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Top Dog Sales Secrets: The Real Magic is Perseverance

“Do You Believe In Magic?”

Top Dog Sales Secrets by Michael Dalton Johnson, page 97

Why in the world would this phrase on page 97 catch my attention? I think the answer will soon become apparent.

Much has been written about the notion of entitlement these days, especially as it relates to those under the age of (fill in the blanks.) Agents go to trade shows, attend seminars, listen to webinars, join associations, subscribe to E-zines, and occasionally read a few interesting articles from industry rags.

Click on the book to grab your own copy of "Top Dog Sales Secrets"

Click on the book to grab your own copy of “Top Dog Sales Secrets”

Then, as if by magic, they feel that all sorts of good things will happen as a result of all their “hard” work. PRESTO! VOILA! BADA BING! (Nada)

I absolutely endorse your behavior regarding each of the examples above. Don’t get me wrong. You, me, he, she, they need to be lifetime students of the game if eating regularly for the next 30 years is in our plans.

But that is only the beginning of the game. The magic results after you bust your buns and put much of what you learned into practice. (Regularly)

If there is one thing I have learned over the last 40 years of plying my trade is that no blueprint exists that fits everybody’s agenda. As a matter of fact, taking a page from this year’s People Magazine’s Sexiest Man of The Year, (The Rock… Dwayne Johnson), you just have to find your own way. He was referring to his Hollywood entry coming from the wrestling world.  At the time, there was no precedent. The Rock had to figure things out for himself.

I am fast to remind you that there will always be room for the basics and the fundamentals. This is not negotiable. But after that, your individual style and personality must come into play. Your creative ideas and experiments will pave the way for future learning and eventual expertise.

No, there is no magic. There is just tenacious you providing meaningful help to those who have the great pleasure of knowing you.


Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “business training” in the Subject Box. You will also receive a link to the recorded version.

For information on Mike’s Fourth Annual Training Cruise, email Mike at mike@mikemarchev.com with the word “cruise” in the subject box.

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