Three Word Podcast

Episode 37, Are you in Love?

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

In this week's episode, we discover why we get up every day and go to work. This week three words - Fall In Love.

 

 

I started thinking about how much I love what I do. It's the same emotions as being in a romantic relationship. It takes a commitment every day. For many of you listening, you started your own company because your heart and passion were pushing you in another direction.

 

Let me ask you a question? Are you in love with your current career? Do you love going to work every day? Many of you would say yes. Many of you may answer no. I go to work to pay bills, make money to send my kids to college, pay for a house, or take vacations. 

 

Perhaps, you have fallen out of love with your current role? If so, I want you to think back when you accepted that position. I am sure you had the same experiences most face when they enter into a new relationship. You are excited, and you have a lot of energy, you're eager to learn something new, meet new people, make money, and know that your contributions matter to the over the organization. You tell your friends about all the exciting things that happened at work.  

 

Well, like most successful relationships, You get out what you put into that relationship. There is no one secret to having job satisfaction. 

 

What I have come to understand over my career is that people who love their jobs tend to have a few things in common. They focus on the benefits and reasons why they get up every day, and it is not about the money!

 

1) Relationships:   This is our work family. We spend a tremendous amount of your day with your colleagues. Forty or more hours a week, you are building a special bond with them. Many long term friendships and romantic relationships start at work. The relationships we build with our customers.

 

2) Passion:  Have a passion for what you do each day. In sales, we are passionate about helping our clients solve their biggest challenges. We love providing solutions to help others. What are you excited about each day? If you are in management, you enjoy coaching others to succeed. You get more excited about others' success vs. your own. 

 

3) Balance:   It is so important to have a work-life balance. When you're at work, stay focused on what needs to get accomplished. When you go home, it's my time, its family time, be more present with those you love. I encourage you to balance everything. What you eat, your exercise, love, and connection with others.

 

4) Keep investing in yourself:  Don't let boredom set in. Learn something new. Volunteer to learn new things at work or take on additional responsibilities. Invest in educational workshops to grow personally and professionally. 

 

5) Avoid Burnout: Try to avoid feeling exhaustion. There may be times you have to work extra hours on a project that has a deadline. But, I caution you on sustaining that pace at work long term. You will experience a mental drain and a lack of energy for the next day.

 

 

6) Contribution: Everyone wants to know they make a difference. Remember why you joined the company. Keep bringing ideas to help the company grow. Always believe that your contributions play a vital role in the companies success.

 

I encourage you to Fall Back in Love with what you are doing or discover something that makes your heartbeat again. Keep building lasting relationships, and keep making a difference every day! You have heard the saying, and life is short. Make sure you love what you do each day. Fall in Love!

Episode 36, Three words Tiger Woods, Lebron James, and perhaps you have in common.

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

In this episode, I share three words that can help you compete with more confidence.

 

In every industry, someone is the best in the company.  In sales, its the person who generates more revenue at the end of the year versus their peers.  What could be the difference? In my opinion, sure you have to have the will to do it.  It takes heart.  It also takes time and practice.  Understanding what part of your game needs a little fine-tuning.  Then it takes effort and repetition of improving that part of your game to compete.  Many of us give up too quickly out of frustration or lack of faith in ourselves.

 

 

To Compete, you need to repeat several steps each day.

 

1. You need to create the right mindset. Believe in yourself. Do not allow that little voice of doubt to sneak into your mind.  
2. When attempting the call, understand that your looking for an opportunity to help other like-minded companies with the strategy you implemented successfully — a major VBR.
3. Realize that not all attempts will be successful. Stay focused, and call another company. Keep repeating the process of prospecting until you schedule a meeting.
4.  Learn something from each call even if they don't convert to a meeting.

 

Think about something you would like to improve on. What could you concentrate and focus on that will help you professionally or financially? If you want to compete at a high level, then it takes awareness, a mindset, practice, and repeating over and over that part of the sale that needs improvement, so it becomes routine for you. It becomes effortless.

 

Invest the time. You are worth it! Remember, If you want to Compete- You must Repeat!

 

 

 

Episode 35 Why do you wake up each morning?

