Millennial Sales

"Complacency is death, progress is happiness." - Ryan Serhant If you’re following this blog, you likely want to be successful.  You may even NEED to be successful, an unquenchable thirst for something you long for. But do you have a plan?   Ryan Serhant does. You may know Serhant from his shows: Million Dollar Listing New York or Sell It Like Serhant.  You may know his book by the same name. You may have seen him on CNN, CNBC, The New York Times or Wall Street Journal.  Or maybe it was his popular sales vlog? And how about the reason he gained that notoriety - the fact that his team sells nearly $1 Billion (with a B) of Real Estate each year in NYC.   As you may expect, that success didn’t come by chance.  Serhant follows a plan each day that drives those results.   "Losers have goals, winners have systems." - Scott Adams For Serhant, his day starts the night before.  He’s up late, following up from his meetings that day, getting to inbox zero and confirming all appointments for the next day so everyone knows he’s on top of his game. “Initiative is a salesperson’s best friend.” Serhant then wakes up at 4:30 am to read, send a few emails and head to the gym.  Like many successful people I’ve spoken to, the morning gym session is Serhant’s anchor.  As crazy as the day may get, he knows he’s tackled something very difficult to kick off his day. After a shower and breakfast, he’s off to work and splits up his day into three segments: Finder - Time he spends prospecting and finding new business. Keeper - Time he spends strategizing on his current customers and business. Doer - Time he spends actually doing all of the work he sets up during the Finder and Keeper times. Spread throughout the day, Serhant typically has 15-20 30-minute appointments with intermittent patches of filming for his vlogs and television shows.   He closes his day, usually at 10 or 11 pm, with his follow-up strategy, also split into three parts: Follow-Up - Time spent following up from today’s meetings. Follow-Back - Time spent reaching back out to prospects and customers he hasn’t heard from in a while. Follow-Through - Time spent doing the things he’s promised to customers.  As a differentiator, Serhant ALWAYS follows through. I was introduced to Serhant’s book through a close friend of mine.  One thing I’ve really picked up from Ryan is his sense of urgency and consistently thinking big.  For him, success begets success and the only way to get there is hard work. “The more successful I am, the earlier I wake up, the harder I work, the more I'm in the office because I have more to fight for.” So, what are you waiting for?  Create your system - or follow Serhant’s - and push yourself to the next level. Listen Here: iTunes Google Play Stitcher Connect with Ryan: Site Instagram Facebook YouTube Twitter LinkedIn Book: Sell It Like Serhant The Serhant Team Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

Know your limits, but never stop trying to break them." -Kyle Maynard What if I told you that you could do anything, be anything you wanted?   You could be a bestselling author, a motivational speaker, an entrepreneur.  Physically, you could climb Mt. Kilimanjaro, practice MMA and even open up a CrossFit gym.  Your accomplishments could actually be so staggering that Oprah Winfrey calls you “one of the most inspiring young men you will ever hear about.  Arnold Schwarzenegger calls you a “champion human.” Can you imagine having that success? Now, imagine being born as a quadruple amputee - arms that end at your elbows and legs that end at the knees.  You soon realize you’re not built like many of the other kids in school. Routine acts like putting on socks can take 45 minutes.   Can you imagine that start? What if I told you that these two people were the same, Kyle Maynard.   Kyle is one of the most inspirational and impressive human beings that I’ve had the pleasure of meeting.  He has conquered obstacles that very few of us can relate to and has racked up a list of accomplishments that are mind-boggling.   Despite this, Kyle stays humble, admitting that he has a long way to go in his personal development journey.  In fact, he refers to his “disability” as the “best thing to ever happen to him.” Can you imagine having that perspective? One reason for Kyle’s success is his willingness to put himself out there - to continue to push the boundaries that he and others around him believe are possible.  As Teddy Roosevelt once noted in a famous speech, Kyle is very much the “man in the arena”. "It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat." I fundamentally believe that we all have greatness within us and that it’s part of our duty, our obligation to unlock it.  Despite a difficult obstacle in front of him, Kyle has succeeded in unlocking his greatness - and is continuing to push the limits. Could you imagine getting to your next level? Listen Here: iTunes Google Play Stitcher Connect with Kyle: Site Facebook Twitter Instagram   Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

