Archive for the ‘Motivational’ Category

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 […]

Read more

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 […]

Read more

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 […]

Read more

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. […]

Read more

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 […]

Read more

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 […]

Read more

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 […]

Read more

From Personal Chit-Chat to the Sale

The following question was recently asked of me: “How do you move from ‘personal chit-chat’ into your sales presentation?” That’s a good question. My advice: don’t start a sales meeting with “personal chit-chat.” What? Have I lost my mind?!? This is how everyone does it! Yes, but is everyone a Top Producer? Here is how the Top Producers do it: […]

Read more

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 […]

Read more

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 […]

Read more

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 […]

Read more

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 […]

Read more

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 […]

Read more

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 […]

Read more

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. […]

Read more

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 […]

Read more

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: […]

Read more

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 […]

Read more

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 […]

Read more

Page 1 of 812345...Last »
Close
Close