I Get Nervous Before Sales Calls

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

Neagle Code Question

How do I prepare myself mentally and emotionally before a sales call? I notice that immediately before I get into a call, I get nervous. There’s a fear, doubt, or worry that comes into play. I have no idea what the person will say.

Also, I don’t want to be attached to the outcome. I give them service, I listen to what they say, and I don’t have any expectation of them saying “yes.” In fact, I assume they’ll say no, or that they’ll think about it. And that’s the result I get, because I'm afraid of getting attached.

I know we’re not supposed to be attached to the outcome, and we’re supposed to “command the result.” How do you NOT attach to the sale? How should I go into a sales call to prepare?

Neagle Code Answer

It’s a simple little switch. You think to yourself, “I don’t need this—I want this.”

Needing something will get you attached. Need comes from fear and scarcity.

Tell yourself, “I don’t need the sale. I want the sale.”

Note: A want or a wish is different from desire. It’s okay to want things. It’s okay to desire something, as long as you’re not coming from fear. Everything depends on why you want something.

In order to mentally and emotionally prepare for sales calls, you can do things to put yourself in a good energetic state.

Do something to get out of your head, be in the moment, and to release all those feelings of doubt or fear.

Listen to music. Dance, or do something physical.

If you want to review any information the client submitted beforehand, or go through the questions you’ll ask them, you can do that too. You want to keep everything simple and not make it too complicated.

Getting ready from an “information” standpoint is one thing, but getting emotionally ready is something else.

I used to use music all the time. When I did sales calls, I would crank it up. Before a call, I would take three deep breaths, and get centered.

Remind yourself that you’re a professional, and you’re about to help someone change their life. Just center yourself, and use the music to get into a good space.

Do this over and over again with every call.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Do You Help Someone Figure Out Their Passion?

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 an entrepreneur, and my partner is not. I want to build, grow, and see things. He has working class mindset, always working for someone else. But he’s intrigued by everything I’m doing, and he’s open to it.

I feel like we’re going in different directions. When I ask him what he wants, he always says, “I don’t know.” He’s trying to figure that out. I say, “You have to go try things. Why don’t you go for that dream job? Why don’t you talk to people?”

Is that the right approach? How can I help him find his passion? How can we see if we’re on the same page or create a direction? He wants to fit into my life of freedom, but I want him to have his own passions and dreams.

Neagle Code Answer

I would sit down, have a conversation and say, “Let’s take a week and decide what we want for ourselves in life.”

Take a week, write down everything you want in your life…and have him do the same.

Then, after the week, come back together and compare notes. See where you are.

Talk about, “What do we want together?” Create a vision for what you guys want together. Break it down to, “Okay, how are we going to create this in our life, so that you get what you want individually, I get what I want individually, and we both get what we want together? And then we make it work.”

That will determine the next steps.

It’s important that you both have the freedom to really say, truthfully, what you want. If you’re hiding something—or you think your partner would be offended or might not want the same thing—or if you’re like, “That won’t work”… you might have a codependency thing going on, where he’s letting you be the leader.

But that never works out very well.

No matter what the outcome is, you have to give each other permission that you’ll be 100% honest about what you want.

Here’s another thing. When someone keeps saying, “I don’t know,” they’re actually giving their brain a command to NOT give them the answer.

Our brain is extraordinarily resourceful,
if we learn how to use it.

Instead of saying, “I don’t know,” he could start saying, ”I know it’s coming. I know the answer is coming. I give myself permission to know what it is.”

Here’s the truth, which I deeply believe:

Humans are not the one species on the planet that was born with no direction. We all have a purpose and a direction. We were just taught to ignore it during childhood (for whatever reason), so that we could survive.

Your partner just needs to start talking. His self talk needs to change a bit. Give him the space to come up with what he wants.

Don’t pressure him in any way. Let him write down whatever he knows that he wants, because you can only start where you are. He just needs permission.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Am I Setting a Goal or Making a Decision?

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

Neagle Code Question

What’s the difference between setting a goal and making a decision? I’m struggling with differentiating the two in my mind.

For example, let’s say I want to get up at 6:00 am and take a cold shower. That’s a decision, right?

But then I have a goal that I want to make $X amount of dollars. That’s a goal, right? Can you clarify the distinction of where it breaks from being a decision to just setting a goal?

Neagle Code Answer

They’re both part of each other.

When you set a goal, you need to figure out, “What do I need to do to reach that goal?”

