As you may already know, this episode is a huge milestone for me and I couldn’t be more excited!  In this podcast I had the opportunity to interview one of my heroes in the sales game, Mr. Tom Hopkins.  When I first started in the Voluntary Benefits arena, Tom Hopkins was doing sales training and consulting for the carrier I went to work for.  The name of the program he developed with them was “Building Aflac Sales Champions”  I still have the binder and the cassette tapes that came with it sitting in my office and I still revisit this material often.  I almost wore those tapes out.

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Within my first year in sales I traveled from Seattle, Washington to Scottsdale, Arizona to attend his Building Sales Champion’s Bootcamp. I paid for it out of my own pocket with money I didn’t have.  I am so thankful I did as it completely changed my sales career.  According to Amazon.com Tom has written 18 books on sales including his classic How to Master the Art of Selling and his latest: When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward

Tom was kind enough to send me a copy of it last week and I haven’t been able to put it down!  If you read only one book on sales this year, make sure it’s my book Disturbing Questions! But if you are going to really stretch and read two books on sales, I can’t recommend “When Buyers Say No” strongly enough!!!

During the episode, Tom answered the following questions. Some were posed by my readers/subscribers. Others were mine. I’m just going to give you the questions here.

You will have to listen to the podcast to get Tom’s answers!

• You have been a huge inspiration and long-distance mentor to me. Who inspired you?
• My father sent me the following question: “Do you put your pants on one leg at a time just like everybody else?” (He does!)
• This question is from Pete Cormie.  Pete is a Regional Manager with Redbird Advisors out of New York State.  Pete’s question is this: “With all of the technology available in the marketplace today, what if anything, should be changed or adjusted in our prospecting approach? What “basics” should stay the same?”
• The next question comes from Linda Bambacus who is the Vice President of Service Operations for Colonial Life.  Linda’s question is this: “On Twitter you said, “Don’t worry about sales quotas, Take care of your clients & the quotas will take care of themselves.”  Many of my listeners live in a world of weekly, monthly, and quarterly goals.  How do I balance “taking care of my clients” with the pressure to hit targets?”
• My good friend and author of the upcoming book “The Job Serach Roadmap” Paul Freed has the next question: “How does one help someone on their team, that is struggling through a sales slump, without resorting to platitudes?” If you are in need of career advice or need a very sharp headhunter, shoot Paul and email to: paul@herdfreedhartz.com 

I asked the following questions from Tom’s book “When Buyers Say No”

• I find it fascinating that early on in the book (page 14) you mention that the world No can have many different meanings.  In fact, you identify 8 meanings that ‘no’ can have.  How do you know which no is which?
• In the book, you talk about how the salesperson’s attitude towards no is critical.  This question comes from a listener, John Green: “As you know in sales we get a  constant barrage of ‘NO…NO…NO,’ We don’t want or need your product” is VERY discouraging. How do we remain optimistic or regain our optimism every day we are pounding the pavement looking for new clients?” johng2u@gmail.com

What Tom is up to now:

• We talked about Tom’s upcoming 2-day Sales Academy.  It is coming up quickly in Las Vegas, August 22-23 at the Tropicana Hotel.
• We closed with my standard question of all guests: How do you want to be remembered? (I think Tom’s answer was very special.)

I had a fantastic time with Tom and learned a ton!  I hope you will really listen with an learner’s mindset and are able to pick up several ideas that will propel your business forward.  I also hope that you will give serious consideration to  attending Tom’s upcoming sales academy in Las Vegas August 22-23 at the Tropicana.

You can find Tom at the following places:

• • Visit his website for great resources (many of them free.) www.tomhopkins.com
    
  • Connect to Tom on LinkedIn www.linkedin.com/in/tomhopkinssalestrainer
  • Follow Tom on Twitter: https://twitter.com/TomHopkinsSales

Hey! I really appreciate you listening to the podcast and would love it if you would be so kind as to rate the podcast on iTunes.  To do that, all you have to do is go to https://successisvoluntary.com/iTunes and follow the instructions.  It will take you less than 30 seconds and would be a huge help to me as it will keep the podcast towards the top of the business charts in iTunes which will help new people discover it.  I look forward to seeing you back here next week, in the meantime, don’t forget that everything you do in this business is voluntary……. including success!

