SIV #073: Andy Neary – Shift Happens


“Before you shift your mindset, you have to clear the mindsh*t.”

Today’s guest, Andy Neary, was introduced to me by our mutual friend and frequent podcast guest Eric Silverman. I’ve got to tell you, I loved doing this interview. On the Success Is Voluntary podcast we often talk about mindset or we do a deep dive on technical skills/strategies. I’m not sure we have ever done both in the same episode (at least to the level we did here.)

The only way you won’t get something out of today’s podcast is if you don’t listen. The best way to get the most value out of your time listening is to take some notes. Here’s what I would encourage you to do: hit pause, get a pen and something to write on and let’s get to work.

Things Andy And I Talked About

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SIV #072: Eric Hemati – Twins Separated At Birth


“We get out of life what we put into the lives of other people.”

I first met Eric Hemati in early November of 2018 and knew immediately that we were kindred spirits. Since then we have probably spent 20-30 hours on the phone together.

The more I talk to Eric, the more I realize that he is one of the “good guys” in our business. He does everything with excellence and integrity.

Eric has spent 13 years building and growing his agency that has agents all across the United States. To accomplish this he does a great job of leveraging technology including a very innovative website for his agents to learn through.

As I’ve gotten to know Eric, I swear our experience, philosophies and leadership style are so closely aligned that I swear we must be twins separated at birth (and about 10 years.)

I know you are probably sick of hearing me say this, but you might want to take some notes… Of course, you don’t have to. Taking notes is voluntary… but so is success. Remember, you don’t have to be all fancy about it and write your notes in a bound leather journal. Just grab a brown paper bag and some blue crayons and let’s go to work.

Things Eric And I Talked About

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SIV #071: Brad Lea – 4 Pillars of Training

Training is something we do, not something we did.

Training is something we do, not something we did.

I first talked to Brad Lea 6 years ago when I reached out to him about a tweet he had posted. We spoke for nearly an hour and he explained his training technology platform, Light Speed VT, and how it was completely changing the way organizations deliver training results to their people. He was killing it then and his business has grown exponentially since.

I have continued to follow Brad via Twitter and recently Instagram. His posts are always incredibly positive and uplifting. The cool thing is that his posts are the real deal. I don’t know if you are aware of this, but what some supposed gurus post online, has nothing to do with their reality. It’s refreshing to see someone like Brad who actually lives out the values he espouse.   

If you decided to listen to this podcast today because you needed an attitude adjustment, you are in the right place! But know this, Brad is going to purposely try to make us a little uncomfortable. He believes that we need to seek out and embrace discomfort as it is the only way we grow. I know you are probably sick of hearing me say this, but you might want to take some notes… Of course, you don’t have to. Taking notes is voluntary… but so is success. Remember, you don’t have to be all fancy about it and write your notes in a bound leather journal. Just grab a brown paper bag and some blue crayons and let’s go to work.

Things Brad And I Talked About

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SIV #070: Eric Silverman Returns

Single-handedly disrupting a 100-year old industry.

All we have to do is change everything.

I’ve known today’s guest Eric Silverman for a long time. When we had him on last time he sparked some controversy with some of his opinions and thoughts around where he thinks the Voluntary Benefits industry, or as he calls it enhanced benefits, is headed.

Well if you though his last appearance was controversial, you ain’t seen nothing yet!

I’ll be honest with you, I don’t agree with him on several things we talked about but I do admire, respect and am willing to be challenged by his positions and beliefs. How open are you to hearing things that might challenge your status quo? I never want to close off my thinking by digging into my position without understanding the other side of the argument.

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 or even make you mad… And that’s great!

Eric would love to start a conversation with you and listen to your point of view.

During our interview I forgot to talk about his excellent book Breaking Through The Status Quo. That was completely my fault. (Sorry Eric!) I can’t recommend it enough!

Now SERIOUSLY get out blue crayons and brown paper bag to take some notes. I look forward to hearing your thoughts and facilitating a lively discussion around this interview.