 

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

In this week's episode, I share my thoughts on replacing one word in a common phrase used by many, Rise and Shine. This week's three words: Rise To Shine!

 

How can you keep Shining? Let's take a look at the word SHINE.  

 

  SHINE

 

S-  START  "You can't start moving toward your goals, until show up and take that all-important first step nothing can happen. That first step doesn't have to be a big one, and it can be a small step. In many cases, fear stops us from moving forward. That little voice in our head is telling us maybe tomorrow, I call that client tomorrow, I am not qualified, or I am not ready. You are Ready! Keep moving forward to what you need to accomplish. What do you need to focus on starting!

 

H- HELP. Help yourself first. No better example is that when you're on the plane and they say if we face any turbulence, masks will drop-down, make sure you secure that mask on you first and then your child. We have to help us shine first! And in business, help your clients. What do you need to do to help them? What solutions can you provide them to improve their business? See, by helping them, you will be helping yourself.   

 

I- Intention. What are your intentions? Be clear on what you want to achieve. It is essential to understand your plans for each situation. Start with one goal you want to make. In business, if you intend to grow your income, you may need more clients. So be clear that earning more referrals or creating more new clients is your focus and intention. Accomplish that goal and start on another one.

 

N- Navigate. "Know that disappointments will find you, from time to time. Don't quit." Keep moving forward with your goals. Learn from the shortfalls and gain valuable insights. You will find a way to navigate through each experience. Life isn't what you accept, and it's what you navigate."

 

E- Everyday. What you focus on, you get. You have to focus every day on your dreams and goals. Have the Desire, drive, determination. Sure, you will face some setbacks, and you will work through those. Be determined to exceed the expectations you set for yourself every day. You are taking small steps each day that will compound to significant gains. You set the foundation for how you can build your formula to achieve your goals. Do Something every day!

 

Say goodbye to Rising and Grind, and say hello to Rising To Shine!

Stay focused on your path to achieving your dreams. The key to your success lies within you. Keep striving to become a better version of yourself.

 

 Keep On Shining!!

Episode 34, Three Words that lead this NFL team to this years Superbowl!

 

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

In this episode, I share Three Words that helped the Kansas City Chiefs beat the Houston Texans. Three Words you can use to help your business.

 

You don't have to be a sports fan to embrace the 3 Words: Work To Win. 

 

How does this apply to my business?

 

How do you define winning at the end of the year? 

 

Like Andy Reed, Our goal as Coaches is to help our team members exceed their total budget. As sellers, it is your job to keeping working to win the business.

 

How do we do it? One call at a time.

 

• We have 12 months like their 16 games to find a way to win. We may fall short one month and will have to do more in other months to win at the end of the year. Some clients spend may retract. We have to be prepared for that and keep developing new business.

 

• We have to win at building better relationships with our clients each day. Find a way to develop deeper relationships with your clients.

 

• You have to win at prospecting better. You have to keep looking for different ways to connect. You have to keep working to find new clients you can help win their game. Prospecting has to become apart of your sales DNA.

 

• You have to win with productive meetings with new and current clients. You have to make sure the time you spend with your clients is productive. Time is valuable to you and the customer. Let's stay focused on solving their challenges. 

 

• You have to win with referrals from current customers or those that are your raving fans. The fastest way to scoring more business is from the clients that have success with us. You are leading from a position of confidence and results. You have to ask for referrals.

 

• You win with renewals with growth. You put your time and energy into earning their business. Keep it by continuing to provide exceptional solutions and service to them.  

 

• You win by providing better solutions measured from your client's perspective. You have to make sure you understand how your client will measure the success of your product or service.

 

To make sure you win at the end of the year. I encourage you to stay focused on One Play at a time and keep Working To Win!

Episode 33, Learn how to overcome what 75% of the population struggles with more than death.

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

In this episode, we learn how to overcome what 75% of the population struggles with more than death.

 

I share a conversation with Michael Davis, owner of Speaking CPR. Michael shares how to take the guesswork out of speeches, presentations, and business stories so you can become a more confident and impactful communicator.

 

Learn how to Share Your Story so you can communicate your passion and deliver more memorable and meaningful presentations of any length, even on short notice.

