by Steve Wolf | May 3, 2014 | Business, Health & Wellness, Lifestyle, Mental, Spiritual & Mental, Travel, Wellness
In about a month (June 13 to be exact) I am turning 30 years old. It seems that even though I have arrived at this point in my life with a nonchalant free-spirited attitude not giving any real weight, worry or concern to the age milestone, people around me seem to think that it is a huge life changing event. I never really understood the phenomena of people getting anxious each year they grow older. For me, I have always believed in the buddhist ideology that our body started dying the day we were born and more importantly that this (life) is all temporary. I also did most of my radical changing in the early parts of my 20’s. Meaning that from where I am sitting today, I have direction, purpose and drive and I am not nearly as impressionable as I was at 22.
Before I go off on a philosophical rant about my metaphysical beliefs in modern Tibetan Buddhism, lets just agree that it’s impossible to get younger, all we have is the body were given, and one day, like it or not, I am going to physically DIE! I cannot change these things no mater what I do, therefore for me to get upset that my body is getting older is about as crazy as crying because the sun keeps coming up every morning.
So why is turning 30 such a big f&^%ing deal. Well, depends on who you talk to me. For me, the only real mile stone that I set out to accomplish by 30 years old was that I would stay sober (as I have been since 16 years old) and that I would be a millionaire. Fortunately I am still sober after 13 years and counting, but I haven’t quite made my first million dollars yet, but I’ve done ok. Perhaps just because we’re 30, we fill its high time we get our shit together. All my friends seem to be getting married, having babies and doing the things “adults” do. There is nothing wrong with that. Some of my friends refuse to do this as for me, I have always been open to it. In fact I look forward to getting married and having kids of my own to indoctrinate in to mini me’s! For fun I took a list that I found on Buzzfeed.com entitled “30 signs you’re turning 30.” and added my own twist 🙂 Enjoy.
You get carded, and your first instinct is, “AWESOME, then your annoyed.
Instead of drunken party photos, your Facebook friends are all about the baby pics.…and marathon times.
Chicks you used to fantasize about got old, married, had kids and seem more like your mom did 5 years ago.
You have 10,000 business cards from old jobs that you have no idea what to do with.
You find celebs who are in their early thirties and think, “There’s still hope, or it’s time to switch careers.”
You’re getting increasingly scared to check your credit score.
You’re seriously thinking about getting a dog. No, having a baby. No, definitely getting a dog.
When you do drink beer, it’s not Spuds choice, it’s Imported or micro-brewed locally from organic hops.
You’d rather pay a little more for a “nice, clean” hotel room than cram into a hostel with 12 of your friends.
Everything cool is being marketed to people younger than you now.
You’ve definitely lost the enzyme that lets you digest Taco Bell.
There’s an increasing number of musical artists you haven’t even heard of.
You realize your parents were your age (or younger!) when they had you, and you start cutting them some major slack.
Teen slang words like “YOLO” makes you viscerally angry.
An 11-year-old has to show you how to do something on your smart phone.
When you watch teen movies/TV shows, you find yourself siding more with the parents than the kids.
The Punk-rock scene is truly done.
by Steve Wolf | May 3, 2014 | Business, Giving Back, Health & Wellness, Lifestyle, Mental, Money, Spiritual & Mental, Travel, Wellness
(You are reading part 2, to see part one, click here.)
Turning 30 isn’t going to be all that bad. I’m not dreading it, I am embracing it. There are so many great people who had success after 30.
The Entertainment Industry.
The Oprah Winfrey show didn’t debut until she was 32. Sylvester Stallone didn’t make Rocky until he was 30, and was in a porno to make ends meet while shopping the script around. Dick Van Dyke and Gene Hackman didn’t get their first major roles until their mid-thirties. More recently, The entertainment industry recognized Jon Hamm, J.K. Rowling and Tina Fay’s talent all after they hit 30. Vincent Van Gogh had his first art exhibition at 32.
