SIV #064: Dov Gordon – Leading Elegant Sales Conversations

The 3 Questions Every Prospect Asks

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Dov Gordon: Success Is Voluntary Podcast Guest

I was introduced to today’s guest, Dov Gordon by Bob Burg. Bob appeared on the SIV podcast a couple of weeks back and I am thrilled to get Dov on so soon. Bob had him on his podcast and I found their conversation to be fascinating and couldn’t wait to get to dive in deeper into what Dov calls Leading Elegant Sales Conversations. Dov’s approach has nothing to do with scripts, tricks or hacks. I found it fascinating and I think you will too!


Things Dov And I Talked About

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SIV #063: Randy Gage – Are You Really Ready For Prosperity?

Or are mind viruses self-sabotaging you?

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Randy Gage Prosperity Guru

I was first introduced to Randy Gage through his book, Why You Are Dumb, Sick and Broke… And How to Get Smart, Healthy and Rich! I ran across it in an airport bookstore early in 2008 and bought it immediately. Ehhhh… For a friend.. yes a friend… That it!  Just for a friend… The truth is, whereas I didn’t consider myself to be any of those things, I certainly needed help in all three areas.

Randy’s story is incredibly uplifting. He went from being a teenage drug addict and alcoholic with an armed robbery conviction to the pinnacle of success. Randy is the author of eleven books translated into 25 languages, including the New York Times bestsellers, Risky Is the New Safe and Mad Genius. He has spoken to more than 2 million people across more than 50 countries and is a member of the Speakers Hall of Fame. Holy cow! He travels internationally to speak and train on why mindset is the more important than skill or experience to have unlimited success. 

Randy and I talked about his study surrounding prosperity and why we have “mind viruses” and how the subconscious will self-sabotage our success. This is a topic I have studied also because I have watched many salespeople over the years struggle with having success. In fact, I believe we lose as many salespeople to early success as we do to early failure. Maybe you don’t think you have challenges in this area, but I would challenge you to listen to Randy today and then set aside some time for self-reflection.

But instead of listening to my observations, let’s talk to Randy. But before we do that, pause this podcast, open your mind and go get something to take notes with, even if it’s a blue crayon on a brown paper bag. Your health and financial future may just depend on it. 


Things Randy And I Talked About

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SIV #062: Larry Winget – The Pitbull of Personal Development

Are you irritated yet? Then Larry has done his job!

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Larry Winget Picture

I promise that today’s guest is going to make you think!  Larry Winget bills himself as the Pitbull of Personal Development. But whatever you do, don’t call him a motivational speaker. According to Larry, he is the world’s only irritational speaker.

I almost guarantee you that over the next 40 minutes, Larry is going to say something that will offend you. And you know what? He doesn’t care. To prove this point, all you have to do is take a look at the titles of his books.

There is no way you will agree with everything Larry says today. If you did, he would feel like he failed. But if you keep an open mind, I promise you will learn some things that will help you in life and in your business. If nothing else, maybe we can learn how to disagree without being disrespectful.


Things Larry And I Talked About:

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SIV #061: John Ruhlin – Giftology

Is radical generosity your competitive advantage?

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Author John Ruhlin

I first heard of John Ruhlin while listening to John O’Leary’s Live Inspired podcast. I immediately bought his book Giftology on Amazon and loved it!!!

As you may know, I read about a book a week and many of them are in the sales or sales leadership arena. Often these authors take ideas from previous books and authors, aggregate them and put their own spin on them. There is nothing wrong with that and they are definitely worth reading.

Giftology, on the other hand, was completely different. I have been leading sales teams for almost 22 years and I have never even thought about some of the ideas that John lays out in his book.

I knew immediately I had to get him on the Success Is Voluntary podcast to teach us about strategic gifting and making radical generosity a key competitive advantage.

Don’t worry if those two concepts are foreign to you. They were to me too. I’ll let John explain in just a minute. Just know this, I have listened to this podcast 3 times already as I was getting it ready to publish and I’m still learning things each time.


Things John And I Talked About

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SIV #060: Bob Burg – The Go-Giver Influencer

The 5 Secrets Of Influence

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Bob Burg The Go-Giver Influencer

I first met today’s guest at least 12 years ago. Bob Burg was hired by my team to teach from his book Endless Referrals. His speech inspired me and his book influenced me to make referrals my central marketing focus.

As important and as timeless as Endless Referrals has been, Bob teamed up with John David Mann to create a wildly successful series of bestselling business parables.

In The Go-Giver and then their follow-up, The Go-Giver Leader, Bob and John challenged the conventional wisdom about success. Now they’re back with a new and equally compelling story about the power of genuine influence, in business and beyond.

THE GO-GIVER INFLUENCER: A Little Story about a Most Persuasive Idea tackles the paradox of achieving what you want by focusing on the other person’s interests. No, not in a way that is self-sacrificial but rather in such a way that all parties benefit greatly. This results in both immediate and long-term success.

Bob Burg speaks all over the world on topics related to The Go-Giver, as well as what he calls, Genuine Influence.

