Ask Us Anything - CIFC Episode 143
Matt Ryder, a former special forces sniper turned sales coach, joins Pat and Trap to answer listener questions about sales strategies, online education, and daily routines. They cover what works in sales right now and what doesn't, with Ryder drawing on his sniper background to explain how precision applies to closing deals.
All right.
All right. Hey, guys. Welcome back to an episode of Coffee Is for Closers. We're definitely not wearing the exact.
Yeah, it's definitely not immediately after filming the other episode.
It's not.
It's definitely not.
But, you know, we haven't. What's your New Year's resolution? We haven't talked about that.
I'm gonna drink more whiskey.
Okay.
And eat more red meat. How's that going so far? I've. I've eaten meat. I haven't drunk any whiskey. I mean, I don't drink a lot anyway.
I mean.
But I just. I'm gonna drink more of it.
That's good.
Only good stuff.
Yeah.
That's how I realized I was an adult during the year. I got rid of all of my not really good whiskey. If it wasn't really good, I was like, I don't want this. Give it away to people.
Yeah, that's all I've got, too.
Yep. Yeah.
Mine is to be more selfish and eat more chocolate.
Yeah. Yeah.
Grubby little kids have not touched my chocolate stash.
Yes.
Put it up high.
That's the trick. Yeah. Put it up high, idiot.
Yeah.
Grow up.
Yeah.
Taller than you.
Ex Special Forces sniper turned entrepreneur, I've scaled numerous businesses to eight figures. My name is Matt Ryder. This is my podcast, and I'm telling you to put that coffee down.
Hey, you put up a post doing me a podcast today. Going to be answering questions in a new Ask Me Anything segment. Drop your questions in the comments.
People have.
Fantastic.
First question. Where do you see the online education slash high ticket space heading in 2023? That's from Connor Healey.
I mean, who cares?
It's not like this whole business revolves around it.
Well, I mean, I'm. I'm actively trying to change that.
Okay.
Because I don't see it going well.
Really?
I'm not gonna lie. What I see for 2023 is the opposite of what happened in 2020. Okay, so 2020, there was like this, like, Covid. I don't know. Covid.
I'm aware of it.
Okay.
Yeah.
So it's a little sniffles.
People got real upset about it.
Right.
And so. And then Donald Trump came in and saved us all. Let us know what you think of the comments about. I was at a family thing a while ago, and everyone's kind of having a nice chat, and I was like, no, I don't want to stir the pot, but Donald Trump was the greatest president ever. To live and go and just run.
Away.
Because my dad's like, full left ear. So it was fucking great. Everyone knew I was joking.
Thankfully, they.
They ignored my request for conflict, but.
It just simmered the stress in the.
Room a little bit.
But yeah, so like, so there was this huge, like, boom. And it was like, apparently everyone decided to be a coach.
Right, and.
And like myself included, right, so online education, everyone was working from home and like, it just, it was timed perfectly. And I will say, like, I was extraordinarily. It was serendipitous. And lucky for me, I got out of gyms.
Right.
Oh, yeah, right at the right time.
Yeah.
The year leading up, I got out of gyms and developed an online coaching sales kind of business in that year. So by the time Covid hit, I was actually prepared. I had gotten rid of the shit stuff and I was actually in the perfect spot for everything to grow. And I don't do new content.
And you were in Perth, so you were prepping for lockdown. You were already doing nothing. You were already in a place there was nothing to do, nothing to see here.
Right.
So, yeah, so it was very well primed for it. But what happened there was this was like everyone was now a coach. And so what, what's happened now? There's been like all this change of, of regulation and massive changes in Facebook advertising and all these different iOS updates, you know, and I'm thinking, like, it's only going to get harder, especially on Apple devices now. It's going to be like they're going to lock down because I think Apple's just going to create their own social media. And you reckon they'll do something like that, right? Yeah, it just doesn't. Why would they make it so hard to do business with them? Yeah, you know, they're taking 30% of all revenue from every app. Like, it's insane, you know, so, so anyway, so like now it's just getting harder and harder and harder and harder. And like the organic stuff, although it still works, it's like you've got to put a lot of paid resources behind organic, like, content. Content's not free. Like somebody has to produce it, do it, or you do it all yourself and you got no time to service your clients.
Right? Yeah.
So there's going to be a consolidation and you already see it like, as advertising costs get more expensive. Like seventh level, which is one of the big boys. Like, we. Seventh level is like the biggest sales coaching organization, you know, or at least one of the top couple. And we eat everyone in ads. Like, we just destroy and like our ads Just keep getting cheaper because, like, we're just eating competition and taking and taking and taking and taking it because, like, we do so much content, like we're being rewarded for it, you know. So what that's doing is it's stopping other people from being able to play in the sandbox. So, like, you're just seeing this consolidation. Like the big boys would just eat everything. Whereas, like, what happened in 20 is the big boys got hurt really badly because they'd gotten lazy and complacent, really. And then all these other people came in and just kind of grabbed segments of their market. And now some of those people are now the bigger ones and they're going to ascend up. So I feel like, not that you should just give up or anything like that, but I feel like it'll just be a lot harder if you're smaller.
