Episodes

You wouldn't want to win all of the time. I know it sounds crazy, but think about it. If you won every time, what would you be grateful for? If you always finished first, what would challenge you to push higher? Diversity creates strength. I hope you lose today because if you're willing to lose, then you're set up to win. Just like light needs dark, so too do wins need losses. Wins and losses go hand in hand. Today I'll show you how they complement one another and are the source of your succes...

Where were you in 2009? At the height of the financial crises, a company's stock price valued at $60/share sunk to less than $1. In a panic, many people liquidated their stocks and PERMANENTLY locked in their losses. If they'd stayed in, they would've seen exponential gains when the market roared back to life, and if those who owned shares continued to invest-even fractionally, they would've become wealthy. This episode isn't about investing in the market; it's about investing in you. No matte...

There is not a soul on this earth that hasn't freaked out or panicked. Many of those moments we are not proud of. How you handle yourself next time is dependent on what you learned from the situations before. Think of success as a 3-legged stool with each leg weighted at 33%: Preparedness, experience, and reflective thinking. If you're missing one of those legs, then you're chopping your chance of success by a whopping 33%! By the end of this episode, I will ensure that you have all of three l...

There are some things in your life that you cannot put a dollar value on it. The Sales Life Podcast is that for me. Even though I've invested thousands of hours into creating nearly 700 episodes, monetarily, I've got little to show for it. But I have profited in so many other ways that far exceed any amount of money I could have received so far. Unlike income that can be taxed, my profits from TSL have compounded and will continue to pay out massive dividends. By happenstance, today's episode ...

Guitar gurus say, "Tone is in your fingers." I could buy the guitar and equipment that Eddie Van Halen had, but I'm still going to sound like me. On the flip side, Eddie Van Halen can buy a guitar at a garage sale and still sound like Eddie Van Halen. In the book "Rework," Jason Fried writes, "You don't need special equipment to be good, and you definitely don't need it to get started." Have you been waiting for the "perfect" time to start your creatives, such as a podcast, YouTube channel, wr...

Early in my management career, I was told, "You can't teach decision making." That never sat well with me because babies aren't born good decision-makers, but as we grew older, we stopped making decisions because we quickly realized there were consequences. To avoid being grounded, whipped, or have our cell phones taken away, we did as we were told and little else. So it is no wonder today, most people don't make decisions for fear of it being the wrong decision. With my newfound best friend bo...

Isn't there more to your life than doing only what you're "supposed to do?" You're supposed to get to work on time, pay bills, and be a full-time mom, but is that all? What if my life goes off the rails? Am I "supposed to" get it back on track? "Supposed to" is waiting for others. Outlaw Logic takes matters into your own hands. "Outlaw logic" is a term that I nearly threw away. It is a philosophy that actor Mathew McConaughey's family has governed their life by. Today, through examples of oth...

Celebrity Trainer Dolvett Quince's method to generate massive weight loss in those he trained on the TV show, The Biggest Loser was to give them "glimpses of potential." Coaching them to a final result seemed too hard, so instead, he broke it down to ticks. Quince took them one tick above their "cant's" to reveal "glimpses of potential." As the ticks increased, so too did their results, and they ended their sessions with, "I didn't think I could do that!" What is potential? What if you get to ...

What if I told you that saying no to your customers would add trust, reduce your stress, increase your confidence, and help solidify future business? A large reason people don't like salespeople is that they don't follow through on what they said they were going to do. It's not that salespeople mean wrong. They don't mean wrong, but they did wrong because they implied that they would check on a specific request and never got around to doing it. Today, you're going to learn to "sell the no," b...

One of the joyous/depressing moments as a creative is 1) Releasing an episode 😄& 2) You have 6 days to create a new one. 😫But In this episode, I'll explain how shorter feedback loops are key in mastering your craft. Takeaways: The difference between loving your work and falling in love with it. Implement shorter feedback loops in your scheduling. Embrace your fast-paced, "no-rest-for=the-weary" career. How will self-imposed feedback loops make your career explode? This and so much more on...

You don't have to be David Goggins-like to be disciplined. Discipline means "improvement." That's it! So no more excuses of, "I'm not disciplined enough." Here's a quick rule for you when you're struggling with a choice: "If it improves, choose. If it won't, don't." Enjoy this lite episode of The Sales Life!

It's impossible to live a burden-free life, but it is possible to have fewer burdened moments. Think about how many burdens we impose in our own lives by pre-judging how moments are going to negatively turn out? Instead of walking into situations with "guns loaded" and assuming the worst, "what if you walked into every encounter assuming that they were moments for you to learn, teach, share, inspire, or be inspired," writes Scott O'Neil in his book, "Be Where Your Feet Are." Listen to this epi...

