Vision Archives - The Sales Evangelist

Category Archives for Vision

Andrei Mincov, Great Sales Leader, Donald Kelly

TSE 1044: Sales From The Street: “Being A Great Leader”

Andrei Mincov, Great Sales Leader, Donald KellyIt’s impossible to overstate the importance of being a great leader when you’re working to build a team or an organization into something that will change the world and make things better for people.

Today’s guest Andrei Mincov founded Trademark Factory in 2013 to help entrepreneurs secure the legacy of their brands and preserve their hard work.

Teams

As you grow your team, as you grow your business, as you grow your dream, as you grow your vision, there comes a time when the leader can’t come up with all the ideas.

In order for the organization to grow, leaders need team members who help generate ideas and who provide initiative to improve things.

You’ll likely have some team members who simply have marching orders or tasks. Others will be responsible to help you move the organization forward.

Those team members will have to have vision. They’ll operate from your inspiration.

Hiring

Finding those visionary team members is different than hiring task-based team members.

Andrei uses small, unique tasks to help make hiring decisions simpler. He might, for example, offer a jpeg with a typo or error in it and ask prospective employees to find the error. The intention would be to measure the candidate’s attention to detail.

He might also ask the candidate to build a video or a graphics project.

This process helps him narrow the field because not every candidate is willing to jump through the required hoops to get the job. It also helps him determine who actually has the necessary skill set to accomplish the work.

Without poring over countless resumes and applications he can narrow the field to the best candidates.

If candidates aren’t excited enough in the beginning to show you what they can do for you, how excited will they be after they are hired?

Growth

Leaders must have a compelling vision in order to grow a company. They should also likely have a track record of successfully accomplishing goals.

Conveying thoughts and messages won’t be enough to lead well. Leadership demands action and results.

People will follow leaders who have vision and a successful track record. The better your business and the better your track record, the more likely you are to attract great people to surround you.

Andrei shared that animals in the zoo don’t care about ticket sales. They care about food and comfort and safety.

Your team members are similar in that they care about basic things like provision and comfort. While you probably want them to have full ownership in your business, they likely never will.

Your role is to provide enough vision for them to recognize that aligning themselves with your goal will benefit them personally.

Building

Smaller companies often fail to see that they are capable of building something that matters. They may have a really cool team or a really cool business and they assume it’s a fluke. They don’t take themselves seriously enough to worry about protecting their businesses.

What steps would you take to protect yourself and your business if you knew that you would definitely succeed?

This issue boils down to leadership, because if you don’t have a vision of growing your company into something substantial, you’ll miss an opportunity.

Great leaders like Steve Jobs and Jeff Bezos know that they are building something that can change the world. They are building something that will help a bunch of people do a bunch of great stuff.

When you have a vision toward the path to greatness, people will follow you. Do something that people will remember years from now.

“Being A Great Leader” episode resources

You can connect with Andrei and his team trademarkfactory.com. If you have a brand you’re interested in protecting, you can schedule a free call with the team to determine the next steps in your process.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

This episode is also brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Donald Kelly, Sales Leaders, Small Business

TSE 1042: 3 Mistakes Small Company Sales Leaders Make

Donald Kelly, Sales Leaders, Small BusinessVery often, sales reps find themselves frustrated and hemmed in by the mistakes small company sales leaders make.

I had a conversation last week with a sales rep who was frustrated because his company had no real plan or guidance for how it would achieve the owner’s vision. The owner expected Herculean efforts by the rep, but eventually the rep stopped performing and left the company to escape the pressure.

In many cases, unless the owner corrects the mistakes, the cycle starts all over again when a new rep joins the team.

Honeymoon

Many of us in small organizations understand the excitement of entering a new role only to discover that the reality was different than the idea you bought into. The sales rep I mentioned was never good enough to accomplish what the boss was hoping for, because there was no plan in place to help him succeed.

Because the rep wasn’t as successful as the boss expected, he was moved into a different role. The rep continued in a sales support role, but his demeanor changed. His excitement disappeared. He wasn’t giving as much of himself to the company because he was discouraged by all that had happened.

Eventually he left the role and moved into a much better position.

Missing plan

Entrepreneurs certainly have the freedom to set their own vision for their companies. It’s their responsibility to establish where the organization will go, but they must also determine how it will get there.

Imagine an owner who sets a goal to make $1 million. He wants the best sales reps to come into his organization and help him carry out that plan.

He hires a successful sales rep from another company where there is already a proven sales process and proven guidance to help him succeed. The owner expects the sales rep to execute at the new company the same way he did at the previous one, except there’s no structure in place.

