Posts Tagged ‘life’

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!

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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

Coach Nick Saban tells a story of three baby birds who fell into the ocean. The mama bird was frantic because her babies were about to drown so the daddy bird flies out and scoops the first baby bird up and sits him down on dry land and asks his son, “Now that I saved your life what are you going to do for me?” His son looks up at him and says, “Dad, when you get old I’m going to take care of you,” and with that, the dad picks up his son and drops him back into the ocean. He then scoops up the second son and brings him to dry land and asks the same question, “Now that I saved your life what are you going to do for me?” The second son says, “Dad you don’t have to worry about anything when you get old because I’m going to take care of you,” and with that the dad does the same thing he did with the first son, he drops him back into the ocean and scoops up the third son and asks the same previous question. The third son says, “Dad, I promise to do everything for my sons as you did for me.”

Your children & the people you lead– the ones who came in with bad credit and today they bought their first home; the ones who used to ride a bike or took a bus to & from work, leave today in their own vehicle; the once shy & inhibited one, who can now talk to anyone; the one who turned his life around & is married with children…those people, your people owe you nothing.

Not a damn thing…

And the best thing they can do- the only thing they should do “for you,” is to be a better parent, manager, & leader, for their kids, for their employees, for their community.

Besides what you want from them anyway? I mean when you keep throwing it up in their face when you stood in the gap, bailed them out, and turned them around…how you made sacrifices, worked two jobs, & made a way out of no way.

What really do you want from them anyway? You don’t want to thank you, you want power and the minute they resist you- the minute they push off and stand on their own by making their own mind up- the minute you feel your power slip, you try to get it back by slapping them with a reminder of all that you’ve done for them.

They don’t appreciate that, they resent it. They don’t feel all warm & fuzzy when you re-open wounds and bear their scares of weaknesses & downfalls just so that you can get the upper hand and pull their strings again.

Nothing…they owe you nothing.

The only thing they owe you is to the pay it forward- improving on what was passed down by you when they were passed up by others.

Hopefully all that you’ve done-the long talks, the sacrifices, the discipline, the love…hopefully you did all of that simply because someone did it (or didn’t do it) for you and you just wanted to improve on that.

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When it comes to our own lives, we pay attention to only 2 letters of the alphabet…we start at A and worry about Z and we totally alienate the other 24 letters of our lives. We want to know how it’ll all pan out before we even move-it’s like we stand at A and have to know the answers to Z. We do it in all areas of our Life-we need to know if this relationship is the one…we need to know that this is a career that we can retire from…we fret in finances, spirituality, health, our day, month, year…hell our whole Life. We have to, have to, have to know how everything plays out first and if we don’t know if “it’s” going to be ok, we’ll catastrophize that too-we just blow shit out of proportion…and we haven’t even moved…we’re still standing on A.

Life’s job is A-Z, but my job is only to get to B & once I get to B get to C, D…G…T; I just have to get to the next step in my Life and once I get there, focus on the next one…that’s all that Life asks of me-to maximize each letter of my Life.

It’s human nature to want to insure our next step with certainty-to know that something’s worth taking on, holding onto, or letting go, but sometimes the answers will not be clear until you take a series of steps. Life’s not revealed, it’s unfolded…we want our answers to be behind Door #3, but instead Life nudges us to just head in that direction and along the way, she’ll whisper what to do. 

Will the next step be clear..will it be certain…will it be a win…will it be what I wished for? No..no it won’t always be. That’s why there’s more than one step…that’s why there’s C,D,E, & F’s in our lives, because along the way, we’ll hit walls..we’ll get blown back..we’ll stumble and fall. Moments that hurt..moments that seem unfair..but they’re moments of transition just the same. And when you hit moments such as divorce, demotion, death, bankruptcy, sickness, and abandonment…as much as they hurt, don’t capitalize them. Don’t give them prominence in your Life-don’t capitalize the A’s B’s, D’s, S’s; don’t let these moments be the reason why you gave up..threw up your hands and sat down. As shitty and fucked up as these moments are, they are still moments of transition that today have no reason but years from now bear deep meaning…moments that have no answer until you take the next steps. It’s hard…I know it is, but there’s healing beginning at the doorstep of next. 

…and resist saying the words, If I knew then what I know now, I would’ve NEVER…..Because you had to go through that now to discover your never…what you’ll never tolerate or put up with again…that you’ll never again not speak up instead of staying silent..that you’ll never be talked to, treated, or abused again…

Now is necessary for Never. 

