SIV #056: Brett “Coach” Davenport – Recruiting and Building Teams

Study the past. Live the moment. Plan the future.

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I was introduced to Brett Davenport by my friend, and past podcast guest, Gary Hoy. Brett has had a very successful career in the financial services arena through recruiting and building teams.

Even though we come from very different ends of the financial services spectrum, our philosophies around recruiting and training are incredibly similar.

I asked Brett on the podcast to talk about how people from a variety of different backgrounds and skill levels can thrive in our industry. We explore the realities of not being able to pick winners, but how to look for those characteristics that winners possess.

As important as recruiting is, if we don’t onboard and train our recruits properly, there will always be

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SIV #055: Andrea Waltz – Go For No

Success is on the other side of failure

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Andre Waltz stops by the Success Is Voluntary Podcast

Since Go For No came out, it may be the book that has influenced my new recruits the most. I have bought hundreds of copies and given it to every new agent that has joined my team.

Andrea Waltz is the co-author of this sales masterpiece. When I had Jeb Blount on the Success Is Voluntary Podcast a few weeks ago, he offered to put me in touch with her. I couldn’t have been more excited when Andrea agreed to stop by and hang out with us.

Andrea and her co-author, business partner and husband Richard Fenton travel internationally speaking and training sales teams. I believe that the critical mindset of going for no is absolutely foundational and something that every salesperson must understand and get comfortable with. As Andrea and Richard point out in the book, and in this podcast, the people that win the top sales awards at most companies, are also the people that get told no the most. I’m pretty sure

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SIV #054: Geoff Woods – The ONE Thing

What is the one thing that I can do...

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Geoff Woods

“If you chase two rabbits, you will not catch either one.” – Russian Proverb


Geoff Woods

Geoff Woods is the Vice President of The ONE Thing and the host of The ONE Thing Podcast which is in the top 5% of all podcasts in the world.

After hearing the Jim Rohn quote that “you are the average of the 5 people you spend the most time with” Geoff set out on a mission to surround himself with high-level CEOs and successful entrepreneurs.

Fast forward just 10 months, Geoff went from employee to entrepreneur, launching a company with the co-authors of the best selling book The ONE Thing.

Geoff has been featured in Entrepreneur.com and is on a mission to teach people how to take back control of their time and get clarity on how they want to invest it.


The ONE Thing Book

In 2012 Gary Keller (as in the founder of Keller Williams Real Estate)  and Jay Papasan released the book: The ONE Thing. It has been incredibly successful, selling over 1 million copies and was a #1 Wall Street Journal Bestseller.

I first consumed The ONE Thing via Audible, which was great, but I am so glad I went back and bought a physical copy to be able to see the multiple charts and infographics it contains.

Since reading the book, it has kind of been annoying… but in a good way. I hear

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#053: David Allen – Getting Things Done

The Art of Stress-free Productivity

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David Allen

David Allen literally changed my life. Before I read his book Getting Things Done, I was constantly flying by the seat of my pants, stressed out, missing deadlines and wondering why I seemed to forget so many important things that I needed to do.

When someone put David’s book in my hand, the subtitle absolutely sang to me. How could I not hope against hope that David was going to teach me the Art of Stress-Free Productivity? (Tweet That)

I devoured the book and then went back and read it step-by-step, implementing the teaching he outlined. It wasn’t easy, but I dedicated two full days to capturing everything I had running around in my mind, my email, physical inbox, the piles on my desk and the unfinished projects I had started.

I can’t tell you the relief I felt even before I  started to tackle the projects and tasks I had now cataloged.

David will never know how much he has helped me. I appreciate him jumping on with us today, but I am forever thankful that he wrote Getting Things Done!

Now SERIOUSLY get out your pen and notepad. If this doesn’t help you, I’m worried about you!!!


Things David and I Talked About

 

  • It’s truly a global world.
  • He held 35 jobs by the time he turned 35.
  • He didn’t know what he wanted to be when he grew up.
  • While helping other’s build their business he learned methodologies that he was able to turn into a consulting practice.
  • Developed Getting Things Done as a package of best practices.
  • The difference between outcome and action thinking.
  • Execution comes down to the micro level.
  • Water appropriately engages with its universe.
  • GTD is about getting a clear head so you can stay appropriately engaged with your universe.
  • The stress of opportunity – How many things could you be doing right now?
  • Stress is defined as something I want to be true but isn’t true yet.
  • Asking yourself, “What has your attention and why has it got your attention?”
  • Deciding not to decide is fine as long as you have a decide-not-to-decide system.
  • “Set a meeting” is not a next step.
  • “Buy cat food” takes up as much space in your brain at 3:00am as “Create a life.”
  • A lot of people are trying to wait until they know what to do before they’ve decided what doing looks like.
  • The average person has between 30-100 would, could, should, or need to’s running around in their head.
  • Keep your filing system simple or you won’t file. You will stack instead.
  • When in doubt, throw it out… When in doubt, keep it… WHAT!?!?
  • “Neat” and “Organized” are two entirely different things.
  • You need as many files as you need.
  • Most people live in “emergency scan modality.”
  • Your ability to deal with surprise is, to a large degree, your ability to have zero backlog.
  • “You have to think about your stuff more than you think, but not as much as you’re afraid you might.” – David Allen (Tweet That)

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#052: Jeb Blount – Objections and Fanatical Prospecting

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Jeb Blount and Objections

Today’s guest may very well be the biggest name in sales training today. I also believe he is one of the best.

