Anthony Iannarino – SIV #089 Shownotes

Eat Their Lunch

I have followed Anthony Iannarino for at least 7 years. His blog (thesalesblog.com) and podcast (In The Arena) are both fantastic. As you may remember, we had Anthony on this podcast in January of 2018. He was fantastic! In fact, it is one of our top 5 episodes of all time (by number of downloads.) In my opinion, this episode is even better!

In this episode Anthony unpacks his latest book Eat Their Lunch. The book is centered around competitive displacement. If you are in sales, you undoubtedly know how hard it can be to move the incumbent solution provider out. You also know that to achieve your goals you will need to take business from competitors. Anthony shows us exactly how to swim in a “red ocean.”

Every week I implore you to take notes. PLEASE get out something to write on and something to write with before you hit play. (Unless you have all the business you could ever need.)

Things Anthony And I Talked About

  • Anthony’s formative years
    • He grew up in rough circumstances/neighborhood
    • Had to learn to manage people with words instead of my physical confrontation
    • Started working full-time (40-50 hour/week) at 13 years old
    • At 15 started cold calling for Muscular Dystrophy
    • Moved to LA to front a rock and roll band (I’ve seen the pictures.)
  • He never doubted his ability to succeed after his decision to enter the sales profession
  • It’s harder than ever to displace competitors
    • People are much more content with the status quo
    • Businesses make decision by consensus
  • The mind shift change of calling on the CEO of the problem
    • Who is the highest level of person who cares?
    • Don’t limit your choices
    • There are many ways to get into the building
  • Leting go of limiting beliefs about competitors.
    • Can’t change what the competitor is doing
    • Have to just outsell them
  • Taking money out of an investment never makes it better
  • Go to the companies that already purchase your types of products and move them
  • How to make the intangibles, tangible
    • You must translate the economic value though the relational value
    • All the value is in the application of the intangibles
  • The 4 levels of value creation – entering from the right
  • To become a trusted advisor you must:
    • Have trust
    • Have advice
    • Help your clients see around corners
    • Help the client implement change before change is necessary
  • We often forget that sales is a competition
  • What to do when there is a 3rd party between you and your dream client
  • How to be a “combative diplomat”
  • How to insulate current clients from being displaced
    • Commitment to execute
    • Moving from value creation, to value creation, to value creation…
  • Purpose and meaning come from the pursuit of goals, not obtaining them
  • “I’m allowed to have off days. I’m not allowed to have days off.”
  • The afterlife definitely has pizza and dogs!

Anthony's Billboard: Do good work

The Books We Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Steel My Soldiers’ Heart – Colonel David H Hackworth

The Lucifer Principle – Howard Bloom

Anything by Stephen Covey, Tom Peters, or Peter Drucker

Spin Selling – Neil Rackman

Let’s Get Real or Let’s Not Play – Mahan Khalsa, Randy Illig

Eat Their Lunch – Anthony Iannarino

Where To Connect With Anthony

NEXT WEEK

If you ever struggle getting everything done, Mark and Ann Lackey have great news for you!
Don’t you dare miss it!

Curtis Ray – SIV #085 Shownotes

Don't Retire Broke!

Did you know that 99% of Americans retire on $50,000 per year or less? That’s why this week’s guest, Curtis Ray, wrote the book Everyone Ends Up Poor! Why Financial Planning Is All Backwards And How To Fix It. Curtis wrote it after his worse day ever.

I’ve had bad days. You’ve had bad days. I don’t know about you, but I’ve never lost more than $2 million in a single day. Curtis Ray has. He learned two major lessons from the experience. A) You can’t trust your business to take care of you. B) Pay yourself first.

