They like their own…

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What You’re About To Learn: Learn how to present your ideas to others so it gets accepted. If you present it as YOUR idea, most won’t like the idea right off the bat.

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A very interesting lesson I’m learning the more I dive into the “sales” role in our company has been how to position my sales pitch. I’m using these strategies to close “corporate accounts” but the strategies are not different for your everyday life (I use these new findings with my friends and family all the time).

The basic lesson is that when you want someone to do something, it’s your idea, not theirs, right? Your natural instinct is to go in and “convince” people, to make a case for why they should agree with you.

You’re going about it the wrong way, just like I always did…

I’ve since learned the art of “leading people into my own decisions…”

Don’t Convince Someone, Lead Someone…

Think of it this way, how likely are you to buy something when it’s YOUR own idea rather than if it’s someone else hounding on you to buy it.

Or, how likely are you to “start exercising” because you have yourself decided you need to lose weight, rather than having your friend tell you that you’re fat. You’ll actually resent your friend rather than listen to them.

Same goes with every other decision you need someone to make - ESPECIALLY at work. Are you trying to convince your boss to do something? Well, good luck, you’ll likely have very little success.

The art of getting your ideas accepted…

Don’t come right out and present your idea and start defending it. Do the opposite. Ask probing questions, questions that lead to answers which obviously lead to your idea.

Great sales people are the masters at doing this with Yes/No questions.

Let’s Assume You’re Trying To Sell Someone Something…

Let’s say it’s a “sales team management” software. You call a client and want to initiate a sale. Instinct would be to start telling them about all the great features and all the problems it solves, right?

Try this instead…

Start the call by asking them questions…

Background Information:

-> How many sales agents do you have?
-> What do they currently do the manage their leads?
-> etc…

PROBING Questions:

-> Wouldn’t you agree that “managing your follow-up calls” is a big problem John?
* Notice how I didn’t ask “what are your problems” but am leading John towards talking about a problem I have a solution for.

* I’d like ask some follow-up probing questions to his answer based on his reply - always keeping the conversation pointing towards problems my software solves.

-> John, you’re saying that you your inefficiencies probably mean you forget to follow-up with 30% of your customers right? If you even closed 10% of those, that means you’re missing out on 3% of overall sales - I guess that amounts to about $100,000 in revenue PER sales agent?

Wow, really sorry to hear that, that’s definitely a problem and I can see why it hurts so much!

* Notice how I’m starting to get John to really THINK about the problem and how bit it really is in the sense of lost revenue.

-> John, you’re probably also having multiple agents calling the same people right?

* Leads to another feature of the software…

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Anyways, you get the point. The above questions are all LEADING to John thinking up his OWN solution. John will probably come out of this thinking - “Yea! Wow, if someone could just create some automated solution for this, I’d save so much money!”

Congratulations! You’ve officially GIVEN YOUR idea to John and he just sold HIMSELF.

I know I just used a business example, but think about it - you can use things like this anywhere with anyone.

The basic idea is to always “LEAD people into a decision that you want” rather than to ask them to “MAKE a decision on that you want…”

Being a fighter means having full control on the situations around you and being able to fight for your own ideas is a huge part of it.

Popularity: 8% [?]

I just talked about myself in third person like a crazy guy…

Anyways, I wanted to let everyone know that I have added a page where I talk briefly about my story and why I created IwillFight.com.

I also talk about some of the battles I’ve fought myself so you have a better understanding of where I’m coming from.

Finally, I discuss some of the future plans I currently have for this site. But, I really want your advice and opinions as well.

Click here to read more!

Popularity: 5% [?]

What You’re About To Learn: If you want to lead, you better make fast decisions and then stick to them. Don’t “waffle” and change your mind...

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It was such a powerful and fast call that I was in AWE after I put the phone down. I came stumbling out of my office and looked at the team and said “wow, no wonder this guy is so successful…”

I had a conference call today with a new acquaintance, but a very powerful name in our industry. I had set aside at least 30 minutes to do the call, going off of the convention I’m used to. However, within the first 10 seconds of the call, I knew I was talking to someone completely different and that this call was going to be unique.

