Two Huge Super Bowl 51 Sales Lessons


Well, it’s been a couple of weeks since Super Bowl LI and as we move further into the future, most people will soon forget the game, the teams and the score.  Hopefully, though, there are a couple of lessons learned in the game that will stick in our memories and transform our lives and our businesses.  And they have to do with the importance of maintaining momentum.

The odds favored the New England Patriots.  Nobody expected the Atlanta Falcons to beat them.  After all, they had a string of Super Bowl victories in their past, a quarterback who was arguably one of the best ever to play the game and a defense that was truly awesome.

Something totally unexpected happened, though!  The Falcons came out and played a perfect first half.  They scored three quick touchdowns, held New England to just a field goal and went into the locker room at halftime leading 21-3.  But while Lady Gaga was doing her thing in the halftime show, something happened in both locker rooms that changed everything.

The Falcons started the second half playing much as they had in the first half.  They scored another touchdown, making the score 28-3, and everyone thought the game was over.  Everybody except Tom Brady and the New England Patriots, that is.

Really there were two things that changed.  The Falcons, who had played so brilliantly in the first half simply disappeared and stopped playing their game.  And the Patriots, who looked like a bunch of high schoolers in the first half, suddenly started playing at or above their usually talented, capable, even brilliant selves.  And the final score was New England 34 – Atlanta 28.

So what happened?  One team lost momentum and the other team gained it.  Had Atlanta continued to press and play the game they played until a few minutes into the second half, it’s probable that they would have won the game.  They didn’t do that, though.  They relaxed, stopped playing hard and they lost.  New England, on the other hand were back on their heels at the end of the first half.  They were getting hammered, and the look in Brady’s eyes as he walked off the field told the story far more eloquently than words ever could.  But Brady and the Patriots didn’t quit.  They didn’t accept that the second half had to be like the first.  They picked themselves up, got their minds turned around and started playing the way of which they were capable all the time!

So what does all of this have to do with business and sales?  Simply this!  There will be times in your business and your sales efforts when everything is falling into place, it’s all working perfectly and you’re winning every day.  Your efforts, your confidence level and your bank account are all headed up and up.  Lesson #1:  that isn’t the time to relax, rest on your laurels and coast.  It’s not time to be complacent, because it you allow that to happen, you’ll lose momentum and you’ll ultimately lose the game.  It’s time to put the pedal to the metal and go for your dream.  To try even harder, to succeed even more to be even stronger and better and more successful.  If you do that, your momentum will continue!

Lesson #2 is that there will be times in your business and your sales efforts when things will not be going well.  You’ll be hearing no more than you hear yes.  You’ll be dismayed and frustrated and angry.  You’ll wonder what in the world you’re doing wrong.  It’ll seem that the world has the upper hand and that you’re without hope.  When you find yourself in that situation, don’t give up!  Don’t quit.  Make a new plan, redouble your efforts, remember who you are and the talents you have and the quality of what you have to offer.  Go out and play your game the way you have in the past when you’ve been successful, and don’t let any obstacle stand in your way.  When you do that, you’ll gain momentum and you’ll win the game.  You can do it!

A final note:  one of the things the Patriots had on their side that helped them regain their momentum was a coach with many years of experience, who helped them with strategy, believed in them, encouraged them and guided them to their win.  You may need an experienced coach to help you gain or maintain momentum in your sales.  If you’d like to chat with a Sales Wizard at Red Cap Sales Coaching and talk about your business and your sales and get some ideas, strategies and tips to help you double your sales and income in 90 days or less, you can go to and make an appointment.  There’s NO charge, NO obligation and NO pressure!

Good selling!

Love & blessings,


THE Sales Wizard

Alternative Health Professionals and Coaches who hire us, double their sales and incomes in 90 days or less, GUARANTEED!

The Weirdness of Life


One of my favorite routines from Southern comedian, Brother Dave Gardner (pictured here), went like this:

There was a wise old sage who was sitting in his house, being introspective, and just groovin’ on the weirdness of life. Suddenly there was a knock on the door.

“Who’s there?” shouted the sage.

“It’s me,” a voice replied.

“Go away, I’m busy,” said the sage.

A few minutes later there was another knock on the door.

“Who’s there?”

“It’s me,” answered the same voice.

“I said go away! I’m busy groovin’ on the weirdness of life.”

Another few minutes passed, and for the third time the knock came.

“Who’s there?”

“It’s YOU,” said the same voice.

“Well, come on in, myself! How is I?” said the sage!

This morning I was busy groovin’ on the weirdness of life. When I’m being introspective, it’s almost always weird!

