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Chris LoCurto

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March 14, 2017

The Powerful, Repeatable Sales Process Critical To Your Leadership

March 14, 2017 | By | 2 Comments">2 Comments

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“When your business is who you are, every bit of you is tied up in the emotional decision-making process. It affects every part of your life.”

TODAY we are talking about sales and leadership. We’re talking about the fear of, “can I trust someone else with the revenue responsibility of this business?” I’ve been SO looking forward to this episode, and we’re going to cover what you can do right now in your business and role.

In this episode we walk through high-level sales strategy, and the nitty gritty details. Here’s what you’ll discover:

  • The #1 reason customers leave
  • How to build relationships and conquer objections in sales
  • What emotional buy lines in sales are, and how to use them
  • How to ask the right questions, and know when to close
  • How to determine if you have the right mindset for sales
  • Why selling doesn’t have to produce anxiety and stress
  • The fears holding back your business growth
  • What holds businesses back in sales, that has little to do with sales
  • Why 85% of business owners are stuck in their job
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Thanks for listening folks!

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Chris LoCurto

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February 23, 2017

The Secret To Overcoming Fear Of Failure (And The Root Cause)

February 23, 2017 | By | No Comments">No Comments

fear of failure, overcome fear

Have you ever noticed that success in business, life, and leadership has so much to do with overcoming fear of failure?

Perhaps you know people or maybe you are someone who grew up in a “suck it up” or “failure isn’t an option” home.

Or you’ve experienced failures in the past, and family or friends responded in a way that left you feeling not good enough.

Failure isn’t the problem though. Failure is a part of life.

It’s the fear of failure that jacks a person up, and it’s a lack of perspective on WHY it’s jacking you up and where it came from in your life that holds you back.

One place it can come from is a parent who always gave you a reason to not do something.

“Don’t do that, Paul, or you’ll get hurt.”

Another place it comes from is how people responded to you when you failed.

“Paul, you’re such an idiot! Don’t you know better than to do that!”

Or maybe failure just wasn’t an option for you. Excellence was expected, and if you didn’t perform, disappointment instantly set in.

Any of these scenarios can train you to fear failure.

The thing is, failure is one of the greatest teachers. Without it, we have to trust that we know everything to be successful in every situation. The truth is, we don’t!

When I see leaders who carry the same broken belief system of “no failure allowed”, I usually find it’s because they have been held to the same impossible standard by someone in their past as well.

Experiences like these leave a giant deposit in what I call your Root System.

Your Root System

What’s Root System?

We are all the sum of what’s happened in our past, and the influence we’ve allowed in. That makes up the Root System, and that’s from where we make every decision.

We go super deep into discovering your Root System in our 1-on-1 Next-Level Life event.

And that includes decisions like fearing failure. Yep, fear is a choice.

The tough truth to face is that all influence is allowed in.

next-level life, create a plan for your life

It doesn’t get locked into our brain unless we let it. Until we choose to believe it, it’s just a suggestion.

For me, knowing I have a say about the influence I allow in, who I spend time with, and that we can learn how to be less fearful is freeing!

This means success is rooted in the quality of our decisions, and great decisions are made with great perspective.

Gaining Perspective

Here are 9 questions to ask yourself to gain perspective and overcome fear of failure.

1. DO I HAVE CLEAR, QUALITY PERSPECTIVE?

You have to ask why. Why this, why that, why? Dig, dig, dig. Get as much information as you can. Talk to as many people as you can. Talk to your leaders, talk to your team.

Get great, clear perspective. How much time do I have to gain perspective? Go ballistic. Gather as much information as you can.

2. WHAT AM I AFRAID OF?

What am I afraid of in making this decision? Where’s my fear here? What is causing me to worry? What is causing me concern?

Do I have enough perspective on that? Do I have enough information on what it looks like when it does work out, and when it doesn’t work out?

Look at everything that’s causing you to be afraid of making the decision.

3. IS THIS A FEAR-BASED DECISION?

Is somebody pushing me? Is somebody pressuring me? Is a situation pressuring me? Am I making the decision because of fear?

4. WHAT OPTIONS NEED TO BE REMOVED? 

Start removing things from the table.

Those would be elements that you can say, “if this is going to be the outcome, then ‘no’ is the answer. I’m not going to do this.” Start removing those pieces.