I looked down at the bright red ink: 76/100 in bold letters, circled at the top of my paper.  I glanced at my friend’s paper next to mine: 98/100. He looked nonchalant as if expecting this result.  My heart sinks into my stomach. I couldn’t believe I stayed up all night studying for another “C”, while Brendan spent more time digging into LeBron’s jump shot than our textbooks.  “He’s just smarter than I am, there’s nothing I can do”, I thought. Brendan, my best friend in high school, was a classic case of a natural genius that didn’t need to try hard in school to earn his grades.  He was also a natural athlete that made the competitive soccer, basketball and track teams. These things didn't come as easily to me. I had to work harder to get worse grades in easier classes than Brendan. I was undersized and admired my friend's natural abilities. What I’ve come to realize is that Brendan and I not only had different abilities but were also developing different mindsets. He became captivated with the fixed mindset that encourages the idea that our abilities are carved in stone. I focused on the growth mindset, based on the belief that your basic qualities are things you can cultivate through your efforts, your strategies and help from others.   It was as if we were in different worlds. In Carol Dweck’s book, Mindset, she acknowledges these two different worlds.   “In one world, effort is a bad thing.  It, like failure, means you're not smart or talented.  If you were, you wouldn't need effort. In the other world, effort is what makes you smart or talented.  You have a choice. Mindsets are just beliefs.” Though Dweck notes that mindsets are “just” beliefs, these beliefs can absolutely change the world we live in.    Obstacles The dangerous part of the fixed mindset is that it works - for a period of time.  A time where everything is rosy, you’re hitting your goals, you seem to be firing on all cylinders. However, the two mindsets tend to view, and respond to, challenges differently.  The fixed mindset sees it as a failure, a reason to quit. “If I were talented (or smart or pretty) enough, it would be easy.” The growth mindset sees it differently. Ever wonder why there are so many famous entities that have overcome such adversity to achieve greatness?  How Michael Jordan got cut from his high school basketball team and still became the greatest player of all time?  The growth mindset is a major factor. Let’s take Jordan for example.  If he had a fixed mindset, he would have told himself that he got cut because he wasn’t good enough.  And if he wasn’t good enough today, he won’t be good enough tomorrow. Can you imagine that? His growth mindset allowed him to view this as a challenge.  A challenge to practice harder, learn more and work his ass off to earn his position on the team the next year. The growth mindset welcome obstacles as a chance to improve.  Dweck writes that people in a growth mindset “don't just seek challenge, they thrive on it.”  The bigger the challenge the more they stretch. Define Definitions and precise language are imperative for a happy, fulfilled life.   One word thrown around too frequently without definition is “success.” We tend to label success by artificial metrics: Instagram followers, recent promotions, financial wellbeing, etc.   There’s no “right” way to define success, but there is a tendancy among growth mindset practitioners to value effort, learning and growth over the end result. Tom Bilyeu, Founder of Quest Nutrition and Impact Theory, noted that his entire life changed when he transferred his self-worth from his abilities to his learner.  Every day, he tells himself “I’m a learner”, as a way to reinforce this pattern. Under this philosophy, Bilyeu no longer sees obstacles as an issue.  Lost your biggest customer?

Visualization.  Imagery. The Law of Attraction.   From Jim Carrey to Oprah Winfrey to Conor McGregor, these mental practices have helped some of the most successful people in the world get to where they are today. For Carrey, it was a way to earn wealth.  Visualization played a major part in the $10 million he earned in 1994. For Winfrey, she uses visualization “to become the highest, grandest vision possible for life”.   McGregor says “if you can see it in your mind, you’ll see it before your eyes.” Though these stories are reassuring, you don’t need to be famous to use visualization to your benefit.  In fact, you can do it right now where you’re sitting. For this week’s conversation, I talk with Julia DePalma about this topic and many others.  Julia is a Strategic Account Director at TechTarget, Certified Yoga Instructor, Women In Sales Advocate and an absolute badass.  Did I mention we’re also dating? Julia and I have both seen the effects of pairing mental practice with relentless hard work.  We hope this conversation helps provide some momentum in any goal you’re driving towards. Listen Here: iTunes Google Play Stitcher Connect with Julia: LinkedIn Twitter   Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

This week, we're bringing you another masterclass. This is a mash-up of three of our most popular episodes of all time - all with a focus on perseverance and being a learning machine. For the first few minutes, I read this article from the top 20 takeaways that famous investor Byron Wien has had in his first 80 years of life. Then, we take it to David "DC" Cancel. DC is an entrepreneur, podcaster, author and CEO of Drift, one of the hottest start-ups in SaaS. We talk about why he's obsessed with learning, what his day looks like and the value that mentors have had in his life. Next up is Mario Armstrong. Mario is the host of The Never Settle Show and a nationally known motivator. I caught Mario just a few days after his show won an Emmy and he was absolutely fired up about not letting others dictate the destiny of your dreams. Last but not least, we have JT McCormick. JT is a self-made multi-millionaire, author, speaker & CEO of Scribe Media. And when I say "self-made"...I mean it. JT was born the mixed-race son of a drug-dealing pimp father and an orphaned, single mother on welfare. He was raised in the slums of Dayton, OH, suffered incredible abuse & racism and had multiple stints in the juvenile justice system. He barely graduated high school and has not college degree. Success leaves clues. Follow the path that these leaders have carved and reach for your next goal. Listen Here: iTunes Google Play Stitcher Connect with the guests: David Cancel  Mario Armstrong JT McCormick   Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

