Sell Anywhere Podcast

Efficiently Finding Your Balance with Brooke Greene

As a yoga instructor, Brooke educates and guides her students, one on one clients, and business teams to achieve more balance, more bliss, and less stress (which equals more success) through the practice of yoga, pranayama, and mediation to Detox the Mind, Body, and Home!

Brooke studied yoga extensively from the island of Costa Rica to the rice fields of Bali, Indonesia, where she received her 200RYT certification with Yoga Union & Yoga Alliance as well as AAAI/ISMA. Brooke teaches about what she has learned from the years of being a devoted student to the practice. Some of her greatest teachers, include: Meghan Henley, who encouraged her to start teaching and take over her class and Ourania Bouzouki, her Ashtangi teacher from Greece and owner of Yoga Union.

Connect with Brooke  

FB https://www.facebook.com/brookeogyoga/?ref=py_c

Website  https://realyogaestate.com/

G mail [email protected] 

Reach out to Donnie!!

Twitter - https://twitter.com/DonnieTuttle

Insta - https://www.instagram.com/donnie.tuttle/  

Facebook - Go Live On Purpose Community

Website  www.goliveonpurpose.com

Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

The Magic of Numbers Being BAD More Often Than Everyone Else

John Wetmore could be considered an accidental salesperson, and an accidental success. It is not magic, or innate skill that has driven him from zero to making millions. It has been a passion to learn and be around those who are where he wants to be.

The cards were stacked against him in the beginning. Having a child at the age of 16, fully committed to being a father, John took a job at a warehouse. After seeing the dead end of his job, he went from the warehouse to becoming a corporate accountant. From there, he found the path into sales that many do-the accidental path.

The phrase that jumped from John’s account is “if this guy can do this, I can do this.” He combined this with a high-level work ethic and was able to create an income over six figures relatively quickly. The biggest challenge came when he approached a top producer and asked, “how do I get where you are? How do I become elite?” The answer: double your standards of productivity. “Why do you expect my level of success with YOUR work ethic?”

Listen to this and ask yourself this question: am I doing everything I can to get to where I want to be?

Favorite quotes from the podcast:

If you judged your ACTIVITY with the same scrutiny as you judge your results, YOUR WORLD WOULD CHANGE!

Results are just a symptom of your activity.

Mistakes are required for success.

You must be the employer AND the employee. You are the problem AND the solution.

Pretend you are living the life you want to live for 2 weeks. Then go back and do the work it takes to get there.

You don’t need me to be mediocre.

I like to be the brokest person in the room.

Are you dialing all day, or just taking all day to dial?

John Wetmore -

LinkedIn- https://www.linkedin.com/in/john-wetmore-50709097/

Facebook- https://www.facebook.com/johnwetmore34

Email- [email protected]

Reach out to Donnie!!

Twitter - https://twitter.com/DonnieTuttle

Insta - https://www.instagram.com/donnie.tuttle/  

Facebook - Go Live On Purpose Community

Website  www.goliveonpurpose.com

Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

Your power is in your uniqueness. Sales is creating relationships with others and gaining their trust so you can serve them. 

Dale Dupree, Copier Warrior, and leader of the Sales Rebellion delivers the goods on how to show yourself unique in a sea of same. 

How to make selling fun-for you and the prospect.

Creating UNDENIABLE CURIOSITY with 3 dimensional marketing pieces.

Different techniques on beginning relationships.

The power of thinking about your legacy.

How to unleash your different.

The powerful example of his father and mentor.

Readers are leaders, and learners are earners. We all know that if we read more, we are more likely to succeed, but who has time? And moreover, how do we implement what we already know and make room for this new knowledge?

In this interview with BookThinkers founder, Nicholas Hutchison, we discover some tricks to make it easy(er). He was bestowed with this superpower when challenged by a mentor to read a book, and he hasn't stopped since. We will look into his 24 year old, already super successful, mind and see how he thinks. We will see how he makes it easier for us to do the same. 

Here are some key moments in the podcast:

10:42 The beginning of the amazing journey…from the doldrums of education, a mentor gave him a book.

12:00 How BookThinkers was created

How to retain what you’ve read and use it!

14:50 What Book Thinkers is

17:16 How to make it stick (and not lose what you read)

26:30 The compound effect-taking small steps consistently, equals a disproportionate outcome

28:45 How reading has transformed Nick’s sales career

30:30 Committing to going to do something rather than just reading and not acting?

