MCP133: What If Selling Was Just Helping People Make a Good Decision? w/ Morris Sims

MCP133: What If Selling Was Just Helping People Make a Good Decision? w/ Morris Sims

Most people who struggle with sales aren't bad at selling. They're just thinking about it the wrong way. They walk in focused on making a sale. And the people across from them can feel it. I sat down with my friend, Morris Sims, and this conversation reminded me why the long game always wins. Morris spent over 30 years training financial professionals and executives at New York Life. He helped build one of the first corporate universities for field training. He knows what separates the people who close deals from the ones who burn through leads and wonder why nothing sticks. This one is for anyone who's ever felt uncomfortable calling themselves a salesperson. Key Takeaways * The difference between a professional and an amateur salesperson comes down to one thing: who they're focused on when they walk in the room * You can't make someone buy. You can set up the right environment, give them the right information, and let them choose * Persuasion and manipulation are the same action with different intent, and your clients can tell which one you're using * The Clarity Principle: you need to know your "what," your "why," and your "how" before you build any strategy * Follow up isn't about staying top of mind. It's about building a real relationship so that when they're ready, you're the only call they want to make Listen If You... * Feel "icky" about selling and aren't sure how to get past it * Have leads that go cold after the first conversation and don't know why * Are a business owner, coach, or service pro who knows relationships matter but isn't sure how to make them pay off Connect with Morris Connect with Morris on LinkedIn at https://www.linkedin.com/in/morris-sims/ or search for The Commission Code [https://open.spotify.com/show/0MxkjE3fP0jAxVPDe6YiXu?si=f25f66f6d6cd4f87] on Spotify. ---- Tired of prospects ghosting you after your first conversation? Grab my FREE 5-day email course at https://thefollowupfix.net/ and learn the five relationship-killing mistakes that are costing you sales (and how to fix them without being pushy). About the Show #MeetCoolPeople is where founders, creators, and entrepreneurs share real stories about building businesses that matter. Hosted by Ely Delaney, each episode goes past surface-level advice to uncover the mindset shifts, failures, and frameworks that separate people who talk about success from people who actually build it.

MCP132: How to Rewire Your Brain and Start Seeing Solutions w/ Dr. Lucette Beall

Most people think they have a motivation problem. Or a discipline problem. Or maybe just bad luck. What they actually have is a brain that's been trained to look for everything that's wrong. That's not a character flaw. It's biology. And it can be changed. Dr. Lucette Beall knows this firsthand. She's a neuroscience-based coach, a number one international bestselling author, and the founder of the Your Extraordinary Life Institute. But before any of that, she was several hundred thousand dollars in debt, running a veterinary practice she had nearly sacrificed everything to save, and listening to people tell her she was going to fail. She didn't fail. She turned it around in one year. Not by working harder. By working differently, starting with what she was telling her brain every morning. What I found fascinating in this conversation is how practical she makes all of this. This isn't a motivation talk. It's a framework. And once you understand how your reticular activating system is filtering your reality, you can't unhear it. Key Takeaways * When your brain is focused on the problem, it actively filters out solutions. You're not missing the answers because they aren't there. You're missing them because you're not looking for them. * Up to 96% of your daily thoughts run on autopilot. Of those, up to 80% tend to be negative. If you're not doing something consistent to interrupt that, nothing changes. * Punishment doesn't teach your brain to perform better. It locks you deeper into the problem loop. Self-criticism isn't discipline. It's interference. * Appreciation and meditation aren't soft habits. They're how you shift your brain chemistry and get your cerebral cortex back online. * A morning routine doesn't need to be long. Consistency matters far more than length. Start with what you'll actually do every day. Listen If You... * Feel like you keep hitting the same wall no matter how hard you try * Know what you should be doing but can't seem to follow through on it * Have been told by people you trust that your goal isn't realistic, and part of you is starting to believe them Connect with Lucette Visit Dr. Lucette at DrLucette.net [https://DrLucette.net]/ ---- Tired of prospects ghosting you after your first conversation? Grab my FREE 5-day email course at https://thefollowupfix.net/ and learn the five relationship-killing mistakes that are costing you sales (and how to fix them without being pushy). About the Show #MeetCoolPeople is where founders, creators, and entrepreneurs share real stories about building businesses that matter. Hosted by Ely Delaney, each episode goes past surface-level advice to uncover the mindset shifts, failures, and frameworks that separate people who talk about success from people who actually build it.

