Author: David Matney

In the vast ocean of aspirations, there lies an island that many of us are familiar with. It’s called Someday Isle. It’s a place where dreams and goals are abundant, yet often remain untouched. You’ve probably been a resident here, perhaps without even realizing it. Someday Isle is where we tell ourselves, “Someday I’ll get my degree, lose 30 pounds, start a business, write a book, travel the world…”

But what binds us to this Isle? What keeps us anchored in the harbor of hesitation?

The truth is, many of us are waiting for the perfect moment, the ideal conditions, the absolute readiness to embark on our journeys. We wait for the stars to align, for the winds of certainty to blow in our favor. However, this wait is an endless one because, in reality, perfection is a myth, the winds are unpredictable, and readiness is a state of mind that often eludes us.

Here’s a secret that residents of Someday Isle don’t often hear: perfection is an illusion. The perfect moment is a mirage that recedes further into the distance the closer you think you get. The winds of opportunity will never be just right if you’re waiting for a gale to push you forward. And as for readiness? It’s not a starting point; it’s a milestone you pass along the way.

“The perfect moment is a mirage that recedes further into the distance the closer you think you get.”

This article serves as your permission slip, a one-way ticket off Someday Isle. It’s an invitation to break the chains of procrastination and the shackles of hesitation. It’s a call to action to pursue your dreams, not tomorrow, not someday, but today.

So, how do you leave Someday Isle?

First, acknowledge that you are there. Recognize the signs of procrastination and the excuses that keep you rooted in place. Then, make a plan. Start small if you have to, but start. Set achievable goals, create a roadmap, and take that first step, no matter how small it may seem. Remember, the journey of a thousand miles begins with a single step.

Embrace imperfection. The pursuit of perfection is often the biggest barrier to progress. Instead, aim for progress, not perfection. Learn to adapt, to adjust, and to overcome the hurdles along the way.

Most importantly, believe in yourself. You have the strength, the courage, and the capability to achieve your goals. Your dreams are valid, and they deserve to be pursued. So, shake off the doubts, the fears, and the hesitations.

Someday Isle is comfortable, familiar, and safe. But it’s also where dreams stagnate and aspirations wither. It’s time to set sail from its shores. Your dreams are waiting for you, not on some distant horizon, but here and now.

Remember, you’ve got this. Just get started. Today is your day. Make it count. Leave Someday Isle behind and chart a course towards your dreams. The world is waiting for what only you can offer. Don’t let another day go by anchored in the realm of ‘someday.’ The time is now. You can do it. Just get started.

Happy Selling,

David

Finding your reason WHY is the first step to finding success. Many people talk about success, but they don’t reach the levels they should. They may have good intentions, but they don’t have the burning desire to do whatever it takes to achieve their goals. This is why it is important to have a WHY.

You must figure out your WHY and your true purpose if you want to achieve success. If you don’t have a reason behind your actions, you are less likely to create quality results. With a strong “WHY”, you have all the motivation you need to move you forward to success. So, the question is, “What is your WHY?”

Let me encourage you right now to break out a sheet of paper and a pen, and at the top of that, write out the word “WHY”. In other words, what is your purpose? It must be strong and fill you with burning passion. Write it out and carry it with you everywhere. Feel it deep and promise yourself that every single day, you will live your purpose. Nothing will stop you. No weapon formed against you will ever prosper. When challenges come, this will remind you of why you began in the first place. Live out your purpose with zero excuses.

If you truly want to live a life of success, happiness, and fulfillment, you must find your purpose. Without a strong purpose, you have no reason to grow or improve your life. A person cannot improve their life if they have no reason to improve it.

You must have something that drives you. No matter what comes your way, this part of you does not change. The purpose that you set will never die. You will get knocked down and you will face many obstacles, but your purpose will lift you up every single time. When you have a strong “WHY”, you will do whatever it takes.

