Conrey is for Closers

“Conrey, the best time to sell a car is right after you sold one. Now go get another one!”

I heard that probably every Saturday when I was selling cars. I usually set myself up an early appointment that I had a pretty good chance to close so I could get some good momentum for the weekend. And like clockwork as soon as that client hit the curb, one of the managers would be ready to drop that quote on me and get me back out there.

There’s a lot of truth to that statement though, success builds success. Momentum in sales is much more often a mental thing than anything else. So don’t sit back in revel in your new found glory when you finally close something. Get right back on the phone and call the next client. Use that energy, enthusiasm, and endorphine rush to excite your next client and move them along the line towards a sale. Light that fire in yourself after every close, and you’ll have many more closes to come. If you sit back and enjoy your success, someone else is calling your clients and closing them while you’re partying.

You don’t get to the top by celebrating yourself, you get there by working hard when you’re not closing deals and working harder when you are.

Bookmark this post, or write a note down, or do something to remember this idea because it is worth a Million Dollars. And I’m going to give it away for free, because it isn’t my idea and there are already a ton of people making all kinds of money on it. But there are plenty of people who don’t seem to get it.

If you want to make money selling a product or a service, there are few better ways to go right now than to make something that makes something else easier. There are plenty of things that people would pay to simplify the process of just to save time.

LifeLock is making a killing doing this. Any person can put a fraud alert on their credit reports and have the lending institutions call them any time someone tries to open an account in their name. LifeLock however does it for you, and renews it every time that you need it done, and puts a big shiny guarantee out there that they’ll protect you from identity theft. So instead of me doing all the work everytime I need to get this renewed, they handled it all for a low low fee of only $10 a month.

This isn’t a knock on them as much as it is a pat on the back. Todd Davis and crew found a thing that people COULD DO if they either knew how or wanted to take the time to do it, but instead they told you about a problem you didn’t know you had, how to solve it, and offered to do it for you for a reasonable fee.

LifeLock isn’t the only person doing this, but there are plenty of other processes that can be simplified if you try. Find one that you can solve for people (especially those that didn’t know they needed it solved) and go make your millions.

The world is full of light sources, and plenty of good uses for various types. You need to search for a wanted person from the helicopter? Spotlight will work just fine. You want to illuminate a room, 100 Watts of incandescence will do you just fine. You want to find your way through the woods, use a flashlight. You want to cut steel? Get your ass a laser.

The difference between a laser and any of the other sources is focus. You get those photons into an aligned focused state and powerful things can happen. You can cut things, read data off a disc, annoy the hell out of everyone in a movie theater, you name it.

Real change, real success, only comes as a product of extreme focused attention. If you are trying to succeed at 7 or 8 different things at once, odds are you’re going to get a handful of flashlights – illuminating some of the things going on, but not really doing anything powerful. Focus everything on one project, give it your entire attention, every waking moment you can sustain. It’s not a 100% guarantee to succeed, but odds are that you’ll get a laser every once in a while that changes your world.

Do one thing, and do it 100%. If it isn’t worth everything you have, then is it worth doing?

This post inspired by Joshua Strebel’s recent Gangplank Academy Brownbag.