Join us for an insightful conversation with Daniel Rosen from Renovo Financial as we explore the concept of the success triangle—attitudes, behaviors, and techniques—in scaling businesses. Daniel shares his remarkable journey, highlighting Renovo's impressive 10x expansion of its sales team and 40x business growth over the past six years. Discover the pivotal role of mindset and the "adult-adult" approach in building enduring relationships within the commoditized lending industry. Daniel emphasizes the significance of "slowing down to speed up," a principle that has shaped Renovo's success in cultivating genuine business partnerships and mutual growth.

We also discuss the importance of building long-term client relationships by prioritizing a local, client-centric approach in the real estate lending business. Learn how understanding clients' business journeys and challenges leads to stronger partnerships and a referral-based business model. Additionally, we explore effective hiring and onboarding strategies that have distinguished Renovo, especially during the challenges of COVID-19. By setting clear expectations and rigorous training, Renovo has cultivated a team of top producers who thrive in a supportive environment. Daniel's experiences and insights provide a comprehensive look at fostering genuine connections and a structured approach to success.

(00:02) Success Triangle (10:32) Building Long-Term Client Relationships (18:18) Effective Hiring and Onboarding Processes

(00:02) Success Triangle

This chapter features a conversation with Daniel Rosen from Renovo Financial, highlighting his journey and the impressive growth of his company. We explore the significance of the success triangle—attitudes, behaviors, and techniques—in scaling businesses, as evidenced by Renovo's remarkable 10x sales team expansion and 40x business growth over six years. Daniel emphasizes the importance of mindset, particularly the "adult-adult" approach in building lasting relationships in a commoditized lending industry. We reflect on a pivotal moment when Daniel first reached out for sales training, underscoring the value of slowing down to speed up, and how this principle has shaped Renovo's relationship-driven success. Through this lens, Daniel's insights reveal how fostering genuine business partnerships contributes to mutual growth and success.

(10:32) Building Long-Term Client Relationships

This chapter focuses on the importance of building genuine relationships in the real estate lending business by prioritizing a local, client-centric approach. We explore how understanding a client's overall business journey and challenges leads to stronger, long-term partnerships rather than just focusing on individual deals. Emphasizing the mantra "slow down to speed up," we highlight the benefits of investing time to understand clients' needs and making informed decisions on fit and alignment. By prioritizing relationship-building, we aim to transform sales strategies into a referral-based business model that drives sustained growth. Through personal experiences and insights, we underscore how this approach has led to significant increases in loan processing volumes, illustrating the power of a well-cultivated, client-focused sales process.

(18:18) Effective Hiring and Onboarding Processes

This chapter explores the innovative hiring and onboarding strategies that have set a company apart, particularly during the challenges of COVID-19 when operations expanded nationwide. By emphasizing the importance of having a clear process and identifying the right candidate profile, I highlight how this approach mirrors effective prospecting techniques. The conversation underscores the necessity of transparency in setting expectations, where the upfront communication of challenges and rigorous training requirements becomes crucial. This method not only avoids overselling the job but also prepares candidates for the demanding nature of the role. We also discuss the implementation of techniques like upfront contracts and role-playing, alongside regular accountability meetings, which ensure new hires are equipped and ready to succeed. The outcome of this meticulous process is a team of top producers who thrive under the company's supportive and structured environment.

Former NFL wide receiver Bernard Berrien joins us for an enlightening conversation on cultivating a success mindset that transcends the boundaries of sports and business. Bernard shares his inspiring journey from playing college football at Fresno State to making it to the NFL, underscoring the power of confidence and resilience in overcoming challenges. Listeners will gain an understanding of how a positive attitude not only prepares individuals to excel but also elevates those around them. Bernard also opens up about his pre-game routine, highlighting the role of music and consistent habits in achieving a winning mindset.

We unpack the traits that athletes bring to the corporate world, discussing the parallels between sports and business. Discover how discipline, commitment, and competitiveness form a solid foundation for success in sales and leadership roles. Bernard emphasizes that behind-the-scenes effort and preparation are key, offering advice to young athletes on the importance of hard work and physical health. The conversation reveals how dedication in sports seamlessly translates to business success, proving that consistent effort and self-care outweigh raw talent.

