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

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

Play

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

Continue Reading »

SIV #055: Andrea Waltz – Go For No

Success is on the other side of failure

Play
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

Continue Reading »

SIV #054: Geoff Woods – The ONE Thing

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

Play
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

Continue Reading »

#053: David Allen – Getting Things Done

The Art of Stress-free Productivity

Play
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

Continue Reading »

#052: Jeb Blount – Objections and Fanatical Prospecting

Play
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

Continue Reading »

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

Even if you think you are a professional

Play

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 Scott And I Talked About

Continue Reading »

#Bonus Podcast: – Business Blast with Tyler Wagner

I'm the guest!

Play

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

Continue Reading »

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

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

Play

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

Continue Reading »

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

Everything is hard until it isn't hard anymore.

Play
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

Continue Reading »

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

Continue Reading »

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

The Future Of Healthcare Is Now

Play
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

Continue Reading »