To read

5. Sell it like Serhand, 177 pages, 15/6/2025

 Never hyper focus on one ball, you do not live or die by one sale

You are surrounded by opportunity- making contacts, gaining referrals, generating new business, always reaching for new balls.

The much energy to manage one ball is same with 4,5,6

You control the flight path. 

a. Which ball to handle first

b.Which one needs to deal quickly

c. Which one needs more time and attention

Don't blindly toss balls in the air, know where each one lands.

You can't do anything without confidence.

In person meeting shows your commitment. Easy to ignore text and call, but very hard to ignore someone sitting across from you.

We need to be careful listeners. Clients are always sending message on what they needs and how to want to conduct business.

Closing a deal means keeping your ego in check at all times.

Sales is a game. we need to being flexible by playing someone's rules.

Close no matter how big or how small.

YES is the most essential word for salesperson. Say YES for every questions.

When you are asked to do something new and you have no idea how to di it, say YES and trust yourself to figure out how to do it later.

When Ryan moved to new house, he knocked every single door and say hi. What will the worst thing happen? Someone laughs and slams the door in our faces? then the neighbour is crazy and we will stay away. Or you could meet a lot of nice people or new best friend.

If there's a possibility of big reward on the other side of door, just knock on it. Go Ahead, take a risk. See? you are still alive! Take another one and do it again.

Don't be afraid of take risk, you have nothing to lose.

When going to an event, put your phone in the pocket. getting out of the corner, letting the world see how awesome you really are can take you somewhere bigger and better than you ever thought you can go.

Everyone you encounter throughout your day represents a potential sales. 

Connection first, product second. Start with a simple connection and let it slowly develop into something bigger.

The more people you meet, the more business you'll do

Leading customer to a less expensive option is better in the long run.

Show you are passion on the job, and this is evident through every interaction you have with clients.

Don't show function, it's normal salesperson. You need to show how the products help customer.

Using the power of assurance to help them fell comfortable enough with the financial and emotional decision they are about to make.

WOW moment, show client a more expensive one, and purpose lower on.

Purchasing property is a process of elimination, not a shopping spree.

Art of follow up

a. Hot: Send them products, make it clear you are working for them

b. Warm: In Touch with them once a week, keeping them posted products

c. In touch with cold clients once or twice a month. When they decide to buy something, there you are!

If the sales are potential, Keep follow up and showing passion!

Save customer birthdays, it create Topic. 

Client will call you because you had'' been so diligent about keeping in touch for so long''

Always treat customer like they are brand new. An old client is as valuable as a new client.

Do what you say you're going to do. Be accountable to yourself. While you saying want to find new leads and you having trouble keeping the promise, create accountability.

Never wait to follow up, Follow up now. This is Ryan's trick to get attention.

When doing appointment, propose dates that work for you. Take control of the destiny of your working relationship

Keep in touch with client, making a point showing them how diligent you are, and how dedicated you will be on their next project.

Following back- Keeping in touch with client who no closed sales. get back the ball to hit again.

Alot client never heard from broker again after a closing.

Didn't close sales doesn't meaning end of opportunity. You can show client how awesome I really am, and why they should hire you next time

Keep following up, buy (invest) something to the customer until he chose me. Ryan bought a very attractive shelf to his client, and send him a book EVERY SINGLE DAY. This approach doesn't mean he will get the sales, but it would be impossible for client to not think of Ryan. Thats a big impact.

Deals can die, but relationship never. If still cannot do anything after that, fuck it.

Follow up until you get a YES or you read their obituary (讣告)

Never expect people to get in touch with you

Follow up with active clients every single day

Touch base with clients you lost.

Stages of sales: 

1, Excitement of product, 2nd Frustration- feel the product no worth it, 3rd Fear- do I really need this? is it spend too much?

When client MIA, maybe they are in frustration stage.

When you are in messy middle of tough sale, put yourself in client shoes. talk to them, listen to them, saying

'' This is hard part, it's going get easier'',

''I sympathize with what your are going through'',

'' I understand how hard these decisions can be.''

''We are in this together.''

''I will be with you until this is finished.''

