A Kick In The Teeth May Be Good For You

Copyright © 2017 Mr. Inside Sales

“You may not realize it when it happens, but a kick in the teeth may be the best
thing in the world for you.” – Walt Disney

When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career. While we never like losing a sale, sometimes when we do there can be some good that comes from it. There sure was the case for me. Here’s what happened.

I had been working as an investment broker for about two years, and I wasn’t very good at it. Sometimes I’d have a good month, and most other months were pretty bad. I was living paycheck to paycheck, and in between, I was living on my credit cards. In fact, my cards were maxed out then this occurred. I desperately needed a sale to pay my rent, and if I could close one that day, I could ask the boss for an advance so I had some spending money for the weekend.

Luckily, I had sent a prospectus to a solid client who purchased a share in every deal I sent him. And luckily again, we had a new deal that had just been released, so I Federal Expressed it to him and was anxiously looking forward to closing him. If he did his normal one unit in the new deal, I would earn $1,000 – just enough for rent money and $200 left over for the weekend.

It was a Friday, a hot day in late May, and I came into the office with a bit of a lightness in my step. I was feeling a mixture of hope, mild enthusiasm, and just a little bit of fear. Mostly, though, I was pretty sure my client would buy and that I would skate through another month of existence.

The appointed time came, and I dialed my client’s phone number and he picked right up. I told him I had been looking forward to speaking with him and asked if he had received the new program. What he said next was the kick in the teeth I hadn’t expected…

He said, “I did get it Mike, and after looking at it, I think we’re going to pass on this one. Give me a call on the next one.” Then he hung up on me.

Devastated, shocked, overwhelmed with dread, these and many other horrible emotions flooded me. I stood holding the receiver to my ear until the fast beeping came on. Slowly I hung the phone up, and my thoughts shifted to how I was going to pay the rent, put gas in my car for the weekend, etc. I was basically ruined.

I went for a long walk in the heat of the San Fernando Valley, and many things went through my mind like how did I ever get into sales to begin with; what I was going to do after I quit the job that day; what was going to be different for me at my next job; what was going to become of me….

And then another thought occurred to me. I thought that if I quit this job as a loser, then I’d just quit again if and when the going got tough at my next job. Then I started thinking of the top three producers at my present company, and thought of the nice cars they drove, the nice suits they wore, and about the houses they owned. And I realized that if they could be successful there, then I could too.

In fact, I made a commitment right then and there. I committed that I would learn and begin doing everything they were doing, and that I wouldn’t give up until I, too, had become a top producer. My mantra became: If they can do it, I can do it better. I was sick and tired of being sick and tired, and I committed to working harder, investing time and energy (and money) in myself, and that I was going to do any and everything I could to succeed before I gave up.

Over the course of the next 90 days, I went from last place in sales production, to first place. I literally transformed my sales performance and my life. I did it with dedication and hard work. I was the first person in the office and the last to leave. I worked nights and weekends listening to my recorded calls and made adjustments to my scripts. I copied the techniques of the top producers and visualized phenomenal results. I was driven; I was willing.

I had experienced the kick in the teeth that is good for you, as Walt said. While it felt horrible to have that client not buy from me that day, I now know that if that if he had, I would have gone on living hand to mouth. I didn’t know it then, but when he said no, it was the beginning of a new commitment and a new life.

Today, when something doesn’t go as planned, I ask myself what I can learn, and how this can be good for me.

Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

Spring Training for Realtors

“The fight is won … long before I dance under those lights.” Muhammad Ali

I don’t know all the reasons why Muhammad Ali earned the nickname, “The Greatest,” but I know one of them for sure. And his quote above says it all: he had the fight won before he even fought.

All because of one simple word: preparation.

Whatever you’ve heard or read about success and those who achieve it can be boiled down to being prepared to meet the challenges that await you on your career path. Period.

Ali knew that to win he had to be prepared. And when he prepared well, he knew more than he knew anything in the world that victory was inevitable.

Imagine having that kind of confidence. Knowing, I mean truly knowing, victory is yours and that the 2017 spring selling season was going to be your best ever

Guess what? You can create that confidence. You just have to put in the hard yards with preparation.