Our exploration doesn't stop at the professional realm. Bernard shares his admiration for Michael Jordan, highlighting the basketball legend's impactful transition from sports to business. We also delve into Bernard's personal interests, such as drumming, dancing, and gardening, which offer him stress relief and personal growth. This episode captures the essence of surrounding oneself with smarter individuals and valuing time, providing entrepreneurs with insights to balance success and personal life. Tune in for Bernard's invaluable perspectives on achieving your goals, and connect with him on Instagram for ongoing inspiration.

(00:02) Success Mindset for Athletes and Entrepreneurs (10:09) Athlete Traits for Corporate Success (17:49) Personal and Professional Growth Strategies (22:35) Winning Mindset With Bernard Barian

(00:02) Success Mindset for Athletes and Entrepreneurs

This chapter features an engaging conversation with Bernard Berrien, a former NFL wide receiver and entrepreneur, as we explore the attitudes, behaviors, and techniques necessary to succeed both on and off the field. Bernard shares his journey from college football at Fresno State to playing in the NFL, emphasizing the critical role of mindset and attitude in achieving and maintaining success. With only a small percentage of college athletes making it to the professional level, Bernard highlights the importance of confidence and resilience in overcoming challenges. He describes how a positive attitude not only prepares individuals to win but also inspires those around them to perform at their best. Bernard also reveals his pre-game routine, including the significance of music and maintaining consistent habits to get into the right mindset. This conversation offers valuable insights into the parallels between athletic and business success, focusing on how the right mental approach can drive achievement.

(10:09) Athlete Traits for Corporate Success

This chapter explores the parallels between the corporate world and team sports, emphasizing the transferable traits of discipline, commitment, and competitiveness that make athletes successful in business. I highlight how the dedication and work ethic required in sports translate into a strong foundation for sales and leadership roles. We discuss the importance of what you do behind the scenes, such as practicing and preparing when no one is watching, to achieve success on game day, which in business translates to consistently following up with clients and sticking to a strategy. I underscore the importance of habits, discipline, and preparation over raw talent, suggesting that success is built on consistent effort and self-care. Additionally, advice is offered to young athletes aspiring to elevate their careers, emphasizing the significance of hard work and maintaining physical health as integral components of achieving one's goals.

(17:49) Personal and Professional Growth Strategies

This chapter explores the admiration for Michael Jordan, both as an athlete and a business figure, emphasizing his ability to say no and make smart decisions. I reflect on personal growth and resilience, drawing inspiration from Jordan's successful transition from sports to business. We uncover lesser-known facts about Bernard Barron, including his past as a drummer and drum major, and his love for dancing and gardening as stress relief. We discuss the importance of surrounding oneself with smarter individuals for personal and professional development, along with the value of reading and watching documentaries. Finally, we touch on the significance of time, sharing the perspective that while money can always be earned, time once lost is irreplaceable, a sentiment that resonates deeply with entrepreneurs striving for a balance between success and personal life.

(22:35) Winning Mindset With Bernard Barian

This chapter features an engaging conversation with Bernard Barian, who shares his insights on cultivating a winner's mindset. We explore Bernard's strategies for success and how his mental approach can inspire others to achieve their goals. The episode provides listeners with valuable perspectives on personal and professional growth, emphasizing the importance of maintaining a positive and determined outlook. I express my gratitude to Bernard for his contributions and encourage listeners to connect with him on Instagram for further inspiration. Thank you for tuning in, and I look forward to bringing more insightful discussions on the How to Succeed podcast.

Carlos Garrido took a leap of faith in 2009, leaving behind the bustling world of finance in England to embrace the vibrant opportunities of Miami, Florida. His journey wasn't just about navigating new landscapes but also about mastering a language and culture that were foreign at first. Encouraged by his brother, Carlos transitioned into entrepreneurship, carrying with him the Sandler principles that had already begun to shape his perspective on personal and professional success. His story illuminates the profound impact of perseverance and connection, emphasizing how these tools helped him overcome the daunting challenges of starting anew.