Let me get this out-of-the-way right now. You will be tested along the way. You will have storms in your life. There will be times when you want to give up, but no matter what, stay focused on your purpose.

It’s time to get fired up about your life. Your purpose is the one thing that will do that for you. It’s the one thing that will make you wake up early and inspire you to go out and make it happen each and every day.

Nothing’s going to stop you. You will do this no matter what. Your family is counting on you. Others are counting on you, and you are counting on yourself. This is your time. This is the beginning of the rest of your amazing life!

Get excited about your “WHY”! Your future depends upon it. Enjoy the journey and don’t look back. You’re not going that way. Keep marching forward with piles of smiles through the miles of trials. Let your WHY lead your way.

Happy Selling,

David

I’ve seen way too many people wait for everything to be perfect before they decide to take action. The problem is, they never take action. When an amazing opportunity comes, they are waiting until they become motivated or fully ready for it.

People make the mistake thinking that motivation comes before action. The truth is, that is a backwards way of thinking. Many look for ways to get motivated to exercise, to get up early or to stop procrastinating. The motivation may be good in the beginning, but shortly thereafter, the motivation fades and action stops.

It’s important to take small actions to keep the motivation going. The truth is, that action leads to motivation. Whatever you want to get motivated about, it’s important to understand that it all begins with action. It’s the action that comes first and then the motivation comes after that. How many times have you said “I need to get motivated to take action“? If you truly want success you have to change that phrase to “I need to take action to get motivated.”

In order to have success, it is important to have goals. We definitely want to set long-term and big goals, but when it comes to taking action, you must focus on the small goals first. The key to getting started is to have a simple plan to achieve those daily goals. Don’t wait for motivation. Take small specific actions to get started. Once you do that, you begin to build momentum and then the motivation naturally happens.

Remember that your feelings have nothing to do with getting started. Never wait until you feel like it. The motivation will always come from action. When you start taking action, motivation follows. If you only wait for inspiration, that’s going to be a problem which will stop you from having success.This is why routines and scheduling time for success are very important. Never wait until you’re in the mood. Put together a plan and stick to the plan. Write out your success schedule and make that part of your life.Get rid of all procrastination. If you wait for motivation first, you may never get started. You must start and then the motivation will follow.Action is the key to success. If you want to be a top level performer, you must take massive, determined action.

Going forward, never allow anything to ever hold you back again. Motivation is important, inspiration is important, but the most important thing is to simply just take action right now. If you feel like you’re not ready, take action. If you don’t feel motivated, take action. If you’re not inspired, take action. No matter what your feelings are, make the decision to take action.

You have an incredible opportunity at your fingertips. Don’t waste it! 

Do not procrastinate any longer! 

Do not make any excuses! 

If you want true incredible success, start right now, start right where you’re at and make the commitment to TAKE ACTION!

Happy selling,

David

We all know the world of merchant service sales is filled with people who couldn’t handle the demands and pressures of the job. Did you know that nearly 21% of the entire U.S. workforce is made up of salespeople from all different backgrounds, studies suggest that over 55% of sales reps shouldn’t be in their positions. These numbers may seem staggering to an outsider, but it wouldn’t take much to convince anyone who has spent significant time in sales that they’re accurate. The point  to all of this is that achieving success in sales isn’t as easy as most people think. There are tools, which help you make more money but ultimately it’s the salesperson’s responsibility to sink or swim. 

Real salespeople know this, and become frustrated with the general public’s misunderstanding of our career, and the way some people treat those of us who work in  this world of sales. Below is this weeks 

 From the home office in Ding Dong, Texas, Here are the

Top 10 Things sales Pros are Sick & Tired of Hearing.

10. I’m getting a better deal somewhere else – People love telling salespeople that they’re getting a better deal somewhere else. Sometimes it’s true, sometimes it’s a negotiating tactic, and sometimes they’re just plain wrong. But when a salesperson hears those words from a customer’s mouth, unless they have the ability to defuse the lame objection, the immediate reaction is to say “That sounds like a great deal, you should take it!”… Rookies.