A) No small talk - RIGHT down to business.
B) Talked in a VERY fast pace - It felt like I was trying to catch up to someone who is walking very fast.
C) Point 1, Point 2, Point 3…boom boom boom - That’s how the call went. No jokes, no small talk - get to the point and move on.
D) Yes/No decisions right there…

Just so you understand me, I am not insinuating that you should make “rushed” decisions, this person obviously knew exactly what decision they were making. Just because he made it fast did not mean he made a hasty decision.

What I really respected was that he didn’t “waffle” or “buy time” - he respected both his and my time to be straight and up-front.

There were 3 topics we discussed, two he was extremely interested in and immediately told me what the next steps were. One of them he was not and just as quickly said “no, I won’t be interested in that at this time.”

Others that I present this opportunity usually say “Ooo…sure, pass me the information and let me look at it, etc..etc…” - Not this gentleman, he knew right from the start. Even though he turned me down on the third point, I truly respected him for it and was impressed.

Learn To Think On Your Feet - Don’t Be Afraid To Say No

If you want to be successful, you have to learn to make fast decisions and then stick to them. The biggest curse a fighter can have is the “waffling mentality” where you go back and forth on one decision.

“I” still do this but am getting better about it day by day. Luckily I have many people around me that are firm decision makers, so when I start to waffle, they know how to get me back on track.

After my call today, I’m even more motivated to focus on making fast decisions.

Usually we’ll “waffle” or “buy time” when we know we’ll eventually reject something or say “no.” By nature, most of us don’t want to disappoint, so saying no is hard. That’s why we find ways to get around it. What we really end up doing is just wasting everyone’s time.

Instead of thinking of a “no” as rejecting someone, why not think of it “respecting their time enough not to pull their leg.”

Practice Making Hard Deadlines On Decisions And Sticking To Them

Here is an exercise to help you improve your decision making skills. For just one day, every decision you need to make from choosing your clothes to making decisions at work - assign a deadline to each decision.

I don’t mean you necessarily have to make important work decisions THAT day - but assign a deadline.

Commit to yourself that by THIS time on THIS day, you will make a final decision on something no matter what. AND, most importantly, you will NOT change your mind (of course there is always room for urgent exceptions, but only strict emergencies).

Not only do you need to learn to make fast decisions, but if you want to be a leader and be looked upon as a success you need to backup your decisions, stick to them and show confidence in them.

Popularity: 8% [?]

What You’re About To Learn: Why “smarts” is not your IQ or what GPA you carried in school. It’s how “resourceful” you are.

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Yesterday I had one of those moments when I had to once again place my ego aside and just admit that “I wasn’t the best thing since sliced bread, didn’t know this and needed some darn help on it.”

It seems that the more I learn, the more help I keep needing to ask for.

Isn’t that counter-intuitive? You would think that the more I learn, the less help I should need to ask for - well, guess what, you’re wrong and so was I.

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I’m only kidding about the part about being shocked that I needed help. As a matter of fact, I’ve been asking for help since as far back as I can remember.

> I was never the smartest kid in school but graduated in the top 10 of my high school class (not just top 10%) and the top FEW percent of my college class.

> I started a successful business while a Junior in college and never needed a job.

> I went from being so shy I could barely talk to my parents to now speaking infront of over 1,000 people without blinking an eye…

Am I just bragging? NO - I’m trying to get to a point.

The point is that the only reason I was able to do all these things is because I am the master at asking for help (sometimes to the point of down right laziness for not just figuring it out on my own).

By nature I never feel “stupid” or “ashamed” for admitting that I need help, I actually look at it as an opportunity to learn without wasting precious time making mistakes.

For example…

> To be in the top 10 of my high school class, I made sure to sit next to the smart kids (not to cheat, but so they could teach me). I also was friends with all of them, in their study groups (even borrowed their homework answers sometimes, haha jk).

