Let's Talk About Desperation -- And Getting Clients

47 replies
This could go in the Mind Warriors subforum, but I don't believe the right people would see it. Offliners need to see this, especially with what I've been seeing recently.

When I think of this forum, I think of two things: manic delusional newbie overconfidence, and desperation.

Both are, as anyone who's been around more than six months knows, sales and business killers.

The newbie overconfidence is in magic pixie dust and gee-whiz gizmos that promise millions of dollars in return for pushing a button.

Let's not even get into that nonsense.

I believe everyone can overcome that issue, given enough time.

But desperation...that's not going to go away. Not for the newbie who's been cutting into their savings or credit cards every month to stay afloat, and realized they can't continue. Not for the experienced marketer who's had a bad couple of months and run out of cash. It is easy to fall into the desperation mindset. And it is instantaneous.

What happens when we get desperate?

We get stupid.

Me, too; I'm no exception.

First, we put blinders on.

Dumb. But this is automatic and instant. The blinders stop us from seeing opportunities, because our outlook has become extremely short term. We need dollars--and likely only a few dollars--now. So we screen out opportunities that don't appear to have an ultra-high chance of success...even ones that would probably work and which, under normal conditions, we'd be happy to approach. The key reason is our mind is not relaxed.

I could go into a lot of detail on what desperation does to your outlook. How it stops you from taking smart action. How it keeps you fearful. Just think about that for a moment. You will not do things you would normally do. You will self-talk yourself out of it. It's not even reality. But it's your reality.

Paradoxically, we will at the same time begin throwing precious resources at long shots. The difference? We thought of them. These low-probability swings came from inside, not outside, and so we can dream awhile and fool ourselves into thinking they might work. They will work.

Only they don't work.

Blinders on, little action, bad decisions. What an awful combination!

The negative self-talk going on here is incredible.

And that is what we must get out of.

If you find yourself in a state of desperation, here's what to do:

1. Notice it

Being aware of your state is the first step towards changing it. Otherwise, you're a reactionary automaton, pushed around by mere thoughts and emotions.

2. Stop it

Whenever you notice negative self-talk, take the moment to tell yourself to shut that line of thinking down. Remember you have your blinders on. Can you push them off?

3. Get to work--on the right plan

Despite what your dreamy brain may try to tell you, it's unlikely you are going to get out of the situation you're in without a few days of sustained effort. It's not going to be one day. Probably not. But your mind will throw a few "gambling" ideas at you, promising a huge and quick return. Don't act on those. They'll just squander your already-precious resources on low-probability chances.

So what's the right plan?

Not fancy gimmicks.

Not roulette wheel gambles.

Not marketing.

Getting actual qualifying conversations with prospects who are likely to have a problem you can solve.

Yes, sales opportunities.

Here comes the Offline stuff now.

If you're desperate, I'll bet you have nothing in the pipeline. No opportunities. Nothing even partly qualified.

That is the state of desperation.

That means ever single opportunity that comes along, you are overly focused on. Obsessed about. Terrifically worried that it "has" to turn out.

This is an awful state to be in when it comes to selling.

Because an individual opportunity is NOT likely to turn out.

One out of several opportunities IS likely to become a sale.

But the individual opportunity is not. Too many factors can make the wheels fall off: the prospect doesn't really have a need for what you offer, their budget is too low, they aren't right to work with on a personality basis, and more.

So tying your emotions to the outcome of a single opportunity is a recipe for continued desperation.

You need to fill that pipeline to get out of this state.

What are the standout features of a good prospect for you? Someone who you'd see and say, "Yes! They are pre-qualified! They have A and B and C, and that means they're very likely a good fit for me."

I'll tell you that over the past three years, I've seen very few business owners who understand and know these factors.

They change, too...whenever your target market changes, so do these variables. That's why it's such a pain to shift niches: you have to learn the profile all over again.

But if you have some experience with your marketplace, you ought to have some idea--even just an intuitive one--of what makes a good customer.

Write these things down.

Distill them into three to five points.

Example: Revenues of $500,000 to $2 million.

Example: Been in business more than two years.

Example: Have tried PPC in the past 18 months but not succeeded with it (setting them up for interest in your opportunity).

Getting the idea?

Then start screening.

Make a list of businesses in your niche, and filter by these key factors.

This should take a day or less.

Now you have a list of pre-qualified prospects who fit the buyer profile.

Now you can get on with going after those sales opportunities.

I hope you have figured out your monthly revenue target and know how much money you need to bring in. "As much as I can get" is not specific and won't get you anywhere.

With this figure, you can determine how many sales you need.

I recommend you develop at least 20 opportunities for ever sale you require.

That way, if one drops out...who cares? There are 19 more. And you must be filling that funnel constantly. That 20th opportunity has to be replaced.

If you don't know how to conduct sales conversations, look at this library here. There's more training than most companies have available.

This is how you get out of desperation and into abundance. We all forget this from time to time. Stop the negative self-talk. Ditch the long shot gambles. Get your buyer profile together. Fill the funnel. Keep filling it. Get those qualifying conversations and sales opportunities. Get to work. Sitting around worrying won't make it happen.

Some further thoughts beyond this post:

What business growth and power in the marketplace really looks like

How to start phone conversations, and what to expect so you don't torpedo yourself

How to Qualify prospects, and never hear "That's Too Much!" ever again
#desperation #talk
  • Profile picture of the author Jason Kanigan
    Looking though the list, I see several "How do I get clients?" threads. This is how.
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  • Profile picture of the author TheBigBee
    I am having a hard time trying to discern how you're conflating overconfidence with desperation? Aren't they mutually exclusive? Can someone be "desperately overconfident?"

    I think "overconfidence" is a good thing. Desperation is a bad thing. Desperation leads to "push button" purchases. You're spot on with that stuff. Overconfidence is good because cynics can "destroy dreams." If you don't protect yourself within a bubble, you'll live your life based on what others say that you cannot do.

    However, overconfidence leads to quoting a guy 5x above market rate and "cutting him a deal" at 2x market rate... Rather than giving him a "free" service in hopes of selling him something later.

    Let's not forget, an overconfident wannabe calligrapher college dropout with no technical skills (newbie) was "confident" enough to work on a plan to put a PC in every home (Apple - Steve Jobs).

    On overconfident Reed Hastings (CEO of Netflix) looked at Blockbuster right in the eye and said; "I'm going to rent DVD's in the mail." On the surface he was absolutely nuts. But now he's a billionaire.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by TheBigBee View Post

      I am having a hard time trying to discern how you're conflating overconfidence with desperation? Aren't they mutually exclusive? Can someone be "desperately overconfident?"

      I think "overconfidence" is a good thing. Desperation is a bad thing. Desperation leads to "push button" purchases. You're spot on with that stuff. Overconfidence is good because cynics can "destroy dreams." If you don't protect yourself within a bubble, you'll live your life based on what others say that you cannot do.

      However, overconfidence leads to quoting a guy 5x above market rate and "cutting him a deal" at 2x market rate... Rather than giving him a "free" service in hopes of selling him something later.

      Let's not forget, an overconfident wannabe calligrapher college dropout with no technical skills (newbie) was "confident" enough to work on a plan to put a PC in every home (Apple - Steve Jobs).

      On overconfident Reed Hastings (CEO of Netflix) looked at Blockbuster right in the eye and said; "I'm going to rent DVD's in the mail." On the surface he was absolutely nuts. But now he's a billionaire.
      Yes, they have either/or.

      Sometimes vacillating back and forth.

      Proficiency is the differentiating factor.
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      • Profile picture of the author John Durham
        Originally Posted by Jason Kanigan View Post

        Yes, they have either/or.

        Sometimes vacillating back and forth.

        Proficiency is the differentiating factor.
        He said "Vacillating..." lol
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    • Profile picture of the author sandalwood
      Maybe all this boils down to: know yourself. If you don't know you, how you can you tell anybody else what to do? How can you be the solution to somebody else's problem?

      I could be confused here as both Jason and TheBigBee have eloquent presentations but doesn't everything start within you? Steve Jobs and the Netflix guy evidently knew themselves if their success is any barometer.

