Archive for the ‘productivity’ Category

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After losing 70 lbs many people ask me how I lost the weight and although I was excited to tell them all of the thoughts and methods that went into my no pill, no surgery weight loss, I found that I would lose them in mere seconds. At first, they were eager to hear, but when I exploded into my passionate ordeal, their eyes would glaze over with information overload. So now when people ask me the “how’d you do it” question, I keep it simple by saying, “Just do one thing..”

I had a friend who was frustrated because she couldn’t seem to shake the baby weight off and everyone she asked gave her conflicting advice. One person says more cardio and less weight training while another says less cardio and more weights; one says to eat more fruit another person says eat bacon and cut out the carbs. She had no idea who to believe so she ended up doing what most of us do…nothing.

She ended up joining a gym, but ended up never going because her days were overloaded with taking the kids to & from school, dropping them to karate and dance, rushing home to cook, take baths, and do homework so by the end of the day she was too exhausted to even cry. The thoughts of what she should do made the situation even worse, “I know I should work out, but I’m just too tired and hate myself  for not going,” she said. Her frustration led her to smoke more, eat worse, and sink even deeper into misery.

All I could do is smile because we can all relate to her story.

My advice to her? “Just do one thing…”

The reason why resolutions don’t work is because we try to change too much all at once. We vow to not eat fried food and never look twice at Blue Bell ice cream again. We swear that we’re going to get up early and not stay up late…someday…just not today, because we’re too busy running on the hamster wheel of Life.

Studies show that if you try to change 3 or more things at once you’ll have a 5% chance of success; if you try to change 2 habits, you’ll increase your chances of success to 30%, but if you just try to change 1 habit, you’ll have an 85% success rate. If you’re trying to lose weight, pay down debt, or be more productive or knowledgeable, just do one thing to nudge yourself in the right direction.

In my friend’s case I asked her, “What is the one thing that you could put into your already hectic life right now that wouldn’t disrupt everything else?” She stared at me blankly unable to mentally find the overlaps in her time.  She told me that she didn’t like to wake up early; collapses in bed exhausted every night, and her lunches are crammed with having to run around town and pay bills. Her only constant was her three 15 minute smoke breaks every day. “Give me 1/2 of each one your breaks,” I told her, “The first 8 minutes are yours to do whatever you want to do-smoke, gossip, drink soda-do whatever, but the other 7 minutes I want you to walk around the outside of the building. On the next break do the same thing except go into the bathroom stall and knock out as many air squats as you can in 7 minutes. The last break go for another walk and bang out some push-ups in an obscure location or do lunges the full length of the hall way.” The truth is we all have spare moments, but the fallacy is that we think the moments are too insignificant to see any real, meaningful results…so we end up doing nothing, but beating our self-esteem to death.

Without changing anything in the course of a normal, chaotic day, she just found 21 minutes to change the course of her life.

Can you write a book, master a craft, or have a beach body in just 21 minutes? Not in “a” day, but you sure as hell can “per” day.

The problem is we want the results, but haven’t yet built in the consistency, so taking 7 minutes a few times during the day will do just that. These micro-wins cauterize the depression and negate the self-sabotage and as you win more, you’ll find that you’ll challenge yourself to more too. With a fresh perspective, you’ll find more windows of opportunities to increase your success capital. Early into my weight loss quest, instead of mindlessly scrolling through social media while waiting for my son’s practice to end, I jumped rope while he took snaps. At games, during half time, instead of running to the concession stand, I would sneak off to a secluded part of the parking lot and do a 15 minute body weight program from the Fitness Blender channel on YouTube instead. This is what James Clear calls habit graduating; putting 1 habit into your day, becoming a mf’ing boss at that tiny habit, and then graduating with a little more along the way. My 7 minutes, led to 15 minutes, which parlayed to 1 mile that ended up in a half marathon and along the way, I ate better, thought clearer, and produced more.

The slights got you to where you are today…and the slights will take you where you need to be in the future…but first start with just 1.

I’ll see you on the other side and can’t wait to hear about your results.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunesSpotify, or your favorite podcast platform.

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Hear the full episode #293 “Viva la Resistance” here. 

