This is NOT just a sales podcast...& this is NOT just another “feel good” life episode. The Sales profession is much like that of Life- one minute you’re on top of the world & the next minute it feels like the world’s on top of you. If you’re in the profession, I’ll keep you growing & going. If you’re not in the profession, you still need the skills, because we’re all selling our way through life. No matter what’s happened in your life, you’re not done & there’s more & better for you. But the first sale you need to make it to sell you on you because you’re more than enough.
Hall of Fame NFL football player Micheal Strahan was on a radio talk show & found himself being humiliated by the host while on the air. Strahan was so embarrassed that he vowed to never come back on that show again, but as fate would have it, the two met face to face again on a different show. Strahan, matter of factly, set the record straight. “You can’t do what I do...” he told the shock jock. “I can do what you do...but you can’t do what I do. Like you, I can have a conversation on radio and tv in front of the lights & audience...but you can’t put on the pads and be one of the best in the world...”🔥🔥This is a mantra episode. Like Strahan, I use this phrase when I feel put down, belittled, or frustrated by others. To the ones who gloat, flaunt, or talk about you, don’t get sidelined, keep it moving and whisper to yourself “You can’t do what I do.” They’re stuck with a title; you’re playing on a new level!💪Thanks for listening! 💪💪Please help spread the ❤️ by sharing the episode with others &&&&& leave a quick rating /review. Your vote helps others decide to tune in or not. 💪💪💪Thanks for being a part of TSL. firstname.lastname@example.org
I swear I get something new & different every time I read Brian Grazer’s book, “A Curious Mind...”
In order to go to the next level, you’ll need to couple persistence with curiosity.
Persistence coupled with curiosity is like pairing a fine wine with the perfect dish...
The wine is good..the food is tasty, but the pairing makes the whole meal amazing.
Persistence coupled with curiosity will make your life amazing because “persistence is the vehicle that takes curiosity to worthwhile places.” (Grazer)
But they must be coupled...
Persistence absent of curiosity makes you underperform or overcorrect. You underperform when you quit after the first NO & you overcorrect by force feeding your desires down the other person’s throat.
Salespeople fear coming across pushy so they either let up after the first NO (underperform) or once they reach the threshold of being yelled at for not selling anything, they try to steamroll every customer (overcorrect). The under/over will take you completely out of a job.
Curiosity flying solo isn’t enough either. Think of uncoupled curiosity as sitting in your dream car with no gas or power steering-impossible to steer and going nowhere.
To go to the next level you MUST have persistence coupled with curiosity. You can’t just kick the doors in & muscle your way to where you want to be nor can you just be curious from far away.
Persistence powers; curiosity steers.
Persistence without curiosity leads to burnout. Think about when you first started getting into shape; you were persistent & curious. Excited, you showed up at the same time every day and were curious about all of the available classes, equipment, & exercises...
Along the way, your curiosity wained -you maintained your persistence for a while, but then began to dial it in- forcing yourself to hurry & get it over with.
That’s you miss a day, skip a week, quit for a year & “suddenly” find yourself 100 lbs overweight.
Same thing for your sales career... you lost your curiosity- getting through the day...finish a week...pull out a month...& scratch out another unfulfilled year. In the absence of curiosity, you believe all of the leads are dead, customers are mooches, & the managers are out to get you.
Same thing for your relationship- you’re persistent (“We’re together”), but you’re not interested in what’s going on in one another’s lives.
But let me take you to the next, next level...
Persistence coupled with curiosity unlocks new opportunities & connections...
& because you find your world interesting & intriguing-geeking out every day through exploration and discovery so even when you face the stiff winds of adversity & naysayers, you’re determined to figure it out.
Like a dog on a bone, your steely determination makes you that “go to” guy- the kind of person that people look at your before and after pics...the kind of person that they go to to handle the special cases, projects, & difficult situations...
That determination gives you confidence. You can literally feel others relying on you- as if you’re Paul Bunyan standing up in a kids playhouse... you’re brimming with so much confidence that even when you hit a snag, you learn & keep it moving.
“Confidence is the foundation for ambition ..” (Grazer)
Your ambition is the mark of excellence, power, & fame-the distinction of being a CEO..a boss...a millionaire...& a top producer!
You can’t be ambitious without confidence ...& you can’t be confident without curiosity coupled with persistence.
You want that next level?! That next, next level? Couple it up.
Stay in The Sales Life 💪
The baller, billionaire stories you see on your social media feed can be a punch in the gut when you compare yourself to them. But you have the same advantage they have...they just saw theirs quicker...& actually you have an extra advantage they don’t have...you have “thens.” ⭐️⭐️⭐️⭐️⭐️Thanks for being a part of TSL. Please RATE & REVIEW the show. Your vote builds the show.
