Archive for the ‘Emmie Brown’ Category

Win This Season

We’re all in different seasons of our lives and no matter what season we’re in, we want to win. We want to feel like we’re doing our best. There is a Starting Line and a Finish Line to Each Season This past summer, we registered Dawson, our four-year-old, for his first ever race. He loves to run and, as I’ve mentioned […]

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Our Desire to Win

Right here, we have a 16-month-old little girl named Cadence and our son, Dawson. They have been sick for about eight weeks straight. Our nanny sat them down to take a picture and this is the best one she could get, but that’s the reality of our lives right there. We’re not exactly Pinterest worthy. I wish that I was […]

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Using Your Cell Phone for Referrals

Some people don’t get enough referrals. It could be because they don’t ask for referrals. They may also have some weird or even passive way of asking. Then there are ways of just not asking effectively. For example, “Here’s my business card, if you can think of anyone, let me know.” Or they may ask, “Do you know of anyone […]

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Culture Elevates Results

Company culture is a buzzword. But what is culture and why does it matter? Simply put, culture refers to the customs and social institutions of a particular group of people. In other words, culture describes a set of habits of a group of people. We are our habits. That is why you can almost feel a company’s culture the moment you […]

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Resolutions: How to Make Them Stick

Three out of four people will abandon their New Year’s resolution by the end of January. Maybe you have already. Four out of five will eventually abandon it. Consequently, some people, feeling that resolutions are a futile exercise, choose to not set them at all. Some people don’t set resolutions because they don’t think setting goals at an arbitrary date […]

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How to Find the Perfect Candidate and Decrease Company Turnover

Does your company have a high turnover rate? I was on the phone with a regional manager of a very large insurance company, and he said, “There is no way to know if someone is going to be successful in this role or not before they start, so we just give everybody a chance.” He had pretty much come to […]

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Creating Momentum in Closing

Does this frustrating situation sound familiar? You get to the end of your presentation and ask, “What do you think?” or “Do you want to move forward?” Then, your prospect responds with “Sounds good, but I’ll need to think about it.” Maybe you did not get the prospect to move forward because you did not create enough momentum to get […]

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How Rewriting Your Self Talk Can Make A Difference

When I first started working for Southwestern Consulting, I spent four years on the road touring with our seminar division. We had a big conference that toured the country and every four months that conference would go to a different city and I would move with it. I lived in 12 different cities, and every four months I would start […]

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How to Better Train in the Field

I recently had one of my clients come to me and say, “I am not sure my managers are working with people very effectively in the field; can you check it out for me?” After investigating, they weren’t! They were working with their agents all day long in the field doing the presentations, but expecting the brand new rookies to […]

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A Great Leader is a Great Promoter

Mary Kate Ash was probably one of the best promoters in the history of sales management. She really knew how to use contests and incentives to drive results as well. Not only did she give away a pink Cadillac as a gift, but she also gave out very small prizes. She would tell leaders of the importance of giving out […]

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Who Would You Invite to the Recruiting Party?

Oftentimes managers recruit through cold sources. They recruit on Monster or Craigslist, and they recruit people they don’t know. Those people come to the company not knowing anyone, and when they have challenges, they don’t really have anyone they already know or trust to turn to. They don’t have an emotional connection with someone inside the company that is strong […]

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The Two Types of Motivation to Know About

Most of us are motivated by contests and incentives or earning recognition. We like to work toward goals. This type of motivation is called “Toward Motivation.” There is another very powerful type of motivation that often gets overlooked, “Away Motivation.” Let’s say it’s 3 o’clock in the morning, on a very cold night in early spring. You’re laying in bed […]

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What Closing Is Not

When you think of closing, what comes to mind? For most people, they think of being strong-armed. They think of a pushy, sleazy, manipulative salesperson.  They have negative connotations with closing because they really don’t understand what closing is. In order to be more effective in sales, you actually need to change your perception about what closing is and what […]

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Easy Ways to Make Your Meetings More Fun

Your meetings are boring. They are. It’s not that you are boring. It’s that people get sick of hearing from the same person. People get sick of hearing me if I am the only one talking too. (Just ask my team; they will tell you.) After a while, we can all sound a little bit like Charlie Brown’s teacher: “Wah […]

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