When clients back out…

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David!

After studying your sales strategy, I can say that I can now make a fair number of sales. HOWEVER, the problem I’m experiencing now is that I can’t seem to KEEP the sale! In the past month four people have contacted me 3-4 days after I’ve sold them, and told me that they needed to back out.

What am I doing wrong???

Thanks!!

Neagle Code Answer

Great question.

If you’re getting people who are changing their mind after an initial sale, it means that you may be missing a key component in your sales conversation.

 

One of the most overlooked parts of a sales conversation  actually happens AFTER the sale has been made.


Once the sale has been made and you have received a deposit, it is crucial for you to continue the conversation by telling them what to expect.

Example:

“You know, you’ve just made a big decision to invest in yourself and grow. And we know that any time your ego feels threatened you will create circumstances in your life to get you to change your mind or to stop moving forward. So let me ask you something. What’s going to cause you to change your mind?

This accomplishes two things.

1) It lets them know what to expect so if they start to create chaos, they can quickly identify it for what it really is.

2) If they decide to change their mind, you can re-engage them using their own words.

Example:

“When we spoke a couple of days ago, you said that overwhelm can derail you. Now you’re telling me that you are overwhelmed and can’t move forward. Isn’t this interesting? Your ego is playing a mind trick on you, so let’s go back to the truth…. (and then you re-engage them in the conversation and help them see what’s REALLY going on).

If you end your conversations using this technique, you’ll find that your new clients will feel well-informed and will be more likely to stick with their initial commitment.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

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How to set proper boundaries in your business and personal life

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David!

I feel like my business is swallowing me up, and it’s to the point now that I can’t see a difference between my personal life and my business life. Even my friendships and relationships are steeped in my business to the point where I feel like I can’t have a genuine conversation without someone in my life asking for coaching or business tips. I know I need to untangle this, but am unsure of the steps.

Thanks!

Neagle Code Answer

Hi, and thanks for this question.

The fact that you see your business life and personal life as one is a key indicator that you have not set proper boundaries for your life and in your relationships.

Your business life should be your business life, and your personal life should be your personal life.

Here are some suggestions on how to set proper boundaries.

1) Have a set start and end time to your day. Do not let your work invade your personal time. Work will always fill the time you allot it, so you may find that you are much more efficient when you have a limited time to work on your business. Use your calendar and stick to it!

2) Get involved in something outside your business. If you like travel, join a travel club. If you like to read, join a book club. If you like to hike, join a hiking club. This will expose you to people who know nothing about your business, but still share the same interests that you do. They won’t want anything from you except your thoughts on your favorite destination, book, or hiking trail.

3) Schedule time with your current friends and gently let them know that you’re not open to a conversation about your business, and you don’t feel you can be their coach and their friend at the same time. You’d much rather be their friend. If you’re worried about what you’ll talk about, think about purchasing a small box of conversation starters. They are great to spark new and interesting conversations.

4) Do some journaling about who you are outside of your business. You need to begin to realize that your business is not your identity.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

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Help! I’ve been plagued by low sales for months

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David!

I have been plagued by the same challenge for several months now…low sales. It’s to the point where I need to start cutting back on my spending, which feels constricting and based in lack.

The biggest problem: I can’t figure out how to overcome this challenge, and it is SO frustrating…what is going on?

Thanks so much!

Neagle Code Answer

Hi, and thanks for your question.

First let’s look at what challenges in our lives and businesses REALLY are…

1) They are necessary for growth.
2) They hold hidden lessons that we need to learn about ourselves.
3) They are neither good or bad…they just “are”.

Webster’s Dictionary defines a challenge as: a stimulating task or problem.

But here’s what I want you to see:

You are experiencing this challenge because there is something that you need to learn about yourself, and the challenge keeps recurring because you are resisting learning what the challenge itself is trying to get you to see.

Each challenge we are faced with has a hidden message…

a hidden lesson that we need to learn
in order to become the person we
need to become to fulfill our purpose.

If you find yourself with the same challenge over and over, you need to take a deep look into what you may be resisting hearing, seeing, doing or being, that is keeping that challenge in your life.

In this instance, you may be resisting:

• the sales conversation
• reaching out to prospects
• being seen
• rejection

The list could go on.

Look deep into your challenge to identify what you may be resisting and reach out for help if you still can’t identify the resistance.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

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Win or Learn – Why there is no such thing as a mistake

This week's question from my portal “The Neagle Code: Directions for Life” comes from Gene F.

Neagle Code Question

Hi David!

I feel really stuck. I have LOTS of ideas for my business, and yet, I sit paralyzed because I can’t make a decision about what I should do first. I’m afraid I’m going to choose “WRONG”.

HELP!!!

Neagle Code Answer

First, there is no such thing as a mistake. Everything you do, regardless of the results you experience, is bringing you closer to truth. All of those experiences force you to grow, and in the growth, you begin to discover who you are and what you want for your life.

