Inside BS Show

Systems Enable Sales

If you want to sell more - and who doesn't - you need to develop systems to enable your success.  This episode of the 60 Second Sales Show is all about replicating your sales success.  Imagine duplicating your best performance, over and over and over.

That's not only possible, that's what the best people and companys do.

The best in any industry or profession create systems and processes to replicate success.

Today we speak with an expert on systems who will show us how to create these systems to enablesales.

The title of this episode is: Systems Enable Sales

Here is the transcript for this episode of the 60 Second Sales Show:

Welcome, everyone, to another edition of the 60 Second Sale Show. I'm your host, Dave Lorenzo, and we are focusing today on systems and how systems help you make more money. That's right, when you're organized, you make more money. I know, it is shocking. Absolutely shocking that being prepared, being organized, having a plan, and executing that plan would help you put more cash in your pocket, but it's absolutely true. On the show today, we have proof. That's right, we actually have someone who has systems and who's used systems, and systems help him make more money every day.

Before we get to that, I want to welcome in our fantastic producer, Nancy Pop. Hello, Nancy, how are you today?

Nancy Pop:      Hi, Dave. I'm doing well. How about you?

Dave Lorenzo: I am absolutely wonderful. It is two days before Thanksgiving. We're recording this just two days before Thanksgiving 2016. Everyone's all fired up for the holiday. Nancy is ready to go eat turkey and drink eggnog or whatever it is she drinks after she drives 140 hours in a car to a very cold place. I, on the other hand, am preparing to deep fry a turkey. That's right, for the second year in a row, I will be deep frying a turkey, and this is not just the second time I've done it. I was so successful at deep frying my turkey last year that I not only deep fried a turkey for Thanksgiving, I did another one the week after Thanksgiving, and I did one every week from Thanksgiving to Christmas. I am now proclaiming myself an expert on deep frying turkeys. I also have deep fried chicken. I've deep fried a leg of pork. I love to deep fry stuff. I just discovered that I love to deep fry stuff last year.

Now, the reason I think this is important, the reason I think you need to know about this, is because I have developed an entire system for frying a turkey from start to finish. The system began two days ago when I double-checked both the fire extinguishers that I put on either side of the area where we fry the turkey. You need two fire extinguishers, by the way, because deep frying a turkey is a two-person job. You always need one person keeping an eye on the oil, the temperature, and the flame, and the other person can actually keep an eye on the turkey while it's cooking. If there is an incident and some oil splatters and it happens to catch one person's pants on fire, you want a fire extinguisher next to both people so that if anything happens, one person can grab a fire extinguisher right next to them and put it out.

My system consists of a couple of days before, checking the fire extinguishers. Today, we set up the entire frying system, which is a propane frying system, and I tested it out with water. Tomorrow, we will take the actual turkey, and put it in the pot with water, and sore the side of the pot so we know how much oil to put in. Then, I have a checklist, step by step, on the day when we actually fry the turkey, which is two days from now, as to what we do, when we do it, and how we go about it. The reason that I created this is because I didn't want to forget how I did it successfully, and I wanted to be able to replicate that process quickly next year.

On this episode of the Sixty Second Sales Show we welcome Pat Murphy from Heartland Payment Systems. Pat is an expert on relationship-based sales and he gives us the inside scoop on making more money with relationships.

Here is the transcript for this episode:

Hi there, and welcome to another edition of the 60 Second Sales Show. I'm your host, Dave Lorenzo, and we've got a fantastic show for you today. Today we're talking about relationships, that's right, you know that the 60 Second Sale is basically love at first sight for businesses when you connect with someone and you have that instant spark, that spark that connects you and the other person and you know you're going to do business together, that is the essence of the 60 Second Sale. Well, we're going to take it beyond love at first sight. Today we're going to talk about how you can improve your sales process by deepening your relationships with your clients. I know, if you're listening to this, you're used to kicking in doors and connecting with people through brute force, by telling them what you have to offer and showing them how great it's going to be for them and demonstrating to them the power of the solution that you provide. That's fine, if you're doing that now I don't want you to stop doing that yet.

What I'm going to do today is I'm going to demonstrate to you that relationships, powerful relationships are more valuable than the relationships you make when you kick in doors, sell your services and move on. Our focus is on lifetime value, delivering value over the course of your lifetime to your clients, and they in turn will deliver value to you in the form of financial compensation. Of course, before we get into anything, I need to welcome in and offer my thanks and appreciation to everybody's favorite burka wearing producer, Nancy Pop. Good morning Nancy, how are you today?

