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  • 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.


  • Is Your Auto-Pilot Programmed for Success? 

    Guest Post By: Jay Jones

    Have you ever wondered why we as human beings think and act the way that we do? Often times we unconsciously do things that we know are not in our best interest. We often say to ourselves, “If only I were more disciplined to do the things that I need to do…”  Unfortunately, most people do not realize that they are in subconscious auto-pilot mode most of the time.

    If you were about to fly a plane to New York and learned that the auto-pilot was programmed for the wrong destination, what would you do?  If you wanted to get to New York, you would only have 2 options.

    1. Manually fly the plane to New York the entire journey, or

    2. Reprogram the auto-pilot

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    Using this analogy and applying it to our lives we are better able to understand how we are to get to our goals and dreams in life.  We can either stay in a state of conscious awareness all of the time and always make conscious choices and decisions about everything that we do (extremely difficult to do) or we can take on the task of reprogramming our internal auto-pilot on a daily basis.  There are major benefits to becoming unconsciously competent in the areas important to our success in life.  Success is much easier when we are doing the right things without having to think about them all of the time.

    Understanding how your subconscious works:

    Everything that you have ever experienced through your 5 senses has been recorded into your subconscious mind.  Those experiences and your emotional responses to them throughout your life dictate your internal auto-pilot. They determine your fight or flight responses to everything you experience in the present.  Often we have programming that we do not even recognize that controls our motivations and desires.  To many people, the thought of having to overcome all of the negative thoughts and programming from the past seems very daunting.  Fortunately, the power of positive affirmations spoken aloud daily has more power over the subconscious in the present than most past memories.

    Writing new programming:

    It is exciting to know that no matter what you have been programmed to believe and therefore feel, you have the power to re-write that programming.  You have the power to change your future destination in life! The first step in this process is to decide what it is that you want to believe about yourself and your relationship to the world around you.  If you want to believe that you enjoy eating healthy and exercising, then you are going to have to affirm that every day if you want to eventually believe it.  If you want to be a person of tremendous faith, then you had better affirm that every day as well.  Whatever it is that you want to have, be or do, you must affirm it to yourself aloud daily.  You must also write your affirmations in the present tense.  Here are a few examples of positive affirmations:

    I feel happy, healthy and terrific!

    I have an amazing and abundant life!

    Every day I am growing more successful in everything that I do!

    I am loved and respected by others!

    I manage my time wisely and make time for all of the projects that I have committed myself to!

    I am passionate about serving others and being an example of success to everyone around me!

    I set big goals and I achieve them!

    I have 2 pages of personal affirmations on the wall by my desk that I read every morning during the week. I can speak from personal experience that without making a conscious decision about what I believe about myself, my thoughts would be slave to the world around me.  The time has come for you to take back control of your life and your thoughts from the world.  Decide what you want to believe, decide what you want to achieve and make the commitment for life to do the mental conditioning work to make it happen!

     

    Jay Jones is an expert in lead generation and business development. He has worked extensively in the mortgage, real estate, insurance, telecommunications, healthcare and financial services industries. Jay is a dynamic speaker and regularly speaks for company and industry events.


  • Resiliency

    Resilience sign with a desert backgroundGuest Post By: Gary Michels

    Oxford Dictionaries defines resiliency as, “the ability to recoil or spring back into shape after bending, stretching, or being compressed” Often resilience is defined as the capacity to withstand stress and catastrophe and Bounce Back Quickly (BBF), which I talk about often. Of course depending on what has happened in your life will determine how quickly you bounce back, however sitting in the gutter and having the PLOM Disease (Poor Little Old Me) rarely serves anybody well.

    Last evening I saw a short video about Chris Singleton who unfortunately lost his mother back in June of 2015 in the terrible shooting in Charleston, South Carolina. I was so inspired by this video I had to write about Chris’s and the community’s resilience. Less than 48 hours after his mother was shot dead Chris came out publicly and said, “We have already forgiven the shooter for what he has done and there is nothing but love from our side of the family.” The community so rallied in love and wanting to fix the problem this reaction instead of going into riot mode and making things worse. There was a massive feeling of resiliency of bouncing back quickly and even wanting to be better than things were before the incident.