 

Michael has over 25 years of experience working with leaders, executives, sales professionals, and TEDx speakers over four continents. To connect with Michael or learn more about upcoming events or coaching sessions, I invite you to visit his website, https://speakingcpr.com/

Episode 32 Do you like to play mind games?

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and exciting 3-word Topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

In this episode, we learn to play mind games to our advantage.

 

How many times have you heard someone or even yourself say, "That's just my luck," "Par for the course," "It's going to take a miracle for me to achieve this," or " It's so hard to get in front of decision-makers?" At times we can be our own worst enemy. Well, that changes today.

 

The psychological and emotional state we are experiencing at any given moment tends to shape our story. We start to develop these emotional habits, sometimes not even realizing it and guess what? The mind always wins the battle.

 

Almost everyone has heard the saying "mind over matter," but how easy is it to implement that into everyday life? For most people, it's much easier said than done. 

 

Keep in mind that 80% is our mindset, and 20% are the mechanics of what we do.

 

Here are nine strategies to help build up your willpower and work towards being able to use mind over matter.

 

1. Meditate

Although many people think that meditation is nothing more than sitting quietly, studies have shown that it's incredibly advantageous to your mental and physical health. That's because when you meditate, you're working towards putting yourself in a better state of mind. Why is this important? Because it will help you be more focused and mindful of your body so you can overcome challenges when you need to the most.

 

2. Active Meditation

Exercise is very beneficial for your body, and it's great for your mind? Going for a walk or a hike in the woods can help clear your mind of the chatter. It allows you to open your mind and create solutions to challenges you may be facing. You will start developing solutions versus reasons why you not able to move forward. It works so well you may end up becoming more active than ever.

 

3. Visualize Success

Visualizing yourself, achieving your goals can help you. It is critical to strengthen your mind to overcome obstacles. You are trying to get in front of a key decision-maker. Visualize the person answering your call and saying thank god you called today. I have been waiting for your call. Yes, I need your help. I know your laughing. Be confident and keep moving forward. You can go a long way and help you make it through, simply because your mind is powerful.

 

4. Focus

The saying what you Focus on, you get, is so true. Focus on your goals and put all your attention to achieving them. It would be best if you had focus time on your calendar every day. What do you need to accomplish? Doing something each day towards your goal will build momentum and confidence that you are doing something.

 

5. Build Your Ego

The words Believe you can, and you will or believe you can't, and you won't is what I am talking about is the message. The dialogue you have with yourself is essential to achieving your mind over matter. Tell yourself you can do it and be your biggest cheerleader. Believe in yourself, and you're more likely to push through your challenges. Create a three-word mantra - "I got this!" "Believe and Achieve!"

 

6. Change Your Habits

If you give up when things get tough or retreat, knowing that things won't get better, you're only going to let yourself down. So shift your habits and recall a situation that was challenging that you achieved. Recall those moments you overcame in a tough situation, to remind yourself you have been here before and found a way.

 

7. Feed Your Mind

You can learn a lot from other people who have harnessed the power of mind over matter, and books or podcasts are some of the best ways. Surround yourself with people that inspire you and stop spending your time with those that bring you down. You are whom you spend time with, choose wisely.

 

8. Learn From Your Shortfalls

One reason why mind over matter doesn't work for us because we can't get over failures that we have experienced in the past. We believe that because things didn't work out before, they probably aren't going to work out in the future. By removing this way of thinking and focusing on changing things for the better, you are much more likely to see success with your willpower. For example, if you fell short closing that new account, ask the client what kept us from working together. You can gain valuable insight and use that information moving forward. Remind yourself they said no at this point, not forever.

 

9. Change Your Attitude

Negativity isn't going to get you anywhere when it comes to strengthening your mind to overcome challenges or other obstacles. That is why it's essential to develop a healthy and positive attitude and frame of mind. Believe you can and you will. Most people put that doubt in their minds because of fear. It is a way to protect yourself from disappointment. Become Fearless!

 

 It's up to you. Make the conscious decision to recondition your mind with empowering thoughts. Create more certainty - believe that you are capable of achieving great things. It's all about Mind over Matter and You Matter!

Episode 31 Is it Time To Reset?

