Archive for the ‘Blog’ Category

Delegation, Humility, and Wisdom

Have you ever thought about the correlation between delegation, humility, and wisdom? To make sure we are on the same page, here are a few quick definitions of each: Delegation: the granting, passing, or transferring of authority and associated responsibilities. Humility: a modest view on your own importance; freedom of pride and arrogance. Wisdom: the ability to discern between what […]

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Seemingly Impossible to Possible

Have you reached a certain level of success and then found a lid that you couldn’t lift to reach the next level? These clients share their stories; sound familiar? Accountability is why Deborah Johnson signed up for Top Producer’s Edge. She had been a successful headhunter for 15 years, making good money and sort of floating along. She found that […]

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Goals

Goals. Why do we need to have them? I’ve done roughly 250+ workshops all across the country. Each and every time, I ask how many people in that room have their goals written down. Note that these are mostly salespeople. I would say when I ask that question, there’s truly about 25% of the room that actually writes them down. […]

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Coaching to Skill or Will

One of the hardest parts of being a leader is confronting an underperformer. It is difficult because it is uncomfortable. Sometimes it is difficult because you just don’t know what to do to help that person. When someone is not reaching their potential, it is always a matter either of skill or of will. Our job as leaders is to identify […]

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How to Live Your Own Wow Now: An Interview with Michelle Miller

It started when she found a random ad on Facebook. Remote Year. Michelle signed up to do ten countries and twelve locations in one year. What I love most about her adventure is there were no concessions made. “I didn’t want to go on this journey thinking or having people say, ‘You didn’t succeed, but at least you had a […]

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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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