The Webinar Agency

Handling Objections & Selling to the Masses w/ “Hardcore Closer” Ryan Stewman | #007

SWW 07 | Sales Webinar

SWW 07 | Sales Webinar

 

The kind of sales experienced in webinars is far from the usual ones we each encounter on our daily lives. Instead of selling one to one, webinars allow one to sell to the masses. No stranger to that realization is Ryan Stewman who transitioned from selling face to face to selling webinars. He shares the difference between his previous sales experience and now where he has more control on who he can sell his products and services to.

That way one gets to generate better sales in a more efficient way. He lays down some tips to go about it gathered from his long background doing sales such as knowing your target audience and handling objections. Webinars has truly changed the sales game for Ryan, shifting from having to keep up with calls to that of having more freedom to do one thing and impacting hundreds of people—all in just a single video.

Listen to the podcast here:

Handling Objections & Selling to the Masses w/ “Hardcore Closer” Ryan Stewman

I’m excited about our guest on the show, Ryan Stewman from the HardcoreCloser.com. He has been focused on sales in lots of different areas. Since webinars are all about making sales online, I asked Ryan to hop on the show and talk about his experience with webinars. He’s been using webinars to sell his programs to the masses right now and he’s having tremendous success.

I specifically wanted to have Ryan on the show to talk about the relationship between his previous sales experience, how he’s used his sales experience from selling his mortgage industry, selling on the phone, selling one to one and what’s different about selling on a webinar where he’s able to sell to the masses. I wanted to ask him those specific questions. He dives deep into his current strategy in what he does for how he relates the two and specifically talks about the most important aspect of sales, which is not getting into too much detail.

Ryan, welcome to the show.

It’s weird because we’ve known each other in person. I’m used to seeing you in person when we talk. Most of the people that I do these interviews with or that you do these interviews with, you have never met in person. It’s different when you know somebody, it’s like, “My homeboy, Joel, is hanging out over here.” I don’t feel any nervousness or anything.

In case my audience doesn’t know who you are, give yourself a mercifully brief introduction background and a quick rundown of who you are, who the Hardcore Closer is.

My name is Ryan Stewman. I own a company called Hardcore Closer. We have a blog that’s probably one of the most popular sales blogs on the planet. I write for Forbes and I’m an advisor for Forbes. I’m an advisor on several other huge publications like Entrepreneur where I have a green light to put anything I want. On Huffington Post, we put our podcast up there and everything else, so I’m trusted by a lot of the big brands. As an influencer, I’ve sold from door knocking. I’ve sold face to face. I’ve sold from the stage, on the phone, through text message, on social media, on video and on webinars. I’ll be selling in holographs if they’ll let me. I’ll sell in virtual reality when the time’s right.

I’ve got an experience. I’ve never had a salary job my entire career. I’ve never taken a personal paid day off. I’ve never taken a paid vacation. I’ve never been paid for anything but my effort. The things that you’ll hear me talk about, they won’t be speculation. This is why Forbes trust me to advise their audience. It’s not speculation. You can look me up on social media. I’m not one of these guys who say, “You should use social media,” and then when you look me up, I’ve got five followers or so. Everything about me that you’ll hear today is going to be from experience, not theory and shit. They don’t call me the Hardcore Closer for nothing. I’m all about sales but that’s like a nickname that came on the back of my company just to be honest with you.

SWW 07 | Sales Webinar

Sales Webinar: They don’t call me the Hardcore Closer for nothing. I’m all about sales.

I’ve sold on webinars and in front of the stage and everything else. I know our audience are interested in webinars on this show. I’m going to share with you my webinars because guess what? None of my people give a shit about webinars like not doing them because they’ll buy from them. They love coming to them, but they don’t care about putting them on. No sales dude is walking around the sales floor right now and will go, “We got to get a webinar going on.” That’s not happening, which is good for you all because you get to get webinars in front of him. I’m excited to share this because it’s not something that I can share with my people. It’s awesome to be here.