Start removing excuses. For example:

Excuse: “I don’t know if we can get this done in this time frame.”

Challenge it: Why not? Are there things holding you up, or is this more important than other things?

5. WHAT IS THE IMPACT?

Questions to ask to determine the impact: How is this going to impact my team? How is this going to impact our revenues? Is this going to have a negative effect? If it failed miserably, could put a huge dent in our finances?

If the answer is “yes” to any of these, yank it off the table, period. If the answer is no, the outcome can be controlled. This is a variable situation.

6. IS THIS A LONG-TERM, SHORT-TERM, OR PERMANENT DECISION?

How long will I, or my team, have to live with this decision? What’s the impact of that? Is that acceptable?

7. WHAT WOULD HAPPEN IF WE DON’T MAKE A DECISION?

What happens if we don’t? Is everything going to be okay? Is everything going to be copacetic, same as always? Or is that going to impact us in a negative way?

What if we don’t pull the trigger on this bad boy? Does that, all of a sudden, cut opportunities out from underneath us? Look at that possibility.

8. WHAT’S THE WORST THAT COULD HAPPEN?

What’s the worst thing that could possibly happen?

What’s the likelihood of it? On a scale of 1 to 10, with 1 being “it’s unlikely” 10 being “yeah, it will abso-stinkin-lutely happen”, determine the possibility of worst case scenario.

9. HOW DO I FEEL ABOUT THE DECISION?

How do I feel about this process? What is your gut saying? If you have done all of these things and if you still feel weird in your stomach about making this decision, then pull back.

Do not make the decision. Hold off.

I believe it’s one of a couple of things. It could be God, very possibly.

It could be that you are questioning whether or not you did get all the great information, or it could be that you’re questioning whether or not you trust the information.

Usually, it’s either a spiritual gut check, or it’s a “I don’t think I did my due diligence.”

As long as you go back and make sure you do your due diligence, and it’s still there, it is my belief, the world according to Chris, that its going to be a spiritual issue. Pull back, don’t do it.

Do this yourself, and what you’ll find is every big decision that you make going forward, whether it be business or life, you will have a new force-of-habit thinking.

Ask these questions to make sure you get to absolute clarity, so you make the strongest decisions possible, not fear-based decisions.

next-level life, create a plan for your life

Question: Is fear of failure holding you back from making strong decisions?

 

Chris LoCurto

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January 10, 2017

How To Lead Yourself, Starting with Mindset

January 10, 2017 | By | No Comments">No Comments

how to lead yourself, starting with mindset

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“Your personal life and your business life are intertwined..who you are directly impacts what you do in business.”

Your success in leadership starts with growing you, and it starts with what you’re telling yourself right now.

Our guest on the show today is a best-selling author, speaker, life coach, marathon runner, and host of the fantastic podcast, “Life Is A Marathon.” Bruce Van Horn is not only an inspiring coach, he is also a friend of mine.

Today Bruce and I dive into what it he calls, “ReStorying,” for individuals and leaders.

We’re constantly narrating a story in our lives.

                  E         +         R        =         O

             [Event]        [Response]     [Outcomes]

It’s not the events of our lives that determine the outcomes, it’s the responses to those events. We tell ourselves stories around these events.

It’s so easy to play the victim. It takes strength and courage to look at the same event and tells the truth, in a way that moves us forward.

In this episode we walk through ReStorying. Here’s what you’ll discover:

  • How story shows up in business, leadership, and decision-making
  • What ReStorying has to do with casting vision
  • How to inspire others
  • How to train your mind against negativity and criticism
  • How to build positive experiences into your life
  • The steps to overcoming the hardships you’ve experience
  • How ReStorying helps our focus as leaders

Resources:
Bruce Van Horn’s Twitter Feed
Life Is A Marathon Podcast

Thanks for listening folks!

If you enjoyed the podcast, please share it! Check out the social media buttons on the pop-up side bar, or at the bottom of the post.

Let us know…Reviews are insanely helpful. I read each and every one of them! Please leave an honest review for Chris LoCurto Show Podcast.

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Chris LoCurto

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October 11, 2016

How to Care for Employees with PTSD

October 11, 2016 | By | One Comment">One Comment

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For leaders, it can be difficult to deal with mental health in the workplace. It’s not an easy topic, and many leaders do not have the resources and tools they need to make their employees successful. 