Good morning Dave. I'm good. How are you?

Awesome. It is great as always to have you hear. I'm doing fine. Thanks for asking. We have a special guest today, but before we introduce him, Nancy, I want to tell you a little story, I want to tell everyone a little story. This weekend was a beautiful weekend here just south of Tamiami Trail in Miami-Dade County, Florida. We had a baseball game with my son on Saturday and then on Sunday I went through the list, the list of things that my wife had for me to do around the house. On that list was a project that I absolutely cannot stand, it's the project ... Well, I'll tell you what happened. In the front of my house we have this fountain. It's this stone structure that has a little pump in it and it spits water out the top and the water overflows from one bowl into the next. It looks good and it sounds good, I guess people think it sounds good, if I stand next to it too long it makes me have to go pee, but that's a different story for a different time.

Anyway, the fountain out in front of the house as broken, and the thing about this project is, if you call a plumber, a plumber is not going to come out and fix the fountain, he's just not going to do it, it's not a big enough job for a plumber and it's not really a plumbing job. If you call a handyman, a handyman's going to give you a really hard time about doing this job because the structure of the fountain itself, it's stone, these pieces of stone are anywhere between 25 pounds and 150 pounds, the base I think is well over 300 pounds, and they have to be lifted up, you've got to take the thing apart in order to get to the pump.

I fixed this once before, I fixed it six months ago and I went through the whole process of calling plumbers, calling handymen, the pool guy, nobody will fix this stupid fountain. We have company coming in the next couple of weeks. As we're recording this this is the middle of November, the holiday season is around the corner, but my son's birthday is on the 20th of November and ...

Stop the Anger!

There is a great deal of anger in the air about the results of the United States Presidential Election last week.  The results aside - people are getting angry at their friends over an opinion about politics.  This has to stop.

This show is my brief commentary on the subject.  And I don't pass judgment on anyone.

Listen to the big mistake I almost made before coming to my senses.

Stop The Anger: Transcript

Hey there everyone, it's Dave Lorenzo and this week we're doing something very different. We're doing something very different because we are now in very different times. I'm recording this show two hours before it is scheduled to be released on iTunes. I'm recording it at 10:00 AM on Monday November 14th. Usually we record the show a week in advance. Usually I work on next week's show this week. I did have a show all lined up ready to go today. I recorded it on Wednesday. Nancy Pop, my producer was with me on the show. We had our usual engineer edit it, and it's loaded, and it's ready to go right now. I'm not happy with that show, and I'm not going to let that show air. I'm taking it down.

I'm going to tell you the reason why. Last week ... I record the show every week on a Wednesday, and last week I went to record the show on Wednesday and I couldn't do it. I was just off my game. The reason I was off my game is it was the day after the presidential election. I was up all night. I hadn't slept, we record the show at 9:30 in the morning, and I sat down to record it and I was exhausted. My energy level wasn't there, I couldn't do it. I reached out to Nancy and we rescheduled for the next day. I sat down to record the show on Thursday, and the show was reflective of how I felt at the time. I think it was an angry show, it was a show full of negative emotion. Even the title of the show, while controversial and exciting, was just full of energy that I did not want to extend to you.

Today it's a few days later. It's not a full week, it's four days after that moment. It is now almost a full week since the presidential election in the United States, in which Donald Trump was elected president. I don't want to spread that hate, and I'm not going to. My politics is obvious, those of you who know me know my politics. You know how I feel about things, you know which way I lean. I try to understand everyone's point of view. The simple fact of the matter is we now have a president of the United States who has been duly elected. The election was fair, the election was done by the rules. There's no controversy surrounding the specifics, the mechanics of the electoral process that put Donald Trump in the position of being president-elect of the United States. We have a peaceful transition of power here in the US. That is a demonstration of our democracy.

Now, I did not vote for Donald Trump. Those of you listening, some of you may have voted for him, and that's great. I salute you for getting out and voting, I salute you for the victory of your candidate. The people I've talked to who voted for Donald Trump, it makes sense to me. I understand why those folks voted for him. That's fine. I don't believe that your vote for a candidate is something that makes you, that puts you in a specific class. If you voted for Hillary Clinton, I don't think that makes you someone who is a socialist who wants 80% tax, and wants everything to be free for everyone. That's not my feeling about people who voted for Hillary Clinton.