The decision is about, “I’m going to accomplish this goal, and I’m making a decision to do it, based on cause and effect of what needs to be done to reach that goal.”

First you set the goal.
Then you make a decision to reach that goal.

From there, figure out what actions you need to commit to, in order to reach the goal.

Here’s an example. If I sat down with my CEO, Steph, and said, “Hey, let’s set a goal to make an extra million this year…” we’d sit down and reverse-engineer what that would look like.

  • How do we want to make that money?
  • What do we want to do?
  • What are you and I going to commit to?
  • Do we need to hire someone?
  • What needs to be done?
  • For how long?
  • On what days?

We’d break it down into activities—all the way down to the smallest details.

Set the goal, make a decision to reach the goal, brainstorm how to get there, then commit to taking those actions.

Commitments are just decisions along the way.

If you don’t chunk your goal down into specific activities, then you haven’t really set the goal. You haven’t made a decision.

You have to turn the goal into activities that are based on cause and effect. What is the cause of this goal that you want?

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Can I Get My Spouse on Board?

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

Neagle Code Question

My wife is a working professional and is paid very well. She’s fulfilled with her work, and her income is high, but she’s not an entrepreneur. She’s not tuned into the hustles and struggles of owning your own business.

Many of the things I need to work on—like mindset issues—come more naturally to her. Sometimes I’ll say, “Hey, let’s go to a David Neagle live event,” and she won’t be as into it as I am. But sometimes she’s curious about what I’m learning.

Sometimes she sees me doing this mindset work and she’s like, “Why do you need to do that?” How can I get her and I on the same wavelength, so that we can pursue some non-economic, non-financial ways to grow?

Neagle Code Answer

The first thing I’d ask her is, “Why are you asking me this question? What are you actually looking for?”

Because it sounds like she’s looking for something, and you’re answering her question in a way where she’s not satisfied.

So I would find out what she’s looking for, and what the reason is behind her question.

I’d say, “That’s a great question. And I honor and respect your question. But why are you asking me this? What information are you looking for?”

Let’s find out what she wants to know.

Because if you answer the wrong question, she won’t be satisfied.

Obviously, there’s a disconnect somewhere. And we need to figure what it is first.

I’d also say to her:

“I know you don’t have as much interest in this area as I do. But it would really mean a lot to me if you’d come to this event with me, because it’s something I’m interested in. And I’d love for us to work together on our relationship.”

“…AND I’ll totally respect you if we get there and you decide it’s not for you. But it would really mean a lot to me if you’d come see what’s really interesting me, so that we can create dialogue between the two of us.”

I would approach it from that angle.

Sometimes the spouse just isn’t into it.
And that’s totally fine, as long as both people are working to grow their relationship together.

The worst thing you can do is to make her wrong for her lack of interest.

Here’s another thing…A person has to fully embrace the teacher.

She might be curious about the material I’m teaching, but I might not be the right teacher for her.

She might be interested in the content, but maybe she needs to find somebody she vibes with better. That’s always a possibility too.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Can I Make Money if My Email List Isn’t Responding?

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,

My question is that I’m still not making any money in my business. I’ve fixed my messaging, and upped my branding. People in my industry are starting to notice me. But I don’t know where to get the leads.

I have 250 people on my email list. It’s very disengaged, even though I email frequently. I’ve reached out to every person via direct email. I asked them, “Are you looking to find THIS, or are you looking to do THAT?” I don’t know what the open rate was, because I emailed them individually.

No one is responding. And no one responded to my survey. That’s where I feel stuck. What would you recommend?

Neagle Code Answer

My CEO, Steph Tuss, is the master of this!

She recommends the following tips for re-engaging your email list:

  1. Rather than sending these emails personally, send them through your CRM, so you can track open rates
  2. Resend an email, but don’t send a “this or that” email. They’re all on your list because they’re looking for something specific. Deliver VALUE before asking them do to anything in return.
  3. Fulfill the promise of why they’re on your list to begin with—what are they looking for?
  4. Send out a 9-word email to your list. It doesn’t necessarily have to be nine words, but it’s very simple. It should be a one sentence question. You could send something like, “Are you still interested in [whatever your main thing is]?” And that’s it. Sign off with just your name (no fancy headshot, phone number, email, or anything). They’ll either respond with “yes,” “no,” or they won’t respond at all. If they don’t respond at all, then you can assume the topic of your question is no longer something they are interested in.
  5. Use a good subject line. For a 9-word email, an example subject line is, “Question for you…”
  6. The next time you do a survey to your list, give them an incentive for answering the survey (because no one fills out a survey without experiencing “what’s in it for them”).

