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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

“There are no great people in this world, only great challenges which ordinary people rise to meet.”

–William Frederick Halsey, Jr.


Did you ever notice that the most approachable people are the ones who have attained great successes themselves? They seem so open and willing to talk with you and listen to you. Did you ever notice the “let’s pretend I am important people” are not really that important after all?


A good friend of mine is an extremely successful entrepreneur. He’s earned a three-time Inc. Top 500 listing, took his company public, made a great deal of money, and he’s continued to build more companies. Some worked, some did not. He has had great success and could be classified as a “serial” entrepreneur.


Yet, if you met him at a networking event, you would find that he was one of the most approachable people there. If you went up to him, he would begin talking with you, making you totally comfortable. In fact, if he knew you were a newcomer to the group, he would try his best to help you meet people.


So what do you have to do to be approachable?


What are some of the very simple things that we can start with to get you to the point where people will come up to you?


First, and this could be your greatest asset, put a smile on your face. It is so easy to walk up and start talking with a person who smiles at you. It makes you feel comfortable from the start.


Second, make eye contact. Look like you want people to come up to you and just see what happens. If you look away you will drive people away. If you look down, they will go around you. Be approachable.


Too many times people go to a networking event, see a bunch of cliques, and get really turned off. I know I hate to go to certain events, and in fact I don’t go to them anymore, because the people are so into each other that they don’t care about a visitor. They really don’t want to network, they want to socialize.


The above is from my book, “The ‘Manny’ Ways of Networking Successfully, Too.”  

Are you ready to turn your networking into profit?

To make your networking work?


If you want to learn more, get your copy on Amazon for only $2.99 today.


The “Manny” Ways of Networking Successfully, Too – click below to order today.






If you want to take your networking stills to even great new levels with hands on practice – join us at our Marketing Automation Boot Camp, March 16, 2016, Sewell, NJ –  interactive hands on networking and so much more.

Learn more at:



Is lead generation something that is always on your mind?  Are you struggling to get all the business you really want?  Please watch this Video on the 5×5 lead generating process from our Friday free webinar with Coach Manny.


What are the right places? 

What are the right places for you?

I have to start by sharing a great networking experience I had the other night at an event hosted by my friend Todd.


This was a pro-basketball game pre-game networking event that lasted for 2 hours, followed by a ticket to the game.  Two hours of meeting people and building relationships. 

Wow!  I would have to classify this as a great event.


Simply because in that 2 hours, I met 18 new people, 11 good connections, and 5 excellent potential customers. 

For me, this was the right place.


Are you networking at the wrong events?


Meeting few if any new people; spending too much time in small talk.


Not moving the people you meet any further in the sales cycle.

Wondering if networking is worth all the hype?

Asking how to find the right places.


How do you find the right places?  Let’s start with 3 simple things to look at.  These come from my new book.  The subject will be finding the right places to build relationships that generate revenue.  Keep watching, it’s due to be released later this year.


1/        Define what you are looking for – the profile of the contact you want to meet.

            What is the definition of the right connection for you to meet?

            Is it a sales person or a business owner?

            Are you looking for accountants, professionals, or trade people?

            Do you even know?

            Will this event have these types of people?


            You need to understand the what before you go out there.


2/        Define why you network.

            To make initial connections?

            To get people to come to an event?

            To find ways to get into certain organizations?

            Because you need people to buy yesterday?


            Why are you there?

            If you don’t understand this, how will you measure your success?


            Does this look like the right event to meet your needs?  


3/        Define the type of event you would find these people at?

            Would they be at chamber meetings?

            Do they go to tradeshows?  If so, which ones?

            Do they go to special events?

            Are they part of lead groups?

            Do they do networking in the morning, evening or at lunch?


This is just the start of the process. 


But if you just work these 3, you will be amazed at the difference it can make.


Looking to learn more and become that super networker?  Find the right places?  Do the right things to make 

networking work for you?  Come to the boot camp. 


CLick here to learn more!


People buy from people they like

“How you sell the business is how you’ll lose it. If you get the business solely on price, you’re likely to lose it on price.”

When was the last time you made a purchase from someone you didn’t like?

Did you have a choice in the matter?

If you had a choice, I am sure you passed on the product /service because of the sales person.

Face it: We buy from people we like.

We buy from organizations we like.

We do not buy from people we do not like.

We do not buy from organizations we do not like.

