EPISODE 397: Karen Galvin Teaches How Simple Objects Help You Get Creative to Get the Sale

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[EDITOR’S NOTE: This is a replay of the Creativity in Sales Webinar sponsored by the Institute for Excellence in Sales on November 22, 2020. It featured Karen Galvin, author of Get Creative, Get The Sale.]

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KAREN’S TIP FOR EMERGING SALES LEADERS: “Bring people back to their childhood. Go to the toy store, walk up and down the aisles, see what you can see and see if it relates to your product or service or see if it relates to a conversation. When you bring people back to their childhood. Look around, go shopping and think big. I was in a business trip to Atlanta, I was in the hotel having breakfast, it was room service and on the tray with my eggs they put this tiny little bottle of Tabasco and of course, I go into my creative mode and I thinking, “Are my products and services hot stuff? Can I send this in an envelope to my prospects and clients and tell them that I’m looking to make them ‘hot stuff’ with their clients?” I grabbed it and I’ve been ordering them ever since, they’re tiny little bottles and people get it in the mail and they think, “This is great.” The Dollar Store, the party stores, the Walmarts, the Targets, look around.”







Fred Diamond: It’s great to have you, Karen Galvin, we’re excited. Today’s topic, Creativity in Sales, getting your creative ducks in a row to ensure sales success right now. Karen, you own a theater style training and development company so tell us about what type of creative business that is. We’re going to be talking about how to get your creative juices to be successful in your sales career. First off, it’s great to see you, love the flowers.

Karen Galvin: Good to see you, good to be here, it’s my pleasure. Your question is about my business, I own a training and development firm and I wanted to set myself apart from my competition. There are training companies across the planet, of course and I wanted to set myself apart and do something different. Rather than showing a training video up on the screen, we bring in professional actors and actresses and they perform in training skits and improv and we have a boat-load of fun doing it. There’s something different about live theater compared to a video or television or going to the movies so we bring live theater and we combine it with training and development, it’s lots of fun.

Fred Diamond: We started doing webinars back in March when the pandemic started and we do a webinar a day, we’ve had tens of thousands of sales professionals around the globe joining us for our daily webinars. We named the Friday show the Creativity in Sales webinar specifically because sales professionals needed to shift, they needed to start thinking “out of the box”, they needed new ideas. We came across you because of your background, you’ve trained some of the top companies around the globe, State Farm, Zeneca, a whole bunch of world-renowned Fortune 1000, 500 companies. Were you always this creative?

Karen Galvin: My first sales position was in mortgage lending and if you think about mortgage bankers and bankers, they come in to realtors, builders, architects, accountants and they’re looking for referrals. We were looking for home buyers, those who needed a mortgage. Fred, we all looked the same, we acted the same, we were in those dark banker suits and we had rate sheets that all looked similar and I needed to set myself apart pretty early on from, again, competition. What I did was I found a candy distributor and we had an ad in the newspaper that our rates were, “Hot, hot, hot.” We copied the ad onto the rate sheet and I got those – you know those hot cinnamon balls, real spicy? They were individually wrapped and we’d staple them to the rate sheets so when we went into the realtors, our rate sheet looked a little bit different than everybody else’s because it had candy with it. Then when they referred business to us, I would bring in a jar of mints saying, “Thank you for the referral, your business is worth a mint to me.” Actually, the mortgage company found out what I was doing and they then contracted with a promotions company and they put their logo on the jars and they furnished all the loan officers with jars so that we could bring candy into our realtors. We were just trying to set ourselves apart from our competition and it made sense, people thought I was married to a dentist because I was bringing all this candy in but no, not so much.

Fred Diamond: You bring up a couple great points here, one is the whole notion of differentiation. One of our speakers at the Institute for Excellence in Sales, Lee Salz, he wrote a book called Sales Differentiation and the purpose is like you said. If you’re selling insurance, mortgage or CRM software even, commercial real estate, whatever it is, it’s very hard to differentiate yourself so you really do need to think out of the box, you really do need to be creative.

We’re going to do an exercise here, I’m very excited, we’re going to get everybody active. Again, this is Friday before the 2020 Thanksgiving – 2020, right? What a crazy year for everybody.

Karen Galvin: Yeah, we’re getting through it.

Fred Diamond: We’re all getting through it very well. Karen, you told me to bring a tea bag, you also told me to bring a toy so let’s get to the exercise. Everybody, if you’re watching today’s webinar hopefully you had a chance to grab a tea bag. If not, just make pretend you have one. Karen, take us through this creative mind-expanding exercise.