Jeb Blount has written 9 best-selling books on sales. His book, Fanatical Prospecting which he published in 2015, struck a chord and has continued to resonate with thousands of salespeople everywhere.

Jeb just released his new book, Objections, The Ultimate Guide For Mastering The Art And Science Of Getting Past No, on May 17th of this year and it immediately shot up the charts to a #1 bestseller.

Anthony Iannarino, a best-selling author in his own right and former Success Is Voluntary podcast guest, declared: “Objections is the indispensable guide to the meaningful client conversations that only Jeb Blount could deliver. You will never again fear rejection and you will never again struggle to get past ‘No.’ Jeb is at the very top of his game in Objections, and after reading it, you will be too.”

Jeb travels the US and internationally as he speaks 250 days a year to sales organizations of all types.

Oh yeah, he also runs SalesGravy.com, the premier job site in the sales industry.

You will definitely want to get out your pen and a pad to take notes. Jeb absolutely crushed it in today’s podcast. If you don’t learn anything… That’s on you.


Things Jeb and I Talked About

  • His dedication to sales as a profession and being a true pro.
  • In 25 years he has made every sales mistake.
  • Has had great success and great failure.
  • His decision to leave corporate America and start his own company.
    • How tough it was.
    • The work it took.
    • Had to GRIND every day.
    • How he worked so hard he hurt physically.
    • How he got up at 2:00am to work on his business.
    • How his wife said that she believed in him, and knew he was doing the right thing, but would like to see some evidence. (The lovely Dizzy D says the same thing to me…)
    • It was intimidating and a blow to his ego to start over.
    • He was willing to take a step back to move forward.
    • The need to burn the ships. It leaves only one choice… to succeed!
    • It took him nearly six years to get his company on a very sturdy foundation.
    • There is no secret to success. Just hard work! GRIND.

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#051: Scott Channell – Dramatically Improve Your Cold Call Scripts

Even if you think you are a professional

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I’ve been in sales for 22 years. I’ve made thousands of cold calls. I’ve lead sales teams that combined, have made hundreds of thousands of cold calls. I’ve written cold call scripts. I’ve trained cold calling. I’ve considered myself to be an expert… Today’s guest, Scott Channell helped me to understand I needed to learn even more!


What We Talked About

Scott’s start in general marketing including direct response.

How he started developing cold call scripts.

How he was able to set over 2,00 appointments with CEOs of major companies.

When you get the prospect on the phone, you have 7 seconds to earn the right to a 30-second conversation.

Why it’s critical to get the prospect to choke on “I’m all set.” And how to do that.

Why most sales teams miss one of the most important elements of a cold call script: Credibility

The need to brutally eliminate every unnecessary word in your script, including your last name.

Scott’s rule of 7.

A big part of sales if just bumping into someone who meets your profile, has a need for what you do, and would benefit from your experience.

Why phrases like, “How are you doing?” or, “Am I catching you at a bad time?” are dumb.

Don’t make it easy for them to lump you in with the idiots.

They don’t care if you are conversational. Just lay the value on the table and let them say yes or no.

You can’t out-nice the completion.

The importance of a CRM, segmentation, and why he (and I) use ACT.

Everything has changed yet the drivers of success in sales haven’t changed at all.

Understand that you don’t have as much wiggle room as you once did. Make sure you are executing when you get the chance.

Don’t chase shiny objects. Work a solid plan.

“Don’t wish it was easier. Wish you were better.” ~ Jim Rhone


Books We Talked About

Spin Selling – Neil Rakham

Managing Major Sales – Neil Rackham & Richard Ruff

Million Dollar Consulting – Alan Weiss

Setting Sales Appointments: How to Gain Access To Top Level Decision-Makers – Scott Channell

7 Steps to Sales Scripts for B2B Appointment Setting – Scott Channell

 


Where To Find Scott

You can reach Scott at his website: ScottChannell.com or on LinkedIn at linkedin.com/in/scottchannell1


Next Week

You will definitely want to join us again next week when I bring on maybe the most sought-after sales trainers, authors, and speakers on the planet. Jeb Blount stopped by last week and the conversation was absolutely amazing! I can’t wait to share it with you!

#Bonus Podcast: – Business Blast with Tyler Wagner

I'm the guest!

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This is a bonus podcast!

I was asked to appear on Tyler Wagner’s podcast “The Business Blast.” Before saying yes, I thought I would go on and listen to an episode or two. The episodes were so short, typically 5-8 minutes, that I got sucked in! I probably listened to 9 or 10 before I realized I had fallen into the same kind of vortex I sometimes find myself in when I go on to Youtube to “watch just one video.”

Tyler asks the same set of questions to each guest. It is fascinating to listen to how different people perceive the world.


I Challenge You

Instead of just listening to my answers, I’d encourage you to pretend Tyler was

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#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

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#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

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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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#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.