Perception can jack you up. Everything looks bad when things are bad, but it can turn bad too because you get comfortable when it's going well. In his book, "The Change Agent: How a former QB sentenced to life in prison transformed his…
We use a term in the car business for new salespeople called "Load your lips." Because negotiating and overcoming objections has so many different variations, it would be impossible for me to teach it all in a classroom before setting them loo…
What do you do when the sh*t hits the fan? Most people run straight into the fire and make the situation worse. Have you ever had one of those days where you played like a rookie even though you have decades of experience? Well, I had one of…
They say the road to hell is paved with intentions. Intentions alone maybe, but the road to maximizing your potential is paved with intentions plus action. One of the definitions of intentions is "the act or instance of determining mainly upon an …
It's been said that cover bands don't change the world. Maybe not, but playing in a cover band does change you, and if you change, the world around you changes too. Sometimes, you have to play as if you are in a cover band when you're …
"When's the last time you took responsibility over everything in your life," writes Mark Metry in his book, Screw Being Shy. It was one of those passages where you have to close the book, look up at the ceiling, and ponder. It makes yo…
"Video is not cyclical; it's structural," says my guest Patrick Frank author of the book "Zoom Out. The Video First Playbook." I asked him to come onto The Sales Life because, thanks to the pandemic, while I think that we've adopted video, we have …
The opposite of success isn't failure; it's boredom. Think about that. Who doesn't want to succeed, but then what? Once you cross the finish line you've envisioned in your head, what will you do then? If you're not taking an F in life, yo…
I only had enough money to buy a $1 pack tuna and a bag of spinach... I had a rent house with no stove or fridge. I knew the repo man by name (Rodney, if you're wondering.). Working four jobs, I fell asleep on air working the night shift as a rad…
Eleanor Roosevelt wrote, "You must do what you cannot do." You'll develop strength, character, confidence, and belief if you do. So let me get this right. "Do what you cannot do...." FAIL, and I'll develop strength by getting bac…