Things Eric And I Talked About

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SIV #069: Wes Schaeffer – The Sales Whisperer


The A,B,C,D,Es of Selling

I first met Wes Schaeffer at a convention in Phoenix back in 2014. He was just starting to get some real traction in his business and he has exploded from there. His “The Sales Podcast” is one of my must listen to podcasts and he has taught me a ton!

You are going to enjoy our time with Wes and I hope you come away a better salesperson.

Do you know the only way to ensure you learn something from this podcast? Take some notes!

You don’t have to be all fancy about it and write them in your leather bound journal. Just grab a brown paper bag and some blue crayons and let’s go to work.

Things Wes And I Talked About

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SIV #068: John Lee Dumas – On Fire


The Power Of Focus

I have listened to John Lee Dumas’ (or JLD as he likes to be called) Entrepreneur On Fire podcast for several years. I have to be honest with you, I can’t keep up.  John literally produces a new podcast seven days a week! When I just checked today, he had produced 2082. WHAT?!?!

On the EOFire podcast John interviews top entrepreneurs and business leaders. His list of guests is crazy. With nearly 2,100 interviews (and counting) I promise you can find a guest that will help you and your business.

Instead of spending any more time telling you about JLD, I’d encourage you to jump on his website at

Get out your blue crayon and brown paper bag to take some notes. Let’s do this! Let me introduce you to the Mayor of Fire Nation himself, John Lee Dumas

Things John And I Talked About

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SIV #067: John O’Leary – Live Inspired


John O’Leary might be my favorite guest to ever appear on the Success Is Voluntary Podcast. No offense to the previous 66 guests.

I have been to somewhere between 50 and 75 large, national sales/leadership conferences in my career. Invariably the organizers bring in a keynote speaker to inspire the audience. Some of them crush it and others have been ok, but for some reason miss the mark for me personally. 

In January of 2017, I heard today’s guest John O’Leary speak. I have never heard a speaker that I have taken away as much hope and excitement for life as I did that day. During his talk I literally lost it 2 times and walked away incredibly inspired. His message is still impacting my life.

When John O’Leary was 9 years old, he suffered burns over 100% of his body and was expected to die. He is now an inspirational speaker and author, teaching more than 50,000 people around the world each year how to live inspired

I love you and there’s nothing you can do about it!

John O’Leary

Not only has his book On Fire: The 7 Choices to Ignite a Radically Inspired Life become a national best seller, his podcast Live Inspired is in the top 20 podcasts on iTunes.

His message of hope and the ability for everyone, including you and me, to be overcomers was something I desperately needed at the time. I hope this podcast blesses you and impacts you in ways you are still remembering years from now.

I’d encourage you to listen to the entire podcast as John and I are doing something really cool for the first 5 people that email me.

If this podcast doesn’t inspire you, I give up. I say it every week, SERIOUSLY get out your pen and note pad. OK, enough build up! Please let me introduce you to my new friend John O’Leary.

Things John And I Talked About

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SIV #066: Gerry Sandusky

Engage, Amaze, Influence

Gerry Sandusky joins the Success Is Voluntary podcast

I was introduced to today’s guest, Gerry Sandusky by my good friend Eric Silverman. And just to be clear from the very beginning, this is not the same Jerry Sandusky that was convicted of child molestation while a football coach a Penn State.

Ok. We got that out of the way.

This Gerry is the play-by-play announcer of the Baltimore Ravens. How cool is that!?!? But that’s not why I asked him to come on.

You can imagine, his climb up the broadcasting ladder was arduous. Along the way, he had the opportunity to meet a vast amount of very influential people. He noticed some of these people were horrible communicators once they got to the front of the room to speak. Gerry decided to do something about it and he started a coaching company to teach people how to give presentations that Engage, Amaze and Influence their audience.

In our industry, I can’t imagine a better outcome whenever you make a presentation, whether you are trying to convince a Decision Maker to let you see their employees, or sharing the value of your coverage with those employees.

I loved talking with Gerry! I felt like I attended a master’s class for free!

Things Gerry and I Talked About

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SIV #064: Dov Gordon – Leading Elegant Sales Conversations

The 3 Questions Every Prospect Asks

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?

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!

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?

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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