Author: David Matney

Tell me if this has happened to you. Your prospect needs what you have to offer, you’ve had what you feel is a very productive sales call and then boom — the prospect hits you with an off the wall objection.

The timing of the objection couldn’t be worse, or at least that’s what you were thinking, because you thought you would be able to close the sale.

The fact the prospect is throwing out an objection doesn’t need to throw you for a loop.  In fact, it’s great the customer did throw out an objection, because it allows you to demonstrate value and show them even more why what you have makes even more sense.

First thing you need to do when the prospect objects is to make sure they mean what they’re saying.

Surprisingly, many times what the customer says to you is not the real objection. It’s merely what they are saying either because they don’t know how to say what they want to or they just want to throw you off track.

If you don’t know why they said what they did, you will find yourself going down a dark path, resulting in very little opportunity to close the sale.

When a prospect throws out an objection, you need to ask “why?”  This is absolutely critical, because otherwise you will be tempted to take what they said at face value.   Ask why and ask them to explain to you more about what they’re objecting to.

Your goal in asking the prospect more is to allow you to first ensure the objection they said is what they mean, and second to begin breaking it down into smaller pieces you can deal with.

Overcoming the objection occurs when you then link the objection back to a critical need they have.

For example, a prospect may say they don’t like the way dual pricing charges their customers. In asking them to explain, you find out the real issue is not dual pricing but it’s the fear of losing customers . Knowing this, you then can craft your pitch that provides them with options they can handle.

With this example it isn’t that you linked it back to a need they have, rather you linked it to a need they just shared with you.  Either way, you were able to develop a solution.

Overcoming objections is not a show-stopper. Rather, it’s an opportunity to engage the prospect and ultimately close more sales.

Happy Selling,

David

Cold calling remains an ESSENTIAL tool for generating leads and closing deals. 

However, making a successful cold call is no easy feat. It requires skill, strategy, and most importantly, an effective opener to capture the attention of your prospects. 

The first few seconds of a cold call are CRUCIAL, as they determine whether the prospect will engage in a conversation or quickly dismiss the call. In today’s post, we will explore the best cold call openers that can help us salespeople build rapport, establish credibility, and increase their chances of success.

1. Research-Based Openers

The foundation of any successful cold call lies in thorough research. By understanding your prospect’s business, industry, pain points, and goals, you can tailor your opener to resonate with their needs. Research-based openers demonstrate your commitment and knowledge, increasing the likelihood of engaging the prospect. 

Examples of research-based openers include referencing recent news or industry trends, mentioning mutual connections, or highlighting a common challenge your prospect might be facing.

2. Solution-Oriented Openers

Prospects are interested in solutions that can address their pain points and help them achieve their goals. A solution-oriented opener demonstrates that you understand their challenges and have something valuable to offer. These openers focus on the benefits and outcomes your product or service can provide, emphasizing how it can positively impact their business. 

By positioning yourself as a problem solver right from the start, you increase the chances of piquing the prospect’s interest and engaging them in a conversation.

3. Provocative Openers 

Provocative openers are designed to grab the prospect’s attention by challenging their current perspective or offering a thought-provoking statement. By challenging the status quo, you create a knowledge gap that encourages the prospect to listen and engage in a conversation. 

However, it is essential to strike a balance between being provocative and respectful to avoid alienating the prospect. Examples of provocative openers include posing a question that challenges a common assumption in their industry or sharing a surprising statistic related to their business.

4. Personalized Openers

Personalization is key to making a lasting impression on your prospects. When crafting a personalized opener, you demonstrate that you have taken the time to understand their unique situation and challenges. Personalized openers can involve referencing specific information about the prospect’s company, recent achievements, or even their social media activity. 

By establishing a connection and showing genuine interest in their business, you build rapport and increase the likelihood of further conversation.

5. Referral-Based Openers

Referral-based openers leverage the power of social proof to establish credibility and trust with the prospect. When you mention a mutual connection or a satisfied customer who referred you, the prospect is more likely to perceive you as a trusted advisor rather than a salesperson. 

Referral-based openers can be highly effective in grabbing the prospect’s attention and increasing the chances of them being receptive to your pitch.