> To start my business I found a forum online and asked up to 10 questions a day. I eventually found a mentor (and have had a few at the different stages in my life).

> To learn how to speak in-front of people, I asked my Marketing Director to teach me.

The list goes on…

(( This very website you’re reading is because others help me put it up, etc…)

The Smartest People Are The Ones That Are The Most Resourceful

To me, “smarts” is not your IQ or what GPA you carried in school. It’s how “resourceful” you are.

> How fast can you get a question answered?
> Who is in your network?

So, When Should You Ask For Help?

Always and any time you can. Pure and simple. I prefer not to waste my time researching and trying to figure out things that I know a 5 minute phone call can resolve.

If I need something that someone else can help me on, I ask. If they say no, fine, I ask someone else.

Trust me, there is ALWAYS someone you know or someone you know knows that can help you.

Your goal should not be to “know” as much as possible but rather to know as many “people” as possible - focus on expanding your personal and professional network and you’ll grow much faster than you would by spending that time in the library.

For Today - I challenge you to take 5 minutes to ask someone for help. Maybe call someone in your family is a great Italian cook and admit that you’re not a great Italian cook so maybe they can share their recipe?

Or, go to a colleague at work and ask how he/she stays so organized…

Anything - ask and see what happens.

Popularity: 5% [?]

What You’re About To Learn: The “Sunday Remedy” to kill any job burnout before it even starts!

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> Lying on your couch
> Pathetic TV series in the DVD player
> Unshaven, Unshowered (maybe even smelly)
> Beer cans lying around
> Half empty box of cold pizza (maybe even some wings)

What I just painted is a picture of what Hollywood has taught us to recognize as “pathetic” or a “loser.” Our minds are trained to think of a person doing those things as being depressed or unhappy.

Well, I have shocking news for you…I don’t agree!

Have you ever actually TRIED to just lounge for one day and do the very things you’re taught to discipline yourself not to?

A carton of haagen-dazs? A large pizza? Or anything that requires no thinking, lounging on a couch and laughing.

“Burnout” can be horrible and should be taken very seriously - VERY seriously. It not only makes you feel like crap, it leads to loss of motivation, loss of ambition and many times into quitting.

Of course, some times burn-outs are very serious and extend past the reach of cheap, short home remedies - but if you can catch it in time, the “Sunday Remedy” may be all you need!

The next time you’re feeling overwhelmed and at the edge of a burn-out, try the following steps (I know this will be funny and make no sense, but it works - trust me)!

The “Job Burnout” Sunday Remedy…

1. Take a Sunday off - Cancel EVERYTHING, no family time, no friend time, no lunch date/dinner date - nothing at all. Plan to not even SEE anyone.

2. Buy 1 Season of a TV series you like (I enjoy HBO’s Entourage) - This should end up being about 15-20 hours, more than enough. Make sure this is a show you really like or have been excited to watch. If it’s a show that frustrates you or bores you, the “Sunday Remedy” won’t work.

3. Grab a bottle or wine or some beer - If you don’t drink, just get some soda. I think it works better if you get something “unhealthy” that actually tastes good - this is not the day to think about diet or healthy eating.

4. Pizza/Wings/Hoagie or something like it - Speaking of diets, make sure to line yourself up with some great food. My personal favorite is pizza or wings. I also surround myself with chips.

5. Comfortable couch - Very important that you be comfortable, fix up the right temperature in the room, comfy couch, blanket, whatever it takes.

6. Unplug the phone - CRITICAL. You are not to answer the door, entertain friends, answer phone calls. The minute you do this, the entire remedy is at risk.

7. Sit on your big BEhind Yes, that’s right, just sit there, eat, drink and watch your TV show (knowing that you’ve got hours and hours of it on DVD).

This is probably the most confusing post I’ve made to date right? It feels weird that I would actually advise something like this. All I can say is that “don’t knock it before trying it.”

The very thing that Hollywood depicts as depression and “loserish” - I am going to be bold enough to say that it can be the best feeling in the world while being incredibly refreshing - try it!

Popularity: 9% [?]

What you learn today: A simple thing to say to yourself every time someone says no to you…

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6 years ago I took a job as a financial planner with one of the largest broker dealers in our area. This was my first time taking a “sales related” job and I was only 19 years old, but very motivated.

Trying to sell families and small businesses on using YOU as their financial planner when you barely have $500 in the bank is a very tough task so obviously I got shot down quite a bit when I pitched clients (I looked like a kid for god sake).

One Conversation I’ll Never Forget…

At that time my Marketing Director was more of a mentor and close friend, just overall a great teacher. I remember one specific day after our “staff meeting” I was very deflated and thinking about quitting.

My “boss” looked at me and just said this one line that I think was a turning point in my life for sales…

“With Every No You’re Closer To a Yes…”

If you think about it, that simple phrase has so many messages that make sense.

1. Persistence
2. Never give up or quit 
3. Rejection leads to success
4. Failure leads to success

I can literally keep going.

I came back within the next year and was the top sales agent in my region and age group - I was even being asked to speak at their regional events!

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Take a minute now to sit back and really think about this line - “With every no you’re closer to a yes…”

The next time you’re feeling down after having something bad happen, rinse and repeat that statement. 

Popularity: 12% [?]

What you learn today: Why “quitting” is a trap and how you might be quitting right BEFORE you succeed!

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I was in “Hot”lanta this past weekend to speak at a seminar. An hour before I spoke, I ran into a lady in the lobby and we struck a conversation. She was telling me her own “fighting” story about how she got to the seminar…

–> She was broke.
–> Had to fight her husband to get there.
–> Had already failed on building her online business a few times and everyone was telling her she couldn’t do it.

However, she said she REFUSED to give up and that she was going to keep “fighting” - her words, not mine (I don’t think she even knew that I run this site).

She Said Something Incredibly Profound…

As she talked and I practiced my listening skills I caught a quick statement she made that pierced straight to my brain and made me have an “AH HA” moment.

Here’s what she said exactly…

“I told my husband there is no way I’m quitting. Only 2 things happen when you quit. Either you quit before you ever even started OR you quit right before it became successful.”

Just take a minute to really think about that, if it “clicks” in your head, you’re going to have a serious moment like I did.

This woman (I wish I had written her contact information down) doesn’t know it, but she may have just changed the way I think about many things!

I’m not saying that you should never “throw in the flag” or “walk from a bad investment” - but if you really think about it, most of the time the only reason we ever “fail” is because we either never really truly started or we just didn’t try hard enough (a.k.a quit right before it became a success).

The last few days I have been walking around repeating that statement in my head and it’s truly motivational…

So, when’s the last time YOU quit something? Did you ever really even start? If so, do you HONESTLY think you tried hard enough and kept at it as long as needed?

Popularity: 7% [?]

What you learn today: The one “CD set” that I think has changed my life over and over (at least 8 times that I can count)…You can try it for FREE - Click Here…

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Alright before you think I’m one of those “self help weirdos” - hear me out. I also never bought into the whole “self-manifesting” or the “hypnosis” type exercises - thought they were blatant scams.

Then, in January 2004, not sure what encouraged me try Mind Aerobics (Try It For FREE For 30 Days), perhaps it was pure desperation and exhaustion of failure?

I bought the main CD set (the first of their many levels - Mind Aerobics 1) for just $79.95. The first day it came in I decided to pop it in to my CD player right before bed (you have to use headphones with this)…

Can You Commit Just 20 Minutes A Night Before Bed?

For a better mind, more prominent self-manifesting, clearer thoughts, more creativity and not to mention much better sleep…can you commit just 20 minutes every night?

The main workout is about 20 minutes short and I recommend using it before going to bed.