Offer incentive for customer. tell them you will speak to manager about getting them offer today. Free shipping, small incentives get more sales. rather make 10 dollars with no dollars

When a client is hesitating and I have to say: this is really expensive, It might be too expensive for you. Let's look for less expensive options. This move result in an instant ''Gut Check'' cause the client to realize this is what they want, and they can afford it. or the product is wrong for customer

Before call customer and dropping the bad news, take time to think about little suprise you can to remedy the situation and maintain the relationship.

People aren't busy, they are bad time manager.

Whats hardest thing you have to do? Stop Reading and DO IT NOW.

Waiting to deal with a complicated situation just prolongs your anxiety and can mkae things worse by breaking down the relationship further. Dealing it right away also adds a hit of suprise, because no one else does this.

don't be afraid to push yourself to take on more. If you are the one create the chaos, then you can control the chaos.

Every single thing you done today have impact on tomorrow

If you want to have an insanely successful career selling, you need to have a lot of balls in the air, at all times.

Do anything you can to find relationships- talking to people on the street, cold calling, go to three different gyms. Give yourself a specific number, get their contact information

It's much better to make 50% of something than 100% of nothing

Everything we do is a choice. Why was I making the choice to get up so early and work on weekends? Because I desparately wanted to succeed.

Don't waste an ounce of energy on fear or doubt. I shifted everything into high gear, staying positive until we have signed a contract

Be positive, ignore all the reasons it seems like something can't be done- focus on what you can do right now to get the deal done.

sell product with story

Always on the lookout for creative things you can do to get people comfortable with the puchase they are about to make.

Always thinking an extra incentive you can offer, no matter how small it can be. It's about how it makes your client feel about their purchase

Climb higher, don't look for the business you already have.

Always make a counteroffer

You can't predict the market. you cannot assue there is always a better offer

Remind clients there is always a cost of time. Time is expensive

Keep the dialogue moving, even if client is reluctant to keep talking.

There are some factors you just can't control, you shouldn't waste energy obsessing over them. Move on and go for other balls.

Remember that there is always an action you can take. There is always something you can do right now to change the outcome of your career.

Acknowledging what actually might be holding you back from success, and dealing with it directly, can have a huge impact on your career. Cut out that safety net.

Follow up not only customer, job also. Your potential new company will impress on it, your aggresive.

No matter where are you now, just keep going, don't stop. Your biggest sale, your best week, your most amazing year is still to come. Your future you will thank you.

Never forget to think, I don't want this in my future

8. Expect to Win: Harris, Carla A 26/10/2025

1. You need to clear about you, your goals, your assets to put your best self forward every day. People lost sight of who they are generally unhapppy

2. 开会的时候, 如果你是怕说错话或得罪人，不说话。别人会对你有不好的印象: 这个人什么事? 他有认真吗？

3. 在顾客的立场思考: 我是因为什么担心? 

4. 抓住客户发出的小细节，然后迅速解决

5.在你想着为什么做不好的时候，你要想，你会得到这份工作，是因为你是最适合的，其他人做的不一定有你好

6.Take the risk. 把你好的那一面带进去Office,做真正的你。这会是你最好的决定

7.如果戴着一副面具进去，你会因为扮演到很累。这是内耗最佳材料

8.Do your agenda. Why are you here?

It Will serve as your guiding motivation. Stay focus on it

- Motivating your goals

-When unhappy, bad boss, bad market etc

9. 每个人成功/幸运的人背后都有牺牲的东西。你要成功，一定要牺牲

10.你可以选择离开的原因是和你的Agenda不适合了，而不是因为生气或不开心

11.They Syndrome.当你的事业进行得不顺利，就是时候反省是什么导致现在的情况? 而不是一直怪别人。把自己当成受害人是很难快乐的

12. 对自己诚实。

‘我哪一步做错了？’ ‘是不是没找到对的人？’

“我在这家公司还找到对的Support”

13.如果你对自己的生活不满意，就是时候反省你需要做什么了，一直怪别人是很难得到你想要的

14. 你所做的错误都是一个学习自己的机会。除了这个错误，你还是很Smart,很适合这份工作的人。经过这个事过后，告诉自己接下来都可以搞定！ come onnnnn!! 转移注意力

15.不要因为一时的错误陷入内耗. Learn from ther and move on.

