Archive for the ‘Blog’ Category

How to Get a Meeting with Anyone: An Interview with Stu Heinecke

If you knew you would be 100% successful at getting an appointment with your ideal customer, what would that do for you? One meeting can change everything. What if you could to that 100 times, with 100% effectiveness? How long would it take for your business to be where you want it to be? If I told you that there […]

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15 Minutes to Greatness Part 3: The Physiology

Man is designed to walk on two legs. We can walk backward, sideways, and forward. We can do this quickly or slowly. Daily continual improvement is a FORWARD activity. Although some days we can feel as if we are moving sideways or backward, we must adopt the physiology of FORWARD activity. Do you have a morning routine that guarantees forward activity and […]

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3 Reasons You Don’t Get Referrals And What You Can Do About it

We can all agree that referrals are a good thing. Referrals that trickle in because someone heard about you from one of your clients don’t come often enough. Sometimes, we need to take a step back and look more into why we aren’t getting more referrals. Here might be 3 reasons why you are not getting enough: 1. You don’t […]

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Crushing Fear

FEAR IS NOT REAL BUT WHAT IT DOES TO US IS VERY REAL. Fear is as evil as a little fluffy dog biting at your ankles… If you could see a slow-motion video of the past year in your mind, if you could see all of the decisions you’ve made or haven’t made because of fear, it would astound you. The […]

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Live by the Prospecting CODE

Whenever you’ve gotten to a place in your career where you may not have as much mental structure, where the rejections and every day uphill battles can get to you, you have to look at how you can improve. What you can add, remove, or change about your everyday life will make a positive difference for you professionally and personally. If you […]

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The Emotions of a Salesperson

“When you feel so mad that you want to roar, take a deep breath and count to four.” Those are the words of a children’s song, sung by Daniel Tiger. He’s the main character in a show produced by the Fred Rogers Corporation. Mr. Rogers believed that if we teach children what to do with their feelings—in other words, how […]

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15 Minutes to Greatness Part 2: The Psychology

I recently heard a great talk by John Bumpus, the CAO of LifePoint. He walked us through his philosophy of building a great organization. #1 was mission. #2 was vision. #3 was individual goals. #4 was INCREMENTAL IMPROVEMENT! Incremental Improvement is a cornerstone philosophy of all great organizations. These organizations strive daily to build this muscle with their teams. They […]

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The Art of Finishing Strong: Part 1

I recently had the opportunity to address some hard-working college students who were entering their final two weeks of summer sales with Southwestern Advantage. Southwestern has long been a breeding ground for sales and leadership skills for motivated young people. The students participating in running their own business this summer are in the company’s 150th consecutive year of the program. […]

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Three Words to Eliminate in Prospecting

This is a whole new way of thinking about prospecting. Take a minute to think about how many times you use the words “I,” “me,” or “my.” How many times a day? You tell a story. You talk about something you did. They are probably some of the most commonly used words in the English language. Guess what? They sure […]

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Celebration, Not Just Confrontation

If you tell yourself, “Accountability is really uncomfortable for me. I just don’t like doing it,” then you probably don’t understand what accountability is. Many sales managers they think that accountability is synonymous with confrontation. They think that what it means to hold someone accountable is to get in that person’s grill, to call them out about something, or to […]

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8 Habits to Increase Joy in Your Life

The consistency of joy is an ultimate measure of personal success. Spreading joy and serving mankind is the highest expression of success, but it’s almost impossible to make others joyful if you’re not yourself. Literally any goal somehow comes back to the ability to feel joy and live a fulfilling life. With that in mind, here are eight modifications that […]

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15 Minutes to Greatness Part 1: The Math

The Math Behind 1% Per Day The authors of this manifesto believe transformative change occurs through our day to day decision making and beliefs. However, we often found ourselves frustrated with our human nature – especially with procrastination, follow through, patience, gratitude, love in our heart, etc… We found it easy to find frustration when trying to make big change […]

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Up-Shift: Transitioning with Flow

I am writing this just before “transition week” for our family—where we change locations.  For me, this part of my life preaches the importance of transition. That period of “in-between.” How I transition makes all the difference. Mind shifts, activity changes, and motivation can reverse. This is the place of momentum or directional disintegration. Our travels show this on a […]

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A Conversation about Productivity: Dave Brown on the Mark Struczewski Podcast

I was recently featured as a guest on the Mark Struczewski Podcast where he talked about his ideas on productivity. Mark is a self-proclaimed Productivity Problem Solver. This podcast launched on July 7, 2017 with a single mission: to help you to become a more productive you. Whether Mark is doing the podcast solo or interviewing a guest, the mission […]

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How to Close Perfectly: An Interview with James Muir

“Sales is the ONE thing that I will NEVER do.” -Donnie Tuttle circa 2002. Before I fell in love with the greatest profession on earth (sales), I was petrified by the idea of influencing others and asking them for their business. The granddaddy of all of those fears for me was the closing question. Sixteen years later, it has become […]

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How to Lead from Anywhere: Interview with Jim Stryker

How do you eat an elephant? One bite at a time. How do you win big? One small victory at a time. Jim Stryker, who is in the elite club as far as production and leadership, breaks down high achievement into a mindset and small “base hits” that add up to big results. Jim says that victory begins with the bed—it’s […]

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Performance Recovery Plan

 In 1978, Kenny Rogers recorded a #1 hit called “The Gambler.” These familiar lyrics speak a powerful message: You’ve got to know when to hold ’em Know when to fold ’em Know when to walk away And know when to run This message can be applied to leaders: Coach people up or coach them out. While most leaders know in […]

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The Art of Listening

I could write book after book on the experiences I encountered in the many summers I sold books with the Southwestern Company–over 110 weeks of 80+ hours of door-to-door selling in various neighborhoods across America. Those doors refined me and helped to reveal any of the strengths and character traits that were buried deep inside me. They made me who […]

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