Author Archives: Frank Cardia

Frank Cardia’s 7 Principles of Sales Success

There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these principles is virtually guaranteed to move you to the top of your field.

Secret number one: Get serious! Make a decision to go all the way to the top of your field. Make a today decision to join the top 10%. There is no one and nothing that can hold you back from being the best except yourself. Remember, it takes just as long to be great as to be mediocre. The time is going to pass anyway. Your job is to commit to excellence, to get better and better each day, and to never, never stop until you reach the summit.

Secret number two: Identify your limiting skill to sales success. Identify your weakest single skill and make a plan to become absolutely excellent in that area. Ask yourself, and your boss, “What one skill, if I developed and did it consistently in an excellent fashion, would have the greatest positive impact on my sales?” Whatever your answer to this question, write it down, set a deadline, make a plan, and then work on it every day. This decision alone can change your
life.

Success secret number three: Get around the right people. Get around positive, successful people. Associate with men and women who are going somewhere with their lives. And get away from negative, critical, complaining people. They drag you down, tire you out, distract and discourage you, and lead you inevitably to underachievement and failure. Remember, you cannot fly with the eagles if you continue to scratch with the turkeys.

Success secret number four: Take excellent care of your physical health. You need high levels of energy to sell effectively, and to bounce back from continual rejection and discouragement. Be sure to eat the right foods, get the right amount of exercise and get plenty of rest and recreation. Make a decision that you are going to live to be 80 years old, or more, and begin today to do whatever you have to do to achieve that goal.

Success secret number five: Visualize yourself as one of the top people in your field. Imagine yourself performing at your best all day long. Feed your subconscious mind with vivid, exciting, emotionalized pictures of yourself as positive, confident, competent and completely in control of every part of yourlife. These clear mental pictures preprogram you and motivate you to sell at your best in any situation.

Success secret number six: Practice positive self-talk continually. Control your inner dialogue. Talk to yourself the way you want to be rather than the way you might be today.

For example, repeat to yourself these powerful words, over and over again. “I like myself! I’m the best! I can do it! I love my work!”

Say to yourself, “I feel happy! I feel healthy! I feel terrific!”

Remember, fully 95% of your emotions are determined by the way you talk to yourself, most of the time. The way you feel determines how you behave. And how you behave determines how much you sell.

Your job is to get yourself on an upward spiral where you think and talk to yourself positively, all day long. You think, walk, talk and act like the very best people in your field. When you do, your success becomes inevitable.

Success secret number seven: Take positive action toward your goals, every single day. Be proactive rather than reactive. Grab the bull by the horns. If you are not happy with your income, get out there and get face to face with more customers. If you are not happy with any part of your life, accept responsibility and take charge.

All successful salespeople are intensely action oriented. They have a sense of urgency. They develop a bias for action. They do it now! They have a compulsion to closure. They maintain a fast tempo and move quickly in everything they do.

And the good news is this. The faster you move, the more energy you have. The faster you move, the more ground you cover. The faster you move, the more people you see. The more people you see, the more experience you get. The more experience you get, the more sales you make. The more people you see and the more sales you make, the more your self-esteem and self respect goes up, and the more you will feel like great about yourself. You will have more energy. You will be happier and more positive.

The faster you move, the more you take complete control of your entire life and virtually guarantee that you will be one of the top performers and the highest paid people in your field.

Salespeople are among the most important people in America. Every single company depends for its survival on the success of its salespeople. High sales is the number one reason for company success. Low sales is the number one reason for

Now Go Sell Something. And you can be in the driver’s seat.

Frank Cardia

Frank Cardia takes on Las Vegas

The PumpkinMan Triathlon is said to be one of the toughest courses out there. They say its the type of course that can really break a man. Many many people who begin it, do not finish  and those who do finish are usually so far off their expected time to finish, because of the degree of difficulty. So I had to see what all the fuss was about.

It’s race morning at 7am and we are about to begin. Into the water we all go and out. I come out about 37 minutes later. This is probably about a minute or two off my usual time for a race of this size. So far so good.

On to the bike, the course begins with a 20 mile out and back with a lot of rolling hills. Some of the hills harder to tackle then others, but all in all a pretty nice ride. Then at about mile 21 is where the fun begins. You begin to start climbing,  not a road but a mountain. And it doesn’t stop until you are at mile 25. That’s right! You do nearly a 4 mile straight climb till your done on the bike at mile 25. I have never seen at any other race, so many people have to get off their bikes and walk because they just couldn’t handle the climbing anymore. It was brutal!

The run was a pretty interesting run. It started on a road and then you made your way into what looked like the Mojave. A lot of rolling hills and 1 really really steep climb on the run as well. But they had great aid to help you through and a lot of good support. All in all it was a great race.

I live to race another day !!!!!!