34:49  How to build reading as a habit

               Flips the interview back on ME-turns the tables and discusses time management

42:40 Value of breaks (supercharging activities)

Find Nick at:

www.bookthinkers.com

How To Stay Positive with Jeremy Todd

“Your attitude equals your altitude.” Zig Ziglar

What do you do when you get stuck. Nobody needs proof that a positive outlook can more often lead to a more positive outcome, but we all find ourselves on the wrong side of momentum sometimes. What do you do when this happens?

When I catch myself (or a client) slipping into negativity, it is often an indicator a few commonplace culprits in today’s sales workplace. First is fatigue. Working hard is a virtue. Working TOO hard for long periods of time is just stupid. It’s just an ego trip leading to burnout. Ungratefulness-Spouses and jobs have both beauty and bad breath. If you’re not careful, you forget all of the reasons to have wonder, and only see the flaws. What I see most often from top producers is one of two things. 1) their vision is not clear, or 2) they are not living according to the internal standards they have set for themselves-they know they could and should do better.

When you fall into the ditch, how do you get your mojo back? I sat down with Jeremy Todd recently, and he shared how he maintains his identity on the positive side.

Here are some of the rapid fire suggestions.

Be thankful. Surround yourself with great people. Take the first step. Don’t lose your momentum.

Being a student of the game. Read books. No news. Watch youtube videos. Listening to podcasts. Reading positive affirmations. You may have a set back, but you won’t fail. Turn your car into a classroom.  What are you feeding your brain? Use your network. Call the person who pumps you up. When you get caught up in the weds of your own brain, you need to let others in. Be authentic. Don’t beat yourself up when you are struggling.

Just because you have a bad day, doesn’t mean you have to have a bad day. Find a way to win the day. Set up small wins to get momentum. Then you become unstoppable when you get the momentum on the positive side.

You can find out more about Jeremy Todd on his website.

www.jeremytodd.com

Also, be sure to subscribe to his podcast, The Positive Side.

How To Stay Positive with Jeremy Todd

“Your attitude equals your altitude.” Zig Ziglar

What do you do when you get stuck. Nobody needs proof that a positive outlook can more often lead to a more positive outcome, but we all find ourselves on the wrong side of momentum sometimes. What do you do when this happens?

When I catch myself (or a client) slipping into negativity, it is often an indicator a few commonplace culprits in today’s sales workplace. First is fatigue. Working hard is a virtue. Working TOO hard for long periods of time is just stupid. It’s just an ego trip leading to burnout. Ungratefulness-Spouses and jobs have both beauty and bad breath. If you’re not careful, you forget all of the reasons to have wonder, and only see the flaws. What I see most often from top producers is one of two things. 1) their vision is not clear, or 2) they are not living according to the internal standards they have set for themselves-they know they could and should do better.

When you fall into the ditch, how do you get your mojo back? I sat down with Jeremy Todd recently, and he shared how he maintains his identity on the positive side.

Here are some of the rapid fire suggestions.

Be thankful. Surround yourself with great people. Take the first step. Don’t lose your momentum.

Being a student of the game. Read books. No news. Watch youtube videos. Listening to podcasts. Reading positive affirmations. You may have a set back, but you won’t fail. Turn your car into a classroom.  What are you feeding your brain? Use your network. Call the person who pumps you up. When you get caught up in the weds of your own brain, you need to let others in. Be authentic. Don’t beat yourself up when you are struggling.

Just because you have a bad day, doesn’t mean you have to have a bad day. Find a way to win the day. Set up small wins to get momentum. Then you become unstoppable when you get the momentum on the positive side.

You can find out more about Jeremy Todd on his website.

www.jeremytodd.com

Also, be sure to subscribe to his podcast, The Positive Side.

We don’t need another hero. -Tina Turner

Do you want more influence? Our influence comes from our ability to connect. Our ability to connect comes from what we share in common with others. We all have some things in common- humorous, serious, dark, or light-that apply to other circumstances that others would face. Too often we look to the stories of people like Abraham Lincoln, Neil Armstrong, or Barrack Obama to provide lessons and inspiration to fuel us to victory. These stories are really out of reach to the average person. It is difficult for any of us to feel connected to these figures in history, who seem to have lost their imperfections over time. It is much easier to relate to the person standing right in front of us. It is much easier to draw inspiration from them. And what if that person in front is you?

I sat down for an hour with one of America’s story masters, Mark Brown, and here are some of his suggestions.

Before we begin, we must know that we all have a story, and that is powerful. Too many of us have heard about Thomas Edison finding a thousand ways to NOT make a lightbulb, or Abe Lincoln and his failures. Don’t choose these played out reruns-use something fresh-your story. Even if you did not climb Mt. Everest, Mark says,”One man’s mundane is another man’s magnificent.” Mark left Jamaica at 18, came to America with 2 suitcases and $40 in his pocket. “That was my life. That was my normal. It wasn’t too exciting at the time, but it blows other people away. Your mundane is somebody else’s magnificent!”

How do you find your story? Mark gives us a few suggestions:

1. First inventory your memories and ask, are there lessons that you can learn from these memories? In many ways, It is not our strengths, but our weaknesses that connects others to us. Can you remember a time where it was not perfect?

• Life as a kid
• Elementary school experience
• Your highschool
• Your seasons
• Your first job
• Your best boss
• Your worst boss
• Times you innovated and were creative.

1. Create a story file. Use BEST-WORST-LAST-FIRST  What did that teach you?

• First car, last car, best car, worst car
• First friend, last friend, best friend, worst friend
• etc

There are stories there. There are experiences there that are interesting to others! The common connects. And remember that flaws and vulnerability are what others identify with most. No batter bats 1000. Nobody is perfect. Do we share our mistakes? Do we show other that we are human, and  If you are willing to share, you can grow from it, and others can too… “Your story, told with authenticity and vulnerability…”-there is nothing more powerful.

Find your story and share your story.

Mark Brown is a 20 year fulltime keynote speaking veteran, and Toast Masters Speaking National champion. He has spoken on 5 continents, and to over 1.8 million people.

Here are some important points in the podcast. Do yourself a favor and listen.

10:35  How Mark became a speaker

12:30  SAY YES

13:45 Serving Employees Unselfishly

17:15 the inglorious side of being a speaking celebrity

22:05 YOUR STORY told honestly, with authenticity and with vulnerability

22:36 Hearing the voice Pressing On story

25:47 When it aint all rainbows and bunny rabbits

26:35 Authenticity with vulnerablity

30:28 When your self talk is bad-how do you control it when something goes wrong?

31:40 When Mark faced grief just before a speech

34:50 How to Assess When You Mess Up

36:20 A Mess Up doesn’t make you a failure

38:07 How to find your own story

43:45 Maintain a story file. BEST WORST LAST FIRST  What did that teach you?

[email protected]

www.markbrownswc.com

You never knew that you could sell real estate anywhere, did you? I didn’t.  Locally grown and globally known real estate agent Alison Clay Duboff sat with me recently on the Sell ANYWHERE podcast, to share how she has done it-aways were significant. Her story has more adventure in it than an Indiana Jones movie. The underpinning quality of her journey has been grit, gratefulness, humor, determination, and vision.

When you truly want something, YOU FIND A WAY. We know this to be true, and to here Alison share drives it home! Once, her travels took her into Saudi Arabia for an extended time and she found herself facing limitations as a foreign woman from the culture she was inside of. These limitations included, what one can drink, and what one can wear. It also includes not being alone with a nonrelated male. In this scenario, Alison opened up not one, but three, businesses while in Saudi Arabia.

This story took a difficult turn when her husband died before her very eyes. She had to get herself and her daughter from a foreign country back to California, where she would still be penniless (her husband had no life insurance). Listening to how she dug in at that point is inspiring.

Another key take away from time with Alison is the practice of branding.  One thing that a top performing realtor knows how to do better than anyone is to “self-brand”.  Here are some tips from Alison:

1. Think about who it is you are selling to, and what you are selling. 2.
2. Look at what everyone else is doing, and…
3. Be different, new, and fresh. For Alison, she is selling the beach, so instead of the typical headshot, she went with images of her on the beach.
4. Use humor. Where most maintain the stuffy air of temporary confidence, Alison embraced the image of fun and not taking herself too seriously.

Of course, as someone who can always be on, the temptation is to always be on. We intuitively know that this is bad for us, but how do we set those boundaries and get the proper recharge that we need? Alison's strategy is to find moments. Rather than taking time off, Alison takes times off. Times throughout the day. Times in between scheduled events. Having pockets of time off, rather than days of it.  

Here are a few key moments in the interview:

10:00 how to be an international realtor

11:25 When traveling, reach out to the places you are going to see if they would be willing to work with you.

24:30 When Alison’s husband died from a heart attack right in front of her, how did gratefulness and generosity help her forge ahead?

31:00 How do you resist staying on and burning out? “I take moments” I have set markers, but keep the inbetween open.

