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
Unless you are hiding under a rock, you know the biggest buzzword in marketing right now, is “funnel.” I firmly believe half the people using the word don’t even know what it means. I shit you not, 99% of the answers I see on threads in forums contain the word “funnel”
People say shit like “you need to fix your funnel” or “you gotta get a converting funnel” on a lot of the ads I see on facebook too. OH THE IRONY!!! People creating a funnel to teach people how to create a funnel…
…I’ve been in a half dozen “funnel” training programs or so over the last few years. ALL of them were just experts breaking down how they ran the ad that got me in the funnel and to pay them to teach me how they got me in the funnel and to pay them…. [sic]
In the end, I felt ripped off. It was almost like going to a magic show and the magician showing you how he did the trick, while making you feel like a dumbshit for falling for it in the first place.
After spending tens of thousands of dollars on “information” I just decided to take action, start creating my own stuff and seeing what worked. The funnels that worked, I used. The ones that didn’t work, I shut them down. This allowed me to do some pretty heavy research on what works and what doesn’t.
Now, I’m not an idiot, I know that different markets have different buying habits. I can only speak for what has worked [successfully] for me. To be clear I sell a very high end consulting service on a monthly retainer, like you would pay a lawyer or other trusted adviser. Also know that I am the highest paid (as far as I know) consultant in my field.
I say this to let you know that my funnel is not converting $7 tripwires with core offers. I cut the shit, get straight to the point and go for the big ticket up front. Shoppers don’t walk into Louis Vuitton and ask for Coach prices. They know LV is the best and willing to pay for it. My prospects feel the same way about me - worth the premium.
Over the last three years, I’ve created fancy, elaborate, funnels that failed and simple funnels that killed it. I’ve also done the opposite. But for every fancy funnel that failed, I have 10 simple ones that killed it.
Today, you’re about to learn how to knock off my simple funnel, and why this simple funnel is SO POWERFUL.
First off, allow me to explain what a funnel is and what purpose it serves for your business.
A funnel is internet marketer slang for a series of web pages that attract clients and eliminate window shoppers.
The idea is take in massive amounts of client info, in the form of opting in via name, email and or phone numbers, and turn as much of those leads containing the info, into paying customers. The funnel allows you to reach people far and wide, then sift them down, getting rid of tire kickers and rewarding people who become paying clients.
In order to knock off my funnel you will need the following:
As I promised, this funnel is super simple to duplicate and can be done in 4 easy steps. Now that you got your accounts all set up with the above mentioned vendors (not my affiliate links) we can get you started.
Step 1 - Create A sales Video
It’s no secret, that video is the best media to make a sale with. Since it’s inception, video has ruled people’s buying habits. Why else would it be so damned expensive to advertise on TV? Ad execs understand the power of video. Until recently only the commercial and hollywood types could create videos and get them out to the masses. Thanks to youtube and facebook, that shit has changed.
The ability to upload your own videos to the internet and then share them on social media leveled the playing field between fortune 500 companies and local business owners. The best part, social media video views get counted, TV views get averaged.
Video is a big deal in sales for a few reasons. The most important being AUTHORITY. Think about this; since you were a tiny baby, your parents probably sat you in front of a TV and told you who ever was on was important to you and or them.
From relying on the TV for your news and information, to watching TV characters becoming our heroes the people on video have always played an important role in influencing our lives.
Another thing you should consider; if public speaking is the #1 most common fear in people, video falls in that category. Most people are less afraid of sharks than they are getting on video. Even the pros who come to my events hate the video part. It’s tough to watch ourselves do stuff on video. Those of us who overcome the fear and get on camera, will lead the way of buying influence in the future.
My video criteria is pretty simple. They are always less than 5 minutes and follow a simple pattern. As a guy who has over 500k views on youtube and over 1 million on facebook, I think it’s safe to say I got this video process down.
Here’s the pattern - 15 second reframed into, 2-4 mins of killer content, strong call to action, pattern interrupt at the end. You can see EXACTLY what I’m talking about here on this Youtube Video
As you can see from that video, I just use the selfie stick and imovie to record the video and edit it. I made the intro and outro myself on my laptop. You can get similar shit done over at fiverr for $5-10 each.
Step 2 - Upload Your Sales Video To Your Facebook Biz page
What good is a killer video if no one sees it? Even if you don’t have a single fan on facebook, you don’t have to panic. When I get to step three I will explain exactly how I get my videos seen by thousands in a matter of hours.