6. Humorous Openers

Humor can be a powerful tool to break the ice and create a positive initial impression. A well-crafted humorous opener can help you stand out from the crowd and make the prospect more receptive to your call. However, it is important to exercise caution and ensure that your humor is appropriate and aligned with the prospect’s business context. 

A lighthearted joke or a witty remark that relates to their industry can set a positive tone for the conversation and establish rapport.

7. Direct Openers

In certain situations, a direct opener can be effective in conveying your purpose and capturing the prospect’s attention immediately. Direct openers are concise and straightforward, clearly stating the reason for your call. They work best when you have a strong value proposition that directly addresses a known pain point of the prospect. 

By being direct and confident in your approach, you demonstrate your professionalism and respect for the prospect’s time.

Mastering the art of cold call openers is a CRITICAL skill for salespeople. While there is no one-size-fits-all approach, the openers discussed in this guide provide a strong foundation for success. 

Remember, the key to a successful cold call opener lies in TAILORING your approach to your specific prospect and industry. By combining research, personalization, and value proposition, you can capture the attention of your prospects, build rapport, and increase your chances of converting leads into satisfied customers. 

With practice, patience, and a commitment to continuous improvement, you can become a master of the cold call and drive your sales to new heights.

Here are five examples of effective cold calling openers:

1. “Hi [Prospect’s Name], this is [Your Name] from [Your Company]. I wanted to reach out because we’ve been working with several companies in your industry, helping them [specific benefit or solution]. I thought it might be worth discussing how we can potentially do the same for your organization.”
2. “Hello, I hope you’re doing well today. My name is [Your Name], and I represent [Your Company]. We’ve recently developed a [innovative product or service] that has been generating significant results for companies like yours. I’d love to explore if there’s a potential fit and discuss how it could benefit your business.”
3. “Good morning/afternoon, [Prospect’s Name]. My name is [Your Name], and I’m calling from [Your Company]. I noticed that [mention recent news or industry trend] and wanted to connect with you because our company specializes in helping businesses navigate and thrive in this changing landscape. I’d love to explore how our expertise can support your goals.”
4. “Hi, this is [Your Name] calling from [Your Company]. We’ve had the privilege of working with several companies similar to yours, helping them achieve [specific measurable outcome], such as [result or ROI]. I thought it would be valuable to discuss how we might be able to replicate those successes for your organization as well.”
5. “Hello [Prospect’s Name], my name is [Your Name], and I represent [Your Company]. I came across your company’s website and noticed [mention a specific challenge or opportunity they might be facing]. I have some ideas on how we can address those challenges and potentially help you capitalize on the opportunities. Would you be open to discussing this further?”

Remember to tailor these openers to your specific offering, industry, and the prospect you’re contacting. 

It’s also important to demonstrate value and show that you’ve done some research beforehand. Keep the conversation focused on the prospect’s needs and how your solution can address their pain points.

Happy Selling,

David

Any opportunity that allows you to go to amazing levels is going to involve some heavy risks. We have all heard the phrase “No risk, no reward.”

When you start a new opportunity, the beginning is always going to be the hardest. A commitment is required to learn the skills along with having the right mental attitude. True success takes determination, consistency, and 100% commitment.

Failure and rejection are all part of the process. You must understand that to succeed, you must fail. This is the only way that you learn and improve.

Over the years, I’ve encountered many people who are getting ready to start a new opportunity that may be out of their comfort zone. I always cringe when I hear them say, “I’m going to give it a try and see how it works out.” This mentality will ultimately keep them from succeeding because, as soon as failure comes, it is more than likely they will give up because they were just giving it the old college try.

At the beginning of my career in merchant services, family members and friends were not super supportive of me going after my dreams. The mindset that most of them had was for me to try it, but the expectations of success were not there. I was encouraged to have a Plan B in case it didn’t work out. I was often told that I needed to have something to fall back on.

Many of them had great intentions, and thought they were looking for my best interest. Unfortunately, this is not the correct mindset to have success. I knew that if I wanted to be successful, I had to be all in and never look back. In other words, “This is it! There is no Plan B. There is nothing to fall back on. I must make this happen. I’m going to be successful!”

Throughout history, we have heard many stories about not having a Plan B, especially with the armed forces. Historically, military commanders have burned bridges after crossing them or sunk the boats that carried them to their destination. This showed their army that the only direction was forward – retreat was not an option. They were 100% committed to victory.