For today’s Q&A we dive into this question:

“I have employees who are responsible for doing advertising sales, and just over a year ago I hired a disabled military vet with PTSD. This is my first experience as a business owner with hiring veterans and while I’m compassionate to his challenges, I really don’t understand them. I also recently hired another individual who was a victim of years of abuse. I am committed to finding ways to provide them with the tools they need to succeed. They have a great work ethic, but I feel like I’m failing them. What do I do to address the situation?

This is a difficult, powerful subject. Here’s what you’ll discover in this episode:

  • How to lead a team member with PTSD or other trauma
  • The tools and resources you need as a leader dealing with employee’s mental health
  • Understanding PTSD triggers, and “fight or flight” mode
  • Where these responses come from in their Root System
  • How fear attacks the brain
  • The biggest piece of healing PTSD
  • What food, diet, and EMDR have to do with PTSD
  • What part Next-Level Life plays in recovery
  • A just “getting over yourself,” or “solving this” mindset is detrimental
  • How to turn your focus away from trauma

Resources:

If you want to be on the show and have your question answered by me, it’s easy to do now. Get on the schedule here.

Next-Level Life Event

 

Thanks for listening folks!

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Let us know…

Reviews are insanely helpful. I read each and every one of them! Please leave an honest review for Chris LoCurto Show Podcast.

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Chris LoCurto

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August 9, 2016

How to Lead in a Change-Resistant Culture

August 9, 2016 | By | No Comments">No Comments

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“You’re going to have to come up with their ideas.”

Ever felt like fixing bad culture in a business is an uphill, almost impossible, battle? It is when there are cynics and naysayers resisting change. I was talking with Jim Collins years ago, and his definition of a cynic is…

A hopeful person who’s tired of being let down.

On today’s podcast we talk about how to deal with cynicism in your culture and turn it around. Listen here:

Here’s what you’ll discover on today’s episode:

  • How to lead in a change-resistant culture
  • How to motivate employees when your supervisor has lost hope
  • The right questions to break your team’s negative mindset
  • How to implement change when the leadership team is stagnant
  • The questions you have to ask to fix a broken culture
  • The best approach to combatting cynicism in a leadership team
  • How to cut through bureaucracy to reach a solution
  • How to unite leadership teams and third parties, get them “on the same page”
  • The process of setting goals with multiple areas in your business

 

 

If you want to be on the show and have your question answered by me, it’s easy to do now. Get on the schedule .

If you want to be on the show and have your question answered by me, it’s easy to do now. Get on the schedule here.

Resources: 

DISC Personality Profile

chrislocurto.com/show 

Freshbooks.com/chris

Five Free Audio Lessons on Culture!

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Inc. Magazine brought me in to do a talk specifically on this topic. I gave them five things every business must understand about creating culture.

Those five audio lessons are available to you as part of a free download when you subscribe to this blog. If you’re already a subscriber, thank you! You’ll receive an email shortly with a download link.

I’ll send you a free audio lesson on each component of creating a healthy team culture:

  • Force It: How to force good culture instead of bad culture being forced on you.
  • Teach It: How to teach what good culture looks like. If you’re not the one setting culture standards, than somebody else is doing it for you and believe me, bad culture spreads like wildfire.
  • Recognize It: People do what they’re recognized for. How to create a culture that attracts champions.
  • Attack It: Got gossip? Are employees showing up late? How to be proactive and attack the bad culture.
  • Repeat It: To create great culture, you have to repeat it over and over. Here’s how.

Get the Five Free Audio Lessons on Culture – Click Here!

 

Thanks for listening folks!

Share the love

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Let us know…

Reviews are insanely helpful. I read each and every one of them! Please leave an honest review for Chris LoCurto Show Podcast.

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Q: What has held your business back from having great culture? (Comment below!)

 

Chris LoCurto

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May 31, 2016

5 Strategies the Strongest Decision Makers Use Every Day

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“Many people, and you see this a lot with the younger folks, have not been trained to think for themselves. Listen! I’m calling out my own generation too.”

We are launching a live Q&A show!! You get to call in and have a conversation with me, so if you have questions that you want answered, solutions you need, things that are holding you back… Let’s talk! I will give you the best solution I possibly can. It’s really easy. Get on the schedule here.