Okay.
So people who will be successful, though, you probably, like, are people who have true organic reach content. Yeah. So, like, you've already developed an audience. Like, you need to have an audience that you can for sure pitch to rather than thinking you're just gonna like, have a lookalike audience of them and advertise out into the.
Yeah, it's not gonna work. And like the big boys, like cardio and all them, like, they, they, they organized with Facebook and we're like, stop allowing people to target our audiences, which is fair enough. Cardone's the biggest, I think. I'm fairly sure he's the biggest spender on all of Facebook.
Oh, really? Wow.
Yeah, so like, he was like, well, I'll just stop spending if you're going to allow everyone to just target my. Yeah, so that's kind of what I see. And I think, like, I think it's for the best, to be honest, because, like, I think what's happened is like, a lot of people who are really undercooked in their ability to actually teach and educate. Are educating and teaching.
Yeah, for sure.
You know, so like, I think the people who are too lazy to do content, like, you already see it, like they're already monetizing reels on Facebook.
Right.
So, like, Facebook is actively trying to get people like me and you to post reels. It probably should. Right. Because they're paying you money for it. They'll just pay you money all the time. So. And then from there, like, you know, YouTube and like having just a nice diversified platform range where you're delivering high value content, I think is just getting more and more important. And so people who aren't doing that, which is an awful lot are just going to get eaten.
Yeah.
The Facebook reels thing is interesting. It's like they haven't. They still haven't figured that out. It's not. It's not good. The user experience is not good. And I've been posting, like cross posting, just allowing my Instagram reels when possible to go to Facebook as well. But you don't get access to like the comments and stuff. You don't get notifications of comments like that. It's still a very clunky system.
It's not sense. Because they want Instagram.
Yeah.
You should be like, so. So if someone likes it, like, it comes up in my notifications. Yeah, you gotta like.
But.
But then I have to actually open the reel and check the comments to. To see the comments. There's no notification that the comments came in. Yeah, like just an odd clunky sort of thing. You'd think they'd have that dialed in.
The worst feature they've made is now you can do these fucking giant Facebook groups in Messenger.
Oh, yeah.
Oh, no. I've seen that.
Yeah.
You can get me out of this.
Yeah.
In a Facebook group you can start a Messenger thing and some giant messenger thread.
Yeah.
And also the ad. Everyone was fucking terrible.
Yeah.
I used that one time with great success. I think that, that, like, I think that was good as a feature that, like, you kept in your pocket for when you really needed.
You know what I mean?
Did you do it for your promo?
I know I did it for. Not for a promo. I did it for like a survey that a dog training was running. And I was like, hey, we need responses to this survey. So it was the only time I ever used at everyone in my own group.
The reason why I don't mind it as much is because it's a really good reminder to leave groups that I want to be in.
Exactly.
I've gotten three in the last three days and I've left every group.
Yep.
Because I was like, guys, like, don't hey at everyone. Here's a post I did. Oh, bro, I don't give a. Yeah, like, leave me alone.
Yeah.
Well, it's the boy who cried wolf. Right? So it's like, hey, I'll. I'll click through this notification and see what's going on here. And if it's some I don't care about, I'm out.
Yeah, right.
Or if it's some very selfish thing, I'm out. But if it's because you need, you know, whatever. Yeah, fine. I hope that it did that didn't cause anything.
I get the need for the tool. I don't mind the tool. I just probably like the usage.
Yeah.
People, because if you have like an update that's for the group, like at everyone. Sweet, easy peasy. This is an important update for the functionality of this group.
Yeah.
I'm going to be putting you on your message thread. I'm going to try and sell you there.
That's the thing. Right.
Okay. So where do you see it heading?
Down.
You see that?
The down for most, up for some.
Yeah. Okay. Yeah, Good way to put it. All right.
Chaston. I hope that's how you say it. Chaston Matter in your mind. What's the difference between the superstar salesperson and the average salesperson?
Any pq.
I think a process is one. But to be honest, there's two ways to. I think there's two. Like there's. You can be an effective sales rep without having much skill. Like I've known many people who are effective. Like they get the job done, they, they make sales are consistent, they're reliable, but like skill wise are not that good. But they just do all the things, you know, like if you can't be a sniper, you might as well have a machine gun. Just spray and pray. Right. But the people who are really good have that mentality but also have the laser like precision.
Okay.
That's really, I think that's the biggest difference. So it's like really high skill set and very high activity.
Okay.
Those are the two things that you need. Because if you have like really high skill set but low activity, like you'll just be as good as the guy who's crazy high activity with a low skill set, you know, so it also just depends on like your goals, you know, like if you're. I think whenever I start training a group or whatever, I always say there are two ways to get might make money in sales. One is to be hyperactive and just go out there and just do the thing. The other is the academic pursuit of sales, which I think is a noble pursuit.