Unfortunately, in my experience, I have not always been very disciplined about using it. Even when I initially started it, even though I had amazing results, I quit after just 2 weeks (laziness). Then, when things got bad again, I re-started it and again, things got much better within a few days and AGAIN I’d quit in a couple of weeks…

I’ve played this game for 4 years now and I’m finally making a strong commitment - I will NOT quit this time.

So What Happened In January of 2004?

Basically I had spent a year online trying to make some money and everything was failing, one business failed miserably after spending 6 months on it! I was down and didn’t know what to do.

I *think* a friend referred me to Mind Aerobics to help me clear my mind. Click Here to try Mind Aerobics for FREE for 30 Days…

I started the sessions right in the MIDDLE of getting ready to launch a new site. Long story short, a week after starting Mind Aerobics, I had made more money in ONE night while sleeping ($300) than I had made in the past YEAR put together.

Yes, I give 100% of the credit to Mind Aerobics, I feel very strongly about that.

After that in the following 60 days I ended up making over $10,000! But, unfortunately, since at that time I felt that all the success was because of “me” and not some “stupid cd” I quit doing the program…

2 months into it business was slowing down again and I decided to give Mind Aerobics another try.

No joke, within 3 days I closed a Joint Venture with a big person in the industry and went on that year to make over $100,000+ thanks to that relationship. However, until recently, I can’t say I learned my lesson - I kept quitting and starting and quitting again.

By now, I’ve started and quit Mind Aerobics easily 8 times (purely out of ego initially and also laziness). I can tell you that EACH time I start it, I see an immediate impact and I always know it’s really because of Mind Aerobics.

Why I Recently Started It Again?

I had not used it for another year because “I’m so busy” but recently my head was in a major fog. I was having a hard time figuring out what to do next. I randomly came across Mind Aerobics on my shelf and decided it was time to re-start.

I listened to it before going to sleep, the very next morning I woke up with a “GENIUS” idea of what to do next.

Coincidence? I think not…

I’m not letting it go now - literally so many GREAT things have happened in the last 2 weeks, I’m NOT STOPPING THIS TIME.

Mind Aerobics is the most automated way to “attract good luck” that I’ve ever seen…

It Hypnotizes You!

The coolest part about using Mind Aerobics is that it works just how they say it will and it actually hypnotizes you (safely).

First - You start by relaxing your body and clearing your mind. It’s important that you LET your mind wander wherever it goes, DON’T give it any direction, just act like you’re taking a seat and watching the show.

Second - You may get some weird sensations - it’s perfectly normal, they actually feel good.

Third - Many (like me) will end up dozing off - this is the hypnosis part. The creator of the program told me that some don’t doz off, but you’re STILL hypnotized.

Unlike other hypnosis programs, this one does not require ANY concentration - the music in the CD does it automatically.

Fourth - You wake up right before the end. I never seize to be amazed by how I can fall into DEEP sleep, but I always wake up right around the same point in the CD (because the music is meant to wake you up).

Fifth - Put it away and go to bed. That’s it.

You don’t have to even think about it, it just works. Listen to it and put it away.

3 Different CDs Serve 3 Different Purposes…

At their website, you’ll find TONS of different options, they have specific ones for “finding love” or for “losing weight,” etc… I’ve never used any of those, I just do the main workout.

What I’m told is that the main workout (the CD I listen to every night before bed) is all-encompassing, it all just depends on what’s the most important thing on your mind that day.

The set that I recommend right away - “Mind Aerobics 1” is a set of 3 CDs. Through this exclusive deal with IwillFIGHT.com - you can try it for FREE for 30 days!

1. Main Workout - Listen to this every night, it’s literally like a gym for your brain. The more you listen to it, the more calm, resolved and “lucky” you get!

2. Stress Release - This is also an amazing CD I pop in any time I am stressed. It’s not as long and by the time I finish, I am completely stress free and can think straight again.

3. Super Focus - Are you having problems FOCUSING during work time? Pop this CD into your computer, grab some headphones and you’ll turn into a working machine!

I get 3 times as much done with this CD - no joke, I’m not exaggerating even one bit.