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  • Even with persistence, grind, & drive, sometimes we still can’t seem to click to that next level. Why is that?
  • In his book, Do the Work, author Steven Pressfield writes that he knows the forces holding you back: Resistance, Rational thought, & Your friends and family. 
  • Resistance is hu-u-uge!
    • Resistance is taking the discount of now in lieu of a better tomorrow. (i.e. Blue Bell vs working out.)
    • Resistance is invisible so you can’t detect it when it’s all over you.
      • Most of us live in the 8th day of the week…Someday.
    • Resistance is insidious. (subtle)
    • Resistance will take on any form. She’ll your best friend one minute and your worst enemy the next.

“Resistance has no conscience-it’ll do anything to get a deal done then double cross you. If you take resistance at its word, you deserve everything you get because resistance is always lying and full of shit. ” ~Steven Pressfield

  • Resistance is impersonal and doesn’t care who you are-she’s coming for us all.
    • Resistance never sleeps and plays for keeps. 
    • Resistance is keeping you from your calling.
  • Rational Thought is the 2nd force holding you back.
    • There’s nothing rational about breaking from the herd…doing what others say can’t be done & that there’s no way!
    • Sara Blakely  sure didn’t think rational when she converted a pair of pantie-hose.
      • They laughed her out of their offices..they told her that her idea was ridiculous, but with a net worth of over $1 billion, who’s laughing now?
    • What’s rational about selling books out of your garage, calling it Amazon and now you’re the richest man in the world? 
    • Screw rational.
    • One of the only times you should use logic in sales is when preparing for what steps you need to take today to make epic shit happen.
  • Your friends and family are holding you back too.Your family sees you as you are not as you could be.
    • They’re using their own rational thought & resistance to say, “That’s far enough.” “Don’t rock the boat.” “Get a steady job.”

Those are the 3 forces holding you back. Next time we’ll look at the multipliers that’ll sling-shot you forward…and being stupid is one of them.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunesSpotify, or your favorite podcast platform.

mcdonalds Like 230 million other parents who didn’t feel like cooking tonight, I decided to grab my kids something to eat from McDonald’s. When I drove around to the speaker, I noticed the guy taking my order stuttered and immediately my heart bled for him because I used to stutter too. I stuttered so bad that my sister used to have to interpret what I’d just said, so hearing the guy brought me back to the anxiety I used to feel when having to speak…and here was a guy with the same issue I had, working the most treacherous ground one with his condition could work. The drive thru. Initially I was annoyed, “Out of alll the people who work there, why would the manager put that guy in that kind of position?” When I got around to the window to pay, the young man had to partially read my order back to me; obviously it took more of an effort on his part to focus on getting the words out. As I handed him my credit card, I admitted to him that I used to stutter and understood the challenge of having to speak-especially under pressure. When I asked him why the manager had him work the drive thru he said,
“He didn’t put me in the drive thru, I asked to be put here because I figured the only way I was ever going to get better is to force myself to do the very thing that I feared most so why not have to do if for 8 hours a day.”
Can you imagine having to work 8 hours not only dealing with the timed pressure of getting a customer through the line, but also having to try to speak quickly, change an order, deal with rude customers who ridicule you, and slide on to the next order while trying not to let the previous jerk get to you? If you’ve never stuttered before, you have no idea how hard it is to deliver on something that comes easy for so many others. 
“He didn’t put me in the drive thru, I asked to be put here…” That’s a true G in my book.
How many times every single day do you pick the path of least resistance-to take the easy road instead of the long, arduous one? That young man didn’t have to work the drive thru…he chose to. He clocks in and says put me in the toughest possible position for 8 hours because the only way out….is through! 
Hard is a choice…and that’s on you. Do you have to work with customers today? Do you have to call them back? Do you have to offer one more angle..one more thought…try one more approach when they’ve told you no, no, no, a dozen times…yet you persistently try again?
Do you have to…nope…you choose to. 
What do you choose today? What’s your Achilles heal? What do you suck at today…and what do you choose to do about it?
It’s on you….
You don’t strike oil in 3 feet of ground…you gotta dig deep…hit the bedrock of resistance, yet keep on pushing. When your mind tells you, “Wait!” When your experience tells you, “I’ve tried that before and it didn’t work!” When your ego tries preserve what little self confidence you have left by pulling you back so as to not get stung with another No….
Before you have a chance to even think about it….do it. Do the hard thing. Put yourself in the hard position..stutter…stammer…turn red…break out in a cold sweat & hives…feel like you’re about to pass out…do whatever, but know this..
You won’t die…and on the other side, you’ll find out that your career will continue to live long and strong because you chose hard over easy.
Thank you…
 You’re w-w-welcome.
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Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunesSpotify, or your favorite podcast platform.

