Posts Tagged ‘podcast’

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.

Catch The Sales Life w Marsh Buice daily podcast. Find it on iTunes or your favorite podcast platform.

syringe

In some cases, close to 97% of funds raised are allocated toward finding a cure and that sounds right, but then I thought, “Well, that only leaves 3% toward fighting a cause…” 

Check out today’s podcast The Sales Life w/ Marsh Buice here

I think we do that in our own lives.

  1. We spend all of our effort trying to fight the cure of the moment.
    • We spend all of our energy on outcomes and spend little (if any) effort on finding the reason why we always: have more month than money; barely sell enough pay the rent; or why we’re overweight
    • Like a hamster on the wheel, we wear ourselves out on endless endings when what we should do is avert our attention from the end, to the source-what the hell is triggering all of this to begin with?
  2. Some of it is not your fault
    • …but most of it is
    • Some of the feelings of unworthiness and insecurity may stem from way back in the days (childhood or inherited feelings) so you self-sabotage your own success.
    • But before you lay on the shrink’s couch and blame your parents, most of your shit sandwiches today are because you put yourself there.
      • Stop seeking validation from everyone. (Buying the bar lead me to bankruptcy)
      • Stop trying to live like a baller when you’re truthfully a bust. (This mask lead me to bankruptcy too)
  3. You have plenty of time…but not a second to waste.
    • You didn’t get here overnight nor will you fix it over 2 days.
    • Someday is not the 8th day of the week. Don’t think it’ll fix itself, but start working on finding the source.
      • Maybe you’re emotionally eating
      • Maybe you’re always waiting until the final week to start selling something. (You’re not strategic in your approach)
      • Maybe you’re hooking up with the wrong boo or bae because you’re picking what you’ve always had: tension, toxicity, abuse, low-lifes.

You will find a better outcome…call it a cure if you want, but if you want a higher quality of life…if you want a better day…if you’re tired of just hangin’ in there, look left at the cause…the cure will take care of itself.

Check out today’s podcast The Sales Life w/ Marsh Buice here

What I’m reading this week:

I Love Capitalism by Ken Langone (co-founder of Home Depot). This guy’s 82 years old and still crankin’. I heard him on James Altucher’s podcast and had to get his book. This book is proof positive not to hold back. One thing you never have to worry about Langone, is what’s he thinking about.

Favorite podcast episode:

Jordan Harbinger with Poker legend Phil Hellmuth. I’m not a poker fan or player but so many great tips on competitiveness, loyalty, forgiveness, and body language. Phil’s written a few books that are now on my list: Positivity and Read it and Reap (body language book)

Final thoughts today:

Show up…this is the only day you are promised. 

pens.andrewseaman

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.

Most of us would not think of Bad being a good thing…

What the hell’s joyous about losing the one you’ve loved…where in the hell is the silver lining when the company brings you in…the same company that needed you to bail them out of a jam on weekends, holidays-once you even cut your vacation short. When they needed you most, you were always there…today they brought you in to tell you that they’re taking the company in a different direction and you’re not setting sail with them...”But thank you for everything.”

How hard is it to say Bless my soul when you lose your lease…or you only have only one month to pack up and get out of your home that you’ve amassed 2 decades worth of memories…now you have to downsize and feign the look of a fresh new start to the nosy ass neighbors pretending to be working in their yard. Sure they’re doing just fine-you’re the one who’s dying inside.

…the business that you started-first as a side hustle, then you took out a 2nd mortgage, telling your wife that everything’s going to be juuust fine because the contract you signed is huge and all of your struggles will have been worth it….after countless assurances of full speed ahead, the deal falls through and sinks to the bottom of despair. You’re deeply invested-at this point you aint worried about a return, you’re not sure if you can even survive.

We’ve all got a thumbprint on pain. We’re scarred with unfairness and share the commonality of being down and low….but no matter what “it” is…no matter how low, dark, or walled off it may seem…there’s opportunity in bad.

But first you have to look for it…

Mike Massimino, the astronaut tagged by NASA to repair the Hubble telescope-a billion dollar machine that detects other life and environments in outer space-if he doesn’t fix this part, billions of dollars could be lost forever because there is no backup Hubble…it’s one and done and now its future rests solely on his shoulders. Once in outer space, the only thing standing in the way of the repairs was a handle held in place by 4 innocent screws. The first, second, and third screws were removed as planned, but the fourth one was giving Massimino a little trouble, but with a liiiittle extra effort he thought he could….

