Episodes

When your back was against the wall, you did what you had to be done regardless of how hard or long. But what about the times when you don’t ”have to?” The times when you take it easy & you were still ok. When your SalesLife whispers to you to take it easy because you’ve been working hard, respond by taking action because it Ain’t about the win, it’s about the momentum. Share the show with others! _______________________________ Text me or leave me a voice mail w/ your thoughts & questions! ...

Life is full of loss, but Life too is rich with lessons within the loss. While reading Patrick Bet- David’s book, “Your Next Five Moves,” I stumbled across the quote, “If you’re going to lose, don’t lose the lessons.” Today we pull on that thread. How many times have you been so emotionally wrapped up in your losses that you fail to capture the bountiful lessons (wins) within the loss?

Many people have sat across the desk from me who have lost everything due to the devastating Hurricane Laura that ripped Lake Charles, LA apart. "How'd you come out?" is now the new "How are you doing?" around here & I've struggled with the answer. ________________________________________________________________________ Inky Johnson asked the question and I ran with it, "Are you working to stay within the pack or are you working to separate?" __________________________________________________...

The Yea-but’s are the voices of doubt that run contrary to what’s been written or diagramed. Coaches have to coach players through the Yea-but’s. Parents have to caution children through the Yea-but’s & Salespeople have to guide their customers through the Yea-but’s. When the Yea-but’s rise up, will you be there to counter the challenge? Stay amazing. Stay in The Sales Life.

One of my favorite podcasts & people to follow is Heather Monahan. She’s got such great energy & has no problem sharing her scars along with her scars. As a single parent, Monahan found herself on a course for reinvention after suddenly being fired from an executive position. They actually did her a favor 😉. Monahan is a rock star in her own right & today she owns her life & is more successful than ever. Today we are riffing from Chapter 7 of Monahan’s book “Confidence Creator.” How often do y...

In his book, “Built To Serve” Evan Carmichael has a chapter titled, “This Will Be Tough.” I needed to read this chapter while my hometown recovers from a devastating Category 4 Hurricane that has destroyed our area. The people you don’t meet. The things you don’t accomplish. The person you never become is all due to your Who. Who are you?

Coming to shore with 150 MPH winds Hurricane Laura has devastated my hometown & forever altered the lives of my friends & family. Our faith will be tested and our resiliency will be forged. It’s important to keep written & verbal notes so that you can reference back in the storms of your life. On his podcast, “Finding Mastery,” Michael Gervais said that there are 3 stages of Resiliency: 1) Meet the challenge 2) Stay in the moment 3) Control the controllables. Natural, Professional, or Personal ...

Today we're back in Fredrik Eklund's book "The Sell." Being he's the most successful real estate broker in the USA, who better to listen to? But even Eklund's deals go South. When a customer has ghosted him, Eklund hunts his client's down because he refuses to be told NO electronically. Today's episode is up close and in person. LITERALLY. Even when you think you're going to get blown out of the meeting, "Make it hard for them to say NO." Connect to Fredrik on Instagram. (Tell him you want him...

Gina Trimarco is an Improv Specialist. One of the key fundamentals to Improv is accepting what the other person says-even if you don't agree. How many friendships have been lost or blocked due to one person posting something that the other person doesn't agree with? I think about how many deals I've blown because I was so fixated on being right. "Big Town USA has you beat on price!" Salespeople hear that 1000 times/month. I don't have to agree, but I can accept. Today's episode is a superpow...

This is an "All-Week Weinberg" edition of TSL featuring Top Sales Influencer Mike Weinberg. Even if you are not in the sales profession, you can apply his wisdom and insight into your SalesLife. Mike is a consultant, sales coach, speaker, and author on a mission to simplify sales. His specialties are New Business Development and Sales Management, and his passion is helping companies and salespeople WIN MORE NEW SALES. Before launching his own firm, Mike was the top-producing salesperson in thre...

A friend of mine called me excitedly to tell me he was about to open his first business. Coming from a broken home, small town & so broke, he had to scrape quarters to buy gas, he never thought he‘d be where he was today. Think of everything that you’ve had to fight to get to where you are today.... They weren’t discounts...they were dividends.

“Omg when I get out of this slump?” says everyone. In those pressure-packed moments all you can think about is what went wrong & when will it ever be right again...right? Hall of Fame Major League Baseball player Cal Ripken, Jr. says to use the losing moments to try something new. What a radical way of looking at the losing moments. Instead of crumbling under the pressure of winning again, use the moments to try something you’ve been wanting to try...but never did. 🙏 THANK YOU for listening t...

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 ...