If the rep didn’t take the sales job expecting to have to reinvent the wheel, he’ll likely be frustrated by the lack of any kind of process. If he’s a new seller, he may not have the resources or the experience to help build a sales process from nothing.

As a result, he’ll be frustrated and burned out quickly because he doesn’t have the necessary tools to be successful.

Without a change in the owner’s approach, every sales rep who walks into this same situation will likely end up leaving.

Mistake 1: Failing to find the best customer

If you don’t identify the best potential customer for your business, the sales rep will constantly have to switch gears in an effort to pursue different prospects. He’ll struggle to gain traction because he’ll be chasing too many possibilities.

He likely won’t have any idea what works and what doesn’t, because he’ll be spread too thin.

Have a clear definition of the customers you’ll pursue, and how you’ll connect with them. If you haven’t already determined who your ideal customers are, give your sales reps additional time to figure out which customers are worth pursuing.

Mistake 2: Failing to understand basic metrics

If you aren’t tracking certain metrics within your company, you’ll have no way to determine which efforts are working and which ones are not.

Begin by determining which KPIs you’ll use to evaluate the effectiveness of your sales reps.

  • How many deals they close?
  • The number of appointments they set?
  • How many demonstrations they schedule?
  • How many contacts they locate?

I recommend you focus on outcome-based KPIs. It’s ok to track the day-to-day activities that produce important outcomes like demonstrations scheduled or deals closed, but I wouldn’t judge your employees on those metrics.

Avoid measuring vanity numbers like the number of calls made and instead evaluate meaningful numbers like the number of appointments that resulted from those calls.

Determine what kind of realistic result your rep should be accomplishing. Should he be closing $6,000 worth of deals each month? Once you know that, you can help your reps ramp up.

Mistake 3: Failing to guide your team

Once your team has an understanding of the ideal customers and how to find them, you must give your team a clear expectation of what to say.

Prepare your team for the questions they must be prepared to answer and the objections they’ll likely hear. Develop resources like downloads or podcasts or articles that will help your sales reps educate themselves. Accumulate resources that your reps can share with your prospects.

If you don’t help your sales reps succeed, they will move on to another company. Then, you’ll find yourself in the same mess again.

Don’t make these same mistakes. Develop a plan to help your team succeed.

Check out the TSE Certified Sales Training Program for help building a successful team and an effective process.

“Mistakes Small Company Sales Leaders Make” episode resources

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

This episode is also brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Scott Beebe, Processes, Business Growth, Business Development

TSE 1038: Leveraging Systems and Processes to Grow Your Business

Scott Beebe, Processes, Business Growth, Business DevelopmentAs a small business owner, it’s tempting to spend too much time on the details instead of leveraging systems and processes to grow your business. 

Scott Beebe serves small business owners and works to free them from the chaos of constantly working on the details of owning a business. He teaches them how to avoid having to put out fires and moves them toward the freedom of working on their business.

As sellers and entrepreneurs, many of us don’t have the kind of systems in place that will help us succeed.

Developing systems and processes

Zig Ziglar pointed out that we are all sellers. Even if you can’t immediately see how processes will help you in your own role, it’s likely that you’ll benefit from them.

Some sellers are in the Wild West style selling situation while others are in a more starched, blue-collar kind of setting. Those sellers with very well-defined roles may have a hard time expanding outside that role into less well-defined roles.

Vehicles are a great example of a series of systems. Within each system under the hood of your car, there are additional systems and processes: the cooling system, the combustion system, and thousands of others. Whether you’re in the gun-slinging or the starched side of sales, you still need systems.

In sales, your systems drive what you do.

Begin by thinking about the systems and processes that you’re haphazardly bandaging together, and how you might achieve more success if you could put a defined process in place.

Many sellers fail because they don’t know what to do next.

Ignoring processes

Whether you’re an owner, a seller, or a manager, the number one barrier to processes and systems is the pain of sitting down and doing it. Most people who invest the time to do it hate doing it.

What makes you great is taking the time to develop your back-end systems and processes so you can go out and do what you do best.

Delegating tasks

Rory Vaden, author of the book Take the Stairs: 7 Steps to Achieving True Success, outlines a concept he calls the 30x principle. If you identify a 5-minute task and 30x that task, that’s about the amount of time it will take you to train someone else to do that task.

We look at that and think, “I’m not going to invest two-and-a-half hours to teach someone to do a 5-minute task.” Now imagine that 5-minute task over the course of 250 working days, and then ask yourself if it’s worth the two-plus hours of your time to get back more than 20 hours time.