The definition of success is ever-evolving, and today more than ever, it transcends mere financial gain. We explore how iconic figures like Jeff Bezos and Mark Zuckerberg reflect a modern ethos that prioritizes health and time freedom over ostentatious wealth. Carlos shares his enlightening experience with the 75 Hard program, a grueling yet transformative regimen that reshaped his approach to mental toughness and personal growth. This personal narrative highlights the shift from external validation to intrinsic self-worth, encouraging listeners to question deeply ingrained beliefs about success and identity.

The episode rounds out with a discussion on achieving a balanced life, where both health and business aspirations find harmony. Through holistic practices such as Stoicism, journaling, and meditation, Carlos has redefined his views on masculinity and success. The integration of new fitness techniques and dietary changes, shared with family members, serves as a testament to the power of personal transformation. Amidst life's inevitable setbacks, the commitment to ongoing development remains unwavering, painting a picture of a life where professional achievements and personal well-being coexist, driving toward a future of holistic success and fulfillment.

(00:02) Journey to Success Through Sandler Principles (16:43) The Mental Toughness of Success (21:06) Transformation Through Fitness and Business (37:08) Balancing Health and Business Success

(00:02) Journey to Success Through Sandler Principles

This chapter features a conversation with Carlos Garrido, a Sandler trainer from Miami, Florida, who shares his personal and professional journey. Originally from Manchester, England, Carlos discusses his multicultural background with a Greek mother and a Spanish father, and his initial career in finance and investment banking. He explains how he relocated to Miami in 2009 to lead business development and M&A activities in Latin America, a move that was prompted by the global emphasis on BRICS strategies. Despite not speaking Spanish initially, Carlos embraced the challenge and fell in love with Miami and the United States, eventually becoming an American citizen. He recounts how he transitioned from finance to starting his own business in Miami, with encouragement from his brother who was a Sandler client. The chapter highlights the importance of perseverance and connection in overcoming the initial challenges of entrepreneurship.

(16:43) The Mental Toughness of Success

This chapter explores the evolving notion of what signifies success and wealth, contrasting the 1980s' flashy displays with today's emphasis on physical health and time freedom. We examine how modern entrepreneurs prioritize fitness, highlighting billionaires like Jeff Bezos and Mark Zuckerberg as examples of this shift. The conversation then transitions into a personal narrative about discovering and undertaking the 75 Hard program, a regimen aimed at mental toughness that also results in improved health. Initially resistant, I recount how repeated encounters with the program's concept, through friends and YouTube videos featuring its creator Andy Frazella, led to a transformative mindset shift. This experience underscores the importance of discipline, time management, and mental resilience in achieving personal growth.

(21:06) Transformation Through Fitness and Business

This chapter examines the journey of committing to a demanding 75-day program that requires daily dedication and challenges one's personal beliefs and identity. We explore how embarking on this journey required reevaluating what success means, questioning ingrained beliefs about roles as a man, father, and husband, and prioritizing personal health over economic achievements. Through self-reflection, the importance of self-concept in achieving success, especially in business and sales, is highlighted, emphasizing that one's self-worth is not solely tied to financial accomplishments. The transformative process includes overcoming cynicism and shifting the focus from external validation to an intrinsic sense of self-worth and personal value. This narrative illustrates the profound impact of challenging and reshaping one's identity and beliefs on personal growth and fulfillment.

(37:08) Balancing Health and Business Success

This chapter explores the journey of personal and professional growth, focusing on the transformation in mindset and lifestyle. We discuss the importance of integrating holistic practices like journaling, meditation, and philosophical exploration, particularly with Stoicism, to reshape perspectives on success and masculinity. Emphasizing the value of physical health, the narrative highlights adopting new fitness techniques and dietary habits, supported by resources like Men's Health and YouTube tutorials. We reflect on the continuous ambition for business growth, noting the significant progress made and future aspirations. The journey is one of balancing professional achievements with personal health and family life, sharing the challenges and rewards of weight loss and strength training, particularly in partnership with family members. Despite setbacks, the commitment to ongoing development remains steadfast, aiming for holistic success and well-being.

Jennifer Cobb, the trailblazing NASCAR driver and entrepreneur, takes the wheel in our latest episode to share her extraordinary journey through the fast lanes of racing and business. Join us as Jennifer recounts her impressive achievements, like her standout sixth-place finish at Daytona, and navigates the challenges of a male-dominated sport without the cushion of major financial sponsorships. She opens up about the pivotal role her family, particularly her late mother, had in her career, and how she managed to balance racing with life's practicalities, such as securing health insurance and buying a home. Now, Jennifer channels her unstoppable drive into a new role at Fastener Supply Company, where her story continues to inspire.

Listeners will discover the profound parallels between the relentless world of racing and the high-stakes field of sales. From overcoming initial fear and intimidation to developing an entrepreneurial mindset, Jennifer and I exchange personal stories about the transformative journey towards confidence and the establishment of equal business stature. We discuss the critical importance of understanding one's purpose and the essential support of a dedicated team, illustrating how these elements are key to thriving in both racing and business landscapes. The lessons learned on the racetrack translate seamlessly into the business world, offering invaluable insights for anyone striving to achieve their goals.

Our conversation goes beyond the track and the sales floor to delve into the art of authenticity and resilience. Jennifer shares her experiences as a college student balancing academics, cheerleading, and a part-time job, all while pursuing her passion for racing. We talk about the discipline required to maintain routines and handle multiple responsibilities, highlighting how these skills are vital for success in any field. Through stories of embracing failure, navigating setbacks, and the humor found in unexpected moments—like setting a microwave on fire during a sales demo—Jennifer's journey is a testament to perseverance and the power of embracing life's learning opportunities.

(00:03) Female NASCAR Pioneer's Longevity and Perseverance (09:18) Entrepreneurial Mindset for Success (16:45) Authenticity and Tenacity in Success (23:33) Entrepreneurial Mentoring and Female Racing (31:55) Learning From Failure in Sales

(00:03) Female NASCAR Pioneer's Longevity and Perseverance

This chapter features a conversation with Jennifer Cobb, a trailblazer in the NASCAR world as a part-time professional race car driver, team owner, and entrepreneur. We explore her impressive journey, highlighting her achievements as a female driver with notable records in the NASCAR Truck Series, including her sixth-place finish at Daytona, which was recently surpassed by Natalie Decker. Jennifer shares her experiences and challenges in a male-dominated sport, emphasizing her perseverance and longevity without the backing of significant financial sponsors. She also reflects on the support from her family, especially her late mother, and how she managed to balance racing with personal responsibilities like securing health insurance and purchasing a home. Jennifer now channels her determination into her role at Fastener Supply Company, resonating with others who have shown grit in their careers.

(09:18) Entrepreneurial Mindset for Success

This chapter explores the transformative journey from fear to confidence in the realm of sales, drawing parallels with the racing world. I share my initial trepidation with cold calling and the intimidating presence of gatekeepers, especially in the manufacturing sector, and how adopting a mindset of equal business stature became crucial. By shifting from a need-based approach to recognizing the value I bring, both in sales and racing sponsorships, I highlight the importance of confidence and team support. Additionally, I reflect on the significance of understanding one's 'why' in both racing and sales, emphasizing the passion and commitment to not only personal goals but also the responsibility towards a team. The chapter underscores the lessons learned from racing that translate into my business career, particularly the drive that comes from a clear purpose and the support of a dedicated team.

(16:45) Authenticity and Tenacity in Success

This chapter explores the journey of perseverance and determination, highlighting the experiences of a college student juggling academics, cheerleading, and a part-time job while pursuing a passion for race car driving. I share how my no-nonsense father instilled a strong work ethic, refusing to let me quit during challenging times. Reflecting on pivotal moments, such as entering Daytona for the first time, I discuss how these experiences shaped my mindset to never give up during tough times. The importance of consistent behavior and having a clear 'why' is emphasized, drawing parallels to the discipline required in sales. We explore how maintaining routines and balancing multiple responsibilities are crucial for success, and how these lessons apply to both racing and life.

(23:33) Entrepreneurial Mentoring and Female Racing

This chapter explores the journey of balancing spontaneity with productivity, highlighting how personal tricks can aid in achieving goals despite a lack of strict discipline. I share anecdotes from my entrepreneurial experiences, from starting with Avon at 18 to eventually selling fasteners in the racing industry. Emphasizing the importance of passion, consistency, and persistence, I recount humorous and challenging moments, such as accidentally setting a microwave on fire during a sales demo. Additionally, I touch on my approach to mentoring and public speaking, where I share my story to inspire others and offer guidance to those interested in sales or racing.