Anyone with a service-based business can send out this type of an email, including attorneys, coaches, or other businesses.

The email should not be about you at all. It shouldn’t be what you’re offering. It shouldn’t be anything about you.

It should be one single question:
“Are you still interested in… X?”

That should be the reason that they’re on your list, and following you, to begin with.

At my company, we sometimes send out an email saying, “Are you still interested in growing your business?” Period. (You might have gotten an email like that from us before.)

When they respond, this puts you into a conversation back and forth with the people who are still interested and ready for help.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Do I Overcome Imposter Syndrome?

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,

The term “imposter syndrome” keeps coming up in my awareness. Can you speak to the meaning of that? What is your understanding of imposter syndrome?

Neagle Code Answer

Imposter syndrome is when your self-image doesn’t match up with the direction you want to go… and you don’t feel worthy of what you actually want in life.

Obviously, that needs to be changed at a self-image level.

There’s a quote from “A Course in Miracles” about self-image. If you’re having an issue with your self-image, you should read it 50 times a day, and behave as if you’re that person:

“The truth about you is so lofty that nothing unworthy of God is worthy of you. Choose, then, what you want in these terms and accept nothing that you would not offer to God as wholly fitting for Him.”

This is the only way to change your self-image once you’re an adult.

Remember, the way you learned as a child is not the same way you learn as an adult. As a child, we learned by gathering information, remembering it, then feeding it back to someone… who then said we learned.

As an adult, our learning is experiential.

Once you’re an adult, if you want to change the results in your life, you have to acknowledge where you are and do something different.

If it’s an internal change you have to make, then you have to be willing to do things to raise your self-esteem to the level where you want to be.

This will never be an intellectual process first. It will always be behavioral first, intellectual second.

That means you step into the actions you’re taking to move forward.

Who do you want to be, while stepping into those actions?

This is where the rewiring of your mind happens. When you’re taking action, you develop the confidence to actually do it.

Imposter syndrome is literally feeling like an imposter. Feeling like, “This isn’t me. I’m stepping into this, and it’s not true.”

It’s all about doing the thing in order to become the person you want to be.

And remember — the part of you that doesn’t feel worthy is coming from someone else’s voice in your head.

It’s not your voice.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Do I Change the Way I React?

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’ve heard you say, “Training habituates reactions to any circumstance.” When I make a mistake, I find that I tend to have a strong, negative reaction. For example, let’s say I made a typo in a piece of paperwork that I filed. Nobody may notice it, but I notice it when I’m reviewing it. I’m mortified and I’m afraid someone will find out and laugh at me. That’s where my brain usually goes — “I can’t believe I made this stupid mistake.”

How I can habituate a better reaction when I make a mistake?

Neagle Code Answer

First ask yourself: what’s the reaction I want to have?

Most people will answer in the negative, like, “It’s okay, I’m not a bad person, and nothing bad will happen.”

But let’s make it more positive. You could say you want gratitude to be your first reaction.

Why gratitude? Because mistakes teach us the greatest lessons in life. So let’s be grateful for them. Work having on deep, profound gratitude for any mistake you make—as if it’s really important.

In the example you gave with the typo… where is the deep and profound gratitude for the typo?

The answer is: it points out how you view yourself negatively. So now you know what to change.

It has nothing to do with the typo. It’s actually showing you about yourself.

When you start to look at mistakes in this manner, you’ll eventually retrain yourself to have a different reaction every time.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This month, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Should I Pay My Rockstar Team Members More?

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 two “rockstar” team members who are asking for 3x their salary. Hands down, they’re worth that amount.

I’d feel guilty paying them more, because the rest of my team is paid based in their country’s currency. If I pay the rockstars U.S. wages, it seems unfair to those who aren’t as capable—because maybe they’re disadvantaged, their life was harder, or they’re a single mom or something.

How should I approach this?

Neagle Code Answer

If one person is a rockstar and one is mediocre and you’re paying them the same for the same position—you’re going to lose the rockstar eventually.

The mediocre one should probably be let go, and you should hire a second rockstar.

It’s not personal.

Let’s say someone is showing up every day, giving their best—and they’re just not getting there. That’s probably the wrong position for them.

I tell people, “Find a place where you can be the rockstar of your own life.” If they can’t get there, they should probably look for something different.

