Want More High Ticket Sales??? Stop Hiding!

submit button

My good friend and amazing life coach, Amy Pearson, pointed out to me recently that my message to clients who are trying to sell high ticket programs is basically “Stop Hiding Behind Your Submit Button!”

I thought this was brilliant, so with her permission, I used this phrase in my blog here to drive home a point that I think is critical to your success as someone who wants to sell more HIGH TICKET programs.

Here’s the deal. Many of you want to build online businesses, and run virtual programs, and I think that’s great. I run plenty of those myself, but here’s what I’ve found…

In order to get prospects to invest HIGHLY in one of your programs (meaning an investment of $2000 or more), we MUST speak to them one on one, or speak in front of a live audience.


That’s right. As comfortable as it is for us to build these fancy sales pages, squeeze pages, and send emails asking for sales, it is just NOT the way to close high ticket sales. We actually need to TALK to people.

I learned this the hard way when trying to launch online program after online program and watching my numbers disappointment every single time.

I was 100% committed to launching this online course, and then I started asking myself WHY I wanted it so badly?

I realized that one of the reasons doing an online launch was more appealing is because I wouldn’t have to hear the word “NO!”, nor would I have to hear some of my other favorite objections when I ask someone to make a $2000, $5000 or even $10,000 investment in themselves to work with me.


In addition to just “NO”, here are some of the others you can expect to hear when you are getting out there and making BIG BOLD offers:

“You’re crazy, Sean”

“Are you freakin’ kidding me?”

“Holy S*#t”

See, this is all part of the process.

Read my earlier blog about Lowering Your Conversion Rate so you actually hear “NO” more often.

There’s no way around it gang. In order to make high ticket sales, and really reap the benefits of such a business, we need to get uncomfortable, and understand that often 7 or 8 out of 10 people will say NO to our offer. That’s right. 70-80% will say NO!

So while I am in full support of launching your programs online, my advice to you is that unless you have an e-mail list of say 2000 or more, you need to be speaking to people directly on the phone or or make an offer live from the stage. It’s going to be very difficult to get your income to grow rapidly without being willing to hear the rejection, face the feelings, and learn from them.

Sorry. No shortcuts here.

Don’t hide behind your submit button. Get out there. Talk to real people. Feel the fear and proceed anyway!

Thanks for reading. Comments welcome below.

By the way, to check out my friend Amy Pearson’s work, check out her business “Live Brazen”. She is a total expert in helping folks overcome their addiction to approval so they can take action on the things I’m suggesting here. Amy rocks!

TV Detox Day 1

bigstock Television Plugged Into Wall W 9295628

The funny thing about addictions is that you often never realize just how dependent you are on the thing you’re addicted to until it’s taken away.

My latest move in my quest to live life at a higher level and raise my standards was when I gave my TV away and took it to my mom’s place in Pennsylvania.

I made this decision with my wife for several reasons. 

First, we wanted to challenge ourselves to “raise our game” in 2013, and we realized that TV is not aligned with that goal

Second, I’ve noticed that my business makes a whole lot more money when I am focused, disciplined, and watching LESS TV.

Third, we are moving into a new apartment, and frankly, I just don’t want to waste space on a TV!

I was very excited for my mom to get her first HDTV, and I was happy to give it to her but a funny thing happened on my ride home to New York City.

I felt sad. Then groggy, then irritable.

By the time my wife Tanya came home from work that day, we both realized we were a little “on edge”

This is EXACTLY how I felt when I gave up my most recent addiction a few years ago. Caffeine!

Then, I noticed that my first instinct when I got back to my apartment was to turn on my TV.

It was gone! Now what?

So, I got online. Then played a little Angry Birds. Then started reading a book on my new Kindle.

It was so quiet in our apartment. It was nice, and awkward at the same time. My wife and I decided to take a walk to the grocery store, and once again I felt some sadness.

Was I actually GRIEVING over the loss of my TV?

C’mon really??? It’s just a machine!?!?!

What I’ve come to realize is that it’s not the TV itself that I was addicted to. It’s the ability to completely “tune out” the world for a while and not process my feelings. After a hard day in business, sometimes I just want to turn on the TV and watch something that won’t make me think all that much ya know?

Well, now. I’m learning that the best course of action for me is to actually sit with my feelings, and process them. Or…wait for it…..

Talk about them!! Whoa…That’s deep.

Today is day 2 with no TV, and I can honestly say I have gotten more done, came up with some great ideas, and enjoyed some quality time with my cat. Not a bad little Saturday.

I even wrote this blog article! That would NEVER happen on a day like this.

More to come. Let the TV detox continue.

Why New Years Resolutions Don’t Work

Strategy Newspaper Headline

So the calendar has turned to a new year, and with it comes much optimism. I love New Year’s Eve, not because I love to party like a maniac (those days are over) – but because of the fresh hope it brings for what’s to come in the New Year.

One thing really ticks me off though about the coming of the New Year. It’s this idea that we should completely blow up our plans and make DRASTIC changes in our lives and in our businesses simply because the calendar changes to a new year. 

Time is not real. Humans invented it as a way to measure events and to help us define things like days, nights, and seasons. The only thing that’s real is the present. The NOW.

I understand wanting to start fresh, and certainly we should make changes in our business if we feel there are changes to be made to get us better results, but I don’t suggest making massive shifts in your life all at once, simply because the calendar we invented tells us we SHOULD.

Instead, take this first week of the New Year to reflect on what’s working well, and how you can build on that. Look at where your sales came from last year. How can you enhance what’s already working.

THEN. Look at what isn’t working, and what’s keeping you from hitting the goals you have set for yourself. Once you’ve identified the areas you do want to make change, start with ONE thing, and make a commitment to change that one habit or ritual every day for the next 30 days. Then add another, then another, and then another. This is called MOMENTUM.

Don’t just take massive action without the correct strategy. There is a famous quote that says “There is nothing worse than moving in the wrong direction enthusiastically”

Take some time, evaluate your business, and then yes. Take massive freakin’ action. I’m all about that. 

Don’t fall into the societal trap though of blowing up the ship and making massive changes that are unsustainable, without a plan. Your chances of success are much smaller. Just look at gym memberships this time of year. The people who start and stay are the ones that have a plan of action, and a real goal with real measurable objectives. 

The one’s that quit, usually come in with massive fire, and then sputter out because what they’re doing is unsustainable, has no real strategy behind it, and no clear goal.

Happy New Year! May 2013 be your best year yet in business!


More Heat…and A Trip to Brooklyn

                                             brooklyn bridge

This past weekend, I was up at 5am again and heading to Brooklyn this time for a 9 mile run with Team For Kids. We headed across the Brookyln Bridge, into Manhattan, and then back across the Manhattan Bridge into Brooklyn, before repeating the same course for a total of 9 miles.

This particular morning was a bit different than most, as it was already 85 degrees before our run started at 7am. Crazy hot. It was the kind of heat where you sweat just getting from the subway car to the top of the stairs. The forecast called for a high of 100 degrees and a heat index of between 105 and 110.

The first 4.5 mile loop was no problem. Sure, it was warm, but I didn’t notice it being all that bad. Then, the second loop hit me like a smack in the face.

My running mentor, Jessica, and I headed back across the Brooklyn Bridge, and the thermostat on the Watchtower read 91 degrees this time. It was not even 8:45am yet!

Te reason this loop was so hard was the sun. By now the sun was fully overhead, and as beautiful as the Brooklyn Bridge is, one of the things I noticed was there is NO shade to be found anywhere.

By the time we got back into Manhattan, I was hurting pretty bad. Jessica was talking with me about running tips, and making sure I was hydrating. Honestly, if she wasn’t there with me, I think I would have stopped. She helped me one step at a time (literally), and we gradually finished our 9 miler back in Downtown Brooklyn, as the thermostat read 94 degrees

My takeaways from this long, HOT run:

1. Just like in life, when you think the heat is on you, sometimes it hasn’t even STARTED to get hot yet!

2. When those CRAZY hot moments hot in life, it’s very important to have a mentor or someone you trust (or love) to help you navigate unharmed.

3. When you know it’s going to be really hot, it pays to plan ahead and start early. If I know something extremely difficult is coming in business or in life, I can help make it a lot less painful by planning ahead, and making sure I have a solid approach to get through it safely.

Next installment… HILLS, HILLS and MORE HILLS!!

Please support me by making a donation to Team for Kids HERE

Running in the Heat (Literally and Figuratively)

                            Running Legs and Shoes

Week 4 of the ING New York City Marathon training is well underway, and I am excited to share my experiences and lessons along the way, here on my regular business blog. I am fundraising for an amazing charity, Team For Kids, and I certainly appreciate any fundraising support you can provide.

I chose to share on this blog, because I feel there are so many lessons we can apply to our businesses and our lives, and so whether you are a runner or not, I hope you can learn something from my journey.

Last night, I got to experience my first “hot weather run”. The temperature at the start time was 93 degrees and I knew it was going to be a hot one when I was sweating bullets just from walking to Central Park from the subway stop.

After a short warm up and stretch routine, we headed out for our 4 mile training run with Team For Kids and the amazing coaches and mentors. 

I must admit, it wasn’t that bad at all. Don’t get me wrong, it was HOT, and I was dripping with sweat for the entire run, but I realized around mile 2 that I was feeling great, and that I had prepared well for the run by doing some important things earlier in the day.

It then occurred to me, as it does so often, that this run, like so many others, had lessons that applied to life, and business. Ok…who am I kidding, these lessons are the biggest reasons why I run in the first place.

Here’s what I learned from last nights HOT run:

1. The weather isn’t always going to be perfect…You have to learn to DEAL WITH IT! 

Ok, it’s HOT. So what? Does this mean we don’t have to show up to work? Probably not. Does this mean business just shuts down? Nope. Does this give us the right to complain and moan about how bad the weather is? HELL NO! Does it mean I shouldn’t run? Nope…what if it’s 95 degrees on the day of the race. I’d rather learn how to run in it than just quit before trying.

Get over it! We live in a place that gets hot sometimes. Adapt, adjust, and move on. 

The same applies when something in our life or in our business isn’t perfect. We can bitch and moan, or we can adapt and MOVE ON.

2. Proper preparation makes all the difference!

I drank about 120 ounces of water during the day BEFORE the run yesterday, and made sure to eat foods that would enable my body to perform like I wanted it to. I have no doubt this is why I was able to sweat so much, and why my body was able to cool itself the way it was designed to do on days like this. 

What about if I had a big client meeting or presentation. What if I treated each opportunity like that, the same way I treated this run? Most days I do, but I started thinking about where I could improve. What is my 120 ounces of water that will help me perform better in those areas? What are yours?

3. Put ego aside

The coaches kept yelling at me for the first mile: “TAKE IT EASY…NICE AND EASY”. 

My instincts were to immediately bust it out of the gate and try to set a new speed record or something. I was feeling fine at the time, but they knew that if I kept up that pace, I would pass out by mile 3. I had to learn to be OK with taking it easy, and listening to the professionals.

This, too, got me thinking. My ego is an asset sometimes. It can help me have confidence, and present myself as an authority on a topic or negotiate well when needed.

But it can also cost me dearly and be a liability. I need to know when it’s time to just put my ego aside, admit that I don’t know what’s best, and allow myself to just follow instructions. I followed instructions last night, and I had a great time as a result.

Thanks for reading. I hope you’ll continue to follow me on my journey, and consider supporting my charity by CLICKING HERE.

Make it an awesome day!

Own Your Inner “Voice”

 We all have it.

That “voice” in our head that talks to us. Some might call it instinct or intuition. I call it the voice.

Sometimes this voice will empower us, but often it can sabotage us, and tell us we aren’t qualified, or we should quit. You can dismiss it and say it’s not important, but I disagree.

This voice can actually have a substantial influence on our decisions, and as those decisions, no matter how small, can shape our destiny, as Anthony Robbins often says. 

In this video, I share some tips for owning and mastering this inner voice. Once you are aware of it, you have the power to change it and to use it to your benefit. 

Make it an awesome day!

TV is NOT “Must See”



Turn off the Noise!

How much TV do you watch in a day? How much time do you spend on the internet for "fun"? How about in a week? A month? A year?

Let's do some quick math. 

If you watched just 2 hours of TV per day (which is less than the US average by the way), that would equate to 14 hours per week.

That's 56 hours per month, or just over 2 full days.

In one year, you would have watched 728 hours of TV! That amounts to nearly one month per year!

Let me be honest with you. I love TV. I think it's a great form of entertainment. I don't watch 2 hours per day, but I do watch my favorite shows or sporting events.

This weekend, my lovely wife and I decided to try an experiment. We wanted to see what would happen if we watched NO TV, and didn't use any electronic devices for the entire day. 

Let me share with you what happened. 

We started the day by running 6 miles together in New York City, and finished it off with a lovely walk along the west side of Manhattan. We came home and prepared lunch together consisting of fresh vegetables that we chopped together by hand. We talked about goals, dreams, priorities, and what we were looking forward to for the rest of 2012.

We took a nap together. We played with our cat together. We talked about things that we hadn't talked about in a long time, because well, we didn't have any distractions, and the feelings were right up on the surface all day, unable to be squished by the sounds of the TV.

We actually had to not get the answer to something instantly by going on-line to look it up. 

We cooked dinner together, and finished the day with some more wonderful conversation before retiring to bed about an hour earlier than we normally would on a Sunday evening.

It was wonderful. We really needed it, and we grew closer together because of it.

This got me thinking. Now I understand fully why a lot of my New Yorker friends don't even own TV's. 

It also got me thinking. Next time I find myself saying I don't have the time to do something, I need to take a look at where some of my time is going. I don't watch a lot of TV, but I DO spend a lot of time on-line.

To me the activities are the same. Unless I am actively working on something productive (like this blog post for example), then the rest of the time spent on the computer needs to be viewed in the same light as TV.

Before I open up my computer, or reach for my smart phone for instant gratification. I need to ask myself the question:

"Is this worth giving up a month of my life this year for?" 

I'm not telling you to stop watching TV or using the internet or logging onto Facebook. I'm just bringing to your attention the facts. These activities, like other forms of entertainment must be experienced carefully, and intentionally. 

Otherwise, you give up any rights you have to the phrase "I don't have enough time do do 'x'" because you probably do! Stop the excuses and use your time more wisely. Period.

If you want to create something awesome in your life, but feel like you don't have time, try the 24 hour test like I did yesterday. Turn off all devices, and watch what happens. You're forced to be productive, or do something really revolutionary like read a book that will make you smarter!

Thanks for reading as always.

Your Personal Standards

Standard Gas Station Sign

It's perfectly human to care about what people think of us. It's very easy to say that we should not pay any attention to what other people think, but in reality, I think listening to feedback from people we trust is a great way to learn and grow.

However, I believe there is a clear difference between using feedback as a way to grow, versus using the feedback from others as the only guide for how we are really doing in the game of life.

We need to have perspective for ourselves.

I believe we should also set our own standards, and we should set them high. 

As a former choir director, I was always putting my product on stage for others to see and judge. My choirs competed nationally, and performed at least 6 times per year in front of audiences. 

One of the defining moments in my teaching career came when I was preparing some students for a holiday performance at a local senior citizens center, and I felt that the preparation and focus during rehearsal was just not where it should be. I remember really coming down hard on the choir, saying that we were just a few days away from the performance, yet we were not yet up to par.

One of the students replied: "But Mr. Carroll, the audience won't know the difference if we make a mistake in that section". I replied: "You're probably right, but I'll know, and so will you" I did not want the students to be ok with being mediocre, simply because that particular audience may not be technically skilled as choral musicians.

There was also a time when the audience WAS technically skilled, at contest when the judges absolutely slammed our choir. We were told we were out of our league for that particular performance. Just as I didn't want us to think we were better than we were in the first example, I knew in this case it was important for me to show the students we were also not terrible, simply beacause the judges slammed us.

At first, my students were devastated after this judging experience. Frankly, everyone at their school and in the local community had been loving their performances, and yet I knew there was so much potential still for this group that would never be realized if they stayed in that comfort zone of constant applause. 

I was proud of my students. Why? I knew that we would be ripped apart at this contest. I knew that this particular contest was several levels above anything they had ever experienced before, and I wanted them to see what their true potential was if they set their own standards higher, so we could work even harder.

When we returned to school, I shared with the students how proud I was, and asked them if they felt they had prepared as best they could and put their best effort forth. They said yes. I asked them if they wanted to still get better. They said yes.

I told them that no judge could ever take that away from them. No score on a sheet of paper could measure how well they performed against their own standards. I also shared with them how valuable this critique was, because we now knew what we needed to do if we wanted to raise our own standards even further.

One year later, we returned to that contest, and our scores drastically improved. 

It is important to give the audience a great show, and pay attention to their response a little, it's even more important to know that we gave everything we could during each rehearsal. Our own standards mattered more. Even if we made mistakes during the performance (and we always did), we wanted to be able to walk off the stage knowing that we upheld our own standard of excellence.

As a person, if I am only trying to achieve something because of what "the audience" might think, or what a judge "might say" I believe I am missing out on my full potential. This is why I attend conferences, conventions, and always try to push myself into new situations that I think will help me grow. I need to see what is happening in other places, because it often inspires me to set my own standards higher, or reaffirms that I am in fact on the right track.

Once I set my standards, I can change them. In fact, I should always be raising them. I'm not only talking about business performance. I am talking about my standards as a husband, a son, or a friend. Every decision I make is held up to the standard of "what kind of ______ am I?" If I am not acting according to that standard, I need to make a change, or else I will feel unfulfilled and ultimately unhappy.

Thanks for reading. Please comment below, or if you're reading this in email, please logon to to comment.

Photo Credit: RickM2007


Trusting Our Instincts

Have you ever wrestled with a decision for days or maybe even months? You know that feeling you get somewhere near your midsection that seems to be directing you before you even have to make this decision?

Do you listen to this feeling?  This feeling is the symptom of our instincts speaking to us.

I'm not talking about just thoughts, beliefs, or opinions. These are fleeting and can change rapidly. In fact, our own beliefs and thoughts can often get in our way, because they need to be "reprogrammed" sometimes.

I'm talking about that gut level feeling that is unmistakable. 

As a personal leadership speaker and coach, I strive to help people find their inner voice and their inner power, and use them! I am passionate about empowering others to create their own destiny. I truly believe that when we focus on what we want and why we want it, we can achieve anything. There are specific strategies and mindsets on which I coach people, but there is something I can't teach or coach.

Your instincts. Your gut feelings.

Today, I proved to myself yet again that my first "gut feeling" is almost always correct. No matter how much I want it to be wrong sometimes, my instincts are placed within me by the Universe for a reason. I believe there is something greater than myself "nudging" me in the right direction. It's up to me whether or not I listen.

I don't always listen. Somestimes I don't listen at all, and other times, like today, it takes several months of feeling like I am jamming a square peg in a round hole before finally surrendering to what I knew instinctively was the right decision all along.

I am grateful today that I don't need to be perfect to still be growing. I don't need to "Get it right" all the time. I don't need to beat myself up for not listening to my instincts before. Instead, I can just learn from this experience, focus on the positive, and move forward.

The biggest lesson from today for me? When my gut is speaking. I should pay close attention. I hope you will to.

Thanks for reading. As always, I welcome your comments.

Addiction to Procrastination

Get Busy Living Forever Is Over Too Soon

It's starting early this year. Even earlier than last year, and certainly earlier than when I was younger. No, I'm not talking about the Christmas decorations in the shopping malls, although that seems to happen as soon as we leave our halloween parties.

I'm talking about what I like to call the "After the Holidays" syndrome, which is a symptom of the underlying disease of addiction to procrastination.

I've hosted numerous webinars and workshops about the dangers of waiting to take action until we perceive we have "less going on" in our life.

This year, I met with several prospects, and had discussions with several clients in October, and the first week of November which led to decisions on their part to wait until January to get started on something, whether it be with my services, or with something they wanted to do in their own life or business.

While they didn't actually say they wanted to wait until "after the holidays", most did say they would  "really get started in January" because it was a new year and a fresh start.

My response to that is always the same. I ask, "When do you want the results to appear? Do you want the results in the new year? If the answer is yes, then you must get started on the work and the planning now, so that the fruits of your labor will appear in January. If you wait until January to get started, you will see results in March or April, and well, I suspect then that's cutting it awfully close to summer, which gives you another reason not to take action until "after Labor Day"

Look, I'm very understanding of the fact that sometimes you DO need to wait, and gather more information, save more money, or legitimately just have too much going on right now to add more to your plate. In these cases, it may be prudent to wait, and follow your instincts.

I'm talking about the times when we (myself included sometimes), seem to just default to procrastinating until some predetermined date in the future, when we know full well that when that date comes, we probably won't take action either.

This idea that someday in the future we will somehow have "less going on" in our life is also false. How can we possibly predict that? The only time we can be certain about is now. The fact is that we will always have "stuff" going on. There will always be ups, downs, challenges, setbacks, new opportunities, and projects that start and end.

So, why not just be clear on what we'd like to manifest in our life, and make it happen now, instead of staying in old habits which are preventing us from taking action?

Why are we sometimes addicted to procrastination? I have lots of theories on that, and it's probably a subject for another blog. The biggest reason however is usually fear. It could be a fear that we are going to lose something we have, or not get something we want. Or, fear of failure or even fear of success. 

My challenge to you is this…If you find yourself needing to make a decision, no matter how minor, make it today. If that decision is to wait, because you have a legitimate reason to wait, then fine. I am certainly not going to tell you that you don't know what's best for your family, but whatever you do, take action today on something that is going to advance your personal or professional life.

If you catch yourself putting it off until "after the holidays", ask yourself why. How come you need to wait? Is the reason real? Or is it based in fear? Be hard on yourself when making these evaluations, because I promise you if you break the pattern of procrastination, and end this terrible addiction, you will accomplish far more of your goals, and experience more of what makes you happy.

I welcome your comments. Either write them in below, or if you are reading this in an email feed, CLICK HERE to view this in my blog.

Photo Credit: Katpreston