      Maybe if we all paid attention to that voice that speaks to us all day everyday, you know that internal dialogue inside our brain that never shuts off, we wouldn't be desperate or depressed or down or whatever else is negative. After all, that voice is speaking about, and to, you and nobody else.

      Just saying...
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      • Profile picture of the author Jason Kanigan
        Originally Posted by sandalwood View Post

        Maybe all this boils down to: know yourself. If you don't know you, how you can you tell anybody else what to do? How can you be the solution to somebody else's problem?

        I could be confused here as both Jason and TheBigBee have eloquent presentations but doesn't everything start within you? Steve Jobs and the Netflix guy evidently knew themselves if their success is any barometer.

        Maybe if we all paid attention to that voice that speaks to us all day everyday, you know that internal dialogue inside our brain that never shuts off, we wouldn't be desperate or depressed or down or whatever else is negative. After all, that voice is speaking about, and to, you and nobody else.

        Just saying...
        They had a competency, or knew where to get it.

        Don't you see all these "How do I get clients?" threads?

        They are desperate. That's who I'm talking about and to.
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        • Profile picture of the author sandalwood
          Originally Posted by Jason Kanigan View Post

          They had a competency, or knew where to get it.

          Don't you see all these "How do I get clients?" threads?

          They are desperate. That's who I'm talking about and to.
          As the guy on Storage Wars says:

          YUUP!

          Since I'm an insurance guy desperation seems to be the passenger riding shotgun. After all, who the hell really wants to buy life insurance? Nobody. So, how do I get clients? I go to a market where there are over 5000 people just waiting to hear me talk about retirement. Son of a gun, just solved the how do I get clients problem and opened the shotgun seat to another passenger: Success.

          Now how did I do that? I looked at me and decided how effing desperate I was to get clients. Once I knew that, I had to decide on a course of action to get those clients. Once I eliminated all the idiot ways of getting clients I then launched myself into the way I selected.

          All insurance agents have a competency or know where to get it. Yet, all insurance agents still go to seminars, attend webinars or ask others how the heck they are selling whatever line they are selling so they can increase their sales. But, most haven't determined their desperation thermometer so they just plod along hoping somebody will walk through the door and buy a policy.

          Believe me I am not arguing with you or disagreeing with you. I'm simply saying physician heal thyself seems to have worked as a guiding light for far too many years to be discarded today.

          As always Jason, you provide thinking fodder so I always read your threads. I don't post to many of them but I thought I'd throw in something I see in my business. BTW, you don't want to buy life insurance, do you?

          Tom
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    • Profile picture of the author iAmNameLess
      Originally Posted by TheBigBee View Post

      However, overconfidence leads to quoting a guy 5x above market rate and "cutting him a deal" at 2x market rate... Rather than giving him a "free" service in hopes of selling him something later.
      You know... a couple days ago someone blew a sale, I was ready to say yes, okay... but you know what ruined it? Their overconfidence stemming from desperation.

      How you can differentiate overconfidence in a good way to overconfidence in a bad way, is if they're overselling it. When someone is overselling something it is a good sign of desperation.

      I actually thought about making a post about it, and maybe I will later on.. I think it's an important lesson for people here.
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      • Profile picture of the author ewenmack
        Oren Klaff, the author of Pitch Anything, in a email this week
        told a story of a friend who had little confidence.

        He set him up what to do and got a 5 million deal.

        He got overconfidence and greedy.

        On a Sunday he emailed the new client and asked him to pay more.

        Client ended that deal.

        His commission would of been $500,000.

        Best,
        Doctor E. Vile
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        • Profile picture of the author sandalwood
          Originally Posted by ewenmack View Post

          Oren Klaff, the author of Pitch Anything, in a email this week
          told a story of a friend who had little confidence.

          He set him up what to do and got a 5 million deal.

          He got overconfidence and greedy.

          On a Sunday he emailed the new client and asked him to pay more.

          Client ended that deal.

          His commission would of been $500,000.

          Best,
          Doctor E. Vile
          Ewen,

          Ha, ha, I see that in my business. An agent lands a huge deal and then blows it by attempting to do an add on product. The commissions in this industry vary by product and insurer but they can be hefty. For example, one product has up to a 125% commission. This dildo I'm talking about had the 125 in the bank until he tried adding a 4% commission product. I still chuckle.

          I must say I don't think it was over confidence in this particular case. I think it was pure dumbass. You see, in this industry you can add on that 4% product but almost always it isn't immediately. You have to let the client own the first product. Once he does that, if the new product is ethical and fills a need, that sale is automatic. Stupid didn't understand that principle.

          Anyway, always good to read your comments. Just like I said to Jason, I don't always post in your threads but I do read them. Even an old dog can learn new tricks.
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          • Profile picture of the author savidge4
            I have found in the past.. the power in the word NO, is the key to determining what space you are coming from. Can you meet a prospect, and determine they will not be a match, and simply say "No" OR in the back of your mind are you trying to rationalize turning the prospect into a client.

            The sooner you can hold to that inner "No" regardless of the current situation, be it your or theirs.. the sooner you start attracting "Yes" into your experience.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by ewenmack View Post

          Oren Klaff, the author of Pitch Anything, in a email this week
          told a story of a friend who had little confidence.

          He set him up what to do and got a 5 million deal.

          He got overconfidence and greedy.

          On a Sunday he emailed the new client and asked him to pay more.

          Client ended that deal.

          His commission would of been $500,000.

          Best,
          Doctor E. Vile
          When I was more actively selling, I would watch guys blows sales by loading the sale, after the prospect bought.
          My thought was always "a bird in the hand, is worth 1,000 in the bush".
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        • Profile picture of the author bizgrower
          Originally Posted by ewenmack View Post

          Oren Klaff, the author of Pitch Anything, in a email this week
          told a story of a friend who had little confidence.

          He set him up what to do and got a 5 million deal.

          He got overconfidence and greedy.

          On a Sunday he emailed the new client and asked him to pay more.

          Client ended that deal.

          His commission would of been $500,000.

          Best,
          Doctor E. Vile
          He might still be in desperation mode. Afraid another such deal won't come his way.
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          • Originally Posted by bizgrower View Post

            He might still be in desperation mode. Afraid another such deal won't come his way.
            I think so.

            imagine the pain of regret on losing that commission! 500k!!!

            that can last forever
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            • Profile picture of the author bizgrower
              Originally Posted by kirbymarketingconcierge View Post

              I think so.

              imagine the pain of regret on losing that commission! 500k!!!

              that can last forever
              I meant he was in desperation mode, causing him to blow the deal.

              He's for sure there now and will never forget.
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              • Originally Posted by bizgrower View Post

                I meant he was in desperation mode, causing him to blow the deal.

                He's for sure there now and will never forget.

                sorry for that. I respect your opinion.

                I took it personally, that the last thing I would do is mess up by "going back into a sale"

                because that regret, of 500K would drive me crazy for a long time.

                and, I wouldn't go to the mercedes benz dealership UNTIL the money was in my hands either.
                (had a colleague do that...what a terrible position to be in)

                I feel so bad for that guy. and oren
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                • Profile picture of the author bizgrower
                  Originally Posted by kirbymarketingconcierge View Post

                  sorry for that. I respect your opinion.

                  I took it personally, that the last thing I would do is mess up by "going back into a sale"

                  because that regret, of 500K would drive me crazy for a long time.

                  and, I wouldn't go to the mercedes benz dealership UNTIL the money was in my hands either.
                  (had a colleague do that...what a terrible position to be in)

                  I feel so bad for that guy. and oren
                  Thank you, Kirby.
                  Yep, I was only addressing the Oren Klaff example.
                  That stuff does last forever. My Dad had 10K to invest in the McDonalds IPO, but didn't.
                  Still talked about it 50 years later.

                  I read about - and had a friend work at one - stock brokerages that encouraged salesmen
                  to live large for motivational purposes.
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                  • from Jason

                    What happens when we get desperate?

