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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.


  • Four Keys to Success

    Guest Post By: Kitty Barrow

    Several years ago, my team and I wanted to re-create an event that was a huge success for other teams across the country. After our third attempt, with the same dismal results each time, I was ready to throw in the towel.

    The other teams that executed this event with such success must have had an advantage we didn’t. Was it their area, or maybe they just wielded some serious magic. Either way, there must be something beyond my control that made success with this event impossible for my team in my city.

    Four-Keys-To-SuccessDefeated, I confided in my National Sales Director that I was giving up and that these events just weren’t meant to be. He challenged me then, and his challenge has made a huge difference in how I see my ability to have success with every opportunity that has come my way.

    He said that, instead of giving up, I should evaluate what I have been doing through the ‘Four Keys to Success’ to see what piece was missing which in-turn was hindering my success.

    Four Keys to Success

    Before you attempt anything, you should begin with the end in mind.

    You need to define, ‘what does Success look like to me?’

    The example I will use today is the event my team and I were attempting to host.  Success to us meant that we had a certain number of clients and prospects attend our event and that from this event we generated a number of sales and bookings.

    THEN, you follow the 4 critical areas that lead to success:

    Desire

    • Do we have the real desire for the thing we have defined as ‘success’?
    • Did my team and I have the REAL DESIRE to have a great event and the results that would come from that event?

    Confidence

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Skills

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Activities

    • What are the right activities and the right number of activities to achieve my ‘success’?
    • Were my team members doing the right number of activities leading up to the event to ensure our successful outcome?

    This information was shared with me 7 years ago. It falls right in line with the Skill/Will Matrix that our company teaches Sales Leaders when they are helping their team members reach for success. When our team members:

    • Have a burning desire for a certain outcome
    • Have the internal confidence that they can learn the skills
    • Work on and perfect the skills needed
    • Do the needed activity enough times

    Then THEY WILL achieve their desired success.

    Whenever you aren’t achieving your desired success, look at these four critical areas and there will likely be something missing, something that is keeping you from success.

    What successful outcome are you currently working towards that has seemed out of reach? After analyzing the 4 critical areas, where is it that you can improve and then go after your dream again?

     

    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


  • The Habits Triangle and the 3 Elements of Ultra-Performers

    Guest Post by: Rory Vaden

    Southwestern-Consulting-Habits-Triangle-Methodology

    Do you know anyone who is super smart and intelligent but not very successful?

    Do you know someone who doesn’t seem all that smart and yet they are incredibly successful?

    Do you know someone who is very motivated and they try really hard but they can never quite seem to make it?

    Do you know someone who has all the ingredients to be a top performer but they are a disorganized, chaotic mess?

    If you answered “yes” to any of these questions then you will understand why and how over the past 165 years, The Southwestern Family of Companies and Southwestern Consulting, has developed our methodology – something we refer to as “The Habits Triangle.”

    We’ve come to realize that there are three interrelated components that must work synergistically together for someone to become an Ultra-Performer.

    You cannot truly become an Ultra-Performer without developing mastery in these 3 areas of your business:

    1. Skills – The technical ability and knowledge to complete professional functions or tasks.

    For a salesperson these are the skills of prospecting, closing, answering objections, and gathering referrals just to name a few. For a professional speaker these are the skills of using vocal variety, storytelling, using the stage, and understanding the psychology of laughter. For a leader this includes things like creating vision, delivering appropriate recognition, recruiting, inspiring, training, and understanding and managing financials. For a marketer this includes things like branding, copyrighting, SEO, and knowing how to use social media.

    No matter what your profession is or what goal you are pursuing, there will be a set of knowledge that you will have to learn and a set of tactical Skills that you will need to master in order to perform at the highest level. Even if someone has the other 2 elements of The Habits Triangle, without the technical Skills they will be what Zig Ziglar used to call “a motivated idiot.”

    1. Self-Motivation – This area includes the more intrinsic elements of an individual’s personal character and emotional preparation. 

    Coaching someone on building their self-motivation includes educating them and strengthening them in things like: attitude, positive self- talk, persistence, managing fear, integrity, creating a personal vision, and in finding their emotional purpose.

    Even if a person has incredible Skills and strong Systems, if they don’t have any Self-motivation then they are simply what Calvin Coolidge called an “educated derelict.”

    1. Systems – These are the mechanisms that are in place that help a team or individual stay organized and efficient in completing the strategic operations of the organization.

    For an individual this includes anything related to how they manage their time, how they manage their finances, how they keep up with paperwork, and how they stay organized.

    For an organization this almost always includes any element of technology such as: accounting and payroll systems, CRM, their online social media and content marketing strategy, order fulfillment, procurement, etc.

    A person or team who has strong Self-motivation and expert Skills but weak Systems becomes a frantic, disorganized, chaotic mess. They are what I once heard David Allen refer to as a “crazy-maker.”

    Show me a broken business or an underperforming individual and I guarantee I will show you a breakdown in at least one of the three areas of The Habits Triangle: Skills, Self-Motivation, or Systems.

    At the center of The Habit Triangle is of course “Habits”. That is because it is not good enough to merely have strong Skills, Self-motivation, and Systems; but we must have the positive habits that enforce using them over and over.

    At the center of the triangle is where it all comes together. It is developing the self-discipline to do the things we know we should be doing each and every day until they eventually become Habits. Or as we at Southwestern say, “success is never owned; it is only rented – and the rent is due every day.“ We’ve found that most people have a much higher likelihood of developing positive Habits if they have accountability (notice the ring around the outside of the triangle) which is why our core service offering at Southwestern Consulting is 1 on 1 coaching.

    If you’ve ever wondered why I am often referred to as a “Self-discipline Strategist” now you know. It’s because I’ve dedicated my life to helping provide insights and inspiration to help people do the things they know they should be doing even when they don’t feel like doing them – so that those tasks would eventually become habits and success becomes inevitable for them over time.

    If you’ve followed my podcast or my blog here and ever felt like some of the topics were disjointed; now you will be able to see easily how they all fit together.

    Our first book, Take the Stairs, was all about self-discipline and Self-motivation.

    Our recent book, Procrastinate on Purpose, was all about Systems.

    Any guesses as to what our next book will probably be about?

     

    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.