So has your journey continues today, don’t worry about Z…just get to B…then C…focus on taking just one more step.

And don’t worry… Z will be waiting for you…after whY. 

Don’t miss an episode of  The Sales Life w Marsh Buice Podcast on iTunes or your favorite podcast platform.

When we think of confidence, we tend to think of it in one big bulk item, but confidence comes in different forms-there’s Perceived Confidence and then there’s Earned Confidence. Perceived confidence is other people’s take on you. People size you up based on how you carry yourself..your swag, your dress, the way that you walk, the confidence that you radiate- from the way that you stand to the assertiveness in your voice, people literally buy the confidence that you are selling. And you must maintain a high perceived confidence no matter what kind of hell you may be going through because what you’re going through is not a definition of who you are, it’s only an indication of where you are and the start toward the way out, is through perceived confidence. People don’t want to hear the Whoa is me stories…you got shit going on in your life, but so do others, and they only want to do business with people who at least look like they have their shit together. It’s crazy how we let Life’s events shape our confidence. One minute there’s nothing that could stop us…and 60 seconds later, we don’t know if we can even make it to the next day. People don’t know the hell you got going on behind those eyes-they have no clue, so why include them in something they don’t have the answer? Only you have the solution and it starts with first believing in yourself.

But if this were a confidence test (and it is), you’d fail because perceived confidence is only 50%.

Earned confidence is the other half needed and it is accumulated through experiences....alllll experiences. I’m not just talking about the cupcakes, rainbows, and unicorned moments of your Life…I’m talking about the shit sandwich moments too. It’s a cocktail of all experiences-the flavors of the setbacks, rejections, ridicules, misses, and embarrassments, stirred in with all of the best month ever, records broken, in the land of milk and honey moments too. It’s taking every single moment-melding the highs and the lows to learn, recycle, improve, and yes…double down on risk, putting the effort back out there again, and again, and again, (x) infinity. That’s earned confidence-those stripes are merited based on the ability to never be satisfied and never be sat.

In sales you have to have both perceived and earned confidence because if you only had perceived confidence, the minute things blow up..the minute the wheels start to come off (and they will), if all you have is perceived confidence, you’ll melt right there like a snowman in Louisiana heat.

You’ve got to have both…you need to perceive that you are the shit..that you can, will, and must make big things happen. You have to swing as if no man or no thing will ever stand in your way…that no salesperson can hold a match to your level of knowledge and service…dude you have to set that thermostat of perceived confidence to 20 degrees above someone’s comfort level..not overbearing, but they gotta feel you.

Both confidences are dependent on one another. It first starts with how you feel about yourself; customers feel that energy and engage with you; based on your action-the way that you carry yourself, what you know and how you interact, becomes experience….some of it results in a sale, always it results in an education. As you make more sales, your confidence rises…and when you don’t make a sale, your experience increases..as you learn, recycle and put yourself back out there, the odds of success perpetuate.

Confidence…perceived or earned is all based on you. You control it…you influence it…you do it with the way you think, talk, carry, and do.

Customers will pay for your confidence…now you get to set the price.

You need doubters… you do…
I know you reeeeally want others to believe in you… I know you endlessly plead your case to your besties and your Aunt Laura, but you must have doubters in your Life. You need doubters because if you didn’t have someone to say that “You can’t”…if you didn’t have someone say “You won’t”-if you didn’t have those who didn’t believe in you then how would you ever grow?
Who would provoke to rise otherwise?
When I got to McNeese State University, I came in as an undersized offensive lineman –  truthfully I really I think I was brought in to just fill a slot.  I was #5 on the depth chart-meaning 4 other linemen would have to go down, fail out, or spontaneously combust before I’d ever get a shot at touching the field..and that’s exactly what happened (minus the combustion part). All of those playing in front of me either flunked out or got hurt, so like the Red Sea parting, I suddenly became the starting offensive tackle…for a day. Upon hearing the news, the coaching staff immediately began scrambling because they didn’t think I was “ready-” which is really code for they weren’t ready to cast me as a starter. So they ended up finding a kid at a junior college to immediately fill the open spot, but with only a week before practice started for the new season, the kid decided he didn’t want to play football anymore.
With no other options..no one to take from one position and slide into the vacancy, the coaches reluctantly gave me the nod.
And I’ll never forget that…
I set out to bust my ass-training extra-staying late, to earn that spot. I started that year as a sophomore never looked back and went on to become an All-American, All-State (Louisiana), and was elected Permanent Team Captain by my teammates… an undersized lineman who started out as #5 on the depth chart.
None of that would’ve been possible had they not doubted me first.
I needed them to doubt me…
Doubters make you prove yourself… not to others-they make you prove yourself to you. Doubters provoke you to raise your game up, test your faith, and they become your litmus test to see if you really want what you say you want. Have you ever told someone your far-fetched idea and as soon as they laugh, scoff, and look at you crazy you shrink? You downsize – minimize your plans because you didn’t have absolute conviction in your abilities and destination.
Doubters test your ignition – is it a spark or flame?  Do you want it so bad… do you see it so vividly that the second they doubt you-when they do a double take at your grandiose plans…the second you see that glimmer of doubt in their eyes or their expression, that only fan the flames even more? 
See when others judge you or determine your future only from the front porch of today- man that notion alone should ignite you toward a full-fledged inferno. Doubts are just opinions, but you are living, breathing talented absolute fact and they just kicked the ant pile. They woke you up to say, “Fuck this!” See there’s a difference between saying, Fuck You  and Fuck This…You is a defensive stance….This is a new mission-a mission where you stop telling and start showing…Up. It’s the point where you work at developing yourself and no longer wait to get picked. Your effort..your grit..your resilience is what puts you in the starting lineup of life. You’re already in motion when they “all of the sudden“ take notice.
 