TODAY we are talking about surface level decision making.

This is something that I see a lot of people doing…and it absolutely holds people back in their growth. We have not been trained how to make good decisions! Because of this, we end up with what I call surface level decision making.

Definition: Making a decision on the first thing you see, taking information from what’s right in front of you, and not digging any deeper.

Becoming a strong decision maker… requires #mindset change.

Here are the five of the strategies we cover on the show:

  • How to solve the problem” with persepctive
  • Mindset: digging in when decisions are complicated, impossible and painful
  • The right way to research: taxing the collective intelligence
  • Spending time in prayer
  • Writing it down!

If you want to be on the show and have your question answered by me, it’s easy to do now. Get on the schedule here.

Resources:

Freshbooks.com/chris

Click here to download the transcript.

 

Thanks for listening folks!

Share the love

If you enjoyed the podcast, please share it! Check out the social media buttons at the bottom of the post.

Let us know…

Reviews are insanely helpful. I read each and every one of them! Please leave an honest review for Chris LoCurto Show Podcast.

Subscribe

Want more? Don’t forget to subscribe to the show on iTunes!

 

Chris LoCurto

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April 5, 2016

How To Move Forward When You Feel Stuck

how to move forward

 

I am all about solving problems, fixing things, getting my hands dirty, and discovering the why behind the what…but what do you do when you feel stuck?

Today on the podcast, we hear from Jill, who is struggling with just that.

“Hi Chris, my name is Jill, I’m 45, I am not married, never married, no kids and have found myself in a situation where I am not working, I’ve been looking for a job since November, I moved across the country two years ago and still am not connected at all.  

I did that because I felt that’s what the Lord was asking me to do, but I know that I’m extremely closed down and I have a business, I’m an AdvoCare independent distributor, have been since 2002 and can’t seem to get myself to do that business and it’s all about not having a belief in myself. 

I hear on your podcasts about life plan and agree that that’s exactly what I need to do but I found myself having zero money, no ability to get to it and honestly I don’t know what to do anymore. I‘m extremely unhappy and that’s not the kind of person I am, so any hope as far as advice or action plan would be very, very welcome.

Thanks Chris, I love everything you do.”

Wow! I know that there are a lot of people right now that can relate to Jill’s question.

Listen in to hear how to move forward. Here’s what I unpack:

  • The God Factor – It’s in God that we get the answers and the direction.
  • Isolation – it is amazing what happens when you are isolated and you’re left to your own thoughts which tend to contain some level of lies or some broken belief systems.
  • Community – There are 2 aspects to community. Having it, having people around you to keep you from being isolated in your own thoughts. It’s also a community of people that are sharing the same experience. When you have that community of people sharing the same experience, growth happens.
  • Understand Your Root System  – When you gain perspective on your root system, you can see how and why you make decisions the way you do. You can identify what training or beliefs are there that aren’t healthy and hold you back. When you understand why you make decisions the way you do, you can change them.
  • Depression – Do the things that refuels you, whatever that is.
  • Diet & Exercise – Get sugar as far away from you as you can, and get your body moving!
QUESTION: In what ways have you been able to get “unstuck”?
Links Mentioned In The Show: 
Chris LoCurto

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September 1, 2015

How To Worry No More with Bruce Van Horn

September 1, 2015 | By | 6 Comments">6 Comments

worry no more podcast graphic

Joining us on the show today, we have Bruce Van Horn, who is just a phenomenal, phenomenal guy. Bruce and I go back a ways. I’ve got to tell you that one of the things I love about Bruce is just his incredible happiness and positivity.

He has written the book, Worry No More, which is The 4 Steps to Stop Worrying and Start Living, and as a gift to our listeners and readers, he is giving away the first 4 chapters to the book!

worrynomoreThe opening of the book is a dedication to his boys. It reads:

“Because you deserve the best of me that I seek to become the fullest expression of who I was created to be. I love you, Dad.”

Bruce has had lots and lots of cause to worry in his life. February 17th of 2014, 9:22 in the morning, he put his youngest on school bus and had just started to eat breakfast.

“I was expecting my doctor to call me with the biopsy results, but he assured me that everything was just going to be fine. The phone rang. I looked at the caller ID and in that instant; I knew exactly what he was going to tell me.

