Whatever You’re Thinking, Think Bigger

Copyright © 2017 Mr. Inside Sales

Whatever You’re Thinking, Think Bigger. –Tony Hsieh, entrepreneur

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?

I sure did. My moment of clarity came one day when I grew sick and tired of being sick and tired. I had just lost a big sale, and suddenly I didn’t have spending money for the weekend. As I looked around at the top three producers, I saw their expensive suites, and I saw their nice cars in the parking lot. They were selling the same thing I was, but my results were totally different. I wondered what I was doing wrong.

At that moment, I made a commitment that day to do whatever I had to do to succeed. Within 90 days I went from one of the bottom producers to the top out of 25 reps. As soon as I was handed the biggest paycheck I had ever earned, I went back to my desk and wondered just what the limit on my income could be at that job. Looking at what others had been earning for over a year, I set a new goal of income for myself – a big one.

By the end of that year, I had reached that goal. As I lay on a lounge chair in Maui, Hi (a bonus from the company!), I set an even bigger goal for income in that next year. By the end of that year, I hit it again! The following year, I had bigger income goals, but I knew I needed more opportunity, so I left that company and became a vice president of sales with a new firm. I hit my goal again. Suddenly life became very open to me.

I have learned to be a big believer in visualization and affirmations, and over the years I have proved to myself that whatever I think is possible becomes possible. But I have also learned that it can become a limit. Rarely do I exceed my goals, rather, I achieve them. And that’s why I love today’s quote. I read something similar once that has become my new mantra:

“Imagine better than the best you know.”

What I love about this quote is that whenever I finish goal setting for the year or the quarter, or the month, I ask myself: what would happen if I imagined even better? What would be even more exciting and fulfilling? What would my life be like if I accomplished something more?

And once I go beyond what I think is possible, I look for evidence of someone else achieving it. I always find examples of people or organizations who have higher goals than I do, and this always inspires me to dream bigger.

I do believe life is a self-fulfilling prophesy, and this leads me to another quote I think often about: “Most people don’t set goals to high and miss, they set them too low and hit.”

So today, I constantly challenge myself to ask “what if?” This helps me raise the limits of what I think are possible, and this allows me to keep hitting bigger and better goals.

Now granted, there are other variables at play. One of the most important is, of course, skill and technique level. Top producers consistently practice better selling habits and better sales techniques. But you can learn and practice these, too. They tend to work harder, but, again, you can do that.

They put in the time, energy and money required to perfect their craft. But the good news for everyone else, is that these techniques and habits can be learned by anyone willing to put in the same time and effort.

Years ago, I heard a sales trainer say that the great thing about sales, especially commission sales, is that you are the boss. Think about it: the company you work for pays all the bills – they pay the phone, office space, pay the support staff, get the leads, etc. All you have to do is determine the amount of money you want to make. The great thing about sales is if you want to get a raise, then you can give yourself one – close more sales.

After I applied myself and mastered the craft of sales, in other words, put in the time to learn how to make a connection, build rapport, qualify leads, handle objections and stalls, etc., I realized that there was another component to sales: the mental part. What I realized is that what separated me from big dollar producers wasn’t my skill set any longer, but rather, what I expected of myself.

Someone once said that the world (and sales) is like a vast ocean: some people go to it with a teaspoon, others a cup, and others a dump truck. How much you take out of the ocean is determined by the container you take to it. It’s the same in sales. What’s the difference between someone making a million dollar a year in commissions and someone making $5,000 a year? Their expectation level.

Think about it: If you were to take a million dollar producer from one company and put him or her in another, how do you think they would do? First, they would make sure a million dollars in commissions was possible in that job or industry, and then they would generate it. But the same is true with the $5,000 producer. Put that person in the same job or industry, and they’ll average about $5,000 in commissions. I’m sure you’ve seen this happen…

What I’ve found to be true in sales – and in life – is that you get what you expect. And the true way to get more – sales, commissions, income – is to believe it’s possible, and then truly expect it.

Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

Want To Be An Entrepreneur? Start Here!

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.

Yes, if you want to know what’s holding you back in your professional life, grab a mirror, and after you get over all the admiring, notice what’s between your ears. That’s right, it’s your head.

Everything your life is today is a direct result of what’s been going on between your ears. Henry Ford said it well, “Whether you think you can, or you think you can’t, you’re right.”

If you think your problems come from outside of your head, please move on. I can’t help you. And ironically, you won’t be able to help yourself. Because all change comes directly from you and the understanding that you’re responsible for your life – no one else – nothing else.

Now, if you’re still with me and you’re willing to accept what I’ve written so far, good. You’re on the right track – the track to a better, more fulfilling life.

Your mindset – in essence – how you think, determines outcomes. Accept this and you’re on your way to being not just any entrepreneur, but a successful entrepreneur.

The next step: overcoming fear. We all have it – and for good reason. Sometimes fear saves your life. Long ago, fear served us well when we heard the growl of a hungry tiger. And unfortunately for many would-be entrepreneurs today, the fear they feel is equivalent to hearing that tiger – even though it’s not a life-threatening situation. So instead of moving forward , they end up frozen with fear. Realize this to overcome any fear: the absolute worst thing that can happen is that you fail. Big deal. Get up, dust yourself off and go at it again.

And the next step: weigh the gains. The safe route is the 9-to5 J.O.B. (Just Over Broke) — The world of mediocrity and the false security of “knowing” that they show up to work and they get paid for that day. The fact is people get fired from “secure” jobs every day. Why not weigh the gain of living the life of your dreams using your new-found mindset of knowing you can succeed?

Here are the other gains of entering entrepreneurial waters:

Freedom: Yes, the positives include the freedom to set your own hours, leave the office when you want, and vacation on a whim. You not only have 100 percent control of your schedule, but also freedom from the negatives of normal jobs: dealing with boneheads, having to show up at a certain time every day, sitting in pointless meetings. On and on.

Control: You and you alone sit in front of the control panel of your business. You decide what products or services to offer. You choose your ideal customer. In short, you control every aspect of your business instead of someone else telling what to do.

Unlimited Income: No one will tell you your salary. You and your new mindset get to create your income. And let me tell you from personal experience, the sky truly is the limit. Just be sure not to set your goal too low and settle for good, when great is achievable. Business guru Jim Collins said it best: “Good is the enemy of great.”

Work/Life Balance: What’s my favorite characteristic of being an entrepreneur? Let me start with the end in sight — you get to attend every one of your kids’ school events or family get-togethers. Yes, that is the blessing of not working for someone else. You don’t have to submit a time-off request or wonder if you have accumulated time-off to take a vacation.

I’ll leave you with this: “You can’t teach hunger. You either have it or you don’t.”

You still with me? You still willing to give your new life a shot? To be bold? Adventurous?

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company. Mills is a nationally recognized speaker, coach and mentor to the top real estate agents and mortgage companies. Visit us at www.CorcoranCoaching.com.

5 Facts You Need To Know To Understand, Navigate And Enjoy The Digital Brain Health Revolution

Copyright © 2017 SharpBrains

Hundreds of companies around the globe, now including Elon Musk’s Neuralink and even Facebook, are researching and developing new ways to help brain owners be smarter, sharper, and healthier.

What explains this flurry of activity? Where may it be headed?

To help you understand what’s going on, let me highlight five key facts.

Fact 1. There are 7.5 billion human brains out there, and everyone needs help

Consider all unmet needs derived from the traditional pharma-exclusive approach to brain health.

Learning and cognitive disabilities in children are growing significantly, from ADHD and OCD, to autism. The related emotional and economic burden is substantial — yet, over 60-70% of those with treatment have poor outcomes, and many who need help don’t get any.

Globally, around 350 million people suffer from depression. Add to that substance abuse, and we are talking hundreds of millions of people without proper care and very high relapse rates for the lucky ones getting help.

Concussions and brain impairments pervade through millions of veterans and high-contact sports practitioners, yet diagnosis and treatments are elusive.

And let’s not forget the perfectly healthy.

What can we do to strengthen brain connectivity at any age, enhancing complex problem-solving, novel thinking, emotional intelligence, agility & flexibility and strategic leadership – considered to be the top skills to suceed in the Fourth Industrial Revolution as described by the World Economic Forum?

Additionally, we all age one day at a time and (hopefully) will live longer and longer lives, so addressing aging-related cognitive decline should be a top priority, and one where repeated pharmacological-driven attempts have proven to be a disappointment.

In short: for one reason or another, the fact is that 7.5 billion human brains need access to better and cheaper brain health and mental health solutions.

Fact 2. Lifelong neuroplasticity means all those brain can “sculpt” themselves

“Every man can, if he so desires, become the sculptor of his own brain” – neuroscience pioneer Santiago Ramón y Cajal

Innovation is enabled by the core fact–called neuroplasticity-that the human brain continually changes itself through experience. Neuroplasticity-or brain plasticity- refers to the brain’s ability to rewire itself based on experience by generating new neurons and by forming new connections between neurons, among other factors. It was believed for a long time that, after a certain age, the brain became “fixed.” Now we know that the brain never stops changing, and that’s why there’s so much interest and hope around ways to harness that neuroplasticity to lead better lives, to enhance our brains, to delay brain health decline.

What follows from this fact is that we can strengthen specific circuits of the brain (through education, our jobs and lifestyles, and also through mental exercises, meditation and neurostimulation), in order to learn faster, better and become more resilient.

Fact 3. Mobile, sensing, wearable technologies, coupled with AI, provide a new platform to harness that neuroplasticity for good

We are witnessing the coming of age of a very promising pervasive neurotech toolkit enabling new digital brain health solutions.For example:

–Easier access to meditation and mindfulness practices via apps, bio/ neurofeedback

–Personalized medicine and increased adherence via gamification and artificial intelligence (AI)

–Sensorimotor and physiological improvements via Virtual and Augmented Reality

–Non-invasive Cognitive enhancement through targeted interventions adaptive in real-time, enabling better learning and consolidation

Many pioneers are working on ways to “harness neuroplasticity for good” via cognitive assessments and therapies (BrainHQ, CogniFit, Akili, Pear Therapeutics, MyndYou, Click Therapeutics, Cogniciti, SBT Group) mindfulness apps (Claritas Mindsciences), EEG (Emotiv, Interaxon’s Muse) virtual reality (MindMaze), and more.

Mindfulness is another area with growing activity. Claritas Mindsciences, for one, is working to better manage addictions via mindfulness training — preliminary findings show that the brain is able to disassociate the connection between craving and addictive behavior.

Education giant Pearson has been buying and licensing digital assessments and cognitive therapeutics intervention tools, such as Cogmed and RehaCom, while the Educational Testing Service (ETS), is using Big Data and machine learning platforms such as IBM Watson to identify at-risk learners and help with timely and targeted interventions.(Click here to Learn from 100+ Brain Experts, Watch 40+ Hours at the Leading Edge)

Fact 4. Entrepreneurship and investments are fueling accelerated growth

With both private and public investments backing innovation in the digital brain health space, the future does look sharper, healthier and brighter.

Merck Ventures-an evergreen $300m digital health fund backed by Merck–is seeking investments in digital and platform technologies that enable Assessment, Intervention and Treatment, and has five investments in neurology-related companies, including a sizable one in Akili Interactive Labs.

Similarly, Pear Therapeutics is developing app-based monitoring and gamification to tackle challenges such as substance abuse disorder, PTSD, anxiety, Insomnia, traumatic injury, and ADHD, in partnership with various labs and pharma companies, with the intention to reduce costs and ensure a higher patient retention. Pear is backed by Jazz Ventures and its products are in the process of securing regulatory approval.

Another exciting start-up, MindMaze, raised US$100M in 2016. MindMaze is working on using virtual reality (VR), augmented reality (AR), computer graphics, brain imaging & neuroscience to treat patients with patients with a variety of brain injuries.

Fact 5. Professionals are stepping up to help educate consumers and patients

All this flurry of innovation has, unfortunately, also led to much confusion and controversy.

Professional guidance is going to be important. When you see all the apps for (a) mindfulness, such as Headspace, Happify, (b) cognitive training like Lumosity, Peak, CogniFit, (c) medical, FDA-grade treatments such as Akili Interactive Labs, Pear Therapeutics and (d) EEG wearables such as Muse and Emotiv, you may be thinking, this is great, but how will consumers know what to use and what not to, and how and when?Fortunately, there’s growing interest by front-line practitioners who want to help harness the new toolkit in appropriate ways.

For example, the American Academy of Clinical Neuropsychology (AACN) announced a new Disruptive Technology Initiative to accelerate the development of “assessments and/or intervention-prevention-improvement of cognitive functions, accessible to the entire population.”

Many Coaches and Psychologists–for example the Institute of Coaching, the Watson Centre for Brain Health, among others-are expanding their practices with latest brain & cognition findings and neurotechnologies, and helping end-users navigate and integrate the growing range of options.

“The future is already here — it’s just not very evenly distributed” — essayist William Gibson.

Well, then why don’t we take on that distribution challenge and appropriately spread the knowledge and the tools 🙂

Alvaro Fernandez is the co-author of The SharpBrains Guide to Brain Fitness: How to Improve Brain Health and Performance at Any Age. SharpBrains.com is a popular blog tracking the latest on neuroplasticity, cognitive health and brain fitness, combined with fun brain teasers and games to help people make better brain health decisions.