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Pending Business: Habits

| March 8, 2021

By Steve Lapa
Lapcom Communication Corp


PALM BEACH GARDENS, Fla. — I am a fan of the thousands of interviews, articles, and self-help books that share somewhere between five and 50 habits or traits of successful people. After many hours of comparison, the habits or traits seem to become more and more universal: exercise, meditate, eat right, stay organized, have specific goals, keep positive, never stop learning, don’t respond to email right after you wake up, and many more.

There is something to be learned from these and the many other habits or traits of successful people. What stands out to me is the simplicity.

Let me share three habits I developed with top-level performers in sales that are rarely practiced today. And I have no idea how or why this stopped.

  • Send thank you notes — I mean real, physical Thank You notes, not emails. The impact is so positive and long lasting, you feel a difference in your business relationship. If you worked for Westwood One during the time we did the Bob & Tom Show, you know the feeling.
  • Manage and file your losses — We all celebrate the wins, yet we rarely do a deep dive into why we lost and how to do better next time. Sometimes the way you manage a loss makes the next opportunity a winner.
  • Smile when you dial — Managing high-performance sales teams was one of my favorite jobs. Although COVID may change the way we work, the concept still works. I made it a habit to walk around the sales floor several times a day and try to get those high achievers smiling as they connected with clients. You could hear the difference in their voices, the lift in attitude and the results in performance.

There is a lot to be learned from the success patterns of high achievers. Some of these traits or habits are trendy others stand the test of time. I try and keep the ones that work for me at the top of — yes, my To-Do list. Hope you will too. Happy Selling!

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL.  Lapcom is a media sales, marketing, and development consultancy.  Contact Steve Lapa via email at:

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Category: Sales