If you want to be commissioned then you must first commission yourself.
If you want your sculpture to be out in front of City Hall, then first you have to sculpt.
If you want to cater, then you must cater.
If you want to sell, then you must sell.
If you want to be a speaker, then you must speak.
You say you want to be commissioned, but are you wiling to do the volumes of work it takes to be commissioned?
Besides, how can we commission you if you don’t commission yourself first?
When you’re commissioned, it means that you are given the full power to complete the work, but if you don’t fully trust yourself to put the work out there, then how can we fully entrust you that the work will meet our expectations?
You want others to fully trust you, but you don’t fully trust yourself to repeatedly put the work out there for us to see.
Here are 3 questions I want you to ask yourself …when you’re tired, frustrated, and seeing no results:
- Are you doing commission work? Do I work harder behind the scenes than I do in front of the camera? Are you off-line, in the back, griping about the low paying gigs and mooch customers or are you in the lab continuously improving.
- Do you have a body of work worth commissioning? Oh, you thought a week’s worth of posts should land the deal, right? Commissioners want to see a body of work and that means that you have to put out 5x the work to get even one nod of notice. David Meltzer said that when it comes to a body of work, people lack consistency. Consistency gives your work clarity. You know what your work means, but others don’t, but through consistency-because you’re constantly putting more work out there, your message begins to become clearer. Will you still show up and ship your work even when no one is applauding and life is booing you?
- Are you worth commissioning? You won’t have quality work until you put out a body of work. No first version of any product was the best version. It’s constantly revising even after the work is shipped so that your next piece is even better. Is your work considered a one night stand (wham/bam/pay me) or more of a long term relationship?
Those commissioning you must know that they are getting more than what they paid for, not less than what they hoped for.
As your body of work increases, it’ll go from risk to quality.
Little volume = lower quality = high risk (lower commissions)
High volume = higher quality = higher commissions (& a waiting list).
Reps + Techniques + Quality = Commission.
Never settle, keep selling your way though life no matter what. Stay in The Sales Life.
What’s the difference between a credit score & credit history?
Think of your credit score as my initial impression of you & credit history as my overall view after spending a week vacationing with you.
Or think of your credit score as your outfit & your credit history as your whole wardrobe. You may meet us at the restaurant with a dope outfit on (credit score), but when we go back to your apartment, we see that was your only outfit & you have nothing else in your closet. (Credit history)
There are 3 different credit bureaus. Equifax, Experian, & TransUnion, each with a different scoring model with scores ranging from 300-850. The higher the score, the lower the risk. (Your score may vary on all 3)
Your credit score shows a lender how likely you are to pay & whether or not you’ll pay on time. A difficulty in paying on time is what we call a “slow pay,” meaning that you may pay it, but it’ll take longer. So if you have trouble paying me back on Friday for the $100 I loaned you, then I’m not likely to loan you more when you can’t even pay back less.
(Note: If you pay 10 days late, the lender may asses a late fee & it could affect your relationship with that lender for future loans, but it will not be reported to the credit bureau until you’re over 30 days. That’s when your score takes a huge hit & could drop by 100 points for that one missed payment, so skip the eating out and make the payment.)
Insurance companies also use your credit score to determine the likelihood of making a claim. A lower credit score = a higher insurance rate because you’ve given them an impression that you will make a claim. (& they don’t want to pay out if they don’t have to.)
If you have low credit score & have broken a lease agreement in the past (which is reported to the bureaus too), you could be denied the apartment because your history is telling them that you’ll likely bounce before the term matures.
Think of your credit score as your foot in the door while your credit history determines how wide the lender will open the door.
Other than repayment history, other factors affecting your credit score are debt and inquiries. If they suddenly cut your hours or you lose your job, if you make $5000/month & owe everyone else $4000, the lender will deny your loan because of your inability to pay. Also if I’m the lender & you ask me for a loan, I can see that you’ve been asking others too (inquiries) & may (like others) deny you because you’re showing a liquidity problem.
Your credit score is like having a degree, but your credit history is your experience with that degree. It’s good to have that finance degree, but my 22 years of experience in finance will trump that framed piece of paper.