16.You have done it before. Therefore, you can do it again

17. Work place 2 personalies: a) Political Maniac- 不是最努力也不是最聪明，但他知道如何用 System得到想要的

                                                  b) Workhorse - 很努力的工作，很值得信任

18. 看看你的老板是哪一种，然后学习他。People tend to value and reward traits that similar to theirs。或者是找到和自己同个类型的老板

19. 不要花时间和别人比较

20. Flexible. 不要太绑着原本的计划而失去机会

21. 在新公司的前九十天是创造好印象的最佳时刻。最好不要在前九十天做错东西，小心.

要找到双方的话题

22. 你该做的： a. 学习该会的东西，b. 迎合公司文化 c. 知道自己应该和谁打好关系

23. 看看大家平常都去哪里吃，几点到公司之类，穿着，然后试着参与他们。越早越好·

24. 要主动找人学习

25. 一定要学习Presentation skill

26. 如果你在公司没人可以教你，那就去外面学, online, youtube找Guru.没有借口

27.不能Alone,你一定要成为公司的一份子。 当他们没邀请你的时候，邀请你自己!

28. 当对方觉得和你在一起很舒服，他们会更信任你

29. 多多去发掘谁是Decision maker

30. 多多帮助别人，多多找人帮忙。看看他们都做些什么

31. 工作开始后都会很忙，记得拿时间写下你的目标然后设置几时要完成

32. 别人不会以为你努力就看得起你。 如果你安静，什么都跟，他们会试着占你的便宜。发出你的声音是为了让你有一席之地。

33. 如果人们认为你是一个不拖泥带水、态度干练、不容胡闹的专业人士，他们就更容易把你想象成领导者。

34. 如果你总是要问来问去才能做决定，别人会认为你没主见

35.态度很重要

36. 对于第一次见面的人，他们不知道你是谁。不要因为他们对上一个人的印象变成负担。相反，这是你给对方惊喜的机会

37.特地Ignore 你不喜欢的人不会让你过得更好。多多听取他们的意见，表示你对他们的interested

38. 改变他人对你的看法。你可以从比平常的动作，所说的话，好像Carla 要让别人觉得他很tough, 他就逢人说: You know, I'm a touch woman. 成功改变他人对他的看法

想让人觉得你很有创意，你可以说: You know I' creative people, i trying to...

39.找出三个字来形容你自己。 这三个字一定要真的你，要坚持扮演这三个字，符合公司目标的。例如Solution Oriented, Linear thinker, flexible, processing strong sales etc, 可以跟着你的目标转换。

拿出一张纸写你的优点和缺点，你喜欢做什么? 你不喜欢做什么？你喜欢在什么环境下工作？你需要补充什么Skill?

40. 寻找你的mentor. 这个人一定是你愿意分享所有的人，信任的人。刚进来的时候最适合找

41. Mentor 给你的意见也要先分析在行动。如果是他自己也不会做的事，那就不要做。有可能他是拿你来做实验

42. 当你要疏远某个人的时候，保持一样的交流，但缺少不需要的问题

43. 寻找你在公司的Sponsor, 要在公司里有做决定能力的。为什么他们要支持你? 你的晋升对他们在公司的势力有帮助，他们都需要最有能力，最受尊敬的人

44.不要缺失你的信心，缺失信心就会变得不爱表达，这是致命的。公司会看不起你

45. 如果你不知道可以说什么，就说: 我听你说的XXX,我觉得很有道理，在加上... 刚开始你可能觉得不习惯，只要你一直重复，会越来越好的

46. Frequently Wrong, But never in doubt. 当别人问你东西的时候，你就算不清楚要很有信心的说出来，虽然是错的。之后补全错误就行。 当然说的时候要给自己后路。: My Experience tells me that the answer is xxx. however, let me check with my colleague to assess if there is an alternate point of view.

