Dear Colleague,

Well, I am off to Anchorage. That's Alaska for you warm blooded folks like me. I am delivering the keynote address for the Alaska Affordable Housing Forum. I have never been to Alaska, so this should be interesting for my wife and me.

Before I jet off, I think we should all brush up on our Olympic Snowboarding lingo. Every industry has their own jargon, lingo, vernacular or nomenclature. Snowboarders have got to be at the front of the pack on this.

First, here is a brief disclaimer. My spell check went "wackdard" on this newsletter.

As I have thoroughly enjoyed the "sick" competition of the Olympics, the most intriguing "dudes" on TV have been the snowboarders. I would definitely be considered a "gaffer" and am certain to get "krunked" on any mountain with a "stick" attached to my feet. I am just an old-school "two-planker".

You just have to love these free spirited jocks who seem to be more interested in having fun than winning medals. As I watched their post run interviews, I was constantly reminded of what it is like to be truly passionate about what you do. Their positive attitude is a real "trip".

So it made me think of what really influences people to buy anything you have to sell. What is it that creates a magnetism to your products and services? What makes you irresistible and memorable? Here are several things to consider:

1. You gotta be "dope" at what you do. Get the education. Get the experience and get the edge. People buy based on your ability to be a real resource to them. When your customer sees you as an experienced individual, their trust factor is "epic".
   
   
2. Be a "wicked gnarly" communicator. It is a well known fact that people buy from people they like. It is not price, service, warranty, reputation or longevity. It is likeability. If your customer doesn't perceive a kinship with you, then you haven't got a chance. Be likeable and make "milagro" sales.
   
   
3. Don't "crater" under the pressure. Professional sales people experience highs and lows. They experience peaks and valleys. Stay balanced and motivated through the good times and the challenging times. Sometimes you just have to "chillax".
   
   
4. Don't act like a "noob". Even though you may lack experience in your industry, act like you've been there before. Act like you are the most experienced, most trusted sales person in your industry. Behave with the certainty of an experienced veteran. You may surprise yourself with what you really know if you don't act like a "wimp".
   
   
5. Do what you love and love what you do. "Ya smell me" on this? Your customers will most definitely be dialed in to your authenticity, or lack thereof. When you are passionate about your work and your willingness to help people, you will enjoy all of the success that you truly deserve. In fact, you will live a "bonus life".

If you keep these few points in mind you will have a "phat" career and be able to buy plenty of "monkey brains" for yourself, your family and friends.

Till next time, stay "stoked".

Ps. If you need to know what you just read, check out Snowboarding Terms.

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