You’re online, you’ve got your products and services. When was the first time you tried to sell with webinars?

I’ve been in this business for about seven years. I’ve been doing this a little before they called them webinars. We didn’t use GoToWebinar or Google Hangouts, which is what I prefer to use. You made a video and the video was an hour-long training. I’ve been doing my “webinars” for a while and before that was a mainstream word. I did them for maybe a year and a half and then I went probably five years without doing any until I ran into you and Russell. When I met you up there at Russell’s place in Boise, you all got me rethinking the whole webinar thing.

He was all on top of me and said like, “You’ve got to do this,” and I saw that you were who inspired me to do it as I was like, “That Joel that I met up in Boise, that guy is helping. I see a lot of people’s webinars being promoted and doing well because of him. I’m going to get on this shit.” It was my first time to give it a try. I was like, “He seems to be helping a lot of people from the inner circle make this happen. I’m going to try to do it and if we screw it up then I’ll hire Joel. He knows what he’s doing and if it goes well for us then we’ll keep doing whatever is working well.” I still remember it was October of 2015 when this happened.

I ran an advertisement to my list, I already have a good-sized list. I’ve built a decent size list, like 40,000 people and I’ve got 100,000 people. Maybe at this time, 50,000 people two years ago on social media following me. I had maybe 200 people, 300 people show up for the webinar, but we did $42,000 in sales from it. I was like, “I knew it. If we didn’t, we could have been missing out on something.” Then we replayed it again two days later like, “Real quick, if you missed it, we’ll do it again for you,” to an even smaller list and pulled another $26,000. It’s been a year and a half now. It was $40,000 and $20,000, that we pulled out of this thing within a four-day period.

At that time, if you were at funnel hacking on the chairs and Russell Brunson’s calls to action was a message that I had left him on his voicemail. It was like, “Russell, I can’t believe it.” I was going on about all this hack that transcribed and what’s on the front page of his magazine. We hadn’t tried webinars for so long that our audience was waiting and some of my “competitors” did webinars. They didn’t have it down to the science like what we knew and both of us learned a lot of our stuff from the same source.

We put it to work and it’s worked well but we do it differently than a lot of people. We’ve been consistent with webinars since October of 2015. When I say consistent, we don’t offer three times a day or two, we do one or two a month. My audience is salespeople. As a matter of fact, my audience isn’t your typical dumb ass salesperson, it’s somebody who’s making six figures or more a year, somebody who’s gotten experience and is already a good salesperson. Oftentimes, it’s a business owner who’s got to find ways to leverage his ability to sell his own company and something else.

We do have guys that work on the car dealerships and in the floor in the insurance offices, but that’s not the majority of our people. They’re real estate agents and entrepreneurs. All of them are the top that work with us and that we sell to. The reason why I say that is we’re not selling to dumb asses. We’re not selling to the rookie guys who make $20,000 a year, who started selling phones for AT&T. I’m not knocking those people. There’s somebody else that can sell their program. We’re usually priced out of their range and so that’s not who that we’re selling to. We give them all of our free stuff. That’s how it works.

We sell the American dream of homeownership. Click To Tweet

The people that are making over $100,000 a year are our perfect clients that we align with. Some of them are making over a million. I’ve never thought they had an hour and a half to sit through a webinar or would give a shit to sit through a webinar for an hour and a half which is why I hadn’t done one for five years. It turns out if you do it correctly especially in the way that you teach, Joel, that thing works even to hold the most Alpha male AB type of personality. It still captivates them as well and kept them there that’s how we were able to make all that money. It was still our perfect customer that was showing up.

There are a couple of good things that you talked about there. First is knowing who your target audience is. It’s like you have a laser-defined target audience. You know your audience like the back of your hand which is so important and giving them a way to continue to interact with you whether it’s live stream or with webinars. You talked about having these Alpha males, these people who value their time or their money and most of them do value their time more than their money.

I hear that time and time again as my audience isn’t going to sit through a webinar. I would challenge you not to think that because it’s an objection that you have of why you don’t want to sit down and build a presentation. I’m glad that we have a success story because you only deal with people who are six-figure earners and above. Usually, at that level, they value their time more than anything because they know how to make money.

I’ve met financial planners and we deal with those a lot. Guys like hedge fund managers, presenters in the different financial services and they say the same thing. They’re like, “Probably these live streams or webinars won’t work for my business.” It’s the same thing with our bankers. I was like, “If you can fill a room full of people that will watch you explain the whole buying process in person, why couldn’t you put that same amount of people and let them watch from the comfort of their own house through a live stream?” Oftentimes at that moment, they’re like, “I never thought of it about being the same thing,” and it’s no different.

Right now, when we’re doing this podcast, this is no different than being on the stage or us having a one to one conversation as if there’s an audience of 50,000 people watching us. If you’re a financial planner and you’re trying to show people why they should invest in your fund, then these are the same slides that you can go over through a webinar, that you can in person. They would say things like, “We usually buy him a steak dinner.” Get their address and have that shit delivered to their house. They’re going to love you for it. They get to spend time with their family and they won’t have to dress up. Send the freaking steak over to their house and get them to sign up on the webinar.

Ryan, what’s the different mentality of selling via webinars where you can’t necessarily see the person that you’re talking to across the other end of the table versus when you’re face to face selling? How is that different? Do you find it more difficult to sell via webinars versus in person? I would love your experience on that.

I prefer webinars. In October of 2015 we decided to start doing webinars. Another reason why that was a needed thing was because I didn’t have my sales team. I can no longer keep up with the sales calls. There was no way I could constantly do that many sales calls every single day. I was like, “We can get them all to one place and I’ll pitch everybody at once.” That’s what we started using webinars for. I prefer webinars because I don’t have time to do face-to-face anyway, but I don’t treat it as if it’s one-on-one. I treat it as if it’s a room full of people and as if I’m up there on the stage.

I’ve got the pulpit in front of me. I’ve got the little speaker thing that they have like Joel Osteen has. I like to think of what it would be like to be that person. When I’m on there I don’t even look at the number of people on the webinar or who aren’t on the webinar. Once I’m on there, I don’t answer questions, I don’t get caught up. If something goes wrong, somebody on my team will send me a message on my phone so I can see that thing light up. If I see it light up I know I did something wrong or whatever, but I don’t engage with the audience anymore.

SWW 07 | Sales Webinar

Sales Webinar: I prefer webinars. We can get them all to one place and I’ll pitch everybody at once.

I’m into like, “You’re here for the Ryan Stewman Show,” and so I’m going to put it on for you. I do my dog and pony show and then at the end, I go back and engage the audience. I treat that no different than speaking at funnel hacking. I’m about to speak at a Glazer Kennedy Super Conference here in a couple of months. I speak in these big stages with lots of people. It’s weird but I am getting used to that. The webinars have helped me because I’m used to speaking in front of hundreds. We’ve had as many as 8,000 people on our webinar before.

I treat it the same as if I’m from the stage, not so much as if it’s face-to-face. I have done this on HardcoreCloser.com with me hanging out with four people. I go through it and I close each one of them. I’ve used it on face-to-face from a very small perspective where it’s a couple of us. There’s another one on there where I got two guys on the phone at the same time and I’m like, “Let me talk to this guy really quick.” That’s the other guy in the background listening while I’m closing one of them. Then I picked the phone up and the other guy’s like, “Take my money too, I’m sold.” I’ve treated it that way but when it comes to doing a webinar, I treat it as if it’s like a room full of people and I’m in the center stage. I treat it like it’s got to be my show.

Specifically, when it comes down to the close though, you come down to ask for the sale, you’re giving them the pitch, going over your offer, or going over whatever you’re trying to sell them versus in person versus on a webinar. How do you handle that differently? When you’re giving a presentation, you can’t see what their objections are. You can’t see why they might not buy. How has that been different than how you approach a phone sale or one-on-one sale?