Just like if you voted for Donald Trump, I don't think you agree necessarily, with everything that has been attributed to Donald Trump. I didn't say everything Donald Trump said, I said everything that's been attributed to Donald Trump. I'm not passing judgment on anyone for anything. What I am going to do moving forward is I'm going to respect the office of the president of the United Sates.

Your body of work helps reinforce your expertise. If you want to be perceived as an expert, you must have a substantial body of work behind you to support you.

This podcast is a clinic on developing a body of work to help position you as an expert.

Here is the transcript of this episode of the 60 Second Sales Show:

Welcome to another edition of the Sixty Second Sales Show. I'm your Host, Dave Lorenzo. Today we've got a great topic for you. It is in response to a question, and our topic today, and the title of today's show is How To Create a Body of Work. Now I know that sounds a little, well, it should sound intriguing to you, and we're going to get into why it should be intriguing to you as someone who sells things to people. Either you're a business owner or a sales professional and you need to create a body of work. We'll talk about that in just a moment. I want to welcome back in our fantastic Producer, Nancy Pop. Hi, Nancy. How are you today?

Hey, Dave. I'm good.

Nancy, in case you don't know, folks, she is a big supporter of women's rights and right now she is producing the show, Supporting Women's Education in Afghanistan, and wearing a fine burka. Nancy, why don't you explain to the folks out there why you choose to dress in traditional Afghani wear? Actually just, you could just tell them why I'm actually saying this. This is kind of a joke. Nancy, fill people in on what the joke is.

It's so funny. Last week when we were recording our podcast, when we finished, David goes, "Oh, your sound. It sounds so good today. What are you doing differently? I had a blanket wrapped around me and my computer, so that none of the sound escaped, and you made a joke where you're like, "Oh, the burka must look really beautiful on you."

Nancy is in support of women's rights in Afghanistan. She's going to wear, she's going to continue to wear this burka for the rest of the month while record the podcast, so Nancy, I'm glad that you're such an activist, and we all support the rights of women in traditionally oppressed Muslim countries, so thank you for doing that.

Thank you.

All right, so today we have a great question that is the subject of our show, so Nancy, why don't you go ahead and read the question. Tell us who it's from and what it's about.

Yes, so today's question is from Pete Markum. He's from Bellevue, Washington, and he asks, "Dave, I sell generators to businesses and home owners. I compete with Costco, Home Depot, and every hardware, and commercial supply store. How do I break through the noise and get people to pay me 20% more for something they can just about, they can get just about anywhere?"

All right. Great question, Pete. Thank you, so today's topic is How To Create a Body of Work, and this goes right to Pete's question, so here's what you need to do, Pete. You have to become the most renowned expert on generators in the world. You have to be the guy people go to when they're trying to buy a generator. Now I live in South Florida, and living in South Florida, I know a thing or two about generators and generator sales, so I'm so glad you asked this question.

I can really help you with this, but if you're out there right now and you sell medical supplies, or you're out there right now and you're a pharmaceutical rep, or you're a realtor, or a CPA, or a lawyer, or you sell anything, this is going to help you. Our focus with the Sixty Second Sales System is developing lifetime value and the way to do that is to get people to seek you out first. I'm going to say that again. I hate cold calling. This is a no cold call system. I think cold calling is a waste of time. It's annoying. People can't stand you and I think anybody that advocates cold calling is doing you a disservice.

It is so much better for you to go out there and introduce yourself to the world...

Self-esteem is the most important aspect of sales. You are who you think you are!

If you want to grow your book of business you must think of yourself as the person you want to be.

For example:

You have two widely different sales years. In year one you close $1 million in new business and take home $200,000 in compensation.  In year 2 you close $2 million in new business and take home $400,000.

Are you the $1 million producer or the $2 million producer?

Or are you a $10 million producer who is just getting warmed up?

You perception of yourself will determine how much you produce next year.

In this episode of the 60 Second Sales Show we focus on how you can improve your self-esteem and use it to grow your business.

Here is the transcript of this episode:

Hey, everyone. Welcome to another edition of The 60 Second Sales Show. I'm your host, Dave Lorenzo and with me I have my partner in distributing fantastic information. I know you think I was going to say my partner in crime, but no crime will be committed here today. My partner in distributing fantastic information, Nancy Pop. Hi, Nancy. How are you?

