Posts Tagged ‘buice’

I hate to tell you this, but chances are real good that you’ll never play for an NBA, NFL, nor any other professional team. Chances are even better that you’ll never sign a multi-year mega-million dollar contract either. When we hear the news, we day dream & talk at length about the massive contracts athletes sign in the off-season. In an effort to win a championship, teams lock up key players by inking them to multi-year, mega- million dollar contracts. Some of those deals you think are no-brainers…others you say, “What in the hell?,” to, but in either case, I guess hard work really does pay off, huh?

Or does it?

Because the following season after the player signed for instant wealth, they just don’t seem to run as hard, play through the pain as much, nor magically pull out a win the same way they did before they got caked up- which makes you ask the question, “What happened?” The response is always the same, “Oh, he got paid,” but that’s supposed to happen right? Aren’t you supposed to be paid for all of the hard work and sweat equity that you put in? Why doesn’t the athlete play like he used to? Why, if he’s making the most money he’s ever made-more then most of us could ever dream of, why is he so disruptive in the locker room & headlines?

What happened?

And there’s your answer…and your advantage. It happened for them & I hope it never “happened” for you. They realized their full potential and you have not. See, once these guys reach that max contract deal, it signifies that they’ve reached the top- all of it and then some- the problem is, when you think that you’ve reached the end, you cease working for new beginnings. Playing now switches from proving to protecting. Instead of playing & proving they’re worth the investment, they instead play not to get hurt & lose what they’ve contractually won.

So while yes, they should benefit from all of their hard, work, max deals should never equal max potential. See, if there’s no longer a bar to look up to, what would you reach for? Think about this, if I sat and wrote you a check for $1 million saying, “I think this is your full potential,” what would you do next? Would you look at it as a start or finish? Would you lay up & buy a bunch of shit or would you look at it instead as a down payment & parlay that monetary gain to make it work for you. Would you move the bar of potential up or would the bar just go away because now you’ve reached a certain status?

Contrary to athletes, no one is going to pay you in advance for what they think that you’re worth, you have to push the barriers of your potential every day, and as you do, you’ll earn not only monetarily, but also you’ll amass experience, wisdom, grit, & resilience along the way. And when you reach or even exceed your wildest expectations, because you’ve put in the sweat equity and kept moving the bar up, you’ll realize that you may have exceeded your expectations, but you have not exceeded your potential.

With each notch up, you get a newer, broader perspective. Your eyes are opened wider & what seems impossible to others, is i’mpossible to you. So you push even harder, higher, & broader in all directions- some days you don’t know if what you’re doing even matters…only to discover years later, it mattered and now here’s the meaning.

What was once the finish line now becomes the new starting line of so much more. Yes, have a destination, but I hope you never “arrive.” Play to your full potential today, but I hope you never reach it so that when you fight your ass off to reach your summit, you discover that you may have reached a summit, but not the summit because when you get to what you thought was the highest peak you could possibly climb, you look around & realize there are millions more higher mountains waiting to be climbed….by you.

Never stop climbing.

I’ll see you in the Sales Life!

⭐️⭐️Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

One of my salespeople wants to double his income this year. “If you want to double your income then you’re gonna have to at least double the amount of customers you work with too,” I told him. We calculated specifically how many customers he would have to work with each month to realize his goal. When I wrote the number down, I saw his eyes widen & the wheels of doubt began to churn.

51…

Calling out his fears I asked, “I bet you’re asking yourself how in the hell am I going to do that, aren’t you?” But when we broke the seemingly big, overall number down to a per day digit, it worked out to a manageable 2 customers per day. That’s it! To move his goal from a wish to a reality, he only needed to work with a little over two customers each day. Then I talked a little shit to him, “Are you telling me in at nine or 10 hour workday you can’t find two customers to physically work with every single day?!”

Of course he nodded emphatically in agreement- it seemed easy, but it’s not. The math is the easy part; doing it consistently for 23 straight days…well that’s the hard part. Sales by design is simple, but when it comes to putting that simplicity into action, it ain’t easy because as the rejections mount up, the effort wains. One way your brain works to protect your fragile ego is to disguise itself is being a “timesaver;” instead of taking a risk and working with the wrong customer, your mind whispers to you to selectively pick & only work with the perfect customer-the ones who look like they can & will buy today. What we really want to know is, “Is this customer even worth my time?”