They call me the Hardcore Closer because I have gotten good at handling objections up front. That’s what’s hardcore. The proof is in the pudding. You can see that these are stripe notifications that and I’m getting right now as we’re on this thing and that’s because I’ve handled those objections up front. I do that in my presentations whether I’m on the phone with somebody or not. We have a process called catch. I use that same thing from the stage except that I use it proactively. One thing that you said earlier which is of paramount importance if you’re going to sell anything, is I know who my audience is. Since I know who my audience is, I know what they think. I know what they dress like. I know how skeptical they are. I know their objections before they even say it.

When I’m talking on the phone, whether I’m presenting one-on-one, presenting to a group or through a webinar, I already know what their problems are. If they’re showing up in my circle, they’ve got us very specific. I’m like Winston Wolfe. I solve a very specific set of problems. I know if they’re in my wheelhouse, there’s only one of several problems that they’re going to have. It’s a matter of me handling all of those. I even have people go, “I didn’t even know that might come up. That’s cool that it gets all too.” I got to take them down that path where they know all the angles and I’ve solved the stuff up front.

The only way that you can accomplish something is always delivering. Click To Tweet

I do that again whether I’m on the phone or face-to-face because I don’t like objections any more than the next guy. I’m good at handling them. For example, when I’m going through my testimonial part, I’m like, “Here we have Ryan over in Dallas, Texas who’s got the tremendous amount of results in the mortgage business and then we have Daryl over in Pennsylvania.” I’ll go through and I’ll name twenty or 25 different states that we’re up for sure covering everybody in California, Florida, Texas, New York. What happens is they say, “There’s somebody in my geographic area that has got the results that I want in my business, so if it worked for them, it most likely works for me as well.” Then, I’ve already eliminated, “Will it work for me or the do you have anybody in my area doing this?” Just in that one little show of testimonials from all over the country because most of my people are American. Most six-figures live here in the States and so I’m dialed in with who it is.

I handle their objections up front. When I showed the testimonial, it’s the same thing. Part of my closing statement is like, “How much is it if you make one sell? $200, $2,000, $20,000? What if you make one sell a week? What if you make one a day or one a year? How much does that make you?” Then I bring out the complete logic of how many sales are they going to have to make in order to buy my program so that they don’t start thinking, “That’s expensive. I’ve only got to make half of the sell every couple of months to make this thing happen over here,” and it reduces it to the ridiculous. As I’m going through my presentation, my presentation’s not around.

I’ll give you a secret. My whole presentation is not based around my product or me. My presentation is based around the results of what they want. My presentation is based around handling their objections and getting them the results that they want so they can buy. I don’t think anybody gives a shit about a 180-module training thing online. The network is cool, belonging to people is cool but what most people care about is, “I can give generate leads and close more sales using this stuff that Ryan is selling. I don’t know what the hell it is. I’ll figure that out once I buy it.”

We use webinars as a way to get people off the fence. Click To Tweet

Handling the objections during your content and during the main part of your presentation is super important because they need to be sold before we ever get to the offer. When you get to the offer, it’s like, “Here’s what to do next.” If you’re trying to sell them, when you get to your offer and when you get to your sales pitch, you’re behind. You’re trying to be like you’re going to get all these bonuses and all other crap. You’re trying to now use pressure sales tactics to close them. When you handle it up front, the sales close is awesome.

What I loved about your presentation when I looked at it, when you were pitching your $2,000 program, your pitch was five minutes long. It was basically like, “By the end of this program, you’re going to be able to generate leads and sales every single day. It’s $2,000.” It was so short and didn’t go into any detail. It was broad. You didn’t tell them like, “There are 85 videos.” It was the best representation of the ultimate sales pitch that I’ve ever seen. It’s like, “Here’s the result,” because that’s all people care about. If I give you $2,000 and you’re going to promise me that I’ll get sales daily, I don’t care. I don’t know how it’s going to happen. It’s just going to happen. You’re going to show me how and people get hung up with that all the time.