Frank Cardia Breaks His 1/2 Marathon Record

My old half marathon record was 1 hr and 56 minutes, which is around an 8 minute and 50 second pace per mile. Last week, I was planning to break my old record at the Queens Half Marathon, but I fell short by around 4 minutes. It was one of those days, when you just don’t have it.

But today. I was convinced that I was going to break it. As I started the race, I decided to come out with the guys doing an 8 minute pace (which is way way to fast for me) but I figured after 3 miles or so of that, I would be able to slow it down a bit and still be ahead of the game. So there I was, at mile 1 in 8 minutes and 7 seconds. Mile 2 basically the same. Mile 3, a little slower, maybe an 8 minute and 17 second pace but then I started feeling it. I pushed at around an 8:22 pace for the first 10 miles and then I hit the wall.

I felt like the last 3 miles were torture. I maintained around an 8:32 pace and finished it up at 1 hour and 50 minutes and 50 seconds, which was around an 8:27 pace. A new world record for me.

The more and more I try to run for speed, the more and more I realize that I am not built to run fast. Far – yes but fast – no.

I live to race another day!

Frank Cardia

Frank Cardia on Top Producers

TOP PRODUCERS

  1. ACHIEVEMENT MOTIVATION – Maintain goal driven attitudes and behaviors that motivate performance at the highest obtainable level.
  2. SELF-COMPETITIVE – Keep ongoing accounts of performance levels, based on previous performance, with the single objective of constantly improving. Focus on the behaviors that generate the numbers, not the numbers themselves.
  3. OPTIMISM – Achievers focus on their strengths to make things happen, which translates into a “can do” enthusiasm that is contagious throughout the company and with the customers.
  4. WINNING PERSONALITY – Chameleon like flexibility with a people orientation is a certain winning style. Sales Professionals call on people with all types of personalities. Those who can pace the prospect’s style will be able to establish the trust, rapport and communications necessary to sell.
  5. PRODUCT/SERVICE KNOWLEDGE – Extensive. Customers come to rely on them as consultants and problem solvers, rather than product pushers.
  6. TRAINING – Top performers are continually engaged in self-development. They read sales and marketing books, journals, and newsletters. They listen to cassette tapes while driving. They attend seminars and workshops. They spend time each day sharpening one skill at a time.
  7. ASSERTIVE – We used to think that we wanted aggressive salespeople. But now we know that aggression is based on anger. Anger serves the function of demolishing obstacles blocking goals. If the goal is a sale, and the prospect blocks the way with objections, then a win/lose scenario is set. Assertive people on the other hand, won’t be shut down at the first sign of disinterest, they believe in their mission, hold their ground (won’t give away the store), and seek a fair negotiated resolution that will make sure the customer and company both have their needs met.
  8. LISTENING COMPREHENSION – True Professionals possess the ability to concentrate on the prospect’s point of view with such intensity and respect that he/she can then paraphrase and communicate complete understanding (not necessarily agreement). This results in the prospect becoming psychologically obligated to do the same.
  9. PROFESSIONAL IMAGE – Successful sales people hold themselves and their chosen profession in high esteem. They are proud to be in a profession that makes the economy run, one that supports the jobs of everyone in the company, one that helps people get their needs met.
  10. AFFILIATIONS – Professionals belong to professional organizations. These organizations help maintain identity, image, motivation, ethics, and provide a host of other benefits unattainable elsewhere.
  11. FUNDAMENTAL NEED TO CLOSE – Top producers have an aversion to loose ends. They need to know where they stand and what must be done to move to the next step in accomplishing their goal. They have a need for control and for movement toward the goal with each rung in the ladder firmly in place. Even in casual conversation, they attempt to get closure on any points left up in the air. They will always find a way to take control of any follow-up.
  12. SELF-CONFIDENT – They know themselves well. They practice their skills over and over until they become totally ingrained and a natural part of their personality and interactional style.

Frank Cardia

Frank Cardia does the Queens Half Marathon

Frank Cardia does the Queens Half Marathon

The plan was set. I was set today to brake my record for a half marathon (1hr 56 min).

I arrived at the race early and parking was terrible, so I had to run about 1 mile to get to the actual start of the race. So far not off to a good start.

The race started at 7 am on the dot and w’e’re off.

The first 7 miles, I felt great and I was on pace to beat my record by 4 minutes. From mile 7 to mile 9, I really started feeling the pounding of running that fast. I think me and my buddy Matt were averaging about a 8:40 pace per mile (which is way too fast for me to be running).

At mile 10, I started cramping bad in my side, It was a pain that I never felt before. I saw that Matt had a lot of gas left in the tank, so I just told him to run his race and finish hard. I ran for 2 miles with my hands clasped on my head trying to make the pain go away, or at least die down a little but nothing.