After you’ve edited your video and added all your cool effects from imovie, you need to host the video in a spot you can send people to, relatively easy.
It’s also important to know that I’m not talking about posting a link to your video on your fanpage. I’m talking specifically about uploading the raw video file directly into facebook. Here is an example in case you are not familiar EXAMPLE
Facebook is aiming and gunning for youtube, and in the process, they are rewarding the shit out of us who are brave enough to get on video and allow facebook to distribute it.
You are more than welcome to upload the video to your personal page too. This process works for personal and fan pages but I prefer fan pages for the ability to run ads to the video (gonna be important to you in a minute)
Once you upload the video, the next step is to write the copy you plan on putting in the post to go along with it. At the end of that copy is where you want to drop the link to your wufoo form so you can get their information and store it and harass them on a later date.
It’s my belief and experience that you are using this process to make a series of small sales leading to a bigger sale, as opposed to the process of making just one big sell overall.
Let me explain -The copy you put in the post should sell the viewer into watching the video. The video should sell the viewer into clicking the wufoo link. The wufoo link should sell them on an appointment with you.
It’s after you have made the first few small sales on influence, you can gain familiarity with the prospect which makes it easier to close the final sale on the phone or via chat.
*There’s nothing wrong with uploading the video to youtube with the same copy and link. Might as well take advantage of the ease of duality.
Step 3 - Run Traffic to That Shit
You can sit around all day playing on facebook, hoping the right person will see your post or comment, or you can pay for facebook ads and go do whatever the fuck you want, and let facebook work for you.
I prefer paying for labor instead of doing it.
After I have my video uploaded to my fan page, I go over to the facebook ads manager and I run a promoted page post campaign. This allows my ads to get reach for me instead of me manually having to post my link or message it to prospects.
Paying facebook to do my dirty work also allows me to pick the most willing victims who will wholeheartedly take me up on my irresistible offers.
The reason I do a promoted page post is simple – it’s easy. I don’t have to spend hours creating all these fancy webpages, finding the right prospects or any of that. I just simply pick who I think would most like to see my stuff, from the targeting selection and roll.
On average I spend$100 a day on facebook ads when I have an active campaign going.
Remind you, I only need 8-12 clients a month. I’m not taking on massive amounts of sales at $97. My average ticket is $7500. Yes, $7500 average, from a shitty, homemade funnel that takes no web skills to make.
You can use the power editor and even youtube ads to run traffic too. I traditionally use them as well, but my main bread and butter comes from this simple facebook traffic method. I wake up, turn the ad on, collect the leads, call the leads and close them. BOOM!
Step 4 - Contact and CLOSE The Leads
You may think this is fucking pointless for me to say, but I’m gonna say it anyway. Leads aren’t any good if you don’t contact them and give them the opportunity to turn into clients.
I’m not even kidding you, most people are afraid of leads. Well, it’s actually worse than that; Most people are afraid of success.
Us self loathing salesmen will talk ourselves out of a sale faster than we can talk a prospect into a client. 99% of you reading this would be 10 Xs richer if you weren’t so damned hard on yourself. *Rant over*
Once you get the client on the phone, email or text, you still have to close them. If you’re video has done it’s job, they are already somewhat pre-closed. Remember, they are communicating with you because they showed interest.
At this point it’s also important to understand that they have invested a significant amount of time in getting to know you. They saw your ad, watched your video, filled out your form and arrived on schedule.
That’s a smoking hot lead my man!
You’ll never close them if you don’t contact them though. Some folks say call within the first 3 mins. I say nobody likes to be called. I prefer to text them and set up a time from there. In most cases my prospects can be closed via text and a phone call doesn’t take place until they pay.
As I said at the very beginning, it doesn’t take all sorts of fancy shit to make a good funnel. What it DOES take is you being good at what you do, knowledgable about your product and firm on your call to action. Cover those main bases and you should be good. If you got a problem from there, it’s either you or your targeted traffic. For this reason test, test, test.
If you’d like my help creating this funnel alongside of you, all you have to do is fill out the form below. I’ll be helping 8 people, next month, at my house, for three days, in down town Dallas Texas. If you’d like to be one of those 8 people, it starts with filling out the application.
I’ve got good news for all the ladies out there: chivalry is not dead! It may have been on life support in the last decade or so, but one man, named James Michael Sama, is on a mission to resurrect the art of being a gentleman.
That mission is highly successful so far. With over 1 million blog readers, and nearly 100,000 facebook fans, the message is getting out. And women are playing a large part in helping James spread his message.
