Low Tech, Big Check

Low tech big check

It’s easy to over-rely on technology to solve genuine problems… One such problem is the pain associated with prospecting (i.e. cold calling). Cold calling works. The fact is that people have their phones with them everywhere now… You can reach them via phone, or via texting or email for the portion of their communication that they used to do with voice. But when you call someone they may answer the phone, just because it’s with them. If you call a receptionist, or personal assistant, if you are nice to them…

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The Best and Worst Jobs for “Questioners”

what are the best and worst jobs for questioners

Gretchen Rubin wrote a book about human behavior, and the psychology of human expectations called “The Four Tendencies“.  The Four Tendencies is about the four different personality types that most people fit into. The four personality types are: Obligers: Obligers will do what others ask without much prodding. They like the external structure and expectations of others to drive them. They can have issues setting and meeting internal expectations and goals, though. Upholders: Upholders can meet both internal and external expectations. They make great entrepreneurs. Questioners: Questioners can meet internal expectations,…

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A Business of Hitting Singles

Many sales jobs are comprised of hitting singles. Insurance is one of these. Very few people want to talk about insurance. Sometimes it’s 100 “no” answers for every 1 “yes“. Yes, very good business for baseball batting average analogies… Because your “at bats” matters a lot. On top of no one wanting to talk about insurance, there’s also the incumbent you’re battling with. Every new client of yours is a client someone else lost. A zero sum game. But then those singles start to add up. Over time, incrementally, you’re…

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Cold Calling Tip #1

Cold calling sucks bigtime

Cold calling sucks… No two ways about it. One way you can improve your chances of success are by not just limiting yourself to the phone (even though the phone is probably the most underutilized tool in today’s social media, etc. saturated world). In the process of cold calling you will find that some people just don’t respond to the phone. But they might very well respond to email, or text messages. Even though it might be presumptuous to send someone you don’t really know a text message, the person…

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The Entrepreneur and Time Management

Time is the great equalizer. We all have 24 hours in a day… What each of us does with that time makes all the difference. For an entrepreneur, time management is everything. If you are struggling with how you seem to be working all the time, but you feel like you are not getting anywhere, you should examine what you are doing with your time during each hour of the day. Sometimes what feels like work, is not the work you need to be doing. If I am afraid of…

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The Mission

I promise that if you will do so, you will come to know that what appears today to be a sacrifice will prove instead to be the greatest investment that you will ever make.

The mission is financial freedom through personal discipline. “…Out of a spirit of appreciation and gratitude, and a sense of duty, you ought to make whatever adjustment is necessary to give a little of your time – as little as two years – consecrating your strength, your means, your talents to the work of sharing with others the gospel, which is the source of so much of the good that you have. I promise that if you will do so, you will come to know that what appears today to…

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Grit Down

According to Psychology Today, motivation is “…literally a desire to do things.” But if you’re trying to get motivated to do something that truly feels terrible and sucks, like overcoming an irrational fear of selling, or cold calling, or exercising regularly, or waking up early, or quitting drinking… How are you ever going to develop the desire to do those things?   You won’t!  The poor advice on Psychology Today regarding the importance of “motivation” continues… “It’s the difference between waking up before dawn to pound the pavement and lazing…

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Silver Linings in Cold Calling

Cold calling

Cold calling is definite emotional labor… But the mental warm up before starting to cold call can feel 100x worse than the actual cold calling itself. I feel terrible before I cold call, then relieved afterward. This is true almost every single time. Also, I’ve noticed that when I do call a client after hours, making an extra effort with them to help, even when I don’t want to, if they’re not in my time zone, or whatever reason, sometimes good things happen that I didn’t expect. The writer Samuel…

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