Not to bore you with all the details but I did not finish in time. I ended up finishing the race at 2 hrs exactly (4 minutes off my record). It’s amazing how at mile 7, I was crushing it by 4 minutes and then I had an 8 minute swing and wound up missing it by 4 minutes..

But, I live to race another day!

Frank Cardia does his 1st 50 mile run!

This type of a race really puts you in a whole new league. 50 miles is some serious distance to cover on foot and me and my buddy Matt were so unprepared for this race it was ridiculous. We had done 3 previous long runs of 20 miles, 22 miles and 31 miles. So, I don’t know what gave us the crazy thought that we could add somehow another 19 miles and we would just be fine. Not only were we not prepared for the mileage, but we had never ran on anything other then flat, paved roads.

This race was literally in the woods, and I mean, in the woods. You would go miles upon miles and miles and not see anything but trees, rocks and streams. I had never in my life ran on anything close to this and neither did Matt. We figured it would take us 11-12 hours ( going off our previous races ).

We ended up being out there for almost 14 hours. Yes, I said 14 hours of straight running! (13 hours and 42 minutes to be exact ).

We started to go a little stir crazy at about mile 40 or so, normally on all our runs we laugh and crack jokes, not this one.

At one point, we weren’t even speaking to each other for what seemed like an hour or so. Looking back it was actually amazing all the emotions you go through when you put your body and mind through such torture.

There was a cut off time we needed to reach by mile 31, (7:30) in order to continue on to finish up the rest of the race and I had missed it by a 20 minutes but we pleaded with Joe, the race director, to let us keep going and he did. Normally they would of just let you do the 50k (31 miles) and made you call it a day but Joe let us go back out and finish. ( Thanks Joe, good looking out! )

This was certainly one for the record books. 50 miles ain’t no walk in the park!

100 miles coming soon!

I live to race another day

Frank Cardia takes on the Turkey Swamp

The race was supposed to start at 8:00 am then some how it got pushed back to 8:30 am. We didn’t kick off till closer to 8:45 or so. Which means one thing, you are out there later in the day when it’s scorching hot! For the first 17-20 miles it wasn’t actually that bad. I mean it was hot but not unbearable. By the time I got into the 20’s and I had been running for 4 hours or so and it was like 1 pm, it was then like running through an oven at that point. The worst thing to do when your out there doing these long runs or long bike rides, is at some point start asking yourself “ why am I doing this ?” You really need to keep a positive mental attitude, because it could only take one second of doubt to convince your mind and body to just throw in the towel. So my main focus when pushing myself like this is making sure I am only filling my head with powerful thoughts and positive questions..

6 ½ Hours later — Ah, the finishing line.

You cross that line and they give you that medal and suddenly it was all worth it !!!

Another race in the books.

I live to race another day

Frank Cardia does his 2nd IronMan

IRONMAN

This was actually an Ultra IronMan. A regular IronMan is a 2.4 mile swim then a 112 mile bike ride and then a 26.2 mile run. This race was all that except the bike was a bit longer (124.4 miles)…. Now you got to understand, most people go a lifetime thinking about getting up the courage to do even one of these crazy races.. I know guys who have been doing triathlons for several years and never even think about doing an IronMan… Just so you understand the magnitude of this type of a race.

I had just got done, the week before, doing a full Ironman in Panama City Florida (Nov 4th) The Panama City IronMan took me 13 hrs and 48 minutes to complete that race… Thats a long time to be on your feet in the Florida sun..(So up until then, that was the longest day for me )

Freeport IronMan topped that!

The race was a great race and I am so glad I did race it and that I can say I have done 2 IronMan Triathlons within the same week… (Not many people on the planet have done that )

But, it was the longest 15 hours and 15 minutes of my entire life. I never ever thought it was going to end. I went from 6:30 AM to 9:45 PM. So the next time your on the treadmill for 20 minutes or riding the stationary bike for 40 minutes and you start getting a little tired and want to stop. Please, remember this story and I hope I encourage you to keep going.

I live to race another day.

Frank

The 10k that whipped Frank Cardia

The Ghosts and Goblins 10K in Wanaque.

Doing this race was probably one of the dumbest things I’ve done throughout all my racing and training.

I had torn my ankle out playing basketball on Oct 6th, about 3 weeks prior. Actually, I had what was called a Lisbane fracture. When I tell you that my foot swelled up like a football and it was not only black and blue, but it was more like a deep deep purple. I had never in 33 years ever seen anthing quite as disturbing to look at. The bruises went from the my tip of my toes to the middle of my calf.

I really wasn’t able to walk much of October, and obviously did no training at all. A bunch of my buddies were already doing the race so game day I made a decision.

I figured that I would just wrap it tight in an Ace bandage and I should be good. DUMB!

This race set me back like 3 months. I was not able to really get out and start putting the mileage back on my legs for quite some time. You live and learn but…

I live to race another day!

Frank