Okay.
However, it's a long term thing being good at anything that requires academic knowledge, which I think sales does. Like it takes time, it takes years for it to develop in your brain and be able to go, oh, I get it. You know, but like you can just start doing stuff now. Yeah, you could ask every person you ever talk to for a referral. There's nothing stopping you from doing that. And if you, literally every person you ever spoke to, you could ask for a referral yeah. Did you only want the dog? Yes. Does that dog come when they call?
No.
Do you think that would help them? Yes. Can I have their phone number? Like, you could just do that.
Yeah.
And, and like you'd probably be pretty busy.
Yeah.
You know, like 20 would say no one would say yes.
Right.
But that would just be the way that you rolled and like you wouldn't have to change it. You'd be busy.
Yeah. Right.
So there's nothing stopping people from doing that. And I think like, people have to realize where they are in their sales career and they're like, oh, I'm the guy who needs to be crazy active at the moment until I become the guy who can be very happy not being crazy active because my skill set is so good that I don't have like. But again, if I want to be super successful, then you have to do both.
Okay. So it's a balance. Right. So like identifying where am I lacking and how can I make up for that in other places while I fix up that.
Yeah.
Inadequacy that I have.
Exactly. And I think understanding the hard thing is actually having like a, like, how do you take, how do you take account for where you're at? That's, that's difficult.
That is hard. How to, how do, how you do that?
Yeah.
So like for me it was just like straight data.
Okay.
Just like, oh, well, I'll just, I'll map out every phase of it. Put like that's a friction point. Friction point, friction point, friction point. I've got to be able to move these people through these, these hoops.
Right.
So like I might as well just have a look at the drop off rate at every hoop, you know, and then from there I can like have an adequate, like, oh well, this is where like this end number is my actual overall skill set. But like, could you imagine if you just someone came to, you want to train and they go, I want to be better dog trainer. Yeah, you go, okay. But like, no, no, like just better, better bro. Like better. You know where I am now that like plus at least five.
Okay.
It's so vague. You couldn't help them.
Yeah.
So then you've got to go through like you've then got to do the assessment and then you've got to go, what are all the hoops they're trying to jump through? What's the end score? And then what's the actual development plan to get them there? Because like there's low hanging fruit stuff. Like whenever I take on a sales training guy I go, all right, like, are you here to become a sales guru or to make more money? They go, make more money.
All right.
All right, cool.
Let's get hyper specific about the way to make money for you rather than improving your overall skills.
Exactly. So I'll go, like, first three is always about, like, take these things out. Stop doing those things. Don't even worry about why. Just stop doing them. And then we'll add in these three things.
Yep.
Just go and do that. Here's exactly how you do it. They're super easy. Like, I teach money. Objection. That's it. I'll teach referrals, and I'll take out all the stupid things they ask in their script. I just stop asking them. Won't be much of an issue. Then from there, they'll get, like, a 30% bump in revenue because, like, I'm not asking them to fundamentally change how they do things.
Yeah.
Which is when it gets real squirrely.
Yeah, yeah.
And that's why most sales training, whenever you start it, you get like a drop. Like, I'm sure, like, when you start a new dog training thing, your dog gets wild, and then you got to try and bring it back.
Yeah.
So, like, I try to avoid that because it's. It's money.
Yeah, yeah.
There's nothing more angry than a sales coaching client that's making this money.
So to add to that, like, how does someone assess their skill set? So, like, you know, if. If you're not in the community, if. If you're not. I mean, if you're listening to this, then you're at least trying.
Then you're a cult baby.
Yeah, Caught one of the cult babies. But, like, how do you. How does a person assess their capability? You know, very often some people think they're killing it, and then it turns out that they're a big fish in a small pond. And so what is a metric that someone can look at and go, like, I wonder if I'm actually good at this or. Or where do I sit compared to other people?
Is.
Is there a way to measure that without external help?
I mean, like, the verbose would be income. You know, there's not many great salespeople that aren't making good money. But I think just like, you know, how many people do you get through?
Okay.
You know, and then. But you have to compare it to, like, others in some respect because, like, there's so many factors that go into that, you know, but, like, in saying that, like, you should be outperforming your team, everyone else, by A significant margin. So like, for me it's just about like, if I know what the close rate is from everyone that I actually speak to, then from there it's a good baseline, you know, but like, sometimes like I had a guy come to me, wanted me to assess their sales team. They're like, the sales team shit. And I was like, ah, your sales team's fine. They're like, no, it's not, it's their shit. I was like, no, your shit. I have the message thread. I was like, I will wash my hands of this because nothing I can do will help. This is what you need to do and you're not willing to accept it. So like, I don't want a part of it.
I'm out.
Yeah, okay.
And I saw him on his Lambo later on in Instagram and I was like, I know how much money you make.
You should be either renting that or.
You shouldn't be as a high interest loan.
Okay, next question. Robbie Taylor, are the daily role playing sessions the best. The best method to quickly get familiar with NEPQ and implementing it into their normal structure?