John Wooden is quite possibly the greatest coach in the history of sports. As the coach of the UCLA Men's Basketball team, Wooden won 10 national championships in a 12 year period, including 7 in a row. No other team in men's or women's basketball has won more than 4 in a row. This also included an 88-game win streak, another NCAA record. Wooden's teachings have changed the lives of countless players and coaches - including Kareem Abdul-Jabaar, Bill Walton and Seahawks Coach Pete Carroll. His book is one of the most impactful books I've had the pleasure of reading - with lessons covering family, love, coaching, leadership, faith and success. One important note to make about Wooden was that the scoreboard didn't always reflect his success. In fact, it took him 18 yeas of coaching before he won his first NCAA championship. In this episode, I break down some of my key learnings from Coach Wooden. I hope you enjoy it too. Listen Here: iTunes Google Play Stitcher   Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

Jake Herbert is one of the greatest American wrestlers of all time. Sporting a 149-4 record at Northwestern, which included 2 undefeated seasons, Jake won 8 National Titles, 1 World Silver Medal, The Heisman Trophy of Wrestling, Big Ten Athlete of the Year and competed in the 2012 Olympics for USA. When asked how he achieved those staggering accolades, Jake boiled it down to one word: relentlessness. Whether in training sessions where he would routinely vomit, to pre-meet visualization that is 10X more intense than any fight could be (which he describes in full detail), Jake is relentless in everything he does. As expected, this has translated into his post-wrestling career as a Real Estate Agent and Personal Coach. One example of this is Jake's philosophy of the 4 B's: Body - Nutrition, exercise Balance - Spending time with his wife and two children Business - His lofty sales and personal coaching goals Being - Meditation, journaling and making sure your mind is right If you're able to do 1 solid thing in each of these categories every day, you're moving forward in the right direction. It won't always work and the 4 B's won't always be evenly split, but it's a long term strategy that pays massive dividends. His mission is "to leave people, places and things better than when I found them." And he believes that he can help 25 people earn $1M by the year 2025. And who am I to count him out? Enjoy this episode with a man who takes discipline, relentlessness and continued learning to a new level. If you found value, please subscribe and leave a review on iTunes.   Listen Here: iTunes Google Play Stitcher Connect with Jake: Site  Instagram  Twitter YouTube   Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

Have you ever reached a goal, earned a promotion, received a major accolade and still felt empty? Yeah, me too. It's likely that we were focusing on the end result more than the "why" behind our actions. Here's where David Mead comes in. David believes that each of us deserves to wake up inspired, feel safe at work and fulfilled at the end of the day. Standing shoulder to shoulder with Simon Sinek and the Start With Why team since 2009, David works with leaders to help them create an environment where that's possible—an environment where people show up to work because they want to, not because they have to. Everything David does is designed to propel people forward so they can make their mark on the world. He travels internationally to help people shift their perceptions so that they can become inspiring leaders, find meaning in what they do, and help others do the same. David is globally recognized as the HOW guy to Simon’s WHY. Using his years of practical experience, David co-authored Find Your Why with Simon Sinek and Peter Docker.  In this conversation, we go deep and talk about the struggle of being a twenty-something, how to find your "why" and what the beautiful end result can be. If you found value in the show, please head over to iTunes and subscribe and leave a review. Listen Here: iTunes Google Play Stitcher Connect with David: Site  Instagram Twitter Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

The new year has kicked off and, if you're anything like me, your goals are locked and loaded. In this episode I am joined by my brother, Ryan Warner. We talk about how we set up our goals and plans to achieve them, what we have our eyes on for 2019 and an epic story of the Spartan Ultramarathon that Ryan ran late last year. What's your goal setting process? Would love to hear from you in the comments. Listen Here: iTunes Google Play Stitcher Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

Mental strength expert Amy Morin is BACK on the podcast to talk about her new book, 13 Things Mentally Strong Women Don't Do. I also open up the episode with some love for the listeners who have supported Millennial Momentum, now at our 100th episode - and going strong! If you found this valuable, please head over to iTunes and subscribe, rate & review the show. Listen Here: iTunes Google Play Stitcher Connect with Amy: Site  Read Her New Book: 13 Things Mentally Strong Women Don't Do Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle