Knowledge Nuggets from Pat
The phrase "Early in the Morning" appears numerous times throughout the Bible, highlighting the diligent habits of figures like Jacob, Moses, and David. These men rose early to connect with the Lord and take care of business.
My Knowledge Nugget: After the fall, we were told we would have to toil and work hard, but our bodies often resist, especially in the early hours. Despite this, it's noteworthy that most radio sales are made between 7 a.m. and 11 a.m. This aligns with the example set by biblical heroes who frequently began their days early, demonstrating the importance of making the most of our mornings.
Stefan Rybak - Habits of Highly Successful Sellers
In May, Pat and Rich suggested we attend the webinar, Habits of Highly Successful Sellers, in conjunction with Local Broadcast Sales and Stefan Rybak.
Listed are some of the key takeaways from the webinar. You can also click the link below and listen to the interview I did with Stefan, going more in depth about his broadcasting career, sales career, and his book.
From Stefan’s presentation:
1. It’s not what we do once in a while that makes us more money. It’s not what we do once in a while that brings us a higher level of success. It’s what we do every single day that makes a difference.
2. “The secret to your success is found in your daily routine." John C. Maxwell
3. “We first make our habits, and then our habits make us.” John Dryden
4. “Old habits die hard. If you’re not careful, the person you used to be can overtake the person you’re trying to become.” Lecrae
5. Successful people are always paying attention to what they’re doing and how they’re doing it, to ensure optimum efficiency and maximum results.
6. Successful people know that the foundation of all success is action. It’s not what you know; it’s what you do with what you know, and how often, how quickly, and how efficiently you do it.
7. When you take action, you’re moving toward your goals and the life you dreamed of. Rather than sitting around and just thinking about it, get it in gear, get moving, and take action.
8. See/speak with as many clients and prospects as you can every single day. The more people you see, the more people you speak with, the more sales and money you will make.
9. Try to see people in person, if not in person, use the phone, if not the phone, lastly email.
10. Broadcast sales is a person-to-person business. The salespeople who make the most money send the fewest emails because they use the power of personal contact.
11. 95% of broadcast sellers spend the majority of their days sending out emails, which is a waste of time. This gives the appearance of effort, not the result of effort.
12. It’s about having and following a proven sales system, taking positive action, being proactive rather than reactive, getting out there, and getting face to face with more prospects.
13. Successful sellers are always in the habit of moving quickly. They’re in control of their thoughts, words and deeds, but they move fast.
14. It’s not the client’s responsibility to follow up with you, it’s your responsibility.
15. Send short emails.
The Word of God reminds us in Proverbs 24:27 (NIV) “Do your planning and prepare your fields before building your house.”
Wisdom Based Selling Insights
Stefan authored the book "The Shadow on my Heart: Faith, Family, Forgiveness," which vaulted into the Top 10 on Amazon's Best Seller list on its very first day of release. Through the very challenging process of writing this book, Stefan realized more than ever before that we are loved, guided, protected, and directed by a kind and merciful God.