1. It Cost Nothing To Be Nice
The 5 Keys to Building Your Sales Empire
Brian Maggio
The Janbek Agency

2. Table of Contents Chapter 1- Know Your Motives
Chapter 2- Taking Action Steps
Chapter 3- Testing Your Ideas
Chapter 4- Eyeing Opportunities
Chapter 5- It Costs Nothing to be Nice

3. 1 CHAPTER KNOWING YOUR MOTIVES
“ People’s behaviors make sense if you think about it in terms of their goals, needs and motives”
Thomas Mann

4. Knowing your Motives
What are your motives behind why you are building your empire?
Better Income?
Bigger Home?
Helping Others?
Giving Back?
Better life for your family?
When you begin down the road to your sales empire it is best to know the reasons you are doing it. This will keep you motivated through the journey as you face the challenges and successes ahead.
Be very specific when writing out your motive. Take some time to think through the reasons you will be doing all this work for each day. A motive like “make more money” isn’t specific enough and allows you to not really have to take ownership of the results actually coming true.
Try something like “I want to earn $1000 more than my current earnings each month in order to put $500 in the bank each month for retirement”. Do you see the difference?
By laying out a more definitive motive then you can set up the strategic action steps required to maintain what you currently produce and begin to develop what you need in order to produce the additional income.

5. Knowing your Motive Motive Building Exercise
How many more customers will it require? What kind of customers do you need to help you achieve this motive? What level of sales would you need to make to accomplish this motive? What’s the timeframe you want to accomplish this in? Spend some time focusing on what your achieving your motive will gain for you so that achieving it will mean something more than just dollars in a bank account. Will you achieving your motive help to change the lives of others? Will it give back to society? Will it help the military veterans? Will it allow you to get a new home? Will it send your kids to a better school? The purpose behind your motives will be an essential asset to help you build your empire. Setting your goal in a very specific way will allow you to take action steps to achieve it.
“You need to understand what it will take for you to achieve your motive before you take one step down the road of your empire building. If you do not have a clear bearing you will never truly get there.”
Brian Maggio
Motive Building Exercise
Say out loud what you want
Write down a summary of what you said
Break down what you wrote then enhance each sentence by making them more specific
Read what you wrote aloud
Write one clear and concise summary statement regarding what your motive is.

6. 2 CHAPTER Taking Action Steps
“ Thinking is easy, acting is difficult, and to put ones thoughts into action is the most difficult thing in the world”
Johann Wolfgang Von Goethe

7. Taking Action Steps
Laying out the actual steps you need to take in order to achieve your motive can be most difficult when everyday forces around you get in the way or your motives are not clearly defined. Let’s take our meager motive “ I want to make more money” from chapter 1 and see how most people attack it. Most sales managers and successful reps would tell you the same thing in most industries if you asked them how a salesperson can make more money, “make more cold calls, you have to hear 100 no’s before you get a yes, always be closing, prospect, prospect, prospect etc.”. If this is something you are familiar with or have heard in your career then the odds are you are struggling to build your empire as effectively as you would like. Let me ask you this, how much of your time money does it take to hear a no? If you spent ten minutes looking for a business owner on say LinkedIn or Face Book to get their contact info, ten minutes crafting an or brief message script, three minutes calling the business and another fifteen minutes driving to the location to “ get face to face”. How much did those thirty plus minutes cost you in time money to be told no? According to Payscale.com, The average salesperson in America makes around $41,642 per year. That’s roughly $20 an hour. So, to take the theory of “hear 100 no’s to get a yes”, it would cost you approximately $1000 in lost time money to make one sale. Now, I am not a genius at math but it would seem to me that losing money, any money in selling would be a bad thing. Especially, if that one sale doesn’t even make you $1000 in commissions.

8. Taking Action Steps
Most of us in sales would argue that though we may be losing time money with the time we are putting in our commission structures are set up so that with two to three sales a week it will make us more than enough to cover the time we put in to get them. This justification is one of the single biggest reasons your sales empire is failing.
You may be making some decent commissions here and there but never is there real consistency in your sales which means you have to deal with the stress of “the bills are coming but the commissions check isn’t yet” every day that you wake up.
In order to take the right action steps you have to understand yourself first. You need to sit down and take a strength and weakness test to pinpoint exactly where you need to most help. There are many free tools online to help you assess your strengths and weaknesses and you can find some of them in our resources page at the end of the book.
If you spend the proper amount of time developing your action steps before your journey you will build significantly more consistency in your sales or you can “just get out there and do it” as one of my old sales managers would tell me in the industrial sector I was a sales rep for years ago. I did a great deal of driving and getting turned away in those days.
Laying out your Action Steps
Make sure you have clearly defined your Motive.
Calculate the amount of new clients you need to achieve the motive.
Build a monthly, weekly, daily plan with each action step listed
Get the training or assistance in your weak areas in your sales process