Things Curtis And I Talked About

  • Never attach yourself to money
  • He did everything right and still lost $2 million
  • You can’t trust your business
  • 95% of businesses don’t make it to retiring the owner
  • Having $750,000 in your retirement account will only pay you $30,000/year BEFORE TAXES!!!
  • Less than 1% of Americans attain a $1 million portfolio
  • Investment platforms vs. Retirement platforms
  • Why is downsizing “normal?”
  • Curtis’ definition of retirement: “Doing what you want, when you want, where you want, and with whom you want.
  • The “Risk Pyramid”
  • Normal retirement investing is: Sprint – Run – Jog – Walk  It should be exactly the opposite.
  • Build in security, not risk
  • Slow, steady, simple, secure
  • Deferring taxes on your retirement investments is not helpful. It might even be dumb.

Curtis' Billboard: pay yourself first

The Books We Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Everyone Ends Up Broke – Curtis Ray

The Richest Man in Babylon – George S Clason

The Four Agreements – Don Miguel Ruiz

Where To Connect With Curtis

Curtis’ Cell Phone: 480-748-5825

LinkedIn

Email 

NEXT WEEK

Senior Markets expert, Sylvia Gordon is dropping some serious knowledge on the SIV Tribe!
Don’t you dare miss it!

Cliff Ravenscraft – SIV #084 Shownotes

This podcast is all his fault!

Cliff Ravenscraft taught me (and hundreds of others) how to podcast. As you may know, that led to me almost getting fired. The insurance carrier I was working for thought I was teaching their competition how to sell. They demanded I stop and I caved. But of course that’s not Cliff’s fault.

When I was taking his Podcasting A to Z class, I found Cliff to be incredibly passionate and focused on the success of the students in his program (including me.) Later I had the opportunity to meet Cliff and his lovely wife Stephanie at a conference. We had the chance to break bread and they are some of the nicest, down to earth people you would ever want to meet.

Cliff has segued away from being “The Podcast Answer Man” and is now on a mission to teach thousands of  people how to “Free The Dream.” As I have followed Cliff making this transition, I knew that I wanted to get him on the Success Is Voluntary Podcast​. Of course that’s a little intimidating having the master of podcasting join you on yours! 

If you think your life was meant for more, you are in the right place! This episode will ROCK your world. It did mine.

Things CLIFF And I Talked About

  • He was in ministry and felt that it was his calling
  • His start in insurance
    • He was only going to do computer work
    • Never intended to get licensed
    • Did get licensed once he found he had a knack for it.
    • He CRUSHED it and was the top agent for multiple carriers
  • How he got started in podcasting
  • How quickly his podcast took off
  • Why insurance started to suck the life out of his soul
  • When he decided that his hobby might actually become a business
  • The worst advice he ever received? “Don’t quit your day job.””
  • How he built “The Podcast Answer Man” brand.
  • Why he felt it was time to transition away from it and how much that cost him
  • Why Cliff is so passionate about personal development.
  • What people like Tony Robbins, Dan Miller, and Michael Hyatt have taught him
  • How he believes he can help people “Free The Dream” 
  • How he feels like he is back in ministry!

Click Here For More Info

Cliff's Billboard: Never stop dreaming

The Books We Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Psycho-Cybernetics – Maxell Maltz, MD, FICS

The Big Leap – Gay Henricks

Where To Connect With Cliff

NEXT WEEK

Social Media Guru, Alex Lombard is going to drop some serious knowledge on the SIV Tribe!
Don’t you dare miss it!

Tim Martin – Personal Coaching – SIV #035 Shownotes

This episode was originally released on 2/2819

If you keep doing what you've always done, you'll keep getting what you've always got.

I can’t tell you how overwhelming and humbling the response to the re-launch of the Success Is Voluntary blog and podcast has been! Your emails, phone calls, and comments on the website and Facebook have meant more to me than you will ever know.

One of the crazy, unintended, but gratifying side effects of the re-launch has been that several people have asked if I was available for personal coaching. The answer is yes I am, but only for the right person. Before we get into who I accept into my coaching program I want to tell you a story.

My Story

The year was 2011 and I was stuck. If you are a movie buff I would assume you have seen the classic movie “Groundhog Day.” I was so stuck in my career development that every day seemed like I was Bill Murray’s character, Phil. I was doing the exact same things over and over and over and over again. I was desperately stuck. I was making great money and should have been in a very comfortable place in my career. But the simple fact was that I wasn’t getting better. Worse yet, I was (and it’s hard to say this humbly) the absolutely highest performing sales manager in my organization. I really had nothing to learn from my peers or my bosses.