Watch the podcast on YouTube! When successful tech entrepreneur Marc Lore was applying to schools his father asked him if he’d applied to the prestigious Wharton School of Business, Lore responded that he hadn’t because he had NO CHANCE of being accepted. “So what’s the downside?” his father asked? “What would be the downside if you just applied? Sure the odds of being accepted may be slim but at least it’s not a zero...it’s a non-zero.” Think about all of the zeros you’ve taken in life... All of the times you didn’t ask the question, raise your hand, fill out the application, make the offer or phone calls, send the emails, follow up, or walk through the open back door...all of the times you did nothing simply because you thought- in your mind, there was NO CHANCE. Your assumptions could’ve been right...but they could’ve been wrong too. Who cares, right? You should... You should enough to try it anyway...to do your part to AT LEAST make it a non zero. The response back is irrelevant-the chance taken is what’s important. A “No” is proof that you took the chance...& at least it was a non-zero. Stay in The Sales Life 💪 (Ht Tony Gonzalez “Wide Open” Podcast)
Watch this episode on YouTube! (The Sales Life) Yes you wore deodorant today... No it’s not because your lucky pen ran out of ink... You haven’t lost your touch, you’ve lost your flexibility. In his book, “Think Agile,” Taffy Williams has a great list that you can check against to see where you’ve lost your flexibility. 🔥You hold onto failure too long. Failing can make you paranoid & “me” focused. You begin to think that everyone is out to get you & it’s you against the world. Your correction is in your connection so keep going. 🔥There is no secret sauce. Success is a formula not a recipe. If you carefully follow grandma’s recipe you’re buttery biscuits will taste like hers- but it’s NOT THE CASE when it comes to your success. The formula is ALWAYS changing- what worked before will be defunct 30 days from now- adjust the formula along the way. 🔥You’ve gotten complacent after sustained success. Back to back to back to back to back success can be a blessing and a curse. Stay on edge- your luck comes and goes. 🔥 You don’t think you’ll survive your personal problems. I’m living proof you will get through- just don’t park. Even though you’re going through hell right now, keep pushing forward- you may be sucking personally, but don’t let your professional life suffer. Don’t let up. 🔥You’ve become lethargic to your competition. As billionaire Tilman Fertitta says, “There’s a paddle coming for your ass.” Don’t think you can’t be dethroned. 🔥You’re indecisive. Make a damn decision- even if it’s wrong, at least you can adjust while moving. 🔥Refuse to get stuck in the past. Success is more like a track than a merry-go-round. Don’t wait for the “come-around.” If you’re not where you want to be, it ain’t your touch- it’s your flexibility. (Special thanks to Taffy Williams for for the inspiration) Stay in The Sales Life 💪
Watch this episode on YouTube! Today we’re diving in on Ryan Holiday’s book, “Stillness Is The Key,” & a specific chapter titled “Let Go...” Have you ever set a goal/target but the harder you tried to hit it, the worse it got for you- which lead to you to becoming even more frustrated and eventually quit (again🙄)? It’s like stepping in a batter’s cage and vowing to crush the ball only to gloriously miss in front of your friends...or you try to crush the golf ball down the fairway only to have to yell to the people on the next hole to duck for cover. You try hard, but fail miserably... It’s what Holiday calls, “The willful will,” the need to control a specific result in a specific time frame. “Let go” of your obsession with a specific result at a specific time & instead redirect your intensity and energy toward developing your form. You want the results but want to skip the line of taking “unnecessary” steps, but it’s embracing the process that will lead you to exponential results. It’s not that you don’t set a target, but you hold loosely to the specifics. Surrender to the results, focus on developing your form & you’ll see unbelievable outcomes. I know this firsthand- it wasn’t until I surrendered to the amount of weight I wanted to lose did I start to see results. Everything I read was “lose 2 lbs/week,” but when I made that my primary focus, I quit when I didn’t get the result. Finally I surrendered to the results and began working on developing my form: picking a time I could consistently work out...developing my form on new exercises & “bonus rounds,” (ie carrying my jump rope with me and knocking a 10 min routine out in the parking lot during halftime of my son’s game.) I developed my form by discovering more foods that were quick to prepare and delicious to eat. My initial time frame to lose 40 lbs was 7 months, but I got it in 4 because I surrendered to the results and obsessed over the process of developing my form. When you surrender to the results and work on developing your form, you become “easy to teach & difficult to discourage.” Think of all of the times you enforced your will & had to get an outcome? Because you’re so rigid for a result, you’re “difficult to teach & easily discouraged.” Some of what you go through is learning by experience- getting it out of the mud-meaning you gotta pull the results out of figuring it out ...by developing your form. Developing your form keeps you open and more collaborative with others. It’s almost as if you don’t care about the results- you don’t, because you trust the process of developing your form more. The results will show when the results show. And when they do, they’ll come faster and greater than you anticipated. But first you’ve got to “let go.” Stay in the Sales Life 💪
Watch this episode on YouTube! (Search The Sales Life) You know that person who gets advice from everyone yet does nothing with it other than get even more advice? I’ve been that person... The reason why you never move up, stay broke, overweight, or get right back into the same kind of relationship you fought to leave is because your sifting new advice through an old filter. You won’t see new results until you sift through a new filter... It’s written that you can’t pour new wine into old wine skins because those skins don’t have the capacity to hold anything new... You’re trying to pass new advice through an old filter- the same filter that you had when you were a teen..the same filter that you had in your 20’s-your old filter can’t handle the new (often contrarian) advice. Your old filter is why you habitually follow the footsteps of those you grew up & hung with... You desperately want to change your life but you’re sifting new ideas/thoughts through an old filter... Want a new body...new filters along the way. Want to earn 6 figures or be a top producer...new filters... Want your dream job or relationship? It’ll require new filters... Change requires a new filter...changing requires evolutionary filters. Stay in The Sales Life 💪
Watch this on YouTube! “Don’t take it personal.” I’ve heard that one a time or 10,000 but didn’t always stay true to it. I’ve blown deals because I took it personal when a customer came in & tried to bulldoze me or act a jerk. I’ve blown deals too with friends and family because I did “take it personal...” Selling to those you know is hard because you get caught up in the relationship & lose sight of the current mission. Using Molly Fletcher’s book, “A Winner’s Guide to Negotiating,” as a foundation, here are 5 ways to help you to stay the course: 1. Relationships over everything. Never put a deal before a relationship. 2. Process over personal. Your friends came to you because they trust you to provide a service for them. Hit your marks-what questions would you ask if this was the first day you met? 3. 1/2 (maybe even 3/4) of your job is done. Building common ground & trust has already been done- now you have the unique advantage in moving on to determine what your “customer’s” needs are. (process over personal remember) 4. “It’s about the numbers & details.” (Fletcher) Develop the maturity to step out of the relationship to focus on the numbers and details. What number is mutually beneficial to your business and your “customer?” What are the details that surround those numbers? 5. Your friends will gladly pay you a profit. You wouldn’t have friends very long if they had to foot the bill every time you go out with one another. Your friends want you to do well, but they didn’t come to you for friendly advice, they came to you to provide a professional service. Give your friends & family professional service with a personal touch. Stay in The Sales Life 💪
