Episodes

Lately I've been on a role with Million Dollar Listing celebrity brokers so why not keep the streak going? Fredrik Eklund is the #1 real estate broker in the nation....and the star of (you guessed it) Million Dollar Listing & author of a book I'm reading now, "The Sell." It was only 10 years ago that Eklund moved from Sweden to New York, got his real-estate license and like millions of other agents, began scratching the ground in hopes of becoming a success. Today's episode double clicks on ho...

When Tracy Tutor, author of " Fear Is Just a Four Letter Word" and Million Dollar Listing celebrity broker was going through a divorce she learned the art of compartmentalizing. Her days were spent wrestling with unreasonable attorneys then pivoting to broker million dollar properties. "Pocket the cause, but keep the effect," is a way of recycling the energy into something more productive. Connect & say Hi to Tracy and check out her book/blog. 🙏 THANK YOU for listening to today's episode. The...

The iron man of MLB Cal Ripken Jr. was asked recently how he dealt with fear. He said that he didn't fear the result-he didn't wish the ball wasn't hit to him or that the outcome of a game was left to his bat, he feared that he wasn't fully prepared. This is a super episode to recenter you when you feel most anxious. When you feel the fear, is it that you fear the result or the preparation? If you fear the result, it's due to a lack of preparation. 🙏 THANK YOU for listening to today's episode....

It's human nature to want to mirror & meet your hostile situation or closed off customer with the same body language and vibes they're slapping you with, but former sports agent Molly Fletcher in her book, "A Winner's Guide To Negotiating," writes that you should treat the disconnect with curiosity. A great episode for those in and out of the sales profession-either way you're working to get a resolution, so don't widen the gap simply because the other party is shut down. Before you light a ma...

I'm reading Robert O'Neill's book "The Operator. Firing The Shots That Killed Osama Bin Laden." While training to become a Navy Seal, one of his instructors told O'Neill's class, "I'm never gonna ask that you do anything impossible, but I will make you do something hard, followed by something very hard, followed by something very hard, day after day for 8 straight months. And that seems like a lot to get from now to 8 months from now but don't think about it that way. That's not how you achieve...

The NUMBER 1 killer in sales is the Big Ask. You pull back because you don't want to seem pushy. You think that you're being an ASKHOLE, but it's your obligation to ask and your customer's opportunity to say YES or NO. What you'll get and what you think you'll get are not the same thing. Today, we'll reframe your ask so that way you won't come across as an ASKHOLE. 🙏 THANK YOU for listening to today's episode. There are millions of podcasts you could've chosen yet you picked the TSL. ❤️ RATE...

When it was all on the line, people would watch in amazement when PGA legend Jack Nicklaus would hit unbelievable shots to win it all. When asked, Nicklaus said, "People don't realize the hundreds of hours I practice chipping out of the divots." Divots are the hunks of sod that's sliced away by another player's golf club...& as luck would have it, the next player's ball (i.e. yours) rolls right into that divot. When you smash the wall with a poorly handled encounter such as a phone call, custo...

11X Golden Glove Winner Keith Hernandez was taking batting practice early in his career & to his amazement, the legendary Pete Rose yelled out to Hernandez that he could be a .300 hitter. "Baseball is every day for 6 months. The difference between good and great is 30 hits." You don't have to be a baseball fan to make meaning of today's episode. Think about all of times you were "up to bat" with the next customer, phone call, or lead, and you wasted the opportunity simply because it was closin...

Many sales gurus are divided on whether a salesperson should use a script or not. One argument is, YES, salespeople should use a script to ensure that the right message is being conveyed. Others say, NO, using a script will make you sound Sales-ey. My answer: I script and unscript at certain times. 🙏 THANK YOU for listening to today's episode. There are millions of podcasts you could've chosen yet you picked the TSL. ❤️ RATE/REVIEW your thoughts on TSL. Your vote counts. Leaving a nice rating...

In his book, "Sell It Like Serhant," celebrity Real Estate Agent Ryan Serhant walks salespeople through his 7 stages of selling. Much like the stages of grief, there too are stages of selling which includes, Frustration, Fear, Disappointment, & Relief. Being able to anticipate which stage your customer is on (or heading) will help you persist in sales. PS. I believe these are the stages of emotions of being employed as a salesperson too. What do you think? thesaleslife1@gmail.com or 337-565-09...

On his podcast Selling from the Heart, Larry Levine made an off-handed comment, "As a kid I loved to ride the roller coaster, but as I got older, I stopped riding them because I didn't like the way they made me feel." You used to wake up each day excited to ride the roller coaster of sales. Today you want it to be smooth and worry free. You're looking for safety and putting yourself at a huge risk. 🔥 THANK YOU for listening to today's episode. I know there's a million podcasts you could listen...

"Rejection Proof. How I Beat Fear & Became Invincible Through 100 Days of Rejection" by Jia Jiang is a book that comes off of my shelf a couple of times a year. Jia is not a salesperson, just an immigrant who came to the US determined to be the next Bill Gates. Riches were fingertips away until the prospective buyers bailed out at the last second. Jia was devastated, but instead of letting it destroy him, he set out to discover the upside of down moments: i.e. REJECTION. Connect and say Hi to ...