MCP131: The Three Reasons a Book Changes Your Business (Even If Nobody Reads It) w/ David Hancock

Most people think writing a book is about selling the book. It’s not. The book is a door. What’s behind it is the whole point. I’ve known David Hancock since 2008. We met at a seminar in Atlanta. We don’t talk nearly as much as I’d like to, but nearly 20 years later, the friendship is still there. So sitting down with him for this episode felt less like an interview and more like a long-overdue conversation between two people who’ve watched each other grow. David is the founder of Morgan James Publishing, a Wall Street Journal and USA Today bestselling author, and the person Publishers Weekly first called the pioneer of hybrid publishing. He didn’t set out to start a publishing company. He set out to solve a problem that nobody else was willing to fix. Key Takeaways * A book doesn’t make you money directly. It stops people from negotiating with you, gets media calling you, and brings clients out of the woodwork who never would have found you otherwise. * There are two bridges every author must cross before launch: the authority bridge and the permissions bridge. Most people skip both and wonder why nobody buys. * The best time to start marketing your book is the moment you decide to write it. Not the week it drops. * Traditional, self-publishing, and hybrid each serve a different goal. Knowing which path fits your situation matters more than picking the most popular one. * People want connection just as much as they want content. A book that shows who you are will always outlast a book that only shows what you know. Listen If You… * Have been thinking about writing a book but don’t know if it will actually do anything for your business * Already wrote a book and aren’t sure how to make it work harder for you * Are trying to figure out which publishing path makes sense for where you are right now Connect with David Find David at davidlhancock.com [http://davidlhancock.com] or morganjamespublishing.com [http://morganjamespublishing.com]. When you reach out, let him know you found him through the show. Tired of prospects ghosting you after your first conversation? Grab my FREE 5-day email course at https://thefollowupfix.net [https://thefollowupfix.net] and learn the five relationship-killing mistakes that are costing you sales (and how to fix them without being pushy). About the Show #MeetCoolPeople is where founders, creators, and entrepreneurs share real stories about building businesses that matter. Hosted by Ely Delaney, each episode goes past surface-level advice to uncover the mindset shifts, failures, and frameworks that separate people who talk about success from people who actually build it.

MCP130: What If Compassion Was Your Most Powerful Sales Tool?

Most people think follow up is about timing and frequency. Send more emails. Make more calls. Stay visible. But that's not the real problem. The real problem is most people follow up without ever stopping to think about who they're talking to. This solo episode is drawn from the chapter about compassion in my book, The Follow Up Code. And it might be the piece that changes how you look at every prospect you haven't closed yet. Not everyone buys on your timeline. And the sooner you really accept that, the better your results get. Key Takeaways * Why "let me think it over" is often the truth, not an excuse, and how to respond differently * How the four DISC personality types buy differently and what that means for your follow up * Why changing your language (not your offer) can bring a cold prospect back to life * How to stop reading silence as rejection and start reading it as information * Why patience with purpose beats pressure every single time Listen If You... * Have prospects who went quiet and you don't know if they're gone or just slow * Keep following up the same way with every person and wondering why it's not working * Want a practical framework for communicating with different personality types without it feeling forced ---- Tired of prospects ghosting you after your first conversation? Grab my FREE 5-day email course at https://thefollowupfix.net/ [https://thefollowupfix.net/] and learn the five relationship-killing mistakes that are costing you sales (and how to fix them without being pushy). About the Show The #MeetCoolPeople Podcast is where founders, creators, and entrepreneurs share real stories about building businesses that matter. Hosted by Ely Delaney, each episode goes past surface-level advice to uncover the mindset shifts, failures, and frameworks that separate people who talk about success from people who actually build it.

MCP129: Nobody Remembers Your Logo, But They Remember How You Made Them Feel w/ Elise Bay

Most founders reach a point where something feels off. The message isn't landing. The deals aren't closing. The brand feels like it belongs to someone else. So they do what seems logical. They call a designer and ask for a rebrand. Elise Bay says that's almost always the wrong move. Elise is a brand strategist who works with established founders who have outgrown where they started. She helps them find the disconnect between who they are and how they're showing up. Not by overhauling everything, but by going back to the thing that got them here in the first place. Elise and I connected not too long ago and hit it off right away. She's the kind of person who asks the questions most brand people skip. And this conversation covers a lot of ground that I think a lot of founders need to hear. Key Takeaways * Why the urge to rebrand is usually a symptom, not the actual problem * How borrowed words from competitors quietly kill your brand's connection with the right clients * What emotional intelligence has to do with branding (and why most brand people skip it) * The two red flags that signal a brand is starting to break down inside a growing team * Why "who do you want to be a hero to?" might be the most important question a founder can ask Listen If You... * Have been in business a few years and feel like your brand no longer sounds like you * Have hired agencies, rewritten your messaging, and still can't figure out why it's not connecting * Are scaling your team and starting to notice that marketing and sales aren't on the same page Connect with Elise Find Elise on LinkedIn, where she shares her thinking on brand strategy for founders. https://www.linkedin.com/in/elisebay/ ---- Tired of prospects ghosting you after your first conversation? Grab my FREE 5-day email course at https://thefollowupfix.net/ and learn the five relationship-killing mistakes that are costing you sales (and how to fix them without being pushy). About the Show #MeetCoolPeople is where founders, creators, and entrepreneurs share real stories about building businesses that matter. Hosted by Ely Delaney, each episode goes past surface-level advice to uncover the mindset shifts, failures, and frameworks that separate people who talk about success from people who actually build it.