9. You’re all dishonest – Believing that all salespeople are dishonest is like believing that all college grads cheated their way through school. A small segment of salespeople who conduct business dishonestly and unethically give the others a bad name, but most salespeople are simply hardworking folks trying to feed their families.

8. I’d be great at sales – Whenever someone who has never worked in sales says that they’d be great at it, salespeople cringe because the person usually has absolutely no idea what it takes to succeed. Just because someone is outgoing, or good at talking to people doesn’t mean that they could even survive in a sales role, let alone be great at it. Sales isn’t for the faint of heart.

7.  I don’t want to play games – Let’s be honest here. Any customer who says that they don’t want to play any games is about to start playing so many games with you that you’ll think you’re a supporting actor in one of those Saw movies. The types of people who talk like that are usually projecting their behaviors onto you, so don’t be surprised if when they say that, you’re quietly thinking to yourself  “Let the games begin.”

6.  Why didn’t you get an education? – People oftentimes incorrectly assume that salespeople are uneducated. While some salespeople don’t have college degrees, many of them do, and some even have advanced engineering or medical degrees as well. But even the salespeople who haven’t attended college become educated on their respective products, and the best of the best become experts and influencers in their space.

5.  But I read something different online – Some prospects and merchants are woefully misinformed about our services and products, and don’t believe salespeople when we try to help them understand. The internet can cause all sorts of misunderstandings when it comes to pricing, product information, and availability. The upside is that an educated customer has the intention to buy, the downside is that they oftentimes think they know more about your product and pricing than you do. Moral of the story, a lot of what read online are teaser rates and information to get you to respond.

4. Can’t you just give me a bigger discount or lower rates? – People always want a discounts and lower rates and you can’t blame them for it. But what you can blame them for is a lack of understanding that not only does the salesperson oftentimes have little control over pricing, but that we have bills to pay too! When someone asks for freebies, it makes you want to show up at their job during the day and ask them how they’d like to work for free.

3. I’ll definitely call you back – One of the first things a new salesperson learns is that the customer almost never, ever call back. Most people promise to call back because they don’t have the courage to let the salesperson know that they’re not interested, or are afraid of some sort of confrontation, but one thing is for sure: the overwhelming majority of people who say they’ll call or come back never do, and  like we discussed many times before most sales people never, never, ever follow up. sigh….

2.  Do you know who I am? – If you’ve ever worked in any customer-facing role, you’ll come across these type of people every now and then. Not only are they nearly impossible to please, they think that because they know someone, or work somewhere, or are someone’s relative that they are entitled to the world, and that all salespeople should bow before their majesty. Not going to happen, very quickly walk away.

And the #1 Thing Merchant Sales pros are Sick and Tired of Hearing…

1. I used to work in sales, I know all of the tricks – When a customer says this, it’s safe to say that they were probably the worst salesperson to work with, and probably didn’t know what they were doing. There’s a big debate over whether other salespeople are the easiest or the most difficult to sell to, and the answer is both. Good salespeople are the easiest to sell to because they understand the game, bad salespeople are the most difficult to sell to because they don’t.

So there you have Top 10 Things sales people are Sick & Tired of Hearing.

Did I miss one? Let me know.

Have a great weekend,

David

The role of a sales representative is not merely transactional; it’s transformational. To transition from a product-pitching merchant to a solution-provider, a sales rep must cultivate the right mindset before picking up the phone or stepping into a meeting. Here’s how to construct the perfect mental framework before making that sales call, and it all starts with belief.

Believe in Your Solution

Selling is not just about convincing a potential customer to buy your product. It’s about offering them a solution that can change their life or business for the better. Therefore, the first step in mindset preparation is to deeply understand and genuinely believe in the solution you’re offering. This belief will naturally instill confidence in your voice and mannerisms, making your prospect more likely to trust your words. If you truly believe that your product or service can solve a problem, that conviction will be contagious.