Suze Orman started out as a waitress and held that job until age 30. And she didn’t publish her first financial book until age 44. Nowadays, she’s sittin’ pretty as one of the most-trusted voices in the world of personal finance. If Ray Kroc had quit pushing the ideas of serving a billion Big Macs world-wide, McDonalds wouldn’t exist. If he quit trying before the age of 52, he never would have created one of America’s best-known restaurant empires. He kept at, working day in and day out at his restaurant until he died. While Dave Ramsey thought he’d figured things out in his 20s with his $4 million real estate portfolio, he lost it all by the time he hit 30. A few years later, he found his passion in financial counseling, and today his books and radio show have millions of dedicated fans.
When it comes right down to it, Age really is just a number. I believe I am going to live to 100 anyway so who cares, Im 20 years from my half way point with so much life to live. I get sad when I come across people who have thrown in towel because they feel like they missed their window or something in their 20’s. It’s so far from the truth.
Sure, if I could go back, I would have made some different goals knowing what I know now. Who wouldn’t? Making a million dollars seemed really cool at 22 but I never understood or realized all of the liability and responsibility that comes with that. I would write that goal much differently now, something like “make enough money so I don’t ever have to be in debt or depend on anyone to support myself having enough left over to help friends, family, and people in need when possible.” Despite all of my shortcomings, or what I should or shouldn’t have done, the goal now is to create enough abundance to be happy and get my time back.
Regardless of what you have or haven’t accomplished, it’s not over. The journey truly is just beginning. I would take years of experience over raw talent and crazy ambition most of the time these days. I sacrificed a lot of relationships in my 20’s chasing a dollar and losing sight many times about what was really important. The last 3 years of my life have been the most gratifying years so far and they are nowhere near what I set out to do 10 years ago. In fact, if you told me 10 years earlier where I would be now, I would have gotten upset, and depressed because the only way that I measured success was by the size of my bank account, and if what ever life you told me I would have had didn’t involve me being filthy rich, I would have gone a different direction.
So what now. Where do we go from here.
Well I know what I am going to do. They’re wont be all that much of a change for me. I am well on my way to doing some incredible things in my life. I have great business opportunities that I have started in the last year. The first one being my tech start-up (Roommatefax.com) and the second has been learning to trade the FOREX market. As far as hobbies go, I have always maintained a work-hard-play hard mentality, So I picked up skydiving 2 years ago as well as training MMA (Krav Maga). I am in the best shape that I have ever been in my life. I don’t smoke, I don’t drink, I eat healthy and I exercise regularly.
After living a little here on earth for a little while, I have come to understand some things about life. Most of which I recently published in my latest book The Young Entrepreneurs Guide To Life. I just want to live my life to the fullest. I want to experience and see as much as this world has to offer while I am alive and kicking. I will never stop seeking. To me, business is just another adventure. I have had jobs here and there but they were always stepping-stones to get me to a place where I would take my life back, live it how I wanted too. As an entrepreneur, I get bored and need to switch projects it seems about every 2 years. This is very bad for job security, but great if you love starting new things.
Money comes and goes. I have learned that it is a tool, that’s all, it’s only emotional if you don’t have enough of it. If getting it ruins your relationships, you’re doing it wrong. I’m looking forward to enjoying what I have now. The potential of marriage, kids one day soon. Seeing places in the world I have never been too and accomplishing things to better myself physically, spiritually, and in business. These are all things that I am looking forward too.
So all in all, turning 30 is going to be great. I have done a lot of big things in my 20’s. I failed in some areas, and absolutely dominated in others, these days I just want to enjoy the journey, and go for happy instead of being right or “winning.” Remember that the only thing to dread or fear comes from your own inability to accept the reality of your situation good or bad, and then doing something to better it or make it worse.
Go lose 10 lbs if it will make you feel better. Take a trip to South East Asia if you have never been. Buy a nice car if you have never had one before, but just be real about it. Honor those who love and support you. Remember where you came from and all the shit you have been through to get to where you are. Don’t lose perspective, gain it, be a wolf, go hard, and most importantly follow your heart. Fuck what society says or thinks you should do some random age, I’m trying to live more and more like a kid the older I get. I will never conform, and no matter how up and down the roller coaster of life takes me. I choose to have fun and a good attitude about everything as much as possible regardless of what type of shit gets flung at me. Maybe you should too! Stop worrying and start living.
So if you’re approaching 30, and you have some anxiety, don’t worry, there is plenty of life to live and I hope I have alleviated some of the worry and concern with this post!
Now let’s go celebrate!! Happy 30 everyone.
by Steve Wolf | Apr 15, 2014 | Business, Giving Back, Lifestyle, Mental, Money, Spiritual & Mental, Wellness
Being in debt sucks, you should get out of it. America is HIGH on credit cards, loans and just living way beyond our means in general. It’s got to stop because it’s simply a vicious cycle of madness, and will only end if you make the personal choice to do it in your own life.
“When you get in debt you become a slave.” -Andrew Jackson
It has been a long time coming for writing a blog on this topic. I write a lot about life-style and ways to accumulate wealth, but there is another side to the wealth coin and that side is DEBT. We all know what it is because at one time or another we have all been in it. For most people I meet, being in debt is a part of everyday American life that 99% of Americans live in day in day out. The other 1% owns all the wealth, and we can’t get to where they are because they are the ones lending the money 🙂 Imagine if we lived in a world where you couldn’t get a credit card or a loan. Think of how different the world would be, how much stress would be lifted off of you or your loved ones. What if you woke up tomorrow and you were magically at $0. How would that change your life? Here in America, we start getting credit card offers weeks before we turn 18 years old, with banks enticing you with instant gratification telling you to buy now and worry later. Sadly it has become a way of life here in the U.S. and I believe it will ultimately lead to our downfall. The powers that be do an incredible job keeping us in a constant state of denial, and for good reason too, because it’s hard to sell you on the idea of being ok with getting in to debt if they actually told you what you were really getting yourself in to.
Let me throw a couple of stats at you real quick on the US debt situation, then we will get in to your shit! * As of April 1, 2014, the official debt of the United States government is $17.6 trillion ($17,578,141,920,036). This amounts to:
- $143,543 for every household in the U.S.
- 103% of the U.S. gross domestic product.
- 559% of annual federal revenues.
- $55,372 for every person living in the U.S. (not including Americans Individual’s personal debt which is indicated below.)
U.S. household consumer debt profile:
- Average credit card debt: $15,191
- Average mortgage debt: $154,365
- Average student loan debt: $33,607
James Quin from financialscense.com writes: “The average hard-working, taxpaying American has been enslaved in debt of such proportions that they will never be able pay it off. Your share of the $17.6 trillion National Debt is now $55,372, and growing by $4,500 per year. Your share of the future unfunded liabilities, created by the people you elected, is approximately $350,000. This crushing burden is in addition to the $13.8 trillion of mortgage, credit card, student loan, and auto loan debt Americans have accumulated in the last three decades of delusion. Forty percent of all credit card users do not pay-off their credit card every month and carry an average balance of $16,000 at an average interest rate of 15%. Good to see the Wall Street banks passing along some of their 0% borrowing windfall to their “customers”. ” So what does this all mean? Well it’s simple, as a country we’re F*&%ed. As an individual, you may have a chance for redemption if you choose to take the hard road and opt out of the vicious cycle, but it won’t be easy. In this blog, I am going to share with you some of the key ideological changes I underwent as well as the actions that I took to get my debt managed, and eventually paid the f%^& off. If you do exactly what I tell you to do in this blog, you will be well on your way to getting out of debt for GOOD! I will explain how to cut your interest rates in 1/2 if not more. Here are the steps.
1. Stop the bleeding – Ok, if you are serious about doing this, it’s time to make some hard decisions. I don’t mean like you need to tighten your belt a bit and cut back a little, I’ll equate this to a obesely overweight person that needs their stomach stapled, and triple by-pass heart surgery to stay alive. This means fire sale time. You go through your house and collect everything of any value that you don’t use. My indicator is: unless it’s a seasonal item like a snowboard, if it hasn’t been used for 6 months, sell it, thrown it out or give it to goodwill for a tax credit. Anything you own two of needs to be reduced to only one, after all, why do you need 2 anyway? This includes big ticket items like cars, motorcycles etc. Next you need to look through your bank statement and find any subscriptions or monthly reoccurring charges that you don’t use on a regular basis. For example, expensive gym memberships, magazine subscriptions etc. Be vigilant, we are talking about things you don’t absolutely need, if you need your gym membership, I”l tell you how to save on that later on, but for now, just follow the directions. If your a person like my mom who needs to hold on to everything, than you need a close friend to help you through the process like a drug addict needs a sponsor to keep them in check, you can’t be trusted.
2. Reality Check – Time to get out of denial and face the truth. Gather all the statements of debts you have. College loans, car loans, credit cards, mortgages etc. Then start an excel spreadsheet to lay it all out. I’ve included the one I used that gave me a clear picture of what I owed and the percentage rates I was paying. (StevenEwolf.com Debt Worksheet). Once we have it all laid out on paper we have “THE NUMBER” meaning the price you will have to pay for freedom. For me that number was $160,000 in 2010, and I got it under control without a bankruptcy or credit help bullshit company. It can be done, if I can do it, you can too.
3.Budget time – Here is where you sit down with your loved one, or by yourself if your single and simply find out how much you are making and how much you are spending. To get an idea of this, I strongly suggest you use a budget program like Mint.com. I used mint.com and still use today to mange my income, expenses and investments, it does all that for you in one simple program by collecting all your financial data and putting it in one easy place for you to see and manage. It will give you a snap shop of your current cash vs. debt as well as up to date information about every asset and liability you have. It will also allow you to create a budget based on your income so you can track and see exactly how much you are spending and what you are spending it (or wasting it) on. This can only be done once you figure out what your income is. If you are like me, and never had a constant pay check, this will give you data collected over a period of time to help you balance out your income as you receive it.
4. Savings Strategy – What is savings you ask, well that’s money that you don’t spend, something that is not a familiar practice to my generation. Here is what it needs to look like, I’ll give you an example for an income of $5,000 per month. (I adopted this practice from the book The Richest Man in Babylon & Secrets of the Millionaire Mind and customized it to fit my needs to get out of debt and build wealth)
*****Note, a tax savings account is necessary if you are a 1099 guy like me, if not don’t worry about, the government steals it from you already every pay period at your W-2 job. So for the sake of this example Red will indicate W-2 Person, and Green will indicate 1099 person.
Total Income $5,000
-20% ($1000) in to separate bank account specifically set aside for taxes. Capital1 – 360 gives you free Savings and Checking account with no minimums or ATM fees, that pays you a .75% yearly APR yield (5 times national average). If you follow this link to the right and you will get a $50 referral credit just for signing up through my link! (You see, pays to read my blog!) So do it NOW!
50% of whats left after taxes ($2,000) ($2500) Goes in to you spending budget. This is to be used to pay the mortgage/rent, gas utilities, car payment, food etc.
20% Goes in to savings. ($800) ($1,000) // This is money that you will invest in to something later, but don’t worry about that just yet because you don’t have any money yet, so just save it and if you are in serious debt, all of this money will go to pay off debt starting with high interest credit cards and loans 🙂
10% Goes in to the “emergency/big ticket item fund” ($400) ($500) // This is money for a new car or a trip, something you may want but don’t necessarily need so if shit hits the fan you can use the cash to get you out of a pickle, but the hawaii trip is not gonna happen this year as a result of it.
10% Goes in to the “Play” fund ($400) ($500) // This is your money to blow on what ever you want.
10% Goes in to the “Charity/Education Fund” ($400) ($500)
4. Budget Review – By following the example above you easily get a hold on your own personal spending, not lets cut some more monthly costs. Time to sit down, look at everything you decided to keep: memberships, subscriptions etc. If they don’t fit in to your budget, you need to cut back even more. It is however worth calling all of the entities and seeing if you can reduce the membership costs. I called my gym, they cut my membership rate in half, then I called some magazine I subscribed to, they gave me a year free, then the cable company, then my cell phone provider and so on. By the time I was done calling every single entity that I had a subscription with, I managed to hang on to one or two things I would have had to get rid of by just calling them and asking for a discount. Once you have accomplished getting this all together and knowing that you are at least not going negative every month, we can go to the next step.