    So what are some tips and ideas on how to be more resilient:

    1. Build and nurture close relationships with friends and family so when things do happen, and they will, the people around you are supportive and strong.

    2.  Write, and read often, positive affirmations to be constantly pouring into your mind positive thoughts and feelings. For example, “I am a person that bounces back from adversity quickly and appropriately” or “I feel happy, wonderful and terrific and will let nothing bring me down further than I want or deserve to be.”

    3. When you truly are down for one reason or another don’t be afraid to seek professional help. There is no stigma placed on you for having a counselor or coach or good friend advise you for ways to be better.

    4. Stay healthy in both body and mind. Exercise in some fashion at least a few days a week and eat appropriately to give yourself the proper fuel to live on. Also take some time regularly to read some positive type of material and average of 15 minutes a day as often as possible. Remember the famous statement of “Input = Output” What you out into your mind will give you the results you want.

    5. Try to get your mind off of yourself and be a servant to others. When you have mastered being a giver it makes you so much stronger when times are tough and it is time to bounce back. You have no time to sit in your misery and pout. There are others out there that need the “Positive You” back!!

    To bounce back quickly from adversity and be resilient is a powerful characteristic to master. Take the bull by the horns and make an effort now to really grow in this area of your life and watch things flourish all around you.

     

    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.


  • Being Positive vs. Positive Self-Talk

    Guest Post By: Dustin Hillis

    The wealthiest man I know once told me the key to success is having amazing self-talk. I remember feeling disappointed when receiving this advice over a nice dinner. What a conundrum that I’m getting advice from the a man who was featured in Forbes Magazine as one of the most successful people alive and I’m having a negative response to advice about positive self-talk.

    I decided to investigate further what he meant by “you have to have amazing self-talk”. He went on to explain that self-talk is defined as what you say about yourself to yourself, and what you allow others to say about you that you believe. Then it hit me, my whole life I thought being positive is what having positive self-talk was all about. But after my conversation with Spencer, I realized that my self-talk had nothing to do with being a positive person. It had everything to do with looking in the mirror and honestly saying what I think about myself.

    Most people have the wrong idea around what self-talk is all about. Most people, myself included before this dinner, consider being a positive person as what it means to have positive self-talk. I think of a funny Saturday Night Live skit like this one when I hear motivational speakers talk about having a positive attitude and living in a van down by the river.

    Your self-talk is the most important thing in your life. The core of your self-talk is your belief system. Your beliefs construct your attitudes. Your attitudes determine your actions. Your actions come from your feelings. Your feelings come from your self-talk. If someone stuck a recorder inside your brain over the past 24 hours, I’m willing to bet the things you tell yourself about yourself would be scary. Most people spend their entire lives telling themselves what they can and cannot do. And as Henry Ford said “whether you think you can or you cannot, you are right.”

    Your self-image is directly tied to your self-talk. When you look in the mirror, do you see someone who is fat, ugly, dumb, a failure, a bad husband, a lousy father, a victim, a martyr, a jerk, a nag, a mediocre worker…Or do you see someone who is fit, sexy, smart, a winner, the world’s best husband and father, someone who will go over, under, around or straight right though any obstacle in their way!?

    In 1st grade, I flunked phonics, then in 2nd grade I flunked spelling, then I proceeded for the rest of my schooling to make F’s in any subject that had to do with reading and writing.  I developed a very real self-talk issue around the topic of reading and writing. I would say things like “can someone else read instead of me, I’m good at other things and not good at reading.”  One day a sales manager at the Southwestern Company challenged me when he said, “You know as long as you keep saying you aren’t good at reading, you never will be.”  I went home that night and made a decision that I would never again say anything about being less proficient at reading and writing.  Instead, I would say things positive about reading and writing.

    I created “Positive Affirmations” around reading and writing, and I started saying them everyday.  My affirmations included “I am a wordsmith”, “I am an author”, “I am an avid reader”, “My lexicon is vast”, and “I am the world’s best Scrabble player”.  After a few months of saying these “Positive Affirmations”, I found myself picking up a book and started reading every day. Additionally, I opened up a Word document and started writing every week. More than 14 years later, I’ve read over 100 books and am the author of several books.

    As humans, we are programmed to think a certain way, whether we like it or not. Either you choose to give up control of your own programming and let the media, society or your friends and family program you with what you believe about yourself and the world…or… you take control of your self-talk and start programming yourself with the things you want to believe about yourself and the world. If you want to take control of your self-talk, the most impactful exercise you can possibly do is to take out a piece of paper and write out a minimum of 10 positive affirmation and then make copies of your affirmations and carry them with you, post them on your walls, share them with other people and, most importantly, say them to yourself out loud every day.

    Here are some of my personal affirmations: 

    • God gives me all strength, courage and confidence… and with God anything is possible.
    • I always communicate with confidence, unwavering Relentless Truth.
    • I always put God first, Kyah second, Haven third, friends fourth, work fifth, and myself sixth regarding how I make decisions.
    • I am an athlete. I am consistent with working out at least 3 times per week and walk with Kyah 2 times per week, and eating a Paleo diet.
    • I raise the belief, energy and confidence level of every single person I interact with.
    • I empathize with others’ struggles, pains and regrets and help them embrace truth, forgiveness, mercy and love through God.
    • Most of all, my life mission and what God has called me to do is help others reach their God-given potential every day

     

    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


  • Do Your Words Really Matter?

    I AM....Guest Post By: Amanda Johns Vaden

    Do you talk to yourself? I already know the answer to this, YES, you do!  We all do.

    But have you ever thought about if the things you say to yourself really make a difference in how you think, act or react?

    Do your words encourage you or discourage you?

    Do they give you confidence or do they make you self-conscious?

    Do they make you want to keep going or do they make you want to get back in bed?

    What you say when you talk to yourself is one of the most untrained on parts of being a sales professional, but one of the most important. It’s what we at Southwestern Consulting call “the power of positive self-talk.”

    Learning how to talk to yourself is a really powerful element of building confidence on the inside so it shows on the outside. If you don’t believe in yourself very few will believe in what you are selling.

    Positive self-talk is talking about yourself in present tense, which starts to create the vision of who you want to become.  Watching your words must be an intentional act of discipline to constantly reassure yourself that you can do this, you can learn this and it’s all possible.

    The benefit of positive affirmations can be life changing. It can change your personal life, your work life, your confidence, it can change everything about you.

    So here’s what I want you to do: make a list of all the things you want in your life.

    What are the things that you want to have?

    What are the things that you want to be and how do you want the world to see you ?

    Do you want the world to see you as a loving father/mother? A loyal husband/wife? A hard worker? How do you want to be seen?

    Writing positive affirmations allow you to physically see what you want written out giving you something real to look at and work towards

    Long before I was any good at sales, my affirmations said things like, “I’m a million dollar producer, I’m a great speaker, I’m the top sales person in our company, I am a top leader.”

    I may not of be all those things right now, but I want to be them. So I’m going to talk to myself like I am that person today.

    My husband is a great example of this. He’s such an inspiration to me in this very specific area, because when he puts his dreams on paper, his affirmations, what he believes about himself, it always seems to come true. Not always today and not always tomorrow but eventually everything that he puts on paper, he finds a way to make it happen.

    Years ago, my husband wrote down on his affirmations list “I am a New York Times best selling author.” He didn’t have a title, pages, or a topic of what he wanted to write. But he knew that’s what he wanted to be.

    Five years ago, I wrote, “I’m a million dollar producer” down on my affirmations list. And I was very far away from being a million dollar producer. In fact, my best year at the time was probably just over $300,000 in personal revenue. In 2012 the same year that my husband became a New York Time Best-Selling Author, I sold over a million dollars in revenue for our company.

    I believed it before it happened. I talked to myself as if it were already true, so when it came true it wasn’t that much of a shock. I’d been preparing myself all along to be the person I wanted to become. I spoke it out loud every single day.

    So, here’s what you need to do right now. You need to write down 10 affirmations of who you want to be, present tense. I am a marathon runner, I am a million dollar producer, I am a loyal and devoted wife, I am in fantastic physical shape, I am the best friend anyone could have.

    “I am . . . ” are the statements that you want to use. Present tense, to tell yourself that you are the person that, one day, you want to be.

