Header image alt text

The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

There are literally hundreds of thousands of financial planners in the world.  You meet them every where you go.  Yet, how many time planners have you meet in the last 30 days?  How many time planners have you met period?

How valuable is your time? 

It is actually more valuable than your money when you think about. it.

You see, time is a fixed amount. 

 

We all get the same amount, no matter how rich, good looking, smart or wise we are.

How we use our time – that is one of the major keys to success and happiness.
How are you doing using your time?

What can you do to make sure you use your time the best way possible?

*****************************

Targeted Lead Generation – your number one podcast on Prospecting and Lead Generation.

This weeks challenge:

 

How to use Youtube to generate more leads.

Listen and see the show notes:

http://coachmanny.com/tlg/018/

*****************************

 

Here are 8 ways you can start with today.

1/      Prioritize the things you have to do. 

Determine what is most important, then next important, then next and so forth. 

If you know what is most important you have a better chance of making time to get the right things done.

 

2/      Stop being busy and start being productive. 

If you ask the average person today they will tell you they are busy.  Yet if you ask them at the end of the day what they did, many are lost as to what it was.  If you can’t remember what you did, then you are busy not productive.

 

The dad came home and said, “I was so busy all day that I never did get to what you wanted me to do. 
I know it was important, but I was busy”.  The mom then asks, “Well, what did you do”?  The dad replies, “I was busy didn’t I tell you that.  Did this and that and the other.  I don’t know, but I can surely tell you I was busy”.

 

 

3/      Stop trying to do everything and start doing the most important things, right. 

Many people are busy throughout life getting everything done and then one day wake up and life is over.  Stop trying to do everything

If you don’t take time with your children now – you can bet they will not take time with you down the road.  Just listen to Harry Chapin – Cats in the Cradle.  Such a sad story.

https://youtu.be/54gNizQj3HY

 

 

4/      Get some help. 

No matter who you are, no matter how good you think you are, I can guarantee you that you
are doing things that you suck at.  Things that someone else can do so much better.  Step one, find a way to delegate things.

 

 

 

5/      Know what you really want in life. 

Define it, write it down, focus on it.  If you know what you want, all these things will line themselves up and you will spend your time in the right places.

 

***************************************************

Ready for more? 

Simple Time Management for the Successful Sales Person

6 Easy to Implement Tips to Change Your Life so You Can Do So Much More

Only $9 – learn more.

http://thedecisioninstitute.com/?p=1792

********************************************

 

6/      Create a realistic schedule. 

You cannot do it all.If you have 8 hours, then schedule 6 and leave the other two for whatever comes up.

 

 

 

7/      Use your time effectively in the short term.

 What are you going to get done today, this week or this month.  What are the things you have to get done.  Whatare the most important things that have to get done.

 

8/      Use your time effectively in the long term.

 You have to ask, “are you spending the right amount of time with those you love?  Are you building the relationships you need to move forward with your life and business?  Are you investing your time in the things that will generate the highest pay off in the long run.

Make today the start of a better life for you.  Start right now and make the commitment to manage your time even better than you manage your money.

 

 

 

What is Coach Manny’s Inner Circle?

What if you had a way to take your game to the highest level?

Click the link and learn more:

 

http://coachmanny.com/coach-mannys-inner-circle/

 

 

 

 

 

 

 

 

10 Keys to Success in Your Life

 

1/       You have to control your time.

            When you control your time, you control your day.

            Don’t let any else have control over your day.

            Set your plan and execute it.

            Unless it is “REALLY” an emergency, it can wait.

 

2/       You have to take control of your money.

            Give, save and manage your cash.

            Give 10% away.

            Save 10%.

            Live on 50% – spend that for what you must have.

            The other 30% – use for the things you really want in life.

            Then if anything happens, you can actually live on 50% less.

 

3/       You have to spend time with God every day.

            No compromise.

            No being too busy.

            Take time every day to be thankful, to reflect and to enjoy all you have.

