11 Ways To Re Program Your Brain For Ultimate Confidencev2 1

Blair Singer
11 WAYS TO
RE-PROGRAM YOUR
BRAIN FOR ULTIMATE
CONFIDENCE and
SELLING SUCCESS
How To Win the Battle With

Your Little Voice!
Copyright © 2020 by Blair Singer and XCEL Holdings, LLC
All rights reserved.
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11 WAYS TO RE-PROGRAM YOUR BRAIN FOR ULTIMATE CONFIDENCE & SALES SUCCESS
This is a quick guide to re-programming your little voice in a hurry. If you want to go into the
process in more depth then the following are available from www.blairsinger.com, ‘Little Voice
Mastery Systems’ audio download, and my book, ‘Little Voice Mastery’.
1. WIN THE BATTLE FOR YOUR BRAIN

was talking to a good friend who is one of the most successful network marketing SalesDogs
I in the world, about why some people can sell and why some can’t or worse yet won’t. They
see the goal. They understand the plan. They know they have to approach lots of people, but
only 1-2% actually have the natural wherewithal to go long term and accomplish the task…be it
making the calls or completing any task that requires long term persistence and strength.
Why? Something engages the “little voice” in your head when push comes to shove. It happens
when you have to go find ten more interested prospects because over half the ones you have
been working with have fallen away. When the passion has given way to the reality of long hours,
lots of “no’s”, “maybes”, “call-me-laters”. Or perhaps it’s not even that, but the perception of all
the hard work that lies ahead that engages your “little voice” to say things like, “I’m not cut out
for this…This is a dumb idea… I feel like an idiot… It’s too hard.” You know the feeling I’m talking
about? I’m sure you do. At that point most people lose interest, jump ship, get discouraged or
fade into the sunset and never achieve the extraordinary sales results that they could have had
they won the battle over the little voice.
I am always asked how to get over that hump. First, learn to engage your own little voice and
challenge it. It is only giving you conditioned information based on your past. Be bold enough to
talk to yourself and say, “Hold it! Where is this whining voice coming from and why?”
Step two, once you engage it, ask yourself “What specifically is blocking me? What am I really
afraid of? Am I afraid of looking foolish? Am I afraid of being insulted? What is it?” If you can really
dig deep and find the truth to those questions you will understand your personal “demon.” We all
have them and that is a good thing because you can use those demons to motivate you.
The third thing to do, once you have identified it, is to make it your target. The calls you have
to make will take care of themselves. In other words, your new goal is to simply conquer that
demon. Every time it comes up, commit to doing whatever it takes to overcome and crush it. The
more you engage it, battle it, coerce it, sell it and master it, the more you will rise over that hump.
In other words, when your little voice starts to whine, whimper or justify….loudly and firmly say
“STOP!” Engage, lock and load and blast that puppy by blowing past it anyway. Make the stupid
Copyright © 2020 by Blair Singer and XCEL Holdings, LLC All rights reserved.
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calls if for no other reason than to win the battle in your own head. It is the most important sell of
all!
I fight that battle too, believe me. We all do. Years ago in high school I ran cross-country. I was
no super-star by any stretch of the imagination, but after all those miles and all those grueling
races, I can still take on that whining little voice in my brain with the knowledge and belief that
I can outlast, out-endure anyone and anything. It keeps me going. What thought or experience
from your past can you use to combat that negative voice? Hint: Find one or make one up!
Take it one call, one task, one effort at a time. Great battles are won with many small victories.
You have done this before. If you do this consciously, not only will your numbers skyrocket, but
your life will take on a whole new positive energy.
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2. USE THIS COOL TECHNIQUE