5. The Credit Card Shuffle – Ok let do some plastic surgery. First pull out that debt sheet that you have downloaded from above. Remember the one where you wrote down the total amounts you owe. Ok, now pull out all of your credit cards and start calling each one, here is what you need to find out, and do this exactly like I tell you to here!
1. Call the CC company and find out what you actual rate is on the card.
2. If you have balanced transferred money or have a promotional rate of some kind, find out the rate and when the promotional rate ends and then indicate it on the sheet just like the example I have set out.
3. Ask the customer service agent if they can lower your rate. If they say no, ask them if they can waive this months interest charges as a courtesy. Most companies will do this at least once per year.
4. Ask them if they have any promotions on Balance transfers, don’t do it yet just find out if they do. (It’s usually 0% for 6-12 months or 4.99% for 18 months. They will charge you between 2%-5% to move the money)
5. Repeat this step until you have called every single one of your credit cards and recorded the information on the sheet provided. Now that you have an idea of how badly you are being raped by finance charges, we can start the shuffle. Looking at all of your existing credit left on cards, figure out if it would make sense to transfer balances to cards that have room. Take in to consideration that it will cost you money to move the money, so if the benefits of savings don’t outweigh the costs to move the money or you simply don’t have enough credit left, you will have to choose another option. The main idea is to try to get any credit card balance to 0% or as close to 0% as possible. Some of you may still have good credit if that’s the case, use the following method, if not, read on, there is options for you. If you can swing, pay your highest APR% cards off immediately, meaning any card that only a couple hundred bucks or something on it, just pay it and check that one-off the list.
If you have a good credit score or are a home owner:
1. Ask each CC company to raise your line of credit, explain that you need the credit for business travel.
2. Try to move all of the balances ton ONE card so it’s easily manageable and at the lowest rate. If you have to spread this out over 2 cards, do it, but make sure it makes sense.
3. If you weren’t able to get the CC companies to extend you more credit, try to get a personal consolidation loan. I used one of their and it drastically helped me get out of debt faster. The best company with the lowest rates is Lending Club. Lending club will beat any other personal loan service or big bank on unsecured debt consolidation loans. If you do this, you can get a secured loan for 3 years that can be paid off early with no pre-payment penalty. Otherwise, try a HELOC on your home or a refinance to wrap the debt in the equity if you can do it. If your debt is only a couple thousand it may be a good idea of doing a “used-car refinance loan” and wrapping some of the debt in to that if you have some equity in a vehicle.
If you have bad credit or have no home.
1. See what you can do to move balances around to 0%. If the CC companies won’t extend you credit then try the personal loan from Lending Club like I mentioned above. They still have some great rates with people who have below Prime credit scores.
2. Get a copy of your credit report and find out exactly what you have going against you that is affecting your score.
3. If you can’t get more credit to move balances, and you can’t get a personal loan that makes sense it’s time to start playing dirty with your creditors. The following advice is the last option that you will before you have to start looking at bankruptcy as a viable option. (I will not be covering bankruptcy in this blog because if your situation is that bad, you need to get in touch with an attorney and discuss your options.)
4. Credit card consolidation companies are bullshit. There is nothing that they can do for you that you cannot call your credit card company do yourself. They basically charge you money to “go to bat for you” but what they are really doing is serving as a middle man between you and the CC company and make a little money off of your hard ship. I’ll share my story explaining below at the end of the blog.
6. Sticking to the plan no matter what – The hardest thing that you will encounter when trying to follow these steps is the feeling that there is no end in sight. That you feel so far away from $0 that you want to give up or just say F%^&* it. Understand that it was that exact attitude and lack of discipline and knowledge that got you in to this situation to begin with. In fact, you have probably spent years getting your self in to this situation, so don’t think that this is going to get fixed over night.
What I am proposing here is a long-term and effective strategy to recognize and asses the problem, reconcile the damage done, and then install a system of ideological principles to live by. Taking all of the actions I have laid out here is a start but the ultimate idea here is that you change your mindset, and that you do it long-term because if you use what I gave you here to get out of debt just to do it all over again that we have failed. So, be brave, be sturdy, and most of all, find some gratitude and accomplishment in the fact that you are doing something about it. Just that is a huge step that you should be proud of.
Summary and a Personal Story.
Me in Bali living the life of my dreams. You can to!!!!
As I indicated before, this guide isn’t something I thought up last night, this knowledge comes from years of experience going through this myself. I have been through some very scary times, and if I could, I would love to help you avoid some of those pit falls in life. When the market turned in 2008 I went from owning a house, with a brand new BMW paid with cash to $160,000 in debt ducking creditors and conducting a fire sale with any assets I had left to try and cover the losses. I didn’t do it all correctly and I wish I had seen a blog like this one to help me out of that horrible situation. As my good friend Rob Guth says “ask me how I know?” I love the saying because it comes from experience, and it the experience of the good and bad that has allowed me to learn from my mistakes and come back from some dark times with hope and re-energized spirit to not only continue on when things go south, but to always have hope that tomorrow is a new chance an opportunity to turns things around if they not going well, or continue to rise if they are.
I hope that you take what I wrote here to heart because these nuggets of information have cost me years of my life and hundreds of thousands of dollars to obtain. Learn from it, apply it, and execute it in your own life and enjoy years of time and lots of money saved because you were wiser that I was to look. If this blog speaks to you, share it the information with your friends, family and people you care about. If you have questions, comments, concerns, feel free to post in the comments section or contact me via the contact page.
I wish you the best of luck!
See you at the top.
Solutions Links as indicated above.
1. Debt Worksheet
2. Capital 1 360 Free Savings and Checking account with no minimums or ATM fees.
4. Lending Club
5. If you are looking where to go after this, check out my book that will begin to give some great insight on how to go in to business for yourself and build some wealth.
by Steve Wolf | Mar 9, 2014 | Business
So if you are in Sales, you are going to get an absolute kick out of this blog…..
and if you’re struggling in sales, reading and applying what I speak of below will change the game for you 🙂
If you have ever heard me speak at a seminar or were mentored by me one-on-one, you will always hear me speak of the M&M analogy when it comes to recruiting or sales. It is a very simple and straight forward way to get emotionally unattached from the sales experience with the customer or client and remember that you are there to do a job, sell stuff.
At the end of the day for most sales people, (especially those who work off of straight commission) if they don’t sell, they don’t eat. We have no time to waste in getting upset about the deal that didn’t close or the ones that got away because we cannot feast off of last weeks bread.
So here is the single most relevant story/experience that ever helped me as a sales person:
It’s a numbers game. If I know 1 out of 5 will buy, then the only way to truly track and measure that is to do the same great high energy pitch exactly the same all 5 times knowing that if the first 4 said no, then number 5 is probably going to go for it, if not #5, then statistically your chances of getting a sale go up every single person after that exponentially as you hit the ratio break.
Making sense? If not I explain in a different way.
I use this analogy about finding the green M&M’s. The Green M&M represents the person who will buy from you, it’s your job to find it! Confused yet? Ok let me explain.
One summer day I was sitting around in between meeting prospects that I was attempting to recruit in to the company I was working for. After being shot down earlier that day by a potential prospect, I was eating a bag of M&M’s waiting for my next appointment. As I poured a couple more out I started to wonder how many I would have to go through before I got a green one out of the bag. I poured a couple more out. It took 6 M&M’s before a green one came. 2 Brown, 2 Red, 1 Yellow, 1 blue and then the green. I thought to myself, “wow, that’s about how many people I have to go through until I find someone who will sign up in my business.” Over time, I would continue to do this with a bag of M&M’s and the ratio continuously stayed the same, about 1 to 5 if looking specifically for a green M&M. Then a light bulb went off in my head, the M&M colors represent the personalities of the person, and the “Green” is the only one who is going to sign up or buy from me. So I developed a methodology around this called “Finding the green M&M.”
Here is the Methodology Explained….
Take a bag of M&M’s, you have Brown, Red, Green, yellow, and blue. Think of them as personality traits. I’ll list them as if they were customer types.