One of the main reasons many men don’t act like gentlemen, is because it takes work to be chivalrous. Open doors, buying flowers and all the other stuff you should be doing for the special lady in your life, takes effort. Many dudes just don’t make the effort.
Why is making the effort worth it?
You’ve heard the saying “a happy wife is a happy life” or “if mamma ain’t happy, no one’s happy” right? You also know that if you aren’t keeping your woman happy, she will insure that you too share her misery. Trust me, none of us want that.
It’s also worth the effort because who wants to have an average relationship? That shit is boring. If you go out of your way to make her happy, chances are, she will go out of her way to please you to. You can’t lose.
Dating is a lot like anything else in life; you get out of it what you put into it. If you want to have an average life, do average shit. If you go above and beyond, your life and relationship will reflect the extra effort.
On this episode I was lucky enough to get one of my bribes to work on James Michael Sama.
Truth be told, I’ve been reading his shit for quite a while. Apparently so have millions of other guys and gals. The content he puts out consistently pushes the message of common sense, when it comes to being a good dude.
James is what we call a ‘”Triple Threat” he’s young, good looking and he’s a charmer. I’m sure the dude has full time security hired just to keep the groupies at bay.
James and I talk sales, internet marketing, women and how to be a good dude all in less than 45 mins. If you have a pair of balls between your legs, you don’t want to miss this episode.
Ever find yourself in a deep situation with someone, only to find out they are not who they claim to be? Sure you have. We all have at one point or another. It pisses us off, breaks our hearts and even causes damage to our egos. It sucks.
So you gotta ask yourself:What makes someone act fake?
Each person obviously has their own ulterior motives for doing what they do, but I’m going to break some of the shit people do, down to a psychological standpoint, so you can at least understand the ‘why’ behind people’s actions.
You see, when people think they spot someone they can bullshit, they will usually jump on the opportunity. We see people on facebook and other social media sites acting like they have perfect lives. Meanwhile, if we know them personally, we might know they have more problems than we can count.
We live in a society where we are too proud to ask for help. We tell our family and friends that “life’s good” just to avoid sharing our hardships and asking for help. The human ego is a helluva thing.
I read once, that 80 something percent of all bankruptcy cases could have been avoided if the petitioner would have just asked their friends, family or boss for a little help.
People are ashamed of their shortcomings. Because of this, people don’t like to talk about the bad parts in life. It’s been my experience, that life has a lot more downs than ups. Challenges lie around every corner. Yet most people only talk about the ‘ups’ publicly.
This causes people to build a “shell story”. A shell story is the story they tell themselves and others knowing it’s not the real story. In most cases they play the hero or victim in their story. Others either cheer them on or congratulate them.
In order to have heroes and victims, we’ve got to have a villain. How come no one admits to playing the villain role publicly? We all do villainous acts. It’s human nature. Lying, pushing the rules and all the other ‘villainous’ things we must do to survive.
Some people have told their shell story so many times, they actually believe it. The more you tell a story over and over. The more it changes and the more it becomes real. Think of how fast fake news gets spread on social media. People believe the story after so many shares.
The problem with a story, is that you have to remember all the parts. Fake people are the director of their own stories. If they don’t memorize their screenplay, they get caught up and challenged.
The problem with fake people, is that no one verifies or calls them out. We humans tend to avoid conflict and will talk behind someone’s back (more fakeness) before we confront them in person. Not me! But most people.
Fake people avoid real people because they don’t want to get called out. If you are real, have nothing to hide and act accordingly, the fake people will have nothing to hold on you.
If two fake people meet and swap stories, yet both know the story is bullshit, yet both pretend to go along with it, that’s some fake ass shit.
To get rid of fake people in your life, call them out. Also you gotta look at your story and throw the bullshit parts of it away. If you’re fake, the fake will come to you. Like attracts like. Same thing works if you’re real, real people come to you.
I made this video where I go into more detail about how to avoid fake people. This means avoiding fake friends, mates, clients, bosses, employees and every other type of relationship you can have.
In this episode I cover what I consider to be the 10 most important rules of selling. I not only give you the list, I also cover why each rule is so important and how you can implement the rule to up your closing ratio.
Most of my podcasts are 30 mins long, this one lasts an hour.
The 10 Most Important Rules of the Sales Game
1: Don’t talk too much
2: Learn the right questions [what made you decide to reach out? what's next?]