(This Information Will Not Only Shoot Your Sales Through The Roof, As It Did Mine Within
24 Hours Of Learning It, But It Will Fundamentally Change Your Life!)
ave you ever given a presentation, made a sales call or delivered a message to a group,
H person or even loved one and walked away feeling like you should have been more
outstanding or even more memorable? Better yet, have you ever actually gotten angry with
yourself for not saying what you wanted to say, for not getting the reaction that you really wanted,
for even screwing up a few lines, objections or points or for not getting ‘exactly’ the impact that
you wanted?
If you did not say ‘yes,’ you’re kidding yourself! I would guess that some of you may even get to
the point of sometimes getting depressed about it. I know this because I do it too. The problem
is that your energy goes down, your resourcefulness drops and worse yet, when it comes time
to deliver again, your anxiety or worry about your performance is higher. You become even more
stressed the next time!
It is a known fact that Barbara Streisand’s stage fright even late in her career was so debilitating
that she not only got physically sick but at one point she actually stopped performing.
There is a magnificent solution to this problem!
I once had the great opportunity to speak at the National Achievers Congress in Kuala Lumpur
and Singapore. There was an illustrious array of speakers that included Dr. John Gray and Bill
Clinton. One of the speakers was a fellow by the name of Joseph McClendon who is a close
friend of and the number one trainer for Anthony Robbins. He is a personal coach and master
motivator. Here is his solution to the problem.
Before any presentation, no matter how stressed you are…CELEBRATE! That’s right. Before the
presentation, jump up and down, shout and cheer, thrust your fists into the air and celebrate. I
know this sounds really weird…and it is, but it works. Just do it where no one can see you!
NOTE: To make this work, you can’t just think it, you have to physically do it with movement,
voice and power.
Also in advance, whenever any fear or anxiety about your presentation comes up…immediately
celebrate…BIG! Even if you have to do it ten times in three minutes. Override the negative
thought with an active celebration.
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This process eventually programs your brain to celebrate the minute it begins to worry.
Think about it. You actually replace worry with power. It’s awesome!
Then on the back-side, when you complete your presentation, walk to some place private and as
soon as you can, celebrate again! Focus on one thing that you did well in the presentation and
jump up and down and dance around again. The instant your brain starts doubting, starts getting
upset or critical about your performance…celebrate! Keep doing it.
Again, this programs your brain to automatically celebrate and bypasses the self-flagellation
process. If the negative regret stuff creeps in…celebrate!
Once you have done this, reviewed and celebrated the ‘good stuff’ of the presentation, then you
can objectively critique yourself. BUT NEVER CRITIQUE IMMEDIATELY! There is plenty of time
to critique, but only when you are in a better frame of mind.
I can tell you that since I have used this technique, my presentations, products sales, ne-
gotiations and energy have shot through the roof.
The really cool thing is that if you do this religiously for the next week, you will find that your brain
starts to do it naturally, so that you do not have to go quite so over the top with it. After all, it is
probably not good form to do this in front of a customer or your boss!
Remember you are the toughest person on you. Your presentation is a function of your own
mindset, not theirs. Some of you may think this is weird, but how weird is it to take a step forward
by making a presentation and then taking two steps back by beating yourself up and then another
step back by worrying about it the next time? That means you have to be three steps better than
the first time because you are energetically and emotionally starting off in the hole!
Besides, aren’t you in this game to win?
I thought so. You see you’ve been winning all along, but you’ve been programmed for a long time
to look for the problems first. That is a big problem in itself. It takes your energy down and makes
it tougher the next time. Think about it. If you programmed yourself to celebrate every time a
negative thought entered your brain regarding your performance, would you be more willing and
able to take a risk or less? Hmmmm. I thought so!
The battle for control of your brain, emotions and actions is the ultimate game. You’ve got to use
every tool and technique that you can to win it. For yourself, for your family and for your spirit.
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3. BE CREDIBLE – EARN THE RIGHT.
or people new to selling, new to the market or for even those who are somewhat
F intimidated by others with seemingly more authority or power, a common question keeps
popping up. How do I earn credibility in the eyes of a prospect or boss or anybody else
particularly if I have no track record in the business yet?
It’s important because all of us would like to know that the person with whom we are looking to
entrust our time, money or energy has some experience, knows what they are doing, and has
superior knowledge of the subject at hand. I mean, wouldn’t you rather buy a property through
an agent who knows the market, knows how to negotiate a good deal on your behalf and has
access to proven resources? Of course you would.
There are two issues at hand. One is your actual physical credibility. Have you earned the right
to gain the trust of others? The second is your internal credibility. That’s right. Have you earned
the right in your own head? My experience is that what you have actually accomplished in the
market is secondary to what you believe about yourself.
If you have doubts about yourself, then you will telegraph those doubts to others in a millisecond.
The sneaky side of this is that the little voice in your head may chirp away at you telling you that
you don’t have the experience, that you don’t know enough, and so on. But I have found many
times that the “I’m not experienced enough…” thought is a smoke screen to cover up the fear
of looking stupid or getting rejected. See how that works? If you can justify that you aren’t good
enough, that gives you an excuse not to sell, or to have low expectations for yourself. So step
one:
Condition the personal and emotional strength that you need through the repetition and drilling
of objections and making presentations. It is the fast track and paramount to gaining confidence
in your own mind.
The other reason that you have hesitation and doubt is because perhaps you sincerely don’t
want to mislead, disadvantage or hurt someone else. That’s a good thing! Just be careful to tell
the truth to yourself as to which it really is. It could be both. But understand that there are two
different strategies for overcoming these issues. We talked about the first. Here is the second:
Make a decision to never overstate, mislead or try to pretend that you are somebody that you
aren’t in the eyes of a prospect. You can be honest and strong, just not naïve. By naïve, I mean
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that it’s probably not a good idea to focus on discussing your lack of experience with a prospect!
So, once you have started working on yourself, how do you gain credibility in the real world?
I had a fellow from one of my programs who went into the property market and promptly raised
over thirty million dollars for his first deal! How did he do that? Did he have doubts? Of course he
did. I know of another person who decided to get involved in a direct selling business and in the
first couple of months put eighty people into her organization. How did they do this with no track
record, experience or “credibility.”
Here’s how:
First of all, being credible by definition has little to do with experience, so let’s start there. It means,
“worthy of belief or trust, trustworthy, reliable.” No one said that earning the right had to do with
experience and market savvy. That’s your little voice or someone else who was attempting to
gain advantage over you who told you that. How do you become believable, trustworthy and
reliable? Simple:
Don’t lie. Lies are impossible to undo. It is the cancer of any relationship. I am sure that you
know what I mean. Be brutally honest without being silly. If a solution is not in the best interest
of the prospect, be willing to tell them so and offer to help find another solution even if you don’t
make anything from it. It will earn you huge credibility points.
Ask tons of questions. Go into the world of your prospect before you try to bring them into
yours. Don’t worry about pitching. Start asking.
Create a ton of frequency. Show that you are reliable. Look for reasons to establish credibility
by purposely making agreements and keeping them.
Make appointments to do an analysis. Deliver articles, conduct interviews, conduct market