The Turning Point

I decided to do something radical.  I decide to hire a personal coach after a very successful sales career of just over 14 years. Hiring this personal coach saved my career, and also quite frankly my sanity. I had to do something different or I was going to burn out. I made the very hard decision to seek professional help. This decision completely changed my career arc and opened doors to opportunities I could never have imagined. And best of all, just like good old Phil, I was able to once again move on with my life.

My Belief

Because of my incredibly positive experience, it is my belief that every salesperson and sales manager needs to hire a coach. They owe it to themselves, and the people that are counting on them.

The 3 Reasons You Need To Hire A Coach

  • You are stuck in your excuses.
    • Your coach is going to ask you the hard questions. Oftentimes this is somewhat akin to therapy (don’t ask me how I know that.) What I mean is that often the person being coached already knows the answers to the hard questions. They just need someone to call them out on it. One of the excuses I told my coach was that the market was saturated. He simply asked me how many millions of dollars in sales had been made, by my company, in my market the previous year. When I told him the answer, he asked me what percentage of those sales my team had made….. When I answered less than 10%, my excuse evaporated like light fog in bright sunlight.
  • You are stuck in your bad habits.
    • Many veteran salespeople fall into bad habits over time. Perhaps their skill level helps them to overcome some of these bad habits, but by removing their bad habits the veteran salesperson will see their sales skyrocket. A perfect example is that every sales organization, since the beginning of time, has taught their salespeople to get referrals. In fact, most sales organizations require their new salespeople to ask for referrals when they are training. So then why is it, according to the SalesBoard.com, that 85% of veteran salespeople don’t ask for referrals. Especially since the Sales Board also claims that the closing ratio of referral business is in excess of 70% better than cold calling. Clearly the veteran salespeople need this and many other bad habits culled out.
  • You are stuck with your self-limiting mindset.
    • Zig Ziglar stated that the biggest obstacle to sales was the 6 inches between your ears. I have now professionally coached salespeople for just over 21 years and I couldn’t agree with Zig more! One of the mindsets a personal coach will teach you is how to reframe the word rejection. If you are in sales there are series of simple of equations that lead to the sales person’s closing ratios. Many new and veteran salespeople see getting a no as being personally rejected. A personal coach will help you to change that mindset to see it as simply a metric result. In other words in the B2B sales world, if we call on 100 small businesses in person 25% of the time the Decision Maker will come to the counter. 60% of the time they come to the counter they will give us an appointment to present our solution. Once we present to the Decision Maker, the closing ratio of business owners who agree to our value proposition typically is around 50%. If you do the math, 50% of 60% of 25% is about a 7% success ratio. 7% doesn’t FEEL very good. It is easy to FEEL like we were abject failures 93% of the time. But if you look at it as a metric result, you quickly understand that if you want 7 accounts all you have to do is simply walk through 100 doors! Can you see the difference in mindset that creates?

Let’s Be Honest

My guess is that if you are really honest with yourself, you would admit that to some degree you are stuck in your excuses, stuck in your bad habits, or stuck in your self-limiting mindset. In fact if you are like most people I work with, you are probably stuck in all three areas.

Maybe you are comfortable continuing on the way you are, but I believe that personal coaching will take you to the level of success you dreamed of when you started your sales journey. If you are ready to join the top 10% of the producers in your company, you must get unstuck!

You Deserve It

You and the people in your life deserve your very best effort. The future of your clients and/or the people you lead hangs in the balance. Will you free yourself from excuses, bad habits, and self-limiting beliefs?

Let’s Do This Thing

The next move is up to you! You were made for greatness! Don’t allow yourself to stay stuck. Listen, I’m not the right coach for everyone. Quite frankly, not everyone is a good client for me.