Brown – The “you’re trying to F$%^ me type.” No matter what you do, what logic you try to use with this customer, they don’t believe you. Why? Because they don’t believe anyone or trust anyone, as a result they have probably missed lots of opportunities in life including the one you are about to pitch them, bottom line, no sale! They will beat you up and make you feel like shit, it’s not worth your time, and even on the rarest of occasions where they do buy, the abuse usually isn’t even worth the commission that you will earn on the sale. Don’t take that abuse, be polite, and professional, but never take abuse for no reason, and fire back if necessary! You may not get the deal, but you will walk way with your dignity which is funny because when they realize that you’re not a door mat, they may change their attitude and actually buy something from you 🙂
Red – “The Big Timer.” This person has perfected the art of what I call “big timing.” This larger than life person comes off more like a cartoon character then a human being. They are always trying to tell you what a big deal they are and how lucky you would be to have them as a client or customer. As if they are God’s gift to the earth and everything they touch turns to gold. Truth is, maybe they got lucky once or twice , but they are 95% full of shit, and 5% actually telling the truth. Bottom line is when you start asking the “hard” questions or try to run their credit to get them financing they recede back in to their shell and go on the defensive retracting some earlier statements and trying to explain their situation, and they always have a situation 😉
Yellow – “Mr. Indecisive” This person cannot make a decision if their life depended on it. If you were tied up on the train tracks and the person with the yellow personality was the only person around to save you, it’s highly like you will be run over and killed by a train while you sat there and watched the person pace back and forth weighing the options of saving your life. Will I get hit by the train? What if I try to save him and the people who tied him up come after me? Maybe he/she deserves to get run over by the train? etc. Bottom line is this person is so easily influenced by everyone that it makes it extremely difficult for this person to make a decision about anything, and on the occasion that they do actually make a decision, they are still never sure and will require 10 times more than the time it took to close them to have you re-convince them that they made the right decision after the fact. = Brain damage for you.
Blue – “Mr. Too Cool for School” This person is a control freak. They need to feel like they are in complete control of the situation all of the time. They are not teachable, they are not coachable. They get a crazy idea of the how the experience, product, or service that you are selling should work in their head and then run with it no matter how far from reality it actually is. Trying to use logic to reason with this personality is about as effective as pushing a wet noodle through a tiny hole. If they do buy or sign up with you, they will usually come back pissed off when it doesn’t work out the way they had planned it to in their imaginary world and worst of all, they start talking all kinds of shit about you and your company after the fact to justify their place in the world. You see, if they actually had to take responsibility for their actions, they would have to admit that they were wrong, and that they were unwilling to follow directions or the procedures set in place and failed as a result those actions.
Green – “The perfect sale or client” This person gets it. They are logical, have the ability to reason and negotiate, and most of all they understand that a sale isn’t a situation where someone is getting taken advantage of or “winning’ over the other person, they approach a sales rep knowing that having a good relationship with him or her can add serious value to the product or service they are about to purchase. Bottom line, they just get it, and you will know when you meet people like this when a person doesn’t end up buying from you but you walk away from the situation not pissed off and actually feeling good about the dialogue you had… Seems like that wouldn’t make sense but it actually does because even though you will usually get the sale on a Green M&M personality, on the rare occasion that you don’t you will still walk away from the situation not resenting that person for wasting your time. The only reason they didn’t buy or sign up with you was due to a timing or technicality issue, but keep in touch with that person because they will eventually buy in the future or in the very least refer you business.
Getting upset or thinking that you suck at sales is about as crazy as opening up a bag of M&M’s and when the first one or two come out not being green ones, you say “F%^$ this stupid sales S%^*, I suck at this and I will never sell anything” then you quit and walk away with your tail tucked in between you legs. Sounds crazy right? Well it’s not because that is exactly how I have seen thousands of people get flushed out of a sales position in 2.3 seconds and quit before they ever even get a start.
In the beginning you suck the most. If sales was easy, everyone would be doing it. If you do get lucky the first time, do get a big head because no one is immune to the numbers game or closing ratios. Sales is a craft and skill that you can work on and hone over time. The more time you spend perfecting that skill, the better your closing ratio will become. So keep your head up and always be closing!!!
Now go kick some ass 🙂 Hope this helps, now please enjoy the greatest selling scene off all time.