It’s your mindset that truly makes a difference. You can have incredible success in whatever you do. So go after your dreams, be passionate about them, and don’t look back. You’ll feel much better about taking the risk as opposed to living with regret. If you have the right opportunity, there is no Plan B. Now go out and make it happen. Your future self will thank you for making that commitment.

Happy Selling,

David

You think you’re not in sales, but everybody is in sales. Everyone is selling something, and everybody has to find new customers. I’m sure you know a small business owner who says, “I need to find more customers. How do I go out and do that?” Let’s walk through The Top 10 things that you can be doing right now to be prospecting for the non-sales person.

From the Home Office in Chugwater, Wyoming, Here are The 

Top 10 Tips for Prospecting for the Not So-Salesperson

10. Relax, it’s only a conversation. 

You are not solving world hunger. You’re not creating perpetual motion machines. No, you’re just having a conversation. Whatever means you use to reach prospects, just relax and dial it down. 

9. Leverage your network. 

You already have relationships out there. Use them. Talk to them. Have them become your supporters. They probably know customers who could benefit from your service. They may even be people who could benefit from your service. As I work with non-salespeople in helping them sell,  they find a tremendous amount of business just from their existing network.

8. Find your fans. 

This is a subset of your network because you probably know hundreds of people. But who are those five or ten fans of yours who can help you by talking you up to other people, or introducing you to other people. You want to find raving fans because they’re going to give you the best advice and input. They are a huge source of new opportunities.

7. Your current customers. 

Just because you’ve served your customers once doesn’t mean it’s over. Go back and talk to them again. Your current customers are a tremendous source of referrals—that means new business! You may have customers from two or three years ago. Pick up the phone and call them, “Hey, we haven’t talked in a couple years. How are things going for you?”

6. Focus your effort.

Don’t try to boil the ocean. What are the outcomes that you can create for customers?  Look at your current customers, and how you’ve been able to help them. Now, who are other people like that? 

When you realize the outcomes you create, it’s going to make you more knowledgeable. As you have those conversations, as you leverage your network, you’re going to be able to be more confident and competent about talking and asking questions and getting conversations going.

5. Give referrals to get referrals. 

Many non-sales people are afraid to ask for referrals. Referrals are the easiest way to get business! One of the easiest ways to get referrals is to give referrals. How many referrals are you giving? 

I take every opportunity to give out referrals—I don’t know if it’s going to be a straight line back to me, but I have noticed that the more referrals I give, the more referrals I get.

4. Share information.

You have knowledge about something—just share it with other people. Share it with other people in your network, your fans, your customers. Share it with anybody and everybody because it allows you to be seen as an expert. It raises your confidence level, and raises your competence level as well as that of the individuals you share with. 

3. Treat your prospects like a customer. 

If there’s information that you give to customers, send it to your prospects. Treat your prospects exactly like your customers, and it’s amazing how very quickly they will become your customers.

2. Think vertically. 

“If anybody calls me and anybody talks to me, I’m going to try to sell them what I have.” No, think vertical. Not everyone is your ideal customer. Know exactly who you can really help, who you can benefit, and stay tight in that lane. Stay within the companies you’re already prospecting. There are probably other customers you can ask, or maybe another division, another company, another person they know, etc. For example, let’s say you provide a part or a service that gets used on a production line. Tell people, “Hey, I want to go out and look at the production line, see how it’s being used.” Talk to other people. Think about how your product or service helps people do their job. When I go downstream, I may find other customers, other people who I should be talking to.

And the #1 Tip for Prospecting for the Not So-Salesperson is …

1. Never forget your goal is to help them. 

So many people who are in a non-sales role think, “I can’t prospect because I’m selling.” You’re not selling, you’re helping them. Remember, the objective of prospecting is very simply this: if you know you can help someone, you have an obligation to reach out to them. 

If I had a problem and I knew that you could help me, I would want you to reach out to me. Of course, when you call me, I don’t know who you are. You’re right. But you know what? You’re interrupting to help me. That is huge.  Always remember your objective for every communication you have is to help others. You’re going to help them see and achieve what they didn’t think was possible.