Who I Work With

I want to work with people who are committed to making their career, and their life, the absolute best that it can be. I’m looking for people that won’t settle for less. I only work with people who are ready for change and are willing to do the work. If that sounds like you, contact me by email at [email protected] or  CLICK HERE to find out if we are a good fit for each other. If we don’t make that “love connection,” I can’t encourage you strongly enough you to find someone else.

Exponential Growth Is Within Your Grasp

Your growth as a true professional salesperson can be exponential. I would highly encourage you to take the plunge and hire a personal coach today! I promise you that you will thank yourself for it and so will your family.

As Always… It’s Voluntary

You don’t have to get coaching. You don’t have to raise your hand and say you might need help. You don’t have to continue to grow. All of these things are voluntary, but so is success!

Again, If you are interested in starting a discussion about coaching CLICK HERE

Jonny Burgess – SIV #077 Shownotes

I love Jonny Burgess! Even if he did try to get me fired.

I first had Jonny on the SIV podcast back in 2014. He had just written and published his book You Can Too. The book details his start in the Voluntary Benefits arena and the challenges he had to overcome. Apparently, his kids wanted to eat every day…  More importantly, Jonny gave his readers a step-by-step outline on how to be successful too. Hence the name of the book.

Jonny first appeared on the SIV podcast back in 2014. He had just written and published his book You Can Too. The book details his start in the Voluntary Benefits arena and the challenges he had to overcome. (Apparently, his kids wanted to eat every day… lol). More importantly, Jonny gave his readers a step-by-step outline on how to be successful too. Hence the name of the book.

How the nearly getting fired part works is that Jonny was, and still is, representing Aflac. In his book he talks extensively and exclusively of his work with Aflac. He went so far as to put a picture of the Aflac duck on the cover. He also received an endorsement from the Aflac President.

So far so good, right? Well…. here’s the thing. At the time I was a corporate employee of Aflac’s biggest competitor. I put a picture of Jonny’s book (with the duck) on the Success Is Voluntary website. My company lost its mind and threatened termination if I continued the SIV website and podcast. They believed I was “training competitors how to sell Voluntary Benefits.” I reminded them that Success Is Voluntary is carrier agnostic. They didn’t care. So as I wrote about in my blog article “I’m Back!” on January 1, 2018 I’m ashamed I caved. You can read the article here: https://successisvoluntary.com/im-back/

That’s all ancient history and I’m glad to no longer have to answer to Corporate America and work with shortsighted people.

Fast forward to around Thanksgiving of 2018. I came home to find that a book had been delivered. That’s not that unusual as I read a book a week. What was unusual is that I didn’t remember ordering a book. I hadn’t. It was a copy of Jonny’s new book: You Still Can Too. I had no idea he had written it. It was signed and contained a note that I was mentioned in the book! In his book, Jonny mentioned this very podcast and encouraged anyone in the VB arena to listen. Thank you Jonny for your kind words.

Things Jonny And I Talked About

  • He had no plan B when he started.
  • He had 8 kids and a mortgage payment of $5,000 per month, yet never missed a payment.
  • He is more excited about VB today than he has ever been.
  • You must make your sales presentation real simple, then lather, rinse, repeat.
  • His employer presentation lasts 4-5 minutes.
  • You must get the shelf space first and then build from there.
  • How to create a “milk run” of 200 clients.
  • Why you should borrow the prospect’s pen.
  • How to create urgency.
  • Why working with brokers is becoming critical.

Jonny’s Billboard: The tragedy is not that you aimed too high and missed. It’s that you aimed too low and hit.

The Books We Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Success Principles – Jack Canfield

When God Winks At You – Squire Rushnell

If it’s going to be, It’s up to me! – Robert Schuler

You Can Too – Jonny Burgess

You Still Can Too – Jonny Burgess

Where To Connect With Jonny

NEXT WEEK

Social Media Guru, Alex Lombard is going to drop some serious knowledge on the SIV Tribe!
Don’t you dare miss it!