(31:55) Learning From Failure in Sales

This chapter explores the resilience and learning mindset required to overcome failures, both in high-speed racing and in sales. We discuss the importance of understanding why failures occur, emphasizing that analyzing and fixing issues is crucial for growth and success. By comparing experiences in racing and professional life, we highlight how setbacks provide valuable learning opportunities and can lead to improved performance and stronger outcomes. We also reflect on how acknowledging and taking responsibility for mistakes can foster trust and cooperation among peers. Finally, we touch on the qualities necessary for transitioning into new professions, especially in sales, and the significance of embracing failure as a natural and beneficial part of the journey.

Eric Bailey, president of Bailey Strategic Innovation Group and bestselling author of "The Cure for Stupidity," joins us to unravel the complexities of human behavior through the lens of brain science. Inspired by a spontaneous New Year's resolution, Eric's journey from various industries to authoring a transformative book is nothing short of fascinating. He brings to light how our perception can mislead us and the illusion of certainty that our brains create, urging us to engage in self-reflection and adapt our communication for better understanding.

Explore the captivating concept of schadenfreude and its impact on both personal and professional life. We shed light on how this feeling of pleasure in others' misfortunes shows up in sports and workplace rivalries, and how it can affect team cohesion and organizational culture. The importance of acknowledging non-verbal cues, or emotional "leakage," is emphasized to ensure teamwork and cultural integrity aren't compromised. Eric and I delve into the role culture plays in achieving collective success, stressing that it's not just about top-down mandates but about the attitudes and behaviors of everyone involved.

Effective communication and leadership are the pillars of a successful workplace culture, and this episode dives deep into these essentials. From the pitfalls of uncommunicated expectations to the virtues of "radical curiosity," we highlight how leaders can transform their interactions from transactional to relational, fostering genuine connections with their teams. Emphasizing the importance of managing individuals and embracing generational shifts in communication, we advocate for environments where genuine emotional experiences are valued, ultimately enhancing leadership effectiveness and employee retention.

(00:01) The Cure for Stupidity (12:51) The Impact of Culture on Success (17:06) Building and Nurturing Workplace Culture (29:43) Effective Leadership Communication and Training (36:13) Mastering Curiosity and Communication in Leadership

(00:01) The Cure for Stupidity

This chapter features an engaging conversation with Eric Bailey, the president of Bailey Strategic Innovation Group and author of the bestselling book, "The Cure for Stupidity: Using Brain Science to Explain Irrational Behavior." We explore Eric's journey from various industries to becoming an author, sparked by a New Year's resolution during a family road trip. Eric shares insights from his book, which is grounded in brain science principles, covering topics such as our tendency to believe our perception of the world is reality and the illusion of certainty. These concepts highlight how our brains can lead us to mistakenly assume we are correct in our interactions with others. Eric emphasizes the importance of self-reflection and adapting our communication to improve understanding, as exemplified by host David's personal anecdotes about learning to distinguish between opinion and fact in his communication.

(12:51) The Impact of Culture on Success

This chapter explores the intriguing concept of schadenfreude, the pleasure derived from someone else's misfortune, and its implications in both personal and professional settings. We discuss how this phenomenon can manifest in sports rivalries and workplace dynamics, particularly in competitive situations like vying for promotions. The conversation highlights the importance of recognizing these feelings and shifting focus towards collective success, emphasizing the role of team cohesion and cultural alignment in organizations. We consider the challenges faced in team environments, such as sales, where internal dissonance can affect client perceptions and outcomes. The chapter also touches on the non-verbal cues, or "leakage," that reveal our true emotions, potentially undermining teamwork and organizational culture. Finally, I reflect on the pivotal role of culture in fostering successful collaborations and achieving shared goals within companies.

(17:06) Building and Nurturing Workplace Culture

This chapter focuses on the essence and influence of culture within organizations, emphasizing that culture is defined by the attitudes, beliefs, and behaviors of its people, not merely dictated from the top. I explore how nurturing desired cultural traits, like communication and accountability, requires active participation and feedback from everyone involved. Addressing generational perceptions, I highlight how every generation tends to label the next as self-absorbed, referencing historical views dating back to Aristotle. We also discuss the impact of technology on communication, particularly among younger generations, noting how reliance on digital expressions like emojis and abbreviations may lead to a diminished experience of genuine emotions. This shift could result in amplified emotional responses when real emotions are encountered.

