Latest / Success Story with Scott Clary / Lessons - Move Faster With A Mentor | Ryan Stewman - CEO of Hardcore Closer

Transcript

Lessons - Move Faster With A Mentor | Ryan Stewman - CEO of Hardcore Closer · Success Story with Scott Clary

• 0:00
  The issue with people starting something is that when they actually do deliver value, they're
• 0:15
  still in their head.
• 0:16
  They think that they don't know what they're talking about.
• 0:17
  That imposter syndrome always creeps in, especially with entrepreneurs.
• 0:21
  So what would be the advice you'd give to somebody who's looking at everything you've
• 0:28
  built? They're like, fuck, that would be so cool, but like, I'm not ready yet.
• 0:30
  Or I don't know my industry or my category enough yet, but realistically, they may.
• 0:37
  So how do you know when it's the right time for you to start coaching, start building
• 0:41
  a community saying, I can be a leader of people.
• 0:44
  I can teach somebody how to do this better.
• 0:46
  When is that point when you want to actually take this stuff you learn in your career?
• 0:50
  And then you start turning it into a business?
• 0:52
  Well, first, like I said, I think, you know, if you're going to be a coach, you need to have
• 0:55
  some level of success.
• 0:56
  Obviously, I wasn't teaching, now I'm qualified to teach people how to do a billion in sales
• 1:01
  or a hundred million, build a hundred million dollar company.
• 1:03
  We've done that, right?
• 1:04
  Like, I have the ability to teach that, but in the, in the past, like I said, I started
• 1:09
  out somewhere, right?
• 1:10
  I wasn't having the conversation today, I had a conversation when the guys got $13 billion
• 1:14
  in assets under management, right?
• 1:16
  I wasn't able to have those conversations what I first got.
• 1:18
  So I'm going to have to fucking say, right?
• 1:20
  It's like, wow, you're rich, that have been all I've done pretty much known to say,
• 1:24
  you know?
• 1:25
  And, but the thing is, like, when I got, like I said, I got forced into all of this.
• 1:31
  But if you, let me just tell you two things, because I have this conversation a lot, because
• 1:36
  being a coach is kind of like being called to be a pastor or preacher or police officer or
• 1:42
  a teacher or a nurse.
• 1:44
  It's more of a, it needs to be more of a noble calling, like you would do the shit for
• 1:49
  free before you charge money for it.
• 1:51
  And here's why I say that because when you're coaching people, you got to realize you're
• 1:56
  dealing with problems, they, they hired you to be a problem solver for them.
• 2:00
  So you're going to hear people bitch, you're going to hear people complain, you're going
• 2:03
  to hear people that are struggling, you're going to have people that you tell a clear
• 2:07
  solution that's struggling that would stop their struggle, that are still going to choose
• 2:10
  the struggle despite the fact that you can help them and have helped them and are trying
• 2:14
  to fucking help them, right?
• 2:15
  Like this is, this is just, you have to be able to understand it.
• 2:19
  It's not just show up and get on a call and be like the cool guy and roll out like you
• 2:23
  see in the social media, highlight Reels, it's going to be people crying about divorce,
• 2:27
  people crying about not being paid fair and all it's like, it is not an easy job.
• 2:31
  You become their component, right?
• 2:33
  You become that police officer, that priest, that person that they can trust, right?
• 2:37
  And so if you're called to do it as like a nobility, here's what I would tell you, first you
• 2:45
  need to let somebody coach you, right?
• 2:47
  It doesn't mean you've got to go pay to join a mastermind or you've got to pay or any
• 2:50
  of that shit, but you need to find somebody who's a level up of you.
• 2:54
  Everybody in life needs to have someone poured into them, someone on their level and someone
• 2:58
  they're poured into.
• 2:59
  So before you can pour into somebody, you need to go get somebody poured into you, right?
• 3:03
  Just yet I have two mentors that I pay, one of them I pay $10,000 a month for 90 minutes
• 3:10
  of his time.
• 3:11
  The other one I pay $3,000 a month for 90 minutes of his time, maybe two hours a month
• 3:17
  of his time.
• 3:18
  Regardless, I have two people that I invest, you know, $13,000 a month in just to be able
• 3:23
  to have conversations with and because how am I going to pour into, and one of those guys
• 3:30
  has richer than me.
• 3:31
  The other one's not.
• 3:32
  One of them's a pastor and I pay for the pastor's time because I think that's important.
• 3:36
  One of them's a pastor, so he's leading me with wisdom, core value, spirituality, that
• 3:40
  kind of stuff.
• 3:41
  The other one's a multivillionaire who's teaching me how to exit my software company correctly
• 3:45
  for probably about the same.
• 3:47
  So, you know, but these are people that are pouring into me.
• 3:51
  Yesterday, my pastor and I were on the phone and we're on a Zoom and he gives me this template
• 3:56
  for core value stuff and I'm like, dude, I'm stealing this and he's like, take it.
• 3:59
  I'm like, dude, you just saved me a ton of time like coming up with this.
• 4:03
  You already have it.