9. 3 CHAPTER Test Your Ideas
“You don’t make progress by standing on the sidelines, whimpering and complaining. You make progress by implementing ideas.”
Shirley Chisholm

10. Testing Your Ideas
Have you ever sat and thought about what success looks like for you? If you have then you know that all the great ideas you come up with and write down
never have been realized.
There is no secret wand, book or article you will read that is going to make those ideas jump off the paper and create the success you desperately want.
The best advice that I can share with you is to:
Set the motive
Set up the action steps
Give your idea a try
You have to try them, fail/ succeed, add to, develop, measure, measure, measure results. Failure is just the universes way of telling you that you are on the right path but you may need to move a little to the left or right to get what you are looking for.
Most sales methods used today were created many years ago before the dawn of the internet and cell phones. You don’t need my statistics to tell you the world is changing. In order to be effective today we all have to be cutting edge every time we interact with clients. By trying new things and observing outcomes you increase you chances of making more sales.
When you find something that works you need to
Immediately start working on what will make it
work even better tomorrow!

11. 4 CHAPTER Eyeing Opportunities
“Small opportunities are often the beginning of great enterprises.”
Demosthenes

12. Eyeing Opportunities
To have real success in building your sales empire you need to keep looking for new selling opportunities each day as part of your ritual. Just doing what you are doing and hoping that it is the next best thing is not going to build an empire, merely just pay your bills.
Look for additional products to sell, teams you can build, start- ups you can help, industries you can serve, niches you could fill.
By doing this you give yourself the opportunity to build multiple incomes in an economy that kills products as fast as it creates them. You can never be left behind if you put control on your future in your hands.
Always begin by looking at what you are interested in or believe strongly about. This I find is a make or break deal in sales. If you like what you are selling, then you speak more passionately about it.
Find companies that align with your beliefs and likes then look for opportunities to help them grow through sales that you may be able to offer.
I always offer around 5 different product lines at any one given time. Now, I am not going to try and sell all five all the time, but as I am prospecting to find new business for one thing I may run in to an opportunity to sell another product of mine increasing my empire.
Another great way of increasing your sales empire is to partner with other companies that offer a product you do not. This can give you a great opportunity to grab a commission for referring customers.

13. It Cost Nothing to Be Nice
CHAPTER 5
It Cost Nothing to Be Nice
“It's all about people. It's about networking and being nice to people and not burning any bridges. Your book is going to impress, but in the end it is people that are going to hire you.”
Mike Davidson

14. It Cost Nothing to be Nice
The final piece of building your sales empire to me has always been the most important in anything I have done. Truly caring about people above my motives has been the key to my success in sales over these last 15 years. You see, if I do a great job with the first 4 pieces but my approach with the actual people who are going to determine my income by buying from me is not at the level that each of them needs from me then my success is very doubtful in building my empire. I have never met anyone that has built a large sales empire ( the kind of empire where money no longer concerns them), where they sold one product one time and moved on. You see I want my clients to come back again, send me referrals and talk about me in their circle in a positive way. People seem to change more and more each day, the things they deal with change, the economy changes, business models change, sales models change and we as sales professionals have to be able to meet clients where they are in that moment and help them get to where they are trying to go if we want to achieve our own motives. This isn’t a new concept, Zig Zigler made a career out of the concept of help enough people and you will be successful.

15. It Cost Nothing to Be Nice
You see you can have the greatest product or believe that you are the greatest salesperson ever but if the perception the customer has of your approach with them as a person doesn’t add up then your product doesn’t matter.
Get training in the areas of connecting with people and you can achieve the success it is going to take in order to build your true sales empire and stop living commission to commission or sale to sale.
Skills Like:
Listening with the intent to understand
True Rapport Building
Questioning with the intent to know more
Connecting with others
Understanding Perspectives
Understanding Personalities
If you really care about the people you help in a real way, they will respond in a way you will not believe. Then and only then can you be rich beyond your wildest dreams. Not only in money but in all things that matter most.
I hope you have enjoyed reading these 5 key skills of building your sales empire and I hope to meet you somewhere on the journey. If I can be of assistance to you or your organization please contact me. Until then I am wishing you great success in your professional and personal empire building and remember- It cost noting to be nice!
Brian Maggio- the Janbek Agency