Believe in Yourself

Remember, you are not just selling a product; you are selling a part of yourself. Each sales call is a new opportunity to demonstrate your capability, knowledge, and commitment. Keep in mind that you’ve successfully helped people with similar problems before. Draw upon those past successes and let them empower your present. Believe in your skills, your training, and your expertise. Confidence in oneself is vital for a successful sales call.

Believe in the Power of “We”

Remember that you’re not alone in this endeavor. You represent your company, a collective unit that has successfully addressed similar challenges for numerous clients. The power of “we” gives you an added layer of credibility and support. This collective belief boosts your confidence and allows you to draw upon the strength and accomplishments of your entire organization.

Believe to Sell is to Serve

Selling is, at its heart, a service. When you approach a sales call with a service-oriented mindset, it changes the dynamic of the conversation. Instead of trying to ‘make a sale’, you are there to help, to solve a problem, to serve. This mindset puts the customer’s needs at the forefront and facilitates a more genuine connection between you and the prospect.

Believe Rejection Isn’t Personal

It’s inevitable in sales that you’ll face rejection. It’s crucial to understand that a ‘no’ isn’t a personal attack. Often, rejection is more about the other person – their needs, their priorities, or their circumstances – rather than a reflection on your abilities. It’s essential to separate yourself from the outcome of the call, see each rejection as a learning opportunity, and move forward with a positive outlook.

As you step into the world of sales, remember, every ‘no’ you encounter is not a dead-end but a stepping stone leading you towards your ‘yes’. Each call, each interaction is a unique opportunity to learn, improve, and perfect your skills.

Embrace the power of belief in your solution, your capabilities, and your business. Serve with sincerity, and never take rejection personally. It’s not just about closing a sale, it’s about making a difference.

You have the potential to transform businesses and lives with your service. You are a beacon of solutions in a world of problems.

So, pick up that phone, make that call, knowing you are equipped to make an impact. You can do it, and with every call, you are becoming better.

Remember, perseverance and a positive mindset are the secret ingredients to your success. Keep pushing forward, because the world needs the solution you’re offering. Believe in yourself, because you are more capable than you think. You’ve got this!

Happy Selling,

David

Sir Michael Caine, the British actor known for his roles in iconic films like “The Italian Job,” “The Dark Knight,” and “Going in Style,” once dropped a nugget of wisdom that has resonated far beyond the realm of acting. He said, “Use the difficulty. If it’s a comedy, fall over it. If it’s a drama, smash it.”

This is a life lesson that holds profound significance for people from sales to leadership to personal development.

The Philosophy Behind “Use the Difficulty”

The idea is deceptively simple: when life places obstacles in your way, don’t just try to remove them or sidestep them. Instead, incorporate them into your narrative and use them to add depth, texture, and momentum to your journey. In the realm of acting, this could mean turning a prop that falls out of place into a spontaneous moment of comedy. In sales, this could translate to turning a client’s objection into an opportunity to showcase your product’s unique features.

Comedy: Embrace and Exaggerate

Let’s say you’re in a sales presentation, and you accidentally knock over a cup of water. You could let the moment disrupt the flow of your pitch, or you could seize it to lighten the atmosphere. Make a joke, perhaps say something like, “Well, I guess I’m just overflowing with enthusiasm for our product!” Not only have you defused a potentially awkward moment, but you’ve also turned it into an opportunity for connection and levity, much like a comedian would “fall over it.”

Drama: Face It Head-On

In more serious situations, where humor won’t cut it, confront the difficulty squarely and use it to highlight your strengths or to bring attention to something important. Imagine you’re a leader facing tough questions about a recent setback in your organization. Rather than evade the topic or make excuses, acknowledge the setback openly and use it to talk about your plans for moving forward and the lessons learned. In doing so, you build trust and demonstrate resilience, turning a potentially damaging situation into a platform for renewed commitment.