     

    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


  • How to be a Top Producer

    The MINDSET to Top Producers:

    1.  On both good and bad days we have to remember that the results we get are from the thoughts we keep holding on to.

    • To accomplish anything in life, we have to have a dream and want it so bad we cannot live without it.

    2.  We have to see ourselves as entrepreneurs and not independent contractors or employees.

    • We have to have a love affair with the business of selling…we have to be passionate about it every day…don’t focus on the parts of the job we don’t like.

    3.  We have to remember the major reason for financial failure is working on something you don’t like for a long period of time.

    • We have to remember in life and business; it is never easy or fair.

    4.  There is not security in this business…there are only opportunities and with opportunities there is massive failure…get used to it, it is part of becoming successful and winning.

    5.  We have to develop the ability to bounce back from setbacks and failures quickly.

    • We can never let our dream out of our minds, even for a moment.  When the dream comes out of your mind it gives the negative a chance to come in.
    • Spend time with the right people…who are the right people and are you spending time with them now?

    6.  Don’t be impressed with your success and your intelligence, because there are smarter and brighter people than us in the world.

    7.  We have to quickly get out of fantasy land and get into reality to build our business.

    8.  We have to be mentally prepared for the cycles, because success is never one long upward trend.

    • Work 8 hours a day if you want to be good and you want to get paid…work a lot more if you want to be great and rich

    9.  We can find all the answers if we are willing to keep looking.  Lets become solution driven, not problem driven.

    10.  You have to become the eternal optimist

    • We have to work every day on speed and urgency.
    • Make GREAT service your obsession.

    11.  Develop the mindset that honesty is the best policy with everyone.

    12.  Work to keep your mind clear.

    • Focus on making decisions quickly instead of worrying about being right or wrong…just get it done.
    • Decide in advance you are never going to have a bad day. 
    • Do what you are supposed to do, when you are supposed to do it…whether you like it or not.

    13.  Remember emotions and drama don’t strengthen the mindset.

     

    Go make it a great day,

    Gary Michels

    www.turnitupanotch.com

     


  • Use the Power of Affirmations

    Use the power of affirmations to keep you in the right mind set for achieving your goals:

    · I am a high producer because I plan and I execute.

    · You can’t be nervous when your mind’s on service!

    · When a day looks really discouraging, it’s like me to smile and affirm my belief that my success begins where others end in failure.

    · When you’re with a neg, shake your leg and get on down the street.

    · Some will, some won’t, so what? Next!

    · Lest I act I will perish in a life of failure, misery, and sleepless nights. This is the time. This is the place. I am the man. I will act now.

    · When everybody else is ready to quit, that’s when I put my head down and go to work.


  • Does a Positive Attitude Increase Sales?

    My days start and end with affirmations. The positive effects are innumerable and it can springboard you into some amazing days. Daily affirmations can put you into a mindset to be a blessing to everyone around you and to the whole world when you put the focus outward and truly look for ways to give of yourself. A quote that’s worth repeating is,

     “give without remembering and receive without forgetting.”

    How does this affect your sales?  Can living with a sense of urgency and a positive attitude bring about referrals and more production? Of course it can!

    Every day you make a choice to have a definite purpose and move towards that purpose through action, good things happen. The next quote that needs to become a part of your everyday life is,

    “weak is he who permits his thoughts to control his actions; strong is he who forces his actions to control his thoughts.”

    You can be a machine that destroys Mr. Mediocrity everyday through action and movement towards your goals…believe it baby!

    One of the biggest character traits of a Top Producer that goes un-talked about is the habit of speaking yourself into masterful results. You may already have phrases that you were coming up with, now you need to take them to the next level and really put some powerful words into them to become better and to become that person you are proclaiming.

    A client of mine sets his phone alarm to go off and pulls his affirmation cards out of his pocket real quick and reads them. He’s just brilliant!

    As I had mentioned in a recent audio training, I have an affirmation sheet that is laminated and hanging in my shower. This is such a great time to reflect on things you are thankful for. So begin to clean your head while in the shower while you’re cleaning your body. It’s so much fun!

    LIVING and LOVING every minute of it,

    Dave Brown

    Partner/Professional Field Trainer
    email – dbrown@southwesternconsulting.com
    Join my professional network on LinkedIn

    “If you’re not constantly learning you’re not fully living.”

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