Tag Archives for " Mastermind "

Sten Morgan, Donald Kelly, Success, Sales Success

TSE 598: The Seven Mindsets of Success!

Sten Morgan, Donald Kelly, Success, Sales SuccessToday’s guest is a true hustler Sten Morgan who went from having $40 in his account to making a six-figure salary through hustle and hard work. As a result, he created a success story in order to forge a path for other sellers. He has also written a book, 7 Mindsets of Success which will soon be launched on the 4th of July.

Sten is the CEO of Legacy Investment Planning. He started in the insurance when he was 21 and jumped into the investment side for four years until starting out his own planning firm at 25 years old.

Here are the highlights of my conversation with Sten:

Why Sten wrote a book about mindset and success:

Sten shares his story of growing up in a family that struggled financially, his mom marrying five times and moving 30 times before he was in high school.

But being able to start a company and being under 30 years old to be named one of the top financial advisors in the country, he felt the responsibility of telling his story and to make sure other people have the best option to do it too.

Sten’s Story:

At 23 years old, Sten helped a guy manage around $180 million of assets. Although he already got the license as a financial planner, he didn’t have the luxury to take 20 years to be at the top so thinking out of the box, he studied harder than anyone else and got some good training and launched his own business.

Sten’s Challenges:

New to market: The challenge was he has only been in Nashville for two years so he had zero markets. Then he got to a point that he was married and a baby was on the way so for him a failure just wasn’t an option.

Age issue: Being young in the finance business, Sten competed against people who assume they know about money because they’re 50 years old. So he knew he had to be technically sound and had to have better planning ideas to overcome the age issue

  • Don’t rest on your good looks or sales pitch because, at the end of the day, you are the product so you need to be able to back it up.
  • Spend as much time as possible to prepare yourself so when you get the opportunity, you can close it.

7 Mindsets of Success:

  1. Future self

Truly reflect on your present decisions and hold yourself accountable to the future, even five years down the road, saying that if that person was here, is it at a good move and is it going to bring you closer to where you want to be?

Train your mindset to constantly filter your decisions through this question: Am I going to be proud when I’m 80 and look back? Am I going to be telling somebody else’s story or my own?

  1. Removing your safety net

Have the mindset where failure is not the option. If you want to truly reach your true potential, know there is risk as well. Everybody that did something great that everybody still talks about, it was never handed to them

  1. Perspective

Our mindsets are constantly being influenced in either a positive or negative way. Accept constructive criticism and seek out constructive criticism. There’s always something we don’t know.

  1. Circumstances

Maybe 10% of what happens every day we can control or have an influence on but do not let the 90% define you. Do not focus heavily on the things you can’t control because it distracts you from the 10% and the most successful people are the ones that crush the 10%. Reset that mindset and use that as a baseline.

  1. Learning to pursue discomfort

Humans are wired to find the path of least resistance, fight or flight. Great things are preceded by something very challenging or uncomfortable. You can’t grow inside your comfort zone.

The Musoji Challenge: If you take on a task so daunting that chances of succeeding are less than 50% but by accomplishing it, you open your mind to a whole new possibility for yourself.

  1. Conflict

Conflict is inevitable in life, business, and success in general. If you’re not having conflict, it means you’re not trying hard enough. It doesn’t mean all conflict is to end badly but it just means it’s going to happen.

Retrain yourself to say you need to try to learn something from the interaction and if they win or you win, you both lose. If you can handle conflict well, it’s going to help you (1) reveal relationships that need to end or (2) improve relationships and push you up in the organization.

  1. Time balance

If your only focus on money, personal relationships can suffer to some extent. So the hours you spend each day on any task have to be so intentional and so productive that you can still be successful in your career while still be able to get home at 5:30 every day to be with your family. This is possible. Be laser-focused.

Sten’s Major Takeaway:

Take that discomfort challenge and every thirty days, add something to your calendar that’s new, different, and that’s going to grow you. Whether you’re speaking in front of the group, taking a new sales test, hiring a sales coach, or something you’ve been avoiding, actually do it and it will change your life if you’re willing to do that.

Sten’s goal is to train people on these mindsets to not only recognize them but learn how to fix them, maintain then and challenge them to be able to give back radically, whether it’s time, money, or training other people. The motivation behind everything you do has to be strong enough or else you won’t be able to hang in there when things get really tough because they will.

Episode Resources:

Know more about Sten on www.stenmorgan.com

7 Mindset of Success by Sten Morgan

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Unconsidered Needs, Listening, Three Value Conversations, Sales Training

TSE 370: TSE Hustler’s League-“The Unconsidered Need”

Unconsidered Needs, Listening, Three Value Conversations, Sales Training In today’s episode, we have yet another excerpt from our discussion at TSE Hustlers League where I spoke about a study I found in the book The Three Value Conversations where it orbits around the concept of what you can do with the insights you know. How do you create or share the unconsidered need to your prospects?

The Power of  an Unconsidered Need

A Stanford University graduate school professor did a test on the potential of unconsidered needs by testing the effect of it through pitching it in the sales presentation giving four different scenarios using the following techniques:

Company 1: Standard pitch

Company 2: Standard pitch + added value (ex. on-staff experts will help them)

Company 3: Standard pitch + added value + unconsidered need (This is something they don’t know that is affecting them.)

Company 4: Doing all mentioned above but pointing out the unconsidered need first.