47. 很多人喜欢打断你说话，或者互相打眼色，特别是在金融业。不要管他们，他们是要影响你表现的机会。继续说，要很有信心的说。

48. 埋头工作不是保护你，而会让你看不到子弹来着!

49.如果你明年想要Promote, 你今年就要让老板知道，问老板你还差些什么，好为明年布局

50. 总会有不支持你的人。想想为什么他们不支持你? 记得感谢他们，让他们知道你很感激他们说的话。即使你听见不想听的东西，但他们也是给你一份礼物，让你变得比之前更好

51. 你的声音 决定了别人对你的印象。

要勇于Take Risk

52. 成功方程式= 超强表现+ 和内部Politics一流+ Take risk

53. 如果你还做着和以前一样的东西，你的成果也和以前一样。

54. 多想: 我怎样把现在的工作做得更好? 怎样有更大的Portfolio? 怎样给公司更大的价值?

55. 风险有两种: Forward risk and Latent Risks

Latent Risk= 你控制不到的东西

Forward Risk= 你可以拿点风险去稍微控制到的

56. Carla鼓励拿多一点Calculated risk，你会站在越来越高的位置。当Latent Risk上来，你才有一个平台保护自己

57. Step out on faith risk: 你大概知道你会得到什么，但是你不知道如何让它成真

58. 多数人都后悔没抓住机会，但是没人后悔去Take risk 的。因为不管什么事他们都会活下来

59. F-E-A-R. False Evidence of things Appearing Real. 害怕的事都是不存在的，都是自己做自己

60.最差的情况是什么? 你会得到珍贵的经验

61.求原谅比得到Permission还容易。所以Take risk 罢了

62. 如果某些东西你知道Take little risk 就能成了，那你就去做！

63. 不行动的代价比行动的代价还大

64.要换工作的时候可以想这三个问题: a. 这份工作会给我比呆在这里新的Skill和经验吗？

                                                                   b. 会带给我旧公司给不到人脉吗?

                                                                   c. 去了这家公司，接下来新工作会有更多的机会吗?

                                                                   (a,b,c 都会！28/10/2025 Ambank JRC 3/11/2025)

65. 有时候薪水没有起，但是公司指派你去做多工，但是权力更大，你应该要拿。为什么? 因为这些现在看起来多余的东西以后可以要求更多的薪水

66.有些人不敢换工是因为害怕改变，害怕Politic，不performing。要知道新公司是给了你钱去尝试这些的。就算做不好，也会学到很多东西做跳板。

67.The way to get comfortable with taking risks is simply to take them

68. 如果你很有理智的Turn down job offer,和接受一切后果，你很容易就会成功。

Power In the Network

69. 很多人常见的错误是只去参像自己的人。

70. 每个人出现在你身边的人应该有自己的位子，例如: 给消息的，给生意的，等等

71. Carla 会尝试认识不同圈子的人，在第一次的对话让对方清楚地知道他是谁

72.不管什么职业，不分贵贱，尊重每一个人

73. Building自己的Networking 的时候，想想这个人如何在你的生活或工作帮助到你。最好的情况适用现在的network在开发新的。

74. 如何maintain relationship? Frequency of touch. 让他们知道现在有什么，然后他们找你的时候多数都有opportunity. 

75.对于重要的relationship. 至少一年见一次，一年四次的电话通话

76.四种Relationships:

Upward-

-別只和直属上司交朋友，你还需要跟他们的老板。当管理层知道你是谁，你会有更多的机会。

-想想如何认识他们，例如Townhall. 坐在最前面，想好几个不错的话题。等会议完了就自己去认识他们介绍自己，Always be ready. 接下来想想和他们有什么共同点，作为下次的话题。

Lateral-

- Peer relationship, 同辈。好的同辈可以介绍朋友给你，教你Skill, Information transfer, motivation

-不要害怕找你的同事帮忙。你需要学习Confortable asking for help。不要求帮忙可能让你倒退（平常工作出现问题不敢问，结果做不到Transaction,搞到自己很累Demotivated越做越差）