We don’t sell what we think we sell. People call me a sales trainer. I’m a salesman. It’s not so much like I’m a sales trainer. I’m just a consultant who’s educating them on how to generate leads, close sales, and put systems in place. Hardcore Closer is simply a moniker and a company name because that’s the type of person that we like to attract. We don’t sell mortgages. We sell the American dream of homeownership.

We don’t sell the real estate agent a sign in the yard and a being put on the MLS. We sell the ability to change your life, whether it be you sell a house because of divorce, you lost your job, you got a raise, you’ve got transferred, got relocated, you’re retiring, you’re tired of living there, you want a better school district for your kids. There’s only a handful of reasons when someone goes, “I want to pay a realtor 6% for a stick of a sign in the yard.”

SWW 07 | Sales Webinar

Sales Webinar: It’s not so much like I’m a sales trainer. I’m just a consultant who’s educating them on how to generate leads, close sales, and put systems in place.

When you uncover that and you start selling that, that’s where you make the money. Nobody wants to refinance their house. Nobody wants insurance. What they want is peace of mind. What they want is money from the transaction so they can pay off their credit card debt, can get pizza at Miner’s, they can divorce their significant other and can both leave the situation with zero debt and not having to tie each other down. There are reasons for these things that happen.

The reason why people buy an alarm, not because they want something to beep every time you opened the door in your house or not because if they want a camera on the front of their house, it’s because they want to keep their families safe while they sleep at night and don’t have the ability to keep an eye open. There’s a reason why people buy a drill, so that you get a hole. It’s not that you have a drill instead so that they can put a wire through it and they can have a life. As soon as you start thinking of things on that level, you don’t have to explain all these modules.

My sales pitch is simple. It’s like, “You want to generate leads, you sell real estate, you invest $2,000. I help you get ten leads for $25 a day. It’s going to be only a matter of time before you get one that buys something from you. You’re going to make $5,000 or $10,000. Then you’ve got my stuff paid back and we’re both happy.” It’s no secret that I’m not the friendliest person on the planet. I’m a grumpy bastard. I tell a lot of people to fuck off and everything else, but I have a seven-year track record with no compliance. I’m not on rip-off reports. We even have a line of credit from a bank to finance people into our events. We have people who have hit us up for this all the time.

We have never extended credit to anybody ever in the history of our bait, but we’ve seen you in business at this time for five years and there’s nothing negative about you anywhere. The only way that you can accomplish something like that is always delivering. When we can’t deliver, we refund people’s money. We don’t offer refunds, but if we can help you, we don’t want to steal your money. That’s how it works. We’ve only had to do that maybe five times in seven years, but we commit with people and the training works well.

When I come to these people and say, “Here’s the promise. If you do the work, you cannot make your money back from this. It’s impossible. The only way that you cannot make your money back is if you don’t do the work. If you’re not willing to do the work, please don’t buy it because I won’t take your money.” Then, at that point, they’re like, “This guy’s a damn believer in his stuff.” Like I said, I have the proof behind me because they’re like, “I Googled his name but it doesn’t say anything but a bunch of awesome stuff that he wrote about different websites and things.” I don’t have professional SEO guys or any of that shit. It doesn’t exist because we don’t do it. We don’t rip people off. Even our haters are like, “I don’t like that guy but his shit’s good.”

Nobody wants to refinance their house. Nobody wants insurance. What they want is peace of mind. Click To Tweet

Talking about a $2,000 product that you were selling, you’ve transitioned now into making this a membership site. It’s continuity. All your programs are now in a $297 per month membership program or you can pay it yearly. Tell us a little bit about that product and about how you’re selling that via webinars and what are some stats. 

We have a network called Break Free Academy Entourage. You can check it out at BreakFreeAcademy.com/entourage. In digital marketing terms, it’s a membership site with about 180 videos that pertain to marketing, Facebook ads, LinkedIn marketing, Twitter, all things with social media. It doesn’t have any Google or SEO. It’s all social media marketing, how to create ads, how to create lead traps, the rest of the market calls them funnels and how to create sales systems. It’s everything and we constantly add to it. We’re always adding videos. We changed it to a continuity site because we were making one-off products one after the other. We were like, “Let’s put all of our stuff in one place and charge people a monthly access to it. If they use it, awesome. The stuff that they don’t use, we don’t have to create a whole new funnel for it every damn time.”

We made it even better in a sense of we didn’t take the membership site that we uploaded videos to. We do two live streams with the guru twice a month. We call it Night School. Then we do a monthly newsletter that we mail out in the mail too. It looks like a magazine. It’s a physical newsletter that we send out and its gangster. The Break Free Academy Monthly is the most gangster newsletter. It looks like nothing else out there. It’s full of the most hilarity, information, and entertainment. There’s nobody doing stuff the way that we’re doing it. We send them a monthly batch as being a part of this too. The longer you’re in the program, the cooler the thing you get in the mail.

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Sales Webinar: The longer you’re in the program, the cooler the things you get in the mail.

On the first month, we send you a workbook. This is what you get at our live seminars. You get access to the Break Free Academy digital program and the workbook, so you can watch the replay of the live event and then go through the workbook. Then, the Break Free Academy monthly newsletter that we send out is not your average newsletter. It’s all glossy. It’s got our badass logo on the back. It’s a series of a newsletter. It has 30 pages or something like that.

You get the newsletter each month and a card in the mail or you get a badge. The first month the badge was the workbooks. It’s your rookie, you’ve got the year-long workbook. The next month you get to become a card-carrying member of Entourage. You’ve got a little season on you, so you get a card that has our logo and your name on it. On the third month, it’s a USB with some special videos that aren’t available anywhere else.

The fourth month it’s a t-shirt from our Break Free Academy stuff. Each month you’re in the program, you get the newsletter, a monthly badge, a new stuff being uploaded constantly to the behind-the-scenes dependent like people come in and we go make solar funnels. We record them and then upload them in the program. We’re constantly back there. All this for $300, $297 a month. It’s unreal. Nobody’s doing this much for their customers like we do. I have a whole team of people, it’s not just me. I’ve got smart people that are surrounding me and helping me in every way possible. We pitch that via webinar.

My salespeople sell it all day. People come in and they say, “We want to be a part of this. How can we buy it?” Then I offer $5,000 and bonuses. We say, “You can pay $297 a month or $2,500 a year for the annual subscription. It saves you about $1,100 if you do it annually.” It’s $2,497 a year and so about one in every eight people takes us up on that offer because it sends like a cashflow ping instant $297 a month. We’ve been doing it long enough now to where it’s a multimillion-dollar program. At the same point, when you get those $2,500 sales during the day, they’re nice as opposed to this constant $297.

It’s a nice mixture of everything. We pitched those on webinars. The last webinar that I did was two weeks ago. We had 180 people on the webinar. We had 97 on by the time I pitched. You’ve got to remember that my pitch doesn’t come until about an hour and twenty minutes into it because it’s only about a ten-minute pitch. We had 90 something people on at the pitch and we sold fourteen spots. We got about a 14% closing ratio on a webinar which is rather high. You think about the number of people that we have on there at that price point. Most people say 1% is good and so we’re over here doing it at 14%, but they don’t call me the Hardcore Closer for nothing.

The only way that you cannot make your money back is if you don't do the work. Click To Tweet

There are people that do a better job of that. I talked to my buddy Frank Kern and he was like, “I’ll sell one out of every 100 people that are on our product.” We had one where I sold 40 people out of 180 and he’s like, “Your numbers are crushing it out there.” I’m like, “Really? Because I’m pissed off at the other freaking 120 because I want to help people.” I’m not doing this for my own health here. I’m like, “People, did I not explain it good enough? I’m trying to help you make more money. There’s nothing wrong with that. I promise.” We did this last one and we made good sales. We’ve been consistent with that.