I knew that eating breakfast that morning was going to be the last normal thing I would do for a very long time. Sure enough he called and he said, “Bruce, I just have no idea how to tell you this. It all came back bad. You’ve got stage 4 prostate cancer.” Then the wheels just start rolling and life didn’t assume normalcy for a long time after that”.

I’ll never forget the day that Bruce texted me. He had just found out. Knowing what he went through, the terrible pain and process that he had to go through, and yet his faith remained so very strong. His story is powerful and encouraging, so let’s dive in to some of the questions that I asked him.

WHAT IS WORRY?

Worry is using your imagination to create images of what you do not want to see, and/or events that you do not want to occur. It becomes paralyzing. It is like watching a movie. You’re creating, scripting, directing, and casting a movie in which you’re a victim.

WHEN DOES WORRY BECOME YOUR DOMINANT THOUGHT PROCESS? 

There are so many things we worry about that we have absolutely no control over. There are certain things though that we worry about that we do have control over.

Stressing over it keeps you focused on the negative outcome and it paralyzes you from taking the action that you can take.

When you freak, you freeze and your brain stops functioning. You stop thinking about reality. You stop thinking about what are my options. You stop thinking of ways to get out of it

WHAT IS E + R = O?

There’s the event. Usually, we have no control over the event. We’re stuck in traffic. The outcome is going to be when I ultimately do get to work. Am I going to be all stressed out and angry or am I going to be happy and peaceful?

The difference between stuck in traffic and what happens at work is my response to it, the story that I tell myself. I had been telling myself a story in which I was a victim which left me powerless.

When I learned that I was not only capable of crafting a response, a story that I tell myself but that the response is 100 percent my responsibility not anybody else’s, WOW, empowering!

I can’t point the finger anywhere other than at me. That’s E + R = O.

Step 1: WATCH A DIFFERENT MOVIE

Step one is literally watch a different movie. Many of us just live our lives unaware that we can indeed control our thoughts.

You have that 50,000 to 70,000 thoughts a day, and researchers have discovered that approximately 75 percent of those are negative.

Step 2: MOVE TO A DIFFERENT STATE

Packing up our belongings and moving a couple hundred miles away might remove us from the source of what we think is some of our worry. That’s not the moving to a different state that I mean. I’m talking about physical and mental state management.

Our bodies have control over our emotions. When we’re happy, our bodies move in a certain way. We are expansive. We take up more space.

If you will move your body the way you would be moving your body, if you were happy, amazingly, you start to become happy.

Step 3: GIVE YOURSELF THE PRESENT

When we’re worried, we are thinking about the future. When we’re thinking about the future, we are not living in the present.

The only thing that is absolutely guaranteed in this life is that God only gives us right now, this very second. The only time in which you have any power to do anything about the future is right now.

Practicing mindfulness. Living in the moment. Catching yourself thinking about the future and reminding yourself.

This is why scripture says, “Tomorrow has enough worries of its own.” Live today.

Step 4: REST IN P’S

The P’s are perspective, plan, purpose, perfection, and peace. Ultimately, if we can understand that the life that we are experiencing right now we are only able to experience within our own thought process, then we can realize that there may be another perspective, another way.

This idea of perspective and the fact that our lives follow a plan and that plan has a purpose. There’s meaning to the things that happened in our lives.

I don’t believe there any coincidences because if things can happen randomly and outside of God’s control, then that leaves God being pretty weak. Where does omnipotent go?

Trusting that there is a plan and that there’s a purpose and that the creator of this plan and purpose is perfect means whatever is happening in your life is perfect. It doesn’t mean it’s pleasant.

If you can wrap your brain around perspective, plan, purpose and perfection, it can’t help but bring peace into your life and that’s ultimately what we want from our worry is peace.

Conclusion:

We live in this paradox and trying to find peace in that paradox. We are 100 percent responsible for our lives as far as the decisions we make, the thoughts we think, and the way we respond to certain event in our lives.

We do not usually get to choose the path we get to walk down, but we get to choose how we walk it.

The concept of “it’s your imagination”, we don’t go there. We don’t think, I’m imagining something that has not happened yet. I’m imagining something that could be negative that I don’t want to see in the future; worry equals imagination.

Again, click the link below to get the first 4 chapters of the book “Worry No More”.

worrynomore

Question: What things are you imagining that are causing you to worry?

Click here to download the transcript.