Latest Articles
  • Whatever You're Thinking, Think Bigger
  • You've probably heard the expression that "Life is a self-fulfilling prophesy." Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I'll bet it's true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service? Have you ever asked yourself why that is?
    By Mike Brooks - Published in Business on 20 Jun 2017
  • How To Increase Your Sales By Asking Questions
  • "Sometimes questions are more important than answers." Nancy Willard, American poet Jeopardy contestant: "Alex, I'll take prosperity for $200." Alex: "Answer: This will land you more sales." Contestant: "What is asking the right questions?" Alex: "Correct!" I can't help you win Jeopardy, but I can help you increase your sales by asking questions - but only if you keep reading.
    By Bubba Mills - Published in Business on 12 Jun 2017
  • General Patton On Singleness Of Focus
  • When I get in each morning, I look at my calendar of to do's, and as soon as I get started on one task, my email beeps, and I take on something else. Next, my assistant reminds me of an article or email I need to write, so I start that as well. The next thing I know, it's 5 P.M., and I haven't done any of my follow up calls, let alone prospecting. If you're like many other professionals I know, you can probably relate.
    By Mike Brooks - Published in Business on 02 Jun 2017
  • 3 Benefits Social Holds for ANY Business
  • The common wisdom is that your business needs to be on social. But why? What can social do for your business that traditional advertising and search engine traffic cannot? Broadly speaking, as this article shows, there are three benefits that social media holds for any business.
    By Steve Shaw - Published in Internet marketing on 31 May 2017
  • Hard Work Pays Off: I'm So Annoyed My Father Was Right
  • This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, "There's no substitute for hard work, Michael." And he used to practice what he preached. He was always the first one up in the morning, around 5am, and he wouldn't return until after 7:30pm. He would spend an hour or so chatting with my mom after dinner, and then it was time for bed.
    By Mike Brooks - Published in Business on 29 May 2017
  • A Kick In The Teeth May Be Good For You
  • When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career. While we never like losing a sale, sometimes when we do there can be some good that comes from it. There sure was the case for me. Here's what happened.
    By Mike Brooks - Published in Business on 22 May 2017
  • Want To Be An Entrepreneur? Start Here!
  • Want to be an entrepreneur? It's the first question everyone asks: where do I start? Well, if you want to be an entrepreneur but you wonder what's been holding you back, I have the perfect place to start: the mirror.
    By Bubba Mills - Published in Business on 09 May 2017
  • Why Qualifying For Timeline Is Important
  • Okay. So I've been in sales longer than some of my clients have been on the planet. I've made thousands and thousands of prospecting calls, and thousands and thousands of closing calls. I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide. You'd think that I would never get tripped up by or neglect the fundamentals of sales, right? Wrong.
    By Mike Brooks - Published in Business on 02 May 2017
  • Apps For Recording Your Phone Calls
  • Years ago, Stan Billue - the top inside sales trainer at the time - made a claim that every sales rep could double their income in 90 days by doing one thing. Intrigued (and highly skeptical), I listened to what he said next, and then challenged myself to do it. His advice was: Record and listen to your calls, every day, for 90 days.
    By Mike Brooks - Published in Business on 17 Apr 2017
  • Why You're Wrong About Phone Scripts
  • Next week, I'll be presenting two breakout sessions at the Microsoft sponsored AA-ISP's Leadership Summit in Chicago. I'm going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts.
    By Mike Brooks - Published in Business on 12 Apr 2017
  • X Marks the Sale: How Gen X Can Make You Richer This Year
  • You'd do well this year to remember the forgotten generation ... that's what Generation X has been dubbed. But these folks, ages 37 to 51, are the only generation to buy more homes in 2016 last year than it did in 2015, according to a new National Association of Realtors' (NAR) report.