34:00 how to recharge-read, cook, entertain guests, taking a walk, be in nature (the beach of course), and being grateful

35:00 Challenging moments & how to handle conflict, remembering “this too shall pass”

43:00 How to get to where you want

https://www.alisonisrealestate.com/

Text 310-200-3037

Facebook https://www.facebook.com/alison.clayduboff

Instagram https://www.instagram.com/alisonisrealestate/

LinkedIn  https://www.linkedin.com/in/alison-clay-duboff-9ba5b96/

Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

If you are in sales, you’re probably doing it wrong. I know. I was there-FOR YEARS. You go to the trainings, study all of the flyers, pamphlets, and brochures, and you know every feature of your product or service. You are a professional, you know your stuff, and you are ready to step in and be the hero!

Before you put on your boots and start wearing your underwear on the outside, consider this: Do you wake up every morning, looking at the challenges and wish you had a hero? Or do you look at the day and its challenges and see yourself as the hero? Do your prospects care if you are some sort of hero with business superpowers? Not likely. Why not? Because before they are buyers (or “targets”-eek), they are people. Real people. And real people think just like you, and you are the hero of your own story, aren’t you? To quote the great Tina Turner, “we don’t need another hero!” But every hero needs a guide.

I am a huge fan of Story Brand since reading How to Build A Story Brand by Donald Miller. He basically took the buyer’s journey and parallels it with the hero’s journey. That’s why I was super stoked to sit down with Story Brand’s Director of Sales, April Sunshine Hawkins after seeing her speak at our Global Coaches Conference. She brings such clarity to sales messaging in our discussion on the Sell ANYWHERE podcast.

Your job is to find people where they are, not call them to where you want them. Then position yourself as the guide. They are Luke, you are Yoda. The guide gives knowledge and coaches the hero into action. What is interesting here is that almost ZERO product knowledge and training need to occur to get us to that point. (In fact, I find that often the deluge of training actually does more damage than good, in terms of the sales story.)

Once you have their attention, you have to be New York QUICK in communicating how you will guide them. What do you do then? April gives a very simple formula for your bullet-proof one liner. Here it is:Problem Solution Success.

1. What problem is your customer facing? (How does it help with their survival or thriving)
2. How do you solve that problem?
3. What life looks like if you overcome the problem.

Gosh how much pressure has just been removed from your shoulders now that you don’t have to carry the burden of saving the world. Just be a guide, and find some peeps to help. We are all on a journey. We all need help getting to where we are going. I hope that April and I have been able to shed some sunshine on the path you are walking.

Please take the opportunity to dig into the podcast and other resources mentioned. Here are some of my notes from the show:

7:30 the journey into being a speaker and facilitator at Story Brand

8:42 Origin of Sunshine

An energy giving force. I want to provide energy for them along the way

10:30 Fundedby.org, April’s way to give back

13:37  serving with your gift

23:40 Everybody wakes up and THEY are the hero of their own story. They are not looking for Superman or Batman-THEY want to be the hero that rises up and wins they day. Whenever you can position your client as the hero, then what you are saying resonates with them.

27:30- If you confuse, you lose. We don’t have time to figure out what you are doing. Describe what you do in a clear, efficient manner, so they don’t have to “burn calories” to remember…and they will file you in the right part of the brain.

31:00 Keep it easy, the metaphor of the Bowling Ball

32:40 The curse of knowledge. This makes it difficult for us to be concise.

Problem Solution Success

1. What problem is your customer facing? (Help with their survival or thriving) W
2. What are most of them experiencing. Solution-what you offer.
3. What life looks like if you overcome the problem.

How to reach April and other resources we mentioned

[email protected]

www.fundedby.org to use your gifts to give and serve with people like April (and me).

www.storybrand.com

REMOTE YEAR Michelle Miller, Buenos Aires, Argentina

It started when she found a random ad on Facebook. Remote Year. Michelle signed up to do ten countries and twelve locations in one year. What I love most about her adventure is there were no concessions made. “I didn’t want to go on this journey thinking, having people say, “you didn’t succeed, but at least you had  a life changing experience.” I wanted to have a year of success. I knew that if I planned, that I could experience, not just a lifechanging year, but a prosperous one as well.  I want to have my cake and eat it to. I believe you can.”

If you take anything from this podcast episode, please let it be that you don’t have to settle. You don’t have to be binary. You don’t have to be either/or. “Either I can have a great year of travel, or I can prosper as a sales person.” Michelle didn’t. Michelle chose AND. Michelle chose YES.

A few take aways for me: This doesn’t just happen on hopes and dreams. Michelle crushed it by having a plan, and committing to accountability.

2:30 program I wanted

3:05 spend time putting together a plan of success. Did not just want to experience a lifechanging year, but a prosperous year as well. Not EITHER OR.

5:30-Don’t look at travel to be something you are getting AWAY from, or looking for huge life changes…just something to go TO.