Watch this episode on YouTube! Sometimes in the course of the conversation I’ll tell people that I ran 5-6 miles before coming to work & they’re like, “NO WAY I could do that!” At one time I was that way too. Initially hard for me was just getting up early...then hard was running 1 mile...then 2...3...then 5-6. Hard is exhausting...but the more you lean into hard it becomes manageable. It’s not that running 5 miles & going to work is not still hard- it is, but it’s manageable. Being a new parent is hard...amping your sales game up is hard...taking on a new job is hard...working out constantly is hard...but it gets manageable. Hard & doing nothing looks impossible...but when you take on hard it gets manageable to the point where you have the ability to take on more hard. Hard gets embraced instead of traditionally resisted. & when it’s manageable you can handle & have even more. Don’t wish that hard would go away...work to make it more manageable. Stay in The Sales Life 💪
Watch it on YouTube! It’s been said that a person’s success can usually be measured by the number of difficult conversations he’s willing to have... Think about that one... The areas where you’ve been successful were probably due to you leaning into difficult conversations... & the areas where you’ve failed are due to running away from difficult conversations. Every failure I’ve had in life: relationships, parenting, finances, professionally, & personally (yes a convo with yourself) were due to me running from difficult conversations... You fail because you equate a difficult conversation with confrontation or an argument... No it’s just a difficult conversation...that you need to have... You run from difficult conversations because you catastrophize the outcome...or they always end up worse than when you started... So you remain silent- thinking doing nothing is something, when all you’re doing is layering needed difficult conversations on top of one another until you bleed & blow. The tension bleeds into your professional or personal life & you reach a point where you blow the hell up. (Which is why the outcomes always end up wrong) You won’t get better at having difficult conversations until you have difficult conversations. If you go into the difficultly reminding yourself that this is a conversation not a dialogue (so leave the “I’m gonna give them a piece of my mind” at home), you’ll approach it from a more relaxed point of view-seeking to both understand and be understood. If it gets toxic, pause it (indefinitely if you have to) because it takes 2 to dance to that song... & a difficult conversation is always a win. It may not be the outcome you expected (because you could’ve been wrong the whole time), but it’s a win because you had the difficult conversation instead of running from it. And that you can measure... Stay in The Sales Life 💪
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Think of your results in layers: Layer 1: You fell into a deal Layer 2: The customer wanted your product anyway & they bought it from you. Layer 3: The customer was 50/50 & you did such a good job they said yes. 🔥🔥Layer 4: This is the UNFAIR ADVANTAGE you’ll have in sales. The #4 customer is the “Premeditated No” customer. Before you even get your name out of your mouth they’re telling you NO. This customer is bringing past (negative) experiences, a rigid thought process & slap you with a NO. Most salespeople buy off on the No. The customer hits them right off the bat with a NO & the salesperson lays in with the “I’m supposed to do this” kind of presentation. Affirming the NO they lazily offer a product or service annnnnd (drum roll please) the customer of course says NO. Shocking right? Learn to be a disruptor. Confuse a customer’s NO by presenting as if it’s a YES. The beautiful thing about a Premeditated NO is that you don’t have to wait 2 hours for the punchline... The customer told you NO right off the bat, so anything from here is lagniappe...it becomes a challenge to turn it to a Yes. #4 Customers are your unfair advantage in sales because average salespeople want an easy deal not a difficult challenge. Lean into the No with the right body language, eye contact, relaxed expression, verbiage, & COUNTER MOVES. Yes counter the Premeditated No customer- don’t just pull back with a “I knew you were gonna say NO” anyway mentality. Disrupt their NO by offering Options 2,3,4,& 5...because when they originally said No, they were thinking of say No to one option, but what if you were to offer additional options with the right language (body/verbal)...what would they Yes to? NOTE: The #4 Customers are your specialty customers. These are the customers that bring you incremental deals & because they lack the specialized skills, other salespeople bring you in to help with their #4, which = even more deals! & after you do what you do, even if they still say NO, it’s a win because you developed your skills & techniques farther & deeper. Stay in The Sales Life 💪
🔥🔥OH AND ONE MORE THING👉Please rate, review & share the show 🙏
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VC firms have what’s called “Deal Flow,” meaning they’re constantly investing...
You hear of the VC’s who got in early with the Facebook’s, Twitter’s, & Ubers & you think, “Wow! They hit it BIG!”
They didn’t hit it BIG, they hit it many...
Because what you don’t see are how many losses they incurred to hit the big.
I know you want to hit it big...but you won’t hit it big until you hit it many...
In Sales & in Life, you must think like a VC & constantly be investing in reps & options- understanding YOU WILL INCUR LOSSES along the way, but-win or loss, you’re constantly investing...
You’ll hit it big as long as you hit it many.
Stay in The Sales Life 💪
A friend of mine has been so committed to earning his health back that he was rushing to the gym after work to put in a 12 minute workout before they closed.
He was feeding the ego...
Most people would say to themselves that it’s not enough time to make any difference...but enough of those “offhand moments” will pay off massively.
That’s that Ego Juice you need today...
When it’s not the perfect time or situation, you make do with what you got.
No time to clean the whole house? Feed the ego and wash the dishes or fold a load of clothes.
No time to read a chapter? Feed the ego & read 1 page...
No time for an hour workout? Feed the ego and get in 10 minutes.
The store’s about to close? Feed the ego and work a few leads, make a few calls, or learn a product you’re not good at presenting.
Feed your ego because even though it’s not optimal, you can mark it as done ✅
Stay in The Sales Life 💪
Watch this episode on YouTube!
Stress can be destructive...but it can also be a powerful resource as well depending on which bucket you put a stressful situation into. Threat or Challenge? How well you perform under pressure depends on if you perceive the situation as a threat or a challenge. If you see it as a threat you’re filled with emotions such as fear, anger, shame, & self-doubt & because you see it as a threat, you’ll protect yourself. Which is why when you’re in a productive rut, it seems like every one & every thing is conspiring against you & you stay stuck in a vicious cycle of poor results. Very few moments in life are actual threats, but we respond to them as so. Today’s episode will teach you how to push your response in any situation from a threat to a challenge in order to be more productive.
Listen to #349 "Just another cold, dark night on the side of Everest!"
Watch the video of today's podcast on YouTube!
Authors are told that they should never read their reviews because the tendency is to get discouraged once you read the scathing opinions left behind the 1 ⭐️... When you release your art into the world-whether it be a podcast, blog, video, or even selling, & someone disses your work, keep working...keep releasing your work..& keep it moving by whispering, “It’s not for you.” A rude customer...or nasty comments can quickly discourage you and snuff out your good vibes causing you to quit too soon. not everybody appreciates your art... & to the ones who don’t? “It’s not for you...” Don’t digest someones hurtful words or actions by pleading your case. “It’s not for you...” because you’re not for everybody, but you are for somebody who needs what you do... In sales, I deal with rude customers who won’t allow me to fully help-do I still try? Yes... Don’t get sucked into their tension, try to unpack their fears & shed new light... Try different angles & introduce different perspectives in order to help them see it differently, but if they cut you off at the knees...finish & find the next one by saying, “It’s not for you.” “It’s not for you” keeps you psychologically in the game. Selling, podcasting, blogging- any creative requires you to be vulnerable & people will try to crush you when you’re wide open. No need to track the reviewer or commenter down...no need to replay the scenario to 5 other salespeople...they didn’t like your work... Cool...because “It’s not for you.” Stay in The Sales 💪ife
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If you don’t like math then you probably don’t like success either... because success or a lack of success is all powered by the numbers. In his book, Shut Up & Listen, billionaire Tilman Fertitta stresses that you must know your numbers to grow your success... Most people fall into 2 buckets: You either don’t know your numbers or you know your numbers but use them in the wrong way. And I’ve done both... When I set on my 40/40 quest (lose 40 lbs in the 7 months before I turned age 40), I got on the scale every morning. At first it was depressing- when & how’d I let myself go like that?! But as I began to make progress, the scale began to work in my favor by holding me accountable. Those late nights when I wanted to eat more I knew I had to show up on the scale the next morning so I’d tell myself to just go to bed...and the next day the scale showed me it was worth it. But... After I lost 70 lbs I got rid of the scale. I didn’t feel I needed it anymore. My emotions & the public became my scale. I soaked up the OMG’s & How’d you do it’s... Until “one day” my slim fit shirt fit more snug than slim. I bought a scale & it read 15 lbs heavier. WTH! I didn’t know my numbers-even after I’d gotten down to my ideal size, had I still gotten on the scale every morning, I would’ve caught it at 3 lbs instead of 15. And that’s what we do...once we reach a modicum of success we emotionally figure, “I’ve got it from here...” The numbers don’t lie... No more double cliff bars for me :( But maybe you track your numbers & are good with your numbers... IF the numbers are good to you. What do you do when the numbers aren’t so favorable? When the effort way outweighs the results... When those around you are seemingly doing less but are getting more... This is the psychological point where the numbers work against you... Because you use the numbers to defend your lack of results... You’re justifying why you can’t... In sales, you know EXACTLY how many customers had bad credit...were upside down...& how many you lost because your manager didn’t get right... Whether you’re in Sales or Life, track to improve not excuse. It’s easy to glance at the numbers when they’re good... Train yourself to glare at them when they’re not so good... Use the numbers to bitch or the numbers are rich... Rich with information that you can use to improve. Maybe you’re going in with a negative mindset... & your body language conveys your mindset... & when you feel less, you work less. To shield yourself from more rejection, you hide in plain sight... You’re present but not purposeful... The numbers aren’t working for me!!! The numbers don’t work for you...you work the numbers. Waiting for the numbers to work for you is like owing a Vegas bookie & trying to convince him to let you off the hook... The numbers will take you by the dumpster and work you over leaving you busted and broken... You work the numbers... If you’ve got a hot hand, add to the numbers because when it’s good, bad is on the way & when it’s bad good is on the way as long as you work the numbers. When you’re in a rut, increase your intensity. You’re ego is going to urge you to go sit down...jump in with both feet and find more. Along with your mindset & body language, maybe your cadence is wrong-you’re too quick in speech with a hurry & get it over with kind of flow...maybe you’re too thorough in you’re explanations causing you to sell it to only buy it right back because you kept talking out of fear of losing a deal ... Lesson learned from me...always know your numbers...& use them to grow your results.
If you liked today's episode check this one out!
Answer it right & you get the job...
but truthfully, after 2 decades in sales, I haven’t been able to answer the question convincingly.
Because I was trying to tell you what the pen is...& not what it does...for you.
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From the mountaintops, I’ve always shouted, “Stay out of your comfort zone,” because your comfort zone traditionally was thought of as a source of laziness.
I believed that until now...
NBA legend Michael Jordan said, “People don’t believe me when I say I practice harder than I play, but it’s true because that’s where I created my COMFORT ZONE, so when it came time to play, my body reacted to what I was already doing. I believed I was the best...when I hit the shots, it reinforced that...& when I missed (& you will miss), I DID NOT WAVER because I’d built a nice little cushion of confidence.”
Instead of fighting to stay away from your comfort zone, why not stay in your comfort zone?
Your comfort zone is a setting that you default to without even thinking....
So why not change the setting to change your results?
Instead of fighting to stay away from it...design it to win within it.
Listen in to learn more.
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“What are you Best in the World at?”
If I asked you, you’d probably compare yourself to someone way more successful than you & reply with...
There will always be someone better than you...
But you are BIW...
Because Best in the World is not what’s in the trophy case nor on the wall-that’s just the fruit...
BIW is a seed of a mindset...
BIW is a mantra...
BIW is a work ethic...
BIW is your swag...
BIW is your ethos...
Think about this...
If you considered yourself Best in the World, what foods would you put into your body?
How would you live?
What relationships would you keep & which ones would you distance yourself from?
If you considered yourself BIW, how would you think...what would you talk about?
Would you coast? Would “good enough” be an option?
Because you’re Best in the World...nothing but premium goes into your tank.
If you’re going to “be” why not just finish the sentence?
Why not BE...Best in the World?
“I’m not going to BE sitting in this chair 5 yrs from now...”
“I’m not gonna BE 60 lbs overweight 6 months from now...”
No matter how it looks or feels right now, finish the sentence...
Stop waking up, looking at the current score, & add to the losses...step out with a BIW to add to the lessons to win.
If I’m going to BE...I might as well be, “Best in the World.”
I recently read Rakim’s book, “Sweat the Technique” (From old school rap group Eric B & Rakim) & he lives by the mantra, “Be better than yourself,” meaning to not get so caught up in what everyone else is doing, just be better than yourself. The idea keeps you focused on developing your skills & techniques.
“Imagine the impossible, then do.” ~Rakim.
To be BIW it’s going to require a couple of things:
🔥 Don’t wait for motivation to show up. Practice the positive behaviors that lead to the greatest impact for you-even when you’re not highly motivated to do so. Sometimes motivation has to catch up. Motivation should accompany your actions, not be the sole driver for what you do.
🔥 Train with the best. “Training” for you could mean physical, but training is also the company you keep. Hang with the best...limit yourself to the rest.
Don’t just “follow” people on social media just to follow....absorb them.
Buy into what they do & less into what they say in their marketing. (The jewelry, cars, cash, & planes are all a way for you to buy what they’re selling)
What are the habits, rituals, & routines that you can incorporate into your own life? You may not be able to hang with a billionaire right now, but you can hang with their minds through books & videos.
“Best” takes years...but is practiced in days, hours, & seconds.
Overweight, broke, divorced, demoted?
Swag out with, “I am the best!” It’s not something you have to say to others...it’s what you think & do right now, from where you are.
The results will show!
Stay in The Sales Life 💪
“This time it’s gonna be different!”
“This is it!”
“This is hard...”
“This is b.s.”
“This is ridiculous...there’s no way this is gonna work for me...”
When enough is enough...& you’re sick & tired of being tired, you push off to change...
Only to realize early on that it’s harder than you expected...
The only result you seem to be getting is just constant pain-mentally & physically.
Things seem bad...but then they turn to worse.
So you quit...& go back to the way things were.
If this all sounds familiar, you’re in great company because we’ve all pushed off hard & fast in an effort to change, only to feel the pain, give up & turn back.
Now that you know that you’re not crazy nor weak, see the cycles for what they are & take them head on.
The 5 Emotional Cycles of Change (ECOC) are listed in Brian Moran’s book, “The 12 Week Year.”
I. Uniformed Optimism: “Piss & Vinegar” stage. All upside & no downside. (Doesn’t last long)
II. Informed Pessimism: This stage you’re not so nice because you realize the change is harder than you expected. You’re looking for ways out because things are bad...but it gets worse.
III. Valley of Despair: “Things weren’t so bad before,” you rationalize...so you quit & go back.
Stage III is where most turn back...but with a strong enough purpose, you’ll learn there’s more...if you keep going.
IV. Informed Optimism: The clouds break open and you’re finally seeing some results...but you must KEEP GOING. This stage is where most people sigh a breath of relief too long & relax too much-negating all of the hell they pushed through.
V. Success & Fulfillment: You’ve built new capacities & confidence. You can handle more & take on more because you now you’ve shown yourself what you’re truly capable of.
Congratulations on reaching Stage V...now move the bar because there’s more for you. 😉
Stay in The Sales Life 💪
Zack Babcock ended up serving a 5 year prison sentence for various crimes.
Prison didn’t settle him down...it made him even worse. He was always getting into fights with other inmates and officers.
Even though he acted out, he was hollow inside...
“How can I get peace,” he desperately wondered.
He used the only resource he had...
With only 2 bath towels to his name, he tore one of them into sections and began to “dominate his space...”
furiously cleaning his sink, toilet, & floors in his prison cell.
He couldn’t take back his past...& he couldn’t control what was going on outside of his tiny cell...
But he could take back his life...& it started with a torn bath towel.
There are things in your life you can’t take back...& there are situations & circumstances that are outside of your control...
But you can take back your life & it starts with “dominating your space.”
The area& resources that are directly in front of you & that is within your control.
When you’re on the phone with a customer- no matter how bad your day is going, “dominate your space,” that conveys a tone of upbeat professionalism & understanding.
When you’re working with customers- no matter how terrible your month is, “dominate your space” with the right body language and certainty that you know what the hell you’re doing.
When you’re at a social function or even in a toxic office environment...”dominate your space.”
Yes you’re 100 lbs overweight, “dominate your space” by walking in that gym with a mission to no longer live this way.
Your personal life may be crumbling, but “dominate your space” professionally...
You may have been just passed over or demoted...damn...now “dominate your space” & turn your professional life around make others stand in awe that not only are you back, but exceedingly better than ever.
“Dominate your space...”even if it’s a pinhole of light...DOMINATE.
It’s not about pushing & slapping other people aside...it’s about taking control & influence over what you’ve got and successfully earning your freedom.
Stay in The Sales Life 💪
Check out Zachary’s podcast: Underdog Empowerment
I want you to be a loser today...
Don’t stay a loser, but be willing to be a loser.
Every social media feed is pounding you to only be a winner...
But if all you’re trying to do is win...you only pick the sure thing & choose the path of least resistance to get there.
You can’t handle a loss because you were only focused on the win.
You’re not gonna go through life undefeated. Sports teams know this...they want to win the division & be crowned best in the world, but they know they’re going to get rocked with some losses along the way...
You have to learn to lose...so you can learn to win.
Losing has a bad wrap..people run from that word...but losing is just a current status. You may be on an 0-11 streak right now, but you must keep playing the game in order to win again.
Think of losing like playing a game at the State Fair....
You eye that huge stuffed animal and the carnival barker lures you in by saying, “Winner every time.”
Even if all your darts don’t land...even if some of the rings miss the bottle...even if you flip the wrong rubber ducky...
But it’s a 3 inch rubber lizard instead of that big fluffy bear...
“If you play again you can trade up & get a bigger prize,” he tells you.
But most people walk away... unwilling to keep playing the game of life...
They take their lizards of life accepting narratives such as, “I’m the wrong color,” “I’m from the wrong area,” “I barely finished school...my mom was a drunk..my dad wasn’t around...or I was raised by my grandparents...”
There are more prizes for you in life-HUGE ones- ones you can’t even fathom in your current state of mind...
But you’ve gotta keep playing the game.
And it’ll cost you everything: emotions, effort, time, & commitment.
It’ll always pay...a few in results, but always in experience.
So be a loser today...
Being willing to lose is bold, audacious, & courageous.
Being willing to lose doesn’t make complaining an option...what can you complain about if you took the “L” to begin with?
Complaining has no positive benefit...it only weakens your perspective & effort.
If you accepted the loss going in, you find the challenges & connection instead.
You get hit with a No & compound the losses. Someone says no (& you expected it beforehand, remember?) you lean into the no- seeing it as a challenge giving no way for complaining,...you pull on the thread and find more ways to connect the no with a yes.
Being a willing loser makes you the hunter instead of hunted. People feel hunted in life because they’re trying to shield themselves from further loss.
Not you...be the hunter...be the bull...be a willing loser...& you’ll find the wins.
Stay in The Sales Life 💪
I was so excited about this book, I shelved the planned episode in order to get this one out...
Today we’re jumping in on billionaire Tilman Fertitta’s book “Shut up & Listen!”
Fertitta is the owner of The Golden Nugget Casinos, over 600 restaurants including Morton’s Steakhouse, Landry’s Seafood, Saltgrass Steakhouse, & Rainforest Cafe to name a few...
Oh & he’s the owner of the NBA’s Houston Rockets.
Obviously, there’s a reason Fertitta can tell you to shut up & listen.