What I thought about this morning is that when I was a young man, I thought I was 10 feet tall and bulletproof. There were so many years left before I even needed to think about dying.

Now that I’m fast approaching 70, things have changed. I realize I probably only have about 50 years left…more or less!

When I was a young man, I didn’t have any aches and pains…my body worked wonderfully. Now my body constantly reminds me that it’s there, and it takes some real effort to make it work the way it needs to.

When I was a young man, it seemed that time just crawled by at the speed of a glacier. I couldn’t wait to be a teenager, to be 16 so I could drive, to be 21 so no one could tell me what to do (HA HA!). Now the days and weeks and months and years flash by with ever-increasing speed!

Here’s the thing. There’s so much left to accomplish. There’s so much to teach. There are so many people who need to learn what I’ve learned and know what I know. There are so many business owners who are struggling, and they can be so successful, if I can teach them. That’s the burning desire in my heart and soul…to help business owners and salespeople sell effectively, avoid the dumb mistakes I’ve made in my 45+ years of selling and become truly successful at serving people through their products and services.

Looking back, I wonder what the effect would have been, had I recognized my own mortality and the importance of making every single moment really count, doing the things that really mattered. Going forward, I’m resolved to make the most of the seconds and minutes and hours of every day that God grants me on this planet.

I hope you engage in a little introspection too…groove on the weirdness of life, much earlier in your life than I have in mine, and that you make the very most of every moment that you’re here!

I wish you unreasonably massive success in your life and in your business.

Love & blessings,


THE Sales Wizard

P.S. If you’d like to pick the old wizard’s brain, you can have an hour of my time at no charge, and never any obligation or pressure. Just visit and arrange YOUR free strategy session!



How to Achieve Your Goals This Week

Hey, everyone!

I hope you had a fabulous 4th of July holiday weekend.  Now it’s time to get right back in the saddle and make 2016 your most productive, profitable year ever.  I thought this post by my awesome friend and colleague, Butch Bellah would get your short week off to a tremendous start.

Guest Post by Butch Bellah

Butch Bellah

Meet Butch:  Butch is a business coach, sales trainer, author and speaker who resides in Louisiana.  He spent 11 years as a professional stand-up comic, and is still absolutely hilarious today.  He was my first co-host on the Sales Chalk Talk Radio Show.  He’s the author of Sales Management for Dummies and The Ten Essential Habits of Sales Superstars.  He’s the co-founder of  This article originally appeared in Butch’s MyBizCoach newsletter.  You can subscribe at  I highly recommend that you check out Butch’s website, blogs and books, and talk with him about speaking at your next corporate or association event!  He’s unforgettable!!


I see more and more articles, blogs and columns on goal setting, but I see very few that actually follow through and tell you how to achieve your goals. Setting the goal isn’t necessarily the easy part, but it’s certainly the foundation—then comes the real work: achievement.

It’s important to note we all have distractions in life; things are constantly battling for our attention and stealing our focus. I fight them, you fight them we all fight them. So why do some people manage to break through that static and clutter and actually achieve their goals? How do they maintain that focus? How can you achieve your goals this week?


“Writing a goal establishes it. Working builds it. Focusing accomplishes it.” ~Butch Bellah

One podcast I listen to almost every single day is Entrepreneur on Fire by John Lee Dumas. In addition to inspiring, motivating, high-energy content I’ve adopted one of Dumas’ mantras he repeats almost daily and it’s one that will ultimately help you achieve your goals.


As Dumas puts it Focus stands for Follow One Course Until Success. I Love That! Follow One Course Until Success!

How many times do we get the juggling syndrome and think multitasking is actually doing us good? Guess what? It’s probably not. It’s taking your eye off those goals.

Now, before you tell me about all the things in your life you have to pay attention to, I get it. Life happens to all of us. Every day. All day.

But, the key is to always come back to that one thing and stay with it until you’re successful.

So, how can this help you this week?

How To Achieve Your Goals This Week
Write down three things you’d like to accomplish before you turn out the lights Friday night. Be realistic—things you can actually get done.

Go ahead, write them down. Written goals are so powerful, they’re a challenge and they’re visible. Now post them where you have to look at them every day this week.

Set aside time each day to work on these three goals. (Note, don’t list 27—start with just three). As you find yourself drifting remember John Lee Dumas’ FOCUS: Follow One Course Until Success. Don’t try to juggle all three. Get one in your sites and knock it out, then and only then move on to the next one. Note: there will be times when you come to a point with one goal where you may be waiting on another party or have to wait for something else to happen, then it’s OK to move on to your next one, but as soon as whatever bottleneck is cleared, immediately go back and FOCUS.