Ken Coleman – Focus On The 5 – SIV #074 Shownotes

"40% of millionaires are 1st generation immigrants." - Ken Coleman

I met Ken through a series of events and I am so thankful to connect with him. He has challenged my thinking and I’m relatively sure he will yours as well. I’m really interested in finding out if you are a 5% er. Leave a comment below or shoot me an email to [email protected] 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 Ken And I Talked About

  • Most people go right because most people go right.
  • Adversity creates tenacity.
  • DNA determines much more than hair color, height, etc.
  • Founders of companies are generally 5%ers.
  • CEOs are generally 30%ers.
  • Our country was born from 5%ers.
  • Learning what your two God-given talents are, being thankful and then letting God use them in service of others.

Ken's Billboard:
"Are you the best set of pliers?"

The Books We Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Focus On The Five – Ken Coleman

Where To Connect With Elizabeth

NEXT WEEK

Freaking out about taxes? You will want to join me next week when I have Elizabeth Hale, CPA on the podcast. Elizabeth specializes in helping small business owners and the self-employed increase their profitabilty while reducing their tax bill. Sounds good to me!!!

Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY…

Andy Neary – Shift Happens – SIV #073 Shownotes

"Before you shift your mindset, you have to clear your mindsh*t." - Andy Neary

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

  • How his mindset hindered his professional baseball career.
  • The Affordable Care Act almost drove him out of the business.
  • We need younger people to join the industry. (Listen to Why Insurance Is Sexy a podcast we published in 2014.)
  • You can let failure be your judge or let it be your teacher.
  • We don’t have an insurance problem. We have a risk management problem. The 3 areas of risk an employer must solve are:
    • Financial Risk
    • Catastrophic Risk
    • Healthcare Purchasing

Andy’s Billboard: Just. Be. You.

The Books We Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Where To Connect With andy

Where To Connect With Andy

Linkedin: https://www.linkedin.com/in/andyneary333/

His website: AndyNeary.com

Instagram: AndyNeary333

NEXT WEEK

Join me again next week when I bring on Author John Reid. I promise he is going to challenge your thought process around sales systems. At least he did mine.

Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY…

Eric Hemati – Twins Separated at Birth – SIV #072 Shownotes

"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

  • He was expelled from seminary.
  • He started his career selling books door to door as a college intern
  • Adversity needs to be examined in perspective.
  • His passion is helping people live their best life.
  • Learning to ride in the current rather than fighting it.
  • The next 10 years are the “golden age” for Voluntary Benefits.
  • When you are having “one of those days” remember:
    • It’s not about you.
    • We tend to look at problems from the “me” perspective.
      • Why are they being mean to ME?
      • Why do bad things always happen to ME?
      • Why don’t people buy from ME?
  • The best way to get out of that funk is to make a positive impact on another person.

“The best advice I’ve ever received was to do what scares you.” – Eric Hemati

  • Be present
  • You only find your authentic voice after you know how to do something.
  • Courage doesn’t occur without fear.
  • If you saw someone talking to their dog like you talk to yourself, you would probably want to intervene and tell them not to treat their dog that poorly.
  • One of the biggest self-limiting beliefs is that we need to do something on our own. Lose the pride and ask for help!

Eric's Billboard
Love each other

The Books eric and i Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Sell Or Be Sold – Grant Cardone

Think and Grow Rich  – Napoleon Hill​

Where To Connect With Eric

NEXT WEEK

Join me again next week when I bring on Andy Neary. Andy is going to school us on creating mindshift by eliminating mindshit.

Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY…

Brad Lea – 4 Pillars of Training – SIV #071 Shownotes

"Training is something we do, not something we did." - Brad Lea

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 espouses.   

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

  • He dropped out of school at 16 when
  • His dad kicked him out of the house.
  • His upcoming book The Hard Way.
  • The difference between “hard work” and “working hard.”
  • How he mastered the game of sales.
  • He became addicted to helping others learn sales and watching them have incredible success.