It’s the equivalent of about 70% return on your time investment.

Creating processes

Begin by articulating where you’re going. On Scott’s Business On Purpose podcast he refers to it as the “vision story.”

If we plan a trip, and I give you a destination, you might be inclined to go along. But if I give you specific details about where we’re headed and what we’ll see while we’re there, and what kinds of experiences we will have when we arrive, you’ll likely be much more excited about the trip, and more likely to want to go along.

Many salespeople just want to make more money without any ceilings, but everything comes with a cost.

  • What will it cost for you to get to the point you’re trying to reach?
  • What do I want this business to look like when I’m done with it?

We can build the fanciest systems and processes, but if you don’t have any idea where you’re going, you’ll end up in the middle of nowhere.

When you lay out your vision, you’ll give people the opportunity to decide whether they’ll get on board.

Mapping your processes

Use this template to create processes for your business:

  1. Articulate your vision story to determine where you’d like to go.
  2. Articulate your mission statement, which is just your vision story in miniature. It’s the distilled version of your vision story. Make it less than 15 words. It’s your motto.
  3. Create your unique core values which are unique to you. (These are not values like honesty which serve everyone well in business.) These are the key words from your mission statement which uniquely describe you.
  4. Identify the systems that you have. If you’re a small business owner, sales will likely be one of your systems.
  5. Take advantage of outsourcing. Train, train, train. Realize that if you don’t take time to train, you’ll likely fail in your efforts.

Find a place where you can document the process. Write out the individual steps in the process.

Once you’ve done that, you can review it with your employee. Then, you can use Screencast-O-Matic or ScreenFlow to record the process. Once you’ve presented it, you never have to do it again.

“Leveraging Systems and Processes to Grow Your Business” episode resources

Connect with Scott on www.fourstepstobusinessfreedom.com. Check out Screencast-O-Matic or ScreenFlow to learn how to capture processes for later use.

You can also listen to our conversation with Rory Vaden on TSE episode 109.

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren’t able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

 

Sales Vision, Daily Planning, The Sales Evangelist, No Vision

TSE 997: Where There is No Vision The Salesperson Perishes

Sales Vision, Daily Planning, The Sales Evangelist, No VisionWhere there is no vision the people perish, and that’s especially true in sales. Because we aren’t constructing physical structures like houses or sidewalks, the game of sales is largely mental, and it requires a visionary mindset.

The book Think & Grow Rich by Napoleon Hill, now available as a free download,  addresses the importance of vision and what can happen when you don’t have an eye on the future.

Vision for salespeople

Vision demands that we look beyond the work that we’re doing today. It demands that we look into the future, perhaps to the end of the quarter or the end of the year. In some cases, we’ll look to the end of five or 10 years.

Without vision, you won’t progress and you won’t grow.

We may imagine the worst-case scenario, and then we find ourselves in a loop, playing it over and over in our heads.

Olympic gold medalist Michael Phelps shared his strategy of playing a “tape” of a perfect race in his head. His coach encouraged him to imagine how it would feel to win, the accomplishment he’d experience, and then think about that over and over.

Positive loop

Michael had a positive loop playing in his head, so even when he found himself making bad decisions, he was able to get back on track quickly. He had a tenacious drive to succeed.

I worked with a guy once who always saw life through a negative lens. He could turn the very best outcomes into negative scenarios.

If he won the lottery, he’d likely complain about driving to Tallahassee to claim his prize, or about the fact that he had to pay taxes on his winnings.

You may work with people like this.

Avoid getting pulled into their negative mindset. When you spend large amounts of time around these people, you may allow their negativity to creep into your thinking.

Change your focus

Emerson said that whatever we persist in doing becomes easier.

I refer to this quote all the time because it’s true that our mindset affects our outcome. If you are focused on negativity, you’ll more readily see negative outcomes.

If you focus on the fact that you’re going to set an appointment, you’re going to capitalize on an opportunity. You’re going to reach your commission and create power to accomplish those things.

When I spent too much time around my negative coworker, I spent less time on the phone and less time doing email outreach.

When I changed my focus to positive things, prospects were more willing to listen to me because I was the catalyst. I still had negative experiences, of course, but there were fewer of them.

Get rid of negative

When I was a young seller, I didn’t speak up to my negative coworker because I didn’t want to cause a rift between us.

If I could go back, I would push back against the negative thinking. I would share positive thoughts and read encouraging books. I would either seek to change my coworker’s attitude or repel him because he knew I wasn’t going to listen.

Be honest about the fact that you’re trying to focus on positive things.