Notice that the last scenario is something different from the traditional selling method that many sales professionals do. And what’s interesting is that out of the four, this unique approach in selling is the one that generates the best results.

Remember that at the end of the day, customers really don’t care about you. So point out something these prospects don’t know about and say that need first and the solution or what you’re able to do.

Episode Resources:

Three Value Conversations

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Mastermind, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 360: TSE Hustler’s League-“Loss Aversion”

Mastermind, Donald Kelly, The Sales Evangelist, Best Sales Podcast

Nobody wants to lose anything of course. But do you care more about losing something rather than actually gaining something? This is something you need to think about if you want to achieve success in sales.

In last week’s episode, I mentioned that 74% of executives indicate that they give their business to the company that established buying visions as opposed to 26% who do a side-by-side comparison.

Today, we talk about value-building to establish what has been shared last week. One of the things our community members in TSE Hustler’s League wanted to focus on more was ways they can improve their ability to express value to their prospect.

See, if you’re closing only one out of five leads for example, there’s something really, really wrong.

Here are the highlights of today’s episode:

What is Loss Aversion?

It means being afraid of losing things more so than you care about gaining something. So you would rather not lose money than worry about gaining it.

People are 2x as motivated to change a behavior or make a decision to avoid a loss as they are to achieve a gain.

And this concept of loss aversion is common among many of us, including your prospects. Therefore, it is your job as a sales professional or entrepreneur to create that buying vision within your prospects so they can gain more success and generate more money.

  1. Understand their status quo.

What’s causing them to not move forward? What’s hindering them from being successful? Typically, the status quo of clients is that they’re losing out on opportunities.

  1. Point out how your prospect is losing money.

This is where the idea of insight comes from where you bring more to the table something prospects may not know already. Show them and establish that this is not working. This is where they’re losing money. And this is where you need to fix things.

Obviously, your goal is to help them make money but it’s going to jump to them more if you can establish the loss, the loopholes, or the leaks within their company.

  1. Create a buying vision with your prospect.

Share a story that can validate this. This helps your client create a buying vision by creating a picture in their head as to how their pain point can concretely affect them. Establish the loss. What are they losing right now by staying in their status quo. Help your prospect recognize their loss.

Today’s Major Takeaway:

Nothing ever worthwhile is ever easy. If you want to stand out, be different. Bring something to the table. Bring value and don’t look like your competitors.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Superbowl, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 258: 5 Things I Learned From Superbowl 50

Superbowl, Donald Kelly, The Sales Evangelist, Best Sales PodcastAs I watched Superbowl 50 I was able to glean some very fundamental lessons which tied back to sales and marketing. During this episode I share those principles and offer a little elaboration. Here are the points.

  1. People love to be entertained: As an entrepreneur or salesperson, you need to have something that is going to help you stand out from the rest of your competition when it comes to prospecting. Is there a way to make your message more catchy or entertaining? Take a look and rework your approach if it’s not working as well as you would like.
  2. Practice the fundamental under pressure: As a salesperson, we need to always perform well under pressure and master the fundamentals. In the football game, there were many mistakes made by a lot of players. This was a very big game and a lot riding on the game. This may be the same thing going on for you as a salesperson during those tough appointments. The best way to master the fundamentals under pressure is to do role plays where you are being drilled with the most challenging aspects of your business. The more you perform well in practice, the better you will be in the appointment.
  3. Your attitude will translate into your behavior: It’s important to have the proper mindset. Do all you can to overcome the negativity that is all around you. Listen to podcasts, motivational materials or get with others in a mastermind to set your mood on a positive course. This will translate into your performance every time.
  4.   You can’t win the game alone: As salespeople, we have a team and we need to use them. We can ask questions to mentors, inside sales colleagues, managers, coaches or other sellers in the sales community. We can/will perform better when are able to get the help we need from others. Don’t be afraid to ask for help. Feel free to join our free Facebook community or our weekly sales training group.
  5. When you don’t get what you want, know there is always tomorrow: Sometimes you won’t get the deal, but you have to make sure you’re professional and behave in a good manner. Don’t get angry at the person who said no or their secretary because that is sure to come back and hurt you in the end. Do all you can to be understanding and leave on a good note.

These are simple principles, but they are fundamental to your success whether in sports, business or your personal life. As always, I want you to happy. I want you to be successful. Most importantly, I want you to go out and do BIG THINGS!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly

TSE 040: How To Be Successful In A Negative Environment

The Sales Evangelist

The Sales Evangelist

Some organizations have an amazing environment to work in and others sometimes tend to be not so ideal to work in. During this episode I discuss my thoughts on working in a negative environment. In my personal experience, I have worked in both. The environment that best foster a much more successful performance was positive environment. This is not to say that you can’t find success in a negative environment, it can be done. But why would you want to put yourself through that, if you can perform better in a more uplifting atmosphere then do your best to create that.

Here are some of the major points I share in this episode:

  • Recognize you are in control on what you can do
  • Recognize you have a say in whether you want to be part of the organization or not
  • Read books to motivate you to keep going
  • Associate yourself with likeminded people who can motivate you (mastermind group)
  • You don’t have to put yourself through the torture of a negative work environment, feel free to seek out other organizations where you can best utilize your skills

Remember you are in charge and can take control of what you do, what you say and how you act!

Feel free to connect with us on Facebook if you need more positive people around you.


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