me, no one hates one someone below them. It’s not cool to pick on the weak.
Early on in my career I faced the haters. They commented on my posts. They made fun of my videos. The wished failure and harm to me. I fell for their tricks a few times. Each time I fell for it, I learned a new lesson.
As I matured (I use the term loosely) I learned to ignore them. The more I left them in silence, the louder they would get. The more I ignored them, the more they would compete for my attention. #humans
As you grow and make more income in your business, the haters will pop up. They may not full on, frontal attack you like they do me, but they will be there none the less. Behind your back, to your connections, on social media etc… They’re out there. Trust me.
The sooner you adapt to this and get over it, the faster you can move on and continue to grow.
You see, the shaking heads of haters can’t focus. Their head is too busy shaking back and forth to keep their eyes on what matters. Their life is a constant swing from left to right and they can’t stand to witness someone who has their head on straight.
Meanwhile YOU have your shit together and are everything those pieces of shit wish they could be. Especially in your home town. The people closest to you will no doubtably be the first ones to hate on you. Prepare yourself, if it’s not already happening.
The mere fact that people hate on you is a good thing. You should pat yourself on the back for being a badass. There is no hero who doesn’t attract villains and victims. Stay in the hero role and fight your ass off my brother.
Next time someone hates on you, thank them. If they hate on you on social media, you get a chance to demonstrate your diplomatic skills for all of your fans to see. Haters are good for edgerank!
Lastly, don’t be a hater. No matter how hard it may be at times, avoid the urge. Don’t get caught up and distracted. Stay in the fight and stay positive towards everyone you come across. Until they hate on you. Then fuck em.