Fellow distributor owners and sales reps, have you ever stopped to think how unbelievably fortunate we are to be distributors? We don’t need to own any manufacturing equipment. We don’t need to own any manufacturing plants. We don’t need to hire manufacturing employees. We don’t need to invest in any inventory. All we need is…
Read More
Business and life can be stressful. Most folks I know work hard to achieve great things in the future. And live with great regrets about past failures. Few of us know how to just enjoy the present, which is all we really have. The past is gone. The future isn’t here yet. The present is…
Read More
Every day holds many opportunities for great choices and fresh starts. This spring is a great time to ask yourself, “Sow what?” What are you sowing every day to assure an awesome harvest in your business and your life? Most amazing things don’t happen overnight. They need time to germinate and grow. Does the farmer expect…
Read More
I talk with lots of people that want to change—change their income, change their health, change their relationships. Change is hard. In fact, change is impossible. You have proven this to yourself over and over again. Most people who want change want it fast. C’mon—we have fast food, instant coffee, same-day delivery from Amazon. We want…
Read More
To what lengths do you go to protect your valuables? Lock your home? Lock your car? Security system and cameras on your home? Alarm system on your car? Many people I know do all the above and more. But they are leaving the door wide open for the biggest thief of all. Who is the…
Read More
No matter where you are in this business, how much you have accomplished or what level of success you have achieved, there is always a next level. Many of you reading this may have the mental scars and bruises to show for your hard work. For some, those scars and bruises may be piling up…
Read More
To me, it seems like many people choose to stay behind their desks all day because they are too proud to call prospects for appointments. That’s a real bad place to be proud. Too proud to pick up the phone and try to make an appointment, too proud to listen to suppliers that want to…
Read More
Buy a mirror. There are two kinds of people in the world. And you can learn a great deal by their responses to handling a misstep. Let’s say you are going on a walk and trip on a crack in the sidewalk. The first kind of person gets critical of the homeowner with the crack…
Read More
What’s your reputation? How can you fix or improve it fast? About 30 years ago, Proforma had a reputation problem. We had been in business for 10 years, and the distributorship was growing fast along with our new franchise business model. Actually, our growth was a little too fast for our capital structure, resulting in…
Read More
In sales, one of the biggest challenges in converting a prospect to a customer, or a customer to a client is getting more “face time” to continuously explain our value proposition. This is where most sales folks fail. Most sales folks, even seasoned professionals, don’t appreciate the importance of creating “excuses” to get back in…
Read More