3: Find the root issue
4: Solve a real problem
5: Know your prospects needs [empathy]
6: Know your customer [perfect customer]
7: Know who you CAN’T help
8: Set expectations
9: Ask for referrals
10: Deliver what the fuck you said you were going to deliver
It’s easy for the consumer to sit back and complain about real estate agents and how they cost so much money, are lazy and all the usual go-to complaints they have.
While some of these complaints may have validity, it’s mostly the agents who should complain about the dumb moves consumers do to them.
In the 10 years I’ve been involved with the real estate community, I’ve seen some buyers and sellers do some boneheaded stuff. On the flip side, due to the professionalism in our industry, I rarely see agents complain about clients.
Well guess what? I’m going to enjoy the pleasure of complaining for you! Allow me to say the things you’d rather not. It’s kinda my thing to stir the pot a little.
Here’s my list of the TOP 5 things clients do to piss real estate agents off:
1: When a prospect doesn’t tell you they already have an agent until it’s too late
It’s Saturday morning and the phone rings. John Smith is on Zillow, looking for properties to buy and he saw the one you have listed. He’s calling you to get the details of the listing.
As any good agent would, you answer the phone and answer his questions. He goes on to tell you that he’s been looking for homes online for about 30 days now and is looking to buy a home soon.
You offer to meet him at the listing for a private showing. He agrees and sets a time with you for the walk through but when he arrives things change. After you show him the home, you tell him about the importance of buyer representation and how it works.
At that time he goes on to tell you he already signed one with ‘his’ agent but didn’t want to bother his agent on a Saturday…
…many of us have had this atrocity enacted on us. It sucks!
2: When sellers turn down perfect offers
You fought like a champ to get the Jones to list their home with you. They are way proud of their home and you told them their asking price was high, but you took the listing in “hopes” of selling it close to their price.
Flash forward and the home has been on the market for 60 days. You’ve suggested a price reduction but they ain’t trying to hear it. One Wednesday after work, you get an offer submitted to you via email.
The offer is full asking price with sellers paying title, warranty and a $500 warranty contract. You’re stoked! Finally, you got a decent offer that you can work with. You’re excited to take it to the sellers.
The sellers don’t see it that way. They see it as a few thousand dollars less than they were expecting to net. You go on to tell them about cost of staying in the home another month or two, that a couple grand is no big deal in the real estate world and every other trick you can pull out of your book
Their response: We’ll just wait until someone wants to buy our home for what we think it’s worth.
3: When you get an impatient signcaller
It’s 7pm on a Tuesday and your phone rings. Mike wants to know the details about 1212 Main St and you fill him in on the details.
He decides he likes what he hears and wants to take a look at the inside of the house. NOW!!! He tells you he’s out front of the home and can wait 5-10 mins there for you to meet him.
Meanwhile, you’re on the other side of town, sitting down to dinner with your family talking about the day’s events. You reluctantly decide to agree and to drive over and show him the property.
When you arrive he’s no longer there. You call and say “hey Mike it’s me are you ready to see the home?’ he then goes on to reply “I got tired of waiting and decided to go home. I’ll call you back tomorrow and we can look at it then.”
Some people are just evil…
4: When clients charge up credit cards before closing on a home purchase
It’s that time of the contract -Closing Day! You’re excited, the buyers are excited, the sellers are excited, hell, everyone is excited.
Unbeknownst to you, your buyers were a little too excited a few days ago. They went out and got credit lines for about $10,000 in new furniture for their sweet new pad. They never mentioned it to you and it never came up. Same thing for their LO.
About an hour before the closing, you get a call from your favorite loan officer. He tells you that underwriting did their last minute due diligence and the clients have an extra $10,000 in debt they didn’t have a week ago. This throws the whole transaction off and stalls or even cancels the closing.
Maybe that furniture will look good in storage or in the back of a U-Haul…
5: Misleading pictures on MLS
The Johnsons call you. They are excited as can be. They were up last night and found a new listing with the sized backyard they have been looking for. They want to see it today and if all goes accordingly, make a full price offer tonight.
You call the listing agent and ask if there is anything you need to know about the property. She tells you it’s in great shape and your buyers will love it.
You meet the Johnsons at the property. Everyone pulls up out front and they are excited to see the big backyard where their kids and dogs will spend their future years playing together.
When the back door opens and they see the yard, it’s 1/2 the size it looked in the MLS pictures. Matter of fact, it’s apparent the listing agent used a wide angle lens to make the yard appear bigger than it is.