Karen Galvin: Thanks everybody for joining in and playing along with us. The exercise today is that you work for Tea Time Incorporated and too many tea bags have been manufactured plus some of your salespeople have retired. Sales is down, inventory is up and you have now been tasked by management to come up with a whole host of ideas to use the tea bag or any part of it. We have a cardboard, we have a tiny little staple, we have string, paper and of course the tea inside. Feel free to take these apart all over your desk, your counter or whatever you’re using and figure it out. The rules for brainstorming are that there are no rules. Basically we want you to create lots of ideas and all ideas are welcome, don’t discount and say, “That’s not a good idea”, just jot it down. Either jot it down or put it in the question panel, build on each other’s ideas, if you have people in the house, invite them to join you in this exercise. Of course, the wilder the ideas the better and I say that, I want you to think about ideas that could get you fired off the project.

Fred, you’re holding your tea bag, what do you see there?

Fred Diamond: I just want to make a quick point before we get started. About one month into the pandemic I got an email from one of our members and he is a supplier of food and related products to arenas and to movie theaters and to stadiums. He sent me a text asking if I knew anybody who needed two tons of popcorn because the theaters were closed, the stadiums were closed – they’re still not open for the most part. We talked about that and it was very hard in the beginning because everybody was trying to figure things out. We stayed in touch, a couple months later he said they started repackaging the popcorn, instead of sending it in big bulks and big burlap bags, they shifted towards making it available to hospitals, schools and other places like that.

An alternative use for the tea bag. The first thought, Karen, that comes to my mind, I have this tea, it’s from Wegmans, I think you have Wegmans up where you are, Wegmans is our favorite supermarket.

Karen Galvin: You betcha.

Fred Diamond: I’m sitting here looking at this and I bought the 20 bag box, I could unwrap it, I can in theory start marketing this tea as my own, Fred’s Individual Brew. I can go sell it outside probably not door to door right now during the pandemic but one of the key things that we kept talking to people about – and this came from the sales thought leaders we brought on every day – was things like that. Barbara says, “Tea bag earrings.”

Karen Galvin: There you go, thank you.

Fred Diamond: Here’s the interesting thing with this too, Karen, there’s four parts to my tea bag, there’s this little cardboard piece, there’s the string, there’s the bag and then there’s the tea. Sue – Sue is a good friend of ours, Sue is in Cleveland – says that it could be floss.

Karen Galvin: Dental floss, sure.

Fred Diamond: Molly says, “Tea bag eye masks.” Everyone’s wearing masks right now. Patty says, “A puffy eye remedy.”

Karen Galvin: We know that, Patty. When we’re overtired or we’ve got a cold we put it in nice hot water and put it on our eyelids, yeah.

Fred Diamond: There’s some more. Corey says, “I would resell as an air-freshener for my car.” The tea I have here is the herbal hibiscus, I believe. What kind of tea are you using, just curiously?

Karen Galvin: I’ve got regular Lipton tea.

Fred Diamond: Good, old-fashioned. Barbara again says, “Tea bag art. This is actually done in South Africa, in Cape Town and other places and they’re being sold for big bucks.” We see everybody’s houses now, one thing that my spouse and I as we’re watching people on the news, we’re looking at what’s on their walls and as we all know, everybody’s been spending a lot of time because they’re on screen so much and we’ve actually gotten motivated to do some art. We’ve got a ton more, let’s see, people are flying in here. “Use the paper as a bookmark.” That’s from Barb, she’s probably doing a lot of reading. Jen Anne says, “Confetti for the holidays” and I’ll tell you, we’re going to need a lot of things to do to celebrate the holidays this year. Patty says vanilla caramel is the tea she’s using so back to air freshener, that’s not a bad idea. Here’s a great one from Lakina, “Face mask freshener.” That’s interesting, you’ve noticed some of the mouthwash companies, Scopes, Mentos, they’ve all been re-marketing the usage of their product. Her face mask freshener to maintain your breath. A good friend of ours, Sunny – Sunny, it’s always good to see you – Sunny says, “Partner with a podiatrist as they tell patients to use tea bags to cure toe fungus.”

Karen Galvin: I love that, that’s a whole new market, podiatrists.

Fred Diamond: Alan says, “Create a pendulum swing set, something for your desk.” Casey says, “Tea can sometimes be used as symptom relief for COVID-19.” I was not aware of that, were you?

Karen Galvin: I wasn’t, thanks, Casey.

