Episodes
Jan. 4, 2020
#430 You haven’t lost your touch...you’ve lost your flexibility
Watch this episode on YouTube! (The Sales Life) Yes you wore deodorant today... No it’s not because your lucky pen ran out of ink... You haven’t lost your touch, you’ve lost your flexibility. In his book, “Think Agile,” Taff…
Dec. 29, 2019
#429 Easy to teach...difficult to discourage
Watch this episode on YouTube! Today we’re diving in on Ryan Holiday’s book, “Stillness Is The Key,” & a specific chapter titled “Let Go...” Have you ever set a goal/target but the harder you tried to hit it, the worse it go…
Dec. 21, 2019
#428 New advice...old filter
Watch this episode on YouTube! (Search The Sales Life) You know that person who gets advice from everyone yet does nothing with it other than get even more advice? I’ve been that person... The reason why you never move up, s…
Dec. 17, 2019
#427 How to sell to your friends & family
Watch this on YouTube! “Don’t take it personal.” I’ve heard that one a time or 10,000 but didn’t always stay true to it. I’ve blown deals because I took it personal when a customer came in & tried to bulldoze me or act a jer…
Dec. 13, 2019
#426 Hard is manageable
Watch this episode on YouTube! Sometimes in the course of the conversation I’ll tell people that I ran 5-6 miles before coming to work & they’re like, “NO WAY I could do that!” At one time I was that way too. Initially hard …
Dec. 10, 2019
#425: 2 words limiting your success
Watch it on YouTube! It’s been said that a person’s success can usually be measured by the number of difficult conversations he’s willing to have... Think about that one... The areas where you’ve been successful were probabl…
Dec. 8, 2019
#424 Selling The #4 Customer
Watch this on YouTube! Think of your results in layers: Layer 1: You fell into a deal Layer 2: The customer wanted your product anyway & they bought it from you. Layer 3: The customer was 50/50 & you did such a good job they…
Dec. 4, 2019
You can’t hit it BIG until you hit it many
Watch it on YouTube! VC firms have what’s called “Deal Flow,” meaning they’re constantly investing... You hear of the VC’s who got in early with the Facebook’s, Twitter’s, & Ubers & you think, “Wow! They hit it BIG!” They di…
Dec. 3, 2019
#423 Feed the Ego
A friend of mine has been so committed to earning his health back that he was rushing to the gym after work to put in a 12 minute workout before they closed. He was feeding the ego... Most people would say to themselves that…
Dec. 1, 2019
#422 Keep the threats perceived & the challenges real
Watch this episode on YouTube! Stress can be destructive...but it can also be a powerful resource as well depending on which bucket you put a stressful situation into. Threat or Challenge? How well you perform under pressure…
Nov. 27, 2019
#421 It’s not for you
Watch the video of today's podcast on YouTube! Authors are told that they should never read their reviews because the tendency is to get discouraged once you read the scathing opinions left behind the 1 ⭐️... When you releas…
Nov. 23, 2019
#420 Track the numbers to improve not excuse
Today's Episode is on YouTube! Check it out! If you don’t like math then you probably don’t like success either... because success or a lack of success is all powered by the numbers. In his book, Shut Up & Listen, billionair…
Nov. 20, 2019
#419 “Sell me this pen 🖊”
Answer it right & you get the job... but truthfully, after 2 decades in sales, I haven’t been able to answer the question convincingly. Because I was trying to tell you what the pen is...& not what it does...for you. Connect…
Nov. 17, 2019
#418 Why not stay in your comfort zone?
From the mountaintops, I’ve always shouted, “Stay out of your comfort zone,” because your comfort zone traditionally was thought of as a source of laziness. I believed that until now... NBA legend Michael Jordan said, “Peopl…
Nov. 11, 2019
#417 What makes you a BIW?
“What are you Best in the World at?” If I asked you, you’d probably compare yourself to someone way more successful than you & reply with... “Nothing...” There will always be someone better than you... But you are BIW... Bec…
Nov. 6, 2019
#416 The Emotional Cycles of Change (ECOC)
“This time it’s gonna be different!” “This is it!” “This is hard...” “This is b.s.” “This is ridiculous...there’s no way this is gonna work for me...” “Oh well...” When enough is enough...& you’re sick & tired of being tired…
Nov. 1, 2019
#415 Dominate your space
Zack Babcock ended up serving a 5 year prison sentence for various crimes. Prison didn’t settle him down...it made him even worse. He was always getting into fights with other inmates and officers. Even though he acted out, …
Oct. 28, 2019
#414 Be a willing loser
I want you to be a loser today... Don’t stay a loser, but be willing to be a loser. Every social media feed is pounding you to only be a winner... But if all you’re trying to do is win...you only pick the sure thing & choose…
Oct. 23, 2019
#413 “There’s a paddle coming for your ass...”
I was so excited about this book, I shelved the planned episode in order to get this one out... Today we’re jumping in on billionaire Tilman Fertitta’s book “Shut up & Listen!” Fertitta is the owner of The Golden Nugget Casi…
Oct. 18, 2019
#412 ACA: Action Cures All
Are you procrastinating picking up the phone and calling the customer because you may just get rejected (again)? 🔥Action cures all... Afraid to ask for the sale because you don’t want to come across pushy? 🔥Action cures all.…
Oct. 13, 2019
#411 “We’re just negotiating here...”
On his podcast, Jordan Harbinger asked NBA legend Kobe Bryant what separates the talented? ...”it’s the ability to negotiate with yourself...” We mostly have conversations with ourselves... “I’m too fat...” “I’m from the wro…
Oct. 8, 2019
#410 ....then act like it
When the alarm went off, the only thing I wanted to do was not to do... I had the “don’t wants” bad... My mission is to complete 30 workouts in 30 days because I’d let my “never miss twice” mantra slip... The voices in my he…
Oct. 3, 2019
#409: You’re in the expansion business
I recently read Hal Elrod’s book “The Miracle Equation,” the formula being: Unwavering faith + Extraordinary effort = Miracles... I love the formula because it’s a simple formula for you to make sure you’re putting yourself …
Sept. 28, 2019
#408 It’s not enough to just be a shooter 🏀
In a clip I came across, Dr. Jordan Peterson said, 🔥”...overshoot continually...because as you overshoot-even if you don’t learn what you should’ve done, you’re going to continually learn what you shouldn’t keep doing...that…