Posted on Monday, December 10, 2018

Utilizing Your Power Referral Partners

One of the most overlooked assets of any great producer is their strategic partnerships. And the most valuable connections are what I call Power Referral Partners—people who do business with your ideal clients.

While you might feel like you’re doing just fine on your own, the amount of business you are missing out on by not forming and nurturing these sorts of relationships is likely staggering. So where can you find these people? And how can you properly leverage these relationships to boost your business?

Posted on Monday, December 3, 2018

Tips for Implementing New Habits

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As human beings, we’re all on a semi-constant quest for self-improvement. We’re forever trying to form good, new habits that will enrich and improve our lives.

The problem is that we put so much pressure on ourselves when building these new habits that we often beat ourselves up for making simple mistakes, which leads to scrapping our plans entirely. However, these plans don’t have to be so rigid. There is a way to deal with minor setbacks without losing sight of your goals.

Posted on Monday, November 26, 2018

4 Ways to Become a More Positive Person

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I beat the drum of positivity a lot, I know. But it’s for a good reason. Studies have shown that positive people are naturally more successful because they’re able to shake off the small stuff and overcome routine setbacks.

If you think you’re not a positive person and you were just born that way, then you’re wrong! Positivity is a choice! It is 100% up to you. I’ve got four ways to help you get there.

Posted on Monday, November 19, 2018

The Art of Following Up

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A lot of salespeople struggle to master follow-up techniques. But I’m here to tell you, leaving a message for a prospect that says, “I’m just calling to touch base,” or “I’m just circling back with you,” is pretty lame.

Seriously, let’s all agree to do away with these clichés. You need a real reason to follow up with someone, and there are so many ways to do it both creatively and effectively.

Posted on Monday, November 12, 2018

When Life Happens: Adjusting Your Ideal Week

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Creating your ideal week is a key element to maximizing your productivity. But it’s not something you can get away with doing just once. This is not a “set it and forget it” tool.

As much as you might think the work is over once you’ve figured out what your perfect work week should look like, your ideal week is a living, breathing thing. You have to make sure it’s adapting to meet the changing needs of your job.

Posted on Monday, November 5, 2018

The Roots of Your Scarcity Mentality

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The world of sales can be cutthroat at times. Every day is filled with competition and high expectations. It’s easy to feel like you’re lagging behind when you see other people crushing their goals.

It takes work to accept that someone else winning doesn’t mean you’re losing. We’ve talked before about the importance of reframing your thinking so that you’re living in an abundance mentality, but to truly understand your scarcity mindset, you need to find its root.

Posted on Monday, October 29, 2018

How to Execute the ‘Next Steps’ Close

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Have you ever had what felt like a great sales meeting only to find that you’re never able to get the prospect on the phone again? You thought you hit a home run, and then they just fell off the face of the planet.

A lot of prospects pull this move. And while there could be several reasons for this behavior, it’s likely that you missed one tiny but significant step.