That’s why you need some experience (history) to go along with your degree (score). As long as you’re responsible, you need at least 3-5 “lines” of credit. Like a Capital One credit card, a furniture loan, and a $1000 loan from your bank. You don’t have to use them all at once (debt drops score, remember?), but you do need build the experience. The more experience (history) the stronger your overall profile.
Building experience is a layering process. You’re not going to go from a $500 credit line to a $50,000 loan, but you can go from $500 to $1500. Then $1500 to $3200. Then $3200 to $5500 etc. & as you do, you’re building both a credit score & credit history at the same time.
Credit is formalized management and you need to start building your credit by buying on credit- not all at once, but over time as you can afford to do so. You’ll pay some interest along the way, but you’ll save interest along the road because you’ll have a great score and history.
Next week we’ll talk about the difference between a credit score and credit history.
“What if I hate sales, can I still be good at it,” is a question I’m often asked.
The short answer: Yes…
You don’t categorically hate sales, you hate what you’re not good at because in those instances, your weaknesses are exposed.
- Asking for the sale and bracing for the No.
- Asking for the sale after they’ve told be 112 times they weren’t buying today.
- Calling the leads and them hanging up on you once they realize you’re a salesperson.
- Following up because you can never seem to get them back on the phone. “They probably bought somewhere else,” you think.
- Being rejected.
- The feeling of being dismissed as you approach the customer. (As if you didn’t see the clinched jaw, eye roll, nor the exasperated breathing. )
The list can go on forever. You hate what you’re not good at.
People don’t hate math because they’re good at it. They hate it because, like you, every time they couldn’t solve a “problem,” they reminded themselves that they’re no good at it and bailed out.
I hate putting the new wi-fi code in on the TV. I never can get the right sequences of numbers, letter, and underscores and bail out after the second time.
I hate the first half mile of my run.
I hate getting up around 4 AM.
I hate calling customers.
I hate being cut off and told No before I can even finish my presentation.
I hate getting beat up by a customer and ending with a goose-egg ($0 profit). (They seemed so nice:)
I hate folding clothes, taking a shower, and emptying the dishwasher.
But I love the results…
I love being able to get on Netflix. I love wearing slim fit pants. I love publishing another edition of The Sales Life Podcast. I love landing the appointment. I love rolling out my presentation and they happily agree to buy.
You grow through the hate in order to earn the love.
Besides, if you only did what you were good at, how would you ever get any better? Your results lay on the other side of hate.
You don’t hate it, you just don’t like what it takes to get there.
Most people hate leg day at the gym…but they like seeing the results of the big quads busting out of their shorts.
This is why a process is so key. Make what you hate a ritual. Just stick to the list. If you hate the phone, work the list to reach the objective of setting an appointment. (Period)
Don’t get bogged down because you blew up the last call, you didn’t know what to say after they rejected your idea or they hung up on you mid-way through your explanation.
Stick to the process; you’re just working the list to see the results. No emotion or woe is me! Just a list, buttons, dial. Let’s go!
Doing what you hate with no process in place will lead you to ultimate failure. Doing what you hate with a process in place will lead to success. Make earning 4 more No’s before getting up a ritual; make a 1 more mentality a ritual –one more thought, idea, or offer. Make calling every customer on the list-regardless of what you think they’ll say a ritual.
You hate what you haven’t yet mastered, but you can’t master until you start at novice.
Keep at it. Making the process a ritual will take out the sting of failure because you’re just working a list. Try it for a solid 30 days. You’ll improve, boost your confidence, and begin to see the results. (Oh after 30 days, renew the contract and go another 30 days 🙂
Never settle, keep selling your way through life no matter what.
Be sure to subscribe to the strictly sales related, The Sales Life on Sales Podcast on Spotify (Coming soon to iTunes) and don’t forget to subscribe to daily episodes of The Sales Life found on iTunes, Spotify, You-Tube, IGTV, or your favorite platforms.
Susan David recommends that, when it comes to your emotions, look at them as data points instead of defaults.
In an effort to conserve energy your mind works in “usually’s.” Meaning that when an emotion is triggered, you react with the autopilot mechanism of “usually.” When (this) happens, I usually do (this).
Like an “out of office” setting you put on for incoming emails while you’re on vacation, your mind works much the same way. An emotion flares up and your auto-react system kicks in.
Success is built on intention, not usually’s.
Usually is customary and because your mind works in patterns, it always defaults to usually, unless told otherwise.
