The Hustler’s Playbook: The Only Gatekeeper Is Your Willingness

alt text image of skeleton keys resting on an old leather book

As a young kid fronting a rock-n-roll band, I moved to Los Angeles in hopes of being discovered. In the days before the laptop and the Internet, you went to Los Angeles to play the Sunset Strip and wait for an A&R person from the record company to make you a star. You needed … [Read more...]

Self Selecting Out of a Deal

alt text image of a footprint

Once upon a time, my little team won a massive client. They developed excellent relationships with stakeholders throughout the organization. We were doing excellent work, and things couldn’t have been going any better. And then I was asked to meet with the decision-maker, the … [Read more...]

Four Reasons Your Deal Dissolved (and what to do about it)

alt text image of an alma seltzer dissolving in water

Your Contact Leaves: Is there anything worse that developing an opportunity, getting it right up to the line, and then having your primary sponsor leave? Yes, there is. Your contact could be replaced by someone with different priorities or who is adamantly opposed to your … [Read more...]

Be Your Own Hero

alt text image of a businesswomen as superhero

At a Toastmasters meeting, I was given two minutes to give an extemporaneous answer to the questions: “Who is your hero? And why are they your hero?” Without skipping a beat and without delay, I answered: “I am my own hero.” It sounds arrogant, I know. But before you judge the … [Read more...]

Your Desperation Isn’t Motivating

alt text image of a man with an angry mask in front of his face

I once heard Anthony Robbins say that people change for one of two reasons: inspiration or desperation. He said it is normally desperation that gets people to the point of change. But desperation causes change when you reach that point on your own; it isn’t a tool for … [Read more...]

Four Lies You Must Not Tell

alt text image of a man with his lips zipped shut

The truth at any price, even the price of your deal. Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you aren't all three of those things, and … [Read more...]

Transactional Selling to Avoid Conflicts Around Price

alt text image of a world in the balance

The reason so many people want to be transactional and agree to a discount their price is that it eliminates one of the major areas of conflict in sales. If you agree to your prospective client’s price, then there is no conflict, you just say “yes” and you are off to the … [Read more...]

How To Invest In Your Personal Growth When You Are Broke

alt text image of a library

Anonymous writes: “I want to improve myself, but I don’t have any money to invest in programs.” Even though you may not have a lot of money right now, you have to invest as much as you possibly can in your personal and professional development. In fact, if you don’t have money … [Read more...]

Episode 30 – On Mindset with Hector LaMarque

I tell this story on the podcast, but here it is again. One day I received an email. It just had a phone number for me to dial. When I called the number, it was Hector LaMarque, National Sales Director for Primerica, speaking to his sales force. He read them part of some post I … [Read more...]

What I Would Tell My Younger Self

alt text image of time travel

My Teenage Self You know you really are an asshole sometimes. Your Mom is raising four kids by herself and you can really be a selfish, little bastard. Start helping her, damn it. Remember to thank the good people at the restaurant later on in life. They gave you a job and fed … [Read more...]

Download my E-Book: How to Crush It, Kill It, and Master Cold Calling Now! FREE when you subscribe to my newsletter »