Sales has gotten faster, but people still buy the same way—they need confidence. In this episode, I share an old-school sales technique that’s become underutilized today: the Feel, Felt, Found method. I’ll show you how these three simple words keep you from taking objections personally, help you uncover what’s really…
Can you handle the life you want? Everyone wants more—more success, more money, more influence, more opportunity. But with more comes more pressure, more uncertainty, more setbacks, and more responsibility. Patience isn’t about sitting around and waiting. It’s about developing the capacity to handle what you’re asking for without quitting…
Can you customize a leased vehicle? Absolutely. One of the biggest reasons people shy away from leasing is because they think they can’t personalize their vehicle. The truth is, you usually can—you just need to know a few things before you start adding accessories or modifications. In this video, I…
Have you ever talked yourself out of a deal before your customer even said “no”? I have. One of the biggest mistakes salespeople make is mistaking silence for rejection. Before the customer even objects, we start offering discounts, concessions, or different options—all because we’re negotiating with ourselves. Sometimes the customer…
You can change your address. You can change your job. You can change your relationships. But if you don’t change yourself, you’ll eventually recreate the same life in a different place. Real transformation doesn’t begin with a new environment. It begins finally confronting yourself. 🎙️ Episode 1013 of the What’s…
Ep. 1014. Are you negotiating with your customer... or negotiating with yourself? In this episode I'm talking about Wallet Share—one of the biggest psychological mistakes we salespeople make. Too often, we assume a customer won't buy because we wouldn't. We project our own financial comfort level onto the customer, mistake…
Every decision is either moving you forward or pulling you backward. Before you act, ask one simple question: Does this strengthen a skill… or does it strengthen a problem? That one filter eliminates the negotiation and keeps you focused on becoming the person you’re trying to become. 🎙️ This is…
The most patient person on the world is the person you once were. #habits #personalitydevelopment #life #success #goals
Most people don't change their lives because they keep changing everything except themselves. A new job. A new relationship. A new city. A fresh start. But if you bring the same mindset, habits, fears, and excuses with you, you'll eventually recreate the same life in a different place. In this…
Most people think they’re negotiating with a decision. They’re not. They’re negotiating with their former self. And who knows you better than the person you used to be? Your former self already knows your excuses, your triggers, your environments, and exactly how to get you to compromise. The question isn’t…
Everyone wants better habits, but most people make the same mistake—they think they have to reinvent themselves every morning. You don’t. First, establish the line. Then hold the line. Whether you’re trying to lose weight, become a better parent, improve your finances, or grow your business, every decision should be…
In episode 1012, I dive into one of the most powerful passages from Napoleon Hill's The Law of Success and explore why breaking bad habits feels so difficult—and why it's so easy to fall back into old ones. Most people think they're negotiating with a decision. I believe they're actually…
Can you get out of a lease early? Yes, but how you get out depends on the manufacturer and the lease you’re in. One of the biggest mistakes people make is assuming every lease works the same. They don’t. Some manufacturers allow you to trade your lease almost anywhere. Others…
People talk about dead-end jobs. I don’t think there are dead-end skills. Every job teaches you something you can carry for the rest of your life—if you’re paying attention. I’ve been in sales for 28 years, but I still use skills I learned long before I ever sold a vehicle.…
“What if I go over my lease mileage?” It’s one of the biggest reasons people avoid leasing. They’re afraid they’re going to go over their mileage and get hit with a huge bill. The reality? It’s usually not nearly as bad as people think. In this video, I explain how…
People don’t just buy your product. They buy your confidence. One of the fastest ways to lose credibility is by using diminishing language—phrases that weaken your message before you’ve even made your point. Things like: • “I could be wrong, but…” • “Maybe…” • “I was just thinking…” • “This…
Your opinion doesn’t sell cars. Your confidence does. Most salespeople lose deals before they ever present numbers—not because of price, but because of the story they’re telling themselves. “I wouldn’t buy that.” It doesn’t matter. Your customer isn’t hiring you to decide whether you would own a vehicle with 220,000…
The best salespeople are always strategizing. Most people hear that and think the strategy is to beat the customer. It’s not. The strategy is to make sure you don’t make an expensive mistake. A great salesperson has seen hundreds of situations like yours. They know where deals fall apart, what…
Salespeople don’t lose deals because they don’t know enough. They lose deals because they talk too much. Most of us keep talking because we’re uncomfortable with rejection. We try to explain more, justify more, and convince more. The result? Confusion. And confused customers default to “no.” Here’s today’s exercise. Take…
🎙️ Do You Train Your Voice in Sales? Most salespeople practice what they’re going to say. Very few practice how they’re going to say it. Your tone, pace, pauses, confidence, and clarity all communicate before your words ever do. If your delivery is rushed, uncertain, or filled with “um,” “like,”…
You'd never tell someone, "I haven't eaten in three days." Yet people go weeks without intentionally feeding their minds. That hit me hard this morning while reading Zig Ziglar. We make time to feed the part of ourselves with limited potential (from the neck down), but neglect the part with…
Most people never miss a meal. But they regularly skip feeding the one thing with unlimited potential—their mind. In this episode, I share a powerful lesson from Zig Ziglar that completely changed the way I think about personal growth. If you've been working hard but aren't seeing the results you…
Here’s one that matches your philosophy and encourages reflection rather than just motivation: ⸻ Most people think they need to make better decisions. I think they need a better filter. Before I make an important decision, I ask one simple question: Does this strengthen a skill… or does it strengthen…
Here’s a coaching tip for anyone selling cars. A customer asked one of our salespeople, ‘What’s your interest rates? He answered the question… but then the conversation stopped. Don’t just answer questions. Ask one back. “Do you already have a bank or credit union you’re working with?” Now you’re learning…