The Johnsons are upset and you wasted time on an optical illusion…
Any agent with time under their belt has been in one or more of these instances. They always make for good lessons learned. They also teach wise agents to ask the right questions up front.
I’m sure I could make this list go all the way up to a million but I think these 5 are big enough to make the impact I was trying to make. Share this on social media to help bring consumer awareness. Maybe we can cut down on some of these frustrating issues.
In the meantime, if you should run into any of these instances in the future, take a deep breath and remember to Keep Calm You’re An Agent.
Let’s face the facts. You’re gonna pay the price in one way or another when it comes to those new year resolutions you just made a few weeks ago. One way or another, you are gonna pay for what you resolved to do.
Allow me to walk you through the cost of making and breaking a new year’s resolution. I’m not talking monetary costs this time. Even though, we will both agree there is a monetary cost involved in what I’m about to elaborate on.
Let’s say you made the resolution to workout and lose weight this year. Most likely you made some bland resolution in your head that you didn’t even write down. You probably said “I’ll exercise more this year.” or some general statement similar to it.
Whether in writing or not, you have just psychologically made a pact with yourself to exercise more. You may not think of it this way but your subconscious and your brain just made an agreement to take action together.
The subconscious knows how this works. So to protect itself, it won’t let you make a promise to your brain that you can’t easily back out of if you want or need to. That’s why so many people use bland, general resolutions instead of specific, factual resolutions which are written down.
Like any other new partnership, the brain and the subconscious work together to take action. The first few days or even weeks you exercise 4 times a week. The brain and subconscious feel good about their new found relationship.
Then one day you are tired. You may have worked late, had too long of a happy hour or whatever, the bottom line is you’re too tired that week to hit the gym 4 days so you hit it only twice.
Your brain gives some sort of BS excuse to your sub as to why it only made it twice this week. You say something like this to yourself “I was tired this week. I worked hard. At least I made it twice, maybe two times is enough.”
Because we do not like to struggle internally, aka schizophrenia, our brain and our sub will come to an agreement and settle on “two days a week is good”
You just cut your time in the gym in half. This gives you less aerobic euphoria and allows you to eat a few extra items each week to fill the void. Your brain is getting pissed that your sub is letting this happen but it’s forced to agree and deal with it.
One week, you’ve had enough. You’re tired of being sore, you’re hungry, you got work to do or some lame shit you come up with, and you quit. You just don’t go to the gym that week.
The next week comes around and you do the same. The further from the last time you went to the gym, the easier it is to ignore it and act like it didn’t happen.
Your brain tries to convince the sub “Hey man, we said we were gonna exercise more in 2015, we did. We worked out 21 times in 2015, we worked out 12 times in 2014 and the year is not over yet.” they have no choice but to come to an agreement and let you quit.
Now, the pact has been broken. The sub and the brain both know this. One or the other may be convinced that the quit was warranted but the other one knows it is out of sloth and greed that you quit. This causes self resent.
Self resent is no joke. Without the good feeling from the gym, your body will look for other rewards, like food for example. With self resent, your sub allows your brain to make poor decisions which could hurt your body long term. This is the subs way of showing anger to the brain for allowing the quit.
This could translate over into any area of your life you made resolutions in. Work, home, finance or and everything else you could come up with. To keep it congruent here, we will stick with exercise as the example.
Now, let’s talk about the opposite end of this spectrum. I told you in the first paragraph that you’re gonna pay one way or another. In the example above, you pay by self resent. In this example you will pay in mind control.
Let’s say you keep that resolution. It’s June, and you’ve hit the gym every week at least 4 times a week no matter what. Your sub and brain are in 100% harmony and all cylinders are firing.
Not to mention, the fact that your body has changed shape and you look and feel much better. Externally, everything is falling into place.
Your brain will fight you to stay comfortable. At first, you had to really work hard to get the sub to win and keep you in the gym, but after time, you’ve managed to create a winning strategy that you implement each day.
Each day, when it is time to go exercise, the brain comes up with a reason not to go. Every time you’ve ignored that reason, you overcome the brain. The brain doesn’t get offended it has no choice but to agree.
Each time you win and end up exercising, the brain is learning to be compliant to your needs. This allows you to control the brain in other areas. Basically I’m saying you are achieving self mind control.
However, let’s talk about the sacrifices. In order to spend time exercising, you must take time away from some activity you used to do to fill that time. The time doesn’t go away, it’s still there. You just have a different occupance in that time.
Your body is sore, you stay hungry and you stay tired. But on the flip side, you’re putting in your time, escaping self resent, mastering self mind control, and keeping your body healthy.