I recently gave a keynote speech for a large organization in Long Beach, California. In it, I borrowed heavily from the author, Steven Pressfield.   Most of his non-fiction writing is geared more towards artists and writers than it is to salespeople.  Having said that, if you don’t read his books The War of Art and Turning Pro I worry about you.  They are both that important. Just about everyone, from every walk of life, can benefit from these two books. Those that are artists, writers, entrepreneurs and sales people will be profoundly changed. Pressfield identifies at least 26 signs one can use to know if they have turned pro at what they do for a living. I spoke on just 8.

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You can also see the slides from the presentation right here!  Just click the arrow to advance the slide show.

When I first was considering starting this podcast, one of the first people I thought of that could add tremendous value to my listeners was today’s guest.  For those of you who know me, you know I frequently quote John Maxwell, Jim Rhone, Tom Hopkins, Ziz Ziglar, Brian Tracy, and Les Heinsen.  In fact, I quoted Les and wrote a whole blog article around his concept that everything we do in the course of our business day is either stress relieving or goal achieving.  (Read it here.)  

Some of you already know Les Heinsen.  Les is the State Sales Coordinator for Aflac in Northern California and Northern Nevada. For others, this podcast will give you a little insight into why I consider Les to be one of the best leaders I have ever met.  When I recorded this interview I was blown away!  Les absolutely brought it and delivered in a big way!  I hope you have your pen and paper ready to take notes because Les held a Master Class in leadership with me and you get to listen in.  Are you ready to learn?  Let’s go!!!!

During the interview Les and I talked about the following:

• How Les got started in the insurance business.
• His early influences like Zig Ziglar
• The challenges he faced and overcame.
• How he got involved in leadership.
• His long-time love of John Maxwell’s leadership philosophies and John’s book The 21 Irrefutable Laws of Leadership (This book happens to be the single greatest book on leadership I have ever read.)
• Two examples I saw of Les’ great leadership
• What Les sees as the difference between leadership and management.
• You can’t be efficient with people.  You have to be effective.
• What Les has done to grow personally and as a leader.
• Les’ great quote, “All growth begins with personal growth.”
• Things he wishes he could do over.
• Sales lessons from Tom Hopkins
• “I can either help you or keep it confidential. I can’t do both.”
• Where he thinks Voluntary Benefits are headed in the near future (3-5 years)
• Why he is so excited about the future of VB.
• How the Affordable Care Act has completely changed the discussion at the average American kitchen table and why that is good for us.
• What keeps him motivated. (Spoiler Alert: It’s not about the money.)
• How success is measured according to Jim Rhon.
• We get paid for the value we bring to society.
• Maslow’s hierarchy of needs.
• Driving his team to the highest level.
• It’s not work if there is nothing else you’d rather be doing.
• How he wants to be remembered.

You can find Les here:

Twitter: https://twitter.com/LWHeinsen

LinkedIn: www.linkedin.com/in/lesheinsen

I hope you learned as much as I did.  If you enjoyed today’s episode could you do me a huge favor? Could you please share it on Facebook or tweet out a link to it.  It will help others discover the podcast and might even change their life.

Make sure you tune in the next two weeks as I have a couple of great podcasts coming up.

• Next week the podcast will be based on a speech I just gave to my friend Todd Mason’s organization in California. The speech was titled Turning Pro.  I will explore 8 things that true sales professionals do differently that lead them to success. Based on the feedback I got from Todd’s team, you won’t want to miss it.
• In two weeks I will have sales training legend Tom Hopkins on the podcast.  In fact, I need your help.  Could you please email me at tim@successisvoluntary.com or leave a comment on this podcast THE question you think I should ask Tom.  Honestly, I’m a little nervous to interview him and would love to get your input as what to ask.

That’s it for this week.  Thanks again for listening to this podcast.  Remember, everything you do in life is voluntary, including success!

In today’s podcast, previous Success Is Voluntary guest, Joe Buzzello sits down with new author Tim Martin to ask him about his just-released eBook Disturbing Questions. Spoiler Alert: At the end of the interview, Joe gives the book his full endorsement.

During the interview Tim and Joe talk about the following:

• Why all the logic in the world doesn’t matter to the business owner/Decision Maker.
• Moving the Decision Maker from a logical decision to an emotional decision.
• How to get the Decision Maker uncomfortable.
• Why so many salespeople leave the business.
• Why Tim wrote the book.
• Just because there is no reason for the Decision Maker to say no, doesn’t mean that there is enough reason to say yes.
• Why a quick no is critical to get from the Decision Maker.
• What you must do to get the Decision Maker to take you seriously.
• Why being a people pleaser is the best way to lose the business.
• How to get the Decision Maker to take you seriously.
• When it is ok to make the Decision Maker mad at you.
• What the risks are when we make the Decision Maker mad and why we do it anyway.
• How the Decision Maker lives a different lifestyle than their employees and why we must remind them of that fact.
• Why “Maybe” kills most salespeople.
• When it is ok to walk away from a potential client.
• Why Joe wants to get out and run some Decision Maker appointments.

