MIKE'd UP MARCHEV | Travmarket Media Network

Speaking to groups is an ideal way to position yourself as the "go-to" resource. The truth is that most people shy away from speaking too groups. This is a huge error as far as I am concerned. In this episode, I will share a few tips that I feel will help you the next time you are given the opportunity to share your information with a crowd.See omnystudio.com/listener for privacy information.

In Part Three of Improving your communication skills, Miike will be focusing on the written word. It is important to remember that a written document is interpreted based on the mood of the reader and not that of the writer. In this podcast, Mike will address nine salient points to keep in mind when communicating via the written word.See omnystudio.com/listener for privacy information.

The simple act of speaking, or talking, does not automatically infer that your message is being received and internalized. Although it is easy to poo-poo the steps involved in effective communication, I feel it is important to review some of the basics now and then. Not knowing you personally, I am betting that you can benefit from today's reminders. You be the judge.See omnystudio.com/listener for privacy information.

This episode shares one of Mike's recordings from the past. He references Covid but the underlying message is as valid today as it ever was. Take a listen to a "Golden Oldie."See omnystudio.com/listener for privacy information.

A common problem that we all must come to terms with involves daily communication. We we think we are saying may not be what people are hearing. This is the first of four episodes focusing on communication reminders. Today refers to face-to-face encounters. Future episodes will include the telephone, the written word and speaking in public. You will quickly notice that Mike's voice in this episode sounds a bit froggy due to a nagging cough which is taking all too long to shake. There just might be something to this age thing. LOLSee omnystudio.com/listener for privacy information.

We all exhibit the human tendency to think of the worse case scenario when we venture into the unknown. Today's message uses a car jack (tool) as an example of why it does not always make sense to talk ourselves into a tizzy before it is time to do so. I believe today's message will hit a nerve with all my listeners. I know it hit one of my nerves.See omnystudio.com/listener for privacy information.

Mike opens this week's episode with a twist as he played a tune on his piano. The underlying message here is how practice results in muscle memory when administered properly. Take a listen, and be kind with your comments. LOLSee omnystudio.com/listener for privacy information.

This week I came across a CD program I once recorded for Vacation.com. They have since joined Travel Leaders but a few years back I teamed with the Hertz Corporation and delivered a quarterly audio newsletter. This particular recording featured an interview with industry specialist Bob Abrahms who shared his thoughts and importance of maintaining a sound business relationship with preferred suppliers. The information was good a few years back and it is just as sound today.See omnystudio.com/listener for privacy information.

I received a phone call from a former client who was seeking advice now that he found himself floundering without full-time employment. Being on the downside of the curve, employment wise, I feel bad for men and women who have a job on Friday and find themselves unemployed on Monday. This gentleman was open to any advice I might have for him. I gave him my best suggestion given the current state of affairs. I knew it would be easier said than done. But if one word sums up my opinion it would be VISIBILITY.See omnystudio.com/listener for privacy information.

It happened to me again this week. Not once. Not twice. But three times. A name popped into my head and I decided to contact that person, but I failed to act. You guessed it. They contacted me which resulted in the same lame response. "I was just thinking about you and you were on my lis to call." I don't know how these things work, but I believe the brain has powers similar to the cell phone. No wires.... but a true connection just the same. Bottom Line: If you think of someone, call them.See omnystudio.com/listener for privacy information.

In Part Four of my unscripted interview with Stuart Cohen, we will be discussing the importance of focus and how this skill alone will help us get to where we want to go. Stuart will give us his thoughts on selecting a single category, or niche, to help build our reputation in the marketplace for being the go-to resource. We will wrap this session up by sharing our mistakes we made early in our entrepreneurial careers See omnystudio.com/listener for privacy information.

And the beat goes on. In Part Three of my interview with Stuart Cohen we will be touching on Instagram, Zoom Meetings, Public Speaking, Asking the right questions, and the importance of stepping outside your comfort zone. You are going to like this one.See omnystudio.com/listener for privacy information.

Stuart and I have more topics to discuss in Part Two of the Five-Part Series. In this episode we will touch on community involvement, positioning yourself as a specialist, the logic behind giving before you get, article publishing, document distribution and last but not least, Artificial Intelligence. Fasten your seat belt and get ready to take some notes.See omnystudio.com/listener for privacy information.

Stuart and I always manage to have fun, thought-provoking and impactful conversations on the telephone. For the next few weeks you can eavesdrop on a recent call which covered a myriad of topics. Today, we will touch on the importance of choosing the right niche along with "seeding," or the practice of giving before you get. Becoming a magnetic attraction is a worthy goal. Here is Part One of my discussion with Stuart Cohen.See omnystudio.com/listener for privacy information.