He starts the book with, “There’s a paddle for everyone’s ass & you never know when it’s coming or where it’s coming from...
...the “paddle” is the force that’s taking square aim at your success & growth.”
Someone, somewhere is working to overtake you or knock you off your lead...so you better be the bull.
🔥Part of the reason the paddle finds your ass is because you’ve lost your hunger.
Hunger goes both ways...
In good times, you grow overconfident & complacent, thinking it’ll stay good forever...
Nothing stays the same. 🔥When it’s good, bad is on the way...🔥When it’s bad, good ain’t far off.
In good times keep your hunger by working with (Fertitta’s) “Poor Mindset” & “95/5 Rule” (my favorite).
& when it’s bad, keep your hunger.
In bad times it’s easy to accept that it’s too late, you’re outmatched, or have no options.
Not true...never stop fighting for options. “Until they padlock your front door” or you’re physically restrained, you still have options.
You just don’t see them because the only thing you see in your darkness is despair.
View your “problems” as challenges & you’ll find your silver linings.
Get the book...I’ll keep it with me and use as a reference guide.
Stay in The Sales Life 💪
Are you procrastinating picking up the phone and calling the customer because you may just get rejected (again)?
🔥Action cures all...
Afraid to ask for the sale because you don’t want to come across pushy?
🔥Action cures all...
Should I or shouldn’t I go to the gym...have the difficult conversation...or ask her out?
🔥Action cures all.
Today’s podcast is simple: If you’re scared, frightened, or just plain lazy...
🔥Action cures all...
Thanks for being a part of TSL 🌎
On his podcast, Jordan Harbinger asked NBA legend Kobe Bryant what separates the talented?
...”it’s the ability to negotiate with yourself...”
We mostly have conversations with ourselves...
“I’m too fat...”
“I’m from the wrong neighborhood...”
“I barely graduated high school or never went to college...”
Our mind tells us what we can’t do...
It shows us what has & could negatively happen...
& we say, “You’re right...”
We don’t even negotiate...
Don’t initially buy what your mind is offering...
Everything’s a negotiation...
When your mind presents...you counter with an action & say, “We’re just negotiating here...”
Mean customer, nasty co-worker, rude front desk clerk, or unruly child?
Don’t lose your cool...just see it’s the start to negotiations & say to yourself, “We’re just negotiating here.”
🔥”The greatest sale you’ll ever make is to sell you on you. Because you’re more than enough.”
🔥Stay in The Sales 💪ife.
🔥Please show your support by sharing, rating, & reviewing the show ✌️
When the alarm went off, the only thing I wanted to do was not to do...
I had the “don’t wants” bad...
My mission is to complete 30 workouts in 30 days because I’d let my “never miss twice” mantra slip...
The voices in my head were screaming at me w/ rationales to take it easy today & double up tomorrow...
& I almost gave in until I read...
🔥”You can act your way into a feeling long before you can feel your way into an action.” ~John Maxwell
Today’s episode: Act like it!
If you want to lose 40, earn $100k, or sell 40...then act like it.
Whatever massive results you want won’t come from feelings...only action.
And it’s hard to act when you ain’t feeling it...
You’re feelings will plead with you to try another day...act any way. 🔥That’s just your feelings trying to maintain control.
Feelings is what got you here...acting will take you “there.”
Thanks for being a TSL shareholder. Please promote the show by rating, reviewing, & most importantly sharing the show with others.
Stay in The Sales 💪ife.
I recently read Hal Elrod’s book “The Miracle Equation,” the formula being:
Unwavering faith + Extraordinary effort = Miracles...
I love the formula because it’s a simple formula for you to make sure you’re putting yourself in position to achieve massive breakthroughs.
But that’s not today’s message...
You’re in the expansion business...
Even if you’re in between jobs, you’re still in the expansion business.
You are, have, & will forever will be in the expansion business.
Well you should be...
If you’re making more money than you’ve ever made before, it’s because you’ve expanded your way into the income you’re generating today...
Sales, job positions, & the way you’re living today is a result of expansion...
But the question is...
Are you still expanding? or have you settled?
The ‘Mill’s & Bill’s (-ionaires that is) are ALWAYS in the expansion business...& you should be too.
They’re always heading toward expansion NMW (Go back & listen to episode #254 No Matter What).
Thanks for being a part of The Sales Life. You are a “shareholder.” This show is powered by your shares, reviews, & ratings. So show your ❤️.
In a clip I came across, Dr. Jordan Peterson said,
🔥”...overshoot continually...because as you overshoot-even if you don’t learn what you should’ve done, you’re going to continually learn what you shouldn’t keep doing...that’ll teach you at the same time what you should be doing...”
It’s not enough to just shoot...
You must overshoot.
New salespeople must overshoot. They must make up in numbers what they lack on skill...it’s in the overshooting that they learn 3x in situational experiences with each encounter.
Even if you’re a veteran at what you do, you must continually overshoot. The biggest downfall for veterans is they shoot (for a bonus or paycheck) but they no longer overshoot for new, higher experiences.
My challenge to you this week: 🔥Don’t shoot for certainty, overshoot for uncertainty...because along the way you learn what you shouldn’t keep doing...& as a bonus you’ll learn what you should do too.
~Stay in The Sales 💪ife!
My daughter MacKenzie started 6th grade this year...
Bigger school, triple the number of students, changing classes, mean girls, & strict teachers.
One of her teachers called her out & unleashed her wrath when Mack broke a class rule. Upset, she first went to her brother who went to the same school years ago. “Don’t worry,” he said, “they’re just like that in 6th grade...but 7th gets easier, & 8th is the best....just get to 8th grade.”
Many times we drop out in Life, because we get to the “6th” w/ new levels, uncertainty, & unexpected hardships...
We end up dropping out & going back to where it was easier.
It is going to be hard...any new level is hard & there are plenty of obstacles...
But get to “7th” gets better...
& “8th,” you’re rolling. Like a senior in middle school, you’re like a celebrity...it’s easy& fun...& it was all worth it....
& 9th is on the way...new level...bottom rung...time to climb.
~Stay in The Sales 💪ife.
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I’m @ firstname.lastname@example.org. Stay in The Sales Life 💪
Sounds like an alter call doesn’t it? “Would you give your life to selling?”
Not as a profession but as a life skill bc you need these skills your entire life-regardless of age, profession, or background.