Imagine the wins

When you achieve your daily goals, what will it feel like? What will you say to convince those people to close?

Practice seeing how that will look.

Take charge of your life. Read encouraging books. Refuse to let other people affect your personal vision.

You’re listening to this podcast, and that’s a great start.

Command your destiny

Take charge of your future.

For the team at The Sales Evangelist, 2018 was our best year ever. My 2019 vision is to double the numbers we had in 2018 and c continue to increase our customers and grow our podcast.

I had a vision last year of writing for Hubspot and we’re doing that. I envisioned being mentioned by Inc. magazine, and TSE was just mentioned as one of the top podcasts to fuel company growth.

My vision helped me connect with the right people so that I found positive opportunities.

Create positive vision for yourself.

“No Vision” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Stop Selling and Start Leading, Best Sales Books, The Sales Evangelist, Donald Kelly

TSE 879: Stop Selling & Start Leading-“Innovative Seller”

Stop Selling and Start Leading, Best Sales Books, The Sales Evangelist, Donald Kelly

As a seller, you’ll come across many people who are hesitant to change. Whether they’re prospects or others within your company, sales leaders must recognize the importance of change and the reason for it. More importantly, innovative sellers will use their influence to convince others as well.

On today’s episode we’re talking about the book Stop Selling & Start Leading, and we’ll discuss innovative sellers and the role they play in the sales process.

This is the second in our three-part series based upon the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect and want from sellers.

Our first episode on Monday was about building trust and innovating as sellers. Our third episode will be all about having meaningful conversations and two-way dialogue.

You don’t have to listen to them in chronological order, but the series will help you move from being a subservient seller to leading your customers.

Develop a vision.

CEOs bear the responsibility of looking into the future and anticipating changes that will come. They are responsible for the entire organization and ensuring that it makes money.

In the case of Blockbuster, the leaders never innovated. They didn’t seek new ways to do things and they didn’t take risks. They refused to sacrifice their real estate holdings because they believed that streaming services were simply fads.

Leaders must have vision. It’s a little like riding in a tall truck on a crowded highway: you’re able to see the way ahead and anticipate the problems that are coming.

Leaders see problems and direct their teams accordingly. When sellers do the same thing, they establish themselves as trusted advisors to their customers.

Although you shouldn’t change your entire business plan for one customer, if you can make small tweaks that benefit him, doesn’t it make sense to try it?

Understand vision.

The book Stop Selling & Start Leading tells the story of a seller named Maddie who spent 198 days connecting with a prospect that she believed she could help.

She sent emails, visited, texted, called, and did everything she could think of to grab the craft brewing company’s attention.

The company needed a good designer to create a package design that fit its product but it wasn’t doing much volume, so many larger companies weren’t interested in helping.

Despite the fact that the company had only sold 30,000 units the previous year, Maddie believed she could help. She took a calculated risk and engaged.

The packaging came out perfect, and the company loved the finished product. And in the following year, they sold 100,000 units.

Maddie took a risk because she understood the company’s vision.

In the future, a sales leader in the same position could take that experience and encourage other existing labels to develop craft divisions. Or she could pitch the idea of updating their labels.

“Innovative Seller” episode resources

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here.

They’ve also created a SlideShare free for you to use or download.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

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Shared Vision, Prospecting, Adding Value, The Sales Evangelist Podcast

TSE 840: TSE Hustler’s League-“Shared Vision”

Shared Vision, Prospecting, Adding Value, The Sales Evangelist Podcast
Prospecting is hard work. Most sales professionals hate it because it’s demanding. It’s unique to every customer. The key to successful prospecting is shared vision, or helping your prospects see available options and alternatives.
On today’s episode of The sales Evangelist Hustler’s League, we’re talking about prospecting, and things you can do to move your prospect toward a decision.
If you aren’t familiar with our TSE Hustler’s League episodes, we listen to a snippet of one of our online coaching sessions that address a common issue for sales professionals.

Begin with research

One client shared that he begins by finding out what tools the prospect is currently using.

Because his company sells video and video production, he focuses on the capabilities that the prospect likely needs, and the things they might be missing based upon the tools they are using now. He determines whether there is anything the client could improve upon, and he bases his first outreach on that information.

He begins with contact that addresses the optimization that’s available to them, and he encourages them to find out what others in the area are doing for their own video needs.

It’s a great strategy because it helps the prospect compare the current capability with the possibilities that are available.

Offer key insights

Many sellers mistakenly provide too much information early in the process. They have so much knowledge about their product that they are eager to share that they overcomplicate the process.

Sears, the company that seems to keep surviving, discovered an odd correlation because they focused on data. They noticed that each time they had a sale on underwear, they also saw a spike in the purchase of power tools.

When they investigated, they discovered that while their wives were shopping for underwear, men went to the tool department to avoid waiting around.

If you find that you’re struggling to schedule follow-on meetings, it’s possible that you’re not providing value to your prospects.

Employ the 5 whys

Ultimately, our goal is to understand our prospects, their needs, and their struggles. The more successful we are at sharing insights with the prospect, the more likely we’ll be to move the process forward.
As you move into this part of the sales process, understand the power of the 5 whys. It’s a technique used to identify root causes, by repeating the question “Why?” after each previous answer.
The idea is that one problem often leads to second- and third-order problems, so by continuing to ask “Why?” you’ll more likely discover the problem at the root of the situation.

“Shared Vision” resources

Check out The Sales Evangelizers on Facebook to connect with sellers of all levels and all industries. Learn what they are doing, share ideas, and compare notes with sellers from all over the world. Our next semester starts at the end of the summer, and we’d be honored to have you join us.

Assistant.to can help you streamline your appointments and make it easier for prospects to engage with you early on in the sale process. It’s a free tool that allows you to embed your calendar in your emails so prospects won’t have to work too hard to connect with you.

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Online MLM Leader, Ray Higdon, Homebase Business

TSE 101: Conquer Your Fear, Stop Procrastinating, Make More Sales!

Online MLM Leader, Ray Higdon, Homebase BusinessHave you already created a vision in your life and business? In this episode, our special guest Ray Higdon talks about the power of creating that vision to advance you to your success.

Years ago, Ray Higdon decided to go the entrepreneur way. He got sick of working for someone else and spending more time with pictures of his kids than the real thing. So he transitioned from working to creating his own business, experiencing market crash and being left with none, and finally standing up, overcoming his fear and being able to recover and create a flourishing, multimillion dollar online home-based business – all because he was able to overcome his fear, stop procrastinating and started to create a vision of who he wanted to become.

In this episode, you will learn not only about the value of having a vision but also about how to overcome fear and procrastination as well as tapping into critical elements to success.

Here are the highlights of my conversation with Ray:

Ray’s entrepreneurial path:

  • Leaving his high salary job and getting into a real estate business
  • Market crashed and he wasn’t equipped to adapt and ended up losing every dime
  • Getting into home based business and turning it into a multimillion dollar generator

Overcoming fear and procrastination: The linchpin to a new life

His morning routine:

  • Reading his affirmations
  • Doing the hot-cold routine: Getting into a hot tub and plunging into cold water.
  • Using incantations everyday: Earn the towel!

Creating incantations as a psychological trigger:  Swing the bat!

Tips for overcoming fear:

  • Having a daily routine.
  • Being consistent.

How do you become consistent?

  • Creating a vision of who you want to become.
  • Holding on to the vision of that entity.
  • How this is different from your WHY

Creating a vision of who you want to become:

  • What does that look like?
  • What do people say about you?
  • How are you seen in your profession, employment, and among your sales people?
  • How do people view you?
  • How do you view yourself?
  • Who do you want to become?

How to develop your own vision:

  • Ray Higdon’s Vision
  • Simon Sinek’s great TED Talk, Start With Why: Ray thinks he falsely calls it WHY
  • Steve Jobs as a visionary
  • If you had a magic wand, who would you be?

2 critical elements to success that people should tap into:

  • Growth
  • Contribution

An example of Ray’s who has implemented what he’s talking about:

  • Quitting a job and getting to a point he’s making over $10,000 per day
  • Traveled and sent Ray a picture: a note from his wife about how much she loves him

Moral of the story: From wherever you are, with whatever circumstances you have, with whatever battles you’re fighting, you can create a perfect life. You can have it all! You got to believe that you can have it all. You got to do the work to go get it all. And create a vision of who you want to become and you can make it happen.

Current projects Ray is working on:

Connect with Ray on www.rayhigdon.com and get fresh, new content every week. Or listen to his Home Business Profits podcast.

Check out Ray’s Workshop on Overcoming Fear and Procrastination. 

Ray’s Major Takeaways:

“Hell exists in your mind. What you need to understand is you don’t feel pain on the field. You feel pain in your mind… before you pick up that phone, you feel the rejection and it sucks…. people on the field don’t have time to feel that pain. So you can struck that pain in your head.”

“The ability to say woe is me shows the abundance of inactivity… if you’re able to feel the pain, then you’re simply not active enough.”

“Get into action and you’ll replace all that non-producing time in your head with things that will get you results.”