#049: Dave Martin – Building Sales Teams – Part 2

My strategy for success? I'm going to outwork you.

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We got rave reviews for part 1 of this 2-part interview with Dave Martin (no relation). I really believe that you will learn a TON as we continue our conversation centered around building sales teams. In case you missed it, here is a link to part 1: CLICK HERE


Things Dave and I Discussed

  • Feeling like a fraud/over your head
  • Give constant feedback during onboarding
  • We hide what we don’t know
  • It really is ok to be the person asking the dumb questions
  • Create a dumb question book and use it for manager meeting icebreaker
  • Teams need time to gel
  • When flying, Dave (and I) want to see gray hair in the cockpit
  • Have veteran people go through the new hire training to see if it is still appropriate
  • Be clear with new hires exactly where they fit
  • Most organizations lose their best candidates during onboarding, not after they have been there awhile
  • The importance of re-recruiting your people for their first year
  • Success can bread failure
  • My strategy for success is I’m going to outwork you. ~ Pat Summit
  • Pay the price!
  • Go to work every day
  • “Wake up early. Work hard. Strike oil.” ~J. Paul Getty
  • Success doesn’t always come in predictable increments
  • I’m ok being dumb and lucky. The luck happens when I put my business card in someone’s hand

Great Books We Talked About

The Innovators Dilemma by Clayton M. Christensen

Selling The Invisible by Harry Beckwith

 

Born Standing Up by Steve Martin


To Connect With Dave

Check out his website: https://www.bankmechanics.com/dave-martin

While you are there, subscribe to his newsletter: The Advantage Letter


THE SIV PODCAST TURNS 50!

Next week we will celebrate our 50th episode. You will not want to miss this special “The Best Of SIV” episode.

#048: Dave Martin – Building Sales Teams Part 1 (of 2)

Everything is hard until it isn't hard anymore.

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Dave Martin Speaking

Just a quick note, Dave and I are not related.

Dave was introduced to me by my friend, and past podcast guest, Gary Hoy.

When I called to introduce myself and invite him on, our conversation lasted almost an hour. It was very clear that Dave is an expert in the banking world and what he does.


What We Talked About

  • How Dave got hired into the banking industry based on what he didn’t know.
  • What he calls “Happy Accidents.”
  • No one says as a kid they want to be a banker ( or insurance agent) when they grow up.
  • Following your heart. God only gave us so many days. If there is something you really want to do, get after it.
  • His companies rallying cry: Engaged, Informed and Motivated
  • Strategy is great, but everyone has a great strategy and great tactics. It comes down to the people.
  • Good people win.
  • If I have the right people I will always beat you.
  • Best way to overcome challenges – Stop whining!
  • Most of us if we made a list of the 3-5 things we were worried about the most yesterday, many people of the world would aspire to have our problems.
  • Everything happens for a reason.
  • The good old days are good only because you survived them.
  • Why we can look back and laugh at the past: It’s a movie we have already seen.
  • We often think we invented tension and stress in the past few weeks.
  • The things I worry about at 3 am almost never happen.
  • You need some stress to grow and achieve great things.
  • If you don’t have butterflies you aren’t engaged.
  • Dave’s advice to people who want to move up: Do your current job with excellence.
  • The stress of the new job won’t always be there.
  • Everything is hard until it isn’t hard anymore.
  • If anybody introduces you as an expert, go with it. Experts get paid more!
  • When hiring you oftentimes need to go with your gut.
  • It boils down to finding someone who really wants the job.

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Why?

There MUST be a reason.

Some days it is hard to remember why you went into sales. Some days you get your head handed to you. Some days that big client you were counting on (and had already spent the commission check in your mind) backs out of the deal.


Really, Why?

Why do you keep going? Why is it that you believe things are going to get better? Maybe like many salespeople, you are overly optimistic. But I don’t think so.

I think you have a bigger reason than just making money (at least I hope so.) The challenge is that it is easy to sometimes lose sight of what really drives us.

