During my lifetime, I have gained and lost over 700 pounds. I used to be morbidly obese, once tipping the scale at 260 plus pounds. No big surprise. According to the CDC, four out of five African American women are either overweight or obese. For more than four decades, I was a card-carrying member of that out-of-control sorority. And for more than a decade, I worked in public media—serving seven years as Director of Corporate Underwriting for Public Radio WEAA in Baltimore and four years as a Senior Account Executive at Maryland Public Television. A few years ago, I lost 60 pounds, kept it off, and launched a BRAND-NEW chapter in my life. Now I show overweight, overworked, overstressed, perimenopausal, menopausal, post-menopausal women—like I used to be—and anyone else who is over it how to quiet the battle between mind, body, and food. What the heck does this have to do with underwriting sales? Keep reading.
BRAND-NEW thoughts about food or anything, even underwriting sales, lead to BRAND-NEW behaviors— and outcomes. Here, I unpack the eight-step strategy I used to achieve and teach weight loss mastery. My program mirrors the actual letters in BRAND-NEW. Upon reflection, I recognized these as the same steps I followed throughout my 40-year career in sales—a career that has generated more than $75,000,000 in revenue.
B: Begin and Believe
Converting a $5,000 sponsor into a $50,000 partner (hint: $50,000 doesn’t have to come from one client) begins with imagining all that could be involved in getting there. If you want a BRAND-NEW and improved relationship with a client, you must first believe a better relationship is even possible. This is where you begin to write a BRAND-NEW story positioning yourself to provide maximum value to your clients. When you “begin with the end in mind,” you immediately start to think differently, ask different questions, and believe in BRAND-NEW outcomes.