We do two webinars a month. We sell it on the regular, but you can get the bonuses by going through the webinar. What we use the webinar for, Joel, it’s for the on-the-fence people. The people that were like, “At $297, I don’t see the value and if I do I’m going to pay a whole year. I don’t have that money yet.” We use the webinar as a way to get them off the fence. Off the fence sometimes means that they don’t want to buy it or that they decide that they don’t like the Ryan Stewman Show and want no part of it. That’s okay too. We just need to make sure that we get people to decide because I’m here to help the people that want to make the right decision.

That’s important to understand is because a webinar is just a different medium to sell your products and services. You’re using information in your case to sell more information and training which is very congruent. It’s not to say that you can only have to use a webinar, you have to put different methods of buying because everyone’s different. There are some people who will never jump on a webinar. That’s not their thing. They’ll buy through a sales page or through a phone call.

I hardly ever get on webinars. I’ve been on two webinars in the past four years, but that’s also because I’m inundated with critiquing my client’s webinar. I just don’t have time. Using a webinar in conjunction with other methods of selling, that’s when you start to get your compounding success. 14% close rate and you’re selling $297 per month. Then your upsell is a year-long purchase. You said one out of eight people takes that upsell, correct?

Yes. We have upsell inside the program as well to come to a live event or to hire me as being part of our tribe. They’re not blatant upsells. They’re like, “If you want to take the next step, it’s like we’re dating now. If you want to get serious then you can move up and do these other two things if you want.” There’s no pressure on anybody or anything like that. I have a sales team of four people and they hit the phones every day. We have so many leads coming in. We have about 150 leads a day that come in. They hit the phone and follow up with everybody and make sure that they’ve got what they’re supposed to get if they have their questions.

SWW 07 | Sales Webinar

Sales Webinar: Our salespeople show up and they’re truly there to serve you.

We sell to Alpha people that are already good salespeople, so we don’t have to call and be like, “I got this fancy thing. If you lean on the pin and make a little bit.” We don’t have to do any of that. What we do is our salespeople show up and they’re truly there to serve them. What people admire about us is our follow-up, but we found cool ways to follow up. If you don’t buy them from the webinar, we don’t just send you emails. We’re like, “Is everything okay? Do you have any questions?”

We do care about people. It’s like, “You said you wanted this. We’re seeing here in your application. We can totally solve that for you. It’s just a matter of moving forward.” If they say, “No,” it’s like, “That’s cool. Here’s another free video. Maybe this will help you out. We’ll follow back up with you in a couple of weeks. Maybe you’ll be ready then. If not, we’ll continue to give you some more free stuff.” We do care about people, but we only want to take a certain person on as a client. That doesn’t mean that we’ve abandoned everybody that can’t afford our stuff.

Tell them where they can follow up with you. How can they connect?

Two things that I can recommend for you. One is if you want to check out the Break Free Academy Entourage just go to BreakFreeAcademy.com/entourage. If you want a free copy of my bestselling book, you can go to ElevatorToTheTop.com. It’s a free plus shipping offer. You pay $7.95. I send you the book. This book is money. It’s the best sales book you will ever read because it’s not like, “Here’s the thing. You’ve got to get up and put your pants on, walk out, be fancy and talk to people.”

It’s like, “Here’s what you do. You go through and you make a dream of 100 lists and here’s how you contact these people.” It’s everything you need to know from day one to the end and sales. It’s like the sales manual, whether you’ve been in this business for a long time or not. You can use a lot of stuff in that book, the word tracks and the scripts that are in there. You can use it on your webinars. That will help you out a lot too.

Thanks.

I appreciate you having me on.

I always have a blast talking and chatting with you. For everybody else, thank you for tuning in. Make sure you give Ryan a shout-out. Give him some love. Follow him on his page and let him know that you found him through Sold With Webinars. We’ll check you out on the next one.

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About Ryan Stewman

SWW 07 | Sales WebinarFirst, I write my own bios. Second I have a long ass list of accomplishments that even I can’t believe.

In order not to come off too “braggy” I’ll probably leave some of my accomplishments out of this as well. Just know, I’m a BAMF who is not afraid to fail or take action. I’ve never had a job with a salary. I’ve always worked hourly + commission or just straight commission. I’ve been in sales since I was 13 years old. I started out selling car washes in Plano, Texas. I became a record setting service advisor and I still hold sales and car count records at the wash where I worked. Because of my work ethic at the car wash, I was offered a job in mortgages, by one of the regular customers. She noticed my sales skills and offered me to become her apprentice at a mortgage company she owned. After some reluctance, I accepted. Within 30 days of working for her, I had made as much money as what used to take me 3 months at the car wash. I was hooked.

I did mortgages all the way up until 2010. Matter of fact, in 2009, the worst year on record for the industry, I closed 183 loans, still going strong. In 2010 however, the Government passed the Dodd Frank Act and due to my felony gun charges, I was unable to get a Federal mortgage license. I went from being one of the top producing mortgage people on the planet, to nothing. Overnight.

I was tired of working in places that controlled my income so I started my own business. I started managing social media for local real estate agents. I built the business to a 6 figure a year business, and then burned it down. I hated seeing other people get results in the industry I was forced out of. It killed me. So I shut it down.

During that time, I managed social media for over 70 people, I learned a lot. I gained prolific social media experience and I wanted to teach what I learned. Which is how Hardcore Closer was born. I decided I wanted to teach others how to sell online, instead of just doing it for them. This would allow me to reach more people and help change more lives.

That’s exactly what I did. In January of 2012, I registered HardcoreCloser.com and started teaching loan officers how to use social media to gain business from real estate agents. In the first year I did over 150k in gross sales. Year 2 we did over 300k in gross sales. As of 2016, which is year 4, we’ve closed over 2 million in gross sales. Now I teach people from all sales fields across all industries, how to sell online.

I’M A 4X BEST SELLING AUTHOR

I CONTRIBUTE TO FORBES, ENTREPRENEUR, ADDICTED2SUCCESS, GOOD MEN PROJECT, LIGHTER SIDE OF REAL ESTATE AND HUFFINGTON POST.

I’ve got more Salesman of The Month plaques than I can count. It’s crazy to think of what all I’ve done from just taking action and working hard.

Hardcore Closer is an online learning resource for salespeople. We sell e-learning products in the advertising, marketing, funnel, sales and social media arenas, as well as do personal coaching and live events. My Break Free Academy program is our flagship program. It has everything you need in order to start marketing your business online and crushing your competitors.

This website is full of awesomeness. Don’t forget to sign up, read my emails and of course buy my shit. You’ll find no fluff here and only knowledge gained through experience, not theory or idea.

I’m Ryan Stewman CEO of Hardcore Closer and it’s nice to meet you.

It is my hope that we can all learn from one another! I hope you have enjoyed this episode of Sold With Webinars. Please let me know how I can be of service to you! Go Crush It , Joel

Joel Erway is a real deal webinar coach and expert. He helps craft webinars, sales pitches, messaging, and funnels as well as designs programs that get conversions. It’s no wonder why he’s the go-to consultant for many of the top performing digital marketing sales and lead generation webinars.

Joel has touched hundreds of webinars and sales presentations in the past ten years with clients doing doing eight and seven-figures and countless others doing multiple six-figures! Check out his Sold With Webinars podcast at http://thewebinaragency.com/podcasts/. And his new podcast, Experts Unleashed: http://expertsunleashed.com/podcasts.

Whether you’re a webinar skeptic or believer, or just need your curiosity satisfied, this episode gives an in-depth look at how and why this genius marketing tool delivers tremendous value to any business. Please visit our website for more information, www.thewebinaragency.com.

In his spare time, Joel is an avid reader and market researcher. He enjoys traveling and spending quality time with his family in upstate NY.

He is really excited to add to his services - live webinar/marketing intensive workshops! Be on the look out for the next one!

Check out The Webinar Vault - a compilation of webinar critiques here: soldwithwebinars.com/register.

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