            Say a prayer.

            Help someone who may never be able to return the favor.

            Live God’s way – you will be amazed.

 

4/       You have to plan your day, schedule it and execute the plan.

            Simple process.

            The night before – this what I am going to do tomorrow.

            This is what my day looks like, scheduled.

            Then all you have to do is follow the plan.

            End of discussion.

            Never said it was easy.

 

5/       You have to have goals.

            Long-term – where are you planning on being in 25 years.

            Yes, I said 25 years.  That way you always are looking to the future.

            Even if you are 60 – look out 25 years and amaze yourself and the world.

            Mid-term -3-5 years.

            Short-term – 1 year.

            Today – 3 things you will do today.

 

6/       You have to take action.

            Stop talking about it.

            Stop thinking about it.

            What are 3 things you can do today that will take you to where you want to be.  Then do them.

 

7/       You have to take care of your health.

            If you don’t, all the rest really do not matter.

            You don’t have to have a 6 pack, but do you need to be healthy.

Exercise every day – yes you have time.  If you have a heart attack and you survive, you will find time to walk.  So find the time now.

            You are no good to yourself or your family if you don’t do this.

            Stop thinking about it, today.

 

8/       You have to take time for your family.

            Just listen to the old song by Harry Chapin.

            Cats in the Cradle.

            https://www.youtube.com/watch?v=etundhQa724

            Need I say more?

 

9/       You have to have a mentor(s).

            Someone who has done what you want to do.

            Someone to look up to.

            They can be older or younger.

            You can have more than one.

            You can know them or just study their stuff.

            But who do you want to be when you grow up.

            As you grow, you may change who they are.

            But always have a mentor.

 

10/    You have to hang out with the right people.

            You are the sum of the 5 people you spend the most time with.

            Who are they?

            Are they challenging you?

            Are they making you step up?

            Are you being the best you can be because you hang out with them?

 

There you have it – ten keys to success.

Follow them and you will be amazed.

 

Now, if you are in Coach Manny’s Inner Circle, then you can be watching the videos that go with these starting with number one today.  Just go to the Inner Circle Private Group page and click on the link.

 

If you are not in the circle, check it out and get in now.

http://coachmanny.com/coach-mannys-inner-circle/

 

Coach Manny’s Inner Circle – helping people to build their top line.

 

10 Things that Successful Sales People Do That Failures Won’t

 

“The secret of success lies in forming the habit of doing things that failures don’t like to do.”     Albert E. N. Gray

 

Today I want to share some great words of wisdom on sales that form the base of my business and also will lead you into what our new sales group is doing.

 

Watch this article with Coach Manny on Facebook Live, just click the link below:

https://www.facebook.com/manny.nowak/videos/10210875964548182/

 

Each of these is meant to help you strengthen your sales process.

 

1/      Make the calls you are suppose to make today.

            No matter what else is going on.

            There are no excuses.

            Subscribe to that and you will be amazed at what happens.

 

 

2/      Do what you said you where going to do when you said you were going to do it.

In other words, schedule everything, and then execute your schedule.

Plan out tomorrow in detail, what you are going to do and when you are going to do it.  Then execute your plan and don’t let other people drive your day. 

 

3/      Stay focused on the sales

            As a sales person your job in to close business.

            There are so many distractions all around you.

            Ignore them.

 

Your job is to bring in business; everything else around you is secondary.  Successful sales people sell, and they sell big.  It really is that simple.

 

 

4/      Have a Positive Attitude and Take Positive Action

Successful people never let you know they are not on top of the situation.  They smile, they laugh they make your feel good.  They make you feel like everything is great.

 

            That is the attitude that closes business. 

            But don’t just have the attitude; instead turn the attitude into action.

It is one thing to have the attitude; it is another to do it in everything you do.

 

 

5/      If your company won’t buy it for you, buy it yourself.

            You are a sales person.

            You make money selling.

