Fun Stories

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Testimony #1 I had a part time janitor service business when an opportunity came by to service a large solid waste company. This account had the potential for thousands of dollars each month in revenue and profits.


I did not have the money to finance a project like that and I chose not to borrow the money for the equipment, supplies, and personnel needed to perform the service.

What did I do you ask?

I sat down with the operations manager, gave him my proposal and told him what my terms were and I would start on the first and invoice him on the 15th of the month.

He said "we would be paying for one full month of service when in fact you only provided service for two weeks."

I stated to him that by the time we received payment for our invoice we would be lucky to get it by the end of the month. He laughed and agreed to the terms and signed the contract.

What do I do now?
Since I had no money to hire a crew of people, the individual that worked for me and myself practically killed ourselves putting in lots of hours in this nasty place. On the 15th of the month I hired the crew and told them they would get paid on the 30th of the month. This bought me the time I needed to get the manpower to perform a quality service.

The invoice was delivered on the 15th, and was paid by the 30th. The troops were paid, I made a nice profit and everyone was happy.

The point is the lack of capital is no excuse for failure!
Where there's a will there's a way!

Testimony #2
Most salespeople have many excuses for no sales or production. They focus on why people won't buy as opposed to why they will buy.

One of the misconceptions is that one must have a local office or warehouse in order to make a sale.

I made a trip to California to visit with my brother who is an attorney, and brought material and brochures to share with him the adventures of this new supply company I had started. He had made a comment about the importance of having a local office or warehouse.

I decided I would put myself to the test. I made a decision to cold call and prospect for a couple of hours in Carson City, CA.

Guess what? I sold as much in Carson City that day, as I would had sold back in Houston. Of course there were some people who would not buy because I was not local, however there were just as many if not more that did buy simple because I had filled a need they had.

The point is that if you focus on making new contacts, presentations, and ask people to buy they will. It makes little difference being local or not.

The important issues here from the prospects point of view is did you fill her needs, or solve a problem.

Testimony #3
I had a great mentor when I started in the insurance business. Some of the things John shared with me was that it took discipline, persistence, and integrity to succeed in any business.

I had an appointment to see a friend about his life insurance at 6:30 that evening, he happened to live in the back of our subdivision. I kept calling to let him know I was on my way but got no answer.

I kept calling and finally called John and told him no one was answering the phone.

He asked me, what time was your appointment?, and I told him 6:30.

I said no one was answering the phone.

He asked me again, what time was your appointment?, and I told him 6:30. I said no one was answering the phone.

He asked me again, what time was your appointment?, and I told him 6:30.

I said no one was answering the phone.

I finally got disgusted with his stupid answer to my problem and went to see my appointment anyway.

Guess what? When I arrived, they were all in the back yard having a bar-b-que wondering what happened to me!

I wrote a large permanent life insurance policy that night.

The point is if you make an appointment keep it! If the prospect is a no show. you come out the winner. and the prospect is that much more obligated to listen to your proposal and buy on your next appointment.

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