You’ve got to give your life to selling...not to the profession, but to the skill set of selling.
This episode is for all walks of life. Share this with your students, with your dad who’s given up, or with your kids bc selling is a lifelong skill set & you can use them immediately w/out subscribing to a $9.99 online platform 🙄.
There are 6 keys to the selling: Communicate, Connect, Curiosity, Creativity, Consistency, & Continuity.
Communication: How do you want to be perceived?
Connection: Resonating...on that “He gets me” kind of level.
Curiosity: Success isn’t in the questions, it’s in the answer. Every think, “I don’t know what to say?” That’s the problem, you’re thinking of what to say, instead of just asking. Questions are threads to pull on.
Creativity: Oh you’re creative. We’ve done a whole podcast on this one. You may hear “No” from the world but you’re spelling it wrong. K-N-O-W. Use what you have to advance forward.
Consistency: It’s the show up...”until” is your timeframe. Keep bringing your show. The talented flakes can’t hang bc your ass keeps showing up.
Continuity: Nothing stays the same. If you’re good right now, hard is on the way. If you’re bad, your effort will reach its tipping point & good will pour out. 🔥If the weather, economy, products, & tendencies all change...why are you the same bitter ass 5 yrs later? Stay w/ or in front of change so you never have to react to it again.
This episode is the longest I’ve done, but it’s important that you take these skills and use them once again in your life.
🔥You have all of these skills already, you’re just not using them to reach your full potential.
Thanks for catching the episode. Please show your support by subscribing & sharing & you rank the show with your quick rating ⭐️⭐️⭐️⭐️⭐️ & a good review would help others determine whether they should subscribe too.
I’m @ email@example.com. Stay in The Sales Life 💪
You’re inconsistent when it comes to working out regularly...
You’re inconsistent in saving more & swiping your credit card less...
You’re inconsistent in having date night every Friday.
But you’re consistent in the way that you see yourself...
“The strongest force in the human personality is the need to stay consistent in the way that we see ourselves.” ~Tony Robbins
You’re consistent in your self-image & that’s why you’re not seeing any progress.
Recently I was reading “Fearvana” by Akshay Nanavati & in it he wrote that you’ll never do more if you don’t see yourself as more...
You’ll never run a 50 miler if you only see yourself as a marathoner...
You’ll never make $10 million if you only see yourself as a $100k’er...
Every day you’re fighting w/ consistency...the need to stay consistent w/ the way you see yourself.
Automation is crushing your progress...
You’ve worked hard to establish yourself...
& that’s the problem...bc you’re not re-establishing yourself.
It’s not your fault...your brain is wired to work within the limitations (whether placed or accepted) you’ve staked.
🔥Why not shatter your self-image?
“You can either be a product of your environment or a creator of it.”
When you feel like you can’t go another step...& you can’t hang another second, you’ve reached the end of your self-limitations...
And you still have 60-70% still in reserve.
Being at the brink brings you to an awareness...it wakes you up from automation.
🔥 “Set the pace or accept the pace.”
Setting the pace is variable...accepting the pace is fixed.
If you want to grow, stay out of automation.
Professional athletes work their ass off to re-establish themselves.
🔥Add variety & pressure to your day.
“What is it I do consistently every day?...Where can I add inconsistency to bring about a new intensity?”
When I find that I’m unhappy it’s because I’ve lost my variety..add inconsistency.
Thanks for catching today’s show. Please show your support by sharing w/others & subscribing for future shows.
Help spread the love by leaving a quick rating & positive review. Your words power the show.
Subscribe to TSL channel on YouTube & drop me a line @ firstname.lastname@example.org.
When asked if he gets nervous before an NBA basketball game he said, “Nah...basketball doesn’t make me nervous...people, family, & life off the court make me nervous.”
“Basketball is my shield...no matter what’s going on in my life, I can lace up and just play ball.”
Thinking he’s about to quit on me, I confront my salesperson. “I’m not quitting, Marsh, I’m just dealing w/ a lot of shit right now.”
“I took yesterday off to go play golf & get away from it all.”
Golf was his sanctuary...
🔥Many people have a shield w/ no sanctuary...& others have a sanctuary w/ no shield.
You need both.
A shield to protect you...
A sanctuary to provide rest.
You must create both because life is brutal...
& if you have no shield...no barrier to protect you from life’s hardships, you’ll drown in defeat.
🔥The car business...this podcast...my videos are a shield for me.
A place where I can be productive in the midst of bankruptcy, divorce, demotion, depression and eviction.
My shield protects me...but I need my sword too.
You can’t just lay there and let life throw haymakers. Life adds more hardship to provoke you to fight.
Your shield protects...your sword progresses.
🔥No matter what’s going on in your life...you can still Make Shit happen...
But you gotta fight...shield (protects)...sword (advance).
🔥But that’s 1/2 of it...
You need a sanctuary too.
A place where you can physically or mentally exert yourself (jogging, golf, cooking) yet get away from the noise.
A place to breathe and get lost for a bit..
🔥Today’s episode is the creation of both your Shield & Sanctuary ...to find your wins...to fight...renew...& advance.
🔥Create yours today.
What’s your volume at..not in your vehicle or surround sound...
I’m talking about your volume...& your impact. What are you doing to amplify your year?
🔥Was this supposed to be your year...only it’s not?
🔥Or maybe this is your year! You, David, Kinny, William, & Mike all have had a kick ass year...
But there’s more....
Life is not balanced, it’s blended. Think of your life as one of those sound boards you find in a music studio. Not all of the dials are set equally, but the finished version blends perfectly.
When you think of life as one knob, you run hard at your dreams, yet let your health & relationships fail...or you accept life as it is and shelf your drive for bettering yourself.
Life will never be one dial or one thing...you’ll never reach the Promised Land once you lose the weight, get the promotion, make the money, or marry “the one.”
Adjustments always need to be made.
Because life’s not one dial...it’s a mix, remember? Always look at your board and make the necessary adjustments.
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Do you remember the term that was used when you were growing up, “Monkey see, monkey do,” meaning you do what the other kid is doing?
You may not still use the term, but you’re still playing the game...it’s called “What you see is what you do.”
We do what we see...we grew up living on assistance, working for minimum wage, never going to college, or never leaving your hometown.
We see what others can’t (or won’t) & think we can’t either.
Today is graduation day for you. You’re graduating from “past” to “at”...& working on “do.”
