I’m going to take a detour and share a story about me instead of my normal observations on sales, business, and hopefully this will resonate with you.
I had a very defined turning point in my business life when I was working for a prestigious pension fund advisor in Boston. At the time, I was doing what most people do – and all I was really tuned into at the time – busting my butt and climbing the corporate ladder. The “ah ha” moment came at the end of a particular real estate transaction, that I worked on for the better part of a year with our in-house counsel, when I discovered that the broker on the transaction – the guy that connected us with the buyer – received a commission approaching 7 figures!!!
Wait a minute…I did all the work and he made all the money and I barely got a pat on the back. Hmmm, I wondered what was wrong with that picture. My first response was envy and that it wasn’t fair, but then I realized how the game works.
To make a long story short, as they were promoting me and literally fitting out my office – the symbolic ritual to memorialize my new status – I quit my corporate job unexpectedly! Where are you going, they asked…I don’t know yet, I replied….people couldn’t get their heads around this seemingly crazy move.
Anyway, that was the beginning of my new journey to put myself between the money. No more crunching numbers for someone else to make a commission. I became a salesman!
Sales is not for everyone but it’s a very exciting profession with a big payoff if you can endure the ups and downs.
Let’s close some business this week because someone out there needs what we are selling.
Brick
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