Funny isn’t it when you were new in sales you didn’t even know to ask that question. Each day you spent more time working with customers and less time hanging out with salespeople and today it’s opposite; you spend more time with salespeople and less time with customers because you’re always trying to figure out, “Who’s worth my time?”

Maybe instead of self-sabotaging your success, when you’re mind flares up and asks, “Is it worth my time,” you should shut your mind down and push on by saying, “I don’t know, but they’re worth my two.” Two is all you need today! Just 2 everyday to put in your bucketful of 51 customers for the month. So the next opportunity is just a part of your bucket list this month. Regardless of the outcome- can’t buy, not ready to buy, or did buy, make it a part of your 2 (or whatever # yours calcs out to be).

Maximize the opportunity and whatever the end result throw it in the bucket and move on to the next customer. Selling is a little bit of a Jedi mind trick. To shortcut & conserve energy, your mind works in patterns. It compares your current pattern to past patterns (& outcomes) and if it doesn’t like the pattern, it tells you to bail out by asking limited, “Sorry I can’t help you,” questions. Take control of your mind & your success; when it asks, “Is it worth my time?” You respond with, “I don’t know, but it’s worth my 2!”

Put your 2 in the bucket every day & at the end of the month, you’ll pour out a pipeline of working customers, more sales, & a strong ass work ethic.

I’ll see you in the Sales Life.

⭐️⭐️Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

For every now, there was a then...

Once it was just Mick, Keith, Charlie, & Ronnie before they became The Rolling Stones. Don, Joe, & Timothy were just regular dudes before they became the legendary band called the Eagles. Andre & Antwan weren’t always Andre 3000 & Big Boi of OutKast. “Luda!” wasn’t shouted by the doctor as he slapped Chris Bridges on the ass in the delivery room.

When you look at people’s now, remember there was a thenmany, many then’s in order to become their now. Be patient & work your ass off in the months & years of then’s. Yes, it’ll be thankless @ times; it’ll seem as if it’s for naught often; periodically you’ll feel like a damn fool for grinding on your dream while everyone else seems to be getting ahead except you.

When your days are in the ditch, remind yourself that you’re investing in your then…your nows will come soon enough & the results will pay off.

For “then” just keep working for “now.”

I’ll see you in the Sales Life.

Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

Kyle Maynard was born with no arms and no legs. He may have been classified as disabled, but his parents didn’t treat him as disabled. Kyle grew up doing many things that his “normal” friends did. It may have taken him longer to do something, but he’d always figure it out. He tried high school football and ended up falling in love with wrestling. Initially, like anything Kyle took on, wrestling kicked his ass, but he stayed with it-pushing back the self-doubt & self-defeat-always determined to figure it out. (Check out his book No Excuses)

In Daymond John’s book “Rise & Grind,” Kyle said that he’d always wanted to climb Mount Kilimanjaro which is the highest peak in Africa. Each year 20,000 people try to reach the summit of Mount Kilimanjaro, but with thin air and fierce storms, only half are able to check it off of their bucket list.

In the beginning, Kyle set out to climb Stone Mountain, a tiny mountain of only 900 feet in comparison to the 19,000 foot behemoth Kilimanjaro. The Stone Mountain climb was brutal for Kyle, tearing large patches of skin off of the ends of his arms in the process. When the climb was over, a beaten & battered Kyle told a friend of his dream to climb Mount Kilimanjaro. She looked at him as if he were crazy, asking, “You just tore up your arms doing (tiny) Stone Mountain. How are you going to climb Kilimanjaro?

Kyle answered her with three words, “I don’t know.”

But it was those three words that made him go to work to conquer his dream of climbing Mount Kilimanjaro. (And he did it.)

What happens when you say the words “I don’t know?” Do you use the words as a crutch? Explaining that you’re not experienced enough… that you’re too short, too fat, too skinny, or the wrong skin shade? Do you say the words, I don’t know, because you’ve been conditioned all of your life to accept life as it is because you were raised in the projects; had to live with Big Mama, had no dad, had a drug addicted mom, were fired, demoted or bankrupt? Specifically what has, I don’t know, done to you? …but what can it do for you?

