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  • Category Archives Motivation
  • Goal Setting

    Guest Post By: Brent Widman

    I was speaking at an event the other day and asked,  “How many of you set goals?”  Of the 25 people there I saw about 4 hands go up.  I then asked, “How many of you take time at the beginning of the day, week, month or year to set goals?” “How many of you tell people about those goals? Do you post your goals and do others know what they are?”

    I didn’t see one single hand go up.  I thought to myself, here we go!

    Slovenia High Resolution Goal Concept

    The reason I tell you this is because it can be the one single thing that helps drive your business.  When you know what your goals are each and every day, when we review these goals each day, you realize what you need to do to get there.

    Here’s where we start:

    1. Write down your goals. It can be 1, it can be 10. I don’t care; write them down.
    2. Post them somewhere. On your wall, your fridge, in your office, on your door, as a screen saver, on your phone. Post them everywhere.
    3. Tell people about them. The reason you don’t is because you don’t want to be held accountable. The reason you will is because you want to be held accountable!
    4. Take the time to do it. Take 10 minutes. You can take 10 minutes per day. The first day is to write them, after the take that 10 minutes to review them. It’s worth it.
    5. Know the activity you need to do to hit them. Set a time period you want them done by. You can control your activity every day.

    Goal setting is one of the easiest and toughest things you can do. It’s easy because we can write down whatever we want to. Goal setting is about conviction. If you are truly convicted in what you want to do, what you want to hit, you will go out and do whatever you can to make that happen.  The tough part, you now have that hanging over your head!  You have now told people. YES! Now we are talking. Now you have to do everything it takes to hit those things.  Go get it!

    There are three things that will factor into your goal setting, how you stick to it, and why you do it.

    1. You can control this every day. Have that Positive Mental Attitude!  Enjoy it, this is supposed to be fun. Not overwhelming.
    2. This is Physical, Mental, Social, Family, Career. All those things that go into life. Enjoy it all and be grounded. Do it for the right reasons.
    3. Get a coach, mentor, tell people. Have someone hold you accountable to your goals.  Without that, you are just floating.

    Now, take all of this and set them bigger. Those goals that when you tell people it makes you a little uncomfortable. It makes them think how the heck are you going to accomplish all of that. Don’t listen to naysayers. When you want it, you will do it.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Don’t just work hard. Do the hard work.

    Guest Post By: Rory Vaden

    hardwork-1-560x294Working hard is not the key to success; it’s merely the price of admission. 

    Hard work alone isn’t enough to bring you everything you want. 

    Because if you’re working hard at the wrong things then they won’t take you to where you want to go. 

    You have to work hard at the right things if you want to achieve your desired destination. 

    Which introduces a second element to the equation. 

    Because not only do you have to work hard, you also have to work hard at the right things. 

    So what are the right things?

     Actually, it’s usually pretty simple to identify them. 

    Typically the right things, the best things, the most significant things you can do to achieve your goal are often the things you know need to be done but you most don’t want to do. 

    They are the things that nobody likes to do. 

    If you’re trying to build muscle, it means doing pull ups or leg day. 

    If you’re trying to lose weight, it means cutting your alcohol, carbs, or sugar intake. 

    If you’re in sales, it is prospecting. 

    If you’re trying to get out of debt, it’s making and following a budget.  

    In other words, it’s not enough to just work hard.  

    You have to do the hard work. 

    You have to do the things you don’t want to do. 

    You have to do the things that other people aren’t willing to do. 

    You have to do the things that you know are good for you, but they are hard. 

    You don’t do them because the goal is to make life as hard as possible. 

    Quite the contrary, you do them because they ultimately make life easier.

    But that path is predicated on the unpopular truth that the shortest most guaranteed path to a more productive life is to do the hardest parts of things as soon as possible!

    You don’t just work hard. You do the hard work. 

    And if you that… 

    If you work hard…

    And you also do the hard work…

    Then you will start to find that eventually, things get easier and easier. 


  • The More I Train

    Guest Post By: Gary Michels

    In almost everything in life, if you are going to “Turn It Up a Notch” and strive to be above average, you are going to have to train to improve yourself. Some people call it practice, others call it drilling it into your head, and even others may call it rehearsing. To me, it all boils down to the same thing- you are in TRAINING.  You are working to improve yourself and reach the pinnacle of success you are looking for. I once read that in order for one to be a true expert at something, one must spend at least 10,000 hours learning, practicing, and training on that subject. I am not sure if that number and/or fact is true or not, it certainly is a huge feat to accomplish.