Chris Della Sala is the Regional Broker Development Manager for Colonial Life. He oversees the broker sales and marketing for the Southwest Region. Chris has worked as a sales rep for a Third Party Administrator (TPA), been a major medical broker, and worked in sales non-stop since graduating from the University of Texas with a degree in Micro-Biology. Yes, you read that right. He is one of the brightest guys you are ever going to meet, inside or out of the insurance industry.

• In the South West Territory, 2/3 of Colonial Life’s business comes from brokers.
• The market place in a post-Health Reform environment is demanding solutions that Voluntary Benefits fill.
• Why brokers look at Voluntary Benefits carriers as a partner.
• How National Health Care has impacted the broker’s commissions.
• Brokers are offering more product lines than ever before.
• How diversifying product lines can strengthen the broker’s relationship with their client.
• 67.3% of all statistics are made up on the spot.
• BOR – Broker of Records letters are on the rise.
• What brokers are concerned about when picking a Voluntary Benefits partner.
  • Providing value to the clients.
  • Support from the carriers.
  • Partnership mindset.
  • The satisfaction of clients.
  • Quality products.
  • Quality company.
  • Quality service.
  • Experience from the carrier and the rep.
• If you don’t take care of your customer, someone else will.
• Best in breed.
• Products are very competitive.
• Value of products is fairly objective.
• Why new agents have such a hard time breaking into the broker market.
• Consolidation of broker houses.
• The tremendous growth in overall Voluntary Benefits sales.
• Why business owners weren’t interested in Voluntary Benefits due to National Health Care Reform.
• Health Insurance Companies are entering the Voluntary Benefits arena.
• What to look for in a broker that you want to partner with.
• Unexpected drop-ins and why the broker is not always happy to see you.
• Bring value to the table.
• Take the broker an account, don’t just ask them for their accounts.
• A “sure-fire” way to get brokers to meet with you.

You can connect with Chris on LinkedIn here: www.linkedin.com/in/chrisdellasala

Michael Beck and I have known each other for about a decade. I have invested in several of Michael’s coaching programs and webinars. When I decided to launch www.successisvoluntary.com and this podcast, Michael is one of the first people I thought of to bring on as a guest.

Michael’s career has been incredibly varied. He holds an MBA in finance from the Wharton School of Business as well as a Masters in Structural Engineering from the University of Pennsylvania. He has worked as a structural engineer, director of a law firm, restauranteur, overseas franchise development specialist, insurance agent, executive coach, and market strategist. Michael has consulted with numerous large organizations and coached executives at the highest level.

Michael started coaching about 14 years ago and spent his first 10 years of coaching almost exclusively in the insurance industry. He mentioned that the reason he got into leadership coaching was that he saw a plethora of poor managers and leaders. He wanted to make a positive difference.

This is part two of the two-part interview with Heath Oakes. If you missed part one, please go here to listen: PART ONE

In today’s episode Heath and I talk about the following:

• Setting expectations.
• Opening groups.
• Why Heath does what he does.
• Why Heath believes that this is a great career for someone who is young.
• Your success is based upon your results.
• You don’t have to wait 10 years for someone to die or retire to get promoted.
• You can get where you want when you want.
• How to stay relevant with a middle-age business man when you are young.

 Heath also gave great advice for younger people wanting to begin their career in the insurance industry.

• Wear a suit.
• Be more knowledgeable than your fellow reps.
• Work hard when all your friends are out partying.
• Study your product and sales techniques.
• Be honest. If you don’t know the answer, just say, “I don’t know and then go get them the answer.
• Younger age can be a help due to the unfortunate fact that many people view the younger generation as lazy. By hustling, you stand out!
• Zig Ziglar quote: “Discipline yourself to do the things you need to do when you need to do them, and the day will come when you will be able to do the things you want to do when you want to do them.”
• The importance of getting rid of the word realistic from your vocabulary.

Where to find Heath

You can find Heath on Linkedin here: 

Heath blogs at http://www.heathoakes.com/

I first meet Heath Oakes about a year ago when he became the Territory Manager for North Texas (the Dallas/Fort Worth area.)

I’ll be honest with you I was skeptical about Heath at first. His track record was impressive, but I wasn’t sure if he was genuine or had just memorized all the right things to say.  As I have got to know him, I have to tell you, there isn’t a disingenuous bone in his body.  You will hear his passion and energy level today I promise.  As Heath would say, “If this podcast doesn’t light your fire, your wood is wet.”

Things Heath and I Talked About:

• Forrest Gump
• Ignorance on fire
• Spare Me Your Creativity
• Setting expectations
• Opening groups
• Why he is so passionate about Voluntary Benefits
• Why his best friend thought he was dealing drugs.
• Why he hates the word realistic.
• Two of our favorite Zig Ziglar quotes

This is part one of a two-part interview. “Tune In” next Saturday (May 31, 2014) for part two! I promise you Heath gets even more passionate. Thanks for listening!!!

I’ve known Michael Gallagher for just over a year now, but I have gotten to really know him during the last couple of months.
I am incredibly impressed with his heart and desire to help coach and train salespeople. His techniques and the sales processes he teaches will have a dramatic impact on your business! So buckle up and get ready to learn.  If you get a third as much knowledge from this podcast as I feel I did, your sales can’t help but improve!

Things Michael and I talked about:

• The difference between Always Be Closing vs. Always Be Connecting
• The dreaded 6 words a salesperson hates most: “I need to think about it.”
• Michael’s S.E.R.V.E. acronym.
  • Synergy
    • The Powers of Synergy
    • The Power of Acceptance
    • The Power of Approval
    • The Power of Empathy
  • Effective Communication
    • Being in the same state as your prospect.
    • Mirroring
    • Understanding social styles
    • Body language
    • Why it’s so important to have your sales process down so you can concentrate on what is going on around you.
    • Practice, practice, practice.
    • Clean slate versus grizzled veteran
    • Sharpening you saw.
      • “It’s what you learn after you know it all that counts.” – Dr. John C. Maxwell
      • “The day I think I have arrived is that day I put one foot in the grave.” – Michael Hyatt
      • Brain-science and how learning something new releases massive amounts of dopamine in your brain.
      • “All growth starts with personal growth.” – Les Heinsen
      • TED Talks
      • Do things you love to do. Inside and outside of work.
  •  Relationship Building
    • Effective listening.
    • Finding common ground.
    • If done effectively everything else just falls in place.
    • People like to do business with people they know, like, and trust.
    • Most salespeople are afraid to ask multiple probing questions until you have no more questions to ask.
  • Various Influencing Techniques
    • • Instant Influence by Michael V. Pantalon.

     Synopsis-If you want to motivate your employees to be more productive, convince your customers to use more of your products and services, encourage a loved one to engage in healthier habits, or inspire any change in yourself, renowned psychologist Dr. Michael Pantalon can show you how to achieve Instant Influence in six simple steps. Drawing on three decades of research, Dr. Pantalon’s easy-to-learn method can create changes both great and small in 7 minutes or less. This scientifically tested method succeeds in every area of work and life by helping people tap into their deeply personal reasons for wanting to change and finding a spark of “yes” within an answer that sounds like “no.”

    • The What.
    • The Why.
    • The How.
    • The Feeling.
    • The Experience.
    • The Commitment.
    • How to influence with an addict in 14 minutes.
    • THE DISTURBING QUESTION
  • Entering Into Agreement
    • • If you have done everything right so far this is the easiest part.
      • Reinforce their decision.
      • Refocus on the feeling, the why, and the outcome.
      • Get them to live in the state that this has already happened, it’s done and now how to you feel?
      • The Art of War – Sun Tzu

    

    • • The War of Art –Steven Pressfield

    

    • • The Sandler Rules – You can never get mad at a prospect for doing something you didn’t tell them they couldn’t do.

    

    • • How the maybes can kill you in this business.
      • It’s comfortable to talk to people who don’t tell you know.
      • Moving the maybes back to suspects.
        • We don’t want to spend too much time with suspects.
      • The Challenger Sale – Matthew Dixon

    

• Reaching for a 25% increase every year.
• Why you will make more money when you stop chasing it. We get paid in direct proportion to the quality of service we give and the number of people we serve.
• How to see a significant increase in results and referrals.

Michael can be found on his blog at www.fitbodymindandsoul.com and has offered a free, one-hour consultation to my listeners.

He is also very active on LinkedIn and can be found here: