Book 4. Day 139: New Sales Simplified


These little, small, smart daily choices that details in the right direction…
That shapes your future in the long run!

These positive, productive, functional routines that you build for yourself!

“Life will be the accumulation of the smart choices you make”

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.

Somebody calls it “commissioned breathe”

He who walks in 10 feet from you…

You instantly detect the insincerity of the person…

Somebody who is a phony and not genuine…

You feel it!
You can smell it!

Buyers detect this easily and raise their shield right away…

Not attractive my friend!

Remember, we are problem solvers!

We bring outright value!

Wise buyers are much slower to resist, if motivation is clear and we help them succeed.

And why is that?

Even if there’s no fit and value…You are honest enough to tell them.

Even if company offers different kinds of products that ranges from $100-$100k?

You don’t always push for more money!

You only push of what’s the RIGHT solution…

For them and not for YOU.

And they reward you for it.

So, how do you percieve yourself as a salesperson?

Are you someone who takes care of their interest? Or for your own?


Routine calls explode referrals

I heard that Carl White and Rick Ruby have a weekly routine: every day of the week they call the same group of people. Every Monday this kind and every Tuesday that type, and so on.
Let’s say, every Tuesday morning you call the seller’s agent, and say: “Hey, Mr. Agent. I’m calling from Mint Capital. My routine is that every Tuesday at 11 am, I will call you with a status update.”
What does this routine do to the seller’s agent?
He’s gonna say: “I’ve never dealt with a broker like this. Someone, who’s gonna call ME? I’m not gonna have to run after HIM?”
Then, you follow through and call him on a weekly basis. Every Tuesday morning.
The next time he has a file to send to a #loanofficer, who do you think he will send it to?
An #agent that he can rely on.
Somecalled HIM with weekly updates.
An agent who is so on top of his game. 
That’s what we’re here for, my friends. To train you into next-level quality. So, you’re on top of your game and know your files inside out:
The structure of it,
what you need,
what you don’t need.
There are no shortcuts; there are only guidelines.
The bank IS going to ask for it.
The underwriter IS going to review it.
Be prepared.
Start your calls.


Book 4. Day 138: New Sales Simplified

What morning routing can you do with accountability?

The element that keeps you going…

Something you do that helps you going rather than stop for a day? A week? Or forever?

That one thing that you can’t afford to stop because there are people waiting…

A morning discipline that changes your whole day….

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.

How does the buyer look at me?

Am I worthy of his time?

What does he think of me even after this meeting?

Or what kind of perceptions:
-My ability
-My professionalism
-My messaging

Consider this fact in today’s difficult selling environment…

It is undeniable that their resistance is so strong, we need to prepare a second objective…

Expect it…prepare for it!

Things you need to recheck:

-How you sound
-What you say
-Feelings toward our prospects
-Things we believe about ourselves as the seller

Let him know that you are driven to give him maximum value.

And inform the buyer that this interaction is not about you but about him…

Again, these perceptions are real…don’t pretend it does not exist.

So my friend, as a professional…how do you prepare for it?

About Rights

When I was younger I thought changing my mind is a #crime.

It’s shameful to make a mistake.

You’re worthless if you don’t go along with the #program…
Other people’s program, of course.

Now that I’m older, I’ve learned some incredible things.

1. I have the right to judge my own behavior, thoughts, and emotions, and to take responsibility for their initiation and consequences upon myself.
2. I have the right to offer no reasons or excuses for justifying my behavior.
3. I have the right to judge if I am responsible for finding solutions to other people’s problems.
4. I have the right to change my mind.
5. I have the right to make mistakes and be responsible for them.
6. I have the right to say, “I don’t know.”
7. I have the right to be independent of the goodwill of others.
8. I have the right to be illogical in making decisions.
9. I have the right to say, “I don’t understand.”
10. I have the right to say, “I don’t care.”

(adapted from “When I Say No I Feel Guilty”)

We grew up with so many rules, conditioning, and programming by adults who tried to control us as hyper children, full of energy, and a sense of exploration.

We forgot that these were not rights, just rules.

And some of these rules were OUTRIGHT NOT RIGHT!

Time to let’em go!

Are you a grownup yet?


Book 4. Day 137: New Sales Simplified

Not our fault, but it is our problem

This “anti-sales” notion coming from most people.

Most think we are:

-Time waster
-Poor listener
-Disconnected from reality

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.

Whichever sales you are:

-Business to Business

It’s all messed up!!

It’s not pretty!

All of this was inherited…

The waters were poisoned before we got here…

Let me ask you…

When was the last time you evaluated your sales approach?

Are you 100% aware how you approach to the people you are calling?

Was there is any attempt to:


Remember, if the motivation to call is not for the prospects…

They could smell it…

They could smell the selfishness and self-focused type of intent.

Unfortunately, we’re left to contend with the consequences.

We didn’t caused this but certainly we need to deal with it in order to succeed!

No one can be a bigger fan of you than yourself.

“See there? That’s my mother she has hazel eyes.”
“Me? I have brown eyes, unfortunately.”

