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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

The first step in outstanding leadership is Learning to Listen.


If you do not know how to “Shut up and Listen,” you will never be that outstanding leader. This is as plain and simple as it gets!   The great leaders all know how to stop talking and listen.  They know how to maintain their silence and allow someone else to speak.


In addition, they always remember that he who asks the questions controls the world. Ask more questions and listen, really listen to the answers.


Here are some simple tips for you.


1.      Be Genuinely interested:

A successful listener is genuinely interested in what the other person has to say. 

He/she is in the moment and it shows all over the listeners face and in the listeners actions. 


If you are doing 10 other things (phone, computer, cell phone, papers on desk, etc.), then you are not listening and the other person knows it. Who wants to talk to someone who is not genuinely interested?  I sure don’t!



2.      Listen with an open mind

Nothing worse than a person who has closed you out and stopped listening.  It shows on their face no matter how hard they try to hide it. 


When someone doesn’t like what you are saying most times they have stopped listening.



3.      Echo back:

Echo back means when you answer, use parts of what the other person has said in your response.


It makes them aware that you are really listening and you have taken the time to make what they are talking about part of you.



4.      Stop trying to fill the Silence:

Become comfortable with silence. 

It is a time to reflect. 


Everyone is not operating at the speed you are, maybe they are using the silence to think.  We are so afraid of silence – stop, it is OK to be silent.



5.      Eye contract:

Are you looking at the person who is talking, or are you looking everywhere else?  Are you looking at the other person or at your phone, your notebook, out the window?


6.      Don’t get the I can’t wait to answer – itchy pants syndrome

You know this person, the one who already has the answers.  The one that has stopped listening and just wants to jump up and give you answers, now.  In other words, don’t think about what you are going to say until the other person is done talking, this thinking takes you out of listening mode.  That’s why you should take notes.



7.      Never Cut them off or interrupt them.

Ever try to talk to someone and every time you breathe they start talking.  Or right in the middle of your sentence they start talking.  Shut up and listen.  Be quiet.



8.      You think to fast, so concentrate.

According to The international Listening Association (www.listen.org) we listen at 125-250 words per minute, but think at 1000-3000 words per minute. So you really have to concentrate too listen effectively.



9.      Listen to understand

Bottom line, you are listening to understand, not respond.  Unfortunately, most of us listen to respond and thus we are always thinking about our response.  We miss much of what we should be listening for.



10.     Ask more questions

Instead of commenting, analysis and fixing.  Ask for questions.  Let the person talk more. 

Many times if a person can talk a bit more they find many of the answers themselves. 


It also helps you understand better.  Bottom line is, he who asks the questions, controls the conversation.



The first step in outstanding leadership is Learning to Listen. These are only 10 tips.  There are many more.  Point is, make it a priority to learn how to listen better.  It will take you form excellent to outstanding.


Ready to take your game to the next level?

Please check out this link on Coach Mannys Inner Circle.




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 even 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.

Nor are they achieving all 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 – watch this Google Hangout with Coach Manny and his guest Orlando Rivera as they answer many of the questions you might have.

Click here to watch:


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.


Then add, 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, or at all.  We all have some of those.


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

But they are 10 that will work.

Ten people to connect with – it works for me.


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.

Click here for more information and to watch this Google Hangout with Coach Manny and Orlando Rivera.




Linkedin is a key to networking.

Networking is what we do extremely well.

To learn more about our program and how to double your sales please set up a free 30-minute call with Coach Manny.


Click this link to schedule a time.

Whom you hang out with is whom you become.


Whom you surround yourself with is whom you become.


To be a superstar, you better be hanging out with superstars. 


I think many of our Mom’s and Dad’s told us this.  It was important, as a child, but is just as important if not more now as an adult.


Whether you are 10, 20, 30, 40, 50, 60, 70, or 80 and beyond.  Success is transmitted from the successful to those who want it badly enough.


What was that song – “How bad do you want it?”


So take a deep, honest look at those you hang out with and what do you see?  Family is family and you have no control over them, but the rest you do.  What you will find.

            That most people you hang out with:

  • Make within $5,000 a year of what you do.
  • Live in a home very similar to yours
  • Their home and yours are very close in price
  • You drive the same price car
  • Take similar vacations.
  • Etc.


You see – if you want so much more, you will never get it surrounded by people just like you.  You have to surround yourself with people Just Like You Want To Be!


Get your attitude up, way up.  Believe, know and go for the gold.

Here are 3 tips to help you.


1/        Find a mentor – someone who is where you want to be.

            Not a buddy.

            Not a coach.

            Not a friend.

            Someone who has done it, is doing it and can help you do it.

            Show them how badly you want it.

            Work with them.

            Get their help.

            A successful person will never tell you that you can’t.


2/        Get to events and functions where the people you want to be like hang out. 

            Then mingle with them.

            Get to know them.

            High-end Charity events are a great place to do this, but how many of you go?

            Events held by the superstars in your market are the place – are you there?

            Push for meetings.

            Build relationships.

            Spend the time and money and get out there.

            Get to know the people who are where you want to be.


3/        Find the stars in your business and get a meeting.

            Yes, it is very hard.

            Yes, it might seem impossible.

            Keep working it until you get it.

            You have to believe you are capable.

            You have to demonstrate you want it.

            When you finally get there, you will be amazed.

            They will meet with you if you push it hard enough and don’t give up.



You have a dream to be a star.

You believe it.

You are ready to put all you need into it.


So stop letting anything get in your way.


Persistence, Consistency, and Self-discipline will help you get these done.  Are you ready?


Then, get a copy of my new book, “What Is Your Problem?”   Free!


That’s right, absolutely free.

Just email me.  Manny@mannynowak.com – subject – I want a copy of coach Manny’s book.


We will put you on the list, and you will get the notice when it is ready; it should be ready to roll next week.  If you have already asked, we have you on the list.


Need a little motivation about making it happen?

Click here to watch Coach Manny’s video – What Super Coaching Can Do For You



Or just pick up the phone and call Coach Manny at 856 358 4021 and say– I want to play in the major leagues, can you help me?


We know that people do business with people they like, yet are we putting the right amount of effort into building relationships?

We have the technology today to do almost anything we want when it comes to growing sales and profit – but are we using it?

Both of these are powerful if used correctly and together, they will create an unstoppable process for you.

 However, what are you doing to make it happen in your organization?


Today I want to introduce you to 3 ways that you can make this happen.


1/        Commit to making CRM a critical part of your business process.

No thinking about it.

No exceptions.

Commit to using CRM (Customer Relationship Management).

Define that this is how you are going to use it.

No other ways will be acceptable in your organization.


Is it hard? Yes.

Does it take a great effort and commitment of both time and money? Yes.

But, you can never marry relationships and technology to generate sales and profit unless you make the commitment.


I have one client who committed years ago to using CRM and has since watched his business grow tremendously.  Today, he is moving to an even higher end CRM product because he understands what it can do for his business.  And he is just touching the surface of potential.


I have seen others who refuse to do it, or just play with it, and it shows.


CRM is not an option in today’s business world; it is a requirement.



2/        Teach yourself and your team relationship skills.

How to listen – effectively.

How to ask questions that make people think and then shut up and listen to their answers.

How to show the prospect that you are truly interested – that you really do care.

Then really care – don’t just act like you care in order to get the business.

Research and learn about the prospect – stop asking stuff you should know.

Connect at multiple different levels.

Ask for referrals.


Relationship building has never been an option; it has always been key to building business.



3/        Build, document and require everyone to use the follow-up process.

From the time you first meet someone – offline or online, through the entire nurturing process, until you close the business, and then on into a growing and long-term business relationship and referrals.


This is where technology shines. 

This is what CRM does for you – if you make it a standard.

This is where you can build automated processes and campaigns that do most of this automatically, or at least let you know what and when.


This is where technology meets relationships and if done right, they work together harmoniously to produce sales and profit.


These 3 processes will set you toward those sales and profit goals you really want to achieve.


Are you ready to make it happen for you?


Then you need to be at our up coming boot camp.

This is where we will show you how to do both and how to tie them together neatly to produce sales and profit.


Marrying, technology and relationships – online and offline to make you and your business a tremendous success.  Million Dollar Business Development Boot Camp.


If you are really committed to making this happen for you – then sign up today.



Great quote from an old Jim Carrey movie,
“Yes Man”, “Yes: say it a million times, then
say it another million times, what happens?”

What happens is that things start to move
forward and that your life/business/career
takes a turn for the better.

What happens is you leave the rest behind
and you lead the race.

What happens is success.

Do any of the following sound familiar to

Problem: We need to get sales up.
Reaction: No, we can’t get sales up, have
you looked at how bad the economy is?

Problem: We need to go to the trade show
in New York.
Reaction: No, we can’t go, not a good
time to spend the money.

Problem: We need to invest in some
training for our people.
Reaction: No, we can’t spend money for

What would happen if we got rid of the
“No” and said “Yes” instead?

Let’s look at these three situations over
again and see what we could have done

Number 1:
We need to get sales up.
Yes we do and here is what we are going
to do.

1/ Stop focusing on the negative that
is being presented – dump the negative.
2/ Start putting the right attitude on
and face forward – show people we believe
we can do it.
3. Get creative and become different –
this is a great time to sell.

One of the big problems today is that it
has been so easy for so many years to sell,
that many people without any skill or
ability have been able to survive.
But guess what?
That is not the case anymore, now you
have to be good to make it. So, what
are you doing to do to be the best?

Number 2:
We need to go to the trade show in
New York.

Yes, we are going to the tradeshow, in fact,
we are going to do it up right. You see,
many customers of our competitors will
be there. But our competitors have
elected to stay home.
Sounds like open territory for us.
How does this conversation sound.

You: “Hi Joe, good to see you and
Cindy at the show”
Joe: “Thanks, we thought we would see
our supplier here, but they do not have
a booth”
You: “It has been tough on a number
of companies, but why not come over to
our booth and let me show you a few
things. We are doing very well in this
economic times and are reaching out to
really help our customers.”
Cindy: “Well, I do not want to get caught
short if our supplier is in trouble financially.
Let’s see what you have to offer”

Number 3:
We need to invest in some training for our
Yes, and not just training, but the good
stuff. There are some great deals out there
right now and we can take this chance to
upgrade our staff ‘s skills. Beside, once
things really get rolling, there is never
time to train. Let’s go for it, now.

Yes you can get your sales up.
Yes you can go to the trade show.
Yes to you can spend the money for training.

Yes, yes, yes.

The inability to say “Yes” to the things
that will help your organization create
success are definitely roadblocks to
your movement forward.

The attitude that so many people have
about the economy is really creating an
even greater problem. Remember that
attitude controls so much. Move forward
and create success while the others are
still focused on the bad economy.
How much further will you be ahead.
How much ground can you pick up.
How much more successful will you be.

Understand what is holding you back and
get it out of your way.

Success is right there for you, right now,
go for it – Say YES!

Yes, I am going to attend this week’s
Click here to learn more and register.

Yes, I am coming to the boot camp in
Click here to learn more and register.

Yes, I am going to make this my best
year ever.