                    We get stupid.



                    simple and true.

                    good to see Jason here, was wondering where he was.
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      • Profile picture of the author TheBigBee
        Originally Posted by iAmNameLess View Post

        You know... a couple days ago someone blew a sale, I was ready to say yes, okay... but you know what ruined it? Their overconfidence stemming from desperation.

        How you can differentiate overconfidence in a good way to overconfidence in a bad way, is if they're overselling it. When someone is overselling something it is a good sign of desperation.

        I actually thought about making a post about it, and maybe I will later on.. I think it's an important lesson for people here.
        Here's what I think...

        Bad overconfidence = overconfidence in what you're selling. You're betting the product is so awesome "it will sell itself."

        Good overconfidence = confidence in yourself to sell what you're selling. "I can sell a turd."
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      • Profile picture of the author Claude Whitacre
        Originally Posted by iAmNameLess View Post

        How you can differentiate overconfidence in a good way to overconfidence in a bad way, is if they're overselling it. When someone is overselling something it is a good sign of desperation.
        .
        I think all overconfidence is bad. If you are markedly more excited than the prospect, you break rapport. If you are over enthusiastic about your product, it shows a lack of depth of knowledge. Are Doctors ever over enthusiastic about a prescription they are writing you?

        To me, people that are hyper enthusiastic about their product are either rank beginners, or compensating for lack of real knowledge.

        If someone sees you as over confident, you are doing something wrong. Competent is what they should be seeing.
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        • Profile picture of the author TheBigBee
          Originally Posted by Claude Whitacre View Post

          I think all overconfidence is bad. If you are markedly more excited than the prospect, you break rapport. If you are over enthusiastic about your product, it shows a lack of depth of knowledge. Are Doctors ever over enthusiastic about a prescription they are writing you?

          To me, people that are hyper enthusiastic about their product are either rank beginners, or compensating for lack of real knowledge.

          If someone sees you as over confident, you are doing something wrong. Competent is what they should be seeing.
          To the part of your quote bold... I think Ronald Reagan, Muhammad Ali, and other notable figures in history may tend to disagree.

          Ali was in the mirror telling himself he was the greatest of all times before he even made it to the Olympics (overconfidence). So, maybe we should draw some kind of line between being enthusiastically overconfident and just being overconfident. There's nothing wrong with being overconfident.

          Overconfidence is not a bad thing. It takes overconfidence to do great things. You want to be the best offliner in your community or just get by? What does it take to be the best? I think it starts with a belief - perhaps overconfidence that you are in fact the best.

          Desperately enthusiastic overconfidence bordering on mania - in some gadget you bought is not productive... no doubt.

          However, I say these things with all due respect to Claude... Folks, as you know Claude is to be respected. However, we can respect folks while not agreeing 100% with what they are saying.
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          • Profile picture of the author Jason Kanigan
            Originally Posted by TheBigBee View Post

            To the part of your quote bold... I think Ronald Reagan, Muhammad Ali, and other notable figures in history may tend to disagree.

            Ali was in the mirror telling himself he was the greatest of all times before he even made it to the Olympics (overconfidence). So, maybe we should draw some kind of line between being enthusiastically overconfident and just being overconfident. There's nothing wrong with being overconfident.

            Overconfidence is not a bad thing. It takes overconfidence to do great things. You want to be the best offliner in your community or just get by? What does it take to be the best? I think it starts with a belief - perhaps overconfidence that you are in fact the best.

            Desperately enthusiastic overconfidence bordering on mania - in some gadget you bought is not productive... no doubt.

            However, I say these things with all due respect to Claude... Folks, as you know Claude is to be respected. However, we can respect folks while not agreeing 100% with what they are saying.
            Bee, you're assuming people think and believe the way you do...and have the competencies you do. They do not.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by TheBigBee View Post

            To the part of your quote bold... I think Ronald Reagan, Muhammad Ali, and other notable figures in history may tend to disagree.

            Ali was in the mirror telling himself he was the greatest of all times before he even made it to the Olympics (overconfidence). So, maybe we should draw some kind of line between being enthusiastically overconfident and just being overconfident. There's nothing wrong with being overconfident.

            Overconfidence is not a bad thing. It takes overconfidence to do great things. You want to be the best offliner in your community or just get by? What does it take to be the best? I think it starts with a belief - perhaps overconfidence that you are in fact the best.

            Desperately enthusiastic overconfidence bordering on mania - in some gadget you bought is not productive... no doubt.

            However, I say these things with all due respect to Claude... Folks, as you know Claude is to be respected. However, we can respect folks while not agreeing 100% with what they are saying.
            Somehow, I think we are defining Overconfidence differently.....I think over confidence is unwarranted confidence.

            Ali was incredibly self promotional, but he was also the greatest boxer in the world. I wouldn't call him over confident. See? We just define it differently. But if someone starts out unrealistically confident, and then "grows into" their own self image, I see your point.

            And I appreciate you saying that I'm to be respected. But it isn't necessary. We are talking about ideas here, and we are peers.

            And, there is always the possibility that I'm wrong.
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            • Profile picture of the author kenmichaels
              Originally Posted by Claude Whitacre View Post

              And, there is always the possibility that I'm wrong.
              Only when you open your mouth.
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              • Profile picture of the author Claude Whitacre
                Originally Posted by kenmichaels View Post

                Only when you open your mouth.
                Are you kidding? I've had people argue with photos of me.
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                • Profile picture of the author Electrical
                  About a year after I started my business I still knew nothing about it but I was doing pretty well. Because the money was coming in at the time, I got over-confident. I started charging much higher prices, and therefore losing jobs.

                  I noticed the trend and I was able to "right" myself pretty quickly. And then over the years I learned a lot.

                  Today my prices are even higher than they were back then, but I also provide a level of service that warrants those prices. So while I consider myself confident, I don't think I am over-confident like I was in the past.
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  • Profile picture of the author iAmNameLess
    Desperation causes you to lose so many sales, or opportunities like you said. I've noticed throughout my experiences, I wouldn't say it was always desperation but whenever I really needed a sale to hit a goal or whatever the circumstance was it was like people knew, and they didn't want to buy from me LOL.

    Love your point about the 20th opportunity. My rule of thumb has always been that for each sale I make I need to generate another 10 solid leads. I'm sure 20 would be even better.
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  • Profile picture of the author Rus Sells
    Desperation is an odor prospects can smell on you.
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    • Originally Posted by Rus Sells View Post

      Desperation is an odor prospects can smell on you.
      great input. love that line, Rus

      I was thinking "if you wear your heart on your sleeve", it's going to show
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  • Profile picture of the author markeeter
    This is really something that motivates me! Reading it early in the morning just makes it better! Thanks!
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  • Profile picture of the author marketingstatic
    Great thread guys and thanks for all your continued contributions and comments this was a good read.
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    Happy new Year 2019

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    • nice of Jason to do this post.

      I try to focus on the audience here and that to me, is the "watercooler"

      it's standing around the watercooler.
      engaging with other salespeople (in business for themselves like an offline biz.),
      many times under the duress of "making a sale"

      when desperate - do what Jason say's and have a plan.

      then, work the plan.

      be desperate to get out of the situation ASAP and use that speed to DO what Jason said :

      "Getting actual qualifying conversations with prospects who are likely to have a problem you can solve."


      the more you Qualify, the less weak you look.
      hope this helps.
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  • Profile picture of the author DaniMc
    The trick is to be desperate about bigger things. I'm so desperate to reach my enormous goals, that I keep feeding my opportunity pipeline at massive levels. I simply will not reach them if I am messing around with one opportunity at a time.

    To me - being desperate about a single outcome is the most dangerous position to be in.

    I have become neurotic about meeting objectives on an hourly and daily basis.

    If you are desperate about something that is much bigger than your current situation, fine.

    If you are desperate for any particular deal - I know two things :

    1) You are screwed.
    2) You waste a lot of time every day. You are lazy, unaccountable, and should beat yourself up until you realize that you are the ONLY reason you are failing.

    You gotta be honest. Get disgusted with your current situation, then work like hell to change it all.

    You are the problem. If you won't change, it won't change. If you will change, it will all change for you.

    Edit: It may seem as if this is harsh - but sometimes the truth hurts.

    You should not be calling yourself a marketing professional if you struggle to get one deal. You are lying and everyone knows it.

    With even terrible marketing skills, and terrible sales skills, you should be able to get some deals. Now servicing and fulfilling those deals, well that is a different story. Everyone will find out real quick if you are lying about your skills.

    The point is, you aren't working. If you don't know what to do, fine. Sit back a few days and find a new direction. What DO you know how to do - go do THAT.

    Even a broken clock is wrong twice a day. You should be able to get some level of revenue coming in if you are working at all. If you can't scrape together a few grand per month, you haven't figured out what it means to work and hustle.

    If you are going to make it on your own - you need hustle muscle. If you want to be "in business" because nobody will hire you or you can't keep a job or you are terminally unhappy - you have a serious personal problem that you need to fix.

    You gotta give value before you get value back. Don't be like the fool who stares at the fireplace and demands heat before feeding it any wood. You gotta put wood in before heat comes out.

    You gotta add value to people before they add value to you. You can judge the value someone gives to the community by how well the community is rewarding them.

    If you have no rewards - you are adding no value. Put the keyboard down, go meet some people, and take control of your life.
    Signature
    Be kind, for everyone you meet is fighting a hard battle.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Dan McCoy View Post

      Get disgusted with your current situation, then work like hell to change it all.
      THIS is The Secret. Yes!!!! It works in any situation. Get so sick and tired of it that you'll do ANYTHING to get out of it.
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      • Originally Posted by Jason Kanigan View Post

        THIS is The Secret. Yes!!!! It works in any situation. Get so sick and tired of it that you'll do ANYTHING to get out of it.

        "back against the wall" motivation and acceleration

        are you sure, Jason?

        on the mind warrior sub- forum,

        you just sit back and use Law of Attraction
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        • Profile picture of the author DaniMc
          Originally Posted by kirbymarketingconcierge View Post


          on the mind warrior sub- forum,

          you just sit back and use Law of Attraction
          Visualization is very useful to create a white hot burning desire for something. Some people think it's magic, it isn't. I use it to raise my standards.

          "The Secret" if there is one, is just a powerful desire mixed with hard ass work. LOL
          Signature
          Be kind, for everyone you meet is fighting a hard battle.
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        • Profile picture of the author Jason Kanigan
          Originally Posted by kirbymarketingconcierge View Post

          "back against the wall" motivation and acceleration

          are you sure, Jason?

          on the mind warrior sub- forum,

          you just sit back and use Law of Attraction
          Nein! is not "back against the wall"

          It's just being so disgusted, you absolutely refuse any other outcome than to move yourself out of the position you're in.

          Not "I just HAVE to make this sale".

          I have been in this situation of disgust--Dan hit on exactly the right word--several times in my life...sometimes it was being unemployed for a little while. By becoming disgusted with being unemployed, I started doing precisely what I needed to be doing, not in a crazy way, not desperately, but effectively to get the result I wanted. I refused to be unemployed, and presto, I quickly became employed. It has worked every time.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Dan McCoy View Post

      The trick is to be desperate about bigger things. I'm so desperate to reach my enormous goals, that I keep feeding my opportunity pipeline at massive levels. I simply will not reach them if I am messing around with one opportunity at a time.

      To me - being desperate about a single outcome is the most dangerous position to be in.

      I have become neurotic about meeting objectives on an hourly and daily basis.

      If you are desperate about something that is much bigger than your current situation, fine.

      If you are desperate for any particular deal - I know two things :

      1) You are screwed.
      2) You waste a lot of time every day. You are lazy, unaccountable, and should beat yourself up until you realize that you are the ONLY reason you are failing.
      Yup. For a few decades, I'd have an income goal for the week. It wasn't wishful thinking..I nearly always made my goal. (In personal selling, not with my group of reps) It was my incomer schedule. As long as the pipeline had activity, I didn't scramble. But when one deal had to be made, no matter what, I knew I was in trouble. You are operating from strength, if you have several other swings at bat during the week.

