Category Archives: Imagination

May 21 2012
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Business, Creativity, Discipline, Focus, Imagination, Leadership

Sales Meeting 2.0

Pardon the last post. It published on its own.

Good morning again.

We are all in sales. The lawyer, the dentist, the banker, the Realtor, the doctor, the pastor, the mom, the dad, the artist, the mechanic, the poet, the musician, the coach – all of us.

You don’t just have to have a product, thing, or widget to sell. You can sell you, your service, your thoughts, your ideas, and even your brand.

Three things lead to successful sales careers.

1) Contacts

-Do you have enough contacts/people/potential customers? Remember 99 no’s typically equals 1 yes. Put another way, you may need a database of 1000 contacts for 10 deals.

2) Appointments

– This could now also involve web/social interactions and conversations. Who’s on the books for today? Tomorrow? July? Spring 2013? Question – are in you on the conversation? If you are not busy today, something went wrong yesterday (go back, dig in, replay – watch film on yourself).

3) Sales/Contracts/Closings/etc.

-AKA payday.

If you’re light in the #2 category, you’ve got a #1 problem. If you’re light in the #3 category, you’ve got #1 and #2 problem.

If you’ve got a #1 problem, you may be the problem.

Happy monday. #LTMP

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May 17 2012
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Business, Creativity, Discipline, Focus, Imagination, Leadership

Music Contingencies

Your music is contingent on two things: your experiences and your response to those experiences.

Experience is going to happen and we don’t have much control there. It’s happening right now – every millisecond.

Response, on the other hand, is all up to us.

No matter your current state, some of the greatest music ever was written in the artist’s most clueless times. So in the midst of your confusion, bend your ears and peel your eyes.

Your music will happen when your experience collides with opportunity for you to respond.

Fear and resistance will plead with you to not respond. Deny them all their rights and #LTMP.

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May 16 2012
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Business, Creativity, Discipline, Focus, Imagination, Leadership, Marketing, Real Estate

Gibberish

In the midst of your product, service, or brand transaction careful with your choice of words. Even though, you know the lingo and how it works – the customer may not.

For instance…

Today, the Realtor should have only one song streaming in his car while his clients are riding with him…INTEREST RATES WILL NEVER BE THIS LOW AGAIN. He should play that song over and over and over. And he should not just say they are 3.75% fixed over 30 years – that doesn’t mean much to most people. He should paint the picture of what rates were just a few years ago, and show the difference in monthly payments and interest saved. Like the blog at I’m A Happy Buyer.

The financial advisor should probably stay away from his opinion of the “T-Bill” and simply advise us with historical charts of different fund performance, potential dividend performance, and tax benefits when we hand him our dollar. GDP is not on our radar when we’re talking about retirement and college tuition.

The car salesman, for most people, should abandon words like torque, hemi, and maybe even MPG. Just show us what THIS car will cost compared THAT car to fill up once gas hit $5.00 gallon. We’ll make the call from there.

Or what about beer? At the ball park the only word associated with the brew that the consumer is concerned with is cold. This is not the time to discuss born on dates, filtering, and calories. Not the case at an upper end micro-brewery in Boston. The consumer there is very beechwood and hops conscious, so it’s ok to go there with him.

The higher price of poker becomes in the transaction the more basic the vocabulary should be. The fancier your words, the more we feel we’re being sold not served. Simple wins in sales, so be careful with your gibberish.

Put another way – We’re not impressed when you know a lot…we’re impressed when we walk away knowing a lot more than when we came to you.

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May 15 2012
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Business, Focus, Imagination

Where Are Your Seats?

There a billion games to choose from.

The question is where do you want to sit in the game you choose to career in.

To sit in the nosebleeds is choice.  To sit court side is a choice. Owning the team in the game is the result of many choices. Don’t forget, cheerleaders sit pretty close to the action too – so that’s an option.

Just realize those you are pointing at from up high did not wish to get court side seats  to watch/participate in the game – they “willed” their way there.

2 Questions:

Isn’t it great news that life is a decisive choice and there is no such thing as assigned seating?

Most will career in 1 to 5 games, but who says you can’t hobby in hundreds? There are some games we will prefer skybox over court side seating.

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May 14 2012
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Focus, Imagination, Leadership

Like Mike

The Gatorade “Like Mike” ads of the early 1990’s gave me a complex. I easily drank 1000 gallons of this stuff – and while I drank like Mike, I sure didn’t hoop like he did.

The hardest part of developing yourself is while trying to become like all the heroes you have you lose site of who you actually are.

You can be like whomever you choose, just remember we’ve experienced them before  and now it’s time for us to experience you.

Drink this in full and let your music play.

 

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