Most books you have to read 3/4 of the way through before finally getting to the main point of the book, but not Mike Weinberg, he let's you have it by Chapter 2, "The not so 'sweet 16' reasons salespeople fail at business development," in his book "New Sales. Simplified." Today I am thrilled to riff on 4 of those reasons why salespeople are underperforming in their profession. Head over to www.saleslife.coach for the notes of today's episode. Connect & say hi to Mike Weinberg on LinkedIn or T...

"I have a book recommendation for you," said my buddy Rich. "It Takes What It Takes. How to think neutrally & gain control of your life. " by Trevor Moawad. "Trust me, you'll love it," he promised. That I did... The book is loaded with so much useful information, I didn't know where to start. So why not start with what neutral thinking is. "Neutral thinking is a high performance strategy that emphasizes judgement-free thinking especially in a crises and pressure situation," writes Moawad. We ...

There are 2 things in your Sales Life you may not like. To Read and to feel Rejection. Well, I have you covered on both today. "Go For NO. Yes is the destination. No is how you get there," by Richard Fenton and Andrea Waltz is a great 74 page parable that'll help you embrace instead of avoid the word NO. Fenton and Waltz write that there are 5 levels of failure. Today we'll talk about the first 3. Level 1: The ability to fail. 100% of people have this ability, but most never get past this lev...

Today we're jumping into Chapter 38 of my friend Patrick Tinney's book, "Unlocking YES. Sales Negotiation and Strategy." When you find yourself in weak moments, whether you're running out of month, options, or just getting run over by a customer, your position may feel weak, but you can still act creatively. If you've been in sales longer than 30 minutes, you realize just how quick your circumstances can change. In those times, using a few of Tinney's techniques, you can win again-even when pla...

Today we're riffing out of the book, "Stillness is the Key," by Ryan Holiday. In 2002, right after Shawn Green signed a $14 million Major League Baseball contract (keep in mind this was 2002), he found himself in the worst slump of his professional career. It was so bad in fact, that the fans were calling for his head and the rumor mill began to churn that Green should be benched, sent down to the minors, or traded all together-and that was the outside voices. Imagine the voices that were bangi...

Recently I was a guest on Chandler Barron's podcast Sales Paradise and before we started the interview, Barron was telling me about his experiences of buying a vehicle. Out of 100 dealerships that he's shopped with, only 2 were memorable. When I asked him why, he said, "Because they adjusted and seemed to get me." Because of Barron's 30+ years in sales, he wasn't falling for any of the old school tactics. He prided himself in making unreasonable offers and his ability to squeeze every dime out...

You got your real estate license, got into sales, took the lead for management, started your blog, podcast, or your owned business because you believed in your possibilities to make more money, have freedom, or bask in the notoriety-the possibilities were endless! But what happens when the economy tanks; the market dries up; or you're no longer having the warm and fuzzies you once did? Circumstances snuffed out your possibilities. It may not look possible, but it is still probable. Today's ep...

Think about how powerful the word NO is in your life? How can such a simple word wreak so much havoc in your life? What other one syllable word can define your self-esteem and the level of your success? Rounding out the book "A Mind for Sales," author Mark Hunter writes, "...one thing that has never happened, I've never lost a drop of blood, nor were any animals harmed, nor were any children ever put in harms way. NO is merely a word.. NO is never permanent. It is only a moment in time." Toda...

❤️ today's episode! Emmy Award winning voice over artist Tasia Valenza was recently on Jordan Paris' Podcast where she dropped a bomb 💣on me, "Be the voice over actor in your own life so you can play your personal and professional roles more successfully." Mic drop 🎤... Think of a movie trailer. The tonality of the voice has to go along with the tone of the movie. You can't have a squeaky voice for a dramatic picture nor would a serious dramatic tone evoke you to check out a comedy either. To...

Today is an amazing episode from an amazeballs book, "A Mind for Sales," by Mark Hunter. Hunter puts a heavy emphasis on Mondays. Instead of using Monday as the day to set up your week, use Mondays instead to push forward." In this episode we'll reveal that most salespeople only work about 2 days/week and when they get behind, they're quick to hit the reset button. A great episode for not only those in the sales game, but for those who find themselves always hitting the reset button. Grab a copy...

Want a guaranteed WIN? It's impossible to be undefeated in life, but you can't be defeated when it comes to your fitness. No matter what is going on or wrong in your life, showing up to bust a sweat is a guaranteed win for you. At my lowest times in my life, fitness was the only thing that kept me from taking myself out. I was demoted, broke, and being a newly divorced parent, my children wanted nothing to do with me...fitness was the only thing I could win at. So every morning and every evening...

In yesterday’s episode I talked about downloading the Kindle, Hoopla, OverDrive, and Libby app to get your digital best sellers. Today I’ll finish off the list with how I leverage the use of Podcasts, RBdigital, and even contact the publisher directly for even more content. ❤️Share the show with others! Text me or leave me a voice mail w/ your thoughts & questions! 337-565-0906 Put your thumbs to work! 👍Share today’s message with someone who needs it. 🔔 Hit the notification button for new d...