Today you find your “do guy.”
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Tom Peters said that when people hear the word “excellence” they get all twisted up in meaning. “Perfect” ...”Unblemished”...”Model” ...it’s all bs...
“Excellence is the next 5 minutes.” How freeing is that? We beat ourselves up bc we look at ourselves & our current situation & give up bc we think we’ll never fit into our mental mold of excellence 1000 miles down the road.
Excellence is the next 5 minutes: the next email you write..the next convo you have w/ your child...the next action you take with your customer...the next rep you take in the weight room or .10 of a mile you hit on your run...
300 seconds is all it takes to become excellent. Don’t focus on all...focus on next.
Thanks for listening. If you got something out of today’s podcast take a second to rate & a minute to leave a review. Your opinion spreads the ❤️.
In sales, we love the “should be’s.” This “should be” a deal...he “should be” coming in to buy tomorrow...I “should be” @ $10k by the end of the month.
Only the “should be’s” don’t always show up. And when they don’t, those deals you mentally cashed, emotionally bankrupt you & your month.
So here’s my formula for you: 0 minus 2 plus 2
0: zero out any mind deals you have. Yesterday ended last night so zero any progress from yesterday.
Minus 2: Work as of you’re broke & sell as if you’re rich. Go in today with a minus 2 mentality. Work like you’re in the hole & have to fight to get out & up.
Plus 2: Sell as if your rich. People don’t want to hang nor work with a broke ass person. Even when you’re losing, walk, talk, & work like you’re winning. People are buying what you’re selling...so, even when you don’t have 2 pennies to offer, sell your confidence.
Oh but you’re not in sales? You can take this mentality into any area of your life. Skip to the 5 minute mark to see how to use it in Life.
Thanks for listening & rating ⭐️⭐️⭐️⭐️⭐️. Subscribe to TSL YouTube channel & 400+ episodes of The Sales Life Podcast on iTunes, Spotify, or your favorite podcast app.
Today we’re talking about Value over Price, but not from a retail perspective but more so as it relates to your life. You see the value of transitioning your life, but then you notice the price...the price seems too large to pay, so you end up doing nothing. Why not tear a page from the financial world, when the price seems dauntingly large, make payments on your value. Make the price so small, it’s a no brainer to take action. As you do, you’ll pay a higher price because you’ll see a greater value. ⭐️ Thank you for 400 episodes (& counting 😉). Please share the podcast with others & take a quick second to rate & review your ❤️ on the show. I can’t do it without you. ⭐️Stay in The Sales 💪ife.
“Think man...think!” How much time do you give to thinking? Probably not much...unless your forced to think in a certain situation...but what about after you’ve gotten all of your To-do’s done for the day? What do you do next? Watch TV, drink, go to tomorrow’s to-do’s, grab the next book, jump on social media, watch YouTube...we do ANYTHING but think. 💪Today’s episode is to make you aware to be busy, less...& think more bc you’ll never get it all done nor springboard ahead just by being busy.
Oh yes you do ....we all have insecurities- it’s just most people don’t know what all of yours are. But your insecurities don’t have to be debilitating-something you keep hidden in the shadows of your life...your insecurities can be defining moments- hearing your insecurities “call you out” & rising to the occasion. 💪
That’s how former NFL player Trent Shelton addresses those who judge him by his past. Like Trent, e-ver-eeeee-one, everyone has a past...we’ve all got some yesterdays we’re not proud of...which is why we don’t play big today. We know this & don’t want to raise up the skeletons, so keep our heads down & stay to ourselves...we just do our “job” & go home...I say F🖕 all that...you got so much more to give-not us...but to yourself. If they’re gonna judge you, give ‘em something to talk about. ~Stay in The Sales 💪Ife ~
I recently read James Victore’s book “Feck Perfuction.” Not only do I ❤️ the book’s title, but I also love the title of one of his chapters, “Begin before you’re ready.” 💪Right now, there’s a damn good chance you’re waiting on “Ready...” but ready ain’t coming, so begin before you’re ready. 💪Help spread the show’s message by sharing the link w/ others. 💪Also thumb a quick ⭐️⭐️⭐️⭐️⭐️ rating & review would be tha shiz. (I’ll give you a shoutout for the ❤️)💪
Diversity is what we call in the South a gumbo (mouth waters 🤤)...it’s a mixture of unlike things. Businesses want to be diverse in their mix of employees & management...Netflix is diverse in what shows they offer you...but when it comes to our own lives we often lack diversity...we lack unlikeness. We hang, watch, & discuss things with people who act, think, & are like us & over time it’s made you rigid in thought, hostile @ times, & inflexible. Today’s episode challenges you to 1)hang with people older & younger than you (& stop always giving mountaintop advice to the youth) 2) hang w/ people who you don’t always agree with 3) It’s ok to change you mind. ⭐️I hope today’s show empowers you to question your diversity 💪
This week’s title & thoughts come from Austin Kleon’s book, “Keep Going.” I love Austin’s books because they have pictures (😂) & aren’t very long reads. ⭐️Today’s episode urges you to stop chasing your nouns in Life, i.e. positions, titles, statuses & just do your verb. Do the work & when you do, your noun will show up in the right way. • WE ARE ON FACEBOOK! Join The Sales Life with Marsh Buice Facebook group and get 'Mo Sales Life! Extra clips, videos-what I'm reading & what I came across. Join today! https://www.facebook.com/groups/2285106031574582/?multi_permalinks=2286731228078729¬if_id=1558446814505469¬if_t=feedback_reaction_generic
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Steven Kotler (who wrote one of my favorite books “The Rise of Superman”) said on a recent podcast w/ Michael Gervais, “Rule #1: Never trust the dopamine.” Dopamine is the neurochemical that is released into your system when you get recognized, likes, retweets, or reach celebrity status. ⭐️The danger with chasing the dopamine is you never get off the treadmill of chasing the next praise, soliciting the next round of applause, and craving the next compliment & in doing so, you start skipping steps, take shortcuts, & get away from the very principles that brought your success in the first place. ⭐️While it’s nice to have your work appreciated, don’t get ensnared in the dangerous web of instant gratification. ⭐️”Chase your craft not the dopamine bc the dopamine cannot be trusted.” *WE ARE ON FACEBOOK! Join The Sales Life with Marsh Buice Facebook group and get more Sales Life! Extra clips, videos-what I'm reading & wh