Applications Beyond Acting

Sales and Leadership

If you’re in sales or a consultancy role, objections from clients can seem like a big stumbling block. However, consider them a gift. They offer a peek into what the client is truly concerned about. Address these concerns head-on and pivot the conversation to highlight how your product or service provides a unique solution. In leadership, each challenge can be used as a teaching moment for your team, fostering a culture of continuous improvement and mutual growth.

Personal Development

When we talk about personal happiness, it’s easy to see difficulties as roadblocks on the path to fulfillment. However, each challenge can be a stepping stone that allows you to grow emotionally and psychologically. The struggles you face teach you resilience, the art of maintaining your balance when the ground beneath you is shaky.

Taking it home

The “use the difficulty” mindset is a paradigm shift. It encourages you to view difficulties not as unwelcome intrusions on your path to success, but as integral parts of the journey. They are the grit that polishes the diamond, the resistance that strengthens the muscle, and the conflict that deepens the story. As you navigate the complexities of your professional and personal life, remember Michael Caine’s wise words. Don’t just overcome challenges—embrace them, incorporate them, and let them propel you towards your ultimate goals.

So, the next time you encounter a difficulty, ask yourself: Is this a comedy or a drama?

Either way, use it to your advantage and make it part of your story. Because as Michael Caine showed us, the obstacle is not just the way; sometimes, it’s the entire script.

Happy Selling,

David

So many people are looking for the secret when it comes to success. There are thousands of posts all over the Internet promising you the secrets of how to be successful. 

I have made it a habit to listen to inspirational videos each morning to start my day. Even the ads that come on will have so-called entrepreneurs ready to teach you how to become a millionaire with their secret formulas. Just send them the money and they will show you how easy it is. 

What I have come to learn over my career, especially after reading dozens of Internet posts about discovering the secrets to success, is THERE ARE NO SECRETS!

Let’s be crystal clear here. No matter what anybody tells you or tries to sell you, there is no such thing as a get rich quick scheme. You will not become a multimillionaire just by putting in a few hours a week, or even a day, into an opportunity. Part time effort equals part time results.

Here is my simple and philosophical theory. If you want to have incredible success, you have to be consistent and you must work smart and hard. You have to put in the time. Success isn’t always about talent or being great. It’s all about being consistent. If you put in consistent, hard work over a period of time, greatness will come. 

  Whether your goal is to be a top performer in the business world, getting in excellent physical shape, or becoming a better spouse, or parent, you have to put in the time and be consistent in your approach. When you do this and commit to the long-haul, your rewards will come.

Success takes patience, and a strong belief in one’s self. The desire to succeed is an important key to achieving big goals. Whatever opportunity comes your way, you must believe in what you do and the service that you provide. This will give you inspiration on a daily basis.

You have an amazing opportunity. The question is.. “What are you going to do with it?” Your opportunity can be life-changing. When you first begin, it’s going to be difficult. The truth is, most people give up and settle for a life of mediocrity. You are better than that! There will be times when you feel like throwing in the towel. That’s not an option for you. Never give up and never quit!  You have to keep setting goals, and you have to commit to continuous growth, no matter what level you achieve.

  If you were to survey top performers and high-level earners and ask them what their secret formula was, all of them will tell you that they never gave up. They worked hard consistently and they went after their dreams. It’s as simple as that.

Starting today, reevaluate your goals on what you want out of life. Take complete advantage of all your opportunities and go for it. Remember, there are no shortcuts and no secret formulas. You have the opportunity and you have the talent. It’s time to go for it and reach your maximum potential.

Use the GOYA formula, ( GET OFF YOUR you know what). Work hard consistently and don’t look back. 

Your future self will be thanking you. You’ve got this! This is your time! Go out and make it happen!