      But "I need to get that deal closed, and paid by tomorrow...to make payroll", is something I've experienced a time or two...and it was always avoidable.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      Terence Fletcher: "There are no two words in the English language more harmful than Good Job." Whiplash.
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    • Profile picture of the author JayBay
      Originally Posted by Dan McCoy View Post

      If you are desperate for any particular deal - I know two things :

      1) You are screwed.
      2) You waste a lot of time every day. You are lazy, unaccountable, and should beat yourself up until you realize that you are the ONLY reason you are failing.

      You gotta be honest. Get disgusted with your current situation, then work like hell to change it all.

      You are the problem. If you won't change, it won't change. If you will change, it will all change for you.

      Edit: It may seem as if this is harsh - but sometimes the truth hurts.

      You should not be calling yourself a marketing professional if you struggle to get one deal. You are lying and everyone knows it.

      With even terrible marketing skills, and terrible sales skills, you should be able to get some deals. Now servicing and fulfilling those deals, well that is a different story. Everyone will find out real quick if you are lying about your skills.

      The point is, you aren't working. If you don't know what to do, fine. Sit back a few days and find a new direction. What DO you know how to do - go do THAT.

      Even a broken clock is wrong twice a day. You should be able to get some level of revenue coming in if you are working at all. If you can't scrape together a few grand per month, you haven't figured out what it means to work and hustle.

      If you are going to make it on your own - you need hustle muscle. If you want to be "in business" because nobody will hire you or you can't keep a job or you are terminally unhappy - you have a serious personal problem that you need to fix.

      You gotta give value before you get value back. Don't be like the fool who stares at the fireplace and demands heat before feeding it any wood. You gotta put wood in before heat comes out.

      You gotta add value to people before they add value to you. You can judge the value someone gives to the community by how well the community is rewarding them.

      If you have no rewards - you are adding no value. Put the keyboard down, go meet some people, and take control of your life.
      I signed in just to thank you. This is me pretty much exactly. I'm scared as **** because homelessness is ahead of me but that's because I'm such an shitty worker with no skills. I've been on this forum for years there's no excuse for my current situation but I have allowed all types of fears to allay any speck of progress. I'm STILL allowing fears to kick my ass and my time runs out January 1st. I needed to see this just as much as I need to act. Thank you.
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      What can I do to be more helpful to you?

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  • Profile picture of the author John Durham
    Just reading and visiting one of my fave places with some of my fave people! Hey Kirb!
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    • Originally Posted by John Durham View Post

      Just reading and visiting one of my fave places with some of my fave people! Hey Kirb!
      you know your going to get hammered again right?
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      • Profile picture of the author John Durham
        I'm not going to fight so, I'm not too worried about it. Actually not even here to post, but couldn't resist that one.
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        • Originally Posted by John Durham View Post

          I'm not going to fight so, I'm not too worried about it. Actually not even here to post, but couldn't resist that one.
          If Jason and others have any sense of Irony, it's that you suddenly popped up again

          on a Thread about "Desperation"

          Jason may have a bigger laugh.
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          • Profile picture of the author John Durham
            Yes, Kirby, I was so desperate that I had to come and read Jason's thread in hopes that he could give me enlightenment about cold calling, and save my life. You caught me!
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  • Profile picture of the author Underground
    Most of the people here have no business even thinking about selling. They've got F all of merit or worth to even sell, lmao.


    They're more desperate to find something, anything they can sell.

    It's understandable to people who's first foray into business is through the WF. Where a million John Durham's fill peoples' heads with insane nonsense to make a few pound.

    How far advanced most honest, hard-working, studious and sincere people would be if they'd managed to avoid the many sociopaths, morons and conmen here and got a real education on the many disciplines you need to get a handle on in order to credibly start putting yourself out there and earning money as a successful marketer.

    They should start with 'what do business owners need' and serious examine that and how they can best offer a solution. Rather than 'what do I need to make money'. And try to provide something really worthwhile.

    Very few will ever do that.
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