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The Uncommon Journal

The heavy chains of worry are forged in idle hours.

George S. Patton

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This Week’s Thoughts

“Sales is the art of converting words into money.” - Mark Hoverson

I have come to realize that everything we want in life comes at the end of a transaction.

We are aroused by the desire for an experience or an item, and then a decision needs to be made: Do it or Buy it.

To do it, we need ability…but to buy it, we need money.

Money is often the gatekeeper for escalation through the hierarchy of life.

How do we get more money? The fastest and most efficient way I have come to believe we get more is by selling something- A product or a service.

Something that removes pain or gives pleasure.

My early mentor, Mark Hoverson (RIP), used to sell pleasure - “The bore of your mundane life can be filled with the wonderment of travel and whimsical adventure while dancing on the beach at sunset and skiing on fresh powder in Switzerland.“

Mark had a high ticket travel package that he would sell for $5k giving you access to the most exclusive resorts & private celebrity hideaways at the internet’s best prices…Only accessible through his uber-exclusive travel package. He sold them like crazy and paid a healthy $3k affiliate commission to the referrer.

He would talk about the power of Fast Big Commissions(FBC’s) being able to quickly change someone's life. If you were to sell a few of those a month, you are on a fast track to replacing your job income with entrepreneur income. He was able to turn his customers into his best affiliates, because if you referred two people you would have your investment back plus $1K for plane flights.

Mark was a wizard with words- said to have read over 1,000 books, a devout man of faith, father of four and over-the-world in love with his wife, Shannon. I am forever grateful for the time I had with him early in life.

One of his best trainings is called, Executive Communication, I found a copy of it a few years back and grabbed it before it was lost forever. If you are a business owner, you will love it- here.

Reflecting now, I can see how this youthful framing pushed me to fall in love with my career in insurance sales later in life…FBC’s create a gap between the pressure of life and the peace we seek.

People have now bills, and they need now money. So they should be selling something that can be fulfilled and compensated fast…Mark liked Travel, I like Insurance…Both work.

Now we can agree, sales is the way…However, the choice most of us need to make is; Are you going to sell for someone else? or Are you going to sell for yourself?

Selling for someone else- If you work a corporate job selling anything, your income is capped. Your company, no matter how many plaques they give you, or Amazon gift cards show up in your email - Their only goal is to pay you as little as possible, before it’s too low that you look for better pay and quit. You are an expense and a profit center to them, and however irreplaceable you feel, the business you have brought them, is theirs to keep with or without you on payroll.

Selling for yourself- The day you step out into the marketplace and decide your worth is only going to be dictated by you, is the day you break free. The highest paying profession in the world is the career of Sales…This is due to the fact that you have no cap on your income. You can work 20 hours a day, 7 days a week, 365 a days year- prospecting, presenting and closing. Keeping all the cash that comes in and then ideally, turning around and teaching others while building a team to override.

The risk? How will you find people to sell your widget too, and how fast will your presentation skills develop to create enough pain or pleasure for your potential customers so that they move forward.

The truth is, the greatest risk is taking no risk at all…As all you are doing is following, The Salesman’s Mantra: “I help people make a decision to improve their lives.”

If you are new to sales then start by learning The 4 Step Sales Cycle- a simple way to communicate what you have and how it will help your prospect:

1. Problem - Create or Identify a Problem in the mind of your prospect that your product or service can resolve.

2. Desire - Create desire to solve that problem with your prospect by talking about a future where their problem is eliminated.

3. Solution - Offer a solution to their problem which in this case is a feature/benefit of the product or service that you offer.

4. Close - Ask them to Buy or move forward - Great closing line: “The next step is…Lets get you started.”

Practice this flow, learn it, and you will be well on your way to building something you own. Opportunity is where luck meets preparation.

Mark pitched a dream where you could travel the world and have money coming into your bank account effortlessly and continuously…He lived his truth, and crushed it everyday until his last- Miss you brother. 

Find yourself a Mark. Learn everything you can from them, and then get to work.

If you want the big money, big items and big experiences you have to sell something today.

Keep Pushing.

🎙️ This Week’s Interview

Looking for a career change, Francesca Hasapes was brand new to sales, focused on her skills, and is now a Rising Star Producer living by her own rules. In this training she shares how she crushing it with Mortgage Protection leads and winning big in the life insurance industry.

More trainings available on YouTube.

💰 C/U

Common: Letting the idea of quitting enter your mind.

Uncommon: Making a decision, committing, and continually pushing forward.

🤝 How I can help you:

1. Video Sales Training - Learn the magic words that make clients move.

2. My Favorite Marketing Tools (Free) - A list of the best software I use.

3. Polcyn Financial (My Company) - Lets work together.