The original book The Go-Giver has sold over 800,00 copies and has spurred an international movement. All books combined, Bob has sold well over a million copies. Holy cow!


Things Bob And I Talked About

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SIV #059: Patrick Galvin – The Connector’s Way

Building Business One Relationship At A Time

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Patrick Galvin - Author "The Connector's Way"

I love talking to smart, dynamic people. Especially people that I can learn from. Today’s guest is certainly that! When former podcast guest, Andrea Waltz recommended Patrick to me I had never heard of him. Once he and I talked, I felt like I had known him forever. He is the living embodiment of his message.

Patrick has built his business around teaching people how to build better relationships with both clients and prospects. He is so passionate about it that he literally wrote the book on how to have deeper connections! When I read The Connector’s Way, I was blown away!  It is a parable about a struggling business owner who discovers simple yet effective ways to cultivate relationships in the real world and online and uses them to fuel his success.

If you don’t learn something today, that’s on you. If you don’t take notes, I’m going to assume you ran out of paper. Otherwise get out something to write on. I don’t care if it’s a blue crayon on a brown paper bag. I promise you’ll thank me later.


Things Patrick And I Talked About

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What Do The Following People Have In Common?

Bob Burg, John Ruhlin, Larry Winget, Randy Gage, Dov Gordon, Anthony Innarino, Gerry Sandusky, John O’Leary, Brad Lea and Wes Schaeffer. I mean other than they are all incredibly successful and are going to drop some knowledge bombs on you?

They are all scheduled to be on the Success Is Voluntary Podcast between now and Thanksgiving!

SIV #058: Mark Brown – World Champion of Public Speaking

Excellence In Communication

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Today’s guest is the world champion of public speaking. Did you even know that was a thing?

Originally from Kingston, Jamaica, Mark Brown migrated to the United States at 18 years old with only $40 in his pocket and a dream for a better life. Today, he has become one of the most popular inspirational speakers in the world.

In 1995, Mark defeated more than 20,000 contestants from 14 countries to win the illustrious Toastmasters World Championship of Public Speaking. Since then, he has delivered more than 3,500 presentations, to more than 1.7 million people on 5 continents.

I’m guessing that if giving presentations is an important part of your job, and I know it is, then who better to learn from than the world champ?

So get out your blue crayon, or whatever you use to take notes, and let’s learn together!


Things Mark And I Talked About

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SIV #057: Eric Silverman – Part 1

Don't call it Voluntary Benefits!!!

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Single-handedly disrupting a 100-year old industry.

I’ve known today’s guest Eric Silverman for a long time now. We have never worked in the same hierarchy. In fact, we worked on opposite sides of the country. Instead of working together, I got to know Eric through appearing on numerous panels together, and winning company sponsored trips and attending conferences. The more I have gotten to know Eric the more I respect him.

Eric was named the 2017 Adviser Of The Year by Employee Benefit Adviser.

He is a huge supporter of the Success Is Voluntary website and podcast! I am thankful that he has used his vast connections to introduce me to several of our recent podcast guests!

If you are in the Voluntary Benefits space, and you participate in social media AT ALL, you have seen at least one article or post from Eric.

We certainly don’t see eye-to-eye on everything in the Voluntary Benefits … I mean Enhanced Benefits industry. However, I have always admired him, his positions and beliefs. He is constantly trying to disrupt the status quo. I never want to close off my thinking by digging into my position without understanding the other side of the argument. Eric has opened my eyes to many things and I thank him for that.

As you listen to today’s podcast, my guess is that there will be somethings Eric talks about that might not sit quite right with you… And that’s great! Eric would love to start a conversation with you and listen to your point of view.

Buckle your seatbelts ladies and gentlemen, it’s going to be a bumpy ride!


Things Eric and I Talked About

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It Worked So Good…

We stoped doing it!

I love technology! I love anything that is shiny, sexy, new. I love the latest and greatest ANYTHING!

Technology is great but it isn't necessarily better than the system we are already using.

So many things that show up on my Amazon suggestions call to me to just hit “Buy with 1 click!” So many information products (classes, seminars, resources, do it for you programs, etc.) sing to me.

I’ve seen a lot of marketers claiming that you no longer have to cold call. How cool! Wouldn’t it be awesome to just use social media? “Who needs to cold call,” the charlatans cry out. Just buy my course for $1,999 and I’ll show you how to leverage LinkedIn!!!

I’m not alone. As I work with sales teams all over the country, I regularly see organizations that have walked so far away from the basics of sales, they couldn’t find their way back with gps.

The reality is that we aren’t really leveraging technology. Technology is leveraging us.

Please understand that I am not a technology hater. I am more connected than I probably should be. Technology has made many aspects of our lives much easier (not necessarily any simpler.)

We get so caught up in learning the new tool that we forget to do the basics. Why? It is very safe to spend 4 hours learning how to do LinkedIn searches. Nobody can tell us no when we are watching videos.

Instead, we start spamming inviting people, we have zero connection to, to learn about our awesome opportunity. When they don’t respond or tell us they aren’t interested, at least it was so easy to ask we don’t feel the rejection the same way we would on the phone or in person.

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