Both of these paths have costs associated with them. Obviously the costs of the second example are worth the ROI. The costs on the first example could be as bad as an early death and daily resent for who you are.
We take little things like new year resolutions lightly, but we don’t usually think of the real ramifications and harm done when they are not followed through on.
In this example, I told you about only one year. Imagine the damage or advantage you would get from these examples year after year.
My advice on new year resolutions is to call them goals, write them down in a very specific manner you can follow, and then follow what you write to a T. This makes the agreement between the sub and brain undeniable.
Before you make any goals or resolutions, consider the damage of not accomplishing what you set out to accomplish. Think of the worst case scenario and use that as momentum and the excuse NOT to quit.
I grew up on a farm in Texas. When I was young, I would go fishing almost every day. I pretty much used the same bait in the same pond all the time. I’m not one to eat fish, so I would always catch and release.
Often times, it seems like I would catch the same fish, over and over. It makes sense. The same dumb fish keeps falling for the same bait again and again. Or, maybe it wasn’t the fish that was dumb and maybe it was the fisherman who was dumb.
Think about it. This fish obviously loved the bait I used. He probably knew I was going to throw him back, after the first few times I caught him. He probably also knew I was coming back almost every day with more. Come to think about it, this fish was probably a she more than a he lol.
Due to the fish wanting to be fed he was willing to take a hook to the mouth. Well, I shouldn’t be so quick to speak. For all I know the fish is into weird sexual shit with other fish that involved hooks and being drug by the lip. Could have been win win for him IDK.
The lesson to be learned from this story is this:
It was insane of me to keep going to the same pond, at the same time, with the same bait and expecting to catch different fish. I was not only a creature of habit, I had created a habit for another creature.
Flash forward 28 years and I’m on facebook today noticing a trend. For the last year I’ve noticed the same people liking my posts over and over. I’ve got 5,000+ friends but the same 50 or so like and comment on almost all my statuses. Every now and then, I get one to hit 200+ but usually it’s the same 50 suspects.
Now don’t get me wrong. I’m very appreciative for these 50 people. I’ve worked hard for the last few years to develop the relationship I have with them. But, out of 5,000 friends, that’s only 1% of the people I’m connected to. What about the other 99?
One thing is for sure, I’m an elitist. I like to hang only with the 1%, so it makes sense that only 1% of my connections interact. At the same time though, I DO want to connect and get to know the others.
I read an article that said the human mind can only logically maintain 47 friends. This article explained that any more than 47 relationships and we will self destruct the ones we don’t need in order to regress back to 47. It’s an upper level issue in everyone’s mind.
Facebook’s edgerank system knows this “rule of 47″ and keeps your connections at bay accordingly. Even if you get 500 likes on your posts, you will only see about 47 different stories in your news feed. I call this “the familiarity process”
The Familiarity Process is facebook forcing you to only interact with the same 47 people/pages. You have to really work outside of these connections and as you do, facebook will replace the old with the new.
Now back to that fishing story…
The other day I was scrolling my newsfeed and seeing the same people over and over. It reminded me of catching that same fish over and over. I see many of the same people, going to the same events or buying/promoting shit from the same sources.
I thought to myself “Ryan, what’s the next thing to get on and expand your audience?” and it hit me! The ONLY way I’m going to expand my audience is to go fishing outside the proverbial pond I keep fishing in.
If the same people who are potentially buying my shit are buying all the other people’s shit, aren’t we just recycling shit? If they are buying the same shit I am, shouldn’t I sell new people my shit? Facebook’s newsfeed gives the appearance of a small pond, but it’s really only a bay in the ocean.
This doesn’t mean I’m leaving facebook. What it does mean is that I’m shying away from the news feed. If the newsfeed will only supply me with roughly 47 people, I’m going to spend my time in groups which contain thousands of people.
Facebook group posts are the new newsfeed!
Think about it, if I keep going to the same pond [newsfeed] with the same bait [offer] then I have no warrant to complain about catching the same fish [prospects]. It’s my job to move to a new pond and expand my sales angling.
Even in the real world you can find yourself going to the same events, with the same people and yielding the same results. We find ourselves encompassed in our own little ponds.
As the new year approaches and you are looking to grow your business, I encourage you to search for a new pond. Especially if you have mastered the fish in the pond you currently fish. If you’d like my help finding new fish, I can show you to a new pond and the right bait as well.
Fill out the form below to get more info on how I can help you broaden your fishing [marketing] perspective.
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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