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Dear World,

We’ve been through a lot together over the decades you and I-marriages, births, deaths, fulfillment & disappointment, war & peace, good times & hard times. There were days when you were more generous to me than I could possibly have deserved. And there were days when you cheated me out of things I felt I was entitled to. There were days when you looked so achingly beautiful that I could hardly believe you were mine, and days when you broke my heart and reduced me to tears. But with it all, I chose to love you, whether you deserve it or not. (& how does one measure that?) I love you because I like who I am better when I do. But mostly I love you because loving you makes it easier for me to be grateful for today and hopeful about tomorrow. Love does that. 

Faithfully yours, 

Harold Kushner

This beautiful letter came at the end of Kushner’s book “9 Essential Things I Learned About Life.” 

(Hear what this letter means to me on my podcast The Sales Life

Strange how Life can be a mixture of such vast emotions right?

…some days there aren’t enough words to express just how wonderful things are…other days there are no words that can adequately describe just how broken we’ve become. One day we’re on high…other days we’ve painfully discovered rock bottom has many levels.

Whatever it is…however it is…it’s your world…love it no matter what. Hard to do some days I know…but it’s the only one you’ve got…and you’ll be better when you do.

Just  remember it could always be better…but it too could be much worse.

chalk

Earl Nightingale said that every person really is two persons. There is the one person who has achieved a level of performance adequate enough to earn his pay … and sometimes he’ll get a promotion or pay raise,  but his proficiency become‘s habitual – unconscious and he uses these habitual patterns as a benchmark of measurement for his success time and time again. This is the person his employers, family, and he himself knows. But Nightingale goes on to say there’s another person too… the person that he could be – the person that if strongly motivated and equipped with the right information, could narrow the gap between his habitual performance patterns and his much higher potential.

Imagine yourself standing inside of the chalk outline of your considerably larger self…that outline represents your highest potential & and where you stand inside of that outline – the gap between the two you’s represents your untapped, unexpressed potential.

In order to narrow that gap between who you are today and who you could be, you must do a few things. First, you must constantly study  because what you don’t know is so much larger- why anchor your Life on what you already “know.” Narrowing the gap will also take self examination – sometimes it’ll be painful, but if you honestly look at the loops that you continuously play back and assess who or what you allow into your life you’ll begin to compress the margins between the two you’s. Lastly, it takes the application of your talents and abilities. You could own a whole Walgreens store of medications, but none of them will work unless they’re taken off the shelf & applied– the same is true for your Life.

If you’re willing to do those 3 things, Nightingale says that you’re in rarefied company.

Now that’s for you…

But let me tell you about others….

I think so many businesses are warped with only focusing on driving up the bottom line, but what they fail to miss is that the lowest cost method to driving the emotional and financial health of a company‘s bottom line is the development of its people.

And getting more out of someone isn’t some form of manipulation-no it’s the company benefiting because they first invested in others.  

The problem is that many leaders are fearful of sharing what they know for fear of being replaced and if that is your fear, that is an indication that you’ve stopped growing. I tell my people all the time, I want you to replace me – take this chair because if you take my chair, that means I’ve moved up. Why keep all you know to yourself anyway? Why not give it all away? If you can teach it, then it deepens your awareness of truly understanding; when you teach to others you invest in not only their future but yours as well; and if you empty yourself out, you’ll have more capacity to refill & refuel with more rapidly changing information. 

Exposing others to more will cause them to have to reach deep into the reservoirs of their abilitywith your guidance, skills and abilities they never knew they were capable of are revealed and brought to the surface. In the book It’s Not Where You Start But How You Finish, entrepreneur David Schwartz says, that at McDonald’s, “the workers’ best standard is going to be the managers’ lowest acceptable standard. So the skillful manager needs to be able to stretch his employees’ capacities by setting the high bar and encouraging better performance.” When they do, others will be able to think more confident and independently and produce better results, resulting in better team members & human beings in the process… and your greatest payback is knowing that you had a thumbprint on their development.

Yes in reality every person really is two persons – the person today and the person he can be tomorrow…

maybe there’s a third person…

Investing who you are today-planting your skills and abilities into the lives of others so that they too can begin to narrow the gap between who they are vs. who they can become in the tomorrow’s that lay ahead.

Remember no matter what happens, everything in Life is negotiable and the greatest sale that you’ll ever make is to sell you on you…because you’re more than enough.

Seriously..why you mad?

Posted: February 13, 2018 in Uncategorized

So let me make you laugh….the other day I was having one of those days...you know those days when you put some stank on your motions- you close the kitchen cabinets & bathroom drawers a little harder than you usually do…one of those days when you flip the toilet seat up and rip the shower curtain open with some extra umph! One of those days when you slam the door shut & lock it- hoping, but not really, that the key breaks off into the lock. The kids felt it too…I dumped them in the parking lot at school with a dry ass I love you & they didn’t know whether to say I love you back or instead say, “Nah I’m good keep the love- it looks like you need it!”

It was one of them kind of days…the days you catch every light & Mabel in front of you is too old to be driving let alone texting…

It was really one of them kinda days where if the lug nuts came loose & all 4 wheels went flying off my truck causing me to skid with sparks to a halt in the middle of the street wouldn’t have even surprised me…

The day…the week…the start of the year was a gumbo sandwich- just a hot ass mess. So I’m sitting at the light (of course, I caught all of them that day) right around the corner from work and I look at myself in the mirror and laughingly say, “Why are you so mad? Seriously, why are you mad,” because everything that you’re mad for & about has already happened. Life, weather fronts, & even the damn birds have moved on, why haven’t you?

