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By the Ocean Sunny 80 Degrees 9:36 a.m. When you focus on selling to people with no money, you eventually come to believe that money is a scarce resource. When you focus on selling to people with money, you eventually come to believe that money is plentiful and available to almost anyone who understands how
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By the Ocean Partly Cloudy 76 Degrees 4:09 a.m. My goal isn’t success, it’s success on my terms, it’s success the way I want to do it. We have plenty of examples of success. We also see the kinds of people who achieve it. That was never the kind of life I wanted. I’m not
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By the Ocean Mostly Clear 77 Degrees 6:15 a.m. Social media makes the playing field look small when it is actually bigger than ever. So why do you see the same guy or the same gal or the same few people everywhere you look, every time you listen? Because social media is a mass mind
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By the Ocean Partly Cloudy 77 Degrees 6:01 a.m. It’s not hard to stick out when you’re showing up along side the guys and gals whose first communication to you involves asking if you want to “hop on a call.” I haven’t hopped in a very long time. I guess I could try it. My
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By the Ocean Cloudy 78 Degrees 7:46 a.m. What do you want to do with your business and your life? That’s all that matters. Your answer to that question. You can change your answer as many times as you want. You can make it bigger, you can make it smaller. But without that answer, you
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By the Ocean Mostly Clear 78 Degrees 5:17 a.m. Not long ago I created a new client acquisition campaign for a Partner Program client that rolled out in both print and electronic form. Responses are coming in on the print campaign, but given how people review their mail, it could take weeks to get a
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By the Ocean Mostly Clear 78 Degrees 3:34 a.m. Trusted advisors can’t sell like the rest of the business people, because trusted advisors must protect, at all costs, the trust the prospective buyer has that YOU will choose their own interests above your own. So how the sale happens matters. As you might guess, most
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By the Ocean Cloudy 78 Degrees 5:57 a.m. Without a direction, all the propulsion in the world doesn’t necessarily mean you’ll get anywhere that matters. Despite what it may or may not feel like, we all arrived here on the this plane ALREADY GOING IN A DIRECTION that was right for us. That’s the good
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By the Ocean Sunny76 Degrees 7:01 a.m. Results don’t suffer because we’re not up to the task. Results suffer because we’re not CLEAR. Clear with ourselves, clear with the world, clear with the prospective clients and customers we want to serve. Confusion repels. Complexification sends everyone running for cover faster than anything I know. Complexification
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By the Ocean Partly Cloud 75 Degrees 6:21 a.m. Selling happens slowly, buying happens in a blink. The issue is you never know exactly when the sale gets made. It happens inside the buyer at some time, some place, often long before money changes hands. If you insist on a timeframe for the sale, you