Hi, Dave. I'm doing good. How about you?

I'm doing great, thanks. Today we're going to kick off with a great question and it's something that is so important. I can't even begin to tell you how important this is. Nancy, read the question we got from my friend, Edwin, in Titusville and then we'll talk a little bit about the concept that Edwin raises today.

Today's question is from Edwin Allen from Titusville, Florida. He says, "Dave, I lost my best client a couple of weeks ago and I'm really down. How do I get my confidence back?"

This is probably the most important thing ... The most important factor in business is your self-esteem. Think about that for a minute. When we think about business, we think about funding. We think about finances and how to have the money we need to get things done, but really that's not the most important factor in business. The most important factor in business is the self-esteem of the leader. It's the self-esteem of the sales pro who's going out on the front lines everyday looking to make contact with people and introduce the value you provide to new people.

In life in general regardless of what you do, you can be a performer, you can be a professional athlete, you can be a performer on stage, you can be someone working in a factory on the assembly line, if you think you are the best person in your role, you will behave consistently with your thoughts. Nancy, has there ever been a time when you wound up having a serious setback and the next thing you knew, you were on top of the world. You went from the lowest of lows to the highest of highs. Has that ever happen to you?

Oh, sure. It happens every week.If you don't mind sharing with our audience, tell us a story about when that's happened to you. Tell us first about one of the lows and then tell us about how you came back and one of the highs. Give us the story.

Sure. I have many stories of those instances, but I guess one that happened quite often was last year I was a full-time student and I had a full-time job and an internship. For me it was just the struggle of balancing everything. Anytime something bad happened even if it was the smallest thing, my confidence would completely plummet because I would just think to myself, "Why am I not Superwoman? Why can't I do everything and do it perfectly?" I think it's sometimes you expect so much from yourself that the smallest thing that lets you down, you're just going to feel like total crap about yourself.

The point that you raised is a good one. When we talk about how to overcome setbacks or how to boost your self-esteem, we choose the view we have of ourselves.

The Ask

That is the title of this week's episode of the 60 Second Sales Show.

On this show, we discuss the four things you should ask for in a meeting. They are:

Ask for business - sell something

Ask for a referral

Ask for a testimonial

Ask to keep in touch

We go into detail about each of these and share some ideas on how you can ask for at least one of these things in each meeting.

Here is the transcript of this episode:

Hi there workplace warriors, I'm Dave Lorenzo. You've only got 60 seconds to make a first impression and I've got half that time to convince you to come with me to the place to be. It's the place you know that will make your wallet grow. It is the 60 Second Sales Show. Hello everyone. Welcome to another edition of the 60 Second Sales Show. I'm your host Dave Lorenzo and on the other side of the glass we have Nancy Pop. I always get a chuckle out of that Nancy, when I say on the other side of the glass. It's like you're in the engineering booth here when actually you're 1200 miles away from me. Welcome Nancy Pop, our producer. How are you today?

I'm doing great Dave, how are you?

I am fantastic. Today one of the things we're going to do is we're going to talk about ... The title of this episode is The Ask. One of the things we're going to talk about is what you should ask for in every interaction. Any time you're sitting down with someone, you should be asking for at least one of 4 things. That's what we're going to talk about today. That's your tease for today's episode. Before we get into today's episode Nancy, I want to tell you a little bit about what I did this week that I think was really exciting. I want to tell you and our listeners a little bit about how I spent the last couple of days and explore, really the value that I got out of it and demonstrate to our listeners how they can benefit.

The last couple of days, on Monday ... We're recording this on a Thursday, just so you know. For context, we release it on a Monday. It doesn't really matter because you listen to it whenever you feel like listening to it but I want to give you some context so that you can have an idea of what I'm talking about. On Monday, I took 3 days off of my schedule which is a significant amount of money for me because either I'm making money selling something to someone or I'm making money delivering a service or I'm making money coaching an executive, so to take 3 days off of my schedule is a huge deal.

I took 3 days off of my schedule this week and on Monday morning, super early in the morning, I flew up to Rhode Island and I invested a couple of days spending time with a gentleman who is a mentor to me. He is the foremost authority on consulting. His name is Dr. Alan Weiss. For those of you who are not familiar with Alan Weiss, maybe you're not in the consulting field, he's written over 60 books, six zero, 60 books on consulting. He is my mentor. He's a mentor to a lot of people in consulting. He helps people who do what I do, and he helps us focus our offerings, get our business in order. Really, he serves as a sounding board for people.

