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Aug. 14, 2020

577. The under & extra to your ORDINARY

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 & …

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Aug. 13, 2020

576. You’re losing anyway, so why not 🤷‍♂️

“Omg when I get out of this slump?” says everyone. In those pressure-packed moments all you can think about is what went wrong & …

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Aug. 12, 2020

575. Screw the certainty, take the chance.

Lately I've been on a role with Million Dollar Listing celebrity brokers so why not keep the streak going? Fredrik Eklund is the …

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Aug. 11, 2020

574. Pocket the cause. Keep the effect. | Use being pissed off to you…

When Tracy Tutor, author of " Fear Is Just a Four Letter Word" and Million Dollar Listing celebrity broker was going through a di…

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Aug. 10, 2020

573. Do you fear the result or the preparation?

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 wi…

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Aug. 7, 2020

572. How to leverage a hostile situation or closed-off customer

It's human nature to want to mirror & meet your hostile situation or closed off customer with the same body language and vibes th…

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Aug. 6, 2020

571. Get to your point. | Persevering when it seems impossible.

I'm reading Robert O'Neill's book "The Operator. Firing The Shots That Killed Osama Bin Laden." While training to become a Navy S…

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Aug. 5, 2020

570. No, you're not an ASKHOLE

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 A…

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Aug. 4, 2020

569. Chip out of a divot | Purposefully put yourself in difficult sit…

When it was all on the line, people would watch in amazement when PGA legend Jack Nicklaus would hit unbelievable shots to win it…

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Aug. 3, 2020

568.Never give your bat away. | Never let an opportunity go to waste.

11X Golden Glove Winner Keith Hernandez was taking batting practice early in his career & to his amazement, the legendary Pete Ro…

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July 31, 2020

567. To script or not to script?

Many sales gurus are divided on whether a salesperson should use a script or not. One argument is, YES, salespeople should use a …

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July 30, 2020

566. Are you & your buyer on the same stage? 🥶 | Ryan Serhant's 7 sta…

In his book, "Sell It Like Serhant," celebrity Real Estate Agent Ryan Serhant walks salespeople through his 7 stages of selling. …

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July 29, 2020

565.A Roller with No Coaster

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…

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July 28, 2020

564. 4 Benefits when dealing with REJECTION

"Rejection Proof. How I Beat Fear & Became Invincible Through 100 Days of Rejection" by Jia Jiang is a book that comes off of my …

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July 27, 2020

563. Reasons why salespeople fail at business development.

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, h…

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July 24, 2020

562. Past, Present, & Neutral

"I have a book recommendation for you," said my buddy Rich. "It Takes What It Takes. How to think neutrally & gain control of you…

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July 23, 2020

561. Wide open for NO

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. "G…

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July 22, 2020

560. "Be creative when weak"

Today we're jumping into Chapter 38 of my friend Patrick Tinney's book, "Unlocking YES. Sales Negotiation and Strategy." When you…

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July 21, 2020

559. Chop wood, carry water. | How to get yourself out of a slump.

Today we're riffing out of the book, " Stillness is the Key," by Ryan Holiday. In 2002, right after Shawn Green signed a $14 mill…

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July 20, 2020

558. There needs to be more than one story.

Recently I was a guest on Chandler Barron's podcast Sales Paradise and before we started the interview, Barron was telling me abo…

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July 17, 2020

557. Think possible. Work probable.

You got your real estate license, got into sales, took the lead for management, started your blog, podcast, or your owned busines…

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July 16, 2020

Don't take NO for a NO

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…

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July 15, 2020

555."Be the VoiceOver actor in your own life."

❤️ today's episode! Emmy Award winning voice over artist Tasia Valenza was recently on Jordan Paris' Podcast where she dropped a …

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July 14, 2020

554. “Don’t hit the reset button.”

Today is an amazing episode from an amazeballs book, "A Mind for Sales," by Mark Hunter. Hunter puts a heavy emphasis on Mondays.…

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