That's a bad question. There's just thing as stupid questions, just stupid people. I'm just kidding. Oh my God.
Robbie, Robbie. He takes it back.
Yeah, no, I think it's actually a pretty good question. I think it's too late. Edit that first part out, damn it. I think like, I think role plays are a great way to test things out. It's like a road test, right? Do I think it's the best way to train?
No. Okay.
No, I think the best way to the problem is a role plays. It's like you can very easily reinstall bad habits very easily. And like, even though, like if you're in the closing code, for example, you're in front of a coach, like there's, you know, there's still only so much feedback you can get on that. So like in terms of like a first step, I don't think so. The first step would be like learning the academic side of it so you can have an understanding. The sales coaching sessions that I actually don't do very often in terms of like one on one coaching, but the guy was willing to pay the money, so. Wonderful.
Yeah.
And I just like the first session was like, like he'd gone through all the content, done XYZ stuff like that. And I was like, I just need to, I just need to explain to you how the system works. And like, you have to understand the system first so then you can Start to understand how it all works together. And then like the conversation I have with him will be more productive.
Yeah.
Because like, we need to be running off the same sheet of music.
Yeah.
You know, so I would say your first thing would be like, do a foundational level course like your NEPQ 2.0 or 3.0 or stuff like that if you're looking to learn that method and then from there, like study it. Like you would go to school. One of the things that shits me about when people join, and I say this to everyone when they join our coaching programs is like, like, this is. This is your lecture. You don't just come to lectures.
Yeah. Yeah.
There's homework to do. You know, and I'm.
No, you will, you will spoon feed me the information.
Yeah.
Like, like there's a whole portal that you have access to which you have to study regularly because, like that's reading the textbook and then going through and watching call recordings of us and all this kind of stuff. And then come with your questions from the material that you've been learning. Don't just go, what's any PQ?
Yeah, yeah.
Like, here's 15 grand. Make me good, sir. It's like, it doesn't work like that. It's the same as any academic pursuit or any pursuit of anything. Like, you've got to understand.
100.
I agree.
100. I think that, I mean, we talked about this on a podcast before, but I think in that mentoring and being mentored in regards to just improving skill set in anything is when people are like, they come to you and they're like, teach me. You are never going to learn.
Yeah.
It's when people come to and they're like, hey, man, I am just confused about this one aspect here. And when that slots into this, how does that work? They're the people that are going to kill it. And, and you go, oh, happy to help.
Yeah. Right.
It's when people like, teach me. You go, okay, well, day one, like, you've bought the hour, so here you go.
Right.
But like, you're not gonna. Because this information, you could watch this on the video, but you didn't. You need to hear it from me.
Yeah.
And so like the, like the best coaching clients ask the best questions.
Yeah.
Because like, they're, they're in it. Like when I was getting coached by Jeremy, like, I did so much backend that, like, I was like, man, like, I can't use this guy's time that I've spent. I think it was roughly $20,000 an hour.
Right.
And I had Voxer as well, but if you just count the Sessions, it's like 20 cheese an hour or something. I was like, man, I gotta come to good questions.
Yeah. This is.
This is a big deal.
Yeah.
So, yeah, I think learning to pursue. It's same as, like when I was in Snipers. Like, they teach you ballistics first so you can have an understanding as to how the weapon system and how the. How the. How the actual, like, projectiles are going to interact with the world. So you can start to go, oh, that's why it's doing that. I will make this adjustment. You know, if you don't, like, you know, on a really grand scale, the Coriolis effect, like, I mean, you have to be shooting a long way for it to do much, but, like, if you're shooting a fucking long way, you better know it.
Yeah.
Otherwise you're going to be like, why the fuck. Why am I thinking spinning to the right?
Yeah.
What's happening? It's like, oh, I'm in the Northern hemisphere, I'm shooting that way. The world's turning that way. The bullets going that way.
Yeah.
You know, and over a long period, that makes a big difference.
Yeah.
But it doesn't mean. If you're not hitting the target at 100.
Yeah, exactly.
Doesn't matter for.
There's not much point accounting for it at 100 meters, man.
I saw, you know that. Is it Chris Bumsfield, the bodybuilder? C. Bum.
Is he. Oh, yeah, yeah.
He's like, I enjoy his content, but he had a. I saw him on a podcast. It was like just a clip, but he was talking about people getting into bodybuilding and whatever, and he's like, don't take any juice. Don't do anything beyond over the counter, totally legal supplements until you're hitting the gym regularly on the correct schedule and have your diet absolutely dialed in. Because he's like, that's the foundation. And it doesn't matter how much juice you take, if you're not doing those things right, it's not going to help. And then it was interesting. He then goes, and what do you think you're going to. What's the point of taking all that juice anyway? You think you're going to be Mr. Olympia?
Because you're probably not.
It's like, there's only one of you.
First of all, I'm triggered.
Second, there's only one of you, and it's me.
Yeah.
He looks just like Ari, that dude.