Fact is:
If we don’t like the person we had to buy from, we won’t buy there again.

Fact is:
Price will become secondary.

Many might argue this point, but let’s ask ourselves some further questions:

Do people like you?

If not, why would they buy from you?

Do people like your organization?

Do you ever buy from a company you don’t like, if you have a choice?

Do you go way out of your way for people?

When was the last time you did something for a stranger and expected nothing in return?

Are you willing to be humble?

Do you know what “humble” means?

Would people you know and/or have talked with feel bad about buying from someone else? If so, you have started to rock.

If my customer buys from someone else and does not lose sleep, then I have not done my job.

Have you ever had a customer come back and confess, asking for forgiveness?

Now you have a customer for life, if you take care of him/her.

Try this simple exercise:

Ask yourself, “Why should people buy from me?”
Great product.
Great customer service.
Because it is convenient

Make a list of 10 reasons. Do it, right now.

Now ask yourself, “Would someone buy from me?”

Because we have a relationship.
Because they like me?
Because I take great care of they.

Make a list of 10 reasons why they would. Do it, right now.

What did you learn? Would you buy from you even though you should?

Well, if you wouldn’t buy from you – why would you ever think I would?

First you have to believe that you would buy from you.

If you would buy from you, then so would others.

But remember, you have to do an honest assessment.
We all have relationships in many aspects of our lives. We all have people with whom we play and socialize. These are people we like.

So why is it so hard to think of business that way, to think of selling in this manner––with people we like? Why would it be any different?

We do business with people we like.
If I asked you for a list of people you buy from that you are happy with, how many do you have a relationship with?

How many do you like? So, if you buy that way, why would someone else buy another way?

If people like you, they will buy from you.

If they don’t like you they will not.

You better believe it!

***This article comes from chapter 2 of my book, “All People Who Work For Me Are Selling.”
If you liked the article and want to learn more about creating a sales culture in your organization, please buy a copy today.
Purchase on Amazon Kindle Version for only $2.99


Are you using Linkedin to generate business?

Is it working for you?

 How are you using it?

Are you getting what you expected?


How can you do it better?


Linkedin is one of the most powerful tools out there for generating business.

Yet, so many people are not using it the way they could.


This article is a simple introduction to help you learn a little more about the tool and to help you to start using it for generating business.

If you want to learn more – check out the free webinar we did, Click here.


So how can you use Linkedin to generate business?

There are so many people on Linkedin.

I have been able to find people I have not connected with in years.

It is the gateway to building new relationships, rebuilding old relationships and generating business.


But it does not do it for you, it simply opens the door.

Linkedin is a tool.


If you are looking for companies and connections, where should you start.

Let’s look at one simple example.


You first have to define what you are looking for:

Example 1:   I am looking for:

Small business owners (Owner, CEO, President).

In the Service industry.

In the state of New Jersey.

Who are connected to someone I know well.


Example 2:  I am looking for:

Purchasing agents.

Medical supplies business.

In the Greater Northeast.

Who are connected to someone I know well.


The key here is to use the gold you have first.

Start with the people in your network that you know well – they are your gold.

Find one person you know very well who you know will help you.

A person who has 200+ connections.


Now take time and look through their connections.

Find the connections that meet your criteria.

Make a list of them.

Start conservative, find 20-25 that fit well.

That is enough for now


Now pick up the phone and call your friend.

Hi, Mary, this is Manny.

I was just going through your connects on Linkedin and found some people you know that I would like to connect with.

Can we get together (phone of in person) and discuss the list.


If you would like to go through my connections before the meeting and see who you would like to connect with, I would be happy to help you as well.

I can send you my list before we get together so you can look through them.


That is it.

Now when you two get together.

Your friend will have gone though the list you sent, crossed off all the people she does not really know that well.


The original list of 20-25 is now down to about 10.

But they are 10 that will work.


You now go through the list and talk about the people she can connect you with.

After this, you might be down to 5-6 really good connections for you.


The best method at this point is if your friend, right then, will pick up the phone and make the connection and set up a time for you to call the person.

That is not always convenient.

Nor does everyone want to do it that way.

So, if they call later, that will work as well.


The other method is for them to send an email and make the connections.

That works also, but the phone is so much more powerful.

And so much more successful.


What if you did this with just one person a week for the next 6 months.

And each one connected you with just 3 people.

3 x 26 equals 78 connections.