That’s not your burden to carry.

You’re responsible TO people, not FOR them.

Everyone has a hard life. Everyone’s on their own journey. How determined are they to change their circumstances?

It’s their responsibility to clean up their life.

As the business owner—and their boss—you can do your team a great benefit by having those truthful conversations with them.

Be transparent. Tell them, “Look, I’d love to pay you as much as the next person. But you’ve got to clean up these issues before you can get there. You COULD be a rockstar, but it won’t happen until you clean things up. You’ll probably perform way better once you do.”

Consider how a professional sports team is run. The best person gets the job… period. People who aren’t the best go somewhere else, even if the coach loves that person.

The coach makes hard decisions in the best interests of the team.

That’s how you need to see yourself. The best player gets the spot. If they’re not the best, they need to go somewhere else—maybe somewhere where they’re looking for a “B player” or “C player,” rather than an “A player.”

If you have B and C players on your team, working with A players—those A players will leave, because A players want to work with other A players.

Don’t do a disservice to your A player, your B player, AND to your company.

Remember, it’s a team—not a family. Everyone is gunning for those spots, while taking responsibility to do their best. If someone isn’t doing their best, have a conversation about why. Then it’s a decision on what to do about it.

Recommended Reading
No Rules Rules: Netflix and the Culture of Reinvention by Reed Hastings

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Should I Give My Team a Raise?

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 a large team, and I’m making my best efforts to pay everyone at the upper range of their pay scale for each position. However, people are constantly asking for a raise. This triggers a reaction in me and fear that if I don’t give them what they’re asking for, they’ll leave.

I feel guilt that I can’t pay everybody double or even triple what I’m paying them. How do I handle this?

Neagle Code Answer

First off, I think it’s great that they’re asking for a raise. I want people who will ask for a raise, because that generally shows that they want to improve.

When someone asks for a raise, consider 2 things—their performance, and what you’re willing to pay around the scale for that job.

Ask yourself:

  1. Does the employee deserve a raise (regardless of whether they’re at the top of pay scale or not)?
  2. Where do you want to draw a line with how much you pay people?

That’s a personal decision and a business decision.

Secondly, everybody can be replaced. Don’t ever put it in your mind that you have somebody who can’t be replaced. Otherwise you’ll back yourself into a corner.

Some people are more difficult to replace than others, which may require that you pay them a bit more if you feel that they—and their position—are worth it.

If someone is in a position where you’re not going to pay any more, tell them that upfront. Say, “Listen, you’re already at top of the pay scale. The only way you’re going to get a raise is if the scale increases.”

Is there a place for advancement for that person?

It’s like knowing what their hopes and dreams are, and seeing if that’s a match for your company.

If there’s no advancement possible for them, then you need to let them know. You can say, “If a promotion is not what you’re looking for, and if you don’t want to advance in the company, then I completely understand if you want to move on.”

That’s part of owning a business—knowing that some people aren’t meant to stay in that position for the rest of their life, and you’ll have to replace them.

You’re also looking at individual performance data for the person and their position.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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I Need Help, Hiring Help

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 need to hire a team for my business and get more support. At the same time, I keep hesitating.

I feel stuck. I don’t feel confident in the decision I need to make of what support I need for my business. I’m afraid to make the wrong decision. What’s going on here? Why am I not pulling the trigger when it comes to hiring more support?

Neagle Code Answer

When someone refuses to hire help, they will eventually slip into resentment.

The last thing you want to do is to go into resenting your clients and your business because you are under supported.

If something happens in your life, and it starts to become a huge problem in your business, it should be a wake-up call that “I’m not building the business as I should.

A business owner should be able to walk away for a period of time without worrying what’s going to happen to the business.

Get your emotions out of it.

Look at it as a business decision.

Yes, you have to learn to manage people. Yes, you need to create more systems. Yes, you need to learn how to hold people accountable. These are skills to learn.

You just have to step into them and learn them as you go.

You need to learn to start welcoming making the wrong decision, or you’ll be paralyzed forever.

There’s nothing wrong with making a wrong decision. It’s not a reflection on you as a person.

We’re all ignorant about everything we’re doing to move forward because we’re doing something for the first time and stepping into the unknown.

I have no idea what new decisions I’ll have to make tomorrow, and I can’t be certain what the outcomes will be.

I have no idea.

It’s okay to make a mistake, because then you know what to change.

Make a decision.

Decide by when you’ll make it.

Then hold yourself accountable to following through on it.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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