research, deliver referrals….. Trust is created by developing your own track record of keeping
agreements. Find reasons to serve and deliver at no cost to the prospect or the market.
Know your product or service. Be a voracious student of your stuff. Learn it inside and out.
Don’t bury people with the data…just know it. It builds confidence. Never wing it!
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Use the experience of others. Let them know that you are part of a team or organization that
has delivered incredible results for others. If you aren’t, then talk about the thousands of others
who have the same problems as your prospect and why this innovative idea may seem to have
risk, but has the opportunity to give them a huge edge if they are first to apply it.
Remove the risk. Guarantee what you are doing. Find a prospect that understands the value
and offer to deliver for FREE. This will give you a test model to prove yourself. Tell them that
the only thing that you want is a testimonial when it works. Commit yourself to a few test pilot
accounts or individuals that you are willing to focus 110% attention on until you get the results
that prove to you and the market that you are for real. I have used this strategy repeatedly over
the years and made millions with it every time I have approached a new market.
Look, you may not sell as much as others who are more established in the business in the
beginning. That’s to be expected. But a mentor of mine once said that “ …the slow road ultimately
becomes the fast road,” if you do the right things. The key is to stay extremely busy doing all of
these things. Why?
1. Because it creates energy and highest energy wins.

2. It quickly gives you a track record and reputation in the business.
Most of all it will prove to you that you have earned the right which is by far the most important
part of selling anything.
If you have the courage to go for it. If you are concerned enough about representing your-
self honestly, then you have automatically earned the right!
That’s right. I don’t care what the little voice in your head thinks or what you have been told. If
you have made it this far, you have earned it. It is really a matter of convincing yourself! If you
are like most, you’ve had a ton of conditioning to point out what is wrong with you, what doesn’t
work about you and why you aren’t credible yet. That’s nonsense! Few people put themselves
on the line. If you are willing to build the strength to go for it, are willing to be honest, willing to
continually learn and correct and to follow the steps I have outlined here….you have more than
earned the right!
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4. USE YOUR EMOTION & INTELLIGENCE
f I hit you with a real nasty objection out of the blue and demand that you respond instantly,
I the chances are you may stutter a bit. This is true in any setting. There is a chance you
might handle it, but in most cases your brain would momentarily disengage from your tongue
and you may either start babbling random information to respond to the void or you may even
go speechless. Yet I’m sure that if I gave you about ten to fifteen minutes to figure a good
response to it, you would probably respond a lot better. Given a day you would probably come
up with something even more spectacular!
How many times have you wished you could rewind the clock and say what you really wanted to
say to a prospect, your boss, your spouse or someone at work at the critical time of confrontation?
People win, not necessarily because they deserve it, but because they are better at “standing
in the heat” than others. If you have ever lost a deal, lost an argument or said something you
regretted, it’s not because you’re not smart, or not cut out for sales, or not good at negotiating, or
because you’re a push-over. You are smart, otherwise you wouldn’t think of the ‘right’ response
later.
Worse yet there are some who never even engage in sales, refuse to try, avoid tough negotiations,
settle for mediocre relationships and settle for less in life because they think they can’t handle
the ‘heat’ or are just afraid of it. That’s silly! It is due to the simple fact that when your emotion
is high…your intelligence is low. You say and do things that you would not do if you were in
a sane state of mind. Right?
Everyone has a great comeback to every challenge somewhere inside. It’s finding it at the
right moment that is the problem.
Through preparation and repetition you can be as strong as you want to be. You have to believe
in the power of practice and repetition in order for it to work however. Sales Training provides the
tools for drilling out the fear and conditioning in the emotional strength thus raising your personal
intelligence even in the heat of the battle. The more you do it the more you sell, the more you
sponsor, the more you win and the more honest your relationships will be.
Look, your life and your wealth depend on this. You have to control your emotions, otherwise you
may either miss or misinterpret the opportunities of a lifetime which, as Rich Dad Advisor *Dolf
de Roos says, happen every day. You practice by drilling objections. You can start practicing
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the objections on your own. Think you’ve got it? Great! Now let’s put you in front of a couple
of hundred people and we’ll start firing them at you in that setting. How about on live TV? Has
your blood pressure gone up yet? It should. If you keep turning the heat up on yourself with this
process, your life will change. If I told you that you could be a champ at handling tough challenges
or objections in any situation, would you feel more confident about the rest of your life or not?
Start practicing as if your life depends on it…because it does!
*Dolf De Roos is the author of the Rich Dad Advisor book “Real Estate Riches” and you can find
him at www.richdad.com/advisors.
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5. HANDLE OBJECTIONS: ASK THE RIGHT