If you close only 8, and perhaps started a relationship with another 8.



Start using Linkedin to generate business.

More information and a free webinar, Click here.


Linkedin is a key to networking.

Networking is what we do extremely well.

Learn more about our program – click here.


Also, please make sure you have signed up for our fall boot camp.

Linkedin will be on the agenda.

Click here to learn more and sign up at the reduced rate today.

Million Dollar Business Development Boot Camps – ROCK!



How well do you do it?

How often is the person you bring in up to or beyond your expectations?

How often do you lose sleep over the hire?


Interesting questions.

To be honest, most small business owners are not that good at hiring.

To many times they hire the wrong person and then take a long time to end the relationship.


This question came up last week at the. Million Dollar Business Development Boot Camp, and was an area of great concern.

We spend a little time looking at it, but we need to spend a great deal more time with it.

It seems to be a pain many of you have to deal with.


I love this quote from John Huntsman,

“Not GPA

not class standing

not even academic major.

But first, integrity, commitment and courage.”


So today I wanted to start to look at this issue and address one point.  More will come in the future.


The first thing I want to look at is expectations.

How well did you define your expectations of the position?

Did you write down what you expected of this person?


Simple stuff, yet sometimes it just isn’t understood.

A client and good friend of mine puts it very simple – “I expect my sales people to sell during the 8-5 day.  They should be doing research, paperwork and other non-selling stuff outside of those hours.”


That is something that many of us would expect of our sales people.

Yet, if you do not communicate it in the hiring process, you might get someone who has totally different expectations.

Then you can have fireworks.


Another friend puts it this way, “I expect my people to work until the job is done, I don’t care if it is 5PM or not.”

Did he communicate this expectation during the hiring process?


Write down your expectations.

Share them with the potential hire.


Start by being crystal clear on 3 key areas.


1/         Responsibilities

This is what you are responsible for, no gray areas, no questions.

If this isn’t done, you own it.

If this isn’t done, you have to stay and finish it.

Make sure they know their responsibilities.


2/         Authority

What can they do, what can’t they do.

Simply, what is there level of authority of all issues that effect them.

With sales people it is price, features and giveaways.

With managers it could be discipline and work assignments.


3/         Measurements.

This is how the employee will be evaluated.

This is what you are going to look at when it comes to his/her performance.

There should never be a question or a gray area.


Hiring the right people is so critical to your success as well as your peace of mind.

So many business owners really believe in the family atmosphere in their companies and really have a hard time letting employees go who don’t meet there expectations.


If you get better at the hiring, you will then have less of these situations to face.


To learn more, stay tuned and watch the webinar we did on this, ttp://thedecisioninstitute.com/weekly-interactive-webinar-with-coach-manny/”>Click here.




Want to hire better people?

Get out and network more.

The more people you know, the great opportunity you have to find the people you want and need to take your organization to the next level.



Did you miss our boot camp?

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It was outstanding.

Don’t miss the next one.

Learn more today and sign up early. Click Here.

And remember – everyone of us is a sales person - 

we all have to sell something in our lives.


Great sales people really don’t sell at all, instead 

they get their customers to buy.  We all love to 

buy, but few of us love to be sold to.  When will 

we understand that?  Today I want to share with 

you 7 of the most deadly mistakes most sales people make. 


Is this all the mistakes- no.

Do all sales people make all these mistakes – no.

How many can you afford to make – none.


Read and learn.


1.         To many sales people do not know 

how to listen.

They still believe that old story about, “you 

will be great in sales because you love to talk”.


 In fact, most sales people spend more than 

75% of their time with their mouth closed and 

their ears open.


Have a problem selling?          

Close your mouth.



2.         To many sales people are poor at follow up.

They don’t get back to people when they 

said they would.

If you tell me, I will get back with you next 

Tuesday – then you better get back to me next Tuesday.

If you say I will send you a proposal by the 

end of the week – then you better do it.


Not selling – how consistent is your follow up?

With the tools available to day – never should 

you be unaware.



3.         To many sales people don’t make prospecting a part of their regular routine.

I don’t care how busy you are.

How many customers you have.

If you don’t prospect ever week – you will 

eventually run out of new business.

It is a fact of life.

Prospect when you are rolling in business and 

you never will stop rolling in business.


No business today?  How long has it been 

since you regularly prospected?



4.         To many sales people think networking takes to much time.

 If you don’t build a network your sales will 

dry up.


If you don’t build a network – what will you 

do if you lose your job?


Networking creates leads.


Networking creates business.


Networking builds friendships (see number 7) 


No business today – start working your network.  

Don’t have a network – I see.



5.         To many sales people think collections 

are not part of their job?


Everyone (other than people in the collections

 business) hates to collect.


Yet if a customer is not paying – why are you still 

letting them buy?


 If they don’t want to see you, is it because they are 

not paying?


If you have to be involved in collections – it keeps 

you closer to the customer.


The closer to the customer you are – the great chance 

for more business.


The great chance for referrals. 


Customer not paying?  Do you know why?  You should.



6.         To many sales people lack discipline.


To be successful in sales you have to have a daily plan.


To be successful in sales you have to have a time 

management process.


To be successful in sales, you have to do what you 

said you were going to do when you said you where 

going to do it.  Period.



Not getting business?  How disciplined are you?



7.         To many sales people have never built a friendship 

with their customer?


Customers buy from those they like.


All things being equal.


All things not being equal they still buy from those they like.


Be a friend first and watch what happens.


If you don’t have a relationship – then why would they keep buying from you?


Sales is serious business.

But it is a blast.

Look at what you are doing, check against these seven.

Do what you have to do to get back on the track.


Sales people win when customers buy.  Plain and simple.

I love to win. 

What about you?


Coming to the boot camp next week?

We will be working this, you need to be there.



There is much more during our boot camp.


Click here to learn aboutMillion Dollar Business Development Boot Camp.


We are afraid to get a “no” and
we may be even more afraid to
give a “no.”

We would rather give a:
“Let me think about it”
“I will get back with you”
“I have to talk to my boss.”

But so many times all this is, is
a simple smoke screen for “no.”

Why can’t we just say “no.”

If you tell me “no,” then I can
take some action.
Both of us can move forward.

If you keep me hanging, then I
just keep hanging.

What am I going to do when this
person calls me back?

Why didn’t I just say “no” and end
it, now I still have to deal with it.

What are they going to think when
I don’t make the event, I know
I can’t get there.

Why can’t we just say it?

No, I am not interested in your product.
This allows the person to either
come up with another technique
or move on.

No, I can’t do that for you.
This allow the person to
find someone else to do it,
or do it themselves. Why do
we hold back the process.

No, I will not be there.
Now you can invite someone
else. Now you do not have to
spend the evening waiting for the

Instead, we say, “let me think about it.”

This is a new year.
Are you ready to focus your time,
energy and resources in the right
Start learning to say, “no,” as soon
as you believe it is true.
Start pushing others for an answer,
not a delay.

Three simple things you can do
this year to help you.

1/ Trust you judgement
When you know you are not
going to buy, say, “no thank you.”

When you know this is not the
right product or service for you
say, “no.”

When you know there is no way
you can get there, say, “no I will
not be there.”

You will be amazed at the time
you save both you and the
other person.

2/ Push others for a “no.”
Interesting sales process
that some of you might have
seen involves seeing who can
get the most “no’s” in a day.
Sales teams set a goal of
getting x number of “no,”
answers, and amazingly,
they usually sell more.
Because they waste less time.

So, you mean really you
are not interested and the
answer is no?

So, you mean that right now
the answer is no and your
boss is not going to change

So, you are very busy and
really you are not going to
make the event.

You see, if you get a no, you
can either close it out, or take
the next step.
If you don’t get a no, you are
left hanging.

3/ Understand your priority and
plans for this year
It is so easy to say “no” when
you understand what you
want to accomplish and
what it is going to take.
Does this fit into your plan,
if so, then say “yes” and
move forward, if not, say no.
Having a clear definition of
what you are going after,
makes it so easy to say no.

Do you have a plan for the new year?
Do you know what you want and
where you are going?
Do you have your priorities in line
and are you working the right things?
You need this if this is going to be
your best year ever.

In my book, “Failure creates success,”
I talk a great deal about decision
making. You have to take changes
if you want to go for the gold. Part
of that is you have to learn
to say, “no.”

Make this the year you do it.
Go to the gold.

Now, either say “yes”, or “no.”
Are you going to join us for this
exciting webinar on becoming
better at networking?
“How to Build Relationships
That Generate Business

To learn more, http://sellingsuccesssecrets.com
Yes or No?

“Poor or NO Followup.”

Yes, you might have learned to talk to
people and you might be good at it.

Yes, you might be going to better and
better events all the time.

Yes, you might have learned how to
plan for an event.

But all that goes out the window if you
don’t follow up, if you don’t build
relationships with the people you meet.

I was at an event early in December,
there were 400 people there.
I knew no one.

When I left the event, I had over 25
new connections and had started
at least 1/2 dozen good relationships.

Plus, I can guarantee you that none
of those people will fall through the
cracks and be forgotten.

In today’s world of technology, it is
ridiculous to allow people you meet
to be forgotten.

Let me share with you today as we
start this new year, some simple follow up
tips, that you can apply and that can
make this your best year ever.

1/ Send an email after the event to
everyone you meet.
This last event I attended was four days
long and every night I sent and email to
everyone I met that day. What I did was I
started to build relationship right away.
It was amazing what happened
when they saw me the next day at the event.

2/ Put the people you meet on your email list.
Start introducing them to yourself and your offering.
Start learning about them and their offering.

3/ Put them in your CRM system.
Put the next touch point into the system.
Stay connected.

4/ Classify them as either A, B or C
A – need to meet with now.
B – Need to stay connected personally and meet
with soon.
C – keep connected via newsletter and email.

5/ Have a stay in touch plan.
How do you stay connected to people?
Do you do a regular newsletter?
Do you do a regular mailing?
Do you do regular calls.
What is it you do?

In six months when I return to the event I
attended in December, I will not walk in cold.
I will have some relationships that have started
to come together. I will build new ones.
I will work the existing one.

Networking is a long-term process.
You meet people today.
Some will take years to do business with.
Some you never will do business with.
Some will introduce you to key people in your life.
Work the relationship and you will be amazed
at what happens.

Want to learn more about networking?

Get a copy of my new book,
The “Manny” Ways of Networking Successfully, Too
Available now on Kindle

Order your Kindle copy of the new book today:
The “Manny” Ways of Networking Successfully Too

cover 2


Join us next week, January 8 2014
for our free networking webinar.

Join us on March 28-29, 2014 for our
Big Money for Small Business Owners Boot Camp

Two jam packed days live and in person in
South Jersey.

We will help you take your business, life/career
to the next level.

Please email me back if you are interested in
being on the mailing list for the event.
Subject: Business Owners Bootcamp

And never forget, Failure Creates Success
You got to go for it if you want to creates success.
It doesn’t just happen.

Today’s article is an excerpt from my new book
which just hit the Kindle market last week, The “Manny” Ways of Networking
Successfully Too.

Please enjoy and if you like the article, then
try the book.

Many of you out there think you cannot
network because you are way too shy, you
are an introvert, and only really outgoing
people can be successful at networking.


I once was a shy, introverted,
sit-in-the-corner-and-do-my-job computer
programmer. Unless you came up to me
and started a conversation, I would not talk
with you. I wanted to talk with you, I thought
about talking with you, but I never did.

Years ago, I would be afraid to go anywhere
I did not know someone. If you went to
high school with me, or even college, you
would never believe the person I am today
is the same person.

One day in the early 1980’s, while I was
working as a technical programmer, my boss
came up to me and said, “Manny, you are
going to be an account manager. As of next
week you will have 10 people reporting to
you and you will have 10 major accounts to
manage and get more work out of.” He then
left the room. I was devastated.

Devastated might be an understatement.
Think about it for a moment. I was in a world
where I controlled everything. Computer
programming is where you determine the
path of the process. You tell the computer
what to do and it does it. It does not ask
questions. It does not argue with you. It does
not tell you no. It does not talk back. It does
not expect you to react and interact.

I was being dragged into an environment
where I had very little control. I would be
in a place where I would have to use my
skills of influence and my ability with people.
How was I going to do that?

The first question mentioned in the prologue
of this book, “what do I do now?” was exactly
where I was. But I did it––I learned the
secrets of networking–– and so can you.

So how can one go from being a shy and
introverted programmer to being a networker?
What happened?

It was not easy. It was a very scary situation
that I found myself in.

But I did it, and so can you.

Stop thinking about becoming great at
networking, and start doing it.

Make 2014 your best year ever.

Start building those relationships today.

Get your Kindle copy of the book today:

Just click here:


Always remember, Failure Creates Success.
If you are not trying you will never fail.
True, but will you ever accomplish all you were put here to do?