Based On Holosync Technology…

Here is an excerpt directly from the Mind Aerobics website that discusses what Holosync is…

“The principals of Holosync are based on scientific research first published in a 1973 paper in Scientific American called “Binaural Beats in the Brain”. The author, Gerald Oster, further developed the technology at Mt. Sinai Medical Center, followed by more pioneering work at research centers such as the Monroe Institute, Menninger Clinic and Centerpointe Research Institute.

Simply put, Holosync uses precisely engineered tones to stimulate the mind, in turn creating different combinations of alpha, theta, and delta brain wave patterns. The result is a number of positive changes in the brain…”

You can read much more at the website, it’s truly amazing technology - definitely has me convinced, over and over…

Listen, if you really want to increase your “luck” and start attracting a much better life while getting your head clear and about to think - invest the $79.95 and try Mind Aerobics, and yes, they have a money-back guarantee…!

Try Mind Aerobics For FREE for 30 Days - This is an EXCLUSIVE Deal with IwillFIGHT.com Only!  Click Here Right Now…

Popularity: 39% [?]

You can’t even imagine how shocked/excited/happy I was to hear that my good friend, Amit Mehta from SuperAffiliateMindset.com (an incredibly successful internet entrepreneur), donated $520 today (enough to sponsor the education of 4 kids for a year) after reading my post about my trip to Aseema.

Amit and I have talked about this trip before many times, but this goes to show you the power of blogging. It was not until he got a chance to see the pictures and read my experience and really “think about it” did he immediately take action.

This is the true mark of a fighter - Amit has taken his success and given back to allow 4 kids the same opportunity this year.

Thank you Amit - thank you very much.

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Remember, you don’t have to get involved with something non-profit through “money.” Lending a hand, volunteering - they’re all just as beneficial - just get involved.

Popularity: 6% [?]

What you learn today: The best way to improve your listening skills almost immediately & it’s not really “active listening.”

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“Active listening” is not really “good” listening - it’s more like “regurgitation” of what someone says. Active listening says that you should re-cap what someone says after they say it.

Not only is that awkward and annoying in conversation, just repeating someone’s words does not mean you heard them.

A good listener understands the meaning behind those words, the implications and the entire scope of the message that is being delivered. A good listener doesn’t just LISTEN, but he/she watches for body movements, facial reactions and everything else.

You combine all your senses and create a full picture of what is being said - THAT is “good listening” - ironically, 50% of good listening has nothing to do with your ears.

Forget All This, Go Back To K.I.S.S - Keeping It Simple Stupid

Today, I’m not going to tell you that you should immediately start understanding people better just by watching and listening to them. This skill does not come over night, it’s far more complicated than you think.

My goal is to give you a SIMPLE tip that you can put into place immediately and start IMPROVING your listening skills (rather than solving them over night)…

The Best Way To Start Improving Your Listening Skills…

Start with this simple exercise and just work on this for an entire month. It may be simple, but it’s not easy.

Some background: By default, as humans we have an inclination to want to speak. We want to share our thoughts/feelings. Most of us are never “listening” to anyone, we’re busy getting our responses together.

Think about it, you’ll agree - observe yourself during your next conversation. I bet you spend at least 80% of the conversation making evaluations and gathering your thoughts for a response.

Simple But Not Easy Exercise - Start NOW…

Let someone finish.

That’s it, I know it sounds simple, but try it - it’ll almost hurt the first time.

Make it a point to not say a THING at all until the other party is completely finished. I mean COMPLETELY finished, not a “pause.” Heck, maybe even wait for them to say “so…why are you so quiet? what do you think about this!”

Try not to doze off during this period, but for now, even if you do - fine. The goal right now is that you should just stop interrupting and butting in. Get yourself to stop wanting to hear yourself talk.

There you go - your assignment today, every conversation you have - walk away from it having said the LEAST you can and NEVER interrupt anyone (even during a pause), let them finish.

Popularity: 18% [?]