Are You Talking to the Decision-Maker? | Sales Closing Basics
The Just Keep Reaching Show
You just spent an hour on a sales call. You asked the questions. You uncovered the problem. You explained your solution. You built trust. The prospect seems interested. Everything is going great. Then you ask for the sale. And they hit you with: “I need to talk to my business partner.” Or maybe it's: “I need to run this by my wife.” “I have to check with my boss.” “I need approval from someone else.” Now you've got another call to schedule, another person to convince, and a deal that was never actually ready to close. Here's the question I want you to ask yourself: Why didn't...
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Stop Guessing When to Close | Sales Closing Basics
The Just Keep Reaching Show
"When should I go for the close?" I get asked that question all the time. Should I ask now? Should I wait? Do I need to explain more? What if they say no? What if I push too early and lose the deal? Here's the problem. If you're constantly guessing when to close, there's probably something missing in your sales process. Closing shouldn't feel like you're throwing a Hail Mary and hoping somebody catches it. It should be the natural next step in a conversation where you've already established the things that matter. And that's exactly what we're breaking down in this episode. Because great...
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They Won't Buy Until They Believe | Sales Closing Basics
The Just Keep Reaching Show
You can have the best sales presentation in the world. The perfect script. The perfect offer. A great product. But if the person sitting across from you doesn't believe what you're selling can actually solve their problem, you're going to have a difficult time closing that deal. People don't buy what they don't believe in. And one of the biggest mistakes I see salespeople make is trying to push someone toward a buying decision before they've established that belief. They start handling objections. They start explaining pricing. They start talking about payment options. They start pushing for...
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The 5-Minute Break That Makes You More Productive
The Just Keep Reaching Show
A lot of high performers think productivity means never stopping. Finish the emails. Immediately jump into calls. Finish the calls. Go straight into another project. Then another meeting. Then another task. No break. No reset. No room for your brain to shut one thing down before starting the next. I used to work exactly like that. And by the end of the day? I was drained. Not because I wasn’t capable of doing the work. Because I never gave myself a chance to recover between the work. In this episode, I break down something incredibly simple that made a big difference in how I manage my time...
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You Don’t Need More Time. You’re Wasting the Time You Have.
The Just Keep Reaching Show
“I just don’t have enough time.” I hear that constantly. Not enough time to grow the business. Not enough time to make the calls. Not enough time to work out. Not enough time for family. Not enough time to get everything done. But before you decide you need more hours in the day, I want you to do something: Track the hours you already have. In this episode, I walk through a simple time-management strategy I’ve used to become much more intentional with my day: 15-minute blocks. Take a sheet of paper. Start at whatever time you wake up. 5:00 AM. 6:00 AM. Whatever your schedule looks...
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Your Calendar Never Lies | The Time Manifesto Ep. 7
The Just Keep Reaching Show
Everybody says family comes first. I usually believe them. Then I look at their calendar. And that's where things get interesting. Because you can tell me your family is your biggest priority. You can tell me your health matters. You can tell me you're building a business so you can have more freedom. But if I look at the last two weeks of your schedule and can't find those things anywhere, we need to have a different conversation. Your calendar reveals what you actually prioritize. Not what you hope to prioritize. Not what you keep telling yourself you'll make time for. What you're really...
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Keep the Main Thing the Main Thing
The Just Keep Reaching Show
One of the fastest ways to slow down your business is to try to do everything at once. A new opportunity pops up. Someone else launches something that looks cool. You see another business owner using a different strategy. A new automation comes out. Somebody tells you about another way to make money. And suddenly, instead of building your business, you’re looking everywhere except at the thing you already said mattered. That’s the problem. You have to keep the main thing the main thing. In this episode, I talk about why focus is one of the most important skills an entrepreneur can develop....
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The Cost of Being Needed | The Time Manifesto Ep. 6
The Just Keep Reaching Show
I'm going to make a confession. I used to love being needed. Not just appreciated. Needed. The guy everyone called when something went wrong. The person who could solve the problem nobody else wanted to touch. The leader everyone depended on when things got difficult. And for a long time, I thought that was a good thing. My time in the Marine Corps reinforced that mindset. Being dependable wasn't just something you were encouraged to be. It was something you were trained to become. Then came SWAT. Then sales leadership. Then business ownership. And somewhere along the way, being the person...
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Your To-Do List Is Costing You Money
The Just Keep Reaching Show
You can work all day and still accomplish almost nothing that moves your business forward. Emails. Admin work. Organizing. Updating systems. Checking social media. Tweaking something that probably didn’t need to be tweaked. Then 5:00 hits and the one thing your business actually needed never happened: You didn’t do anything that produced income. That’s a problem. In this episode, I break down how I think about task lists, priorities, time management, and the daily activities that actually create revenue. Because a to-do list by itself isn’t enough. You need to know what goes first. And...
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Someday Isn't a Day | The Time Manifesto Ep. 5
The Just Keep Reaching Show
Next year. That's when I'll slow down. Next year, I'll take the vacation. Next year, I'll spend more time with my kids. Next year, I'll stop working weekends. Next year, I'll finally build the systems that allow my business to run without me. Sound familiar? Here's the problem. Next year isn't a plan. It's a painkiller. It makes the sacrifices you're making today feel temporary. It convinces you that the hours you're giving up, the experiences you're missing, and the moments you're postponing will somehow be waiting for you when things finally slow down. But what if they aren't? In Chapter 5...
info_outlineMy Wife and I struggled having kids and we went through the IVF process to try to get pregnant. When we found out we were pregnant with triplets we didn’t know how to react. We started sharing our news “that we were expecting triplets” we didn’t get the reaction from people that we thought we would. A lot of the comments we got were negative. We have always thought of our triplets as blessings. The older they have got the more I have learned from them!
These are some of the key topics I go in depth about in my podcast:
- If you have a great business idea, keep it to yourself first.
- People may not react as you did to your idea, and remember it’s not their job too be as excited as you about it.
- Don’t let fear hold you back, it’s okay to make a mistake.
- It’s okay when something doesn’t go as planned.
- No play goes 100% the way you want it to.
- The more you put yourself in an uncomfortable situation the more likely you are to grow forward and become more confident with your ability.
- You have already survived the worst of days in your life so far, and you are still here.