Have a great weekend,

David

The definition of a great salesperson varies from one source to another. As the stereotype goes, the archetypal salesperson is extroverted, aggressive and pushy among other traits. Are these the qualities and qualifications of a great salesperson?

The best way to learn what defines a great salesperson is to consider examples of famous salespeople and identify their defining traits.

Let’s take a look at seven of the most famous old school salespeople of all time and the lessons we can draw from each one:

1. Mary Kay Ash

Yes, the Mary K lady. Highly famed for developing the very first multi-level marketing strategy, Mary Kay Ash is considered a pioneer for business women. Just like David Ogilvy, Ash too had humble beginnings, selling books door-to-door.

Her main sales tactic involved convincing women to host parties where they would sell to their friends. The principle behind this was that people are more likely to buy from friends rather than strangers. Another signature strategy was the use of sales incentives. Her company made headlines for awarding the top salesperson with a pink Cadillac.

Due to frustrations at her workplace that kept her from advancing because she was a woman, she founded her own cosmetics company. Here she applied her sales philosophies. One of her rules was to treat others as you want to be treated. By its second year, the company sold almost $1 million worth of products and has received countless accolades since then. Work to empower the people around you and offer incentives and rewards for great performance. Treat everyone as you would like to be treated and use frustrations as opportunities. And always expand your network to increase sales.

2. Joe Girard

Famed for being one of the best car salespeople of all time, Joe Girard, started his business career at the tender age of 9. Initially, he was a shoe shiner, moving on to become a news carrier at 11. For every new customer, he got a box of Pepsi-Cola and soon established a soda pop business, selling at unbeatable prices to neighborhood kids.

From his early days, he learned the value of hard work and sacrifice. After struggling through life and finally landing a job as a car salesperson, he realized he was good at selling cars. He set the record for selling 13,001 cars in a span of 15 years, once selling a whopping 18 cars in one day!

His secret to success? He sold more than just cars. Girard always told customers to come back and would take great care of them when they came for service, even paying for parts. He would also keep sending handwritten greeting cards to his customers every month…. Are you sending cards out? Check out Send Out Cards.

3. Dale Carnegie

Most highly famed for his book “How to Win Friends and Influence People” Dale Carnegie came from a really humble background. In spite of this, he realized early on that he had a way with words and went on to become a pioneer in modern sales.

He was so good at public speaking that his college mates were willing to pay him to get his skills. Soon, he started adult public speaking classes, and two years afterward, he founded the Dale Carnegie Institute. The book mentioned at the onset was his second and has sold over 8 million copies to date.

He outlined lots of social and business lessons in the 1936 book which still remain relevant to date for salespeople. Carnegie believed that influence began with relationships and that to engage someone, you need to make them feel important. His sales secret to success was to show genuine interest in people, asking questions, remembering names, and avoiding flattery.

4. Zig Ziglar

Oh how I love some Zig Ziglar. One of the world’s most popular motivational speakers, Zig Ziglar, left a rich sales legacy in the form of books, recorded speeches and so much more. He started out as a humble salesman, becoming exceptionally good at it, and later went on to be a renowned author.

As a salesperson, he started out selling pots and pans, and later cooking equipment. Following his success at sales, he became field manager and later, supervisor. Later, he left sales to become a full-time public speaker and then started authoring books.

In his lectures and writings, he taught attitudes needed to succeed in life and professionally. Confidence in your ability to help others, being able to showcase your value to prospects and the ability to get up when knocked down are the qualities that make famous salespeople what they are. He also emphasized the value of teamwork saying you can achieve more with others than you can alone.

5. Erica Feidner

You may ask how does she end up on this list? Well she’s on the list for her prowess at selling pianos. Erica Feidner was a force to reckon with in the field. During her career, she sold at least $40 million worth of Steinway Pianos, a product with little repeat purchase and long sales cycles.

She was able to bring out a passion for piano in people who had never played nor had musical ambitions. Feidner insisted that she was not a salesperson, but rather, a matchmaker matching customers to their perfect pianos.

She would take her time to teach novices the basics of piano playing. For more seasoned players, she would listen to them play and guide them to the right instrument for their needs. Her secret was preparing for every sale and tailoring each session to the client’s needs.

Notably, she would avoid going for a quick-sale and refuse to sell a piano when she felt it was not the right match for a customer. Become an expert in your field, take time to understand your prospect and tailor your approach to every individual’s needs.

6. Napoleon Barragan

No not Napoleon Hill , Napoleon Barragan Like many other famous salespeople, Napoleon Barragan came from a humble background. His career in sales started off when he was 17, delivering soda and beer on a donkey. He was determined to start his own business despite his small beginnings.

He borrowed money to start his first business, a second-hand furniture store. Then one day, he got the idea of selling mattresses over the phone and 1-800-mattress was born. It goes on to become an iconic slogan that spurs him on to fame. Be ready to take risks and handle challenges, always excited to take the initiative. Always be ready to change and adapt so as to remain relevant and successful. Focus on the big picture, your long-term dreams, not on individual sales.

7. David Ogilvy

He may not be a known name today by us modern sales people but David Ogilvy is Known as the founding father of advertising.

David Ogilvy had rather humble beginnings in the sales career. His earliest foray into sales involved door-to-door sales of cooking stoves. Notably, Ogilvy was so successful at it that his boss had him write out a sales manual for other salespeople to use.

More than eight decades, later, the manual, “The Theory and Practice of Selling the AGA Cooker” is still hailed as one of the best ever written. In this book, he urged salespeople to research their prospects as much as they could before the first meeting.

He also firmly believed that the worst mistake a salesperson could make is to bore the customer. To him, sales is a game of numbers; the more prospects a salesperson talked to, the higher the number of sales they would be exposed to.

However, he was quick to add, “Never mistake quantity of calls for quality of salesmanship.” He urged salespeople to be persistent, reaching out regularly until they got a “NO.” He favored the long-term soft-sell model over the quick-sale style of the time.

Later in his career, he went into advertising where he established the principles that underpin the industry to this day. He is also renowned for iconic campaigns for Schweppes, Hathaway, Rolls Royce and Shell. The customer relationship development is one of the most important paradigms of successful sales. Take time to research prospects, establish a rapport, cultivate it and then make your pitch.

Clearly, there are lots of lessons to learn from these famous salespeople and their secrets to success. No matter whether you are employed in sales, run your own business or simply dream of running one, there will always be hurdles on the path to success.

Fortunately, these famous salespeople have been there and were able to navigate successfully. Mimic their tactics and learn their philosophies to chart our own paths to success.

Happy Selling,

David

Success is definitely a journey, not a destination. In order to have consistent success, momentum plays a key part of that. 

The road to success is filled with many detours, obstacles and challenges. It’s wonderful when we get that momentum going, and we feel that we are in the success zone. However, it’s important to understand that we will have failures and we will have tough times. Most of us will have moments when we feel we’re not as successful as we should be. We all have faced obstacles that seem impossible to overcome. Unfortunately, this can lead to almost giving up on our goals and dreams entirely.

The important thing to remember is that you will get through and overcome all of your obstacles. You must understand that being defeated is temporary, but giving up makes that permanent. 

Perhaps you have lost your mojo or you are in a funk. You might be going through a slump and you’ve lost your confidence and motivation. I want to encourage you today to stay positive, because you will get through this. Everyone who has accomplished great things has been there. So the question comes, “How do I get myself back on track again?” Well, I am so glad that you have asked that. 

It is time to remember why you started in the first place. It is time to reevaluate. Let’s take a good look at your priorities, and make a commitment to get yourself back on track. You can do this!

Break out a sheet of paper and write out your dreams again. It’s important to take a look at your WHY. Now is your time to get back on track. Put together a plan of action and make a commitment to never look back. 

Today is the day that you start. You start right where you are and you use everything that you have and you do everything you can. It’s time to do the next thing. Keep this simple and you will have excellent progress.

Embrace failure because failure is part of the success process. View each day as a brand new opportunity. You cannot change the past, but you can learn from it.

Getting that momentum back is going to be difficult in the beginning. You must understand that. You may even experience more challenges than ever. That’s part of the process. You may be going slow but, no matter what, do not stop. The most important thing is to make consistent progress. If you keep this mentality and you keep plugging away, I guarantee that you will get your momentum back. You will experience incredible success, and you will find yourself with more gratitude and you’ve ever had. 

The most certain way of having success is to keep plugging away, one step at a time. It’s not going to be easy, but it is definitely going to be worth it. 

Today is the beginning of the rest of your incredible life. The best is yet to come. It is time to build a better and stronger version of yourself. It is time to get back on track again. Start today with a super positive attitude. Start talking to people that will encourage you and lift you up. Talk like a winner and act like a winner. Let’s get that momentum going, and let’s go out and make it happen!

Happy Selling,

David

Firstly happy Tuesday and I hope you’ve had a great Labor Day weekend! 

We’ve all been there haven’t we?! After an amazing holiday or bank holiday weekend many of us suffer from a massive work hangover

What does this mean? Its very simple…. it can take many of us much longer than necessary to get yourselves back on track firing with all guns blazing. 

So how can you speed up the recovery process from the holiday hangover? There are some key basic steps to follow which will help you to ensure that you win your momentum back rapidly! 

So below are 5 key steps you want to take: 

1. Take time at the very start of the week to plan and prepare your week- this can only be a 30 minutes short session but it will help you to create clarity around the action you need 

2. Cheat and pick your easy tasks first to help you build momentum. Pick tasks in your to – do list which are easy to complete. The concept of completing these tasks will help you to build momentum 

3. Aim to work with a high level of intensity. Be very focused on working fast. Not rushed, as you don’t want to make mistakes. But you do want to focus on creating a self energy of ”getting stuff done” 

4. Don’t stress about trying to do everything- the fact is a lot of times after a holiday you will be playing catch up- so its vital that you don’t stress about not getting everything done. Remember the sun will rise again tomorrow- meaning you will still have tomorrow to complete your tasks. 

5. Don’t work to many extra hours- its easy when coming back from holiday to want to work extra time, to get through your tasks. This can have a detrimental effect though, whilst you can hold this level of work for maybe 1-2 weeks- this is the fastest way to reach a burn out. The best things to do is pick your clear working hours- stick to these hours and get in the habit of working within those hours. Over a period of time you’ll notice how much faster you become! 

We are headed into the last quarter of the year and we need close out the year on top!

Happy Selling,

David

On this Labor Day, I wish all of you a wonderful day with your family and friends. This is truly a day for all hard workers. I pray that your hard work and dedication be recognized and valued. May you continue to have a positive impact in your career and your community. Your hard work should definitely be celebrated.

When it comes to having success, there are no secret formulas. There are no shortcuts. The first step is to take those dreams that you have inside you and turn them into goals. Once you know what you want out of life, write out your goals and be specific. The next step is to be 100% committed to those goals and not look back. You must have an absolute belief in yourself and your abilities. Put together an action plan and make it happen.

In order for your goals to come to fruition, you are going to have to work hard, smart, and consistently. It is going to require a lot of labor. When you work diligently at achieving your goals and never give up, you will have a true sense of satisfaction and joy. Knowing that your hard work has paid off is a true blessing.

In order to have long-term success, I believe it is also vital to celebrate your victories along the way. Work hard and be the very best that you can be. Make a commitment to be a top performer. Once you have achieved your goals, recognize your success and reward yourself. Celebration and rest are part of the process.

Work hard and visualize yourself achieving your dreams. Many people unfortunately live by the phrase ”I’ll believe it when I see it.” The truth is the exact opposite. You will see it when you BELIEVE it.

There is no such thing as an overnight success. Do not let anyone tell you anything different. In order for your dreams to come true, you are going to have to work harder and smarter than you ever have before. Put together a success plan, and make that commitment to work hard at it..

On this Labor Day, let me encourage you to appreciate your hard work and contributions that you have made. We honor you and we celebrate the hard work and dedication of all individuals in every field. Celebrate your success and your victories along your journey.

Happy Labor Day to all of those who wake up early, work hard, and never give up. Your efforts are appreciated, and they are valued. You are on an incredible success journey and great things are going to continue to happen in your life. Celebrate that today and keep pursuing your dreams.

So take this day and remember the importance of rest and relaxation. Take a break and enjoy your time with your loved ones. Recharge your batteries as you continue your success journey. This is your rest day! Enjoy this day, because you deserve it. I wish all of you continued success!

Happy Selling,

David

As we bid summer adieu, and we look forward to the last long weekend of the summer, Yes, Monday, September 2nd, 2024 is Labor Day. The holiday will be celebrated by families around the country with picnics, barbecues, road trips to home depot for dishwashers and grills … and of course sports events.