Many entrepreneurs hesitate to get started on an idea because they are afraid of making a mistake.

Actually they aren’t afraid of the mistake itself, they are afraid of what other people will think about their decision and outcome.

So you must first DECIDE.

Choose ONE of your ideas. It doesn’t really matter which one, just choose one that inspires you the most.

Then take ACTION on that decision. Don’t worry about the results, don’t fret about what people will think, and don’t stop.

You see Spirit won’t give you your entire plan. You must take action on the first step before the 2nd step will be shown.

If you never take action, you’ll never see the next opportunity.

If you should fall flat on your first idea, be grateful for what you’ve learned from it, and continue to look for the next opportunity.

It WILL be there.

You will either win or you will learn, in which case, either outcome is a GIFT.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

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How to defeat distraction

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

I think I suffer from Shiny Object Syndrome…meaning I can easily be distracted by a new “opportunity”. This can show up as a training, class, new direction, you name it. I’m constantly faced with trying to decide if I should or shouldn’t do something, and it keeps me from focusing. How do I know what I should be saying yes to?

Neagle Code Answer

Thanks for the question! I know many entrepreneurs struggle with this.

First… do you have a clear-cut goal? You can’t decide what the next step is if you don’t know where you’re going.

If you don’t have a goal, set some time aside and get very clear about what you’d like the end result to be.

If you already have a clear goal, ask yourself if there is something that you’re resisting doing that’s keeping you from that goal.

Often times, if you’re in resistance, something shiny
will pop up to distract you.

You’ll need to be very honest with yourself about this, as your mind will create stories around why you’re resisting something.

Let me give you an example:

If your goal is to enroll more clients, and you KNOW your next step is to make sales calls, but instead you sign up for a class to learn how to build a website, you’re using the website class as a distraction.

And the insidious thing is that you will have yourself convinced that when you finish the class, you’ll magically have those new clients enrolled.

When you really want a clear gauge to help you make a decision, I always recommend that you turn to the FOUR QUESTIONS…you may have even heard me teach this before.

So let’s use the example above and run it through using the FOUR QUESTIONS.

1) Is this something I want to be, do or have? In the instance of the web class, yes.

2) Is being, doing or having this taking me closer to my goal? In this instance the answer would be no because it would be taking the person farther from it. They already know that the most direct way to enroll clients is to make sales calls.

3) Is being, doing or having this in alignment with Universal Law (more life to all)? Yes

4) Does being, doing or having this violate the rights of others (does it take away someone else’s right to choose)? No

The determining factor in using these questions is that you must answer yes to the first three questions, and no to the fourth.

Since the answer to the 2nd question was a no, this person would not choose to take the web class. Instead they would focus on working through their resistance to sales calls.

When experiencing bright shiny object syndrome, using the four questions above will help you see clearly which direction to take.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

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Fuzzy goals? How to clarify your vision

This week's question from my portal “The Neagle Code: Directions for Life” comes from Shirley Marie.

Neagle Code Question

Hi David,

If I do not have a vision and am ready to totally reinvent myself and my direction, how do I start? Most exercises assume one has a vision, and I just can’t see that for myself, even though I feel I want something different. Please help.

Neagle Code Answer

Hi Shirley Marie, and thanks for your question.

The truth is you do have a vision, but there is a part of you that is afraid of seeing it.

Here are two different strategies that I’ve found really help my students open to their vision.

Strategy 1:

Make a list of all the things in your life
that you are tolerating.

What you desire is just the opposite side of what you don’t desire.

Making this list is an excellent way of starting small and building toward a vision. By eliminating your tolerations one by one, you can begin to see what you do want for yourself.

Strategy 2:

Journal.

Let me be more specific. Approach your vision journal with an air of curiosity. Ask yourself: If I had a vision, I wonder what it would be…

And then begin writing. Don’t censor anything. Write it ALL down.

Be OK with it changing daily. Be OK with it seeming ridiculous, too big, not clear enough, etc.

Allow yourself to play with ideas and fantasize about possibilities. As you do this, your vision will begin to take shape.

And remember visions change. What your vision is today may not be your vision in a year, but start where you are and begin to make small shifts and advances.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

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I live between two worlds. How can I live fully as an entrepreneur?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

I am in two worlds, the corporate world during the day, and then my world as an entrepreneur – if I have the energy afterwards. I want to transition from the corporate world to having a successful, lucrative career running my own business, and so far, have had some small successes; but I want big success. However, I am not financially secure enough to just quit my day job, and I find the struggle disheartening at times. Any words of insight would be very much appreciated!

Thanks!

Neagle Code Answer

This is a great question and a perfect example of what I wrote about last week in reference to what Maxwell Maltz calls a Cybernetic Mechanism.

You see the truth is that you have a deep desire to be massively successful entrepreneur, but you also have a conflicting “set point” or sub-conscious belief that is giving you the message that it’s just not possible.