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Hear the (9 min) episode, “What drives you?” here.

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  • What drives you? Not in a negative way…but in a positive one.
    • Do you see yourself as even driven anymore?
    • Name someone on your social media feed who is extremely driven. (I bet it didn’t take you any time.)
  • But the truth is, you have drive too…you’re just not fueling it. 

In his book, The Way of the Seal, author Mark Divine writes that drive is fueled by desire, belief, and expectations.

  • You lost your drive because you lost your desire, belief, or expectations- one, both, or all of them.
  • You have the don’t wants because you have no desire...
  • Desire is an expressed want or crave.
    • Many “want” something, but few are bold enough to express those wants in a way that they won’t let up until they see it manifest. 
    • What do you desire to do, be, have, do, or go?
      • Don’t worry about how; first get the want…then put some expression on your wants.
  • Belief…what do you believe? Do you even believe any more?

What you see right now aint all there is.

  • Sometimes you have to make your own belief in order to create your future.
  • Don’t base your belief only on what you’ve already seen, if you do, you’re going to live a very limited life.
  • Expectations?What are you expecting today?
    • Are you living your life just tryin’ to hang in therejust tryin’ to get to Friday?
    • Are you living up or down to your expectations?
    • I expect every customer who comes through the door to buy…but I know they won’t.
    • If you set your expectations high, you’ll net higher results.
    • Setting high expectations prevents you from just floating from one day to the next, “hoping” something good happens for them.
      • Hope is not a strategy.
  • Your drive: belief, desire, and expectations are all fed by daily discipline. Discipline simply means to be a disciple of something higher.
    • How do the Navy SEALs practice daily discipline?
      • They’re “front-sight focused” meaning they only focused on the target at the end of their scope; once they hit the target, they focus on the next one of importance.
      • SEALs “embrace the suck.” All moments-good or bad are temporary, so when you’re in the suck, embrace it-laugh at it, realize that it is only for a limited time. Use these suck moments to build grit, resilience, and mental fortitude.

I told you that you have drive. You just need to fuel it with desire, belief, and expectations…and feed it with daily discipline.

Share your thoughts with me from the podcast.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunesSpotify, or your favorite podcast platform.

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Hear the full 8 min episode right here.

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  • Most wouldn’t think of “Iron” Mike Tyson being a fearful guy, but he is-always has been. At a young age he was abused and pushed around.
  • At 13 years old, Mike met Cus D’amato and even though he prophesied that Tyson would be the heavyweight champion of the world, Cus first fought Mike’s mind before he’d even let him fight in the ring.

“Fear is your friend, but fear also is your greatest obstacle to learning. Fear is like fire, if you learn to control it, you let it work for you. But if you don’t learn to control that fear, it’ll destroy you and everything around you. Fear is like a snowball on a hill. You can pick it up, throw it, and do anything you want to before it starts rolling down the hill, but once fear starts rolling down, it gets so big it’ll crush you to death. So one must never allow fear to develop and build up without having control over it because if you don’t you won’t be able to achieve your objective nor save your own life.” ~Cus D’amato

  • Fear can be your greatest motivator or debilitator. 
  •  We all have snowballs in our lives-at one time we could’ve handled them, but undealt with fear barrels down and eventually overtakes you.
  • Fear can be used either as fuel to ignite you or you can choose to swallow it and its corrosiveness will kill you. 
  • Years ago while vacationing with my family, the front desk called and asked if I had another form of payment. American Express had frozen my ability to charge…I had no other form of payment (my other cards were maxed out), no cash, & was hours from home.
    • What was I to do? We needed to eat and get back home.
  • Fear overtook me. I was living a lifestyle I could no longer sustain and had to declare bankruptcy.
  • I’ve learned fear, undealt with, will eventually overtake you. Sure you can run, but fear will always catch up with you.
  • Turn toward fear, not away from it.
  • It’s written, “Speak to your mountains,” for a reason.
  • Running toward fear does 3 things: Gives you control back in your own life; shortens the duration of the storm (days instead of decades), and the results are rarely worse than you imagined (if you run at it immediately).

The greatest obstacle to your potential is fear.  

Share your thoughts with me from the podcast.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunesSpotify, or your favorite podcast platform.

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Listen to the full 10 min episode, “‘Forgive & Forget’ is bs,” right here.

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  • Musician Lenny Kravitz was the son of a soldier and an actress. (His mother played Helen Willis on the tv show The Jeffersons.)
  • After doing all she could to keep the family together, Lenny’s mother had enough of his father’s womanizing and she put him out…but before she did, she asked Lenny’s dad if he had any final words to his young son. His dad stood and said,

Yea, he’ll do it too.

  • Those 4 words haunted Lenny for years and strained his relationship with his father.
  • It was only on his deathbed did his father drop the facade.
  • That’s when Lenny decided that he must forgive & accept his father-who he was…and who he wasn’t.
  • I believe Forgive & Forget is total bullshit.When you’re hurt, people dismissively tell you to just forget about all of the wrongs..the disses…the betrayals from those who meant so much to you in your life, but how do you forget about all of the wrong when you cannot forgive what they’ve done to you and how they abandoned?
    • You don’t want to forgive because you don’t want to let them off the hook that easy…you think, “I can’t let them just walk away scott free while I sit here and try to pick up the pieces of my life!”

  •  Listening to Lenny’s story I’ve realized that it’s not about forgetting in order to forgive…instead, it’s accepting what’s already been done.
  • Healing is through forgiving & accepting. Accept the fact that you were kicked out, done wrong, forced out..& left to figure it all out or die.
  • Accept too that you didn’t have perfect parents. Because I’ve been resistant to accept my parents, I’ve taken on the very characteristics that I resented. I’m sure my children ask the same questions I’ve wondered in my parents, “Who are you?”
  • It’s not for me to change others, it’s to accept them so that I can move forward in my own life.
  • You should never forget because that’s how you gain experience and wisdom, just don’t punish the world and your future self because you’re unable to forget.
  • “If they’re no longer living with you then why are they living rent free in your head? If you no longer work for them, then why are they still your employer in your head?”

  • Forgive and accept is not for others..it’s for you.

Share your thoughts with me from the podcast.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunesSpotify, or your favorite podcast platform.

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photo: Andrew Seaman

Think back to when you were a kid when you did something wrong, instead of getting you to fess up, your mom just filled in the blanks for you by saying, “Look, accidents happen all of the time…it happens…you spilled the orange juice on my rug didn’t you?… Honey, you tried to clean it up, but I just need to know what happened…” And what did you do? After a little more coaxing of a few different It’s ok scenarios, you cave in…with eyes watering & mouth quivering, you agree with your psychic mom. In the end, you get to keep your street creds because you never admitted to the wrong doing, all you did was agree with what was already said. Getting children to agree is a psychological superpower that parents have known & used forever, it worked for them and it’ll work for you in sales.

Getting your customer to agree is way easier than getting them to admit. For instance, say I have a customer who seems tense; judging from their body language I can tell there’s something that they’re thinking, but they just won’t say what it is.  Instead pressuring my customer to just come out and say what’s on their mind-which usually makes the situation way worse,  I’ll say what they’re thinking instead by saying something like, “You know a lot of my customers feel they need to shop around in order to make sure that they’re getting the best deal…” and I’ll let my voice fade off.  Here’s the superpower part; if my assumptions are wrong, they’ll correct me and if I’m right, all they have to do is agree and once they agree, the rest of their fears normally come out too. In either case, whether my assumptions were right or wrong, once I can get the conversation out of their heads and into the open, I can then address their fears and concerns.

Customers don’t like to admit because they don’t want to fight…they don’t want to throw out an objection and then have to defend it. Many times they’re objecting because they’re terrified of the consequences of making a mistake or they’ll say No with no real defense to support the rejection, so they’ll keep it inside instead to save themselves from caving in to being sold.

Try getting your customer to agree instead of admitting. It’ll keep the mood light & conversational instead of dark & confrontational.

Check out The Sales Life w Marsh Buicepodcast.  A podcast for the busies that makes a point in less than 10 minutes each day. You can find it on iTunes or your favorite podcast platform.