• 4:04
  Yeah, I'm using your stuff and I'll put your name at the bottom of it and they can put
• 4:07
  a donation to the church if they want, you know, but so if you're called the coach,
• 4:13
  you'll know.
• 4:14
  But if you say, I think I can go and make a few bucks coaching, man, I wouldn't even
• 4:17
  waste your time because you're going to find the A, you're miserable and the clients are
• 4:22
  going to find that you're miserable because of it, you're going to deal with chargebacks
• 4:25
  and unhappy and it's going to be short live.
• 4:28
  The other thing, that's the first thing I told you I had to, the other thing is suppose
• 4:32
  you are called the coach, but you are a roofer and you're fucking busy, right?
• 4:38
  The wind keeps blowing these damn roofs apart and you're busy as hell and you're like, man,
• 4:42
  I want to coach people but like, how do I do it?
• 4:45
  First of all, have a, have a goal to coach people and what I mean by that is like, maybe
• 4:50
  you say, I'm going to coach people who want to be on my team.
• 4:53
  I'm going to go higher some people, get them to be roofer's with me and I'm going to
• 4:57
  mentor them.
• 4:58
  So you don't have to go out and charge and start a roofing coaching program.
• 5:01
  You can just say, hey, come work with me and I want to mentor and coach you as a part
• 5:05
  of being on my team.
• 5:06
  Then it's a winning situation because now you're coaching people that are making you
• 5:09
  money and it's a success cycle that you create there.
• 5:14
  So I would challenge you to have a back end like if you're an investment banker, it's
• 5:18
  like, okay, so maybe you could do some coaching and consulting with the end goal to get people
• 5:22
  to invest in whatever your projects are that you're raised and money for.
• 5:26
  So don't just think, you don't just have to think coaching on the front end is like,
• 5:31
  you know, where I'm going to make my money.
• 5:33
  You can coach people for free and do deals on the back end and get connections and build
• 5:38
  your own business and everything else.
• 5:39
  So you can think of it that way too.
• 5:42
  You don't have to go start a side.
• 5:43
  I love that.
• 5:44
  And that's a smart way to look at the top because I feel like what you mentioned where
• 5:46
  people jump into it and they don't understand the scope of what coaching is.
• 5:50
  And it leads to really shitty experiences.
• 5:52
  And it leads to negative stigmas from coaches who have like screwed over people or not delivered
• 5:57
  value.
• 5:58
  Like that's not what we're trying to do here.
• 5:59
  We're trying to get people that can actually and it does take a certain kind of person to
• 6:03
  pour into someone else.
• 6:04
  That's a great way of putting it.
• 6:05
  That's not it.
• 6:06
  It's not an easy thing to do, man.
• 6:07
  It takes away.
• 6:08
  It can give you energy, but can also drain your energy.
• 6:10
  So you got to like be prepared for that.
• 6:13
  But the other thing I wanted to I want to go into it just because like it's all over
• 6:18
  your brand.
• 6:19
  It's okay.
• 6:20
  But that's like the one sales lesson because I know that you know, you could talk about
• 6:24
  you could talk about negotiation.
• 6:26
  You could talk about doing discovery.
• 6:27
  You could talk about finding leads closing.
• 6:31
  What's the what's the strategy that you would teach over to somebody that's having trouble?
• 6:35
  Because I think that everybody can figure out the majority of the deal.
• 6:39
  But closing is always the hardest part.
• 6:41
  Actually, I would I would even say there's like two hard parts of closing either get get
• 6:45
  it.
• 6:46
  There's only two things you should ever be able to do if you're a salesperson.
• 6:49
  You get leads or you close, but if you can't do either, you're not going to be a very
• 6:52
  good salesperson.
• 6:53
  But the closing part is very, very fucking hard.
• 6:55
  So what are the strategies tips that you do to bring a deal all the way through?
• 7:00
  You know, it's it's it's funny because when I got started in this, that was all I knew
• 7:05
  with sales.
• 7:06
  I was a salesman for a mortgage company, you know, so I taught hard core closer.
• 7:10
  Closers are what mortgage guys are.
• 7:11
  They close mortgages, right?
• 7:12
  So that's where that came from.
• 7:13
  I'm this prison guy.
• 7:15
  It was a, you know, a closer or mortgages.
• 7:17
  So I'm like hard core closer, right?
• 7:19
  And that was what they called me at the office.
• 7:21
  It was like my nickname.
• 7:22
  So I read shirt in our line, you know, this is 2012, I think, what all that came, but
• 7:27
  that's what they had called me at the car dealership I worked at for a short period of time.
• 7:31
  They, you know, I'd always been that in the mortgage.
• 7:33
  It's like, oh, that's the hard core closure.
• 7:34
  It's just kind of a nickname that stuck and what I know about nickname is if you get
• 7:38
  a cool one, you know, because you can get a shitting one right after that and it sticks,
• 7:42
  you know?
• 7:43
  Now, our core closer, that's me from now on and going to earn them, right?
• 7:46
  So, um, but that was all I knew.