QUESTIONS!
o many times I get asked how to handle specific objections. As you know, I consider the
S mastery of objections to be one the most pivotal and powerful things that you can learn,
no matter what you sell, or what you do in life or your relationships, whether it’s your boss, a
prospect or yourself. That’s because those who understand the process, not only have superior
confidence in any negotiation or communication, but also possess incredible emotional strength
in other areas of their lives.
I want to address a couple levels of objection handling here for those of you who have ever felt
intimidated and also for those of you who want to go to the next level of being able to control any
negotiation. It’s amazing to me that as I have traveled around the country on this last speaking
tour, how little some seasoned sales people know about handling objections and turning them
into sales.
By now, if you have spent any time with me or my materials, you know that the three keys to
objection handling are preparation, repetition and asking questions. It blows my mind that folks
are still out there trying to ‘wing it’ in front of people who could be writing you checks, giving you
a raise or accepting your proposals.
Once you have trained the little voice in your brain to be calm, once you have disciplined your
emotion to stay low so that your intelligence can stay high, here are some further distinctions.
You know you should ask questions. But some questions will not only dig your hole deeper, but
may throw you right out of the negotiation. The big one this last week was, “We are already happy
with our current supplier.” Even if you are not in direct sales, another variation of that could be,
“The current system we are using is just fine.” “I am already satisfied with the way things are.”
So after you acknowledge their comment, what is the question to ask? Here are responses that
I got from some of the groups that I do not recommend:
“If I could show you why we are better, would you be interested?”
Not bad, but that’s a borderline ‘trapping’ question. The little voice in the prospect’s brain is
thinking… ‘What do you think I am, a moron? Of course I know you are trying to corner me into
a ‘yes.’ Not a good scenario.
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“What is it that you like about your current supplier, system, etc.?”
Beeeep! Bad question. Here’s why. The minute you get the prospect or your boss or whoever to
start talking about what they like about their current situation, you are actually allowing them to
re-sell themselves on what they already have. Even if they really don’t like what they have, you
are getting them to justify why they have it and solidifying their position. Even worse, the fact that
they are making a public statement about why they like it, forces them to take a positive position
on it even if they are not really happy with it. Have you ever taken a position about something,
changed your mind, but because you said it in front of others, found it tough to back off the
position?
Sooooooo…don’t ask that question!
Instead, remember this. Always take them to the ‘higher ground.’ In other words, ask them
questions that elevate their thinking beyond their current situation into ideal scenes or possibilities.
Something like…
”If you were to have an ideal solution to your accounting challenges, what would that be?” “If
budget or logistics were not an issue and we/you could create the perfect scenario or solution,
what would it look like (feel like, sound like, etc.)?”
At that point you have led them to think toward better solutions and expansive possibilities. It
also gives you an excuse to listen more, ask more and get to the real core of what is important
for them.
I also had a fellow who was not in sales, but was having repeated failure approaching his boss
for a raise. I role played it with him and asked him, “Why should I pay you more money for what
you are doing?” Simple yet common objection, right?
Yet like so many people in the E-employee and S-self-employed quadrant he fell right into the
trap of trying to defend, justify and answer my question. Look, the wealthiest people ask the
questions while others get paid to answer them. So first of all, don’t try to answer that question.
You have to ask questions. Even if you don’t own a business, start thinking like a business owner/
investor particularly if you are negotiating with them. The only way to wealth, is by thinking and
acting the way a wealthy person does.
I hit him with all the typical objections. He came back with typical justifications, like that fact that
he worked very hard and contributed a tremendous amount to the business. I said, “Great. I am
so thankful that you do. You really do make a great contribution. But quite honestly that is why
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I hired you. I expect you to play full tilt and to work hard. We all do. Why should I pay you more
for simply doing what you were hired you to do?”
He said, “Boy, these are the same things that my boss said to me!” What a surprise!
Solution. Stop thinking like an employee. This is a secret for everyone. If you want more, you
have to first ask yourself the question, what more can I put on the table to add value? In other
words a better question for him to ask me would be,
“I understand that you have budgetary restraints, but where are the areas that you think that we
might be able to generate more income for the business? If I am able to help put more money into
the equation, would you be willing to carve a small piece of that out for me so long as everyone
in the deal is making more?”
That sounds more like a business owner/investor mindset. Always look to expand the pie before
trying to divide it. Everyone wants more. More money, more love, more opportunity, more deals,
more accolades. I don’t doubt that a percentage of those people may even deserve it. However,
it’s immaterial! If you want to be rich, don’t let yourself fall into that entitlement mentality that
someone owes you something simply because you work hard, are a good person or because
you do the right things.
You should do all that! Instead, train your brain to go to the ‘higher ground’ and look for ways to
add more income, wealth, sales, deals, love, so that there is a bigger pie for everyone. Make sure
that you ask for what you want for your contribution, but never expect it until you actually deliver.
If you think that way and act that way, there will never be a ceiling to what you can earn.
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6. GET OVER THE SLUMPS – FAST!