11:25 Wow can become normal, unless not careful

11:40  LIVE AS I DESIRE, live your own wow

12:11 Being CURIOUS is a big deal. Get over your embarrassment and learn!

Having a short memory of the crap is good, journaling helps too.

21:00  breaking the belief barriers-it’s not that different from whatever you are doing.

Keeping Mindset of Living as I desire

23:00 Schedule time blocked, scheduling SKYPE DIALING

31:00 List of things Michell takes everywhere:

• Tax receipt carrier,
• Laptop
• ROOST laptop stand
• Bose Headphones to block out the sound
• Vision board
• Stones and gems
• Puffy Jacket-ther’s no such thing as bad weather, just bad clothing

33:05 People think that when you travel, you’re always on vacation. You’re not.

Find Michelle at www.michellemillerswc.com

Email at [email protected]

Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

If you knew you would be 100% successful at getting an appointment with your ideal customer, what would that do for you? One meeting can change EVERYTHING. What if you could to that 100 times, with 100% effectiveness? How long would it take for your business to be where you want it to be? If I told you that there is a way, would you believe me? It seems incredible, doesn’t it? But it’s true.

What I am about to share, will be embraced by only a few, even though many will want to answer the call. The approach I am about to detail will take courage to do because it is contrary to almost anything you’ve been told to do.  You will know it’s right, but it won’t FEEL right. But it is.

What if I told you that selling is similar to dating? That you must stand out and be perceived as different to attract attention, and gain initial connection? Search your feelings, Luke. You know it to be true. So, join me on the fun side.

One person who has proven these techniques is Stu Heinecke, a founder in a shadow movement that he calls “contact marketing”.  On a recent interview with him, I was able to dig into some of the concepts he shares in his award-winning book, How To Get A Meeting With Anyone.  Stu describes contact marketing as a way of sending something of meaning (intrinsic or extrinsic) that gains the attention of a prospect in order to obtain a meeting with them. You can use humor, wit, shock, and awe. The goal is to get your VIP to think “I like the way this guy thinks!”  

Here are the basic steps Stu gives for using contact marketing.  

Step 1. Identify VIP.

Step 2. Call executive assistant, and make them aware that something special is going to be sent to the VIP. Gain their permission and buy in.

Step 3. Send the details to the executive assistant.

Step 4. Send a think you to the executive assistant.

Step 5. Send the VIP something that makes them say, “I like the way this person thinks!” Laughter can be useful. Also, materials that may seem synonymous with your value proposition, or a struggle they may be going through. This can be anything from bacon bandaids, to personalized cartoons, to burner phones, even a carrier pigeon. Include a hand written note.

Step 6. Call the VIP, ask them if they received your contact piece, begin conversation with them, and present your value. Ask for the appointment.

Step 7. Repeat, because you know that you’re freakin’ magic!

As a sales coach, I have proven this model. Here are two places I have used the concepts to gain market share. The first case happened out of frustration. I was having great difficulty gaining sales appointments with the otherwise friendly people a community in Maine (our second destination). Nobody was letting me in. Finally, after trying everything I knew how, I decided to soften them a witty pre-touch. I purchased 10 craft bottles from a craft store. Then I wrote a witty note, rolled it up, and put it in the bottles, had them delivered, then called the VIP’s. 80% took my call. Of those, 100% booked an appointment.

I have coached many of my clients to use these techniques. All of them see some kind of increase. One guy had an immediate influx of 10 new deals-in 2 days! Even cooler than the immediate increase in business, is the magic effect. People feel magic when they do this stuff. This gives more confidence to ask for the sale. And they are having fun. How much better are we when we are having fun?

This stuff works. You should listen to Stu’s results, and the results of all of the practitioners who he has connected with over the past few years. You have to read the book, and definitely listen to his interview on this podcast.

Be different. Show authentic care. Be enthusiastic and genuine. Love ‘em, and they’ll love ya’ back.

Listen to the entire podcast by clicking here:

Key Points from the podcast:

7:10 The are is in saying it with less words, but more thoughtful words. Humor is also good.

12:05-Stu considered a 10% response rate is a disaster…He needed to get 100%, and GOT IT through contact marketing!

16:05 Your goal is to get them to say, “Man I love the way this guy thinks.” How much better would things go if people said this about you?

18:00-there are stories of people sending swords…pigeons…

20:28 Business Romantic-using dating tactics to gain the attention of your prospects.

22:20 Audacity is a big part of gaining attention.

33:47 marketing is just the handshake or wink; but if that’s all, then we die there.

36:40 big board step by step (2 min)