Oh, it's amazing. But. But I think that that applies to just about everything. Like, if you haven't got the fucking basics dialed in, doing the, the, the cool shit is not going to help. And I think. I don't know about sales training, but I know that if you don't understand the course material, practicing the course material with somebody else is not a good move. Truly understand it and then practice it.
Something the military does great is their, like, titration of education. Like the, in the, the doses that you get it. Like, you sort of. You have to understand this to get to this. To get to this.
Yeah.
You know, it's like you do like basic. You do like basic training where you learn how to hold a gun and shoot it. Like that's it. To a fairly poor standard, but better than the average Iraqi. That's what you're looking for, right? Then it's like, okay, now you're going to infantry, where we're going to teach you slightly more advanced tactics. Better weapon handling, faster, more efficient accuracy. Then it's like, sweet, now you're going to go to in here. Then you go to sf and then it's like just a slow gradation. And then eventually you hit like sniper school, where it's like. And you still only get taught like, it's the exact same shit, just with far more detail.
Yeah, they just unlock a couple of doors that had remained locked for you until that.
Yeah.
You're like, oh, that's how you do that.
Yeah.
You know, I'll never forget, you know, being with Griffo on a selection course and him asking about how, like asking the, like everybody on the course, 100 people. And these are a wide variety of military experience. Now, when you're zeroed, how come you're on at 25 meters and then your bullet is 140 millimeters high? And at 100 meters, then like, whatever it is at 200, I can't remember, and then on again at 300. Because that's like the styer data.
Yeah.
How come that happens? How come you have to aim off like this and going around and asking all these questions of people? Like the same question, all these different answers. Oh, well, because it like, spins and elevates as it comes out.
It's because of the difference in the scope.
But like, I'm sitting there going like, how does no one know this? Like, what. It's because the scope and the barrel aren't parallel. If they were parallel, it would immediately start dropping. Like.
Yeah, I haven't even thought about that for years. But I'm like, oh, yeah, because of this.
It has to be like, you have two points of intersection, and it goes up because it's pointed up.
Yeah.
It's not like it doesn't. Bullets don't defy the laws of physics. It's not magic.
It's not wanted.
If it. If it gains in elevation, it's because it's pointed upwards and the scope is pointed downwards.
You understand? It's very complicated.
They'll intersect twice. Yeah, but the amount of people that didn't know that's why is I was amazed by. And then we teach them, right? We go on and you explain like this. And so it doesn't actually. Like, that's not a law. Like, if you have it cross at 10 meters, it'll. It won't cross again at 300. It'll cross at some other amount. And you have to do the maths and figure that out. But exactly that, that, that. That information is passed on to you. When you do basic training, they say, you know, it'll be on at 25 meters and at 100, and at 100 meters, it'll be 140 millimeters high, 14 centimeters higher. And you just go, okay. It will be.
Yeah.
And nobody bothers to explain because they're not parallel. And that has to happen because of blah, blah, blah.
Otherwise it'd just be weird.
That doesn't get explained to you until you become a marksman. And then it's like, now you can choose your own zero. Now you can choose. Now that you actually understand how this works, you can choose your gun and you can zero your gun in any way that will be functional for you.
I always had my 0.
300. Yeah.
I mean, that's the standard.
Yeah.
That's what most people go for. It depends on the round.
Anyway, I tell you about how I got chosen to be in snipers. No, no, I didn't want to do it.
Nobody wants to do it. It's a fucking. It's a shit job, Trap.
Shit job, bro. I was shooting, right? We're just. We're shooting. And Bean was next to me, who was the head of snipers at the time that. And I was shooting with an M4 at like 400. I was just fucking. I was having a good day, basically. Just a good day, right?
Yeah.
You have a good day shooting and being. Was next to me. He looked at my thing. He's like, that's pretty good. You punched out further. I was like, I don't know, probably that. It was like 500. Same sort of thing. He's like, okay, what's your name? He was like, sweet. I was like, who the fuck is this guy? I had no idea because I've never seen him before.
Because when do a motorbike.
That's back when snipers were just, like, ages away, right? And then the next day, I see a Sam goes, hey, Matt. I was like, yeah. He was like, you're on sniper course next week. I was like, nah, I'm not. I'm not into it. I was like, I'm not. I didn't put one anyway. He's like. He's like, I don't think you know how the army works. He goes, I don't think you know how the army works. You're on sniper questions. Like, I was like, okay. I was like, anything I need to know? He's like, have all this shit ready?
Yeah.
I was like, can I have some time off to prep? He's like, nah.
Yeah, well, I mean, Sal's assaulter wouldn't have the same. Wouldn't have the same rhyme. So, like, good thing I just kick.
Doors and shoot whoever.
Yeah.
It'd be a really different business.
Things really different. I'd probably just lie.
I mean, you wouldn't be the first. Moving on. Carl Bird says, what do you do daily that gives you the success?
Nothing.
Looking for no.
Nothing.
Her.