    By Bubba Mills - Published in Business on 06 Apr 2017
  • The Well-Fed Fox: How Focus Gets You All the Rabbits You Want And Makes You Happier At Work
  • If you take one thing from this article, let it be this: If you want it all, focus on one thing at a time. Sure, you may not get the first rabbit as fast as you'd like. But when you put your full effort toward that rabbit, you'll have a much better chance of catching it. And when you do, you're proud, you're more confident and most importantly, you're nourished with enough energy to catch the next rabbit.
    By Bubba Mills - Published in Business on 06 Apr 2017
  • Spring Training for Realtors
  • "The fight is won ... long before I dance under those lights." Muhammad Ali I don't know all the reasons why Muhammad Ali earned the nickname, "The Greatest," but I know one of them for sure. And his quote above says it all: he had the fight won before he even fought. All because of one simple word: preparation.
    By Bubba Mills - Published in Business on 01 Apr 2017
  • Managing Millennials
  • Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today's environment of motivating, encouraging and driving performance from the "so-called" millennial generation, there is even more to balance.
    By Mike Brooks - Published in Business on 28 Mar 2017
  • Let the UConn Lady Huskies Teach You How to D.U.N.K. in Your Job
  • Let me save some of you some time. If you don't want to be better at your job, please move on to something else. Good. Now that I have people who appreciate the idea of winning with me, let's continue. And when I say winning, I mean winning at an entirely new level. The kind of winning that makes jaws drop. This article is about reaching the absolute pinnacle of achievement - a pinnacle so high that we have to stretch the English language.
    By Bubba Mills - Published in Business on 15 Mar 2017
  • How To Handle: I Looked It Over And Not Interested
  • Don't you hate it when you get back to your prospect, you're ready to give a great pitch, you need the sale, and...and....they tell you they looked it over and they're not interested! Wait a minute! You want to scream. Just give me a chance....
    By Mike Brooks - Published in Business on 11 Mar 2017
  • The Five Second Rule
  • Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life. And like gravity, you don't have to believe in it for it to always be working in your life.
    By Mike Brooks - Published in Business on 01 Mar 2017
  • We Can Do It!
  • The exciting thing, though, is that a "can do" attitude is contagious. When you infect a whole team, a whole company, a whole family with a "can do" attitude, a lot of exciting things begin to happen. I always think of the impact one runner had on the world's performance once he changed everyone's attitude with his own accomplishment.
    By Mike Brooks - Published in Business on 18 Feb 2017
  • Be Ready for the Millennials or Be Ready to Find a New Line of Work
  • Sometimes you have to adjust your strategy to win. And one group you'll need to adjust for is coming over the proverbial hill: millennials -- those born between 1981 and 1997. And yes, they're riding Shetlands. Put more simply: they're different. And if you understand those differences -- and adjust your aim -- you and your bottom line will be just fine.
    By Bubba Mills - Published in Business on 10 Feb 2017
  • You Can Do It
  • Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I'm sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners.
    By Mike Brooks - Published in Business on 07 Feb 2017
  • Tom Brady and Lessons for Sales
  • Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best of the best. The article I read last week, yet again, provides a big lesson for all of us in sales.
    By Mike Brooks - Published in Business on 31 Jan 2017
  • Sales Advice from Pablo Picasso
  • I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: "Learn the rules like a pro, so you can break them like an artist." You're probably wondering what that has to do with sales, and it's simple: Most sales rep's instincts are to adlib when they get an objection or when they get into a sales situation that isn't going their way.
    By Mike Brooks - Published in Business on 21 Jan 2017
  • The One Important Buy-In Question (You Better Be Asking)
  • Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks - in L.A. and Oakland - it rained! My wife tells me I can no longer say it doesn't rain in CA. It does, and I was there! While preparing their training programs, there was one important similarity that I think applies to any sale.
    By Mike Brooks - Published in Business on 14 Jan 2017
  • 5 Ways to Ask for What You Want in Business
  • If you find it difficult to ask for help, you're in good company. Most of us don't ask for what we want or need for fear of coming across as pushy or on the take. While I completely understand this fear, the opposite is actually true. When a prospect has a genuine need or desire for your service or product, telling them exactly what they need to do saves them a huge amount of time and energy.