    In the game of business and sales, I always suggest that everyone spends a minimum of 30 minutes a day educating themselves.  This breaks down to spending approximately 15 minutes on motivation and 15 minutes on technique. Mathematically, this works out to be a minimum of 10 hours a month and 120 hours a year of bettering yourself.  That is something we all need to be working towards.

    When I want to excel at something, I “PDR” (Practice, Drill, Rehearse) like crazy. If you are driven to be at the top of your game, or just want to improve upon where you are, you must embrace the training concept.  You need to be willing to put up with the pain it takes to train. You must be willing to “PDR” until you have your presentation or information down cold.   Otherwise, you will experience the pain of regret when you do not reach the goals you set for yourself. Training breeds confidence and preparedness- the exact opposite of fear and mediocrity. The words below speak for themselves.

    The more I train…The quicker I get

    The quicker I get…The slower they seem

    The slower they seem…The easier the game

    The easier the game…The greater my threat

    The greater my threat…The more attention I draw

    The more attention I draw…The tighter they play me

    The tighter they play me…THE MORE I TRAIN!

     

    Be excited and enthusiastic about training. Don’t look at it as if it is a burden. The benefits derived from the time and energy you invest in training far outweigh the hassles. Training will make you successful.  You must stick with it and continue to try and better yourself.  Your results will speak for themselves. What type of training can you undertake this week to make you more productive and successful?

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Finding Purpose In Your Company

    Guest Post By: Emmie Brown

    At the end of 2008 our company was in the third year of its business. It was a very difficult year. We were running our company at a huge deficit and we almost closed the doors. In January of 2009, as a company of 10 people, 8 of us got together for this meeting and asked ourselves these questions:

    Screen Shot 2017-03-14 at 2.19.35 PM

     “Who are we?”

    “What do we want?”

    “What do we believe in?”

    “What do we stand for?”

    We got clear as a company on our values. We came to the realization that purpose precedes performance.

    If you or your team are not performing like you want them to be, if you have renegades, if you have low performance and bad attitudes, it’s most often the lack of vision. It’s the lack of clarity around your values and what you stand for as a company.

    As a leader, you have to help your people get really clear on what they must believe to be part of your organization. You have to be clear on the company values and non-negotiable beliefs.

    Ask yourself, “What do I stand for?” “What do we stand for as a company?” Find out what is nonnegotiable.

    Figure out the ways of behaving, the things that you believe in, that no matter what, you will all need to rally around. If you get clear and promote this in a very consistent way, and repeat it so it’s owned, you’ll get people marching in the same direction.

    People will start changing their behaviors because they have gotten clear on their beliefs! And if they don’t, they will eject themselves from the culture.  You’ll have a culture that is very much stronger with the performance and results that you want. 

    It is so important to find your purpose to perform your best. Has this been something you recently discovered, or even need help unfolding? I want to know! 

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.


  • Unconditional Confidence

    Guest Post By: Dustin Hillis

    Do you believe confidence is something you are born with or not? At Southwestern Consulting, we found that confidence can be developed and strengthened through awareness and training. There are 3 Types of Confidence. We all have experienced all 3 types in some form or fashion in various ways. Our goal is to progress through the 3 types of confidence quickly and end up with Unconditional Confidence in every area of our lives.

    confidence

    The 3 Types of Confidences: False Confidence, Conditional Confidence, and Unconditional Confidence.
    False Confidence is saying you can do something, but deep down inside you think there is no way you can actually do the task. It is fake self-talk. A good example is someone whose group of friends talks and acts as though they were superman or superwoman, but when put into an unfamiliar selling situation, they change from superman to super-scared. False confidence comes from F.E.A.R. which is False Evidence Appearing Real. Sometimes we all have false confidence and “fake it until we make it”. However, we all want to move out of false confidence as quickly as possible.
    Conditional Confidence is why a sales job can be frustrating and emotional. Why do you think that selling can be frustrating and emotional? It’s because we develop conditional confidence and attach our self-worth to results (aka whether or not we make a sale). Many people have made one, two, or three sales in a row and their confidence goes way up. Then they go a day, a week, or a month with no sales and their confidence bottoms out. Conditional Confidence hits peaks and valleys like a roller coaster. This confidence is conditional on the outcome or result.
    Unconditional Confidence is the most important type of confidence. It separates all top producers from average. Top Producers who strive for unconditional confidence have that something special—charisma, swagger, or mojo. How do you develop Unconditional Confidence? Unconditional confidence is based on your beliefs and habits. To develop unconditional confidence, you need to know that you do have innate skills and that your momentum comes from your work habits. Every day you can gain more confidence by focusing on the habits that are within your control.

    There are 3 key areas that anyone can control every day:

    Your attitude, self-talk, and energy level. No one can control your attitude besides you. Knowing and believing you are created for a purpose and having positive self-talk is the most important area of focus in anyone’s life. Your energy level is a choice. Your attitude is a choice.
    Your schedule and time management. You determine what time you go to sleep, when you wake up, what time you make your first prospecting call, what time you make your last prospecting call, if you’re going to work on the weekends, or not. You are in control of your time.
    Your activity. No one can force you to work. You have to decide to get as much done as possible with the time allowed. Break your day into goal periods and decide what you are going to do with your time every minute, every hour of every day. Elon Musk (CEO of Tesla, Space X, and Solar City) breaks his day down to 5-minute time blocks that are scheduled before he starts every day.
    The key to being unconditionally confident and having self-worth in business is to not attach your self-worth to how much you produce. Your gauge on whether or not you’re doing a good job is based on work habits – Activity, Attitude, and Schedule. That way at the end of the day, you look in the mirror and don’t ask yourself “did I sell anything today?” Instead, you will ask yourself, “Did I focus on controlling the controllable habits today and do my dead level best?” When you are growing and improving every day in your beliefs and habits, you are creating Unconditional Confidence.

    A good positive affirmation to use when forming unconditional confidence is saying to yourself every day when you look into the mirror:
    “I do not expect success all the time, but due to the belief in my gifts and God-given abilities in addition to my knowledge and acquired skills, I can be fearless in the moment. In reality, self-worth has nothing to do with the outcome. So when the pressure comes, I cannot hesitate. Knowing sometimes I will do well and sometimes I won’t, regardless, I know failure is temporary and success will happen with perseverance.”

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr. Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • The Self Esteem Trap

    Guest Post By: Rory Vaden

    trap

    Results are important, but you are not your results.

    And there is a great risk in attaching your self-esteem to your results.

    The risk is that if you allow your self-esteem to be determined by the results you are experiencing, then it will always be volatile as it fluctuates with the inevitable ups and downs of life.

    It becomes a self-esteem trap because when results are coming in, you feel great about yourself. But when they are not, you feel terrible.

    Ultras performers don’t want that. They are much more interested in consistency. And they have the perspective of knowing there are good days and challenging days.

    Instead of allowing their confidence to ebb and flow, they have developed a different strategy than most people.

    They put their self-esteem into their work habits rather than their production.

    They derive their confidence from focusing on things they can control rather than the things they can’t.

    Results in most walks of life are things that we can influence, but they often aren’t things that are fully in our control.

    It’s not solely in our control as to who wins and who loses, who buys and who doesn’t, how certain things are valued, or the exact financial balance that is left at the end.

    You don’t want to have extreme highs and lows. You want steady, consistent, positive direction.

    In addition to volatility, the other weakness of having self-esteem tied to results is it causes us to under perform.

    Because when results are poor we often feel undeservedly bad. And it affects the confidence by which we work and thereby lowers the effectiveness of our work and the likelihood we will produce positive results.

    Similarly, when results are pouring in and we are “winning” we also need to be careful about feeling uncharacteristically proud of ourselves. Positive results can be a source of complacency for someone who has their self-esteem tied to their performance. Not to mention that sometimes results come in by way of luck, circumstance, or positive changes in the market rather than by way of our own efforts.

    The best baseline then is to put your self-esteem into your work habits rather than your results.

    You want to be a person who lays it all out on the line every day.

    You do your dead level best regardless of whether or not the results are coming in.

    You are consistently and dogmatically focused on doing what you know how to do and controlling what you can control.

    You know that the challenging days are just a part of the journey to great performance and that the great days are fleeting and that they both come and go.

    But you have faith, and trust, and confidence that if you do your best, and you focus on simply putting in the work over and over each day, then over time you will win.

