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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Well, here it is, the latter part of January and finally the gym is back to normal. 

It is just too crazy those first 3-4 weeks of January. 

All those people who made a commitment to do something healthy in the New Year are simply giving up and going back to business as usual. 

It’s a good thing because the gym is just way too crowded when they are all here.


So true, isn’t it?

Whether it is the gym, weight watchers, cold calling or a dozen other things, there is no consistency to most people when it comes to goals in the New Year. 

They start strong, but something usually happens.


Ninety percent of those things you said you were going to do this coming year, gone by 1/31 – forgotten forever.


Oh well, there is always next year!

“Stuff happens” as many people say.


No way should you buy into this or be part of it.

You are a star in development – do not get sucked in.


Consistency means you do it every single day, every single week and every single way you can.  On and on until it happens in your life.


Yes, it gets boring sometimes, but so what.


Yes, you don’t “feel like it.”  You have got to start doing what you need to do, not what you feel like.


This is your year and you are going to make it happen.  Let me share 3 keys that can help you be more consistent in all you do.  Watch my highest watch video and learn even more.


How to be more consistent is ALL – click here to watch!


1/        Consistency starts one day at a time.


            Don’t say it if you are not going to live it.  Don’t say it unless you are committed to making it happen.


            It was almost 25 years ago when I finally stopped smoking.  However, I almost didn’t make it – again.  It was the later part of January and I was ready to have that cigarette.  Then, I ran into a good friend of mine who had beaten a nasty drinking habit.  He said it very simply to me.  “Manny, don’t stop for life, just stop for today.  Tomorrow is another day and you can deal with it then.”  I stop and have not gone back ever since.


One day at a time creates consistency.



2/        Consistency is a “GUT” thing.

            You have to feel it and commit to it way down deep.

            You have to make a personal commitment that I am going to do this and nothing less is acceptable, period.  Most people only commit on the surface.


            When I was in Marine Corps boot camp, I made that commitment.  No way was I going to go back home without my uniform.  No matter how tough it got, it just wasn’t acceptable to quit.  Once I did that, it became a way of life.



3/        Once you commit to something – accept nothing less.

Consistency is very hard to achieve.

            No doubt about it.

            Nevertheless, if success were easy, then what fun would it be?

            Do you want to be like every one else?

            Do you want to be average?


            Or do you want to be a superstar?

            If you say you are going to do it this year, then follow through and make it happen.  You will be amazed by the results.


So, what are you going to do to be consistent in your presentations this year?  To be consistently good when you present to a group of people.  To close more business.  To generate more leads?


Two things you should look at and invest in.


1/        Think about coming to this great session on becoming a superstar presenter.

A great presentation to create action – click to find out more.


 2/       Get the “Double Your Sales” home study course, which right now comes with four 30 Minute coaching calls with me.   12 lessons designed to help you build a great sales process, plus you get 2 hours of coaching too.   The course is really free because the coaching would cost you almost as much. 

Double Your Sales – Click here to learn more.



I don’t have time to do one on one meetings, beside, I never get anything out of them anyway?


The person will never be a customer or even a referral source, why should I waste my time sitting with them in a one on one?


Just not worth the time and effort – beside, what do I say?


Wake up and listen very carefully, “the single most important piece in building relationships that will make you successful are having 1v1 meetings.”




End of discussion.


Further, if you don’t have time, then you can settle for being average or al little bit better.  If that works for you, you are reading the wrong article anyway.


Powerful relationships that make you money and create success start with regular, effective one on one meetings.


I will answer the 3 above questions later.  First lets look at these 3 keys.  Yes, there are many more, but these will get you rolling to success.

Don’t miss our free weekly webinar to help you Double Your Sales – Click to learn more.


1/        Shut up/Listen/Focus

            How many times I go to a one on one and the other person does almost all the talking.  Am I upset?   No way, they just told me everything I need to build a relationship with them, help them and help me.  Plus they think I am a great person to talk with.

Keep them talking, it is one of the keys.  But you cannot do that if you keep talking, so shut up and listen.  I don’t mean look like you are listening, I mean listen, pay attention, focus.  Repeat back.  Open them up.  

Make them understand you care and you are listening.


2/        Prepare/Do Your Research

            Every go to a one on one meeting and the first question they ask is.  So, Manny, what is it you do for a living.  Second question, tell me a bit about yourself?  Da!  Go to Linkedin, Facebook and the Internet.  Do some research?  Learn everything and anything you can about the person.

            Then go into the meeting and ask questions based on what you know.  Ask questions that let them know, “hey, this person actually spent time researching me, must be interested.”

            Ya, it really is that simple.  Yet most people fail to do it.


3/        Have plenty of questions

            What do I say?  First, there are a hundred generic questions you can ask.  Then there are all the questions you come up with based on your research.  Write them down and take them with you.  Then ask them.  Plus based on the answer to almost every question, there are more questions that come to mine.  Get them talking, keep them talking.  They will love you and you will do business together.


No brain surgery.  Not every hard.