Alex Ramosi is a great quote. He goes, like, all the time. Just wake up and start working, and when you finish, stop.
Yeah, but that's because you.
You.
You say, I don't do anything. But you.
You.
You work out. You like you're in the sauna.
Because I just. I don't want to die, Pat.
Yeah, but that's. All of that is part of it. Right? I think.
I suppose.
I think that that gets overlooked. Like. And I'm with you on the mindset being bullshit and blah, blah, blah. But you have to look after yourself in order to be good at your job. Right. Like, you have.
I suppose that's true.
You have to be healthy.
Yeah.
And so, like, you do have, like, normal rhythms, rituals and rhythms that you follow yourself.
I suppose they're somewhat unintentional.
Yeah.
They're not, like, directly tied to your skill set, but they definitely give you the mental clarity and capacity.
I think what I will say is, if I don't do them, it won't affect my work.
Yeah. Okay. Yeah.
Like, if I. Like, there. There's. There's not many things that could happen to me that would affect my skill set.
Okay. Right.
Like, if I was to break My leg and have a sales call an hour later and I could manage the pain. It would just. Wouldn't be any different.
Yeah.
So it'd be the same thing.
Yeah. So acutely it wouldn't affect you. But in the long term, like, if you just gave up all the things that you do that are important for you.
I'll be a heroine's fat body.
Yeah. Yeah.
And in the long term, it would affect your own incapacity.
But the biggest thing that would affect me would be the physical pain that I would be in because of all the injuries that I have.
Yeah.
So most of the stuff that I do is pain mitigation.
Yeah. Yeah.
Like 90%. Like the saunas. I bought an ice bath. The fact that I go to the gym three times a week like that.
Three times.
Three times.
I was about to call you Rogan then, but then.
Three times. It doesn't.
I know it doesn't come.
If I really wanted to be rogan my six months after my 40th birthday. You just put it. Put it in the paper now.
Yeah.
Six months out.
Right.
You can put it in your bullet journal.
Yeah.
I'll put it in mine.
I told you, my 40th is topless.
Right?
Topless, yeah.
Yeah, That's. That's.
It's just you and my wife and.
Other people's wives if they want to go, obviously.
No men allowed. Yeah.
I'll look terrible if I'm the only one.
When's your 40th?
If April, man.
Yeah.
I'm on the clock. You should have given me some warning. Is everyone toughest or just you?
I mean, like I said, like, it's just me. You're not invited, so don't worry.
Just.
Just my wife.
All right?
My wife's invited. No. So I would say, like I. I do. Like I. I don't have. There is no particular thing that I do outside of things that I do for health.
Okay. Yeah.
I don't have a morning routine. I get up, I have a shower, I start working.
Okay. That's it.
I plan on having a ice bath every morning when my ice boss arrives.
Jesus Christ.
Right? But that's just because I want to be like Joe Rogan. There's no other reason.
No, no.
And I bought the most expensive one I could possibly find.
Yeah. Yeah.
Do you want me to start calling you Joe?
Yeah.
Okay. So, Joe, the next question here says it's actually Garbert again. He says, in your personal opinion, what are the top three industries you'd recommend a salesperson jump into if they're new to sales.
Top three. Oh, that's a good question. Insurance, solar, scams, easy to sell.
There's money in scams.
Very lucrative.
I mean, you could sell that 60% comms.
Can't look that in the face. No. Insurance and solar. Definitely. And it would depend. The third one would depend is in what your goal is.
Okay. Right.
So if it's.
Well, if it's rich.
Okay.
I want two Lamborghinis. Well, yeah, I want to devise some kind of like stamps.
I mean, scams, hand down.
Yeah.
What you want to do?
I want two Lamborghinis that go along side by side with drivers, and I want to stand on the top of them and do the splits like. Yes. John Paul Van Damme in that Volvo ad.
That makes sense.
That's what I want to do.
Why was Ego. Lamborghinis in a Volvo ad?
No, he did it on Volvo. Volvo trucks.
Yeah.
So you want to do it on Lamborghini. Okay, that's fair enough. You can do that. We can make that happen for you.
Okay, so that's. That's my goal.
Yeah. What?
Okay, so definitely insurance and solar. And then I would say, like, if you're. If you're bad at sales, I would say something around recruitment.
Recruitment.
Sales is quite easy.
Okay, Right.
People recruitment, yelling, screaming.
It is. Right.
If you wanted to become really good at sales, I would say fitness and high ticket closing.
Right.
I would say high ticket closing can be very, very lucrative. If you're very good at it, you have to be very good at it.
Okay, so fitness then. High ticket closing.
Yeah, Fitness would be like. If I was to. If you were to like, tell me, hey, I can kind of eat a fat dick for a year or two and not make that much money, I would say go and sell fitness programs or even go and work at a gym and sell gym memberships.
Okay.
And just sell the living out of them.
Yeah.
Because you'll learn prospecting, you'll learn cold emailing. You'll learn, like, how to do cold approaches to people on the street.
Right.
