Matt Ryder breaks down why most salespeople fail: they chase unrealistic income promises and fall for misleading coaching claims instead of building sustainable practices. The real mistake isn't the job itself, it's believing the hype around it.
Put that coffee down.
I think, I think that is the problem is, you know, but it's a reflection of the youth of the industry. You know, I train a lot of salespeople, you know, because we have a lot of salespeople. And, you know, one of the things that I tell them is a guy is like, time takes time. Like, I'm 38 years old.
Yeah.
Not old, but I'm a fuckload older than those kids, right? And they come into me and they're like, I want to make a hundred grand a month. I'm like, all right, cool, man. Well, it took me 13, 14 years of full time selling to hit that marker myself. Like, I did that. If you did it in half the time I did, would you be happy?
Yeah.
They're like, yeah. I was like, sweet. You've been selling for a year, champ. You got six. You know, like, you'll be fine, man. Like, just give yourself a break.
Yeah.
And the problem with the industry is there's so much results out there, you know, people not telling half truths and screenshots and all this kind of stuff.
Well, here's, here's a big common misconception, right? People like, say, for example, oh, yeah, I just did an event, just did a small event, and guess what? I made a hundred thousand dollars. Okay.
Yeah.
All right, cool. Can I see that on paper? Well, yeah. So here's what happened. I made an offer and it's a thousand dollars a month and 10 people signed up. So I got, I collected $10,000 cash at the event, but they all have a contract that it's a year contract. So at the end of the year, I'll have $120,000. Right. So good, cool. Can I see these numbers next month? Okay, next month. Oh, yeah. People didn't really like the program, so all, all of them except for one dropped off. So I actually only made 12 grand.
Yeah, but.
Oh, but wait a minute, last minute, didn't you just tell everyone you made 100 grand? Now here's the effed up part about it. Here's the effed up part about it. And I'll include press. So another problem is that right now, for those who don't know, you can go to like any website. I'm not going to tell you the name, but you can buy press for 200 bucks. Literally 200 bucks. And you can have this as featured on CNN, Fox News. And it's some backlink Fox News slash 8 million digits and no one can ever find it if they go to the website, CNN Fox News. And what people do is they say, mark, Gina, whatever. I'm just making up names as seen on cnn, Fox News, whatever. Right? Here's the problem. Your average person, sweet and innocent, have no idea that you just paid 100, 200. And all you need is a pulse.
Hey, you get the 30 under 30 for Forbes. Congrats. What's that, eight grand now?
Yeah, yeah, yeah, you're right. Someone tried to sell it to me too. Here's the problem. They're like, oh, okay, well, you must know what you're talking about. Therefore, that builds a trust. Here's the money. But wait a minute. That person's not quite. In reality. That person's not qualified at all.
And the post, like, oh my God, so honored to be featured in Forbes. Like, mate, that's a $5,000 feature.
I've sold that offer, right?
Like, oh, it's two pages. 10 grand. Phenomenal job, man. You may have paid 10 grand. Well done. Yeah, there's a problem. There's a lot of bullshit in the industry.
Yeah.
But I think like, you know, to be honest, I, like, I fell into that. So like, but when I was that age, I was a little bit older. I was probably like 26 or 27 at the time, but I was newer to business because I just got out of the army.
Yeah.
So somewhat fresh when it comes to business. Right?
Yeah.
And I remember like, I was, I owned gyms and I went off and I joined this business coaching program and they were like, how much did you sell? And I was like, you know, they're like, oh, we're selling 1200 packages. Oh, hey everybody. Matt made 80 grand this month. This week.
Yeah.
You know, because I sold fucking, you know, a bunch of twelve hundred dollar packages, but they're paying fifty bucks a week.
Yeah.
You know what I mean? But then like, I got caught up in that, um, and like, it actually fucked me up a bit because I started to think I made that much money. Yeah, right. Like when you start talking in terms of revenue versus cash or contract value and you start thinking that way as a sales rep or a business owner, it's really damaging to you because you start living that way. Yeah, right. And like, I remember going through that when I was very new to business and I was going through these. I was like the bright eyed kid in the candy store of business coaching. And I signed up to every fucking business coaching course on the planet. And when I walked away from it, like, I know I said I'd never sign up to like another one of those coaches again, I was like, no, I'll just sign up to learn from individuals that I feel are really good at what they do. Right? Because, like, at the end of it, it was just all these. It was just bullshit. And there was no one telling me, hey, man, like, don't. Don't think like that. Yeah, like, if you sold those people, bank on the money in which you collected and run your business accordingly. And don't start to live outside your means. Make sure you're doing the right things. And I think, to me, the biggest problem in coaching consulting is the fact that these people are, let's just say, get these guys making 500 grand a month. I'll teach you how to make 500 grand a month. It's like, yeah, but your 500 grand a month business is a fucking shell of a business which is not sustainable for the individual. It's not sustainable for the people within the business. And, like, it's not an actual business. It's just an entity that makes money.
Yeah.
You know, and so, like, you know, people call themselves, like, I'd much prefer to people like, I'll teach you sales teacher. Marketing.
Right?
And I'll teach you, like, how to have a really good delivery.
Put that coffee down. Coffee's for closers only.
