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Super Secret Advanced Sales
by On September 16, 2011

Who would like to spend less time on the phone and experience the same amount of results or better? Anybody interested in how you can have more clients eager to hear from you? What about increase your sales from where you are currently? Anybody want to increase your income by an additional 10% this coming year?

Well, if you said yes to these questions than I am going to share something that will revolutionize the way you do business!!! It is a brand new approach I (and I alone) came up with and if you’ll apply what I am about to impart to you even a little bit, you will grow your business to amazingly high levels. Levels only people the like of Bill Gates, Warren Buffet, Donald Trump, Steven Segal, Paula Abdul and Ryan Seacrest have ever seen.

Are you ready for the earth shattering, weather changing phenomenon that is sweeping the country? You are? Okay.The brilliant idea I am going to share is… Now this info should stay within the walls of those reading this article ‘cause if it gets out it will become a global epidemic and you may lose your edge over the competition.

Okay, so here goes…We should get more referrals!!! Bam! There, I said it!! I know, astounding concept, huh? You didn’t think of that did you? That’s why I am the one writing this and your reading it. Because I am a pioneer!

Some of you may be thinking, “I can see how you, David, the king of referrals can obtain them, but I am just a mere human and you are obviously part alien. How can I also, do the same?” Well, never fear. I am going to prove that you do not have to be from space to experience out of this world results. Here are four quick tips that will enhance your ability to get referrals and increase the amount and quality of them as well.

4 Tips to Get More Referrals

1) Ask, Ask, Ask – This is obvious, I know. Everyone in any type of sales position knows the importance of having a constant flow of referrals to continue to grow or maintain their business, but for whatever reason can’t get themselves to ask for the referrals. This happens for 2 reasons: Either they are lazy and sloppy in their business or the are intimidated to ask for fear of looking folish or too “salesy”. Think about it this way, if you would like more referrals wouldn’t it stand to reason that others would too? By this logical you have every right to ask for them and if you don’t ask you will not get them. The worst thing that has happened to me so far is someone told me “no”. Fortunately that experience didn’t cause me to explode which means I can ask someone else without fear of explosion. Good to know that. It starts by simply asking for the business.

2) (If applicable) Scout Area Before Meeting – If you find yourself in a sales position where you go to the office or home of a client arrive in the area 20-30 minutes early. By doing this, you will not only ensure that you are on time for your meeting, but also allow you to check out the other businesses or potential clients in the neighborhood. This will also allow you to prime your prospects with great local business leads when you are in the process of getting referrals. When they are running out of ideas you can simply ask “How about ACME Business next door? Do you know who I might ask for there?”

3)       Prep Client in Advance – Remind your client to be thinking of who he/she knows that might benefit from the product or service you provide. Not that they would buy, but who would ‘benefit’”. What this does is cause our prospect to actively think of others who would be candidates and therefore psychologically they are now selling themselves on the benefits, which increases their likelihood of buying as well. Also, mention that you will catch him/her after your meeting to go over that list of possible referrals. When you prepare your Contact ahead they will not be surprised when you follow up with them later.

4) Enthusiastically Expect – Your enthusiasm for what you do is contagious and will rub off on your client. When you enthusiastically expect to get referrals something happens to your physiology that effects those you are around and makes them more likely to be giving you high quality referrals. I have had clients say to me after handing over 4-7 referrals that “I never give out referrals”. That has everything to do with the fact that when I walk in to sales situation I know with certainty that the service I provide is so good that they will want others to share in the fun. Just expecting to get referrals and asking for them enthusiastically will get you that extra one or two to bring you over the top in your business.

I encourage you to apply these brilliant revolutionary tips to your business and I’ll virtually guarantee that you’ll experience unprecedented growth and quite possibly join me and Steven Segal and receive the levels of success you deserve.

Where The Results Actually Happen
by On August 12, 2010

I was talking with somebody recently about what was happening in their business and where they were getting stuck. This person’s comment was something like “I just know that I need to be 100% committed to doing what needs to be done, including the little things. I feel like I’m about 95%, but I’m seeing that 100% is what’s necessary.”

I thought this was an astute observation. We then talked about an analogy in the realm of physical training that I believe you’d benefit from. Here goes.

In any workout- for improved endurance or strength- the actual growth stimulus occurs in a VERY small portion of the workout. That portion is THE LAST 1-5% of the entire workout, if the workout is done correctly. For instance, if you’re doing 3 sets of 10 reps on the bench press, you will only see enhanced muscle performance if the weight you use causes the last 1 or 2 reps of the last set to be nearly impossible. IF those last few reps are easy, you have not taxed the muscle enough, and you will see exactly zero improvement.

Another example is if a 5 mile training run is to boost your endurance or speed, it should be run so that the last half mile is nearly impossible. You should be “out of gas”. If you’re not “out of gas” at the end of the run, your run was too easy and you will not get faster or stronger.

BTW, this is not my opinion, this is exercise science. There are many theories as to the best way to get physical results, but all of them revolve around the concept of pushing your workout to the “point of failure”.

Two principles to understand and apply:

  1. The whole workout must be done, but the first 95% of the workout is done for the sole purpose of taxing your body to the point where it CAN receive a growth stimulus. The vast majority of the workout does not produce a result, but must happen to prepare the body for the result.
  2. The last 5% is where the rubber actually meets the road. As you approach and then cross the threshold of “giving out”, this is THE ONLY part of the workout that actually makes your body do what it does to make you stronger faster or better conditioned. This also happens to be the part of the workout that hurts the most.

So our conversation revolved around the fact that in effect this individual was doing the first 95% of the workout, but not the last 5%. Now you’d think that if you do 95% of the workout that you’d get 95% of the results, but that is clearly not the case. In an actual workout, if you’re doing 95%, you get ZERO RESULTS. You make no improvement- ever. This is why you see people who go to the gym year after year in an effort to get fitter, but they just maintain. In our business, if you’re only 95%, you miss out on ALL of what produces results.

Some examples:

  • If you dial a phone number 95% correctly, you don’t get someone who knows your party- you just got a WRONG NUMBER.
  • If you drive 95% of the way to a restaurant, you don’t get 95% of your dinner- you just get hungry.
  • How many months have we seen where a sales professional went from disappointing sales results to exciting sales results in the last few days of the month?  Answer- A TON.
  • How many times have we seen a day of cold calling that looks something like 100 dials and 3 appointments booked- where the bookings happened on dials 95, 97, and 100?   Answer- A TON.
  • If you get 95% of the way through your sales presentation, but fail to ask for the sale, you don’t get 95% of a sale- you get NOTHING.

And on and on.

My point is, what’s YOUR “last 5%”?
What are the little things in your business that get you all the results? For me it’s things like listening to audio programs in the car instead of the radio. OR getting to bed at 9 or 9:30, not 10.

There could be a whole host of last 5% things- I would love it if you shared some of these things below- so please feel free. More importantly, you’ll love it if you’ll get serious and get committed to doing those things day in and day out.

You are a champion, and this is what champions do. Have a great week!

Be Free!

Roger Seip

Video – Tom Hopkins Attitude Is Everything In Selling
by On July 9, 2010

The day you turn into a professional sales person, that is series out about closing sales, is the day you realize that, in selling, attitude is everything. Attitude is not something you can buy – it has to be cultivated from within.

Your excitement for your job and product/service you are selling is what people want to buy. You have to be enthusastic about serving them for your potential customers to want to work with you.

People will say, “Yes! I want to buy what you are selling!” when your conviction, excitement and enthusiasm is genuine. If you do not have that on the inside, you cannot transmit it to your prospects.

In this short video, Tom Hopkins shares with you the steps you need to take to create a winning attitude to be a winning salesperson.

Be Free!

Small Tasks that Ensures ALL the Seeds you Plant Take Root
by On May 17, 2010

Tom WeberIt is officially spring and that means many things to many people. One thing that is certain is that farmers are getting ready to plant. Whatever your background or upbringing, the example of a farmer about to start planting has relevance to you, and offers lessons to improve your business and life.

Now if you did not grow up in a rural area, you probably don’t know what that entails. You may think that as soon as its warm, farmers start up their tractors, pour seeds in the planter, and take off across the field. But it is a little more complicated than that. Let me explain.

Before a field is ready to be sown full of seeds, there is preparation that is critical to the final results. In the winter the rain, the sleet, and the snow compact the soil; so it needs to be loosened and fluffed up, for the seeds to be able to take root. Which means that a farmer must run a piece of machinery called a “finisher” across the entire field to “work the ground”.

The finisher loosens up the soil and levels the ground to provide a nice seedbed, and a uniform planting surface. Driving the finisher across the field requires hours of time behind the wheel of a tractor. To the untrained eye, this step in the planting process might look like a waste of time, and if a farmer did not run the finisher across the field he could certainly still plant his crops. But, the farmer understands that if he chooses to shave some time off, take a short cut, and not run the finisher through the field, his results will be dramatically different. The ground would stay compacted in places, the seeds would take root in some areas and rot in others, and the yields would be less.

The catch here is that it would be a month or two before the farmer would be able to see the consequences of his shortcut. And it would not be until the fall harvest that he would be able to quantify the difference in results. The worst part is that if he did check on his fields soon after they began to sprout, saw his poor results, and realized his mistake he would either have to live with the mistake all summer long, knowing that his fall harvest would be terrible or completely start the planting process all over with the finisher this time and waste all of the work he had already done.

The point here is that we all have a thousand small, menial, thankless tasks everyday that are similar to running the finisher across the field. Many of us have been running our planter through the field for years without making sure that the soil was prepared for those seeds to take root, and then we have looked at our results and wondered why they have not been as high as we had planned.

When you take a closer look at the top performers in your industry, you will see that they are in the habit of always completing the small menial thankless tasks. They are doing the things that on the surface, to the untrained eye, might look as crazy as driving a piece of machinery across a field for hours just to loosen the top 4 inches of soil. These top performers usually have made these tasks such a part of their routine that they are not aware that they are doing something different than everyone else. The tasks are such a habit that they have become a part of who that person is.

Where in your business or life are there examples of working the ground? Is it taking notes at the weekly sales meeting? Planning your weekly activities? Creating a written to-do list? Reading every morning? Practicing your sales script with passion every day even though you have delivered it a thousand times? Envisioning your results the night before a big event or sales call? Sending birthday cards or thank you notes to clients? Cleaning your desk?

Take 5 minutes right now and create a quick list of small tasks that would help ALL of the seeds you plant take root.

Be Free!

Tom Weber

47 Ways to Improve Your Sales Presentations
by On April 13, 2010

Business SeriesIf you have attended our Memory Training Workshop, you learned how to recall presentations without notes. This is one of the most powerful things you can do to increase your creditability and engage your audience through the use of eye contact and body language.

It also decreases stress and anxiety of forgetting what you need to say so you can relax and be yourself.

Here are 47 other tips to improve your sales presentations. Incorporate these strategies into your sales presentations and improve your results.

Be Free!

1. Before your presentation ask, “What’s changed since the last time we spoke?”

2. Start your presentation by summarizing your understanding of their situation.

3. Adapt your presentation to the customer’s natural style (Driver, Influencer, Supportive, Analytical).

4. Don’t waste the customer’s time by talking about aspects of your business, product or service that have little or no relevance to their specific situation.

5. Do not force your customers to be passive bystanders. Get them involved in the presentation.

6. Involve and engage them in the entire sales process. Use questions. Ask them to share their thoughts and comments.

7. Encourage your prospect/customer to pick up the product, touch and feel it. This creates an emotional bond and is a powerful way to engage them.

8. Practise your presentation. Develop your presentation skills so you can keep your customer’s attention.

9. Record your presentations on audio and, preferably video, so you can review them. This can be a painful process but it is definitely worth it.

10. People like to hear their name so learn your customer’s name early in the sales process and use it during your conversation. Use their name when you want to make or reinforce a specific point. This can help you gain and keep their attention.

11. Develop a natural style. Watch top performers present their product or service and pay attention to what they do well. Then incorporate what they do well into your style and make it your own.

12. Use your own words—don’t recite from memory.

13. Create responses for frequent questions but be careful not to sound like your response is rehearsed.

14. Put yourself in the customer’s shoes. Learn what is important to them. Position your product/service to show them how it will save them money or time, increase their sales, reduce their expenses, make their life more enjoyable, less stressful, etc.

15. Focus on discussing benefits rather than features. Most sales people fall into the trap of presenting just the features of a product but people buy benefits.
16. Address the question, “So what?”

17. Increase the number of presentations you make. The more people you talk to, the more sales you will close.

18. Pace your presentation. Racing through one presentation just to get to the next one will not generate customer confidence or loyalty.

19. Be conversational. Speak as though you are talking with a friend.

20. Maintain your natural tone and pitch. I’ve noticed many sales people raise their voice an octave or two when they are talking to customers. Your sales voice should be the same as the tone you use with your friends and coworkers.

21. Pause before responding to a question. Give thought to your response and avoid spewing out a response.

22. Believe in your product or service. If you don’t, your customer won’t either. Your confidence increases when you believe in what you sell.

23. Be passionate. Your passion for your product or service must shine through in your presentations.

24. Be prepared. Preparation is THE more important aspect of a success sales presentation.

25. Plan your approach and establish your objectives before each sales contact.

26. Learn everything about your product and be able to answer any question that you are asked.

27. Invest the time learning about your company and know what separates you from your competition.

28. Learn how to present yourself effectively. Take a Dale Carnegie course in public speaking or join a local chapter of Toastmasters International. The investment will pay for itself immediately.

29. Remember that every sales presentation must have an opening, body, and conclusion.

30. Develop the ability to clearly present yourself. People want to buy from salespeople who demonstrate confidence and poise.

31. Write out the key points of your presentation and practise them until you can clearly articulate your unique selling advantage.

32. Show your customers that you differ from your competitors; don’t just tell them.

33. People don’t always believe what they hear, particularly from someone who’s selling a product or service. Use testimonial letters, offer written proof, or give them brochures or pamphlets.

34. Reduce the risk factor. Show people tangible evidence of how they will benefit from your product or service and they will be eager to do business with you.

35. Be aware of your words, tone and body language. Most sales people deliver their presentation verbally and neglect to use their hands, arms and facial gestures.

36. People believe what they see more than what they hear. Provide copies of written testimonials and endorsements. Even better, offer video testimonials.

37. Relax. If you are rushing through the sales presentation in order to try and close a sale, your prospect or customer will feel it and they will resist.

38. Differentiate yourself from your competitors by knowing the value of your product or service.

39. Differentiate yourself from your competitors by being able to present your value in terms that are relevant to your customer.

40. Give people a reason to buy from you instead of your competition during your presentation.

41. Know what products your competitors carry and how they differ from yours. How are your products different?

42. Knowledge is power when used appropriately. What makes you stand out from your competition? Do you know what your competitors offer? Why should someone buy from you versus your competitor?

43. Think before you speak. The pause will give you time to process the information you just heard. You can then think of the best way to position your response.

44. Vary your tone of voice. Many salespeople unconsciously slip into a monotone during their presentation.

45. Record a mock presentation and listen to how you sound. Make notes about what you don’t like and take action to improve.

46. Be enthusiastic. Most sales presentations lack the energy and excitement to motivate someone to take action.

47. Never mislead a customer. If you don’t know the answer to a question, don’t fake it. Be completely honest in all your dealings, all the time.

Author – Kelley Robertson. This list was adapted from Kelley’s first book, Stop, Ask Listen—Proven Sales Techniques to Turn Browsers into Buyers.  Sorce:

Top 10 Tips for Overcoming the Fear of Selling
by On March 16, 2010

business-successYesterday, Tom Weber wrote a great post on how to cure fear – and that was by taking action. Today, we will focus on how to cure fears in regards to a specific task – selling.

You might enjoy making a sale, but you find yourself getting that butterfly feeling before an important presentation or at the moment of decision. Even if selling is not your career, you do engage in sales – whether if be selling your point of view to others or your selling your skill set, as in a job interview.

These 10 tips will help you overcome your fear of selling by suggesting some action steps.

Be Free!

1. The most obvious way to eliminate your fear of selling is to quit your job.

Why in the world would you even consider for a single minute staying in a job that you fear. I seldom encourage quitting. But if your fear of selling cannot be resolved and it is giving you daily pangs of anxiety and occasional headaches – maybe, just maybe you ought to consider another line of work.

On the other hand, if you are just suffering from a little angst now and then, keep reading for some creative ways to deal with your fear of selling.

2. Do this self-assessment.

On a 1-10 scale, 10 being the highest competency, rate yourself in these 13 categories:

– Attitude
– Self-confidence
– Enthusiasm
– Goal setting
– Time management
– Communication skills
– Prospecting
– Qualifying your prospects
– Presentation skills
– Handling objections
– Preparing sales proposals
– Closing skills
– Measuring your results

This self-evaluation will help you with the next point.

3. Pinpoint your fear of selling.

What exactly is it? Does your fear of selling originate with your lowest assessment numbers from the previous self evaluation? There is an old saying that says, “A problem defined is a problem half solved.” I believe this to be true. Determining your weak links is the first step to eliminating them.

4. Do what you fear first.

Let us say your fear of selling stems from a lack of self confidence when you are prospecting. You are just not good at calling people you do not know and trying to get appointments with them. It takes skills and lots of self confidence to do this right.

Here’s your choice. 1) You can acquire the necessary skills to make appointments by telephone or 2) do what Albert Einstein says is “Insanity:” doing the same thing over and over again and expecting different results.

I did a key word search on Google with these words “Sales prospecting” and uncovered 2,350,000 results. This is a good place for you to start looking.

5. Think big and start small.

Okay, you want to cure your fear of selling and in this case, it means getting better at making appointments using the telephone. Starting small means buying a book or buying a CD on this topic and making a list of what you need to do to overcome this paralysis.

Actually, the best and easiest way to dramatically improve your telephone skills is to get Art Sobczak books, “How To Sell More In Less Time With No Rejection – Vol I & II.”

Here’s the link:

6. Keep a success journal.

Keep a written record of what is working and what is not working on a daily basis. The ideal time to do this is right after a sales call, while it is still fresh in your mind. Notice and record the little things. These little things add up over time and can influence outcomes.

7. Talk to yourself. Use affirmations repeatedly.

Try this on for size. “Everyday, in every way, I am sharpening my selling skills and acquiring new ones.” Say this 10 times aloud before your first sales call and again just after lunch.

Fears and anxieties cannot stand up to powerful self affirmations. Try it for 21 days. It really works.

Every time you do this you are taking a solid whack at your fear of selling.

8. Always expect the best outcomes.

This is a major attitude adjustment for most salespeople and business entrepreneurs. Don’t let your mind wander aimlessly and attract negative thoughts.

One of the best ways to cure your fear of selling is to always think positively. You cannot control the weather. You cannot control what someone else is thinking. You cannot control time by making it go faster or slower.

But you can control your thoughts. You can have positive thoughts and you can have negative thoughts. And guess what – you get to decide!

9. Put a “mask” on as you are driving to your first sales call.

This mask is made from a blended and invisible substance. It is available to everyone who wants it.

The cost is zero and the benefits are many. The mask is made from equal parts of energy, enthusiasm and passion. Add a smile to the mix and you will likely vaporize any fear of selling you have.

Who can resist a person who is smiling? Who is not attracted to a person who loves his or her work? Always remember your energy, enthusiasm and passion are contagious.

10. Enjoy the journey.

Do not take things too seriously. Have fun. Enjoy the view and the ride. The sum of your life is not based on how many meetings you attended, how many e-mails you sent, or how many voice mails you returned.

The quickest way to sharpen your selling skills is to teach the subject. Ask your sales manager to give you 15 minutes so you can present your ideas on a particular selling skill. The best way to learn something is to teach it.

There you have it – 10 ways to overcome your fear of selling.

Now you can start selling more and turn your fear of selling into a fearless attitude that accompanies you on every sales call.


Author: Jim Meisenheimer

Sales is a Predictable Science
by On February 10, 2010

Tom WeberYou are going to love this post, especially if you are in sale. For some of you, this will be a great reminder and others it will be a revelation.

Sales is a predictable science.

Success in sales is not dependent upon personality, attitude or good looks. Those can be factored into the equation, but I have met people with a terrific attitude, who could not sell a 20-dollar bill for a dollar. I have also met some very ugly souls, who could sell a ketchup popsicle to a woman wearing white gloves.

What does this mean for you?

It means that you can determine and predict your results. The point of this article is that you need to track your statistics. If you are not keeping track of your numbers, then you are loosing money.

If you are already keeping track of your numbers, congratulations. Take it a step further and see where you maybe able to incorporate another statistic. Become a student of your game and by all means, be ridiculous; be a stats freak. I promise that the leaders in your industry are keeping score everyday.

Here is where to begin:

1. Determine where each prospect starts in your sales process.
2. Look at each level of the relationship from start to finish or when the sale is made.
3. Define each level and start keeping track.

For example, let us say your sales process starts with a phone call. So count how many phone calls you make each day. Next, track how many of those phone calls resulted in you getting a hold of the person you wanted to reach. Then track how many of those contacts went to the next level of your sales process and so on until you get to the sale. Even after the sale, you could keep track of how many referrals you generated. Then track how many of your referrals turned into to sales.

Another example – if you are in a real estate, how many open houses do you hold? How many people attend each of them? How many of those people do you talk to again?

One of my favorite clients from Minneapolis brought me into his office and showed me the statistics that he has been keeping for the past fifteen years. He could look back and see that 75% of his clients had started out by coming to an open house or were referred by someone who has been to one of his open houses. This is a man with more than $40,000,000 in annual sales. I have no doubt that his level of accuracy and diligence in keeping track of his number led to this success.

Investing the time in you statistics is one of the greatest investments you will ever make. You will be able to see where your numbers need to be improved, and if you focus on that area, your sales will automatically go up. You turn into your own coach and business analyst and reap all of the rewards!

Be Free!

Tom Weber

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Video – The Customer's Biggest Fear
by On February 5, 2010

Turn the art of selling into a simple science using the proven tried-and-true techniques of the nation’s top sales champion, Tom Hopkins.

In sales, the potential clients or customers you interact with have some fears – the #1 fear is of you, the salesperson. Your clients do not want to be sold.

The key to overcoming your customer’s fear is to come across as an expert advisor, not a salesperson. Your client then sees you as a resource to go to for advice, not someone to avoid because you are trying to get his or her money.

Success in sales can be boiled down into one sentence: Your clients must like you, trust you and want to listen to you.

Purchase the full video:

4 Ways to Be Your Own Sales Trainer
by On October 29, 2009

David DenisThe beauty of a career in sales is that your income is a direct result of your efforts and your skills. If you are watching your numbers and performance, you will uncover areas where you will want to increase your skill. Rather than wait for your sales manager to train you, take the initiative to train yourself.

This doesn’t mean that you will have to do it alone, and it does not mean that you need to reinvent the wheel. In fact, the key to successfully training yourself in sales is to learn from the experience of others. Here are four ways to accomplish this.

  1. Look up books and audio programs on selling. Find magazines and trade journals about your industry. Search the internet for books, CDs, video programs or even computer based training. Order materials that you think will help and then READ THEM.
  2. our search will also uncover hundreds of seminars, workshops and even personalized coaching programs offered by training companies and associations. While these programs vary in quality, depth and scope, many are excellent. Contact your industry association or successful people in your industry to ask what training they recommend.
  3. Taking this route will require an investment of time and money on your part. No one ever succeeded at anything without paying a price. If you are serious about achieving your goals you need to invest in training. If your company will assist you, that’s great, but ultimately, the responsibility for your own growth belongs to you. Don’t expect someone else to do it for you.
  4. Find a mentor. Identify people whose success you would like to emulate. Invite one of them to lunch. Tell them that you admire their success, and would like to ask how they did it. Many successful people are glad to help someone who sincerely seeks to improve themselves…especially when you are picking up the tab. Keep it simple. If your mentor is willing, meet with them periodically. The information and ideas you will learn can be invaluable to your success.

Identify your challenges, and then actively seek the solution. It’s up to you, so fire your sales manager and move your business forward.

Be Free!

David Denis

This article is written by David Denis owner of

David is a freelance writer for hire offering article writing, sales letters, training manuals, speech writing, seo content, sales writing, blog articles, copy-writing service, sales scripts and business name ideas.

To learn more, or request a quote visit

3 Tips on How to Start and Stay on a Winning Streak
by On October 7, 2009

Roger SeipWe published an article on how to get off a personal losing streak, which I hope you took to heart and applied. If you did those three things, you’ve inserted some much-needed momentum into your world. If you didn’t do those three things, PLEASE go back and read that article before you continue on with this. Really, go back and read that. In fact, click here to go directly to the article on how to “un-slump” yourself…

Great, now that you’re back, let’s talk about how to get on (and stay on) a Winning Streak! I once had a friend whose favorite positive affirmation was “Man, I’m like a ham sandwich- I’m on a roll!” Sure that’s a bit over the top, but there’s not much that feels better than when you have momentum in your life. True? Here are three tips for getting and keeping that “ham sandwich” feeling:

1. Accept 100% Responsibility and Get Lucky!

Give credit where credit is due! One of the things I see people do that just kills momentum is to blame failures on themselves and then blame their successes on luck.

Listen, just like those on losing streaks need to accept that they got themselves to where they are, you need to accept that YOU got yourself on a roll to begin with. Only when you internalize that you deserve greater success (and you do), can you really start to repeat the thoughts and actions that attracted that success to you. Now I certainly agree with a degree of humility, so if you must blame your success on “luck”, just understand that “luck” stands for


2. Acknowledge the Biggest Room in Your House

One of my mentors used to say, “the biggest room in his house was the room for improvement.” I know, I’m full of corny sayings today. I just said that you need to give yourself some credit. I did not say that you all of a sudden became perfect.

No matter how tremendously well you are doing in any given field, I would bet a hundred of my dollars against 5 of yours that an expert in your field could watch you for 30 minutes and name at least 1 thing you could change that would improve your results dramatically. If you want to maintain momentum, celebrate your victories but never rest on your laurels. Simple.

3.  Just Continue to Play YOUR Game

Speaking of simple, that leads me to your final tip. If you are currently experiencing success in your life, it’s certain that you can trace it back to a few very simple daily thought patterns or daily activities that you strongly believe in. Maybe it’s reading 15 minutes a day, maybe it’s saying “it’s going be a great day” when you wake up, maybe it’s adding 5 cold calls a day to your task list, whatever – just keep doing it!

It just kills me when I see clients get on a great track for 12 weeks and then end up right back where they started. It happens because we think it can’t possibly be that simple. Success really IS simple. Not easy, but simple. So stick with the basics that started you winning and you will keep on winning. Cool, huh?

Be Free!

Roger Seip