            If you have a problem because you lack a certain tool, go buy it.

            You get paid a commission.

            You have unlimited earning potential.

            If you really need it, it should be a no brainer.

 

 

6/      Prospect Everyday

            EVERYDAY!

            It doesn’t matter what else you have to do.

            Set aside 1 hour or more everyday and prospect.

            Period.

            If you fill the funnel, then overflow it, then make it run all over the place.

 

 

7/      Practice every day

            Know the script.

            Know the product.

            Know it inside, outside and around.

            Practice, practice, practice.

            Then do it again.

 

           

8/      Know the questions your prospect is going to ask.

            Research.

            Understand.

            Know what they are going to ask.

            Give them the answer in easy terms they understand.

            They should never ask a question you don’t have the answer to.

            They should never get an answer they don’t understand.

 

 

9/      Get to “Yes” or get to “No”

            It is easier to hang out in the middle.

            If the customer doesn’t say no, then they are still a prospect.

            Wrong.

            Go through you list.

            Ask yourself, and then ask them.

            Get to yes or get to no.

            Then get on with it.

 

           

10/    Your Day is not finished until the work is done.

            Sales people have unlimited income potential.

            That also means they have to work until the work is done.

            This is not 9-5.

            Successful sales people are always working.

They might be working in the islands in the South Caribbean but they are working.

            Don’t stop till you are done.

            The reward for great sales is unlimited.

            Stay and finish.

 

 

 

Looking for the keys to take you down this road?  Then perhaps you should look at our new private Facebook Group

Coach Manny’s Inner Circle.

To learn more about the Inner Circle, just email me. Manny@mannynowak.com.

Subject:  Inner Circle.

I want to learn more?

 

 

 

            

In 2006 the concise Oxford English Dictionary announced that the word time was the most-often used noun in the English language.

We live in a world where people are obsessed with using days, saving minutes and trying to find more hours in the day.

Plain and simple, you get 24/7/365.
I does not matter how successful you are.
How rich you are.
How smart you are.
How good looking you are.

Nor anything else.

No one gets anymore and no one gets any less.
You have to learn to spend your time, effort and energy on the right things.

As Cynthia Kersey says in her book Unstoppable:
“Everyone is born with a limited amount of time. Every moment we live – whether we’re working, playing, complaining or being thankful – is time that we’ve spent. Nothing is more valuable than the time we have left.”

So what are you doing to make the most of the time you have?

Are you spending your time on the right things? As stated in other articles I have written, “are you busy or are you productive”? 

Is it time you stopped trying to do everything and started doing the most important things?

Remember what Dawson Trotman founder of the Navigators said:
“The greatest time wasted is the time getting started.”

The other day I was at a meeting and when I ask if anyone procrastinated, all I heard was laughter. You see we all do it. To get started seems to be so hard.

Writing the first line of a letter takes forever. Yet once you start your roll forward.

Picking up the phone to make that call takes us so long, yet once we pick up the phone, the rest is easy.

Even sitting down to play the piano, until we do it, seems like such a task.

Simply put, the start often stops us.

Here is a great story from InspirationalStories.com. The actual author is
unknown.

The clock is my dictator, I shall not rest.
It makes me lie down only when exhausted
It leads me into deep depression
It hounds my soul
It leads me in circles of frenzy, for activities sake
Even though I run frantically from task to task, I will never get it all done
For my ideal is with me
Deadlines and my need for approval drive me
they demand performance from me, beyond the limits of my schedule
they anoint my head with migraines
My in-basket overflows
Surely fatigue and time pressures shall follow me
all the days of my life
and I will dwell in the bands of frustration forever.

The bottom line is simple. As stated in the book “The Four Hour Work Week, “Lack of time is actually lack of priorities. Further the author goes on to say that doing something unimportant well does not make it important.

Requiring a lot of time does not make a task important”

This week it is time to make 3 simple changes in your life and see how much you accomplish.

