The Brown Banana

Don't wait for the perfect set of circumstances; create them.

Have you ever tried eating a brown banana?

Tastes about as great as it sounds…

It typically takes 3-5 days for that ripe piece of fruit to start to turn on you.

First it begins to get soft, then it gets mushy and begins to decompose on your kitchen counter. Eventually you feel compelled to throw it out.

One of my first Sales Managers would often use this analogy with me and the front-line sales team when discussing new prospective clients.

Our business model was predicated around proactively building interest with our prospects through information seminars.

Salespeople that followed up the day after the seminar consistently outperformed those who waited 1-3 days. Those who waited longer did even poorer still.

Some even waited so long that they convinced themselves that the prospects weren’t interested anymore.

Are you kidding me… those guys/gals didn’t last.

I remember some of the salespeople didn’t want to seem to “eager” to follow up with prospects... or even worse, they thought that the prospects would call them.

The exact opposite was true for the top producers. They couldn’t wait to service the people who showed interest.

They were keenly aware that they needed to reconnect with attendees. Anything short of timely communication was considered rude. Whether it was a small client or a potential “whale”. An attendee who wasn’t communicated with was a wasted opportunity.

This example applies to all aspects of business. It is a powerful mindset that is present in all top producers I’ve met, regardless of industry.

It’s been over a decade since being introduced to the “brown banana” concept and I implement it in all my ventures to this day.

To Your Success,

Marcin has been instrumental in building several businesses including commercial & multi family real estate investment partnerships, a consulting practice and a smart home security business serving customers nationwide. Marcin has secured over $100MM in growth capital for various businesses and has collectively spoken in front of thousands of entrepreneurs, business owners, investors and those just starting to explore living life on their own terms. Outside the office Marcin can be found at the gym lifting heavy things, skiing or on the road zipping along on an extended bicycle ride.

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