Let the daily distractions in. Don’t try to fight them. Just know you have to get back to your goals when they are gone. In today’s day and age resistance is futile—you’re not going to avoid getting pulled away. Simply return to your goal and FOCUS.

I’d love to hear how this applied to your week!

Well, there you have it, folks!  Set your goals for the week and get crackin’ (as my friend Toby would say)!

Love & blessings,


THE Sales Wizard

You can double your sales and income in 90 days or less, GUARANTEED!


The Salesman and the Shepherd


A shepherd was herding his flock in a remote pasture when suddenly a brand-new BMW advanced toward him, out of a cloud of dust. The driver, a young man in a Broni suit, Gucci shoes, Ray Ban sunglasses and YSL tie, leaned out of the window and asked the shepherd, “If I tell you exactly how many sheep you have in your flock, will you give me one?”

The shepherd looked at the man, then looked at his peacefully-grazing flock and calmly answered, “Sure.”

The young man parked his car, whipped out his notebook and connected it to a cell phone, then he surfed to a NASA page on the Internet where he called up a GPS satellite navigation system, scanned the area, and then opened up a database and an Excel spreadsheet with complex formulas. He sent an email on his iPhone and after a few minutes, received a response. Finally, he printed out a 150-page report on his hi-tech, miniaturized printer then turned to the shepherd and said, “You have exactly 924 sheep.”

“You’re absolutely right! Go ahead and take one of the sheep”, said the shepherd.

He watched the young man select one of the animals and bundle it into his car.

Then the shepherd said: “If I can tell you exactly what your business is, will you give me back my sheep?”

“OK, why not” answered the young man.

“Clearly, you’re a salesman, selling business consulting services,” said the shepherd.

“Well, you’re right,” said the young man, “but how did you know that?”

“It was easy,” answered the shepherd. “You showed up here even though nobody called you. You want to get paid for an answer I already know, to a question I never asked, and you don’t know anything about my business. Now give me back my dog!”

And THAT, folks, is why so many people dislike sales and salespeople. Sales is NOT about telling prospects about facts and figures. It’s NOT about “presentations”. It’s NOT about convincing people to do things they don’t want to do. It’s about having great conversations with people, asking tons of questions, listening very carefully and providing solutions to help the prospects get rid of something unwanted or acquire something deeply desired!

That’s it!

Good selling!

Love & blessings,


THE Sales Wizard

You can double your sales and income in 90 days or less, GUARANTEED!



What If Money Was No Object?


Toby 2

My redneck alter-ego, Toby, was standing in line at Winn-Dixie, waiting to buy a lottery ticket. An older couple and their young adult son were standing in front of him.

The young man (also a redneck, I think) said, “I won’t even buy a lottery ticket if the jackpot ain’t at least $300 Million!”

Toby asked, “What would you do with all that money if you won?”

The kid replied with total sincerity, “Well I’d buy myself a car repair shop, so I’d only have to work whenever I want!”

Yep, that’s a true story!

What about you? What would you do if you had so much money, you could live the rest of your life in luxury? If you decided to keep working, what would your sales conversations with prospective clients be like? Would you feel like you “had to” make a sale? Would you freak out if your prospect said, “No.”? Would you experience any stress during the conversation? Would your prospect feel stressed or threatened during the conversation? Would you feel any pressure to work with someone you didn’t want to? I think it’s obvious that your sales conversations would all be laid back, relaxed and stress free!

Focusing on money derails more potentially successful sales conversations than any other factor. If your focus is on the amount of revenue you can bring into your business, or the commission you can earn, if the prospect buys, your focus is in the wrong place. If you’re thinking about the stack of bills on the desk at home that you have to pay, and you have to make the sale so you can do it, your focus is in the wrong place. When you’re talking with a prospective customer, you have to be 100% present with her. Your focus is on helping her get what she wants and needs, not on what your desires are.

If your focus is in the wrong place, your prospect will know; you can’t hide it. And it’s highly unlikely that you’ll have a successful sale. If you’re focused on serving and helping your prospect, she’ll feel that, and she’ll be much more likely to buy.

Well, it’s not likely that you’ll win $330 Million in the Mega Millions on Tuesday night (cause Toby’s gonna win, or so he tells me!). So a vital part of preparing for a sales conversation is to get your focus in the right place. Develop your sales mindset so that the money you’ll earn has no place in the process. Approach the conversation as though you already possess more money than you can ever spend in your lifetime. Meet your prospect thinking only of his or her best good. How can you help? How can you serve?

The irony is if you’re focused on serving instead of on the money, you’ll be richly rewarded financially due to all the sales you’ll make.

Good selling,


THE Sales Wizard


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