Although asking for referrals may sound like a smart way to stimulate new business activity, you will find that asking for an introduction eliminates all of the stress stemming from this activity. Bottom Line: Stop asking others to do your work for you and simply request a personal invitation. You will "carry the ball "from that point on without jeopardizing any relationships along the way.See omnystudio.com/listener for privacy information.

Let's not get caught up in the numbers game that suggested that the more mud we throw against the wall, the more of it will stick. It is time we focus intently on the quality of our next prospect. Today's episode will make this abundantly clear by sharing an example of a travel agent located in Colorado.See omnystudio.com/listener for privacy information.

Kicking off 2025 with a reminder that may just be the most important reminder of the year. From today on, focus on your eye contact and eliminate as much as you can "eye-dart." You may think you already do this to your total satisfaction. I'm here to tell you that you probably do not. The challenge as we begin another year is to look people in the eye when you are speaking with them. See omnystudio.com/listener for privacy information.

It is amazing how a simple act of kindness can mean so much to others. In this last episode of the year 2024 I was reminded once again how a simple phone call can make such a huge difference in our relationships. This episode is self-explanatory. Take a listen before making 2025 the absolute best year of both your personal and professional life.See omnystudio.com/listener for privacy information.

When trouble hits, as it will inevitably do, the fight or flight instinct will kick in. Regardless whether it is your fault or not, here lies an opportunity for you to show the world how valuable a relationship with you actually is. "I had nothing to do with that," and "It wasn't my fault and therefore not my concern," are the knee jerk responses of so-called service providers who just "don't get it." Think of yourself as a lifeguard, or foreperson before turning your back on "opportunity." Take a listen and begin considering all new challenges as a ticket to move to the front row.See omnystudio.com/listener for privacy information.

This is just one area of the book by Matt Oechsli titled The Art of Selling to the Affluent that caught my attention. I feel these twelve postulates are worth sharing with you today. I also found that selling to the wealthy (whatever wealth means to you) is not much different than treating everybody in the fashion they deserve.See omnystudio.com/listener for privacy information.

Today's program reminds us how important it is to schedule the launch of a new idea, project and/or new product utilizing a consistent promotion. This will prevent you from shooting yourself in the foot by unraveling an unplanned "data-dump." Mike features his new Bookstore as an example of a timed product release. Take a listen.See omnystudio.com/listener for privacy information.

Today's episode focus on an important reminder when attempting to establish an initial relationship with a new acquaintance. The normal tendency is to latch onto a subject matter that you feel comfortable with, and then adding your personal experiences, feelings, and or opinions on that particular topic. This has proven to be a mistake, time and time again. The secret to establishing likability, resulting in a future relationship, involves avoiding your stories, while focusing on theirs. Take a listen to today's episode and you will soon learn exactly what I'm talking about.      See omnystudio.com/listener for privacy information.

Today's episode deals with the first time you. eet a potential client. The secret is not to shoot yourself in the foot by talking too much. The sales professional's sure-fire motto is, "Get other people talking." It is good advice to replace your scripted "closing" techniques with a sincere "opening" approach.  To borrow from an almost best seller, titled Become The Exception, written by moi, it is time for serious travel professiomnals to "Become The Exception."See omnystudio.com/listener for privacy information.

In a book by Harry Beckwith titled The Invisible Touch I was recently reminded of a likly misinterpretation by many sellers of travel. The accept the excuse of expense rather than dive deeper into what really might have occurred. Price is often the excuse for the client you lost, but rarely the reason. Mr. Beckwith suggests that "we look deeper."See omnystudio.com/listener for privacy information.

Sometimes we find ourselves falling into the rut of familiarity. It can happen in business and it can happen in sporting events. And, it can happen to you. I hope today's message resonates and helps you avoid any unnecessary chagrin.See omnystudio.com/listener for privacy information.

There is a popular saying that goes something like this: "Been there ... done that." This implies that once is enough. But sometimes more than once satisfies the urge. In today's epiosode, Mike reminds us that do-overs, do-agains, "Play it again Same," just might be what the doctor ordered. Take a listen as Mike becomes fixated on his ninth European River Cruise. As he was heard saying recently, "Been there. Going again."  See omnystudio.com/listener for privacy information.

There are four primary myths that are responsible for thwarting a travel professional's progress. Today, I am going to address ther first one: Sales Is a Numbers Game. The truth of the matter is that sales more closely resembles a game of darts. Aim. Toss your effort toward a definite trategt. Maske the appropriate adjustments, before tossing again. Repeat until you hit the bulls eye. See omnystudio.com/listener for privacy information.

