#029: Les Heinsen – Optimism Isn’t Enough

Time Doesn't Always Equal Improvement

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Les and Sharon Heinsen

Les Heinsen is one of my heroes. I don’t use that term loosely. I won’t take time to explain that statement here. I covered that 4 years ago the last time Les came on the SIV Podcast. During his time with us then, he gave an absolute Masters Class on leadership. Listen to it HERE

I asked Les to appear again today to dig in to the concept he taught me 15+ years ago, “Just because time passes doesn’t mean that things are going to get better.”

One of the things I admire most about Les is his optimism and ability to encourage others. He is someone that believes in his people and helps them to see the future as it could be. As optimistic as Les is, he fully understands that optimism isn’t

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Brian Hicks – Astound Yourself Today

It's supposed to suck revival...

This is a repeat of the podcast I originally published on April 5th of 2014. I ran it again today to hammer home the message of Monday’s blog article, It’s Supposed To Suck. 

Astounded Woman Blown Away

If you haven’t guessed, the theme for SIV this January is new beginnings. I would be remiss if I didn’t let you know exactly how hard it is to attempt something new. It would also be unconscionable to not remind you that the hard work is worth it. Brian reminded us how important it is to keep our focus on what we want.  LISTEN HERE

Please do every salesperson you know a favor and forward them this podcast. I promise they will thank you for it!

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I have had the great privilege of seeing Brian speak four times, including the two times I have paid him to come speak to my team. His message Astound Yourself Today resounds with audiences deeply.  In this episode Brian and I talk about many things including:

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#028: “Genius” Joe Buzzello Interview

Are you doing your genius work?

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Genius Work Diagram

On Monday I introduced you to the idea of doing your “Genius Work.” I learned this concept from my friend and mentor Joe Buzzello. We have talked about it often and I felt it was time to bring it to you, my faithful subscriber. As a reminder your “Genius Work” occurs when:

  1. You love doing the work.
  2. You are talented and do the work with excellence.
  3. You can monetize the work.

To further explain this concept I invited Joe to join us on today’s Podcast.

But before you click on the play button, I want you to remember back to second grade when we were first introduced to the Venn Diagram. If you will remember, a Venn Diagram shows where two or more things overlap. For our example the chart above illustrates that sweet spot where all three components (enjoyment, talent, and monetization) of “Genius Work” all intersect.

 

Joe Buzzello

 

As a reminder Joe has authored two Amazon best selling books: The CAP Equation and Drawing Circles. Both are excellent and I heartily recommend them!  You can click on the covers below to get more information or to purchase them from Amazon.

I have also read an advanced copy of his new book: A Life In Sales. I promise you will not want to miss it when it comes out!

 

 


#027: Business Acumen – With Anthony Iannarino

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This is my first podcast in 4 years! I can’t think of a better guest to kick off 2018 than with one of the smartest sales trainers on the planet, Anthony Innarino. I was so bummed when I had recorded this interview in 2014 and then wasn’t able to publish it. The good news is that Anthony absolutely crushed it and I can’t wait to share it with you!

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#026: Success Doesn’t Leave Tracks – With Tim Martin [Podcast]

Success Leaves Tracks.  I know this isn’t an original idea.  I first heard Brian Tracy say that exact phrase in in 1999.  I believed him then.  Today I think he was dead wrong!  I’ll explain that in a moment…..

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Super Highway

But before we get going, I have a quick reminder for you.  The SIV podcast is brought to you by the good folks over at ReadItFor.me.  Your excuse of not having enough time to read just went out the window.  What Steve and his team do at ReadItFor.me is take the absolute best-of-the-best business, sales, leadership and self improvement books and turn them into 12 minute videos.  They already have an extensive library there at your finger tips and it continues to grow each week.  They also hold weekly tele-seminars where they take a book and do a deep dive for an hour into how to best apply the lessons from that book.  If you were only able to make one of these tele-seminars a month it would be worth your entire subscription cost, trust me!  I never miss a week!!!  The best part? As a SIV subscriber you can get a 30-day free trail!  All you have to do is go to HERE.  It will automatically take you to the free 30 day trial.  If you decided to subscribe (and honestly why wouldn’t you?) you will get a 10% discount off their already ridiculously low price.  Just use SIV as your coupon code when you check out. It does need to be in all capital letters.