You'll have to do corporate door knocking and you'll have to sell people and you'll get at a tremendous volume.
Yeah. Right.
So like a low profit, high turnover.
Yeah, that, like, if, if I was like gonna engineer like a perfect salesperson, I would have them do that. Then I would have them door knock, then I would have them cold call, then I would have them do high ticket closing, and then I would put them in something more lucrative.
Okay.
I mean, It's. It's probably no coincidence that a lot of the big names and certainly the biggest, most high performers that I have encountered in the space come from fitness.
Right? Yeah.
Oh, it's.
Yeah.
High volume, difficult, emotional. You're asking people to give up their money, their time and things they enjoy.
Yeah.
And to be in physical pain.
Yeah.
It's a very difficult sale.
And then you see people. I suppose, like you mentioned him before, her Moses is a good example of it, is that like was just in the gym working, actually pting, and then goes, wait, I'm better at this other thing and I can make way more money. I'm just gonna do that.
Yep. Yeah.
And hopefully I can do. The people can say the same thing about me. Well, we can only hope.
Yeah.
All right, Scott, Alan Kratchkoville says you are extremely strategic.
Agree.
Amazing problem solver.
Next question.
And great leader. Hell, Scott, you checks in the mail.
Scott.
So while building multiple seven figure businesses in under five years. How dare you?
I was his friend until then.
What were several of the biggest, pivotal things that you didn't expect?
Oh.
Jeezy hyped you up, didn't he?
Fucking hell. I know, right? Well done, Scott.
Extremely strategic, amazing problem solver and great lover. I mean, leader.
Both, both.
But his question is, what was several of the biggest pivotal things that you didn't expect?
I would say despite I was very bad at. I was. I was much worse than what I anticipated at corporate conflict.
Okay, well, explain that. What's called corporate.
I just like being able to have difficult conversations with people. I just wasn't very.
In your own business.
Yeah, yeah, okay.
I wasn't good at it. I was very good at like having them with sales with like prospects, like, loved it. The more. More conflict, the better, you know, but in terms of like, delivering, like, like just delivering like, hey, you're not doing good enough job.
Right.
I was very bad at that. I was. So I actively, like, that was probably the thing that I had to learn the most over the last 12 to 18 months was I'd say, like being able to deliver. Hey, you're not living up to standard at the moment to fix that or there's going to be consequences. But doing that in a good way, I think was.
In a way that motivates.
Yeah, yeah.
I think that that was probably difficult. I would say how. What surprised me was how difficult being an executive would be and having to learn the process of actually being an executive. Not like a pretend CEO that has like CEO in their bio, like Someone who actually does. Because the way that I describe it and the way. Because I'm kind of. The last six months, I've been quite rough on people, but I've explained them why. I was like, you know how your job description has, like, position, title, accountability, responsibility, like, role, responsibility, accountability. Mine has one more, which is liability. Okay, so in a CEO's job description, you have role, responsibility, accountability, and liability, and there are legal liabilities. So, like, I am the one that signs the documents, and I am the one that will go to jail.
Right.
So I said, like, now that we're doing this properly, I was like, you don't fuck with me. If I say to do something, it shall be done. And the reason is, is because, like, you don't have to understand how all the cogs in the machine work, but I do. And I'm the one who's liable for the outcome. Like, culpable for the outcome.
Yeah.
So, like, especially at seventh level, because the US is like, a much more harsh environment for CEOs. So now that I'm, like, officially chairman and CEO of seventh level, as opposed to, like, just being like, but now all the documents are written and everything's been submitted and all that kind of stuff, Right? Like, I was like, I am the boss. And so we even had to have the discussion with Jeremy to be like, hey, man, like, I'm the boss.
Yeah.
And he was like, that's fine.
Yeah.
Because, like, there's just an element of liability that comes with being the guy that signs all the taxes and signs the documentation, stuff like that. And what I don't want to do is rock up to the states one time and just get fucking arrested, you know? So learning about, like, all of that and all the. All the things that go along with that was. It was a learning experience. And then which. Which changed my view of, like, oh, I'm not gonna let people, like, there'll be much less rope given.
Yeah.
You know, so keep everyone on tighter leashes.
That makes sense.
Yeah.
We'll do one more, and then I gotta run to a call.
Okay.
Let me find the best one then.
Here you go.
You'll like this. What sport is sales most like? Oh, it looks like you've already. The gift replied.
Okay, what did.
What do you want to explain that.
I just did a gif of a guy doing a wwe. Doing a big flip and then missing?
Yeah, Yeah.
I was like, I think that's pretty apt. I think, like, I think a fighting sport is the most apt because, like, you have to still Have a plan after you get punched in the face.
Mm.
You know, so it's either that or chess.
Yeah.
You know, chess is definitely the most accurate, but, like, I don't know if you count chess as a sport.
Oh, there's big controversy in the chess world currently.
Oh, yeah. Do you see that shit?
Yeah.
Magnus.
Yeah.
Guy, he reckons a guy's cheating with something up his ass.