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

In this episode, I share a conversation with Kendra Ramirez, CEO, and Founder of Resetco. We discuss how to Reset where you are in your life and let go of the things that are holding you back.

 

3 Takeaways: Build a new foundation.

 

Your mindset is the foundation for success in all facets of life. It all starts here! Especially in sales. It is essential to reset your mind after each call with a prospect or client. You can gain tremendous insight from each exchange. Reset your mind to embrace it's a journey. We all need to become experts in our Minds. 

 

 

Stop sabotaging yourself

We sometimes talk to ourselves in not-so-nice ways. Today we stop! Let us not bet against ourselves. We all have that little voice that sneaks in and challenges us. Choose your words wisely, excitement vs. anxiety, joy vs. fear. You must win within, and You are the CEO of your life- Chief Energy Officer. In sales, let's go for it and stop playing small.

 

Learn from others

Find inspiration in the stories shared by others and how they overcame adversity. Everyone has a story, and you can become an inspiration to others. You have the opportunity to listen to inspiring podcasts, read about others that overcame challenging situations. Sometimes we need just a little boost to help get us started. In sales, we learn from our wins and shortfalls.

 

To contact Kendra or learn more about her upcoming events https://thereset.co.

Episode 30 Six steps to improve your sales process and earn the business faster!

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word

Topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

This episode, I share six steps to improve your sales process and earn the business faster!

 

Did you know that two-thirds of all sales executives don't follow a sales process?  

 

Key Takeaways:  

 

There are six steps you can take to improve your conversions when presenting your ideas and improve your closing percentage.

 

1) The most crucial step is making sure the decision-maker and decision- influencers are involved?  If not, move the meeting until they can make the meeting. It would be best if you had a clear path and understanding of the decision making process and timelines.

 

2) You need to identify the precise desired business results your client needs help with now.  What have you discovered is the one challenge they need help with immediately? I recommend asking is there is anything else I can help you with in addition to what we just discussed. You need to understand the way your client wants to buy, not how we want to sell them. 

 

3) Do you have an assignment that you and the client have agreed on important enough that they will invest money to solve it? You understand their profit margins and the sales cycle of their industry.

 

4) You share the details of the campaign, making sure the timing works for them. I would recommend providing several options. Title your options Good, Better, or Best. Be prepared to answer all of their questions. In doing so, you will build more trust and confidence with the client. You give the client the power to choose the best option for them. If they stall on moving forward with your program and say they need to think about it, schedule a follow-up meeting that you put on their calendar. 

 

5) It's essential to discuss two to three measures of success.  The only measurement can not be the following phrase: "No one walked in and said they heard my commercial on your station." Your discussion must support the Customer Journey. How do new clients find them? What are their conversions online and in-store? What was their best month, and why? What is their competitor marketing, and how will that impact them. Remind them that when using Radio, it improves awareness with current customers and drives new customers to their online store their website.  

 

6) Follow up.  You can determine based on your client's needs how to -follow up. They may prefer a bi-weekly conference call, a monthly face to face meeting reviewing the progress of the campaign or adjustments you discovered that could further improve the results. You are showing them your in it together.

Episode 29 Because of You!

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

This week's episode is about celebrating the people in your organization and the impact they make. 

 

More than ever, companies are focusing on the competitive advantages they have versus their competitors. The most significant benefit is the people who represent the company.  You! 

 

The human capital of the company.  Over the years, I have witnessed that one person was the reason the company won the business.   We are seeing how cultivating the right culture can engage current employees and recruit new employees while increasing the top-line revenue. The words, Because of You, are for employee recognition, employee engagement, and retention. Employee recognition is the acknowledgment of an individual or team's behavior, effort, and accomplishment that supports the organization's goals and values.

 

You may be asking yourself, why should I care?

 

Because behind the number, are the people!

 

Recognition is a vital tool in any employee retention program, and people need credit for their efforts. People want to know they matter! Employees want to know they are contributing and making a difference for the company.  We are moving so fast to hit our forecast, our monthly, quarterly, and annual budgets that at times, we miss the opportunity to pause and celebrate all the contributions from our team and the wins for our company.  What I know for sure, is that the daily successes build to a great month, and great months create an outstanding year. You can create a winning environment by recognizing and sharing the team's accomplishments.
 
Think about how you recognize your teams' achievements?
How do you communicate the achievements of the companies success?

When do you share these successes? Do you share them daily, quarterly, or at the end of the year?  Have you written a hand-written note to your employees, letting them know how much you appreciate everything they do?  One letter sent to their home recognizing they went over and above expectations?  Let the employee go home early one day for going over and above.  Its called Surprise and delight!  Everyone loves a surprise that they didn't expect.  Not to mention, how great it makes you feel to recognize the right behavior you want everyone in your company to display.

We need to encourage feedback from our team as well on how we can continue to grow as an organization.  You can create a platform for employees to share thoughts on how to improve the operations of the company. It could be enhancing current systems or creative ideas on how to generate more revenue for the company.  These concepts can be a vision from anyone on the team, not just the sales team. It's essential to find new ways of doing business.

 

In your next meeting, ask the team what does, Because of you mean to them?  There may be other things your business office, your support team, your operations team is doing that contribute to the companies success. 
 
Identify your team's achievement by finishing the following phrases listed below and share these answers with your team.
 
Because of you, we achieved.
Because of you, we can celebrate.
Because of you, we can.
Because of you, our service is the best in the industry.
Because of you, we acquired more new client acquisitions.
Because of you, we retained x percent of our clients.
Because of you, we grew our employee count to xxx.
Because of you, we grew our shares in the market place by xxx.
Because of you, we exceeded our goals by xxx.
Because of you, we beat cash flow by xxx.
Because of you, we have a significant competitive advantage over our competitors.
Because of you, we were able to help our community. (Insert how your company gives back.)
 
I will leave you with these thoughts:
Keep sharing ideas to help your company.
Keep recognizing those that are making a difference.
And Remember you, Matter!

 

Episode 28 Eight Tips to Conquer Anxiety

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

This week's episode helps you conquer feeling anxious. Learn Eight Tips on shifting from the feeling of Anxiety to Excitement.

 

Would you like to find a way on how to conquer the anxiety? Want to take control of your Mental voice? Great news! You can. You have to shift your inner voice, and it is as simple as replacing the word Anxiety to Excitement. Yes, it is that simple.

 

I would love to share eight sales tips to help get your Mind shifting into a direction of feeling more in control and excited.

 

• Focus on the one thing you do well. Its human behavior for us to focus on negative thoughts. Make the shift. If your great at asking great discovery questions on new calls - get excited and take pride in that skill set. If your a great problem solver, get excited about solving your client's most significant issues. Focusing on these successes will help spill over into your other work.
• Give yourself a break - Even the best salespeople can't perform at 100% every day. We intend to do so, permit yourself not to be the best. Maybe your forcings things, understand its a journey, its temporary.
• Living in the past - stop replaying the past, our minds love to go there, and as most know, we can't change the past. Shift to the word excitement. What can we learn from each experience?
• Be open and open-minded. Be open to all experiences. You will learn something that will benefit you. Be prepared, and be open to asking for additional coaching if you need it. It is you taking control.
• Invest in yourself. Make sure your feeding your brain with great content. Create an element of surprise each day. A podcast, webinar, audiobooks, comedy that will make you laugh.  
• Shift your daily routines. Take a different way to work, sit in a different chair during your next sales meeting. Schedule a breakfast or coffee meeting with a new client, a top seller from another industry, or a mentor. That exchange will provide you with excitement.
• Surprise and delight. Doing little acts of kindness can make a significant impact. Go that extra mile, drop off a favorite treat to your best client, not on their birthday. How about a handwritten thank you note that says how grateful you are to be working with them — that positive energy your creating carries over into your day.  
• You focus on selling time. You block out two hours every morning for pure selling. The morning between 9 am-11 am has proven to be the best time for getting sales calls and emails returned. No distractions, your controlling these two hours. This focused time will help invigorate your entire day.     

Today you take control of that mental voice wanting you to go down the path of anxiety and fear. You tell yourself, goodbye, stress and tension, and hello excitement. I am not interested in taking you on any future calls. I am focused on new adventures, new learning experiences. I am taking excitement with me!

 

www.threewordmeetings.com