Take your presentation Skills to new levels of success – learn more click here. 

Now back to the first 3 questions.



I don’t have time to do one on one meetings, beside, I never get anything out of them anyway?    Perhaps sales in not for you?  Perhaps middle management is as far as you will ever go.


The person will never be a customer or even a referral source, why should I waste my time sitting with them in a one on one?  Because they know 100’s if not thousands of people you will never get to without knowing them.  Because their brother, mom, sister, dad, son – is the CEO of?


Just not worth the time and effort – beside, what do I say?  Better come to coach Manny for some training.


How many one on one’s will you do this month?  Pick a number and do them.

“Great victories are won when ordinary people execute their assigned tasks.”  Phillip Yancey


Video Link:

How to Fix Sales Follow up – Click here



What does follow up consist of?


I was talking with some people the other day about follow up, and they asked me the critical question.  “Manny, you always talk about follow up and follow up and follow up.  You are always busting on us to do more and more and more.  But wait a minute; what is follow up – really?


To us, it is just checking back to see if they are interested, but I think you believe it is so much more.  Please help us to understand better.”


First, let me talk about some of the types of follow up and give you some definition of each that can help you get a clearer idea of what follow up is.  In my book,  My Sales Follow Up Sucks – $2.99 on Amazon, we will give you even more detail on some of these.  But for now, here is an introduction to the elements of follow up.


1/         Initial Email

            Email the person you met to say how great it was to meet them.


2/         Send regular email to stay in touch, see how they are doing and just let them know you are thinking about them.


3/         Send an educational email to teach them something that you know they might need.


4/         Send them invitations to events, open houses, training and a dozen other things that you have going on.


5/         Request a one on one meeting with them.  This can be either by the phone, video or in person.  Just to get to know each other better and share information.


6/         Request to connect on LinkedIn, Facebook, Twitter, G+ and other platforms.


7/         Make a phone call just to touch base and see how they are doing.


8/         Stop by to visit because you are in the area.


9/         Share an article that you came across.


10/       Make a connection to someone you know that could help them or that they could help.


11/       Sending a small gift, perhaps a promotional item.


12/       Ask how things are going.


13/       Ask for an introduction to someone on his or her LinkedIn list.


14/       Ask them to review something you have written or are working on.


15/       Ask for advice in the area they are experts in.


16/       Use them for what they do.



Free Sales Follow up so much more webinar – Register today click here




This is just the start of what you can do.

Use your creativity to come up with more of these.


This is how you stay in front of people.

This is how, when they have a need, or when they talk with someone they know who has a need; you immediately pop to the top of their mind.

You are the person remembered.

You are the person they refer.


Want to learn more – for only $2.99 on Amazon get a copy of “My Sales Follow Up Sucks,” by Manny Nowak.


My Sales Follow Up sucks – click for Amazon Link





Free Sales Follow up so much more webinar– Register today click here



I am the greatest, he shouted.


0025He got everybody’s attention.

He got others to believe it.

He got others to repeat it.

Was Ali the greatest?

It seems he was.


Are you the greatest when you do a presentation?

Do you have your audience on the edge of their seat, hanging on to your every word?

Are the people excited, paying attention, and listening intently?

Loving it?


Or are you boring?  Maybe not… but are you exciting?


Are you hesitant and anxious when it comes to presentations?

Why aren’t you the greatest when it comes to presentations?


Could it be because you have not taken the time to learn to be a great presenter?

As a leader, presentations are a part of your life.

As a business owner, you have to do it.

As an executive, it is part of your life.

All great leaders have to do presentations and to be effective, they must do them well.


No matter what you do for a living, we all have to sell.  Selling is presenting.

So, what are you doing to be the best?


Why would you settle for anything less than being the greatest, being number 1?


To be a great presenter, you have to know what you are doing, when you should be doing it, and what you need to do to get your audience to move.


If you spend the time learning how to become the best at presenting:

            Your qualified prospects will increase.

            You will close more deals.

            Your sales will grow; in fact, you could just “double your sales.”

            You will make more money.

            You will have a much more successful business.


Some points to consider:

(Watch on Video as Coach Manny Teaches You – Click here:) 


1/                     PowerPoint

Stop using PowerPoint as a note board and start using it to make

people laugh and get your points across.  Learn how to move

people to action.  Use pictures, charts and few words on your slides.


2/                     Humor works

YouTube has the funniest stuff and even I learned how to be funny.

Show a few videos and get your audience to lighten up;  it really works. 


3/                     Stories

People only remember stories…and you have a great many of them.  Learn to

share and get the point across, but more importantly, excite the audience.  Your

stories are unique, different and memorable.  Use them.


That is only 3 tips, but it is a start.  This year, take your presentation to a whole new level. 


So, what are you going to about it as we step into this New Year?

How are you going to become the greatest?


Are you ready to take some training to get you there?


Free Webinar with Coach Manny this Friday, January 8, 2016 – 12 Noon EST.

Presentation Skills Video – click here



Learn more about our next session at:

2 Full Days of Presentation Training – Click here to learn more.