Do you know what I reckon that is? And I think I've come up with a very creative idea as to why it's happening. So that guy's 19, right?
Yeah.
I think he's played against computers his whole life. His whole life that he thinks like one.
Yeah, could be.
So he said he will. He said he will play him buck naked in a Faraday cage.
Yeah, right.
He said, you put me in a Faradayan cage where there's no electronic signal and I'll.
So he was. So to be clear, because people are going, what the fuck are they talking about? Magnus Carlson, world's greatest chess player ever.
Yeah.
Undefeated. He's the only person that can beat that computer as well.
Yeah.
I can't remember what the computer's called, but he's the only person that's actually beat it. They were pretty much ready to say chess is over because he beat it.
He beat chess.
There's no one that can beat him. 19 year old kid beat him. He's accused him of cheating.
So do you know why? Do you know where it comes from? I deep dived, explain, tell.
So all I know because I thought it was funny. Let me just hit with the punchline is that he accused him of cheating with something in his ass. He claimed that he had some butt plug in that he is being communicated with via, like remote technology, telling him what moves to make.
Yeah.
And I will say that technology is very good.
Right?
Yeah, it's so good.
Okay, so where that comes from is that your.
Your lights on. That's gonna be up everything.
Turn your torch off. You did. Yeah.
I don't need a light. My future's so bright.
Got to wear shades.
Exactly.
So in chess there are ways in which, like, so the way in which chess interacts with people is like, there are like outcomes of ties. So, like you can have a move versus this move or this move, and it can be like, oh, I'm winning, I'm losing, or I'm tying this person, but there's no outcome yet. A computer doesn't understand that.
Okay.
So computers don't work like that. So computers just work towards the end Goal. And so they make moves that no human in their right mind would make.
Okay.
So like you'll go here and this guy would just randomly go there. Now a random jono like me and you doesn't play chess for shit, might make those moves, right? But the controversy is that guy is a chess master, that 19 year old, right. And he's making moves that make zero sense, okay. That only a computer would make.
Right?
Because like you're essentially like, you just. It's almost random.
Right.
But he's winning. And so they're saying that because of the moves that he's making, right. They make no sense for a human being to make them, that he must be getting the information from a computer.
Right.
And so Magnus Carlsen played him, lost and then accused him of cheating and played him again online. The guy did two moves and he quit.
Yeah.
So Magnus Carlsen just fucking left the chat.
Right.
I think Magnus Carlsen is just fucking throwing his baby, just throwing his toys out of the prison.
Well, it would be wild to be really heralded as the greatest ever, then not be. Yeah, that would be a tough thing.
I just think that because this kid's 19, he's. He's a post Internet kid, right. And he's probably just played against computers an awful lot. Like potentially only, you know, during COVID for large periods of time. So he's learned to play the game as a computer. So he makes fucking random moves that. Because every time he does this, that computer does fucking this, he's like, wow, that's really hard to beat. So potentially he's just playing chess in a different way. So he's either cheating or he's got.
Something in his ass.
He's got something, right.
That's part of.
Or he's just changing chess.
Yeah.
And I would probably say instead of a 19 year old boy going to a chess championship with a vibrating anal bead.
Yeah.
It's probably more likely he's just playing chess differently. I mean, and Magnus Carlsen just doesn't like it. And if you don't like that, Magnus, I'll see you in the fucking ring. I'm pretty sure I could beat up.
Magnus Carlson in a fight. I mean, not a chess.
Not at anything academic in any way.
But in an arm wrestle probably, maybe.
With a few months notice. I'll go over the top.
Yeah.
I'll turn my hat backwards.
Yeah, yeah.
Or one of those, to be fair. One of those slap comps. Yeah, she's there. Fun to watch. I saw one where you could see the guy's ghost leave his body. Like, you could. You could actually see I actually happened, like, just.
Yeah.
Leaves.
Yeah.
It was a fatality. It was sung Lou.
Right?
Because, you know, they chalked up.
Your soul is my.
See this guy, like, this chalk explosion.
Yeah.
And it's. He's not there anymore.
Jack watches this, like, Mickey show.
Yeah.
Where, like, one of them is the devil and he steals souls. Oh, Jesus. Right? And then Jack comes up to me one day, and he goes, your soul is mine. And I was like, what are you watching, boy? It's just a Mickey Mouse thing.
Yeah.
Like, bro, I sold that a long time ago. You're gonna have to search elsewhere.
You think you live here for a reason? You think I'm just good at stuff? Come on, man. Come on. You're better than that.
All right. That's it.
Awesome. Well, if you guys like this kind of content, you want us to do more of it? Make sure you, like, subscribe Notification bell I don't know. We don't even check the numbers, so there could be no one here, but hopefully there are. We'll see. Join the closing code.
I'll play it through.
Call, baby.
I'll.
I'll press play and play it through so that we'll have.
Obviously, mom will.
Yeah. Hey, Mom.
Goodbye. All right, guys.
Bye.
Put that coffee down.
Sa.