I don’t care where you’ve been, hell been only makes for a good story when you soon tell of your massive success. Don’t let “I don’t know” be a handicap & work against you. Make, I don’t know” work for you by going to work to figure it out.

Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

Have you ever used a product or an app and thought to yourself, “Damn, why didn’t I think of that?! I mean the idea was so simple – it’s been sitting there in plain sight my whole life,” slaps forehead), “Why didn’t I just see it?”

You didn’t see it because you’re not trained to see it…

VC firms have what’s called Idea Flow. Masses of people line up & pitch a continuous flow of ideas & projects to the VC members. If they like the idea, these firms will invest millions of dollars in hopes of reaping multiple millions if not billions of dollars in the future. Fewer than 1% of these ideas make it through the next stage, but some go on to become Facebook, Airbnb, Uber, and Twitter (Waitr an online food/grocery delivery app based in my hometown named sold this past summer for $308 million.) (Slaps forehead again)

Now I know what you’re thinking, I don’t have millions to spend nor years to invest, but you & VC firms share one thing in common, you both have “idea flow.

In the book Disrupt You!, Jay Samit challenges his students to write 3 things that you notice that could be improved every day. He says that at first it’ll be easy, but as the days roll on it’ll become more and more challenging, but if you discipline yourself to do this every day it’ll cause you to become more introspective and more observant to the world around you.

Anything… Everything is up for grabs… “How can this be improved?” Recently Tesla founder Elon Musk looked at the bottleneck of Los Angeles traffic & posed the idea of building an underground tunnel were people seamlessly commute in a capsule. Will it come to life? Who knows, but that’s one of hundreds of ideas that Musk spitballs and asks, “What if?” Instead of taking life at face value, why not generate your own idea flow? When you’re standing in line, ordering, shopping, or just taking a piss, ask yourself, “How can this be improved?”

Think about Poo-Pourri, a small bottle that you can drop into the toilet bowl after you take a crap at your friend’s house to hide the stank… “Why didn’t I think of that?” (Quickly slaps forehead.)

Even on your job…what’s the bottle-neck? What can be improved? How can this be disrupted? Frustrated? Good! The more frustrated the better, because frustrating times are prime opportunities for you to take notice and ask, “How can this be bettered?” See, while the rest of the world stands around pointing and bitching, you’re strategically thinking about capitalizing on disruption. Uber took the status quo taxi service and flipped it upside down. Airbnb, which started as an air mattress on the floor and breakfast in the morning, disrupted the entire hotel industry.

Not all of your ideas will come to life, but you need a continuous flow of them for the best ones to rise to the top. Three ideas per day, that’s 90/month-that’s 1000/year. Just imagine if 1% of those ideas disrupted your life for the better? Change starts with an idea.

Try it this week and let me know how it goes.

Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

whoa

You’re gonna have your whoa-mentum days those days where no matter how hard you worked, the wheels wobbled and maybe even flew off and you skidded into the end of your day saying, “Whoa!”  Whoa-mentum days jack you up mentally and the next day you have the choice to either carry yesterday’s whoa-mentum forward, by thinking negatively and working less, or you can instead choose to treat whoa-mentum days for the blessings that they are.

I say whoa-mentum days (WMd’s for short) are a blessing because those are the rare occasions that you are alerted of momentum slippage. Use those days to determine what caused the whoa-mentum. Maybe you worked too fast with a customer; asked limited questions to see if the customer was “worth your time;” weren’t persistent enough in asking for the business; or you just dialed in the effort, giving a half-baked effort because you weren’t feeling the customer. If you can detect what specifically caused your whoa-mentum, then you can quickly make the course correction to get your month back on track.

The tricky part is that momentum is so sneaky and subtle that you don’t realize you’ve lost it until it’s too late because lost momentum usually takes weeks to reveal its full negative impact and it takes days-if not weeks to regain the rhythm back.

Take yesterday’s whoa’s and feed the mo-chine...the machine of momentum by applying the formula: Consistent action, applied strategically with persistence, equals Momentum.

I’ll see you next time on the Blacktop!

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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needle

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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