This belief is causing you to choose the perceived security of a day job over fully stepping into your gift. There may also be a hidden fear that’s keeping you from sharing your work with the world. (hint: judgment)

It’s hard to know the set point that’s stopping you without actually having a conversation with you. But just know if you truly wanted to be an entrepreneur more than anything and share your work, you would.

It’s the LAW!

Uncovering your hidden beliefs is going to be key in helping you see how realizing your dream is possible.

One suggestion I have for you:

Set a date to leave your day job and then go to work preparing for that day.

You must force yourself to release the belief that you need the day job to support you; it’s simply not true.

The other suggestion I would make is to really look at your beliefs and values. If you can become aware of what’s controlling your thinking, you can consciously choose differently.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

Stuck and frustrated. How do I break this glass ceiling?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David!

I’m so frustrated, and I’m not sure what to do to solve my problem. I seem to be stuck under a great glass income ceiling. Every time I have a great month and make sales, the following months decline, and my yearly income always stays the same (3rd year in a row). I feel like I’m “doing” everything I can to grow my income, and yet at the end of the 3rd quarter this year, here I am AGAIN. I want to scream!

Any suggestions for me?

Thanks!

Neagle Code Answer

What a fantastic question!

First, I want you to understand that sometimes your income has less to do with what you’re “doing” and more to do with what you believe.

Let me explain.

Maxwell Maltz, in his book Psycho-Cybernetics, teaches that all people have an internal “set point,” which he calls a cybernetic mechanism.

A cybernetic mechanism is a mechanism in both man and machines that determines and measures the deviation between a set point and a goal.

In fact, we have these set points everywhere in our lives. Think about your weight, your finances, and your environment.

What you may be experiencing is your own cybernetic mechanism or “set point” in regards to your yearly income.

Researchers have found that our cybernetic mechanisms are set based on our past programming. This means our ability to hit our goals, is actually based on beliefs that were passed on to us by others.

The only solution is to really become aware of what those hidden beliefs are, and then consciously begin to change and re-program them.

If you feel like you’re constantly trying to pedal up-hill, chances are that’s because your cybernetic mechanism is kicking in and your sub-conscious beliefs are working against you.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

What to do when success strains family relationships

This week's question from my portal “The Neagle Code: Directions for Life” comes from Mariarosa G.

Neagle Code Question

Hi David!

I am the daughter of a family who was raised VERY poor, and their expectations have always been to make something of myself and to be successful, but I’m now at the top of the income level of anyone in my family and I’m finding myself in an uncomfortable place. I’ve hit a ceiling, and I think it’s because I’m worried I won’t fit in with my family anymore or I won’t “be like them” anymore.

How should I think about this so I can break through this income barrier?

Thanks!

Neagle Code Answer

Hi, and thanks for your question!

The first thing you need to understand is that when you exceed the income level of anyone in your family, you may not fit in anymore.

You may not relate on the same level anymore either.

Things that are important to you may not be important to them and vice versa.

And sometimes they will judge you for your success.

But if you don’t move forward,
you’re living a life so they won’t feel uncomfortable.

Recognize that at some level your parents gave you a double binding message.

One was to be successful.

The other was don’t stray too far.

The fastest way to move through this income barrier is to realize that your relationships may change.

This doesn’t mean that you love them any less…
it just means that it’s time to change.

Accept that change, and begin surrounding yourself with other people who WILL support you and who are also several steps ahead of you as you strive to hit your goals.

After all, you get ONE life…who are you going to live it for?

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

 

Where to focus when the unexpected sets you back

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

I'm beginning to feel a bit jaded about my work… it seems like regardless of how hard I try, I always only have “enough.”

I really desire more for my life but it seems like every time I make some traction, I also have an unexpected expense (i.e. owing more in taxes, car trouble, family emergency, etc.), and then the next month I make less, and I’m back where I started. Is this a wealth ceiling problem? Can you help me see what’s going on here?

Neagle Code Answer

Hi, and thanks so much for your question!

Based on your question, I do not believe you have a “wealth ceiling” problem.

Looks to me like you may have a focus problem.

Here’s the truth:

You’ll ALWAYS have
unexpected expenses.

What I’m wondering is:

What were you focused on as those
unexpected expenses began to pile up?

As the car trouble happened, were you focused on the car trouble or were you focused on hitting your monthly financial goal?

When you experienced a family emergency, were you focused on the emergency or on hitting your financial goal?

The truth is that those unexpected expenses were just distractions created by your sub-conscious mind to keep you from growing.

The key to solving this roller coaster problem is to continually stay focused on:

1)  What you want

      and

2)  What actions will take you closer to what you want

There will always be unexpected expenses, so set up an “unexpected expenses” bank account, and funnel a percentage of your monthly income into that account. That way, when an expense pops up, you’re “expecting” it and can easily pay for it without it being a distraction.

This will allow you to keep your focus on your goal.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!