In the same way you live your life making “If/Then” contracts with yourself-If I get this raise, then everything will be OK, your emotions are governed in much the same way, if this emotion is triggered, then I’ll do this.
It’s business as usually.
If you don’t like the way your business is being run, then you need to fire the general manager of usually, and take your team back over.
As data points, your emotions are your signposts to 1) Signal that something matters to you, 2) Signal for course correction.
You are where you are because of usually. If you want to change your results, then change how you handle your data, so that, when your mind, in an effort to conserve energy, defaults to usually, because you look and handle the data differently, your results will be different too.
- It matters: Don’t get pissed off because you’re pissed off. Getting mad is a good thing…just don’t stay mad. Your frustration reveals to you that you don’t like the way a current situation is. It’s when you’re not frustrated is when you should be worried. Frustration is the point between two worlds: It’s as if you’re holding on to the ledge of a building and can either pull yourself up (change) or let go and fall back into usually (what you’ve always done).
Keep wrestling with usually. Charge in, assess, and charge back in. Changing your pattern is applying the tension/release method, where you purposefully apply tension to your situation, briefly release, then reapply tension and you’ll begin to see the incremental progress.
In short, you’re getting a new usually.
Because it matters to you, it keeps you active and out of the toxic thinking and corrosive inaction. (i.e. Blame game)
2. Emotions are data points for course correction. Remember change is like steering a ship, 3 degrees at a time. When your emotions flare up. because it matters, you’re willing to make the course adjustments.
Make things matter, too-even the subtle oversights that many give you a pass for, if you know it needs to be corrected, do so. Make it matter by taking the few extra seconds to find the answer instead of shrugging it off through assumptions.
Think of how much you shrug off because you don’t feel like finding out. The shrugs are your usually’s.
If you’ll change your default settings so that when your mind reverts back to usually, because it mattered and you corrected it, you’ll continuously evolve.
- When a customer objects what’s your usually?
- When your boss critiques you, what’s your usually?
- When you get in an argument with your boo/bae, what’s your usually?
- When you had a tough day, what’s your usually?
Remember, success is intentional, not usually.
Never settle, keep selling your way through life, no matter what. Stay in The Sales Life.
Erik Weinhenmayer lost his eyesight at the age of 13 but has gone on to climb all 7 summits. When he came down the mountain a man walked up to him and said,
Don’t let climbing Everest be the greatest thing you ever do.
Dan Sullivan says that many people are more fixated on status than on growth. If you chase status, you’ll stunt your growth, but if growth is your genuine motive, then you’ll usually achieve lots of status.
In his new book Personality Isn’t Permanent, Dr. Benjamin Hardy writes, “If your primary motive is chasing a status (i.e. job title, income, relationship), you go from ‘approach oriented’ to ‘avoid-oriented.'”
You go from chasing a future version of yourself to one who is protecting the identity of the person that you’ve created by avoiding failure altogether.
You worked hard to “got there,” but today you’ve got no get. You become selective on which customers are worth your time (i.e separating the Buyers from the Liars), what you write and post about, and you choose the competitor who is inferior to you.
“Without a future self that has outgrown and outdone your current self, life starts to lose its meaning.” ~ Benjamin Hardy
Are you carefully curating who you were or are you intensely creating who you aspire to be?
One reason why Condoleeza Rice has been so successful after being Secretary of State is because she firmly believes that “no one should ever be a former anything.”
“Don’t let what you’ve done be the greatest thing you ever do.”
Not just for the extreme highs…but for the low lows too.
Because you should never be a former anything. Good or bad.
(Hardy’s words) “Trauma and achievement can have a powerful impact on your personality and you should never let it define you.”
High or low, let your past serve as inspiration to push you toward aspirations of a higher, authentic future self.
Buzz Aldrin went from an astronaut landing on the moon to a drunk car salesman who didn’t sell anything for 6 months. “What do you do for an encore,” he wrote after landing on the moon. Aldrin never felt he could outlive his former self.
Aldrin went from “achievement oriented-” training to be one of the first men in history to step foot on the moon, to an “avoidance outcome,” feeling as though he had nothing else to live for.
Aldrin didn’t have a “next.”
G.O.A.T.s do. They’re always look for next. They’re not fixated on what they’ve done, they’re focused on what else there is to do.
My 4 AM starts are not for status, they’re for growth because if I chased a status, I’ll quit if I don’t find success fast enough or let up when I do-either way, I’ve lost.
My purpose is to outlive and outgrow my current self and the only way I’ll be able to achieve that is my constantly re-framing the narrative.
I must shape the stories toward where I’m heading, not where I’ve been-holding loosely to my highs and lows…because there’s always next 🙂
I’ve been an All American and voted as one of the best linemen in the school’s history…but I’ve also been bankrupt and demoted too.
Achievement and trauma-both are significant. So which do I hold onto?
None of them because I’ll never let my done be greater than my do.
Nor should you.
Never settle keep selling your way through life no matter what. Stay in The Sales Life.
People can’t jump on your band wagon because it’s parked in the garage.” ~ Sam Horn
There are so many things that you want to DO: Mentor, speak, teach children how to read, help the elderly, raise awareness, sell homes, cars, and insurance, write a book, start a cooking show, teach how to apply makeup, review products…OMG the list could go on forever. (You’re reading the list smiling and adding to it aren’t you.)
Tons of great ideas, but you resist starting because you don’t know who or how many will support you.
How can we jump on your bandwagon if it’s parked in the garage of your mind?
Who can you hitch your wagon to that will help you pull the load if there’s no wagon to hitch to? As a matter of fact, I didn’t even know you had a wagon because its covered and parked in a locked garage.
Pull your wagon out…the band will come. Start with free and build from there.
On October 3, 2017, with $10,000 worth of obligations and $11.18 in my bank account The Sales Life started in my closet on the Anchor App. I had no choice but to start at free.
You don’t need resources, you need resourcefulness. Don’t wait until you form the perfect connection, build the best website, and have all of the right equipment and logo…just use what you have right now. You’ve got a tackle box full of talent, so get resourceful and use what’s within arm’s length right now.
Th entry point has never been any lower. No one is there to stop you-sure, there will be plenty who will snicker, scoff, and shake their head at disbelief, but truthfully, though they’ll never tell you, they’re just hating because you’re courageous enough to start something that they never will.
The critics are many. The brave willing to be criticized are few.
But those same people who laugh at you now, will be the first ones to say they knew you back when too.
8 people listened to yesterday’s episode. EIGHT! But at least those eight, and the thousands who’ve listened to other episodes, have a wagon to jump onto. I don’t wait for others to show up-I show up first, and park The Sales Life within fingertips to those who choose to get on.
Mike, William, Tom, Rich, Kinny, Josh, Jon, Billy, & Elliot are just a few who support TSL. My wagon’s hitched to great people like that who’ll jump onboard and help pull the show, but if I’ve got no wagon, then they’ve got nothing to pull.
Whatever it is that you want to do, pull the wagon out, we’ll jump on.
In episode 535 we talked about making better decisions by listing a range of potential outcomes. Often the decision we made didn’t work out simply because we didn’t consider other potential possibilities. We moved forward on what we thought would happen not what could happen…and could won out, because you only factored in one point. Yours.
Points affect your decision making, but they also affect your whole life because, knowingly or unknowingly, you move throughout your day to get to points and cease living in ranges.
Every day you hit points. Points of certainty, familiarity, and comfort, which is understandable because the points make you feel safe, even though you don’t like the results. You wish that you lived in a different house or town. You wish that you were in better shape or were more successful at work. Your life feels flat and stale because you’re living in points and no in longer ranges.
You learn in ranges, but survive in points.
When it’s new you’re forced to work with the unknown, but once it becomes familiar, you establish the points and lose the range. You go from making progress to very slowly regressing. Out of safety and convenience, your range shortens from a range to a solitary point.
How much discomfort do you tolerate in your day? Do you purposefully seek to add discomfort or do you wait until it forces itself on you?
One way to tell when you’re moving in points is when you use phrases like, “I don’t want. to look stupid.” “They’re not gonna go for that.” “I can’t do that.” “I’m not good at that.” That’s Points Speak…you speaking directly to a point of what you (think) you can or cannot do and no more.
Your point is your problem. Point of view. Point of perspective. Point of effort. Point of safety. Point, point, point, point, point.
And points are where life flat-lines…
I had no idea how much of my day is scripted. I write, record, and film The Sales Life. (Scripted) The clips you hear & see on social media are edited. (Scripted) The way I sell is scripted.
So much of what I do is scripted-I know this because it’s uncomfortable for me to suddenly go live and talk on camera-even though I’ve done over 500 episodes! That’s why I force myself to record The Sales Life live because I do not have the option to start over-if I get stuck I have to figure it out and push on.
Because of my tone, many think that I’m serious all of the time, yet those who know me know I like to laugh and act stupid. But on the outside you don’t get to see that because I script everything which brings me to a point and if I work to a point then I shorten my potential for success.
I know it’s hard to believe, but by and large most introverted people are salespeople. We perform extroverted and are successful because we know how to a point (make a sale), but in doing so we lose our range and cease growing.
Knowing exactly how to arrive at a result is proof that you’re working with points and no longer seeking new ranges.
Add some range to your day. Those ranges could be suffering, vulnerability, and areas of discomfort.
They don’t have to be major…just ranges of something off your normal point.
- I do TikTok’s with my daughter. She can dance, I look like a lumberjack.
- Get a Snapchat. There you will see the unscripted side of me. (@themarshbuice)
- Use all new machines for a day at the gym.
- Take a Yoga class.
- Add an evening run/walk.
- Fast until noon for a week.
- Ask for a discount from Starbucks.
- Go live on social media for a few minutes.
- Start a podcast or YouTube channel.
- Call 5 of the first customers you ever sold to.
- Introduce yourself to a random person. (Not in a creepy way)
These are all areas of discomfort, but they are also areas of exponential growth because they are ranges and not points.
? How does going live on social media better me in my career? It flexes your creative muscle and makes it harder to stop and start over. (The show must go on)
? How does TikTok make me a better manager? It strips you of your societal mask for 15 seconds and shows your human side. People work with people not titles.
Yes it’s awkward because it’s a range and not a point. I can’t bounce to Megan Thee Stallion, but it gives my daughter something to laugh at and post on her TikTok account.
Options in Life come from ranges, not points. Try some range and you’ll discover new possibilities.
Never settle, keep selling your way through live no matter what. Stay in The Sales Life.
Ram Fishkin, author of the book, Lost and Founder, writes about MVP: Minimum Viable Product meaning a MVP for Nike will be way different than a MVP for a startup Johnny’s Hoodies.
Because Nike’s customer base is in the millions, they’ve got to consider more before shoving a product out into the world. If it’s the wrong move, a company’s brand could suffer instantly and would take years to recover (Fishkin calls MVP Hangover).
Meanwhile, because no one outside of the block knows about Johnny’s Hoodies, he can afford to launch a bad MVP (i.e. wrong font, color scheme, design, etc) and quickly recover by coming back with something different.
Rejoice that no one’s noticing you. It’ll give you a chance to keep making what you’ve got even better.
You grow discouraged because you’re acting like a MVP instead of working like one. In your mind you think that your product, whether it be in sales, real estate, vlog, blog, online course, YouTube channel, etc, can go toe to toe with the best of them and because you think that you’re most valuable, but most don’t agree (because no one is beating your door down), & you quit before you even really get started.
Work like a MVP, don’t act like one.
What you think is your best work for a few will pale in comparison to the product you produce for the masses. Right now you can afford to put something out into the world, discover what’s not working, make adjustments, and continue on with minimal adverse impact because no one’s even watching. For now 🙂
That’s a blessing. Work with your MVP. Keep going back to the lab to elevate your product. (i.e. brand you)
After 500 episodes of The Sales Life, I decided to launch 2 additional podcasts, The Sales Life Jr. (Helping junior people evolve into making senior decisions.) & The Sales Life on Sales (strictly sales related). Even though some of the topics are similar, I wanted to keep the messages on The Sales Life consistent, so I decided to split off into 2 additional podcasts. Two episodes into it, I realized that I’d made a mistake. There was no way that I could create quality content 7 days/week for The Sales Life as well as create fresh content for TSL Jr. and TSL on Sales. Even though I’d already started, I realized very quickly that I couldn’t sustain it-something would have to be sacrificed & quality wouldn’t be one of them.
The other two podcasts are important, so for now I will publish TSL 5 days/week (Monday – Friday) and publish TSL on Sales on Saturday & TSL Jr. on Sundays.
Because my base is relatively small compared to Joe Rogan’s podcast, I can afford to take the hit, adjust, and continue on. Big companies can’t do what I do because their MVP has to appeal to millions while my MVP whizzes by a only a few and I can be wrong on the way to being right.
As a small business owner, your MVP is minimal. You can afford to switch your recipe up or try a new product and it fail with minimal impact. You’re nimble and able enough to quickly adjust and carry on. And if it’s a hit, you can also just as quickly ramp production up too. (Yay!)
Your MVP for your podcast and YouTube channel is an extreme advantage because you can put your work out there that, in hindsight, won’t be very good, but will be great once the masses catch up. 🙂
Your MVP starting or elevating in sales could be in establishing that you’re a trusted source. You bust your tail creating content so that customers will consider you when they’re ready to buy. Because your MVP is small, you can afford to learn and advance from what didn’t resonate well with others.
Acting like a MVP will make you want to retire early. Working like a MVP will make you comeback and discover your best.
What’s your working MVP and your takeaway from this post? (Leave your comments below or text me 337-565-0906. I’d love to hear from you.)
We tend to use the words price and cost synonymously. “What’s the price?” “How much does it cost?”
It sounds the same, but it ain’t the same.
Where you are and where you’re heading in life is dependent on if you’re lured by the price or factor in the cost(s).
you have price or cost mindset and if you’re not happy with where you are right now, it’s probably because you’ve only been looking at the price and not factoring the cost.
Price has burned you…but it’s also handicapped you too.
Price is the point of entry. Cost is the expenditure after the point of entry.
So you win a million dollars and the first thing you decide to do is buy a million dollar home. The price is the decision to buy the million dollar home, but the cost is not only the 30 year mortgage, but also the $15,000/ month it takes to maintain that million dollar property-& that’s if nothing breaks!
When the price seems pretty, the cost is ugly.
When the price seems ugly, the cost is pretty.
You see the $80 million contract the athlete signs, but what you don’t see is the costs associated to that $80 million contract. (i.e. forfeiting a childhood for decades of training, injuries, the risk of being cut, etc)
The price you pay to go to college is low, but the costs are high. With a tax return and a few signatures, you get the loan and voila you’re now a student. But 6 months after you drop out or graduate, they’re gonna want their money back with interest. The costs to get that 4 year degree may take you 7 or 8 years to complete, coupled with hundreds of late night hours, mixed with fear and uncertainty all with the understanding that you can’t ignore nor declare bankruptcy on the money that you borrowed. This is why many students call a timeout on the repayment by re-enrolling in more classes, notching additional minors because they didn’t factor in the costs after making the initial decision to go to college and they end up accepting a job just to pay the bills.
Now that you got a .50/hour pay raise you decide to treat yourself to that 80,000 mile big body BMW. The bank said yes so you did too, but what you didn’t factor in was the insurance and all of the luxury car maintenance that’s associated to that style of car. After a few maintenance declines, your happiness turned into a hooptie and now you’re left paying a note on a car that looks good in the driveway but now needs a motor.
Be wary of something that has a low entry point. When you’re lured by the price, you must factor in the cost. What you can pay vs what you can afford are two totally separate issues.
Sales has a low price, but carries a high cost. You literally go to work to fail. With more rejections than sales, mixed with the cynicism, long hours, few days off, and no guarantee of money will make even the strongest of men bail out.
The price of a business license is cheap, but the costs associated to run your business is huge.
The price of starting The Sales Life podcast was cheap, but the costs associated to it are large. Waking up at 4 AM and working on it every day before strapping into a 10 hour tension-filled day in sales is hard, but the costs are worth it to me.
Price is a decision.
Cost is the fuel that powers that decision.
Price has burned you, but it’s also handicapped you too because when you look at your life as of now and want to change…
You don’t….because the price seems too high.
“It’ll take me years to lose 100 lbs plus I don’t have time nor the money for a personal trainer.”
“I’ve been with this company 10 years, to start a new job is scary. What if I’m not good at it?”
“Yea, he drinks too much and is physically abusive, but he works hard, we have 2 kids, and a nice home so it’s too late to start over. ”
Keep this in mind when it comes to your life.
When the price (the point of entry) is low, the costs are usually high.
When the price is high, the costs associated to the high price will carry a maximum benefit.