By then it’s too late…
 
They underestimated you which is a good thing.  See, when people discount your abilities… when they underestimate you…when they pay you no mind… when you’re non-factor in their book, when they don’t give you any resistance-they don’t even object or get in your way because they don’t think you can do it and you just keep showing up working right there in their face… doing, growing, becoming what they never saw you in the first place…
 
But you did…
 
*Check out The Sales Life Podcast  less than 10 minutes long to get you ready for the greatest Life skill there is…Selling your way through Life. Find it on iTunes or your favorite podcast platform.
bigbox
Marcus Luttrell wrote a book that went on to become the movie titled Lone Survivor…& Marcus has a Heavy Box Mentality- he had to have one in order to become a Navy SEAL-the best of the best,  but he also needed to have a Heavy Box Mentality when he was recovering from his injuries and surgeries…
Even though people were urging him to join a gym, he refused… he didn’t need a gym-he had a gym right there in his mind and in that gym was his Heavy Box. Even though there were days that he could only do one push-up against the sink…even though there were times when his progress skidded back down to the bottom… that Heavy Box was right there. Luttrell pushed that Heavy Box into the corners of his mind, out of the way, but still within view- he kept it right there because he was determined to work towards picking that Heavy Box back up.
We all need a Heavy Box Mentality… a Heavy Box Mentality  is the gap of choosing between doing the easy or taking on the hard…that 5 seconds when you can make a choice to slide by with the routine or make that split second decision to yank the heavy box… you’re Heavy Box.
See, the reason why most of us don’t pick… the reason why we won’t choose the Heavy Box is because a Heavy Box Mentality is strictly voluntary… it’s not mandated… it’s not a prerequisite… it’s voluntary and most of us won’t step up and volunteer-to do what is hard in our own lives.
We pick the light box instead…
 So what are they heavy boxes in your life right now? What are the hard choices – the one staring right there at you…
The ones that trip you when you’re dark… the ones you stub when trying to find light… the ones you elect to go around instead of going through…
 I get it… going through causes you to sweat… causes you to strain… going through may cause you to admit that you can’t lift your heavy box…it means you’re defeated…
… but only temporary.
The fact that you stepped up, squared your shoulders, got a wide base, and wedged your fingers underneath…
…the fact that you yanked on your Heavy Box is a start and like Luttrell, it starts with first trying, then testing your limits, then-even if it’s at your base camp, working your way back to the Heavy Box ever so present in the rooms of your mind.
That heavy box is there, we all got ’em. That Heavy Box where you can take the easy dollar $1.69, 10 piece Burger King nuggets or you can grab that salad from Wendy’s that’s four times the price. That box that you can numb the differences through silence and alcohol or that Heavy Box where you sit him down and say, “We’re” done, this ain’t going to work.” That box when you sell just enough to cover your $3000 monthly bills or the Heavy Box where you say I need to make $3000, but I’ll make five and next month I’ll make seven..then you do the math- you break the numbers down to a daily plan and go to work on your box.
The box with no sweat, no strain, no fatigue or the Heavy Box where there’s no way out but through… 
It’s voluntary…
…and you got five seconds to decide. Always pick theHeavy Box. 
Don’t forget I have a weekday podcast The Sales Life w Marsh Buice found iTunes or any of your favorite podcast stations.