Exactly what I do for you, whether you're an entrepreneur, a sales professional, or I work with a large number of people in professional services like lawyers, accountants, real estate brokers, that sort of thing. I do what Alan does for consultants, I do that for other people. In order for my life to be congruent, in order for everything to be in line, I have to do what I recommend my clients do. I took 2 days. I flew up to Rhode Island, spent 2 days with Alan and laid out my business plan, say for the next 5 years. I was originally thinking I was going to do it for the next year. We sat down, we said no, let's do it for the next 5 years.

I laid out my business plan for the next 5 years with him and we wen...

How to Use Social Media to Boost Sales

In this episode of the 60 Second Sales Show we discuss how social media can help you grow sales quickly.

There are three aspects to sales growth with Social Media:

Visibility

Credibility

Differentiation

We look at each of these in this week's who and go into detail on how you can use social media to leverage them.

Here is the transcript of this episode:

Hi everybody. Welcome to another edition of the 60 Second Sale Show. I am your host, Dave Lorenzo. Today, I thought we'd start off with a great question from one of our listeners. The question we're going to get today is it's something that comes up all the the time. I'll explain why in a moment. Before we do that. I want to make sure that I introduce you to our fantastic, talented producer, Nancy Pop. Hi Nancy, how are you today?

Nancy: Hi Dave, I'm good. How are you doing?

Dave:   I'm fantastic, thank you. Nancy, why don't read the question? Actually, you and I discussed the question before we came on the air. This is a question that I got from Jackie on Twitter. It's a question about social media. Why don't you go ahead and read us the question then we can have a conversation about it and talk a little bit more about how to leverage exactly what Jackie is talking about?

Nancy: Yes. I think Jackie had a really great question. A lot of people today will really benefit from hearing what you have to say. Her question is, how do I make best use of social media for selling my product? I have hundreds of people following me and connected to me on Facebook and Twitter, Instagram but I can never get them to buy anything.

Dave:   Right. You mentioned, we started out the conversation about this and I said, "No, no, no, let's save it for the show because this could be great information that we could share with our viewers, better use would be sharing it with our viewers or our listeners. Go ahead and tell me what we were, start off with what we were talking about before we started the show today. You were saying?

Nancy: Yes. What I was saying was, I have a lot of friends or a lot of people that I've worked with in the past. They're all trying to develop their lifestyle brand whether it's through Instagram, or Twitter, or their Facebook page has thousands of followers. They just don't, maybe they're not good salesman or maybe they just don't know how to utilize social media to get the most out of it but they're having such a hard time redirecting people to their website or redirecting people to their sales or to their services whatever it is they're trying to do. Maybe it's a problem with the content they're putting up, maybe it's a problem with just, I don't know. They're just having problems doing it. It's such a big problem for them.

Dave:   Yeah. I understand completely what you're talking about. This is something that, just like Jackie said like you're saying now I hear all the time. People go out and they connect with hundreds, dozens, thousand, tens of thousands of people on Facebook, Twitter, Instagram, Snapchat, whatever the social media platform du jour is or the social media platforms that's the most desirable platform for your target audience. You feel like you're putting out great information but there's no response in terms of converting people from folks who are just out there doing what appears to be lurking into converting them into sales. What do you do?

This question baffled me for, I want to say probably, I have to say the better part of 10 years. I'll tell you, I'll give you my history on Twitter for example. I was one of the early adopters of Twitter. I loved Twitter. I'll give you a couple of examples of great relationships that I've developed through using Twitter.

My original Twitter handle was DLorenzo, DLORENZO.

This episode of the 60 Second Sales Show is titled "The Secrets of Power Proposals."

When people are ready to do business, they ask you to put together a proposal to outline how you will work together. This is usually a "take it or leave it" offer. Either the client accepts your terms or he doesn't.

The document you create does more than memorialize the terms of the deal. It serves as a platform for your relationship.

Listen to this episode of our show to discover the five keys to developing a great proposal that gets the client to say "YES" every time.

Here is the transcript of this week's show:

Welcome, everyone, to another edition of "The 60 Second Sale" show. I'm your host, Dave Lorenzo, and on the other side of the proverbial glass we have Nancy Popp, our producer. Hello, Nancy.