I read this statement in a book, said by a TeenAtRisk.

You can imagine the level of self esteem she has.

NOBODY can be a bigger fan of yourself, than you yourself!

You gotta be the biggest fan of everything that is you:

Your height
Your weight
Your eye color
Your skin color
Your talents
Your skills
Your personality
Your income

Everything that is you, is absolutely AMAZING!

ALWAYS smile at your inner reflection!

Brown eyes…



What’s the difference?

First, can you do something about it?


Did you choose it?


Do you have less opportunity in the world because you have brown eyes?

Why the attachment to another color?

Eizehu Ashir, Hasameach B’chelko, “Who is wealthy? He who is happy with his share.”
-Ethics of the fathers 6:6

The root cause of all human suffering is attachment.

Attachments to something you have that you don’t want,
or something you want but you don’t have.

Let go of attachments.

You’re not passive for doing so.

You’re smart!

And ask for guidance.

“G-D, grant me the serenity to accept the things I cannot change. The courage to change the things I can, and the wisdom to know the difference”.
-Serenity Prayer



Book 4. Day 136: New Sales Simplified

Phone rings!

Caller introduces his name and company…

Immediately, buyer runs that thought of resistance.

It’s automatic!

That negative reflex…

Everyone puts up some sort of defense at first point…

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.

Buyers resist salespeople.

Yes, they do, and so do you!

That’s for the average salesperson.

Having been trained by Mike Weinberg…

You don’t show up and throw up!

You don’t spray and pray!

You bring with you a pen and a pad…

Ask good probing questions!

-Desired results

Are you a good fit?

Is it worth the visit?

Can you bring value?

So my friend, on other notes:

“Stay committed to your commitments” – Les Brown

“Be willing to do today what others will not, so you can have tomorrow what others will not” – Les Brown

The number one thing in the list is self-discipline!

Everything you do is worth doing badly!

Of course they say, everything you do is worth doing perfectly!

That is if you know how to do it!

But before you know how to do it perfectly…

You have to do it badly!

3 types of conversations



Meaningful conversations.

Ever heard of these 3 types of conversations?

Dr. Wyatt Woodsmall taught this to me.

Yada-yada is small talk – politics, sports, current events, etc.

“He said this, she said that – did you hear about it? The mayor and the councilman, and the governor…”

The heated yada-yada conversations.

The second level is data.

These are the bookkeepers of the world.

“…And it costs 34 cents, you heard that? In the other store they’re much more expensive I mean, that store is 49 cents, it’s crazy!”

Sadly, couples who don’t work to get to meaningful conversations, fall into data conversations.

“When did the baby wake up? When did he eat last? Budget? When did you pay xyz? You have to pay…”

Their whole relationship is based on data.

And then there’s my favorite one.

Don’t talk to me yada-yada please.

Please don’t bore me with data.

Talk to me meaningful conversations.

Meaningful conversation is life!

Personal development
How we can Change Ourselves…
How we can Change The World…

Recognizing the differences in conversations – will help you move up a level!

Book 4. Day 135: New Sales Simplified

What’s the next step?

And more often than you’d think, that next step hasn’t been defined.

If you left without:


-agreeing to 

-and scheduling the next step

then you failed!

You pitched the greatest presentation of your life but no agreement on the next step?

Another failed!

Don’t destroy the

credibility you’ve worked so hard to build…

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg. 

Schedule that next step!

Today, is easier than ever. 

Grab your smartphone or open your calendar. 

Pick a mutually agreed date.

Prospect will follow your lead…

Repeat it. Book it. Shake on it.

One last thing…

Perfectly fine to thank the person for their time…

But don’t bow down in the process

Think of the prospect as equal or more than him…

Remember, your prospect is the one with the pain, problem, or desired result.

I always share this to loan officers:

It doesn’t matter how big the other fish is! 

-He’s an Investor

-He’s worth millions

In the mortgage process…

You’re bigger than him, he needs you to get his mortgage done on time and the right rate with speed and ease… 

All you have to do is sign! With The Mint Capital Inc.

Prospects should be as appreciative with you just as you are with them…

It needs to have the urgency!



This feedback we got from a happy customer brings out such an important point!

True, he’s unorganized and not the most responsive.


That’s what we’re here for.

We nudge him in the right direction.

A loan officer, as a professional, needs to have the assertiveness to know how to come back to a borrower.

Be able to say: “No sir, this is not gonna work. We must do it that way, what’s your plan?”

You can’t skip steps.

You know what the bank is gonna want, what the underwriter is gonna want.

Do your job!

This customer is saying – I know myself, I’m unorganized, I’m not gonna respond – it will never get done.

He’s coming to us to get his stuff done.

Every time you go back to a borrower saying, “Hey, it’s not gonna work. Let’s figure this out”.

You’re doing him a favor.

He’ll thank you for it.

I had a conversation with a loan officer.

I came up with a particularly good line.


If a person is counting on you for a loan.

You gotta have a fire burning inside you!

A family is waiting for you!

How can you be so idle?

When you have this kind of urgency, on every file!

You won’t have so many open files.