Posts Tagged ‘sales’

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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.

 

 

 

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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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. 

Actor George Clooney wasn’t always People Magazine’s Sexiest Man Alive ; in high school he was stricken with rare disorder called Bell’s Palsy which caused his to have partial paralysis on one side of his face. Here he was in high school-the peak age of how we’re worried about how we look to others, and he had to walk around with half of his face drooping as if he’d had a stroke. When asked about how he managed to go through high school with a half dead face, Clooney said that it was hard at first, but it caused him to have to develop a sense of humor. He goes on to say that it’s moments like this that develop your personality. Have you ever thought about where your personality even came from? Your personality is the essential character of You…it’s the embodiment-the sum total of your physical, mental, emotional, and social characteristics. Think of your personality as a big ass pot of gumbo & what do you put in gumbo? Everything…whatever you got in the fridge & freezer you throw it in there-shrimp, sausage, tasso, okra, crabs, even eggs-just throw it all in there. That’s you…a collection of everything you are, can be, & has been.

Clooney took one of the most horrific things that could happen to a teenager and owned it-he made it work for him…hiding from it wouldn’t help…acting like it wasn’t there wouldn’t lessen the stares or minimize the sneers…instead of resisting it, Clooney owned it and made light of his situation. And he’s not the only one…you read about others who have faced dire circumstances…some who have gotten shot, lost limbs, become disfigured, and stood face to face with death...they faced loss and found new Life. On the other side of tragedy, they go on to complete Iron Man races and triathlons…they start companies, and become the face of organizations…and when asked if they had to do it all over again, most wouldn’t change a thing, because it was through the pain that they found their purpose. Though in a harsh way, Life awakened them and caused them to break away from the herd & turn inward. To discover the person they truly are today, they had to travail through darkness and developed their personality along the way. They made what happened personal, they didn’t take it personal. See, taking it personal is expressed injustice, but making it personal is making the irrevocable a part of your personality…a patchwork in the quilt of your Life. 

And the “-ity?”

The “-ity” on the end of a noun is an expression, the emphasis of the word it’s attached to. So personality is the expression-the emphasis of who you are…but so is commonality if you allow it.  You may not have the big title or nice ass car…you may live in a 1 bedroom apartment and be barely making it…you may be in school, just starting out, or even fired from your job…you may find yourself bankrupt, 2 months past due, or diagnosed with cancer…but you’re in good company because we all are either going through, coming out of, or heading into another personal battle. How you accept your situation…how you see it for what it is & bend to make it a way for your good makes you uncommon…makes it personal…develops your personality. 

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

Well the season is upon us. The cards are coming in the mail and the envelopes are slid underneath your keyboard the minute you step out of your office for coffee. Some of the kids you watched grow while others you barely even know are graduating high school or college.  A few know where they’re heading but most don’t… & 10, 15, 20 years later many still are trying to figure it out.  They don’t know, hell we didn’t either, because we graduated, but were never educated. Graduation is a way of passing, but Education is a way of Life. We graduated by memorization… we kissed up a little, pulled some all nighters, & wrote 7 paragraphs of answers on sliver of paper…we memorized which blanks to fill in, boxes to check, & chapters to read, but damn, nobody taught us about Life…

Education isn’t about what school you got into…clubs you were sworn into, or team you ended up on- that’s just resume material…that’s the shit they write about in your eulogy…

I’m talking about education…

The word educate comes from the Latin word Educo which means to draw out or develop from within. It’s got nothing to do with what’s out there… it’s what’s developed and drawn out from right in here… from within and you, my friend, are in charge of your own education… not Sally Mae, not Stafford… not Mom and Dad…not Grandma’s trust fund…it’s all on Y-O-U.  It’s free to obtain and priceless once achieved. 

Education isn’t about what’s on your business card or title you hold…that shit comes and goes-one minute you’re in and the next minute you’re bounced out.

Now you’d think education is all about memorizing and if that really is the case, then we’ve got that down to a science. Oh how we’ve mastered the art of memorizing. We took memorizing from Mr. Green &  Coach Lewis’s classes and we still memorize to this day. We’re quick memorize all of the mishaps, mistakes, upset, fights, rejections, embarrassing moments, hurtful words, and disparaging actions. We lock in and endlessly play back all of the bullshit moments in our lives decades after holding up that diploma. It’s not about what you’ve done without, it’s what you’ve developed within. There’s too much free and available  to you to just sit there and rote memorization.

You’ve got to take the spice that Life has handed you & make your own secret sauce…Life’s given you ingredients now you make your own recipe. It’s taking what’s been done to what you must do and the first thing you must do is get your ass out there & stop playing so damn limited.  Where you are in not who you are…it’s just a point on Life’s map. Utilize all of the resources available to you and push forward…get a library card. listen to podcasts, start with TED Talks on YouTube…and ask. Ask people who are where you want to be. I ask all of the time… I ask my customers the how’s, why’s, what’s of their lives. And I never feel like I’m prying-you’re not. People devote most of their lives to a certain field so why would they be bothered about sharing what they do and why they do it. Bring the gas of questions to their spark of knowledge and watch that shit blow up.

So congratulate those who are graduating, but mentor others and yourself to forever be educating…developing & drawing out the vastness from within. Graduating has a shelf life…education is your Life. 

Catch The Sales Life w Marsh Buice podcast…making an impact 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.

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While on the set of Deliverance, filmmaker John Boorman walked up to actor Burt Reynolds and said, “Stop acting. Just behave…we’ll wait for you because we can’t take our eyes off of you..” Boorman didn’t want an actor…he  wanted Reynolds, first, playing the role of Lewis Medlock.

When we act…when our performance is based on conformance..when we just blend into our environment, we lose ourselves in order to take on the character that we think society, family, or our boss wants.

We act and cease behaving…

As told by Ryan Holiday, George Clooney initially struggled as an actor because he tried so hard to fit the character the producers were looking for until one day he got the realization that he shouldn’t try to fit the role…the role should fit him. It became clear to him that the producers needed him more than he needed them. See, if this audition didn’t pan out, Clooney could go on dozens of other auditions-he had options, while the producers were desperately seeking the one.  Armed with his newfound knowledge, Clooney began showing up to auditions projecting that he was The One for the job. And because he projected so much confidence..because he didn’t walk in there all desperate…because he showed himself approved…filmmakers made a way because Clooney behaved his way into the roles.

Many times we take on or inherit positions and continue playing the position the way that it’s always been played. We run alongside of the way that it’s always been done..we conform…we act…when Life needs you to behave.

When you act you blend in…but when you behave, you stand out. When you act, you’re cast in black, white, & grays of usual…but when you behave..when you bring your “You”…when you bring your flair…your flavor…your uniqueness..your quirks…when you bring your How I do to what you do…when you Be AND Do-not just do…well, you become the red umbrella walking through the gray crowd….

And you know what….

The world…Us…we’ll wait for you because you personify…you embody what we’re looking for. There’s too many actors in this world and not enough Be-ings. Beings behaving in such a way that we can’t help but get out of your way…to clear our schedule..to make room…hell to create a whole other column just for you.

And let me tell you how liberating it’ll be for you…because you cease acting & start behaving, you get to be you & because you’re no longer burning the emotional currency of acting, you’ll feel more complete…more in control of your most valuable asset…

…that asset is You…

So rest easy. Don’t worry about missing out…just behave…we’ll wait for you because we can’t take our eyes off of you.

**Catch The Sales Life w Marsh Buice podcast-making an impact in less than 10 minute episodes. You can find it on iTunes or your favorite podcast platform. **