Author Archives: Mike Marchev

There are 723 articles by Mike Marchev published on this site.


I often approach an unsuspecting woman in a live seminar audience and catch her by surprise by asking her if she would consider marrying me. It should come as no surprise that a quick, and oftentimes terse, refusal follows in a Nano-second.

Priding myself as being rejection-proof, I immediately swing to a second woman sitting near by and ask the same question … only to receive the same answer. After the third attempt it becomes clear to the group that I am not interested in any particular individual, and that I must be working from a self-serving agenda. I simply want to become married, and I don’t particularly care with whom I perform the ceremony. As a result, not one of my targets should be flattered, and no one should seriously consider my proposal.

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POGO was the comic strip that became somewhat famous for the following saying: “We have met the enemy and he is us.” Without bumming you out today with too strong a message, I feel it is important to tell you in no uncertain terms to “Snap out of it.” (Reference to the movie Moon Struck)

Too often we are our own worst enemy and we allow ourselves to fall into self-imposed traps that thwart our progress and turn our lives into less-than-attractive works of art.

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In yesterdays article I touched on efficiency, organization, interest, needs, note taking, homework, listening skills, facts, truthfulness, and ethics. We will now take it from there.

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Beyond The Expected

Until now the letters B-T-E stood for my first sales book, “Become the Exception.” It was written to remind travel professionals they needed to stand out and position themselves as the go-to source for arranging travel.

In our “me-too” industry when you see one travel-related website, you see them all. When you visit one brochure-adorned travel agency, you’ve been there and done that. When you meet one bored and over-taxed travel agent, the stage is set for the next two-dozen. What is a motivated, interested, sincere, focused and energized travel professional to do?

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This is part one of a two-day message. The balance of the article can be read in tomorrow’s missives.

Making the sale will be so much easier once you take the prospect’s point of view. The following points will give you an idea of the deeds and actions prospects want, need and expect from a sales person.

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You want to make your life easier and much more fun? Start remembering people’s names. I use to think that it was just me. I soon learned that the vast majority of people suffer the same shortcoming.

If I had to isolate a single reason why this is such a common phenomenon it has to do with choosing to speak rather than listen. I will say it so you will get my message loud and clear. You talk too much. You need to learn how to “shut up” and listen.

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A Quick Reminder

People don’t like to read.

Now that I think of it, they really don’t like to do much of anything. Therefore, it is in your best interest as the top rate marketer that you are to recognize both of these facts as the way the world is going to unfold. If you run your business with this in mind, you will have tons more fun and a lot more success.

In other words, stop beating yourself up. Go with the flow. Swim down river. Sail with the wind to your back.

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Non-Verbal Behavioral Tips #10

Tip #10.

Cool your jets.

My final tip in this series titled Non-Verbal Behaviors reminds us to slow down. Slow down and think. Think about what it is we are trying to communicate.

Your options include coolness, disinterest, enthusiasm, excitement, negativity, or some other feeling. You can manage your own energy by identifying an emotion that you want to portray and then holding that emotional word in mind as you communicate.

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Non-Verbal Behavioral Tips #9

Tip #9

Pace yourself.

Similar to tone, you would be doing yourself a great service if you slowed your pace of speech to give the receiver ample time to digest your message.

When we get excited, nervous or uncomfortable we tend to hurry our speech. This can often times become hard to follow and chances of losing interest are compounded.

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“Mike, how can you make such a simple thing like shaking hands sound so complicated?”

I can’t. Shaking hands is as simple as it gets, but too many people still get this wrong and as a result, can easily start a relationship off on the wrong foot.

Classify today’s tip under “Obnoxiously Obvious,” and then pay attention.

Here are nine possible scenarios.

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This tip has to do with one’s personal space. You have yours and I have mine. This is not measured by feet or inches. It is determined by one’s own zone of comfort. It is up to you to determine this.

For example, when I am in a bank line, TSA line, grocery store checkout line or any line for that matter, I become uncomfortable when I can feel the person’s breath on my neck or when I turn I rub up against their arm or coat. This is a clear sign to me that someone unknown has entered my personal space without invitation. Read the rest of this entry »

This is Tip #6 in a series of 10 relationship building reminders.

Choose your gestures wisely.