There was a reason you went into sales. There was a reason you chose the company you represent. There is a reason you are still there. There is a reason you don’t have your resume on CareerBuilder.com


Powerful

One of the most powerful exercises I have done with my team is

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#047: Dr. Paul Flatley – Part 2 (of 2) Telemedicine

The Future Of Healthcare Is Now

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Dr. Paul Flatley, Founder of Direct2MD

Dr. Paul Flatley is the founder of Direct2MD. D2MD is a telemedicine company that he founded almost 2 years ago.

For the 6 years prior to founding Direct2MD, Paul was the Medical Director for Arizona’s busiest Emergency Room. His department averaged a staggering 75,000 ER visits per year.

When I first met Dr. Paul, I immediately was fascinated by him, his business model, and his mission.


 Broken Promises?

For more than 15 years, there has been the promise that someday in the

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Your Sacred Duty

Leadership is bigger than an expectation

“To whom much is given, much is required.” – Luke 12:48

Regardless of your faith system/worldview, the message of the above passage is universal. As leaders in this industry, we have been given much. I have a friend who regularly says, “If I had settled for my wildest dreams, I would have sold myself short.” I feel the exact same way. If that is true, then I am REQUIRED to pay it forward, even if I wasn’t in leadership.


REQUIRED

So what does the “REQUIRED” mean? You will have to figure that out for yourself. As for me, it means I owe it to the people that are counting on me, the people I lead, to give them my absolute, level best every single day. Regardless of my own personal circumstances. Regardless if I feel like it. Regardless if I am tired. Regardless if the last two people I tried to help didn’t listen. Regardless if people sometimes try to take advantage of me. Regardless if…


Hard Work

Being in leadership is not always puppy dogs kissing

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Why you don’t prospect

The answer might surprise you

I had Gary Hoy on the podcast a few weeks ago. Before his appearance, I had never met Gary, but he reached out to me by doing exactly what he preaches. He got on the phone and cold-called me. 

Setting Appointments

Collaboration

I quickly came to realize that Gary is the real deal and we have been bouncing ideas off each other ever since. In fact, we have spoken at least 3 times per week. I believe that we will collaborate on some projects down the road. 


Why Gary’s Program Is Different

On our last phone call, Gary told me about how his Appointment University program continues to grow and why he is excited to offer it the SIV tribe. I have been through the entire course and it is excellent. In my 22 years in professional sales, I have never seen anything like it. There are hundreds of programs designed to teach people what to say when prospecting. Gary focuses on helping people pick up the phone in the first place. It doesn’t matter how much knowledge you have. If you won’t actually pick up the phone, you won’t last very long. As Gary likes to say, “You can’t steer a parked car.”

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#046: Dr. Paul Flatley – Part 1 (of 2)

The Opioid Crisis In America Is Worse Than Advertised

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Today’s Podcast subject is a little different then what we usually talk about. But I think the conversation is critical, fascinating, and does play into the overall health of many of the clients and their families you serve.

You would have to live under a rock to not know by now that the opioid crisis is destroying lives and tearing families apart. The overdose statistics are staggering and there doesn’t seem to be any end in sight.

Even with the sensationalism that the media is prone to, according to today’s guest, former emergency room doctor Paul Flatley, D.O., the situation is even worse than advertised.

Dr. Paul shares some very insightful perspective on the situation from an ER doctor’s point of view. He shared some of the incredibly difficult decisions that he and his peers have to make each day regarding prescribing opioids. I’m not sure I have seen much if any, coverage on the challenges good doctors are facing when it comes to balancing the true needs of some patients with the people that are addicted and drug seeking. Spoiler alert, there are no easy answers.


“We will return to our normally scheduled programming next week.”

Dr. Paul will return for part 2, but we will spend the time talking about what many consider to be the most disruptive tool for medical treatment delivery ever: Telemedicine. You will not want to miss it!

#045: Steve Cunningham – Intentional Learning

Learning about learning...Isn't that ironic?

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Steve Cunningham founder of readitfor.me

We had Steve Cunningham on the podcast almost 4 years ago. He absolutely ROCKED it then and this time around was no different! If you don’t get something out of this episode, I’m worried about you…

By now you probably know that Steve is the Founder and CEO of ReadItFor.Me  He takes the latest business and personal development books and creates short, video, executive summaries. I have recommended their program for several years now and many of my friends and business colleagues have subscribed as well.


