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“See Ya on the Field” by Brian Beneduce
  ...an excerpt from Brian's upcoming book

I am in New York…Manhattan to be exact. I have 4 months of selling under my belt. I drive past then, the corporate headquarters of one of the largest retail stores in the country. No appointment, there is no way I am going in. They won’t even LET me in. No way…see ya. Then I say to myself, “if don’t go in there I will never forgive myself”. When am I really ever going to make an appointment to go in there? NEVER! So, I park my car; take the elevator up to the 32nd floor where the head of the largest purchasing dept. resides. Elevator opens up. (I exhale and try and stop my heart from palpitating because I HATE elevators). I am nervous; I can’t even feel my legs! I slowly move to the front the desk where the receptionist is. I hand her my card and say, “I know there is no chance of me getting in to see someone, but I wanted to make the trial run to get my nervousness out of the way”. “This way, in 3 years when I might be able to see someone, I hopefully feel a little bit better”. “Thank you for you time”.

As I turned around to leave, the lady said, “Mr. Beneduce, if you can wait for 10 minutes I will have someone see you”. “There is no reason why you should go all the way back to Rhode Island and come back”. I said, “Are you sure?” For what seemed like an eternity, 15 minutes later, a gentleman came through the doors. He introduced himself to me and I went in.

That was over 20 years ago! I am very happy to write we are still dealing with the same company…and ALL of their affiliates. Apparently, I reminded the secretary of her son and she was tired of hearing all of three same “sales pitches”.

This was really, one of the very first and valuable lessons learned about many “things”. To me, the most important is the fortitude, or “sense of urgency” for that moment of decision, to overcome fear and “will” yourself to do it! In business, as well as coaching anyone at any age, you will never get a chance to be whatever age you are at right now! IFT trained me to “live in the moment” and to work WITH the fear. Not to eliminate fear. It was frightening to think about, if I gave into my anxieties how I never would have built a relationship that is ongoing to this day. But more importantly, it was another lesson in growth!

At first I was satisfied with all the phone consultations. Then at the advise of Brian we met for a 3-hour workshop. WOW! He definitely is on to something here. I scheduled 1 per month with my whole staff. Why should I hire more people. Brian has shown us how to increase our profits with what we are presently doing. He truly is phenomenal at what he does. THANKS! Kee work.
- Dave Hanson