Here is a little exercise practiced by many professional speakers. Watch yourself in conversation (video) and turn down the audio. Focus on your hands, body, feet, head, shoulders and overall movement.

In addition to being quite humorous, or perhaps sleep inducing, you will learn a great deal about your communication style. Read the rest of this entry »

This is Tip #5 in a series of 10 relationship building reminders.

The “Limp-Leg” Trick.

This sounds like a bizarre topic today … the limp-leg trick. This ought to be good.

Here is the deal. Most people (spelled m-o-s-t) are very poor communicators. They may be “okay” at sharing their thoughts when it is their turn to talk, but when these very same people are not talking, they are biding their time waiting for their turn to talk.

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This is Tip #4 in a series of 10 relationship building reminders.

Maintain good posture.

They called her Frances. Until she moved out of my community in Delray Beach, Florida Frances was a neighbor of mine who was approaching the age of 82 and looked not a day over 40. Okay, so maybe 50.

Every time Frances walked by I would stop what I was doing, and from my second-story window I would watch her until she was out of sight. If you find my behavior to be questionable, so did I.

How did this woman who was getting on with age manage to capture my attention? What was she doing that others her age did not? Why Frances?

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This is Tip #3 in a series of 10 relationship building reminders.

Your tone speaks volumes.

Years ago I was invited to the Arizona Biltmore to attend an industry conference as a guest. I was not there to speak, to conduct a workshop or seminar. I was an observing guest.

At ten minutes to twelve, just prior to the lunch break, the host approached me and asked if I would like ten minutes on the big stage? I was caught by surprise to say the least. Last minute. Unprepared. Unexpected. So of course I said, “Sure.”

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This is Tip #2 in a series of 10 relationship building reminders.

Maintain eye contact.

This non-verbal behavioral tip happens to be one of my pet peeves. It sounds so obviously simple, and virtually everybody feels that they are good at it. News Flash! They are not. In fact, most people are very poor at it, including you.

There is an old golf teaching reminder that states, what you feel is not necessarily what is real. Using golf as an example, the amateur golfer thinks they are swinging the club in a slow, rhythmic, well-positioned and consistent fashion. It usually takes a video replay to show the student that their swing is anything but exemplary. The video will always show you the error of your ways.

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For the next 10 days I am going to share ten important reminders that will help you take your business and your life to the next level.

You may elect to file these tips under the “no-brainer” category, but you might want to internalize each and every tip just the same.

These tips are too important to include in a single article, so I chose to cut and piecemeal them to you one at a time to help insure internalization. Today is tip number one.

 

This is Tip #1 in a series of 10 relationship building reminders.

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5 Ways to Deal with Stress

Sooner or later you are going to find yourself in stressful situations while plying your trade as a travel professional. Stress seems to come with the territory and although there are ways to minimize it, I don’t believe you can avoid it all together.

I think the best advice when it comes to dealing with stress is to stop pretending the world works differently than it does. &*&% happens and it will happen to you. If you lull yourself into thinking that you are “stress-proof” then you are in for some rough sledding. But once you recognize the fact that you will indeed become uncomfortable at times you can continue to operate without falling to pieces.

Here are five ways to combat the inevitable:

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The proposal is your best shot at demonstrating that you are serious and qualified to help your prospect achieve his or her goals. The proposal helps you present your case in a most compelling and attractive package. It is your best shot at positioning yourself as the go-to resource. You can’t afford to shoot yourself in the foot.

With this in mind, here are five mistakes that can prove deadly to any proposal:

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POGO was the comic strip that became somewhat famous for the following saying: “We have met the enemy and he is us.”

Without bumming you out today with too strong a message, I feel it is important to tell you in no uncertain terms to “Snap out of it.” (Reference to the movie Moon Struck)

Too often we are our own worst enemy and we allow ourselves to fall into self-imposed traps that thwart our progress and turn our lives into less-than-attractive works of art.

Read the rest of this entry »

The sales letter will always play an important role when deciding on ways to contact new prospects. Very rarely will your letter make the sale, but it will often pave the way for a phone call or email, which will set the appointment… which will lead to a sale. But first things first. Step one often involves the letter. You probably expected me to focus on an email but I feel the pendulum may be swinging back to a more formal and sincere, initial encounter.

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