1/   Work on the highest priority tasks. I know it is hard to leave stuff alone. But do it.

 

2/   Focus on what you are doing, stop trying to multi task so hard. You end up doing nothing well.  Stay in the moment.

3/   Learn to say “NO”

Have a great week. Start taking control of your life by starting to take control of your time. Encouraging, educating, inspiring and strengthening
business owners to be the best.

Looking for that little thing that will get you more time?

What about those little spaces of time?

What if we could show you how to make them work for you?

Saving your time and getting more done?

To learn more chick the link below:

http://thedecisioninstitute.com/simple-time-management-for-the-successful-sales-person-2/

Are you looking for the keys to the castle?

The way to take your Business to the next level?

The way to create a more successful and growing business?

 

These 12 keys are what I have learned will help you drive success in your business.

 

This is the process that I have used to help my clients build super companies.  It is a set of rules, technics and tools that I learned from some of the best and most successful business owners out there.  Those who do it so well and so successful.

 

Most successful businesses I have worked with live by them.

 

So today I just want to share an overview of them with you.  Then as the months go on, we will share additional insight into each one.

 

If you have any input or comments on these or others, please share them with me.  I will be putting this all together in a new book to be released either later this year or early 2015.  Maybe when I am done there will be 15 or 20, but for now, these are 12 keys that are critical.  They are in no particular order.

 

Love them or leave them, but they do work.

 

 

1/        Selling is the most important thing you do.

Close some business.

Forget all the rest until you get this piece working.

You don’t need that nice office, those beautiful business cards, or even great systems, you need sales.

If you don’t close business you don’t survive – it is that simple.

All you need to start is a business card, a phone, an idea and lots of drive.

 

2/        To build great amounts of business, you need marketing.

If you want to build a company that makes money.

Then you have to support your selling with marketing.

You have to generate the leads.

You have to start getting the phone to ring.

You have to get people to take action on the web.

 

3/        Delegate or die doing everything.

Determine what you are good at and what you are not good at.

Delegate what you don’t to well to someone else.

Get an assistant, a right hand person.

Surround yourself with people who are better, sharper and have greater potential than you do and lead them to success.

 

4/        Set goals, have a plan and Aim high

If you don’t know where you are going, you will definitely not get there.

If you aim high and you only get ½ way there you will still succeed.

And measure where you have gone.

 

5/        Get a CRM system and use it

You cannot track, manage or build a successful business without a CRM system.  And you are crazy if you try.

Excel and Outlook are great products, but they are not a CRM system.

Yes, you need it.

 

6/        Network and build relationships

Most of your business in most small organizations comes from relationships.

If you can’t network – learn.

If you are shy, get over it.

If you don’t have time, make it.

 

7/        Forget about going back

Stop thinking you can just go back if this fails.

Burn the ships.

There is no going back.

You have to make it work.

Either commit or forget it.

 

8/        Cash is.

Everything, anything and the only thing.

If you don’t have it, you are done.

Double the estimate you think you need

Double the expenses you think you will have

Cut the revenue projection in half

You have to have cash, which means you have to be making money.

No profit, no cash, no business – remember it and live it.

 

9/        Time if the only thing more critical to manage than cash.

Be proactive and not reactive

No one else controls you time.

You can create great things if you get this one under control.

Otherwise you will be working 16 hours a day and going crazy.

 

10/     Get some advisors and listen to them.

Get a coach.

Get a number of mentors.

Get a board of advisors.

And listen to them.

Spend time, money and energy on self-development.

No one can do it himself or herself.

 

11/     Lead The Way

Walk the walk.

Be tough when you have to be.

Be firm when you need to be.

Be fair, always.

Make decisions, now.

 

12/     Share the wealth

The greatest success comes to those who share

A little of a lot is more than a lot of a little, I don’t know who said it.

But wow is it ever true.

Share because you didn’t do it yourself.

 

 

There you have it, now go do it.