n an interview I was asked, how do you get yourself out of a slump? That seems to come up a
I lot. I suppose that may be a sign that markets have softened for some. It’s also true that people
usually only ask the question when they are in a slump themselves or when their team is in one.
Lesson one is that you should ask yourself how to get out of a slump when you are not in one !
When you are resourceful and operating with high energy the strategies that are available to you
are many. On your next great day, make a note of what you did that day from the minute you got
up until you passed out that night. Where did you go? What did you eat? What did you wear?
What did you say? Who did you talk to? What was your energy like? Repeat the pattern when
you feel yourself slipping.
Lesson two is to know that slumps are also part of the game. I have said a hundred times that
sales is an emotional contact sport. It ebbs and flows. It goes up and down. When it drops, just
know that it is part of the game and that sooner or later you will bottom out and rebound. It
always happens. The key is to make it happen sooner rather than later.
Here are some strategies:
Practice Little Voice Mastery all the time. You have to learn to re-direct the auto-pilot in
your head instantly and strongly.
Visit existing clients that use your service or products, especially those who like you!
Talk to them. Ask them what works and why. Be productive and create some testimonials
from them. Your energy will rebound quickly.
Get physical! Eat healthy, work out, keep your body moving. Physical state changes will
automatically shift your emotions and thoughts. Go into the bathroom a couple of times
a day and make faces at yourself and scream a little bit. It helps even though others may
think you’re weird.
Use down times to increase your learning. Attend training programs, read books, listen
to tapes and gain new perspectives on old problems by learning something new or being
reminded of something that you already knew, but forgot.
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I actually go out and find groups of people to present to. I find that if I talk to a group,
my energy comes up and things start to happen. Even if the only place I can give a
presentation is to my son’s second grade class, I do it because it works.
One of the most important things you can do is work on clearing out the roots of the
slump. Working with a professional counselor or practitioner (who is good!) can give you
light years of progress by helping you find the core thought that is driving your energy
down. Once you find it and blow it out, it rarely plagues you again.
I have lived by these steps for many years and each time a slump comes, I put myself in the heat.
I put myself under pressure. I expand my game. I make bigger commitments. I take larger risks. I
call on bigger clients, even if I am still in the slump. My wife Eileen actually gets happy when I go
into a slump. Why? Because she will always smile at me and say, “This is good because every
time you are in this kind of state, I can count on the fact that there will be some breakthrough in
which we will make more money, have more fun and make bigger gains.”
She trusts the process and actually embraces the slump as the upset or turbulence before the
storm of activity that seems to always follow. The key is to keep moving and create activity.
Kicking back in a slump is what some recommend. That has never worked for me or anyone I
have ever seen. Inactivity creates more inactivity.
A slump is nature’s way of tapping you on the shoulder to tell you that the next growth spurt is
around the corner. It’s a signal that it is yours for the taking if you jump in with both feet. It is yours
even faster if you know how to be okay with your emotions and train the ‘little voice’ in your brain.
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7. BE CRYSTAL CLEAR IN YOUR EXPECTATIONS

AND YOUR COMMUNICATIONS
ichael Gerber, the author of “The E-Myth” made a profound observation. He said that
M most upsets, disappointments and crises in your business and in your personal life can
be traced back to the “initial communication.” Think about it. I will bet that if you can recall any
relationship that went sour and if you rewind your brain you can find traces of the problem in the
first communication. Perhaps it was a missed deadline, a late phone call, a claim that turned out
to be what you wanted to hear but not exactly true, an omission… I could go on. In sales this is
crucial. When employing or working with others it is equally crucial.
The truth is that it takes only seconds to gain an impression of you or your business. The problem
is that what you communicate may not represent you accurately. It’s not just your words, but your
image, your grooming, your language, your timeliness, your posture. There are two problems.
One is that if the impression of you is negative, even though your business and personality
are sterling, you may never break free of the impression that sits in the subconscious of your
prospects’ mind. The second problem is that you may be falsely representing what you are really
about.
That is why the headlines of your ads, the first statements that you make, the energy with which
you engage others must be scrutinized, practiced, tested and re-tested until you communicate
the essence of what problem you are specifically addressing and how you are going to solve it.
Your hiring interviews, your communications with prospects and friends need to be clear, honest
and of value. Have you ever mis-communicated and paid for it later?
Internally, how many business owners have ever been frustrated with employees or associates that
could not sell, up-sell or provide incredible service? Most of the time, the reason is because those
same employees were hired for other functions…not sales. There were different expectations,
different talents, different goals in mind. The result? Upset, resentment and poor results.
A great example is in the arena of network marketing. In it, there is an expectation of great wealth
and financial leverage. Yet the truth is, the business also provides an incredible education on
how to be a business owner, how to sell and how to teach others to sell. The problem is that
many get into programs without the expectation that they are going to have to learn how think,
act and produce like a business owner. It takes time, education, learning, lots of mistakes and
strength. Both expectations are great. One without the other, however yields disappointment,
disillusionment and poor results.
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The most important expectation is what you expect of yourself. Do you expect what others expect
of you or are your goals higher? Do you buy into those expectations or are you bold enough to
have higher ones? What were your expectations when you were a kid? Have you lived up to them
or have you settled for less? You see, you will fulfill whatever expectation you have for yourself.
It’s not about your friends, your spouse, your boss or your family. It’s about you. Be honest with
yourself about what you are about and what you have to do. If you do you will be a star. If you do
the same with your colleagues, staff and friends, you will be a leader.
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8. ACCESS THE HERO WITHIN YOU
t seems that in these days of war, conflict and challenge there are those who emerge as
I heroes. They give or risk their careers, their families and even their lives in the service of
others. It is humbling and inspiring all in the same moment. We eulogize them and honor them,
but simultaneously they leave a question in our own minds. ‘Would I be as brave?’ ‘Would I
sacrifice myself in the heat of battle to save others or would I be looking to cover my own behind?’
The thing about heroes is that they set high standards for the rest of us. Do they do it consciously?
I don’t know. But I do know that each person responds in the heat of pressure based upon how
they have been conditioned, drilled and disciplined. I maintain that every single person reading
this has a hero inside them. A hero to your team, to your community, to your kids, a hero to
yourself.
But, do you have to give your life in order to exercise that strength? No!
However, you do have to position yourself to be in the line of fire, whatever your endeavors are.
It could be driving your business to a bigger game. It could be making a presentation that has
more on the line than ever before. It could be intervening with the school in order to protect and
maximize the education of your kids. It is not about ‘getting by’ or striving for comfort.
There are two parts to being a hero.
The first is putting yourself in the line of fire. The second is conditioning yourself for that day when
you will be called upon to step up to the plate. You have been spending your whole life training for
something! What is it? In my work over the years, I have found that the challenge and moment of
greatness sometimes shows up when you least expect it. Whether or not you seize that moment
depends on what you have done up to that point.
Have you practiced your presentations, drilled the tough objections, worked out at the gym? Have
you diligently driven your standards higher and demanded better team players along the way…or
have you been “nice” to yourself and those around you and allowed what was okay before to be
okay now and in the future?
I work with so many people who have great aspirations. But they don’t realize them for a couple
reasons. The usual reasons are what I call the “Three C’s.” No credibility, no cash and no
confidence. The real issue is the third “C”. Confidence. And that is really simple. Confidence
comes from tons of repetition.
21
You can try to kid yourself and try to pump yourself up, but that will fade quickly in the eye of the
storm. It is truly the repetition of the critical skills and disciplines that will allow you to automatically
step up to the plate when your golden opportunity calls.
At some point in your career you must believe that there is a hero inside of you. You would not
be inspired by others if they didn’t tickle a place inside of you that vibrates to the same vibration
as they do. In the last two day program that we did, I literally watched as the hero inside of each
person ultimately mustered the courage to step up and actually experience the greatness inside
them if even for a few moments. The good news is that they will never go back. To command
bigger checks, it requires greater confidence and courage.
Heroes touch us because they remind us of who we could be. We are inspired by them because
they pose a question to all of us. ‘Who could I be?’ You were born to be great. It’s not about
being splashed on the front page of the paper. It’s about what you do in your very next breathing
moment. It’s either preparing like you have never prepared before or it’s about stepping into the
line of fire. Mostly it’s about doing it for the betterment of others: your family, your business, your
market and in some way for humanity. At the minimum it sets an example for others to follow.
Nearly every evening when my son was five to eight years-old, I would tell him a bed-time story
about a “hero.” Each night the tale was different. Each night he asked me the name of the hero.
I always told him that when I tell the last story, I would tell him. He begged for those stories
every night. They were stories of valor, overcoming unbelievable challenge, supporting others
selflessly,
respect and mostly how those feats were accomplished through great practice and preparation.
Some were based on real stories of real people and tons of them were made up.
But when I would leave the house before he woke up I would leave him a note to “be a great hero
today,” he knew exactly what I meant. Do you?
It’s in you! It’s your choice! Right now!
22
9. BLAST BEYOND THE BAD STUFF!
ave you ever had stuff bug you? You know what I mean. It shows up like the Little Voice in
H your head saying, “ I’m sick of people telling me that they don’t have time.” “Or if one more
person thinks that what I’m offering is too expensive, I’m going to choke ‘em!” Now do you know
what I mean? Thought so.
Believe it or not there is a cure. Some of you aren’t going to like it, but I’m going to tell you
anyway. It’s you! That’s right. And I have direct experience. The other day I was stymied by the
fact that some of our coaching program numbers had reached a plateau. I couldn’t figure out how
to get the numbers to start climbing again.
In working with one of my personal coaches, he asked me how I felt before recording or doing
coaching calls. I told him that over the last few weeks I had felt tired, empty of information, like I
don’t want to do it.. It turns out that was the same feeling that I had been getting before writing,
and even before presenting or teaching. Once I am doing it, it’s always great and I love it. It was
the lead up that was bugging me.
He said, “Well, if you have resistance to doing it, what makes you think that others won’t have
the same resistance?” WHHHAAATTTT? You mean I‘m projecting my own attitude onto my
customers and prospects? Is that possible? I knew the answer before I even said it.
Of course. Sales is pure energy. It’s not what you say or write as much as the attitude, energy,
focus and thought behind it. That’s what others pick up on! Have you ever noticed that if you are
dispassionate, others are too. If you are concerned about price, value or time, others are too.
Have you ever had the experience of dreading or having anxiety prior to doing the very things that
you love to do? Have you ever been worried about your performance, about making mistakes?
The bad news is that if you have prior concerns, you may be telegraphing them to others. Sales go
down, receptivity goes down and because you are turned off or bored others become indifferent
as well even if you aren’t in physical contact with them. It’s energy!
What’s the solution? Because it happens to all of us from time to time.
In my personal coaching session we went on to dig out the root of the reason that I was resisting
doing the very work that I love. It was so simple, such a nobrainer that I am actually embarrassed
to tell you what it was. Yet the minute I resolved it, the floodgates opened. Okay, I’ll tell you what
it was. I have this fear that I don’t have enough information or that what I do have isn’t enough or
significant enough. It’s wild!
23
The joke is though that once I start into a presentation, the information just flows. It becomes
magic. But prior to that I was a basket case. Once I got to the truth about what was going on in
my head, the floodgates opened.
I didn’t have to resolve it. I didn’t have to process it. I didn’t even have to fix it. All I did was tell
the truth about it and it was like an avalanche of new ideas, passion, excitement came flooding
back. My writer’s block disappeared. My search for pertinent information and advice evaporated.
I was on fire. And it has stayed that way.
What was the secret? Getting to the truth about my own fears, issues and concerns. Rather than
trying to gloss over or justify results, the choice to dig deeper into my own head unlocked the
passion, drive and excitement again.
There is always a thought that drives an attitude and an energy that drives a result.
This search for the ‘limiting thought’ has been a discipline of mine for many years. It has kept
me from quitting, from settling for mediocre results and has made me millions of dollars. It has
allowed me to touch many lives and careers. By owning that the results around me are a function
of me and no one else, I have continued to get bigger and stronger.
I guess that I have always figured that there are others like me. Others who go through the same
challenges I do. By surrounding myself with great coaches and friends, my life is a journey of self
discovery. My job is to learn the way in and to teach the way out.
It was profound for me to discover that I had a deep fear of being stupid or not knowing what I
was talking about. Turns out that fear has served me by driving me to be a voracious student and
to ensure that I always add extra value. It has hurt me by sometimes cutting my power in half and
by projecting my insecurity onto my market.
Yet as with all personal development training like that, I am now free to accelerate to even
greater levels of performance and income. Just know that in the few days since that discovery,
enrollments shot through the roof, income swelled, my fatigue disappeared and I have been
pouring out articles, recordings and being more productive than I have been in months. It’s
awesome.
Will there be another block later? Of course. As you reach the threshold of your next level of
growth, something may come up.
24
So the bad news is that anything going on around you may be because of you. The good news
is that you can control you. By telling the truth to yourself without blame or justification you have
the ability to also open the floodgates of delivering your true talent and gift and to be inundated
by those who want to receive it.
I love when that happens!
25
10. FOCUS ON ONE THING AT A TIME!
omeone once told me that if you can solve a problem for someone else then you will be