You probably don't have to think back very long or hard of a time when you were supposed to get off early, yet stayed until close, only to NOT make a sale :( Or the times when you came in on your day off only to get a text hours later that your customer bought elsewhere. Rejection is tough. Being rejected after giving your all, and then some can rip your heart right out of your chest, but if you're not careful, you can end up in a dark, cynical place and burn out in your sales career. Today I...

My daughter's drawings suck! Her words, not mine. Like any proud dad, I hang her drawings up in my office. When I came home from work the other night, she told me how embarrassed she was of the drawing hanging in my office. Then she ran to her room and grabbed her sketchbook to show me what she'd drawn since then. She was right. Her drawings were remarkably better than before & they'll get even better if she maintains her creator's eye and keeps carving into her craft. How about you? Are you s...

Chris Bosh is no stranger to criticism. Being a 2x NBA champion, 11x All-star, and having your jersey permanently retired comes packed full of criticism. So how does Bosh deal with criticism? He budgets for it. "Criticism is the tax you pay on success. The more success, the bigger the tax." One of the 10 core skills needed to be successful in life is CRITICISM. So what better book than Bosh's new book, "Letters To a Young Athlete," to help you manage your relationship with criticism. In today...

How much of your life is run on the auto-pilot of assumptions? After coming back from vacation, I ran right into my assumptions. I've been selling for 23 years and violated an elementary fundamental. This made me ask the question, "What else have I been assuming in my life?" Are you consuming what you're assuming? Assumptions aren't bad, if they're lead, but they're bury you if you leave them on their own. Today on The Sales Life, you are going to learn to treat your assumptions like a 2 year...

Will you celebrate or remain committed? After you've put in 45 minutes at the gym or worked out every day this week, will you celebrate by overindulging in good food and rounds of drinks or will you remain committed to the ultimate goal of losing 50 lbs.? After you've laid it on the line and had your best sales month ever, will you celebrate by taking the next month off or will you commit to becoming a top producer? Tim Grover, author of the book, "W1NNING," writes, "...you compete for someth...

When I say I ❤️ Tim Grover's new book W1NNING, I mean LOVE because it smashes everything that you've imagined winning to be. Winning can be both your friend in the moment and a cold-hearted enemy for months/years thereafter. Today's episode kicks off a series of TSL's to not only highlight the book, but shift your mind from the rat race of competing to a position of winning. TODAY: There's a big difference between being told what to think and how to think. No one who has ever changed the game ...

It took me nearly 4 years and 600+ episodes to finally discover who I am as it relates to The Sales Life Podcast. Don't get me wrong, I had an idea, but it wasn't crystal clear...until now. "Who are you?" & "Who are you NOT?" Find the areas that you're most frustrated and ask yourself those 2 questions. "Who are you?" & "Who are you NOT?" Knowing who you are NOT is equally as important as knowing who you are. Distancing yourself from trying to be everything and everywhere will create more en...

Bishop TD Jakes released a new book titled, "Don't drop the mic." The people who brought about change were the ones who-despite the pressures, didn't drop the mic. What is your mic? Is it a wrench; classroom, blog, listing, storefront, salesperson, or is it a literal mic...maybe you're a podcaster like me ❤️. What ever your mic, don't you dare drop it. Thank you for playing today's episode. If you like it, please SUBSCRIBE. If someone needs to hear this, please SHARE. If it means something...

My friend Catherine Brown sent out an email with the title, "One day or day one?" Had the first sentence not asked me if I read the title carefully, I would've missed it and is indicative to how we live our lives. We live our lives with "one day" dreams instead of working with "day one" statements. "One day I hope to save more money." "One day I hope to meet the right person." "One day I hope I get a promotion." "One day I hope to lose weight." Flip those two words around and your whole li...

I've never thought of myself as an over-thinker until I read Jon Acuff's book Soundtracks. When I go for a long run, I like to put on a classic rock playlist. These are songs that I grew up with like Van Halen, Guns and Roses, AC/DC, & Aerosmith that help me push through when I want to quit, but according to Acuff there's another playlist too. An internal playlist. Isn't if funny how we'll put on a playlist to go harder, yet we'll listen to an internal playlist that whispers we'll never be mor...

"I'm not quite ready," says everyone. "Ready" is bullshit. It's a form of self-sabotage and procrastination. While you're waiting to be "ready" others are lapping you. While you're waiting to be "ready" what you're really doing is waiting for life to slam the door on you in order to start. Don't wait for circumstances to be just right. Don't wait for others to swing in and help you. Start with what you have. Work toward what you need. And ultimately, you'll get what you want. "Experience is gr...

"It is what it is." I hate that phrase, because the statement makes it seem like that you're giving up...unless you're Michael J. Fox. The 80's phenom actor has been battling with Parkinson's for over 30 years. How does Fox deal with not being able to press the buttons on his phone or suddenly fall down? He told Men's Health Magazine, he deals with moments like this by saying, "It is what it is." But it is NOT how you think. Fox said, "The stuff that you plan, the stuff that you work towards,...