Plan, Do and Review

Posted by Manny on August 8, 2014
Posted in Time Management  | Tagged With: , , , , , , , ,

Are you struggling with time?

Does time seem to get the best of you?

At the end of the day, do you feel you have accomplished a great deal?  Made the best use of your time?

 

Today I want to talk about an old philosophy that simply applied to your daily life, will help you achieve tremendous results.

 

Plan what you are going to do today.

Then do it.

Then at the end of the day – review it and plan tomorrow.

Plan Do Review 

Sounds way to simple to work you might say.

But think about it.

 

If you did every day, what you planned to do, what would happen?

If you did every week what you planned to do – how would it change your life?

If you did every month, year and decade what you planned to do, how amazing would it be?

 

I hear you – “well Manny, life doesn’t work that way.”

Not completely, I agree, but even at 50% success, it can totally change your life.

 

This week, every day, just simple put this into practice and then see if it makes a difference.  It might take a few weeks (to be honest) to make it part of your regular process, but I can guarantee you, if you do apply it, you will have great success.  Don’t get discouraged, just keep doing it daily.

 

 

1/       Plan your tomorrow.

At the end of the day, determine what you are going to do tomorrow.

A good technic is to ask yourself this question,  “what do I want to accomplish tomorrow?”

 

Then create a list of those things.

Prioritize them.

Put a time to each of them.

Schedule them.

 

What you have now is a schedule for tomorrow.

Many of you might already do this; it is the next two steps that kill most of us.

 

 

2/       Do it.

Now based on the above, when tomorrow gets here, you know what you are going to do and when.

Now you just simply have to execute it and track it.

This is critical.

Track what you actually do.

Yes, interruptions occur, but if that is the norm, then they should be part of your plan.

 

At the end of the day, what you have is a list of what you planned to do and what you actually did.

 

 

3/       Review it.

Let me emphasize this step, as being the most critical, and the one most of us don’t do.

It is kind of like most of us don’t want to review where we spent our money.

 

But without this step, it will not work – so do it.

 

Go through the plan and actual and compare them.

Understand what happened, what didn’t happen and why.

Get a feel for what you can do and cannot do to correct the problems and issues.

Learn from today, apply to tomorrow.

 

What you have now is a lessons learned.

 

Now, go back to step one and plan tomorrow using the knowledge from today.

 

Simple isn’t it.

Now go and do it.

 

Want more on time management?

Check out the video and free webinar – click here:

Keys to getting your life back under control.

Are you frustrated?
Are you tired of spending 10, 12, 14 even 18 hours a day working?
Are you tired of not accomplishing the things you want?
Are you just plain tired?

Then guess what?
It is time you learned the following 3 simple techniques that will change your life and give you back the control you need.

Because if you can learn just these three simple things your life will change dramatically

1/ Get control of your schedule
You need to control your schedule, period.
Once you do this, you will get so much more done.

You need to learn to say no.
You need to say these are the days I am in the office and there are days I am on the road.

Stop scheduling stuff when you are not available.

This is when I can meet with you or anyone else, period.
You need to see someone else on that, they are better at it.

When my door is shut, leave me alone.
That is why I have a team – stop coming to me.

You need to say this is the way we are going to operate.
Once you say that, you will be amazed.

Will there be exceptions, there always are.
But they are the exception, not the rule.
You need to take control of your schedule and you need to control your day.
You will be amazed at how much more you get done.

2/ Do what you do best and give the rest to someone else.
I don’t care if you think you can’t do it.
If you think you can’t afford to do it.
If there just is no one else who can do it.
The bottom line is you are good at – selling – operations – administration – billable work.
Whatever it is, and the rest is wasting your time and talents and money.

Most people spend 80% of their time doing what results in 20% of the solution. Just imagine what happens when you spend 80% of your time doing what you do best – WOW!

Start today and get rid of everything you do that someone else can do better.
Then spend 80% of your time doing what you do great.

3/ Infect everyone with a passion that you exhibit day in and day out
Do you get that?
If you exhibit passion in everything you do all day long – because you are doing what you are great at – you will infect the organization.
If you are pumped up and rolling, the rest of the team will be pumped up and rolling.

Do you think people can work in my organizations and not get infected with this passion?
Watch the video and tell me that? http://youtu.be/ev1zj2zih3Q

Are you pumped up?
Do you realize that your people operate just like YOU?
If you are overworked, miserable, cranky, frustrated.
Then your team will be the same.
Yes, even weak workers can turn into super stars – when you add passion to the mix.

Three keys:
First, control your schedule, do it your way.
Second, do what you do best and delegate the rest – find a way to do it.
Third, get that passion out there and infect everyone.

The passion happens once you take control.
Do you think if that if you controlled your schedule and you did only what you do best you would have some passion? Of course, you would.

Now get out there and do it.
Yes you can.

Need help?
Pick up the phone and call me – I will pump you up 856 358 4021.

When was the last time you woke up and
knew you could hit a homerun?

When was the last time you arrived at
the ballpark and knew you could
hit a homerun?

When was the last time you stepped
to the plate and believed you could
hit a homerun?

Actually, when was the last time you
hit a homerun?

Everyday we encounter endless people,
situations and other things that try
to stop us from achieving all we can.

If we let them get in our way, then
we are done. If we let them take
our mind off of the focus we are
going for, then we are done.

So, when was the last time you woke up
and knew you could hit a homerun?

I hope it was this morning, but if it wasn’t,
then it is time to re-think, time to re-tool,
time to regenerate the motivation it takes
for you to wake up and believe you can do it.

If you cannot get up and know you can
do it, then guess what? It is not going to
happen.

As Robert Schuller puts it, “Focus means
learning to say ‘NO’ to distractions”.

Granted, there is so much standing in
your way, that unless you are really
determined, it will stop you. Unless
you are focused on making it, you will
not.
James Merrit puts it very well, “as you
look out, what do you see, stumbling
blocks or stepping stones”?

Think about it, do you look out do see
things as stoppers or as opportunities?

Do you look at the things that stand
between you and success as stumbling
blocks that will stop you, or do you simple
change them to stepping stones and use
them to achieve your goal?

You know, the choice is yours. As we
have said many times before, it is
your attitude, you determine how to use
it, no one sets your attitude but you.

So step number one – get up and know
you can hit the homerun. Walk out
into the kitchen knowing you can do it.

Walk out and share with those in
your home that
“I am going to do it today”.

Walk around with it written all over
your face –
“I can hit the homerun today”.

Remember as Robert Schuller further
says, “setting the goals is easy, but
announcing it to those you love,
announcing it to others, that really
takes courage”.

Now, when you get to your business,
your job or simply when you start
your day at home, keep that positive attitude.

Don’t listen as others complain.

You have arrived at the ballpark
and you know that today you can
hit that homerun.

Will you definitely hit it today?

Maybe not, but that should never stand in
the way of knowing you can do it.

Walk in with the attitude, “I can hit
the homerun today.”

Then, as you step to the plate.

Whether the plate is a phone call to a
customer for more business, a visit
to a prospect to close a deal, a
presentation to a large group of
prospective buyers, or simply doing your
regular job, always know you can
hit that homerun.

Know that no mater what happens,
no matter how it turns out, you
stepped to the plate and you knew
you could hit the homerun.

I guarantee you one thing, if you
don’t step to the plate knowing you
can do it, you hardly ever will do it.

So, you woke up and knew you could
hit the homerun, you arrived knowing
you could do it, you stepped to the plate
knowing you could do it, now do it.

If you continue to follow those 3 simple
steps you will hit more homeruns
than anyone else in your organization,
you will become the super star you
want to become, you will make it happen.

Yes, you might end up striking
out more than others, but you will end
up with more success than others
as well.

Go for it, hit the homerun.

Remember, Failure Creates Success.