S successful in business and in sales. Makes sense, right?
But hold on!! No one said you have to solve every problem for someone else!
As I jet all around the world, it came to me that in my intense desire to serve and empower
others, I was running like a dog chasing everything in the bush that moves. I guess what I
am trying to say is, pick one problem and solve it. Just because there are tons of opportunities,
doesn’t mean you have to chase them all.
This may seem obvious to some of you, but it’s amazing how may people I talk to are working at
a job, doing network marketing on the side, building a business, and a hundred other things – all
at the same time.
FOCUS!
You don’t have to solve all problems. If you do one well, you will be rich! If you chase after every
opportunity that looks good, you will be tired and frustrated…not rich! If you want to be rich in
network marketing, focus on that and be the best.
If you are one of those people who seem to be chasing lots of stuff, or you‘re running around but
not gaining ground, you might consider the following:…
Stop running around the planet looking for someone to say “Yes” to you. Your self esteem comes
from you…not them. More people will actually like you if you sit still long enough for them to know
you, understand you and receive the benefits of your presence. Amazing!
Second, just because there is a problem that you think you can solve, it’s not your duty to fix them
all. Pick one that you are good at and that will offer you the most leverage going forward.
Third, just because there are tons of opportunities doesn’t mean that if you don’t grab them all
that you will be missing out. Pick one and work it.
You have to ask yourself why you are afraid of missing out on other stuff? Do you truly believe
that there is not enough to go around? That someone will beat you to the finish line? Whoever
26
told you that you needed to ‘diversify’, ‘cover all your bases’ and ‘keep your fingers in all the pies’
did you a huge disservice.
If your little voice says, “What if it’s the wrong choice?” Tell your little voice, “So what?” There
is never a right choice or a wrong choice. If it doesn’t pan out after all your focused effort, it’s
because you were supposed to learn something from that experience that you can carry to the
next one.
There is an abundance of opportunity, wealth, love or whatever you want. It isn’t going away. But
for now, get focused and pick one problem to solve, one market, one business, one opportunity.
You have to train yourself to think one thought, execute one idea and to use that creative-
bouncing-all-over-the-place brain of yours to use that energy to drive a single mission.
Believe me, I know that it’s tough sometimes, but I have never seen a rich person, successful
business person or great leader that was not laser focused.
Sit still, pick one direction, focus all your energy on it and you will win big. Even if you pick
the wrong one…your learning will be profound and the next choice will be a wiser and more
accelerated path.
People who are afraid of losing chase everything. Don’t do that, no matter how hard it is to sit still.
Settle down, take a deep breath, commit to one path and put the pedal down!
27
11. ASK ALL THE WAY TO THE BANK!
here are two major reasons why businesses fail. One is lack of sales and the other lack of
T funds. Really it’s the same problem. Selling is not just about convincing customers, it is also
about instilling confidence in staff, vendors, lenders and investors. The number one obstacle that
prevents this from happening is the inability to handle, or the fear of handling objections. As a
matter of fact, it is not even so much faltering in the face of an objection that prevents sales or
asking for capital, but being intimidated by the possibility of an objection that holds people at bay.
The real tragedy in business is that selling others on your dreams and aspirations may be the
most important sale of all to giving your business life and hope. Yet asking for money may be the
hardest thing to ask for because you are putting yourself, your dreams and your personal signature
on the line. It is tough enough to handle objections about a product, service or performance but
to ask someone to put up money for your untested idea that may or may not work creates an
even higher level of stress.
The biggest problem with objections is that they drive the “little voice” in your head nuts just
thinking about it. Your emotion goes up and your intelligence goes down and you can’t even think
clearly. That is a bad scene when a wouldbe investor fires a legitimate but tough objection or
question at you. If your brain disengages from your mouth or starts spewing senseless information
to try to sound intelligent you have lost the plot. Someone who would consider investing with you
also wants to get a sense of how you handle pressure. If you falter, you may be shooting yourself
in the foot.
Those who are willing to take the steps to overcome that fear of rejection, embarrassment or
looking stupid ultimately win in the game of sales. The good news is that anyone can learn to
overcome objections through good tools, practice and decent coaching. Probably the best way to
anticipate and deal with objections is to learn to ask good questions. By asking rather than telling,
you will learn the truth behind investors’ needs, concerns and considerations.
The truth is that you are going to get objections and tough questions and you are going to mess
some of them up. That is normal and okay as long as you have a system for learning from each
one so that you are better prepared each time. What is not okay is to never ask. Because then
the answer is automatically “No!”

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Blair Singer

How To Win the Battle With

1. WIN THE BATTLE FOR YOUR BRAIN

2. USE THIS COOL TECHNIQUE

There is a magnificent solution to this problem!

Besides, aren’t you in this game to win?

3. BE CREDIBLE – EARN THE RIGHT.

Make appointments to do an analysis. Deliver articles, conduct interviews, conduct market

1. Because it creates energy and highest energy wins.

4. USE YOUR EMOTION & INTELLIGENCE

5. HANDLE OBJECTIONS: ASK THE RIGHT

Sooooooo…don’t ask that question!

6. GET OVER THE SLUMPS – FAST!

Here are some strategies:

7. BE CRYSTAL CLEAR IN YOUR EXPECTATIONS

8. ACCESS THE HERO WITHIN YOU

There are two parts to being a hero.

It’s in you! It’s your choice! Right now!

9. BLAST BEYOND THE BAD STUFF!

What’s the solution? Because it happens to all of us from time to time.

I love when that happens!

10. FOCUS ON ONE THING AT A TIME!

11. ASK ALL THE WAY TO THE BANK!

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