Posts Tagged ‘sales life’

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!

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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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Episode #287: “The University Of Adversity”

Listen to the 7 min episode right here

  • How did a guy named Augustine go from a drunk, contemplating suicide to selling over 50 million books in over 25 languages?
  • How do you deal with Adversity?
    • Adversity doesn’t care how good you’ve been; how loyal you are; nor how low you already are.
  • There’s no better school than Adversity
    • All of us enroll, but none of us graduate.
    • You can’t delegate adversity , you have to attend your own school of adversity.
  • “All of us are tested in the furnace of disaster, but not all of us will emerge, but I will emerge. Gold can remain in the fiery furnace for months and not lose a grain and I am more precious than gold.” 

  • You can’t hide nor outrun adversity, she’ll catch you eventually.
  • “The gem cannot be polished without friction and I cannot be polished without trials.”

What did this episode mean to you? Share your thoughts.

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weeds Subscribe and listen to this episode of  The Sales Life w/ Marsh Buice right here.

I ran into my old college football coach the other day and we reminisced like all old, has-been’s do about yesteryear…we scoff about how good the players today have it versus the little we had to work with back in the days. Teams today have the luxury of shoe and apparel contracts that we didn’t. We practiced with threadbare shirts-so thin that you could see right through the shirt when you held it up to the light; we taped up our cleats not because it was the fashionable thing to do, but because they would fall apart during a game if you didn’t; every Sunday the game jerseys were sewn back up-by the end of the season,  you had so much patchwork that it looked more like grandma’s quilt than a jersey. Our dorms had asbestos ceiling tiles and nutria rats as roommates-at night you could hear them scratching around and you’d lay in bed hoping they wouldn’t fall through the missing ceiling tiles.

Twenty-three years removed from playing, Coach opened up and told me that he would be on his hands and knees pulling weeds out of the flower bed in front to the field house so that it wouldn’t be an eyesore to visitors. There was no money in the budget for anything-literally. Coach had to dig into his own wallet and give the grounds crew gas money so that they could mow the knee-high grass; some days Coach would have to mow the fields himself before practice. Just before we were to report for the upcoming season, Coach ran around town scrapping up enough money to paint over the rust in the weight room & lay down some cheap outdoor carpet because he wanted it to look a little more aesthetically pleasing to us.

Seeing the disbelief on my face, Coach said,Sometimes, you just make it work, Marsh.” I had no idea the struggles he and his staff were facing. We had no clue what lack we were dealing with- and he kept us out of it because Coach knew we had a job to do and our only job was to make the grades and play ball…and that we did. I have 3 rings to show for it.

The people you lead don’t need to know all of your struggles. They don’t need to know what you don’t have, can’t do, and have no support of. They don’t need to know all of your struggles because they have struggles of their own and standing around  bitching about it won’t accomplish anything anyway.

Sometimes, you just make it work and collectively, as a team, you draw on whatever resources you have and fight to win. 

As weak as your struggles make you feel, there’s actually strength within them-not only for you, but for others as well. Struggling develops your sense of competence and confidence. When you’re pushed to the brink-where your only option is to figure it out…you do things that you had no clue you were capable of accomplishing. Every setback increases your resilience…every win forges your confidence and you become an example not only to others, but a higher-level example to yourself.

And when you scrape, stretch, and scrimp to just make it work, you and your team find a way to succeed…because all of you do what it takes to W.I.N. 

To do What Is Necessary.

Listen to this episode of  The Sales Life w/ Marsh Buice right here.

 

 

 

altman

Side note: I read Josh’s book a couple of years ago and one part of the book always stuck with me. It was the lesson that he learned early on while attending a kicking camp. His coach told him to always, “Kick the ball the same.” It’s an analogy that Josh has taken and helped make him a million dollar real estate broker and TV personality. (He has a show on Bravo called Million Dollar Listing) Basically he uses the analogy to set his opportunities up the same way because you never know, what seems like a small opportunity today, where may lead down the road. (He tells you more in the book of how a client looking for a rental turned into a couple of mega million dollar properties.)

Here’s what I learned from today’s podcast. 

  1. It seems small now. Many things you do today seem like they’re insignificant or don’t matter. You may be asking yourself, “Why in the hell am I doing this.” Lesson: It may not matter now, but will carry meaning later. Josh took a damn kicking analogy from his childhood and parlayed the concept to live damn well today.
    • What seemingly back-in-the-day bullshit lesson (think Karate Kid Wax on Wax off analogy) have you taken and used in your life today that you are so grateful for? 
  2. It ain’t the ball, it’s the kicker. How do you approach your opportunity…hell do you even see it as an opportunity or do you view it as another waste of time? Well if it looks like a waste of time, it will be a waste of time because that’s how you set up your “kick.” Your customers get what you’ve gotten. If you’re having a shitty month they get shitty service by you, but it you’re having a Land of Milk & Honey kind of month, boy you’re customers won’t find a better salesperson. Lesson: Every customer, every opportunity stands on it’s on. You may have to adjust your process, but you should never adjust you’re effort. And this shit is hard to do because in sales we sell from our soul. Just keep the analogy in your mind…don’t shrink just because you’re not having a good month, set the damn situation up as if it’s the best month ever and kick that shit. Whatever happens, happens, just don’t let it be because of your 1/2 ass effort.
  3. You’re not in control of the outcome….but you can heavily influence it. Riffing off #2 (& because I need a 3rd point), once your “ball” is in the air, you can’t waive or wish it to go a different direction. It’s going to go the way it goes. The question is, what do you do with the outcome…good or bad what happens from here? Do you learn from it? Do you blame others? Do you call yourself a slap-nut p.o.s? Lesson: Honestly assess what just happened and own that shit. It doesn’t matter the circumstances that surrounded the opportunity, it only matters how you approached it. Learn from it and set up your next kick and by the way, if it was a win, raise the bar and look for your next one-stop holding a victory parade for yourself.

Thought of the day: What tense are you? Managers tend to only have 1 tense; they manage only what is directly in front of them, but leaders have dual tenses; they manage both the present and future tenses. Yes they see today, but they also look toward the future. They do it not only with their business, but more importantly they do it with their people. They don’t just see people for who they are today, they see them for who they can become and set the bar accordingly.

Check out The Sales Life w/ Marsh Buice podcast. 

 

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. 

When CNN personality Van Jones was young he asked his dad to give the unfortunate money that way they would no longer be poor. Upon hearing  his plea, Jones’ father leaned forward in his recliner and said, “Son, that may stop ’em from being broke for maybe a day or two, but if a person is still poor in their skills, poor in their education, poor in their self-esteem, & you hand them a bunch of money? They’ll be broke again by tomorrow...every poor kid has got to climb that ladder out of poverty on his or her own efforts. That’s the responsibility you have to develop yourself so that nobody can keep you poor or make you poor again. You have to make it so you know too much; you bring too many skills to the table. Then you can reach down for the next man and help him climb a rung. But no one can do the real climbing but you.”  

 

You can’t have what your first not willing to become.…scratch that…You can’t keep what you’re not willing to become…sure you can manipulate it..you can catch a wave of luck…chance can randomly fall in your lap, but if you don’t become before you have, you’ll never keep what you got because becoming is an embodiment. It’s acquiring the necessary skills, education, and loving yourself in such a way that when “it” happens it’s of no surprise..it doesn’t catch you off-guard because you were already be-ing before come manifested.

Coming up as a salesperson, I caught wind of how much the managers were making so that became my target and within a year I was promoted into management…only by title not by income. Oh I had the new title printed on my new business cards, but I wasn’t making anything close to what the others managers were making-as a matter of fact, I was making less as a manager than I was as a salesperson. When I spoke out of frustration, I was told, “You’re paid for what you know and as a manager, you don’t know very much.” It was hard..I had to do the menial jobs and grunt work-basically  whatever the senior managers didn’t want or feel like doing got passed off to me only to sign their names to the completed works. I had to scrape-many nights of eggs & rice…many weeks of borrowing from one payday loan to pay another and when referrals came in to buy from me, the salesperson inherited the full commission…while I got only a sliver of a percentage…

And you know what…

…it was the best thing that could’ve happened to for me because it caused me to have to go to work on my new level. I had to work on my too’s…becoming too skilled, too educated, to know too much. I realized that too was a mindset not a destination-it’s not a place that I had to get to, it was a direction that I needed to head toward. It was at that point that whatever they handed me I took on and when I finished it, I asked for more.  I stopped trying to prove my worth to others & worked to create value to myselfbecoming in such a way that no one or no-thing can keep me or make me poor again. In retrospect, had they paid me what the senior managers were making, it would’ve destroyed me financially and personally. Becoming is your natural set point which is why you see those who get a windfall of money from an inheritance, settlement, or lottery,  piss right through large sums of money and often end up worse off than they initially were before-erroneously thinking that they had to first have in order to be. Having doesn’t make you, it reveals who you’ve worked toward becoming. 

Be and the have’s will come…

See, when you work first to become, even if they dropped you in a different city with $100 and no cell phone you’d parlay it into success…even if you got wiped out, you’d be the phoenix rising for the ashes of failure.

Don’t wish to have…work to become & even if you’re temporarily broke, you’ll never be poor again.

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