Years ago sales professionals were taught that if they made enough calls the sales would follow. In other words, if you threw enough mud against the wall, some of it is bound to stick. Although that philosophy might work now and then, (even a blind squirrel finds a nut now and then,) it is not the most prudent use of one's time. My suggestion: Pick a target and go get yourself known. If they appreciate honesty, knowledge, service and value, you soon will be adding to your client list.See omnystudio.com/listener for privacy information.

This week's "reminder" stems from a recent post from a disgruntled travel professional. I use the word "professional" loosely since I am suspect of his/her true colors. The bottom line to today's message is simple: "When the student is ready, the teacher appears."  Here is an aside to ask yourself. "If I feel my clients are wasting my time, am I charging enough for my time?" See omnystudio.com/listener for privacy information.

This week's message comes from recent reminders after viewing several specialists in the online program titled Master Class. After listening to the USA gymnast, Simone Biles in the famous fictional author, James Patterson I arrived at the fact, that excellence still comes from strict adherence to both the basics and fundamentals in just about every worthwhile endeaver. The good news is Mary will be at your competition is falling asleep at the wheel when it comes for them to do their due diligence. Listen first, if the opportunity is waiting for you to succeed beyond your wildest imagination.The ball is in your court.See omnystudio.com/listener for privacy information.

I recently was reminded of how self-absorbed we have become as a species. Then, as if a sign was sent from above, I was slapped back into a positive mind-set only to realize that there are plenty of good, fun, honest, respectful and courteous people who deserve our ongoing focus. I am resigned to allow the clowns in our world to continue their dance. For me, I will continue to opt for the good guys. See omnystudio.com/listener for privacy information.

 Be it summer or Winter Olympics, I love watching skilled athletes ply their trade in competitive situations with no guarantees after years of training. The Paris games recently came to a close and once again I was mesmerized by what I was watching as each event was telecast. As you might have guessed, I connected the goings on with you and the challenges you face in trying to "win" at your business. Maybe "win" is the wrong .word. Perhaps competing says it best. In any event, you may not be in the running to earn a medal in LA in four years, but you are in position to become a winner in the game you are currently playing ... the game of business. Olympic champions do not come by accident. Nor does success in the travel busioness. Olympic champiomns earn their medals. And you will earn yours.See omnystudio.com/listener for privacy information.

It takes time to build a reputation but only seconds to lose one. In a recent experi3nc3 I had with a car dealership, I was reminded how important it is not to raise concerns, or "red flags" as they are referred to. This week's episode serves as a good reminder that in order to succeed, you must be your A-game to work every day.See omnystudio.com/listener for privacy information.

Today's message stems from a recent experience Mike had with a car dealership. The bottom l;ine is to respond in a timely fashion or risk raising a "red flag" rsulting in a potentially negative outcome. Mike may sound a bit miffed in this episode because he is beginning to see (and witness) more od this shameful behavior. Fasten your seat belt. Hefre it comes. See omnystudio.com/listener for privacy information.

We often times get wrapped up in a particular project at the expense of thinking and planning on what will come next. In today's episode MIke shares this very error using a project he currently is involved in. His NEW "I'm Just Sayin" series of five booklets has consumed his attention at the cost of figuring out how he is going to distribute these gems to the paying public. As he does more often than, he finds himself paying attention to his suggestions and recommendations to others. There is a popular reminder that tells us, "If you want to learn something, teach it."See omnystudio.com/listener for privacy information.

Let's stop for a moment to reflect on the favorable aspects of the world we live in. It is the only game board we have and we are all active players. Play hard and enjoy the competition. Next, spend more time creating subject lines in your outgoing emails. They are the triggers that lead to "delete" or "read." Browse through your inbox and see for yourself how many lousy titles can be found in your incoming mail. Then, make it your business to become the exception.See omnystudio.com/listener for privacy information.

I just completed an eight week sales training session with a medical device sales team. On this comong Monday I will complete our time together with a quick review of a few major points. I thought it would be fun to share this session with you on this week's podcast. Let me know what you think.See omnystudio.com/listener for privacy information.

Today's episode shares a live experience from an opportunity that recently presented itself to me. I coupled a quick email with a link to a short video which explains my position and proposition. This is not an exercise in futility. You can adopt this very same practice regularly. Today's episode clearly endorses the popular saying, "Nothing ventured, nothing gained." Think about it.See omnystudio.com/listener for privacy information.

The lessons learned from watching the Olympics are plentiful. I love watching skilled athletes plying their trade with no guarantees. The winner in each event is just fractions better than the rest of the field. And so it is with your buisness. Identify the small things in every area where you can be just a skootch better.See omnystudio.com/listener for privacy information.

Today's episode of Mike'd Up Marchev deals with the Japanese phrase called Kaizen. Kaizen simply implies incremental improvement. I share with you today an idea I had to remind a sales team of the importanc of confidence along with the value of focusing on the small steps necessary for meaningful improvement. In my case I used a double-sided coin. I suggest you find your own trigger to remind yourself how valuable you really areSee omnystudio.com/listener for privacy information.

Casey Stengel said it best when he said that focused attention now will beat stress-filled action later. In this episode you will also be reminded that how you say something just may carry more weight than the words themselves. I think you will both enjoy and connect with this week's message.See omnystudio.com/listener for privacy information.

Last week while celebrating our 39th-year wedding anniversary  I was reminded of the power of names. As soon as I took the time to show the interest in learning our waiter's name, did I personally experience in immediate (and positive) change in attitude. As soon as Robert felt more comfortable with this couple celebrating an important event, the more relax he became and the more personable as well. The long and the short of this week's message is not to underestimate the power of using peoples names. If you currently are not good at remembering names, it is time that you get good. Robert was his name. Delightful service became his game.  And whern a waiter or waitress offers their name unsolicited, be sure to use it from that moment on,See omnystudio.com/listener for privacy information.

In this week's episode I will be remkinding you of the importsance of distancing yourself from the competition whenever the chance present itself. The two examples I will share with you today it involves writing to thank you notes for a single event and also repeating yourself using the word really twice when attempting to gain confidence from your next pro prospect II think this weeks episode well clearly explain what I'm trying to say  See omnystudio.com/listener for privacy information.

I recently spoke to a group of professional medical reps outside of Philadelphia. A weekly Zoom Sales Meeting captured many of the salient points covered during this presentation. I thought today it might be worthwhile to listen in on a few of my points. You be the judge.See omnystudio.com/listener for privacy information.

 You may have strong positive opinions on a particular destination or vacation package, but after all is said and done, it is your opinion. A better approach is to have others do the selling for you. Listen to today's podcast and you will see exactly how to do this.See omnystudio.com/listener for privacy information.

Today's episode reminds us of the importance of feeding our bodies consistently. I remind you that you are the differentiating factor in order for you to bring your a game throughout the day you must have the appropriate amount of fuel in your machine. I reference the best female athlete that I can think of, Paula Newbie Fraser and the day she did not heedf this sage advice. Bottom Line: Do not skip your fuel input even though you feel at the moment that it is not necessary. Think of it as filling the tank for use on demand later in the day.See omnystudio.com/listener for privacy information.

If sales was an Olympic event, would you be representing the United States come July in Paris? If not, why not? You don't throw the discus or run 100 meter dash but you do work your personal career day in and day out. This leads me to an obvious question. Why aren't you the best in your business? I understand that not everybody wants to be the best. But as long as you spend so much time doing the work that you do, doesn't it make sense to get a little better each and every day. I want you to think about what you can do every day to move from good to better.See omnystudio.com/listener for privacy information.

After some 45 years kicking around the sales arena I still have an appetitie to reach that next level in understanding and efficiency. Mike's lates investment was in a book titled AUDITION by Michael Shurtleff... recommended by famed actress Helen Mirren. Each time we find ourself face-to-face with a buyer we are smack-dab in the middle of an audition.  Question: What non-fiction book are YOU currently reading?See omnystudio.com/listener for privacy information.

Artificial Intelligence is fast becoming a fact to be reckoned with. The secret isw to use it to your best advantage when it comes to growing your buisness and maintaining a profitable client base. While preparing for an upcoming presentation, a sample of an AI generated sales letter was drafted, edited, tweaked and shared with this week's audience. The pivotal word in today's message is "edited."  See omnystudio.com/listener for privacy information.

In preparation for an upcoming presentation, I am rehearsing a few opening statements to garner audience attention. The topic I had in mind involves the upcoming Summer Olympics in Paris and the question I will be asking has a to do with the concept of commitment. The question I am going to ask to this group of sales professionals is "if selling was an Olympic sport, would you be good enough to represent United States in Paris?" That's the question I'm going to ask them, and that's the same question I'm going to ask you today. If selling travel was Olympic sport, would you be skillful enough at the present moment to represent the United States in Paris? If not, why not?See omnystudio.com/listener for privacy information.

Today's episode, I'm going to share with you my thoughts as they relate to two recent Facebook posts I happen to stumble across while working with a large travel group. The first agent one was asking advice on how to deal with an ornery client. The second agent in a seperate post was seeking input on how to compete with an entity  far larger than herself. Contrary to any competitive advice you might think I will soon be sharing, you may be surprised, about how I approached each of these common situations. Take a listen.See omnystudio.com/listener for privacy information.