• 7:50
  But now that I've been doing this for so long, I couldn't even tell you the last time I
• 7:53
  actually closed the sale sale, like, like, to Ape, somebody asked me how much level one
• 7:58
  of APEX was the other day and I didn't know if it was $2,500 or $3,000, which is really
• 8:03
  weird because it's A, it's my company.
• 8:05
  But Drew B and Zach that are my sales guys, these guys do, you know, a couple of million
• 8:09
  dollars a month in sales and so I don't have to, you know, at one point, I was a social
• 8:15
  media manager for everything too and I've got Brittany, so I don't, I don't have to do
• 8:19
  that.
• 8:20
  So I say that because I still know a lot about sales, but I'm about to give you all the
• 8:24
  sales training you will ever need to pay for in about five minutes.
• 8:28
  But, but I'm not his hands on with that because is we make a progression from being employed
• 8:34
  to self-employed to the CEO of a company to ultimately selling or, or exiting or owning
• 8:40
  that company in a cash-loan forest, right?
• 8:42
  That's, there's never such thing as retirement, that's, that's what it is, it's an exit,
• 8:46
  not a retirement.
• 8:47
  Retirements when you don't have shit to do and your board of money stops coming in and
• 8:50
  you go crazy and you go start another job, exits where you're onto the next thing, right?
• 8:55
  So for, for me, I'm at the CEO level right now, but as a CEO, I've had to have a different
• 9:02
  sales conversation that I did as a salesperson and I can tell you, sales just breaks down to
• 9:07
  two things only, man, don't give a fuck what Grant or, or Jordan or any of those.
• 9:11
  I'm not shitting on them.
• 9:12
  I'm just saying, I don't have sales training to, to sell you and to stop selling sales
• 9:16
  training because when I figured these two things out and I'm fuck, I'm like, well, I
• 9:19
  can't literally sell that to anybody that's cheating, right?
• 9:22
  So it comes down to two things.
• 9:23
  Number one is empathy and listen, don't go all Gary Vee saying that shit on me.
• 9:27
  I've been saying it longer than him, but here's the things like empathy is, I like
• 9:32
  it.
• 9:33
  I like messing with him because that's his thing, empathy, why it should say every time
• 9:36
  I say that, I feel like I got to make sure that it's different, right?
• 9:39
  So, but empathy just means that you listen.
• 9:42
  So if you're in sales, we are taught that we need to be talkers, you got to have the
• 9:45
  gift of gab, you got to have the blah, blah, blah, it's not true.
• 9:48
  He who speaks the least earns the most.
• 9:51
  If you're in the sales conversation and you use the least amount of words, chances are
• 9:54
  they're going to buy from you because that person's talking to you because they're looking
• 9:57
  for a solution and they want you to know that the problem, they want you to clearly
• 10:01
  understand the problem, so they are articulating it to you.
• 10:05
  So how do you get empathy, to empathy means for you, for them to know that you understand
• 10:10
  their problem.
• 10:11
  So you get empathy by listening, you get to listen by what asking questions.
• 10:15
  So that's the key, talk less and ask questions because like you could call me as a loan officer
• 10:21
  and I know the second that you get on the phone, the premise you need leads for realtors,
• 10:25
  that's what the fuck you called me for, right?
• 10:27
  But I can't just go, well you need to buy my product because I already know your problem,
• 10:30
  I got to let you tell me that it all started in the fifth grade when Jenny kissed you
• 10:34
  and then ran off and kissed another boy right after and it ruined the way that you thought
• 10:37
  of life.
• 10:38
  And like I got to hear your whole life story so that you know I understand, everybody
• 10:42
  thinks we're unique, we're not, we're all the same.
• 10:44
  We just have a different story to arrive at the same place, right?
• 10:47
  And so but you got to hear that story so they think, right?
• 10:49
  That's how you create empathy.
• 10:51
  Once they understand, you understand all your missing confidence and confidence works
• 10:58
  like this product knowledge.
• 11:00
  If you know your product inside and out and you are confident that it can solve their
• 11:05
  problem because they know that you listen to them.
• 11:07
  When you pair empathy and confidence together, we can't help but buy from you because you
• 11:13
  know their problem and you are 100% confident that you can solve it for them only a fool
• 11:17
  wouldn't want to move forward at that point.
• 11:20
  But so many people never get to that because they're too busy talking instead of listening
• 11:24
  to where the customer feels, see we live in the field's economy, my fuckers need to feel
• 11:28
  like they're listening to.
• 11:29
  They need to feel like somebody cares about them because everybody's swiping on social
• 11:33
  media, everybody's talking over everybody, everybody's interrupting people and trolling each
• 11:37
  other on the internet and shit like that.
• 11:39
  So when you actually have the benefit of having a physical human conversation with somebody
• 11:43
  whether on the phone or FaceTime or in person, the whole empathy confidence thing just
• 11:49
  changes it.
• 11:50
  You know what I mean?
• 11:51
  It's like, hey, this person's listening to you.
• 11:52
  I love it, dude.
• 11:53
  That should be funny.
• 11:54
  Nobody listens to you.
• 11:55
  That's damn good advice.
• 11:56
  It's so simple.