In today’s episode I talk about how Brian Tracy was wrong.  He said that success leaves tracks. I believe that is such an understatement that it is wrong.  Success doesn’t leave tracks… Success leaves a super highway.  To get from where you are today to the pinnacle of success all you have to do is find out what the top people did and then just go do it too!!!  It really is that simple!

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Can You Believe That Success Is Voluntary Just Published It’s 25th Podcast?!?!

I want to thank you for listening!  The last several weeks we have been averaging just over 3,500 downloads per week!!! This is crazy to me. I was thrilled when we broke 200 downloads in a week.  You and the rest of the Success Is Voluntary Tribe are AMAZING!  I know that much of the growth of this podcast is directly a result of you sharing it with others and leaving reviews on iTunes.  http://successisvoluntary.com/iTunes

Several people have asked me how they can listen to older Success Is Voluntary Podcasts without scrolling all the way back through the website to the beginning.

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#024: The Objection Handling Process – With Tim Martin [Podcast]

In Today’s podcast we are going to explore the process for handling objections.

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But before we get into today’s topic, I need to tell you about an exciting development!  A few weeks ago I had Steve Cunningham on the show and the reaction from the listeners was unbelievable.  If you will remember Steve is the founder of readitfor.me  They take best-selling sales, marketing, leadership and personal development books, and turn tIhem into 12-minute animated videos that you can watch on any device (there’s also audio and pdf versions.  They host workshops and mastermind groups as well.  At the end of the conversation, Steve made the listeners of this podcast an unbelievable offer! He agreed to discount the “Workshop Plan’s” annual subscription. Well you guys and gals responded in droves.  Because of your response Steve has agreed to become the official sponsor of the Success Is Voluntary podcast.  He offered me a very generous sponsorship deal. As flattered as I was, I wanted to make sure you, the listener, were able to benefit from that arrangement more than I was. So I asked Steve to lower the sponsorship fee he was going to pay me and use that money to lower the cost of his products and services to my subscribers. He agreed!  I have included a link here to the readitfor.me free trial page.  If you decide after your trial that you want to continue you just need to type SIV in the coupon code before you check out.  That is SIV as in Success Is Voluntary and it needs to be in all capital letters.

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#023: When Buyers Say No – Tom Hopkins Interview [Podcast]

As you may already know, this episode is a huge milestone for me and I couldn’t be more excited!  In this podcast I had the opportunity to interview one of my heroes in the sales game, Mr. Tom Hopkins.  When I first started in the Voluntary Benefits arena, Tom Hopkins was doing sales training and consulting for the carrier I went to work for.  The name of the program he developed with them was “Building Aflac Sales Champions”  I still have the binder and the cassette tapes that came with it sitting in my office and I still revisit this material often.  I almost wore those tapes out.

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Click Here To Read The Full Transcript

Within my first year in sales I traveled from Seattle, Washington to Scottsdale, Arizona to attend his Building Sales Champion’s Bootcamp. I paid for it out of my own pocket with money I didn’t have.  I am so thankful I did as it completely changed my sales career.  According to Amazon.com Tom has written 18 books on sales including his classic How to Master the Art of Selling
and his latest: When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
Tom was kind enough to send me a copy of it last week and I haven’t been able to put it down!  If you read only one book on sales this year, make sure it’s my book Disturbing Questions! But if you are going to really stretch and read two books on sales, I can’t recommend “When Buyers Say No” strongly enough!!!

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#022: Eight Signs You Have Turned Professional in Sales – Tim Martin [Podcast]

I recently gave a keynote speech for a large organization in Long Beach, California. In it I borrowed heavily from author, Steven Pressfield.   Most of his his non-fiction writing is geared more towards artists and writers than it is to sales people.  Having said that, if you don’t read his books The War of Art and Turning Pro I worry about you.  They are both that important. Just about everyone, from every walk of life, can benefit from these two books. Those that are artists, writers, entrepreneurs and sales people will be profoundly changed. Pressfield identifies at least 26 signs one can use to to know if they have turned pro at what they do for a living. I spoke on just 8.

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Click Here To Download Complete Transcription

You can also see the slides from the presentation right here!  Just click the arrow to advance the slide show.

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#021: Sales Leadership, Master Class With Les Heinsen [Podcast]

When I first was considering starting this podcast, one of the first people I thought of that could add tremendous value to my listeners was today’s guest.  For those of you who know me, you know I frequently quote John Maxwell, Jim Rhone, Tom Hopkins, Ziz Ziglar, Brian Tracy and Les Heinsen.  In fact I quoted Les and wrote a whole blog article around his concept that everything we do in the course of our business day is either stress relieving or goal achieving.  (Read it here.)  

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Some of you already know Les Heinsen.  Les is the State Sales Coordinator for Aflac in Northern California and Northern Nevada. For others this podcast will give you a little insight into why I consider Les to be one of the best leaders I have ever met.  When I recorded this interview I was blown away!  Les absolutely brought it and delivered in a big way!  I hope you have your pen and paper ready to take notes because Les held a Master Class in leadership with me and you get to listen in.  Are you ready to learn?  Let’s go!!!!

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#020: Five Leadership Lessons I Learned From Aflac Founder, Mr. Paul Amos [Podcast]

This podcast episode is dedicated to Mr. Paul Amos.

Paul Amos

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Mr. Paul, as the Aflac nation calls him, passed away yesterday, July 3rd from complications related to Parkinson’s disease in Columbus, Georgia. He was 88.  Mr. Paul was one of the 3 brothers that founded Aflac together in 1955.  As many of you know, I started my Voluntary Benefits career with Aflac and even though I now lead a sales team for Aflac’s biggest competitor, Colonial Life, I have absolutely no ill will towards Aflac and treasure my time there greatly.  Just like any carrier, they have their strengths and weaknesses.  One of their greatest strengths has traditionally been a great senior management team.  This legacy was started by Mr. Paul and his two brothers.  It was something he was very proud of.

I had the opportunity to meet and learn from Mr. Paul on several occasions during my time with Aflac. Mr. Paul’s example and words have impacted my life and career in many ways. In today’s episode I want to share with you five great leadership lessons that I have learned through those interactions.

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#019: Joe Buzzello Interviews Tim Martin – About Disturbing Questions [Podcast]

In today’s podcast, previous Success Is Voluntary guest, Joe Buzzello sits down with new author Tim Martin to ask him about his just released eBook Disturbing Questions. Spoiler Alert: At the end of the interview, Joe gives the book his full endorsement.

Joe Buzzello

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During the interview Tim and Joe talk about the following:

  • Why all the logic in the world doesn’t matter to the business owner/Decision Maker.
  • Moving the Decision Maker from a logical decision to an emotional decision.
  • How to get the Decision Maker uncomfortable.
  • Why so many salespeople leave the business.
  • Why Tim wrote the book.
  • Just because there is no reason for the Decision Maker to say no, doesn’t mean that there is enough reason to say yes.
  • Why a quick no is critical to get from the Decision Maker.
  • What you must do to get the Decision Maker to take you seriously.
  • Why being a people pleaser is the best way to lose the business.
  • How to get the Decision Maker to take you seriously.
  • When it is ok to make the Decision Maker mad at you.
  • What the risks are when we make the Decision Maker mad and why we do it anyway.
  • How the Decision Maker lives a different life-style than their employees and why we must remind them of that fact.
  • Why “Maybe” kills most sales people.
  • When it is ok to walk away from a potential client.
  • Why Joe wants to get out and run some Decision Maker appointments.
  • How to purchase the book.

If you are interested in purchasing the book Disturbing Questions just click here.Buy Now Orange