    By Justine Clay - Published in Business on 11 Jan 2017
  • My Favorite (Brian Tracy) Goal Setting Technique
  • If you are feeling a bit overwhelmed with setting goals in each area of your life, then you're not alone. I've been goal setting for years, and while I (and the rest of the world) may get pumped up by all the wonderful things I'm going to accomplish and all the changes I'm going to make, what I've learned is that there is only so much time.
    By Mike Brooks - Published in Business on 30 Dec 2016
  • How To Conveniently Straighten Your Teeth
  • Clear braces are suitable for you if you need to have your teeth straightened but you are worried about how you will look. You may be concerned that your career may be affected especially if your work involves meeting with many people. The clear braces will allow you to go through treatment without having the stigma of people staring at you. Students can also wear clear braces if they are self-conscious about their looks.
    By Nino Gullotta - Published in Business on 29 Dec 2016
  • Designer Baby Girl Clothes: Tips For Mommies
  • Baby girls' clothes are often so adorable. What's even better, the fashion world has a lot to offer your baby girl. Fashion trends keep changing, and fashion lovers who want their babies to stand out from the rest always try to keep up with the latest, to ensure their kids get great designs and top quality as well. However, this might be a little bit confusing given the availability of many popular brands in the market.
    By Alexandra Riggs - Published in Business on 29 Dec 2016
  • Safety With Aluminum Pool Fencing
  • One thing that most pool owners can agree on when it comes to safety is that a fence needs to be installed that meets safety standards. Aluminum fencing is one of the easiest materials for the do it yourself homeowner to install without professional assistance.
    By Leeanne Kunnert - Published in Home & family on 23 Dec 2016
  • Top Reasons To Choose Shrink Sleeve Labels
  • What efforts are you making to ensure that your product is standing out amongst your competitors? One way many product manufacturers consider is to re-design your products existing label. Shrink sleeve labels are a new style of label that has recently become popular when designing custom product labels.
    By Leeanne Kunnert - Published in Business on 23 Dec 2016
  • Is It Time To Replace Your PC
  • We get asked all the time if clients should replace their personal computers or if it is worth repairing. Many of us get used to the quirks of our own computers. Over time we know what works and what doesn't. We know when to wiggle the connections and when a simple reboot will reset the system.
    By Leeanne Kunnert - Published in Computing on 23 Dec 2016
  • Success In Expanding Medical Facilities
  • Medical facilities are in a constant state of growth. Centers that continue with the status quo path become stagnant. It is imperative, for services to continue, that facilities keep up with the changing treatment options technology offers patients.
    By Leeanne Kunnert - Published in Education on 23 Dec 2016
  • How To Select A Suitable Home Ventilation System
  • A good heat recovery ventilator can recover up to eighty-five percent of the outgoing air. In very cold weather, frost can easily accumulate at the center of heat exchange. The ventilator is built to deal with this problem by shutting out the cold incoming air for some minutes. It allows the warm air to run through the exchange center until the frost melts away, then ventilation continues normally.
    By Matt Reardon - Published in Home & family on 22 Dec 2016
  • How To Identify The Right Ventilation For Your Sub Floor
  • Normally the fans are installed in strategic positions so that a cross flow of air is created. This is where the fans that are to bring in fresh air are placed on one side and the ones that expel the moist air are placed on the opposite side. Alternatively, a fan can be connected to a pipe so that the air is expelled to the outside through the pipe.
    By Matt Reardon - Published in Business on 22 Dec 2016
  • How You Can Benefit From The Right Sub Floor Ventilation
  • The right amount of sub floor ventilation will ensure that excessive heat loss does not occur when the moist air is expelled to the outside. This means that your home will remain warm as the moist air is pushed out. It does not cost much to maintain the fans which are installed in your under floor. You can use a timer on the fans to ensure that you do not have to incur unnecessary costs.
    By Matt Reardon - Published in Business on 22 Dec 2016
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