 It is the last blast of the summer vacation season.

Labor Day is a federal holiday and I’m sure most all Government offices, schools, and businesses are closed. So as most of you who are familiar with my blogs know Fridays are reserved for an old-fashioned Dave Letterman top 10 list. Let’s look at the Top 10 things you might not know about Labor Day.

From the Home Office Why Not Mississippi

The Top 10 Top Things You Should Know About Labor Day

10. Labor Day in Canada began in 1872 in Toronto but quickly made its way south to the U.S.  Originally it began as a significant demonstration demanding rights for workers.

9. The first U.S. Labor Day was celebrated on Tuesday, September 5, 1882, in New York City, planned by the Central Labor Union.  The Labor Day parade of about 10,000 workers took unpaid leave and marched from City Hall past Union Square uptown to 42nd street, and ended in Wendel’s Elm Park at 92nd Street and 9th Avenue for a concert, speeches, and a picnic.

8. Oregon was the first state to make Labor Day a holiday in 1887.

7. On June 28, 1894, Congress passed an act making the first Monday in September of each year a legal holiday in the District of Columbia and the territories.

6. What are we celebrating? The contributions and achievements of the 155 million men and women who are in the U.S. workforce.

5. In the late 1800s the average American worked 12-hour days and seven-day weeks to eke out a basic living.  Children as young as 5-6 years old worked in factories and mines. Those some hardcore closers there.

4. The year in which the 8-hour day was firmly established was 1916 with the passage of the Adamson Act.  This was the first federal law regulating hours of workers in private companies.

3. Traditionally people did not wear white or seersucker clothes after Labor Day as it unofficially marked the end of summer.

2. The football season starts on or around Labor Day and many teams play their first game of the year during Labor Day weekend. Ahhhh. Football season is here…

And the #1 Thing You Should Know About Labor Day Is …

1. Labor Day is viewed as the unofficial last day of vacation before the start of the new school year (and mourned by students all over).  Stated differently, it is the Back-to-School kickoff (cheered by parents all over!).

So take some time during this last summer hurrah to relax, enjoy the family, and enjoy the end of summer! And be ready on Tuesday to follow up, close deals and make some money!  

Have a safe and happy weekend everyone,

David

We have all been gifted with a great power, and that is the power to choose. We all come to a point in our lives when we realize that reach a higher level, we need to make an important change. Perhaps you have been thinking about this for a while. Now is the time to make that change.

Every day will be the same until you make that change. We have two options. We can either step forward into growth or we can stay in our comfort zone. Nothing great comes out of staying in your comfort zone. You must have the courage to make a change.

It all starts with your mindset. If you change the way you look at things you will find the things you look at will change. Your attitude is what will make the difference. Once you have it in your mind to commit to making a change, you have to take the leap of faith and go out and do it.

Making a change requires taking risks. With risks comes rewards if you’re willing to make that 100% commitment. Life is short and goes by fast. You do not want to be in the fourth quarter of your life filled with regrets because you did not make that change.

It’s time to find the inspiration in your life to get motivated to take action. Inspiration is different for each of us. Inspiration is a personal thing, and it speaks directly to us. This is what gives us the power to inspire change. Inspiration will not find you. You have to find it. That’s how you know that it’s real.

You will find that when you are ready to make big changes, many obstacles will come your way. These are tests that will reveal if you are serious about making changes. You must resolve to persevere and not allow negativity to set in. This is why it’s important to surround yourself with positive people who will help you through the difficult times.

Visualize yourself achieving your goals. Identify a long-term goal and break it down into smaller goals. Create a vision board that can help you get started. You must know exactly what you want to accomplish. You have to have a target.

As you’re making changes, seek inspiration from mentors and role models. If you’re struggling in a certain area, find someone who has overcome similar adversities. Role models are a wonderful source of inspiration. They can provide wisdom and help you to make the necessary changes.

So today, no more excuses. Look at all the areas of your life and make a commitment to make some changes to improve. You are created for greatness and it’s time for you to reach your full potential.

Today is the beginning of something great for you. It’s not going to be easy, but it will be worth it. Find the inspiration to make the changes that you need to create a better life for you. I wish you great success!

Happy Selling,

David