  • The four keys necessary for learning:
    • Great content
    • Repetition
    • Practice and role play
    • Accountability
  • With the right knowledge, success is guaranteed.
  • Confidence comes from competence and competence comes from practice.

"I took the scenic route. It’s been a longer journey than I thought. But, EVERY SINGLE DAY I GET: A little better. A little smarter. A little closer to my goal. As long as I’m breathing, I’m on my way." - Brad Lea

The Books Brad and i Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

The Bible – God

Think and Grow Rich  – Napoleon Hill

NEXT WEEK

Join me again next week when I bring on Eric Hemati. Eric and I only first met late last year but I swear we are twins separated at birth. We share many of the same beliefs and mindsets for both sales and in life. Eric is going to give you some rea, practical, and effective tools to help you build your practice. You are also going to love his positivity and energy.

Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY…

Eric Silverman – Returns – SIV #070 Shownotes

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

  • Eric fully admits he is a recovering carrier rep
  • Insurance is a small industry.
  • We are in the people business.
  • You must know what is going on in the industry.
  • Bypassing the broker has killed the reputation of Voluntary Benefits.
  • Every employee must become a true consumer.

  • There here are only 4 types of medical brokers as it pertains to Voluntary Benefits.
    • Those who ignore VB.
    • Those who send it to the same carrier rep they always use.
    • Those who bring it in house by hiring a VB practice manager.
    • Those who outsource through a carrier agnostic boutique VB firm (like Eric’s.)
  • Eric thinks of himself as a supply chain manager for brokers.

"How can you claim that you are breaking through the status quo if you are treating Voluntary Benefits the same way you always have?" - Eric Silverman

The Books eric and i Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

The CAP Equation – Joe Buzzello

Don’t Keep Me A Secret – Bill Cates

Where To Connect With Eric

NEXT WEEK

Join me again next week when I bring on Brad Lea. Brad is a guy I have been following on social media and the work he is doing with his company LightSpeed VT for at least 5 years. You are going to love his positivity and mindset.

Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY…

Wes Schaeffer – The Sales Whisperer – SIV #069 Shownotes

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

  • While selling mobile homes he learned:
    • To follow a system
    • To have a process
    • To be a product of the product
  • Why he became a student of sales and continues to invest in himself.
  • Do you want to be a pro or an amateur?
  • As “The Sales Whisperer” Wes:
    • Trains sales trainers
    • Rehabilitates salespeople
  • Always Be Closing doesn’t fly today. (If you haven’t ever watched the famous scene from Glenngary Glen Ross you can watch it here. Carefully CLICK HERE WARNING!!! It is not safe for work.)
  • His sales cycle is:
    • (A)tract
    • (B)ond
    • (D)eliver/Delight
    • (C)onvert
    • (E)ndear

“Don’t stick with it until you get it right. Stick with it until you can’t get it wrong!” – Wes Schaeffer

  • Why you need 7 different voice mail scripts
  • You’re not that good
    • Talent is not transferable
    • Only systems allow you to grow and scale
    • Henry Ford is known because of his system
  • Jimmy Kimel and Oprah make enormous amounts of money by:
    • Asking good questions
    • That they have researched
    • So that they can have an engaging conversation
    • Sound familiar?
  • The biggest mistake salespeople make is not knowing their #1 job.
    • It isn’t selling
    • The #1 job is prospecting. It is the only thing you can control
  • The easiest person to sell is someone who has already bought from you.
  • It’s easy to be a Navy Seal. The trick? Don’t quit.

"I want to be remembered as someone who took his shot." - Wes Schaeffer

The Books Andy and i Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Breaking Through The Status Quo – Andy Neary

The Alchemist  – Paulo Coleho

NEXT WEEK

Eric Silverman returns to the Success Is Voluntary Podcast and he pulls NO punches. In fact, I'm guessing he is going to make all of us a little mad and that's o.k. We can't grow unless someone challenges/pushes us. Eric has always done that for me.

Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY…

John Lee Dumas – On Fire – SIV #068 Shownotes

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 EOFire.com

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 Andy And I Talked About

Things John And I Talked About

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