Hello, David. How are you?

I'm great. How are you today?

I'm doing fantastic.

Terrific. Today we are going to talk about, we're going to reveal, the secrets of power proposals, and frankly, the reason we are talking about this today is I just went through a proposal process. I had three big proposals that I got out in the last week, two of them two days ago, and I am always tempted to do what everybody else does and get giddy when someone asks me for a proposal.

You know how it goes. You're with a client or a prospective client and you're having a discussion and the client says something that just gets you all tingly inside. You feel like you have exactly the solution the client wants, and you can't wait to tell them about your great solution. You can't wait to tell them how easy it would be for them to work with you. You can't wait to get started. You wish you could start with this client today, and you get all excited. The client gets excited because they sense your ability to help them, and you say, "Great. Let me just jot some stuff down, and I'll be happy to shoot you over a proposal and you can let me know what you think."

That's what everyone does, 98% of the world, the sales world, does that. For me, this week I had three proposals that I said that I had to get out, and it would have been so easy for me to just check off the box and say, "Hey, I'm going to send you out a proposal. I'm just going to get you some information and get it out to you, and then I'm going to wait," and here's why that is so tempting. When we send out a proposal it makes us feel good. When we send out a proposal we get to check that box off like I said, and then here's what happens. We have hope, right?

I remember when I first started off selling stuff, way back when I was just a little itty-bitty baby salesperson. I would be thrilled, absolutely thrilled when someone said they wanted a proposal. I would write the proposal up, I would send it out as quickly as possible, and then I would go home and I would count my money, and I would think about how rich I was going to be because everybody who asks for a proposal is going to be a buyer. We have hope. That's what proposals do. They give us hope.

My friends, that's not the purpose of a proposal, so I'm going to take you through a scenario. I'm going to take you through the current way you are doing things, and I'm going to take you through the way everybody does them, and then I'll take you through the power proposal way, and then I'll diagnose it for you. I'll break it down.

You go out now and somebody calls you up on the phone and they say, let's say your name is, all, I don't know. Let's say your name is Dave. They call you up on the phone and they say, "Hey, Dave. I heard that you teach salespeople to be more successful. I've got 12 salespeople in my company. We do $2 million a year. Each salesperson is responsible for doing $150,000 a year. I'd like them to go from $150,000 a year to $200,000 a year,

How To Be A Good Liar

Lying is bad when you do it to hurt someone else.  But there are three specific occasions when it is perfectly acceptable to lie. That's the topic of discussion today on the 60 Second Sales Show.

Here is the transcript from this show:

Hi there, everyone. Welcome to another edition of The 60 Second Sale Show. I'm Dave Lorenzo, and here with us we have our fantastic and talented producer, Nancy Pop. Good morning, Nancy. How are you today?

Good morning. I'm doing great. How about you?

I am absolutely fantastic. Today we have a great topic we're going to talk about. The topic is how to be a good liar. Now, Nancy, I know you are a fabulous and virtuous person, but have you ever had occasion to tell someone a lie? Even just a little white lie, like a little fib?

Of course. It's only natural.

It's only natural. Of course. Now, when, for example, would you tell someone something that wasn't true?

I think the first instance that comes to mind is when maybe you're running late to work or something, because you slept in, and you're embarrassed to just admit that you slept in. Something small like that.

Right. You're embarrassed. It's kind of a face saving move. It's like a self-preservation move. That's one of the times when all of us have, in the past, every one of us, have told a lie. We've told something that wasn't true. We're going to get into the three times when we tell lies. The three most frequent times when we tell lies. We're going to talk about why we do it, and we're going to talk about how to do it in a way that is not going to do damage to someone else. Really, in the end, when it comes to lying, and this is such an explosive topic. When it comes to lying, the reason that we teach our kids not to lie, the reason that we're told not to lie, is because we're afraid we're going to do harm to someone else.

If it weren't to do harm to anyone, would it be okay to lie? Don't answer that. We're going to get to that in just a moment. Before we do, I want to cover just a couple of things that are going on today that have made this topic kind of top of mind for me, and a couple of other things that I've noticed that really have gotten under my skin. Everybody seems to like it, Nancy, when I kind of use this as a cathartic experience. I use this platform. I use the 60 Second Sale Show as a cathartic experience to kind of clear the air and make myself feel better. I'll tell you, frankly, it's cheaper than therapy, and I don't mind doing it.

