Archive for the ‘Blog’ Category

The Close- a Dark Cloud or Bright Light?

Let me ask you something. Have you ever had a client going along with you and seeming to enjoy your presentation, but when you get to your close, a wall suddenly goes up and you lose them without even knowing what happened? Do they even seem to be with you and even interested through the close and then you hear […]

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How to Have a Millionaire Mindset

Imagine if we all thought like millionaires. Our success and drive would be unparalleled! We would be unstoppable! Never afraid to step outside our “comfort zones.” One thing successful people do consistently is keep their self-talk positive. Sixty to eighty percent of what we say to ourselves is negative or “voiced” in survival mode. Negative things such as: “This is too […]

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How to Sell from a Boat: An Interview with Lauren LaForge

Why aren’t you living the life you want? What’s holding you back? Have you ever been binary in your thinking (meaning you have to choose A or B)? I have. I can’t do this AND that. I can’t be a good parent AND a top producer. I can’t work hard AND travel. I can do this OR I can do […]

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Tell Them HOW, Not WHAT

Two guys used to go duck hunting together each year. They would go to the same blind and the same location every year. Neither one of them had their own hunting dog, so they really liked that location because they could rent a hunting dog. After several trips, they found a retriever that was a particularly good hunting dog, so […]

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The Future You Will Thank the Past You for These 6 Reasons

Have you ever thought about the things you are thankful for from the past? From learning experiences to victory over struggles, the present you should be thankful for the past you and the future you should be grateful for both the past and present you. After all, you are what you were. I know. That was a little confusing. Let’s […]

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Mr. Mediocrity and the Mean Sales Coach

Okay, so you’ve hired yourself a sales coach.  Did you think you hired a sales coach or a magic wand? Let me explain… When I was a personal trainer, people would hire me to help them lose say 30 pounds.  At our first evaluation, they were excited!  They were ready to go!  They said they would do whatever it took to […]

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Stop Chasing…Be a Magnet: An Interview with Chelsea Fournier

Many have been there before. Working a job that is absolutely soul-sucking. Chelsea Fournier was a young, jet-setting, up-and-coming attorney of business law. She excelled. She crushed it. And…she absolutely hated what she was doing. Her life was characterized by success, money, insomnia, and stress. “I realized that a physical change was needed,” she said. That’s just what she did. […]

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Are You Guilty of “Drive-by Management?”

After we had been coaching together for a few months, Ted (a managing director in the insurance business) told me: “Before working together, I was guilty of drive-by management.” Ted, like so many managers, would do his rounds in the morning. He would pop his head in the door and ask: “How are you? Anything I can help with?” That was […]

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The “Little/Much Principle”

 “Whoever can be trusted with very little can also be trusted with much, and whoever is dishonest with very little will also be dishonest with much.” Luke 16:10   No matter where your spiritual beliefs lie, we can all see how this principle is applicable to our everyday lives with businesses, families, relationships, and even finances. The size of the task […]

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What Makes for a Successful Life? Volume 1

I was thoughtfully asked what makes for a successful life by a friend while kayaking. I wasn’t really prepared for the question and my answer was, well, lame. For the rest of the day, I paddled with some regret because I felt I should’ve had something better to say – even if off the cuff. With my book, 12 Jars: […]

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The Power Presentation

Do you ever wonder how you can do your presentation to one person and the sale is easy? Then you repeat that exact same presentation to another and it falls flat? This baffles salespeople every day. Often the average producer will attribute it to the fact that the non-buying prospect is just dense (that never happens!). Or they blame the economy. […]

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Confront Head On

Sometimes people don’t do what they say they will do. Sometimes the people that we lead are clearly acting out of bounds. These are times when they need to be confronted. As leaders, we may want to run from these conversations, but we need to run face first into these situations. The longer we put off having these tough conversations, […]

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Common Sense, Yet Uncommon Practice

Marice was an incredible natural basketball player. The best on our high school basketball team by far. His skills led our team to the National Championship game in Alaska – almost pulling off a great upset over the title-winning school. Marice was great and he knew it. Let’s think about this comment… Wouldn’t it be a shame if you were […]

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Impossible…Really?

How do you respond when people tell you that something you want to do is impossible? What if the whole world believed what you wanted to achieve was humanly impossible? Not just impossible, but what if they said reaching your goal could put you in danger and maybe even lead to death? Would you stop and find a new dream? What […]

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Climb Your Mountain

Pretend it’s January 1st. You’re exploding with excitement for the new year, but you still sit staring at your handwritten goals for the year. “There is no way I’m going to let last year happen again,” you think. Fast-forward to exactly one year from now. You might be stuck feeling the same disappointment. What has happened? Is it that you set your goals too […]

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Are You a Manager or a Great Leader?

One of my favorite pieces of leadership advice when running a 1,000+ team was: “You can’t do for one what you can’t do for 100.” Think about that. Think about your business and what you are doing for your team members today. Write out that list and now put on your thinking cap. What can you do to systematize this […]

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How Do You Express Thankfulness?

How can a man demonstrate his gratitude for all that he’s been given, while at the same time inspire others to think differently, go the extra mile, and be someone who always follows through? I’ve found that I can do this through endurance running. Starting on my 34th birthday, I began to do what I refer to as my “Run […]

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Stop Doing it For Them!

Often, we as leaders, feel that we get our value from doing everything for our team members. Oh! I’ll go to that meeting and close that sale for you. Oh! Ask me any question you have about how to do something and I’ll answer it right away. I know how it is. We feel that this is the reason we […]

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