You have a choice- yes believe it or not you do have a choice…

You can either stay, keep, cuddle, harbor, & wear everything that has already happened to piss you off or you can focus on the only thing that is real & controllable and that’s the present. Being mad only keeps you stuck in the feces of lumped losses...or you can choose to move on to the next play, next opportunity, & race to find the next win. It’s days like this this that I go to my 5’s of my 5×5- when I ask myself Quickly riff off 5 wins…now the day was just starting for me so my wins were..uh not much..but I said I woke up…I had a place to sleep…I ate..I have all my teeth..annnnd I got a perfectly shaped head to be bald! Boom! That’s it- something simple to shift my mind in a positive direction instead of remunerating and shitting my mind into a ditch.

Why stay mad…why stay mad at something you can’t get back? You can’t get the insult, offense, backstab, gossip, nor argument back- so why spend emotional currency on an event that gives no refunds, do-overs, or mulligans?

Author, former Navy SEAL Tim Larkin has a saying that he used to help get him through SEAL training & uses when coaching others today. When they feel like quitting or giving up he urges them with the thought of, Never think past the next meal,” meaning just focus on just getting to that one point, i.e. lunch, & once you get there you can eat, settle down, recalibrate, then reengage…let the emotions die down, pivot & then get back to it. Instead of throwing in the towel, you throw in a washcloth, rest, & ratchet back up.

Look, shit’s going to happen-it’s ok to get mad, it’s not ok to stay that way. Staying mad is like cashing a check on a closed account- pointless & penniless.

Remember no matter what comes your way, Life is negotiable & the greatest sale you’ll ever make is to sell you on you. You’re more than enough.

I’ll see you on the Blacktop!

Subscribe & Listen to my daily podcast The Sales Life w Marsh Buice on iTunes or anchor.fm/marshbuice

We always say, “Back in the days,” right? But it’s really never that way, saying it has a nice jingle to it, but it’s actually, “Back in the moments,” because as author Dan Milman says, “We don’t remember days, we remember the moments and it’s in those moments that determine the quality of our days.”
You have 2 of the toughest jobs ever-Sales & Life, which is why I call the podcast, The Sales Life,  because we’re all selling our way through Life. But when it comes to selling as a profession, we litterally walk out of our door every single day to fail. Because of the rejection, we’ve got to remember the moments-the moments when you were able to be a part of your customer buying their first vehicle; the moments they received a pay raise and wanted to treat themselves; the moments that they received a windfall of cash…or the moments they’ve had to start over-rebuilding not only their credit, but their lives as well.
Moments…
Moments that you shared with customers that you’ve known for decades-walking with them through various phases of their lives…
Moments when you the family embraced you as you came to pay your final respects…
See, the moments will push you through the days.
The days that you don’t know if you have the strength to go on.
The days when you struggle to get customer’s to say yes after hearing your landlord say no to letting you pay your rent a little late. The days where nothing seems to go your way- the day ending so bad that your car won’t even start so you can leave that night.
The days are tough…
So it’s important to remember the moments because it’s in those wonderful moments that determine the quality of your days. I like to say that the days are your experience and it’s through the experiences that cultivate your moments of wisdom. Moments determine the quality of your days.
I hope you have a good “moment” today.
Check out and subscribe to The Sales Life with Marsh Buice

straight outta compton

Alan Wenkus, the screenwriter for the movie Straight Outta Compton (the story of N.W.A., the group that pioneered gangsta rap) was recently interviewed on a morning talk show and asked how much of the movie was real. Wenkus thought about it for a few seconds and said, “About 80% of it was real-it’s not that the other 20% was not, but it had to be colored in order to make the movie more cinematic.” He went on to say that, yes, the rappers’ lives-growing up in South Central L.A., having to face police brutality, gangs, and witnessing homicides on a daily basis was colorful enough, but certain emotional elements had to be put into the movie so that the audience could connect more with the characters of the movie. Essentially, Wenkus took actual facts, coupled it with emotion, and beget a blockbuster hit. “Before the movie my phone hardly rang-now I can’t keep up with the phone calls and producers are throwing money at me,” said Wenkus with a laugh.

When presenting your product, how cinematic are you? Your product presentation should be like that of Wenkus’ screenplay-factually written but comes alive with an element of flare. Customers buy cars, but they pay commissions based on how well you emotionally draw them into your product. They don’t need you to be a Wikapedia of cubic inches, torque, horsepower, and departure angles-no they need to know how your vehicle will improve their lives and the only way they’ll discover that your  vehicle is their best decision, is when you add an emotional element to make your script, i.e. your knowledge about your product, leap off the pages and into the mental screens of their lives. When they can imagine how they will look and feel driving their new vehicle, they’ll buy a ticket to your movie.
Great salespeople are great storytellers. Remember, your customer may have seen many shows, but they haven’t seen your show.  Take what you know and make it come emotionally alive with a hit show.
I’ll see you next time on the Blacktop. 

  
There are plenty of excuses why you shouldn’t…

All you need is 1 Reason Why you should wake, work, & make it worth it. 

In sales, we’ve always been taught to “mirror” our customers, but what do you do when your customer is rude?