-你不是在和同事竞争，而是和自己竞争

-不要Avoid任何一个人，就算是讨厌还是嫉妒。这正正是你需要去靠近的。用你和他的Relationship来帮你学习和成长

-大老板的助手也是需要Relationship,和他们交好可以获得很多机会

-帮别人的时候不要要求别人回报你，这都是为了未来能得到关键的帮忙

Downward

-你的Junior/下级

-给你现在的趋势

-教你新skill

-可能介绍别人给你

External

-竞争对手的朋友

做networking不是只找可以帮你的人，而是创立可以互相利用的人

77.如果你忙到只有工作和家庭，这样你需要改变，挤点时间做别的东西

Balance is a Necessity 保持平衡很重要

78. 你的工作不是你人生的全部。老板不开心，你就不开心? Close不到，你也不开心? 你需要找到一个平衡点，找一个自己的爱好

79. 设定一个时间，处理完你需要做的东西

80. 参加公益活动，有时候也会帮助Networking

81. 可以给你快乐的东西，可以成为每天都有的一部分

Expect to Win

82. 每天进Office都要Expected to Win.

'' Carla 一段时间都过得不是很顺利，她觉得自己完成不到自己的目标，没什么信心。吸引力法则会把不好的都带给你。’ 这个时候就要想他和以前充满自信的自己有什么不同? 就是以前做什么都想要赢。

83. 每天都告诉自己，你知道自己要什么。如果你不相信，也必须要相信。

84.如果连你自己也不相信自己，你觉得谁还会相信你?

85. 一个赢家，知道自己肯定会赢。他们知道自己怎样才会赢

86.他们不怕接受挑战，总是很有信心的觉得结局一定是好的。不管结果如何，肯定都会得到很有价值的经验。

87. 赢家知道他们不能靠自己一个人

88. 学习需要的技能，不靠运气或者Politic. 朝着这个行业的专家前进

89. 迷茫的时候就想自己的Agenda.

90. 花时间在自己，自己的生活，不要去Gossip别人的私事

91. 每年新年写这些:

Who have i Been this year?

Who do I want to be?

What lessons have I learned this year?

What Do Iwant to accomplish in the next year?

你的List不要只写想要的，也要写有什么弱点需要补足。

92.不管你做什么，你都要假设你会成功。每个Appointment, 每个Calling,每个Presentation, 每个工作。他们都会对你的印象很好，你都会成功。

93. 过得不顺利的时候，就想想你现在可以做什么，然后认真去做，正能量会随之而来。这是Carla保持正能量的方式

94. 每一天，都假设有新的改变和机会，就不会太过骄傲

95. 赢家思维就是欢迎改变。如果能做出改变，更好

96.每天挑战让自己有新Idea,相信自己可以，会让你自己变成更Smart和更有钱

97. 你的想法会让你成功

98.决定自己要成为什么，反省自己的成功和失败点

99. 让自己充满正能量的方法，每天都拿100分的自己上来

100. 如果有不能控制的东西出来，你就要对结果有信念。如果连你自己也没有信念，你要怎样Manage?

101. 信念很重要。把每个发生的事都看成经验和上天保佑

102. 如果你遇到的客户不搭理你，对你不好，拒绝你，这时候只有一个答案， NEXT!!

103. Relationship. 接触越多，你们的Relationship越强。根据他的兴趣接触他

104.想要认识人，先自我介绍。你好我是XXX,你在这里多久了等等。

105. 表达出对他的好奇。人们对对他有好奇的人比较愿意解答

106. 引用她们之前讲过的话开话题，会让对方感觉亲切

107. 在一个大型会议中，Carla会Set target 要认识几个人来Make sure 知道他这个人

108. 48小时里面就要Follow up, 趁对方和自己还有印象的时候，比较容易Connet

109. 想要和同事交好? 学习他们的习惯。几点上下班? 创造机会

110. Imbalance of Trade. 当对方是VIP照顾，但不要索求回报。然后对方会自以为欠了你，当你VIP来回报你

111. 想要接触一个人的时候，偶尔Text想要见人家。人家可能没回复你，但他知道了你这个人。如果有机会见面，你可以以舒服的方式接触他