Some boxers train five hours a day five times a week for 12 weeks to prepare for a five-round, 15-minute fight (3 minutes per round) — sweating their brains out with roadwork, bag work, drills, sparring, strength and cardio.

Here’s the math: 18,000 minutes of training for 15 minutes of work. How long is your average listing presentation? I’m not suggesting you spend 18,000 minutes, but you get the idea. Are you preparing enough to be as good as you want (or need) to be in today’s competitive ring of real estate?

Here are my tips that will have you raising your arms in victory – before you ever step foot in the ring:

1. Know your specific market and farm area inside and out. You have to become an expert, especially today in the age of information. Your clients – both sellers and buyers – have access to information, so you have to prepare by digging deeper than you’ve ever dug before to learn everything there is to know about your market. You have to bring something new, fresh and more importantly, unknown to your clients. You never want to hear this from your clients: “Tell me something I don’t know.”

2. Practice. Then practice some more. Practice your scripts, practice role playing sales situations, practice prospecting. Practice negotiating. And then, when you think you’ve practiced enough, realize you’re only 40 percent done. Why 40 percent? Have you ever heard of the Navy Seals’ 40 percent rule? It goes like this: Seals say when your mind is telling you you’re done, you’re really only 40 percent done.

3. Stay focused on what brings in the money. Successful boxers know they have to hit the road and run, practice on the bag, do drills and spar. The four activities that bring in the money in real estate are: prospecting, negotiating, selling and listing. Delegate everything else.

4. Don’t go it alone. Sure, when the fight is on, the boxer is alone in the ring. But remember this – that’s the only time he’s alone. After the fight, he’s celebrating with his team. Before the fight, he’s training with his team. And write this down: Winners always have someone in their corner.

Let me hear from you: How much time do you set aside each week to improve specific skills that will produce more business for you? Are you willing to put in the hard yards to be better at your job? Why or why not? What can you start doing today to improve yourself?

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company. Mills is a nationally recognized speaker, coach and mentor to the top real estate agents and mortgage companies. Visit us at www.CorcoranCoaching.com.

The Well-Fed Fox: How Focus Gets You All the Rabbits You Want And Makes You Happier At Work

“The man who chases two rabbits catches neither.” Confucius

Meet Foxy the Fox. He’s be-bopping along in the woods when he sees two rabbits. One word pops into his mind: “Yummy!”

Then his ego kicks in and he thinks: “I want both of them! I can catch both of them.”

So off Foxy goes – scurrying after the two rabbits that see him coming – one bolts left, the other right. Foxy peels to the left and chases the first one for a good 20 seconds with no luck. He pivots with a U-turn toward the second rabbit, which is already in bigtime flight mode and can’t be caught either. Foxy then returns to rabbit number one but realizes he’s too tired to give chase. Foxy loses. Foxy is hungry. Foxy need focus.

If you take one thing from this article, let it be this: If you want it all, focus on one thing at a time.

Sure, you may not get the first rabbit as fast as you’d like. But when you put your full effort toward that rabbit, you’ll have a much better chance of catching it. And when you do, you’re proud, you’re more confident and most importantly, you’re nourished with enough energy to catch the next rabbit.

Research bears this out. Harvard Business School did a study on what makes American workers happiest in their jobs. The answer? Forward progress. That’s it. Make progress – no matter how small – even a tiny rabbit.

Most of us – when we spot two rabbits – get so caught up with our desire to get both and fail to do what’s really needed: a decision. Yes, deciding can be hard. You immediately realize that by choosing one, you’re going to miss out on both – your original desire. But it’s a critical trade off. It’s been the ruin of many would-be millionaires. Too much greed without thoughtful decision making leaves you huffing and puffing as you watch your rabbits scurry off on their merry little way.

So, what can you do to increase your chances of getting that first rabbit and then the others as they appear? Try these tips:

1. Get Clarity – This is the big one. Get clear on what success is to you. What’s the ultimate goal? Paint a picture of what success looks like to you and keep it nearby where it can always be top of mind. Clarity gets you on the right path.

2. Choose your Rabbits – What activities (rabbits) move you toward the goal you set in tip number one? What are the actions that lead to that goal? And don’t do this step alone. Get feedback with at least one other person. The last thing you want is to choose poorly here. Consider a coach or mentor.

3. Prioritize your Rabbits – Now that you have your rabbits in mind, rank order their importance. You may have heard of the acronym MIT – most important task. Today it’s MIR – yep, the R stands for rabbit! Again, get seek feedback from a trusted source so that you’re seeing things objectively.

4. Commit – The great philosopher Johann Wolfgang von Goethe said, “At the moment of commitment the entire universe conspires to assist you.” Commit by scheduling specific blocks of time and in a place that’s free of all distractions. Then catching rabbits gets as easy as reaching out and grabbing them at will.

I’d love to hear from you: Are you wasting time chasing too many rabbits at once? Can you think of a specific example of where you chased two rabbits at a time? Do you believe more focus in your life could help you in your career?

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company. Mills is a nationally recognized speaker, coach and mentor to the top real estate agents and mortgage companies. Visit us at www.CorcoranCoaching.com.

Let the UConn Lady Huskies Teach You How to D.U.N.K. in Your Job

Let me save some of you some time right up front. If you don’t want to be better at your job, please move on to something else.

Good. Now that I have people who appreciate the idea of winning with me, let’s continue. And when I say winning, I mean winning at an entirely new level. The kind of winning that makes jaws drop. This article is about reaching the absolute pinnacle of achievement – a pinnacle so high that we have to stretch the English language.

Take the word dominant for example. Here are a couple of definitions: 1. In control or command over others; 2. More important, effective, or prominent than others.

Sure, those sound reasonable. But when the topic is the University of Connecticut women’s basketball team, those definitions don’t come close to describing just how dominant that team is. Nowhere near close.

On Monday, Feb. 13, 2017, in Storrs, Connecticut, the Huskies won their 100th straight game. And get this — they’re not just beating opponents; they’re demoralizing them with an average scoring margin of 31.9 points.

Put simply: they’re the best. They’ve won a record 11 NCAA Division I national championships, and they own the two longest winning streaks in college basketball (both men’s and women’s).

Head coach Geno Auriemma joined the team in 1985, and today he’s one of the winningest coaches in college basketball: his 970-134 career record is the highest winning percentage (.879) among NCAA basketball coaches, any level, men’s or women’s, who have coached a minimum of 10 seasons.

So what are the lessons you can take from UConn’s unprecedented success? Here are the four I believe will help make your career a slam dunk:

1. D: Discover and embrace true discipline. After the team had just won the 2016 NCAA Women’s title a reporter approached center, Natalie Butler, who was sitting outside the locker room. He asked for a comment about the game and he noticed a puzzled look on her face and then she immediately stood. The reporter asked her if everything was all right. Butler responded, “CD [Chris Dailey] says we must always stand when talking to the media.” Even after record-shattering accomplishments, discipline remained key. Think about areas where you can be more disciplined in your career. Create a schedule filled with your most important tasks and adopt the discipline to do the work.

2: U: Understand the importance of surrounding yourself with the right people. UConn guard Kia Nurse has been quoted as saying, “You know that every time you go out on the floor as a Connecticut player you have to sprint the floor. You have to run hard. You have to dive on loose balls, because that’s what everyone else does. That’s what they did to build this place.” This week as you go about your job, look around. Are these the people who can help you get better? If not, make a change.

3. N: Never settle for less than best and always think about how to improve. A few hours after UConn won its first national championship over Tennessee, the team was watching a replay of the game in a hotel room. At one point, Auriemma said hit pause and barked, “How the hell did we make that play? What were you thinking there?” He was criticizing a botched play. When you’re satisfied, you’ll never know what dominating in your field feels like.

4. K: Keep going. You’d expect a team that owns the record book to have an unrelenting drive, and of course UConn does. Auriemma joined the team in 1985, but it took six years to reach the final four in the NCAA tournament. Then it took another four years to win its first national championship. Celebrate progress. Even if it’s slow, it’s progress and progress begets progress when you’re doing the right things in the right ways.

You still on the court? You still willing to do what it takes to dominate your field? To be the best and then some?

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company. Mills is a nationally recognized speaker, coach and mentor to the top real estate agents and mortgage companies. Visit us at www.CorcoranCoaching.com.

The Five Second Rule

Copyright © 2017 Mr. Inside Sales

Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life.

And like gravity, you don’t have to believe in it for it to always be working in your life. Take gravity for example. If you were to step off a ten-story building, the law of gravity would take over and you would fall ten stories to the ground. Again, whether you believed in gravity or not.

And it is the same with the law of thought. Take your sales career, for example. Isn’t it true that what you think about your company, about the leads, about the market, and especially about your income is exactly how you find it to be in your life? Now you may say that you think about everything the way it is because, well, that’s the way it is at your job.

But what if it was that way because that’s the way you think about it?

My experience has been (and thousands of others I have worked with over the years), that when I decided to make more money, and was committed to putting in the time and effort required for me to achieve that goal, then I started thinking about things (and seeing them) entirely differently.

And as soon as I started thinking and believing differently, my results automatically changed to reflect my new way of thinking.

Suddenly the leads weren’t as bad as I thought they were; instead, I just worked them smarter and qualified better. Suddenly the market wasn’t the problem (there were still top producers outperforming all others in our company, after all), it actually was the way I had been closing. And once I visualized myself earning a higher income, I achieved it.

The key to my success and to using my thoughts to bring something new into my life, was to stay focused on the feeling of having already achieved it. The more I could consistently do this, the faster I manifested it in my life.

And that’s when I learned about the five second rule. I found that it was natural for me to fall back on my old thought patterns. But when I did, I gave myself five seconds to refocus on my new income goal. I kept returning, time and again, to my new goal and my new thoughts and feelings of having already achieved my goal.

By doing this, I was (and still am) able to bring new results into my life. And it’s because thoughts are things. Whatever you believe with feeling, you bring into your life.

If you want to change any result or circumstance in your life, then first decide how you want it to be different (get a specific goal), and then surround yourself with all the thoughts and feelings of what it will be like to achieve it. The moment you find yourself thinking of something negative or not in alignment with your goal, get back to that image within five seconds.

It will take some practice, but the more consistently you can change your thoughts, the sooner you will turn those thoughts into the things in your life.

Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

Career Change CV Writing

Inexperienced does not mean unqualified. With that being said, changing careers does not have to be the stressful process everyone seems to think it is. All it takes is a good CV writer to convey all of your skills and to show you are qualified for the job despite your lack of experience in the area. I have put together three very important tips to make you a good CV writer who is looking to change careers.

Objective. You MUST write an objective on your CV. Without an objective, the employer will look at your CV and wonder why you are applying for the job you are applying to when you have no relative background. The objective lets the employer know that you are looking for a career change and you would like to transfer your qualifications you have attained throughout your work history to the new job you are applying for. For example, the objective for a nurse applying for an administrative job may sound similar to: Seeking an administrative position that will optimally utilise my supervisory, time management, and communications skills. These are transferable skills the employee acquired as a nurse and can put to use in an administration position.

A functional CV may be the best format for the CV writer who is making a career change. A functional CV highlights your skills and accomplishments rather than work history. Begin your CV with the objective section spoken about above followed by a ‘Highlights of Qualifications’ section. This section describes your qualifications from your previous employment. For example, the nurse looking for an administrative job would list how long she has been in the field and his accomplishments and/or leadership positions as a nurse during that time.

In the functional CV, instead of only listing work history in reverse chronological order, the CV writer should organize his or her work history by skill. For example, choose two or three main skills you are trying to solicit in your CV. Under each skill, give two or three examples in your work history where you have utilized this skill and how. Also, include any awards or accomplishments achieved with this skill. After you have listed your key skills, then list your work history followed by their dates.

A change of career is hard work, but a good CV writer who can accentuate his or her skills will produce a successful career change CV. For that, you ideally need a CV writing service. They can successfully make an easy job of creating a functional CV that can be extremely tough to do on your own.


© Copyright 2010 Biz Guru Ltd

Lee Lister has written a book for job seekers called FastTrack to Job Success that can be found on www.JobSuccess.co.uk that she owns and manages. It is one of the busiest sites in the UK and offers services to customers all over the world.


She also manages www.JobsBiz.com that supplies job seeking, interview and resume writing assistance including the brand new Writing Attention Grabbing Resumes that comes in MP3 and ebook format.


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