     

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.  Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • 3 Steps to the Art of Growth

    Guest Post By: Dave Brown

    Screenshot 2017-01-31 09.33.16

    Let me fill you in on something that has been life changing. Most of you know my background with selling door-to-door with Southwestern, now hitting the phones with Southwestern Consulting. Well, at one point things got stagnate. I wasn’t sure what was going on, and I felt like nothing was moving forward. Have you ever been there? Are you at that point where some things are just falling apart?

    I have the solution for you. IDP.

    Identify.

    Duplicate.

    Perfect.

    You are in control of how great you become, and how great you get at prospecting… or anything.  This is a process, a simple system, that allows you to keep getting better and growing every single day.

    First step: Identify

    Each one on you has done great things and accomplished a lot in your life. Personal or professional, you have had some success. Let’s remember that time. Take yourself back there, and where you were mentally. Think back to when you had your best day ever. What did you do that day? How did you sound? What did you wear? What were you saying to yourself that day? Take yourself back to that place and think through those things when you were at the top of your game and make a list. Remember how people treated you and what they said to you. Write down how you were feeling, and just what was going on. This will be your first step.

    Second step: Duplicate

    Pretty simple. Every Sunday I have IDP time to recap the week and think about every great thing I did the week prior, so on Monday, I can duplicate those actions. I can repeat what it was about the week before that made a positive impact, and carry it on to the next week. Maybe you just start smiling at everyone. That is something you can repeat while helping yourself and others. Consciously be aware of the things that make you feel accomplished so you can continue doing those things. You will naturally start duplicating these things, which will lead you to the last step.

    Final step: Perfect

    Perfect what you know works. Perfect those processes and systems. You become amazing at calling people and prospecting. You grow and get better while you’re out serving others and changing people’s live through what you do. This is the perfection process.

    It starts with identifying, then you duplicate, then you perfect the great you that you are. Where I am at today, and the things that I have accomplished and keep doing, come from IDP. I continue to take these steps and great things unfold. You can do it too!

    Prospecting mastery is a habit and can be achieved by anyone dedicated to working a system better than anyone else ever has. Go out, get your habits and identify, duplicate, and perfect the best you! Go get it today!

    What is something you have done that you are so proud of, and continue to do? What have you perfected because you identified and duplicated it? Let me know! Tweet me @davebrown_swc or message me on LinkedIn. Let’s connect and grow together!  

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Whether You Believe It or Not, It’s Probably True

    Guest Post By: Amanda Johns Vaden

     

    “Whether You Believe It or Not, It’s Probably True.” That’s actually one of my very favorite quotes because I actually do believe that.

    true

    What I have found in my own personal life is that when I believe I can do something, I typically find a way. If I don’t really believe that something can happen, I rationalize my way out of trying to make it work.

    Have you ever done the same thing?

    Here’s the biggest question for this week’s blog:

    What do you believe that is actually possible in your life?

    Now that’s a really big and somewhat vague question because it could be personal, professional, or about your fitness life. It could even be about your financial life, your career, or your relationships. But the question remains the same.

    What do you believe in your life that you actually think can come true?

    That’s what I want to pause and think about this week.

    It’s Sunday night and I’m actually driving to a study with some of my girlfriends. As I sit and think about that question to myself, one of the things I notice that happens quite often is I immediately go to the realistic.

    I immediately go to things that are already in motion. I already think, “What are things that already have a track to run on and what do I just need to finish?” I wonder about the things that seem possible.

    I rarely think about the things that seem impossible. What are the things that could happen with a little creativity and ingenuity? Who are the people in my life who could help me make impossible things possible?

    Regardless of where you are and what, you believe on this stance here’s one thing I know to be true:

    Mind really does overcome matter.  

    If you believe something, more than likely you can find a way to make that become a reality.

    I also believe the opposite. If you don’t believe something is possible, you’ll never give it enough attention, effort, or resources for it to even become a glimmer of hope in your imagination.

    As you read this blog this week, I hope it helps you challenge your thinking with one thing:

    What is potentially impossible that actually could be possible with a little creativity, a little willpower, and the right people coming together to help you?

     

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow-Up.

    To visit Amanda Johns Vaden’s website, click here.


  • The Secret of Being Enthusiastic

    Guest Post By: Dave Brown

    enthus

    In 6th grade I did my first ever speech competition. I did it because of Mrs. Bridges. She signed me up, without me knowing, and said, “Dave, you’re going to be phenomenal at it.”