…he stripped the final bolt.

With billions of dollars at stake…with millions more spent to send a crew to outer space, the screw was stripped…no Home Depot to run to & the supply of both oxygen and options was limited. At first Massimino did what any of us would’ve done…he beat himself up. It took you 4 tries to be an astronaut! You should’ve never made it this far! You shouldn’t have put so much force on that final screw! A mixture of negative emotions pushed to the front of his mind, but he gained his composure saying to himself, “As bad as things are, you can always make it worse.” He settled in…explored his options and fixed the almighty Hubble.

So you’re in a bad situation…remember worse has options and one of your options is opportunity. Find the opportunity in the bad. Massimino’s mantra has always been, “There’s impossible and then there’s improbable…& if it’s not all zeros…even if there’s a .0000001% chance-if there’s a 1 in there, you’re still in the fight.”

Bad can be good because it causes a shakeup..an awakening…sometimes bad cauterizes the shit that’s been lingering on for far too long in your life and now that it’s officially over, it’s time to pivot…push off & make good from the bad.

Opportunity is not found by lamenting in anguish about all of the injustice, unfairness, Why is this always happening to me! kinds of pleas…

The opportunity is found in looking for a crack, a sliver, a speck of light and building-digging you fingers in and clawing out from there.

How you got here has already happened…where you go from here is yet to be determined...you just have to find the opportunities and often they’re found in the bad.

Catch The Sales Life w Marsh Buice podcast- making an impact in less than 10 minutes each day. Find it on iTunes or your favorite podcast platform.

When the legendary skateboarder Tony Hawk first started skating, he and his crew had to skate in empty swimming pools because the city shut down the skate parks due to insurance liabilities. Not to be dissuaded, he and his cronies jumped fences and continued skating in the concrete fishbowls. Conditions to skate at the competitions weren’t much better-patchwork at best.  With little to no sponsorship, the competitions were bootlegged strapped together-there was no real structure-figuratively and literally. The ramps were poorly built, so when it came your time to skate, you could feel the weak structure swaying underneath your feet-you had no idea if you were going to be the losing Jenga piece.
Because of the poorly built structures most fearfully turned back, but Hawk skated anyway.
Most turned back because they’re amateur in thought and Hawk was a pro in action.
Pro’s see their current situation for what it is-yes they see the abysmal structures, the shaky conditions…they feel all of the pressures that everyone else feels, but pro’s embrace the suck and “skate” anyway. Where amateurs look for excuses, pro’s just seize the opportunity...they’ll drop in, attempt, fall, fail, and face embarrassment…they’ll embrace the imperfection and say, “Move, I’ll do it.”
I had a friend who had to play recently at a wedding-everything was arranged-the date, time, venue, it was all ready except for one thing. It was an outdoor wedding, and the coordinator had forgotten about the sound…no mic..no amp..no power..oh shit! With the bride standing at the entrance of her perfect day and with dozens of friends and family in attendance, my saxophonist friend did the only thing he knew to do. He played..and he played his ass off. That’s what pros do-they take “it is what it is” and show you the magic they can make out of it.
Pros and amateurs do have something in common…they both want…but amateurs stop at want and pros push on because they are willing. No they don’t want to feel the acidic feelings of failing…Tony Hawk didn’t want to keep breaking his bones and losing his teeth…athletes don’t want to take the game winning shot …and miss…salespeople don’t want to work with customer after customer and be told, no; bought elsewhere; your price was too high; your trade value was too low...salespeople don’t want customers to drive off, walk out, and hang up on them-no one wants to be left standing alone in the ashes of rejection, but pros are willing to..they’re willing to look stupid, dust off, get back up, and if they if they only have a half-pint of strength left in their body, if they have pull up and lean up against something just to be able to throw themselves back in the fires of attempt, they’ll do it with no hesitation.
So which are you? You can start right now..because many want, but few are willing.
Amateurs want and wait for optimal conditions, but pros are willing to just seize an opportunity.
Catch my podcast The Sales Life w/ Marsh Buice on iTunes or your favorite podcast platform.
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.