Happy Selling,

David

As you begin your success journey, the first step is to believe in your opportunities, but most of all believe in YOU. You must realize that you are born with incredible gifts and abilities to achieve amazing things.

Unfortunately, far too many people let self-doubt creep in, and it stops them from achieving their dreams. You can’t let this happen. As the song goes.” Don’t stop believing.”

We will all have times when we go through failures and challenges, which can eat away at self-confidence and self-belief. Failure is part of the process. The key is to learn from your failures and to keep improving. You must learn to believe in yourself more than you ever doubt yourself.

Start out by setting some goals on what you would like to accomplish in life and visualize yourself reaching these goals. You have to see it. You have to believe it and then you must never stop working to make it happen. We are who we believe we are.

Most people, when it comes to achieving success are looking for shortcuts and the easy way to make it happen. The truth is it does not work that way. It takes many years to become an overnight success. The time is going to go by anyway. I encourage you to believe in yourself and go out and make it happen. There are no shortcuts to success. You must believe in yourself and never give up.

Never listen to the naysayers. While you are on this journey and go through a season of setbacks, these people will be waiting there to say, “I told you so”. Never be Influenced by their negative mindset. No one can take away your self-belief without your consent.

As you make the commitment to start believing in you, you must get out of your comfort zone. Nothing great will ever come out of your comfort zone. You need to walk by faith and make a commitment to go out and make it happen. You will have fears. That comes with the territory. Be Afraid and do it anyway. If you start believing in you and make a 100% commitment to your success journey, your future self will be grateful.

Make a commitment today to start believing in you. You were designed for greatness and it’s time to achieve your dreams. Believe in you and take action right now!

Happy Selling,

David

Once you get out of your comfort zone and start taking risks, you learn to establish new goals and build fresh, achievable dreams.

Life feels secure and comfortable when we are living in our comfort zone. Finding the motivation to leave is difficult more often than we’d like to acknowledge. However, the more we stay in our comfort zones, the more chances we lose to truly engage with human experience. 

It requires willpower and a shift in perspective to learn how to step outside of your comfort zone. Each action you take to zone out of your comfort zone results in achievement, learning, and personal development. 

What Should You Expect When Coming Out Of Your Comfort Zone? 

Overcome the Fear Of Uncertainty 

Everything is predictable where you feel safe, which gives you a sense of security. Uncertainty confronts you whenever you consider moving outside of your comfort zone. So, even when you are aware that you have gone beyond your comfort zone, fear prevents you from taking action. 

A Desire For Comfort 

The comfort zone has a powerful draw, even when we wish to improve. People will naturally want to stay there because it is convenient and safe. However, being there also means never developing or evolving. We frequently overlook the danger of taking no chances. In other words, you risk missing out on the life you could have had. 

Have A Fixed Mindset 

When you think in terms of a fixed mindset, you convince yourself that you are incapable of performing or achieving something. As a result, you become less motivated to seek out opportunities to develop and learn new skills. Instead, you use your abilities as a justification to continue existing in your current position, saying things like, “I can’t do that” or “That’s not something I’m skilled at.” This method of thinking allows you to avoid difficulties and problems by keeping you in your comfort zone. 

Create Routine Habits 

Because our behaviour is ingrained, changing it successfully can be challenging. We fall into set habits as a result of repeatedly engaging in specific actions. The first step toward long-term behavioural change is a strong willingness to change. 

Regardless of how well you perform, getting out of your comfort zone and taking risks is where you learn to establish new goals and adhere to them. To push yourself out of your comfort zone, here are a few things you can do. 

From the Home office in Comfort Texas, Here are

The Top 10 Things To Do To Get Out Of Your Comfort Zone 

10. Talk To A Stranger 

Strike up a conversation with a total stranger! By doing this, you reach the learning zone and the fear zone simultaneously. And the best part is, you might leave the conversation having made a new friend or having learned something. 

9. Start A Creative Project 

One of the most enjoyable and fulfilling mental tasks you can do is creative work. Being creative involves taking risks and gaining knowledge in unfamiliar settings. 

8. Every Day Is A New Learning Experience 

Consider every day an opportunity to gain new knowledge. Keep in mind that only by moving outside your comfort zone can this happen. You can achieve this by consistently attempting to uncover ways to advance. 

7. Record Yourself 

It can be an introvert’s worst fear to appear in front of the camera. However, it can also aid in improving language skills and self-confidence. The secret is to engage in activities that you enjoy so much that you ignore the camera. It could feel a little awkward at first, but if you persevere, your abilities will probably progress! 

6. Compliment People 

Giving compliments can be challenging, especially if we’re not used to doing so. But if offered at the appropriate time, a thoughtful compliment can brighten the day. 

5. Reframe Your Anxiety 

Why not make a change instead of having to deal with your fear and tension over leaving your comfort zone? Remove the distinction between “good” and “bad” the next time you feel awful about trying anything new. Just seize the emotion and channel it into your newest and greatest pastime with ease. 

4. Coach Yourself Through New Uncomfortable Situations 

When going beyond your comfort zone, tell yourself motivating, uplifting things. To increase its effectiveness, use the first person and your name. 

3. Take Over A Stage 

In terms of public speaking, 77% of people experience some level of anxiety. Why not attempt going on stage to face your fears? Public speaking will help you overcome your fear over time and strengthen your neuroplasticity, enabling you to push yourself outside of your comfort zone in other spheres of your life. 

2. Practice Deep Breathing And Meditation 

As you inhale deeply, concentrate on letting fresh air fill your tummy. Imagine taking a confidence-filled breath as you do. Once you’ve absorbed all of this confidence, it won’t go away. You should exhale and do the same with your insecurities. Since feelings of worry, insecurity, or anxiety won’t be as distracting, this will let you unwind and genuinely enjoy life’s new challenges. 

And the #1 Things To Do To Get Out Of Your Comfort Zone is…

1. Find Your People 

The saying “It takes a village to raise a child” may be familiar to you. There is always a community in place to make sure that you are supported, whether you want to go kayaking, eat healthier, exercise, stop doing something, or start something. It is important that you surround yourself with people who support and inspire you as you take on this new endeavour.  

It’s safe, comfortable, and less stressful to live a life in your comfort zone. But as Nelson Mandela famously said, “There is no passion to be found playing small — in settling for a life that is less than the one you are capable of living.”

Your transformation and professional growth are the results of this. Leaving your comfort zone opens up new opportunities and creative resources for you to use as you go towards your growth zone. You can live the life you’re capable of living just by learning how to step outside of your comfort zone. Find what inspires you, then push yourself progressively. 

Have a great weekend,

David

As you may know, the best way to grow your book of clients is through referrals.  Getting your customers to offer them up is not always easy though.   Part of the problem is that sales people typically wait a few weeks or months before asking for them.  It is possible to get referred to new clients if you ask a lot sooner.  Try using the method below and you will see amazing results.

When you are signing the contract with the client offer them a rate reduction for every referral they give to you – regardless of whether or not they sign up with you.  You don’t have to offer a big reduction either –  just enough to be enticing.

For example:  If you are signing someone on IC+ at 40-50 basis points offer to reduce the mark up by 1 -2 BP for every person they refer to you right then and there with a maximum reduction of 5BP.  The client gets a reduction to 45 BP and you get 5 referrals.  Dual Pricing offer to lower the monthly fee$5 -$10 bucks a month, offer a case or 2 of free paper. The client gets a better deal and you grow your business faster!  That is an incredible deal for you if even only one of the referrals turns in to a client!

This is a win-win.  The client gets an additional rate/price reduction while you get referrals to more potential deals!

Be creative! Try this method in addition to our other proven referral techniques and you will be blown away by how much your business grows!

Happy Selling,

David