    The speech I was doing was titled, “How The Camel Got It’s Hump.” I remember it was my first year in middle school down in Texas and I was competing with 7th and 8th graders who had already done this. I was scared! But Mrs. Bridges told me I had a “secret.” She was sure I was going to beat them with that secret.  She was going to teach me how to have enthusiasm.

    She knew that if I showed the energy and my enthusiastic nature I would catch the judges and win first place. So, that is what I will talk to you about today, because I still use that each day!

    Enthusiasm is contagious. It makes the improbable, probable. Do you think I won that speech competition?!

    WELL OF COURSE I DID!!! I took a first place win as a 6th grader, and the first one at that age level to do so!

    I used what Mrs. Bridges taught me from there and it stuck with me. I got into sports and every chance I had, I was getting my team powered up! I had better experiences and let that carry throughout my college career as an athlete. It’s so important!

    It’s also so important in the sales environment. People pick up on it! Whenever you have enthusiasm in place, you can do anything!

    Here is something I keep on me from Frank Bettger’s book, “How I Raised Myself from Failure to Success in Selling.”

    “Force yourself to act enthusiastic, and you will become enthusiastic. Make a high and holy resolve that you will double the amount of enthusiasm you have put out in your life and in your work. If you carry out that resolve you will probably double your income and double your happiness.”

    Your prospects will catch your enthusiasm! Show it, put it out there! Tell me about your scenarios and how you’ve seen a difference in your work and life by using this secret. Tweet me @davebrown_swc, comment here, or connect on LinkedIn.

    GO OUT THERE AND BE AWESOME YA’LL … (in my most enthusiastic voice!)

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • The Two Biggest Scheduling Mistakes That Ruin Productivity – Part 1

    Guest Post By: Kitty BarrowThe-Two-Biggest-Scheduling-Mistakes-That-Ruin-Productivity-Part-1

    Today I was working with an amazing coaching client who is a 23-year veteran salesman and sales leader. This client is in the top 10 in the world when it comes to personal and team production, but lately, he hasn’t had the time to make his prospecting dials. He mentioned he has been spending a lot of time working on his leadership skills and his team and every time he does this, his sales seem to suffer. This is a common complaint of Producing Sales Managers, isn’t it?

    My client had plenty of hours of ‘dial time’ written in the schedule that he preplanned, so I was curious why ‘dial time’ wasn’t happening.

    He also admitted that as different things came across his desk he would stop what he was doing to focus on those things, letting them distract him.

    After truly analyzing his schedule, I noticed two mistakes that many coaching clients make that can throw off our schedule, cause a lot of stress, and ruin our productivity if not corrected.

    What’s crazy is these two things are SO SIMPLE to correct, yet so EASY to forget.

    The solutions for these mistakes are simple, but I can’t stress enough how easy it is to overlook them. So, I am going to give each mistake its due diligence. We will only be covering the first mistake in this blog post, and I will share the second mistake in a later post.

    The first mistake my client was making is that his schedule wasn’t ‘real’.

    This happens often with people. They plan out their week so that it looks ‘perfect’ but there is little to no room for reality. There are always unforeseeable things that will happen during the week, but some things are often just missing from schedules. Things like:

    Drive time

    Many of my clients must be Star Trek fans and have a relationship with Scottie.

    Email time

    It’s always fun to pretend that we never have to answer emails.

    Emergencies

    Unless you sell pacemakers, there aren’t too many TRUE emergencies in business that can’t wait at least 2 hours to be handled. We all like to live in a dream world where everyone else in the office always solves their own problems and never need to come to us for help, that dream world has yet to exist.

    Paperwork

    While we should be delegating as much as possible to another personality type who really loves to do paperwork, we can’t pretend that we will never need to do any paperwork yet so many of my clients never have time built in their schedule for this.

    If you are planning out your schedule every week but you find yourself consistently unable to follow it, then it is time to really analyze your schedule. Compare your actual work week to your schedule and look for things that are throwing you off-schedule. Once you have located those troublesome tasks you need to plan for it in your next week’s schedule or you need to ‘eliminate, automate or delegate’* it to someone else. (*verbiage from Rory Vaden’s book, ‘Procrastinate on Purpose’)

    See, a simple fix. You have to make sure you are accounting for those maintenance tasks that are so essential to keeping all the wheels turning, without sacrificing the crucial production time. Planning for these tasks will allow your production to be free from distractions which in turn makes for a very productive day.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate