Archive for the ‘Motivational’ Category

The Art of Finishing Strong: Part 2

In the second part of this series on finishing strong, I want to focus on the cerebral aspect of having an overwhelming conclusion. To finish in a convincing and dominating fashion, our fellow competition is often not our biggest competition. Rather, it’s ourselves. Looking back on some of my personal finishes, I feel like I took the starter’s pistol for […]

Read more

The Little Things

Are you searching for that huge change? Searching for it in life, in business, in your current role, in your leadership roles, in everything you are doing? Life is okay; you’ve had a few jobs that you really enjoy. The thing is, there is always this empty feeling. Maybe you are asking yourself: “Is this me? Is this all I […]

Read more

How to Make Use of Testimonials

Many times the best stories you could ever tell someone are from the experiences from your own client base. We must be effectively planting and harvesting testimonials to handle every type of objection that could ever come up in our selling career. So many of us get caught up in…us. Whenever we are trying to talk someone through an objection, we talk about our experiences. How “I’ve […]

Read more

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 […]

Read more

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 […]

Read more

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 […]

Read more

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

Close
Close