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ENS on Sales is Rick's free weekly tip for Media Reps and Managers. We provide short, useful advice every week to help guide media reps and managers to become better at what they do. Many managers tell us they find the tips as useful topics for sales training, and media reps find some of the topics useful as client leave-behinds. We address topics such as:
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Ever notice how some people seem to have a horseshoe welded to their hip? Everything just seems to fall their way. Clients love them. Deals appear out of nowhere. The timing’s always perfect.
Meanwhile, others can’t catch a break – no matter how hard they try. Some people are soooooo lucky! Here’s the truth: luck isn’t random. It’s responsive.
Energy Is the Invitation
You can feel it the second some people walk in the room.
They’re irritated, negative, or just plain tired of life. They complain, gossip, or blame everyone else for their problems.
And you can feel the opposite, too. The ones who walk in with a grin, bring good energy, and make everyone’s day a little lighter.
Guess which group opportunity prefers?
Your attitude is either a “Welcome” sign or a “Closed” sign for good things. Energy is contagious – and most people only want to catch the good kind.
When you focus on what’s working, more things start working. It’s not magic – it’s mindset. Gratitude tunes your brain to notice solutions instead of problems.
The person who’s thankful for every meeting, every renewal, even every tough “no,” gives off a signal that says, “I’m open for business.”
That openness invites chance encounters, referrals, and “lucky breaks” that don’t feel so random anymore.
Positive energy and gratitude attract opportunity – but hard work is what lets you catch it.
The universe rewards motion. Every call you make, every idea you bring, every door you walk through increases your odds of “luck.”
Hard work multiplies luck because it puts you in more places, with more people, more often. That’s not coincidence – that’s math.
Thomas Jefferson said it best:
“I’m a great believer in luck, and I find the harder I work, the more I have of it.”
Luck, it turns out, is where preparation meets good energy. You can’t predict it, but you can absolutely control the conditions that make it possible.
If you want to control luck: Create it.
Bring better energy. Practice gratitude. Work your tail off.
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