Today, one of the things that I am absolutely livid about is, I posted something on Instagram. Those of you who follow me on Instagram, @TheDaveLorenzo, I posted one of these pithy quotes. I used to quote other people. Now, I just quote myself. It's fun, and nobody can dispute the source, right? I quote myself, and yesterday, I quoted myself, and in the quote, I made a typo. It was a typo. Not a big deal. Quite frankly, I make a lot of typos. I write really quickly. If you go to DaveLorenzo.com, that site has been up for, like, three months. I've got 105 articles on there already. I write a lot, and when you write as quickly as I do, you're going to make mistakes.

I get out of the shower yesterday. Something comes to mind. I put up a little pithy quote. I drop it in there, and I post it. 26, 27 people like it in the first 10 minutes. I don't pay any attention to it. This morning, I go to post something else, or I posted a video last night after that. I go to post something else this morning, I notice some guy makes a comment, some jerk makes a comment, and the comment is that I've damaged my credibility irreparably by making the typo. Now, my friends, the typo was, I was missing an apostrophe. I missed an apostrophe. It's not like I completely blew a word. I missed an apostrophe. If that damages my credibility with you,

You must learn how to be memorable. People want to do business with you forever.  They know you. They like you. They trust you. However, they have forgotten about you. You must correct this.

That is the focus of this week's 60 Second Sales Show.

Here is a transcript of this show:

How to Be Memorable

Hi there everyone and welcome to the 60 Second Sale Show. I'm your host, Dave Lorenzo and today's episode is titled Forget Me Not or How To Be Memorable. The reason we titled it that is because most sales professionals, most business leaders actually don't take advantage of their greatest asset and that asset is their list of contacts. That's right. Your list of prospects. Your list of clients and your list of evangelists. That's where eighty percent of your new business should come from and you're not taking advantage of that right now. We're going to help you take advantage today on the 60 Second Sale Show.

Those of you who are just joining us or joining us for the first time, we started a couple of weeks ago broadcasting the recording of the 60 Second Sale Show live on Facebook. We do that every Wednesday. You can go to Facebook at thedavelorenzo, thedavelorenzo, the word T-H-E-D-A-V-E-L-O-R-E-N-Z-O all run together. Watch us record the show. Watch behind the scenes. Jump into the sausage factory and watch the sausage being made. Or if you prefer, you can listen to the podcast as it's recorded all edited and pretty on Mondays. The podcast new episodes come out Monday at noon. The Facebook live show is done every Wednesday at nine thirty or as close as we can get.

I want to introduce you to our wonderful and talented producer, the person who makes everything happen behind the scenes. Her name is Nancy Popp. Good morning Nancy. How are you doing today?

Good morning. I'm doing great. How about yourself?

I'm doing absolutely fantastic Nancy. I'm excited about quite a few things this week. You know what, I want to hear what you're excited about. Tell me something good Nancy.

I'm just excited for being in New York right now. It's a great time you know. The weather's really nice. The changes. The fall. I'm excited for the fall.

Fall is probably the best time of year in New York. The weather's getting a little bit cooler. The city kicks into high gear with baseball playoffs which are coming up. I know Nancy here is super excited about that. You've also got football season that just started. I mean, what could be better then spending fall in New York? I'm with you. I would be super excited about that if I was there too. You know, a couple things I'm excited about this week. First I have to tell you, my son, we are huge baseball fanatics as you could tell from one of the things I said I would be excited about from being in New York.

My son is starting to get some big hits in baseball games. He drove in the tieing and go ahead run in his game last week. He's seven years old and his hitting is really coming on strong. I'm super excited about that. I'm also really excited, those of you who join me on Instagram at thedavelorenzo on Instagram, really everything you need to know about me for social medical just type in the word thedavelorenzo and you'll find me. It you're with me on Instagram you've noticed that I'm doing push ups every day. Some of you may be familiar with this. This is, the hashtag is 22kill, K-I-L-L, and it's the push up challenge.

I was challenged by my friend Doug Comet weeks ago, a couple weeks ago, to do twenty push ups a day. The reason we're doing them is to support our troops and to honor the brave men and women who return from serving our country and they have Post Traumatic Stress Disorder. You see on average twenty-two people, twenty-two people each day, twenty-two returning veterans commit suicide due to Post Traumatic Stress Disorder. This viral activity,