Fred Diamond: Barbara says, “Empty the bags and put in a glass timer that usually uses sand.” You can make your own, get into the egg timer business, that’s something that could work. Barbara is really going crazy here, I think Barbara had a lot of coffee, not a lot of tea this morning. Barbara said, “You could snort it like snuff.” We don’t endorse certain things [laughs] but at the same time, very creative.

Karen Galvin: Snorting, smoking, is that where we’re going with this? [Laughs] love it.

Fred Diamond: Molly says you could use it as potpourri, of course, that’s a good one. Michael says, “Have a romantic moment, put on the song Tea for Two and enjoy a very special intimate moment with your loved one.” That’s a great point, Michael, you’re thinking of, “Can I repurpose this other ways that people would sell tea?” A lot of great ideas here about repurposing the items and Michael has a really good idea here for a new usage. Typically you’re going to drink tea, you’ve got to put it in hot water and steep it but here’s another use for it, you could have that romantic moment. Amanda – I didn’t know this – “You could prevent fungus in potted plants.”

Karen Galvin: I didn’t know that, I love that. Thank you, Amanda.

Fred Diamond: One thing I’ve been doing a lot of is I like to drink a lot of water. As a matter of fact, I take these containers, there’s simply peach, we’ve got tequila Friday coming up in a couple hours so we mix all the juices.

Karen Galvin: [Laughs]

Fred Diamond: But I put in water, I usually brew a little bit of tea so I get unused to the idea and I’ve been drinking a ton of tea. Patty likes the idea of snuff. Barbara has a lot more ideas here, do you know Barbara, by the way?

Karen Galvin: I do, thank you, Barbara, welcome, I love it.

Fred Diamond: Good to see you, Barbara, you’re welcome every day. At the Institute for Excellence in Sales we do webinars every single day. “Use tea to stain material and make dresses, pants, tops from the tea stained materials.”

Karen Galvin: It can be used as like a tie-dye type of thing, yes.

Fred Diamond: Lakina also says a tea candle. It’s an interesting time right now, it’s nine months, Karen, into the situation that we all find ourselves in, we’re all getting the news of the spikes and all those kinds of surges so we’re probably going to be in a remote situation for the foreseeable future. It’s good news about vaccine, of course. One of the things that people are struggling with is finding new ideas. It’s interesting because we work with business to business enterprise sales companies and a lot of people are working nonstop. People are saying they’re busier than they’ve ever been, Karen and one of the reasons is because you have nowhere to go. You don’t have to get in your car and drive to a meeting, you go from meeting to meeting, a lot of companies are telling their people now, “Keep your cameras open the entire day.” People are reaching this plateau of, “We need some new fresh ideas.” What are some of the things that you’ve seen also from the tea bag over the years that we might not have mentioned?

Karen Galvin: People think big with it, they take the paper and think of it in a bigger size, one of those overlays over the bathing suit in the summertime as a garment. I’ve heard people talk about taking the cardboard and making oversized greeting cards, people have come up with lots of ideas but I will tell you as we’re wrapping this part up, Fred, that this actually happened to the tea industry in the late 70s. Although they didn’t come up with snuff and some other types of creative things like we’ve heard this morning, they did come up with the herbal teas and this is where that idea came from. They did a true brainstorming in their industry of, “What else can we do?” and if you think about it, ultimately the coffee singles came out of that as well. An industry that was low on sales as far as selling tea bags, they decided to create all these different herbal flavors and of course sales went up and we’re still drinking them today.

Fred Diamond: I just want to get to a couple more people just to wrap up. Robert says, “Make a trash can smell a little bit better”, Alan says, “Create a picture using the wrappers and boxes from the tea and or a combination of the cardboard piece on the bag.” Michael makes a suggestion, “Include a foil tea bag with a food sort coupon and offer a sales price.” Here’s an idea, after we got to know you a little bit you sent me a nice box of the ducks that are in a row which we’re going to see and talk about in a little bit and you included a nice note. One thing that we’re talking about here is engagement with your customers, we talked two weeks ago on the Creativity in Sales webinar with the great Alice Heiman and we talked about using gifts, sending gifts. There’s companies like Gift Goose and Sendoso and Alice but an idea might be send a tea bag or something to a customer. One thing that we’ve heard from a lot of people is their customers are looking for distractions, they’re looking for alternative things. Maybe you could send a tea bag or a duck, I have a baseball on my desk, send a baseball or a pen or anything to a customer and say, “I’d like to brainstorm ideas with you on some things we could do with this.” Because of the pandemic there’s been two types of conversations. There’s been the empathetic conversation and we’ve talked about this so many times. “Karen, how are you doing? Thanksgiving is coming up, are you going to miss your family?” Then of course there’s the other conversations of, “Listen, you’re in the theater business, I know you guys are struggling. Here’s an idea we came up with using our software, maybe an idea just to engage.” An engaging idea would be to send a tea bag or a crayon, some innocuous item to a customer and say, “I want to talk to you about this next Thursday at 3.” Schedule the meeting and just engage with them in a similar conversation.

Karen Galvin: I found there were two phrases that I was using, the idea for the ducks came from a client in Washington DC – my favorite client of all times – and we were sitting there and we were talking. I said, “We have to get our ducks in a row with regard to this upcoming program, it looks like based on all that we’ve done, I’ve spoken with your people and we’ve put together an agenda for the program. Now that we’ve got our ducks in a row, we need to waddle.” Fred, he burst out laughing and I thought, “If he’s laughing, other people are going to laugh.” I love to send the ducks but I like to put them on bubble wrap because, of course, they swim on bubbles. I took the idea to a box company and I said, “Make me a box that will not only fit the ducks but that will fit my notecards.” When I’m using those phrases with a client or a prospect, “I’d love to help you and your firm get your ducks in a row with regard to leadership, sales, customer service.” Then I was talking with a client and she was talking about 200 of her salespeople needing training. She said, “Our company has gone through the ups and downs” and I’m thinking, “Ups and downs, I’ve got to send her a yo-yo.” I sent her a yo-yo with a proposal and I said, “I’m looking forward to helping your salespeople with the ups and downs of selling.” I present to everyone on this webinar that there are ups and downs in everything, your clients are concerned about their own clients, they’re concerned about finding, getting and keeping clients and if you can help them do that, you can help them with the ‘ups and downs’ of whatever they’re going through. Put that into your phraseology when you’re speaking to a prospect or a client and then send them the item that relates to that. You were talking about the pandemic, we’ve all been through this. I was in the dollar store recently in the toy department and they have the stress balls, the bouncing balls and the super balls that bounce so high. We all need to ‘bounce back’ from this pandemic, so what I say to you is find something that’s fun and that will be a package that they can open, people are loving to receive mail lately. Make sure that it relates to either what we’re going through, what they’re going through or something that you’ve talked about in your conversation with them.

Fred Diamond: Two other quick comments before I move onto the next portion. A comment here from Jamal, I presume he may be a client of yours, “The ducks were amazing, by the way” so he received them and he appreciated them. Diana also has a great idea, it’s something simple as a tea bag and her suggestion was because everyone’s team is disperses as well so it’s not just you and your customers, “Send the team to staff or your admin assistants and say you put the T in Team.” It’s a great point, Diana, thank you so much. It’s not just like you need to send them an iPhone, it’s not going to do anything but something small like a duck or a tea bag and this isn’t branded for you, which is great. Something that’s an item that will tie you back with a small message you’re getting through because every day we’re seeking wins. We’re all seeking little victories, one of the amazing things is that we’ve got people who send us notes after every webinar, “Thanks for getting us through the day” and every speaker like you gives a hundred ideas. When Karen said, “Send the tea bag to your customer” or whatever, “That helped me get through the day or through the week” as compared to things we were doing before the pandemic which is, “Here’s how you improve your prospecting skills or your referral skills” or, “Here’s how you’re a better speaker.” It’s the little things people are looking for right now. We did the tea bags so what’s next?

Karen Galvin: If you’ve brought a toy whether it’s a pet toy or a child’s toy, take a look at what you have. I brought my oversized hula hoop, what can you say to your clients? What can you send to your clients when you bring people back to their childhood? Often times it brings back great memories especially if you’re using toys. When I looked at this in the store I said, “I would love to jump through hoops for my clients.” Do I put a bow on it? Do I drop it off at their office or do I find a box big enough for this hula hoop to be sent? Of course, the options are yours. Again, the bouncing balls are always a great one because we’re ‘bouncing back’, but look at the toys and think out loud. Now we’ve heightened your curiosity as far as how to be more creative and what you can do for your clients or your prospects. What are you thinking, Fred?

Fred Diamond: I want to ask you in general how people can be more creative but before we get to that, you raise a couple interesting points. You said something that takes them back to the childhood, we had a speaker on a couple weeks named Mike Schmidtmann and Mike talked about objection handling. Mike said that if it took you 30 engagements prior to the pandemic to get through to a prospect, it’s now going to take you possibly 60. You made a good point, you’re not just focused on their business but they’re also focused on their customer’s business and their customer’s business so I think little things can have a big impact here that show that you gave a little bit of thought but that are giving you a reason right now to speak to the customer. One thing that’s interesting is prior to the pandemic, everything we did was about moving your sales further down through the funnel, every activity had to be intentional to get you to move through. Now it’s just making contact.

Karen Galvin: It’s that softer sale, of course. It’s getting into a conversation with your clients, it’s letting them vent about what they’re going through and you and I talked earlier about we miss our families, the holidays are not going to be the same this year. Did it help to just let that out and talk about that? My husband and I actually like spending time with our families, we miss them so I’ve been talking to clients about that. “What are you doing for the holidays? Where are you going? Are you staying home? Well, it’s more stuffing and more turkey for you.” We try to find the funny in it and we try to find the positive in it but sometimes they just want to talk. It’s the softer sell right now, it’s the, “I’m thinking of you, I genuinely care”, it’s that type of thing in our reaching out. At least that’s what I’m finding.

Fred Diamond: We’re finding a couple things. There’s two schools of thought, there’s the, “Yes, it’s okay just to ping with a ‘how are you'” but there’s a lot more right now with a little more intentionality. We’re going to talk about that at the end but it’s not just, “Hey, are you ready to buy?” but, “I want to talk to you about an idea I have for you with your customer.” One thing we talk about all the time here is it’s no longer any good to say, “How are you doing? What are the pains you’re facing right now or what are the challenges?” We know the challenges, we know that you’re dealing with COVID and related quarantine and everything else and we also know that everyone on the planet for the most part is dealing with the financial impact that has been working this way. Then what’s the third thing you’re dealing with? We’re working with customers to help them get a step ahead. When we talked before about the example of the guy who was selling popcorn to theaters, instead of calling your customer and say, “Are you sure you don’t want popcorn right now?” maybe a better conversation was, “I know you guys are shut down, have you thought about streaming or have you thought about selling popcorn?” Helping your customer solve their problems. We have a couple people chiming in here, Robert says, “Thank you so much, I need to leave but this is great”, Patty says, “I’ve sold a ton of Thanksgiving for One Dinners” bought by adult children for their parents.” People are thinking and they’re taking advantage of this time.

Karen Galvin: Patty owns a catering service, by the way, so that’s what she’s doing.

Fred Diamond: Nice pivot there, Patty. Alright, you have some ideas on how people can be more creative right now.

Karen Galvin: The first point is bring people back to their childhood. Go to the toy store, walk up and down the aisles, see what you can see and see if it relates to your product or service or see if it relates to a conversation. Again, “I want to jump through hoops for you” just hit me that way. When you bring people back to their childhood, that would be point #1. Point #2 is to look around, go shopping and think big. I was in a business trip to Atlanta, I was in the hotel having breakfast, it was room service and on the tray with my eggs they put this tiny little bottle of Tabasco and of course, I go into my creative mode and I thinking, “Are my products and services hot stuff? Can I send this in an envelope to my prospects and clients and tell them that I’m looking to make them ‘hot stuff’ with their clients?” I grabbed it and I’ve been ordering them ever since, they’re tiny little bottles and people get it in the mail and they think, “This is great.” The Dollar Store, the party stores, the Walmarts, the Targets, look around. When I say think big, Fred, I don’t know if anybody has ever gone to greatbigstuff.com, they sell oversized items. I sent an oversized tennis ball to a client that was doing an event at Citi Open and it was, “Let me be supportive of your efforts.” They sell huge pens and huge everything that you can imagine, some things are pricy but some things are reasonable. You can send a huge pen, just think big. Somebody sent me a big thing of jumbo playing cards and I’m thinking, “COVID, people are playing cards, they’re doing puzzles, what could I say about this? What could be so creative?” Inside there are of course the cards and the jokers so I can send this and say, “We’re not joking around with regard to providing great service.” Always think in a sales mode, think outside the box but think of the normal, everyday things.

Point #3 is to listen and to connect with them. I know that one of my clients, she’s a CEO and she said, “I didn’t know that I would be doing some homeschooling” and we talked about the fact that she’s not a morning person but she needs to get going in the morning. I saw a mug on cafepress.com, they have great mugs and it said, “Homeschool begins after coffee.” I thought that was cute, it wasn’t one of those offensive mugs that you can see at times – you’ve got to be careful. I sent it to her and she loved it and it was a mug. Just listen and really connect with them. One of my clients sent a picture of his son in the Halloween costume as a lion and I thought that was just the greatest thing. When I had to send him some information I sent the little boy a card with Simba on it. You can go to Hallmark and I’m not trying to put Hallmark out of business but you can also get some card stock, you can download free clip art from the internet, put it in an A4 envelope and make your own. Personalize it, listen and really hone in on what they’re saying.

Point #4 is look outside your industry. There are other industries that are doing some great things and they can give you some really good ideas. For instance, a Mercedes ad had just one word, “perform” and I thought, “My actors perform, my clients want their employees to perform, I’m going to use that.” Mercedes is not my industry but I took that and I made it my own.

Fred Diamond: We have one quick question here, Jill raises an interesting point. Most people are working from home now so we have to get their home address because things aren’t being forwarded from the office typically or maybe it’ll take a couple of months. What are your suggestions on finding people’s home address? We know where everybody works, we could easily find their work address from Google if we don’t know it, it’s pretty easy to find but if we want to send a little thing like the tea bag thing, is it okay to send an email, “I want to send something to you, what’s your address?” or you could probably go to whitepages.com or something. My question for you is do we want to surprise them or is it okay to give a little bit of a prompt? You don’t have to say, “I’m going to send you a tea bag and I want to brainstorm ideas.” What do you think, is it okay to send an email? “I want to send something to you, what’s your home address?”

Karen Galvin: When I was speaking with you, when you and I were first talking about this webinar back in September I said to you, “What is your address, Fred? I’d like to send you a proper thank you.” I didn’t tell you I was going to be sending you a box of ducks but I said, “I’d like to send a proper thank you” and you said, “No, you can do it after the webinar” and I said, “No, this needs to happen before the webinar.” Then you played along and you said, “Of course, here it is” and I sent the ducks out that afternoon. When I’m talking to my prospects and my clients, I agree, you can email and ask the question, you can ask when you’re talking to them, it’s best to ask them when you’ve got them on the phone because you’re going to get it right away and then you can send it right away. Thank you, Jill because it’s like she’s a plant in the audience, that leads to #5 and that is the handwritten notes. Make sure that your notes to your prospects or your clients, when you’re sending an item or if you’re just sending a birthday card or just a note, “It was great to talk to you”, people are going to get the emails, they’re going to get the invitations to LinkedIn. That’s absolutely wonderful but the handwritten note, they get something in the mail and you write, “During COVID we’re getting less and less in the mail and we want to see more and more.” I recommend those handwritten notes, I recommend something that they can open, people are enjoying that.

Fred Diamond: I want to ask you, I heard you might be working on a book about applying creativity in sales. Before I ask you for your last tip, we like to end every webinar with an action item that people can put into play, why don’t you tell us about your book? Then remind people how they can reach you.

Karen Galvin: Definitely LinkedIn but my website is thetrainingscene.com. The book right now is called Selling Creatively, Setting Yourself Apart and Increase Your Sales. That’s basically what it’s about, I’ve collected 173 stories from great salespeople who have said, “I’ve used this, Karen, in the past” or, “I’ve tried that and this is how it worked for me.” I collected those stories and I put it into a book and it’s at the publisher right now, we’re working on it for an April release, April of 2021.

Fred Diamond: Congratulations. Karen, before you go you’ve got a couple notes here. Michelle says that you are a rock star, Michael says, “Karen is such a pro, our firm would not be who we are without her amazing counsel” and your friend Patty says, “Congrats on the book.” Karen, thank you so much, this was fantastic. Great way to take everybody off into the holidays. Laurie says you’re amazing as well. Karen, I hope you have a great holiday. Before we wrap up, give us an action step for our listeners, something they need to do today to take their sales career to the next level.

Karen Galvin: Absolutely take action. We hear the great ideas, we put them sometimes on the back burner and we say, “I’ll do that in the future.” Your clients are waiting for you now, they’re waiting for you today so take that action. You don’t have to go to the toy store but you can find things on Amazon, they have everything. Order those things, make your own cards, do the handwritten note and take some action today. We have the ups and downs of selling, we have the ups and downs of life right now so go out and buy yourself a quality yo-yo and send it to somebody and tell them that you are here to help them with the ‘ups and downs’ of getting through the pandemic. Take some action is my last action item step.

Fred Diamond: Karen Galvin, thank you so much. Corey says, “You’re the best, thanks for all the great info.” Barbara says, “Excellent presentation.” Thank you so much.

Karen Galvin: Thanks for playing along. Thanks, Fred, take care.

Transcribed by Mariana Badillo

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