What is “Intentional Learning?”

We certainly talked briefly about his company, but we really dug into this idea of “Intentional Learning.” Simply put, by thinking about how you are going to utilize the information you are learning (before even learning it) makes all the difference! He shared a great example of an experiment that scientists performed on three groups of people. All three groups were asked to exercise, but there was a stunning difference in the results between groups. I won’t spoil the outcome. You will definitely want to listen… 


So What?

Steve suggests that one of the biggest differentiators between most people and the ultra-successful is their laser focus on being intentional about their learning. I have been preaching the importance of a personal development plan for a long time now. I believe that with Steve’s suggestions I can take my development to the next level. Will you join me?


Short but Sweet

I’m going to keep the show notes for this episode short, but don’t think that means this episode isn’t seriously impactful.


Why can’t I get that stupid Alanis Morissette song out of my head?

Just as a side note: Not a single thing Alanis sings about in that song is actually ironic. Maybe that’s the ironic part? They certainly are unfortunate, but she needs to look up the definition of irony.

The Perfect Script

The question I have been asked more than any other over the last 20+ years is, “What is the best script to use?” There are approximately 23 billion books on writing cold calling scripts. They are really just variations on a theme.

The perfect script

The reality is there is no such thing as a perfect script. In fact, sales trainer Gary Hoy and I discussed this very thing when I had him on the podcast. Telling your salespeople that the script you are giving them is “THE” best script is completely demoralizing to them if they don’t get instant results.

Now I’m not suggesting for a minute that scripts aren’t important. A true pro knows that there are certain words and language patterns that lead the prospect closer to an appointment. They also know there are things that will drive the prospect away kicking and screaming.

If your organization has scripts they want you to use, by all means, you should use them initially. Just know that any script will fail way more often than it succeeds. After you have had your teeth kicked in 100 times or so, you will slowly get better.


 The Best Script Ever

I stated above that there is no such thing as the perfect script, but can I give you the best script ever? The script that I have seen set more appointments than any other was,

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Personal Growth Plan

Are You Planning On Growing This Year?

All growth begins with personal growth. ~ Les Heinsen.

Girl Growing

I first heard Les say this from the platform at a very large sales conference.  It made an impression on me, but I didn’t realize how much it shaped my career until much later.


Helter Skelter

I have always enjoyed reading and learning, but I haven’t always had a conscious, well-formed plan. In fact, most of the books I read were chosen because of the shiny cover jacket on the shelf of the bookstore or the rack at the airport. It is amazing to me that I was able to retain as much as I did since I was bouncing all over the place.

It wasn’t until I was listening to a John Maxwell Maximum Impact Club recording that I put it all together. John was talking about how one of his early mentors asked him what his personal development plan was. John hemmed and hawed but eventually had to admit he didn’t have one. This was my story too! I didn’t have a plan either.


Wandering In The Wilderness

As I have led thousands of independent agents and leaders, I have found few of them work on self-development at all. In fact, according to Tony Robbins and Chet Helms,

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#044: Vetting Your Voluntary Benefits Insurance Agent

Tim Martin and Steve Savant - Part 5

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I recently appeared on Steve Savant’s Money, The Name of the Game. This is episode 5 of a 5 part series regarding Voluntary Benefits. Below are excerpts from the press release announcing this episode. You can listen to the audio as a podcast or watch the video that appears at the bottom of this page.


Press Release

Your insurance agent makes all the difference. A good Voluntary Benefits agent can help you choose the right policies for your family.

Many consumers can get confused by the multitude of choices they face when choosing a Voluntary

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#043: Checking Out Voluntary Benefits Insurance Companies

Tim Martin and Steve Savant - Part 4

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I recently appeared on Steve Savant’s Money, The Name of the Game. This is episode 4 of a 5 part series regarding Voluntary Benefits. Below are excerpts from the press release announcing this episode. You can listen to the audio as a podcast or watch the video that appears at the bottom of this page.


Press Release

Not all Voluntary Benefits insurance companies are created equal. Your Voluntary Benefit policy is only as good as

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