(29:43) Effective Leadership Communication and Training

This chapter explores the critical importance of clear communication and setting expectations in leadership. We share a real-life example of a leader who struggled with an employee's tardiness due to vague instructions about start times. Highlighting the pitfalls of assuming common sense in workplace norms, we discuss how misunderstandings can arise from uncommunicated expectations, leading to potential conflicts. We emphasize the necessity for leaders to have uncomfortable conversations to ensure clarity and alignment within teams. Furthermore, we touch upon the shortcomings of performance reviews when expectations aren't clearly set and revisited. Lastly, we underline the need for proper training for leaders to equip them with the skills necessary to effectively manage and communicate with their teams.

(36:13) Mastering Curiosity and Communication in Leadership

This chapter explores the critical leadership skills necessary for success, focusing on the importance of teaching leaders how to communicate effectively, coach, lead, and handle difficult conversations. We emphasize the concept of "radical curiosity," which encourages leaders to adopt a mindset of learning from everyone they meet, regardless of their hierarchical position. By fostering curiosity and asking questions, leaders can create stronger connections with their teams and transform interactions from transactional to relational. The conversation highlights the significance of managing individuals rather than just teams and taking personal responsibility for employee retention. The chapter concludes with a call to catch ourselves when pretending to be know-it-alls, advocating for a shift toward learning and understanding to enhance leadership effectiveness.

Renowned speaker and author Krish Dhanam shares his compelling journey from a Zig Ziglar seminar to transforming his career in sales. Experience firsthand the enlightening stories and personal anecdotes that reveal how stepping out of comfort zones can shape the mindset of the top 3% who thrive in the effective zone. Krish's insights into mindset shifts and embracing change illuminate the path to achieving sales success and overcoming any obstacles in your way.

Uncover the secrets to effective leadership and consistent success as we discuss the importance of consistent daily actions over sporadic efforts. Drawing inspiration from the Sandler sales approach and Zig Ziglar's teachings, we explore how establishing a structured plan and growth mindset within teams can lead to sustained achievements. Learn how to prioritize what you can influence and use motivation, consistency, and strategic planning to reach and surpass your goals.

Discover the power of product conviction and peak performance as Krish highlights the impact of belief and confidence in sales and leadership. With personal anecdotes and wisdom from mentors, we discuss how instilling conviction in your team about the transformative potential of your products can drive excellence and peak performance. This episode is packed with actionable strategies and insights that will challenge you to recognize that true success starts from within.

(00:03) Success Mindset and Overcoming Obstacles (14:17) Daily Behavioral Plan for Sales Success (26:12) Product Conviction and Peak Performance (31:49) Peak Performance and Sales Habits (43:33) Inner Conviction for Sales Success

(00:03) Success Mindset and Overcoming Obstacles

This chapter features an engaging conversation with Krish Dhanam, a seasoned speaker and author with a remarkable journey in the sales industry. We explore Krish's transformative experience attending a Zig Ziglar seminar, which marked a pivotal turning point in his career. Krish shares insights on the importance of stepping out of comfort zones, emphasizing the distinction between comfort zone thinkers and effective zone thinkers. He highlights the mindset of the 3% who operate in the effective zone, characterized by their proactive and innovative approach to challenges. We also discuss how individuals can identify where they stand and strategies to transition into becoming effective zone thinkers, focusing on mindset shifts and embracing change.

(14:17) Daily Behavioral Plan for Sales Success

This chapter focuses on the mindset required for effective leadership and consistent success. We explore how leaders can prioritize negotiable factors they can influence rather than getting bogged down by uncontrollable elements. The importance of consistent daily actions over sporadic efforts is emphasized, drawing on the Sandler sales approach and the insights of renowned motivational speaker Zig Ziglar. By implementing a structured, methodical plan and fostering a growth mindset within teams, leaders can achieve sustained success without relying on last-minute, frenzied activity. Additionally, we highlight the importance of establishing clear foundations, visions, and benchmarks to guide the growth process and ensure accountability. Through stories and personal experiences, the discussion underscores the power of motivation, consistency, and strategic planning in reaching and exceeding goals.

(26:12) Product Conviction and Peak Performance

This chapter explores the fluidity of the PEST model in management, emphasizing the importance of belief and conviction in leadership and sales. I discuss how having absolute confidence in a product or service can be as comforting as a doctor assuring a patient with experience and certainty. The conversation highlights how this conviction impacts clients and the significance of preparation and effort, regardless of past successes. Reflecting on personal experiences and teachings from mentors like Mr. Ziegler, I stress the importance of honoring one's profession and consistently striving for excellence. Furthermore, we examine the idea that the true essence of replicating success within a company lies in instilling conviction in the team about the transformative power of their products or services. By nurturing this belief, organizations can achieve peak performance and significantly enhance their impact.

(31:49) Peak Performance and Sales Habits

This chapter explores the nuances of sales management and personal productivity, emphasizing the importance of recognizing one's strengths and finding complementary partners in the workplace. We discuss the concept of being a creator who generates ideas and the necessity of having a trusted executor to bring those ideas to fruition. The conversation highlights the importance of viewing oneself as part of an assembly line where everyone's output serves as someone else's input, promoting efficiency and teamwork. We also reflect on the difference between individuals who work for a paycheck versus those driven by a mission to make a difference. A personal anecdote underscores the lasting impact of genuine passion and excellence, while Stanley Marcus's wisdom about sales is quoted to reinforce the value of client relationships. The chapter concludes with advice on maintaining peak performance through non-negotiable daily disciplines and the importance of being a time miser to eliminate frivolity and focus on meaningful interactions and tasks.

(43:33) Inner Conviction for Sales Success

This chapter challenges us to rethink our approach to success by focusing on the mindset and conviction we bring to our daily lives. Instead of searching for external tactics, Krish Dhanam encourages us to recognize that true success lies within us and is influenced by our thoughts and actions. It's a reminder that while tactical strategies are important, the foundation of success is built on our internal mindset and how we engage with our goals. As we reflect on this, the chapter leaves us with the powerful insight that success is as much about our internal perspective as it is about external actions. Until next time, keep this mindset in focus for good selling.

Nashville's own Benji Harris, a gifted songwriter and composer, joins us to unravel the profound influence of music on the corporate world. From his early days forming a band in middle school to sharing stages with country stars, Benji has skillfully woven his experiences into his work with Song Division—pioneering a unique approach to employee engagement and company culture through music. Prepare to be captivated by his journey and insights on using music to transform attitudes and behaviors within corporate environments.

Explore the power of musical team-building exercises where skepticism morphs into enthusiasm and teamwork. Benji sheds light on the science behind these experiences, from the release of dopamine and oxytocin, to the tangible shift in mood and collaboration among team members. He emphasizes the fun factor with engaging elements like costumes and props, which break down barriers and foster genuine connections. This approach not only reinforces core values but also creates a memorable shared experience that lingers long after the event.

Our conversation goes beyond music to reveal how Sandler training techniques can revolutionize communication, both in sales and personal interactions. We touch on the concept of "planned spontaneity," where preparation meets intuition for a seamless presentation style. Whether you're aiming to boost team cohesion or enhance your leadership skills, the insights shared in this episode offer a fresh perspective on nurturing a cohesive work environment. Tune in to discover how music and communication strategies can lead to meaningful professional and personal growth.

(00:02) Music in Corporate Culture (11:31) Musical Team Building Experiences (20:07) The Power of Musical Team Building (33:27) Effective Communication Techniques in Sales (46:03) Podcast Promotion and Copyright Protection

(00:02) Music in Corporate Culture

This chapter welcomes Nashville-based songwriter, composer, and educator Benji Harris, who shares his journey from discovering the emotional power of music as a child to becoming a professional musician. We explore Benji's path, from forming his first band in middle school to performing with country stars and eventually finding his place in Nashville. The conversation shifts to his involvement with Song Division, a company that brings music into the corporate world to enhance employee engagement and company culture. Benji explains how Song Division uses music as a universal language to foster connection, bonding, and retention among teams through unique musical experiences at corporate events. The discussion touches on the synergy between music and corporate culture, highlighting how music can influence attitudes and behaviors, aligning with concepts like Sandler's success triangle of behavior, attitude, and technique.

(11:31) Musical Team Building Experiences

This chapter explores the transformative power of music in team-building activities within corporate environments. I discuss how music can effectively convey core values by not only highlighting their importance but also illustrating the consequences of not adhering to them. By engaging participants in a unique song-writing exercise, where initial skepticism and discomfort give way to excitement and camaraderie, teams experience a tangible shift in behavior and mindset. This process leverages the science of music to foster dopamine and oxytocin release, enhancing mood and bonding among team members. By providing fun elements like costumes and props, we encourage participants to embrace the experience fully, resulting in improved collaboration and lasting connections.

(20:07) The Power of Musical Team Building

This chapter explores the transformative power of music in building team cohesion and enhancing leadership development. We discuss the often-overlooked element of trust within new teams, emphasizing its critical role alongside technical aspects like roles and responsibilities. The chapter highlights a unique program that uses music as a tool to foster trust and understanding among team members, allowing them to connect on a deeper level by sharing personal motivations and values. Through songwriting, teams create a shared experience that breaks down workplace barriers, encouraging open communication and strengthening company culture. We reflect on the reactions of executives who witness the unexpected yet powerful impact of this approach, affirming the importance of innovative strategies in nurturing a positive and cohesive work environment.

(33:27) Effective Communication Techniques in Sales

This chapter explores the transformative impact of Sandler training on both professional and personal interactions. I discuss how the Sandler method has revolutionized my sales approach by providing a structured way to guide conversations with potential clients, emphasizing the importance of asking the right questions and allowing the client to do most of the talking. This methodology extends beyond the sales environment, influencing personal relationships and interactions. We also examine the concept of "planned spontaneity," where preparation and practice allow for a confident, flexible presentation style that appears spontaneous to the audience. Sharing experiences from being on stage, I highlight how self-deprecation and audience engagement create a relaxed atmosphere, making presentations more relatable and enjoyable. Through these strategies, the chapter underscores the value of preparation, intuition, and adaptability in effectively connecting with an audience.

(46:03) Podcast Promotion and Copyright Protection

This chapter is an introduction to the How to Succeed podcast featuring Benji Harris. I invite you to stay tuned for our upcoming episodes, which will be available for download on your favorite podcast platforms. Our goal is to provide valuable insights and strategies to help you succeed in your endeavors. I look forward to sharing more content with you soon, and until then, I wish you good selling.

Unlock the secrets of seamlessly integrating cutting-edge technology with traditional sales methods. Join us as we engage with Jeremy Thomson, a seasoned expert in the Sandler network, exploring the transformative impact of tools like AI and ChatGPT. We promise to guide you through the rapid evolution of CRM systems, illustrating how once-basic platforms have morphed into essential, AI-enhanced allies in the sales arena, crucial for staying ahead in a competitive market.

Our conversation sheds light on the delicate balance between technology and the human touch in sales. Jeremy shares invaluable insights on how to view technology as a supportive teammate, rather than a substitute for the vital relationship-building skills that define successful salespeople. We emphasize the importance of maintaining a growth mindset and customizing technology to fit unique organizational needs, allowing sales professionals to enhance efficiency and focus on their core strengths: connecting with clients.

Explore the crucial intersection of behavior and technique in adopting new technology with us. We discuss strategies to leverage tools like CRM systems and voice intelligence for maximum impact, highlighting the shift in accountability to the individual sales rep. From self-diagnosis to refining communication strategies through call recordings, Jeremy's expertise offers a roadmap to boosting sales effectiveness. By blending traditional Sandler methods with modern tech advancements, sales professionals can ensure continued success and relevance in an ever-evolving market.

(00:03) Technology in Sales and Success (08:03) Embracing Technology in Sales (15:30) Leveraging Technology for Sales Effectiveness (21:12) Leveraging Technology for Sales Efficiency (29:03) Staying Ahead With Technology in Sales

(00:03) Technology in Sales and Success

This chapter focuses on the rapid advancements in technology within the sales landscape, featuring insights from Jeremy Thomson, a seasoned expert in the Sandler network. We explore the transformative impact of tools like AI and ChatGPT, highlighting how quickly these innovations have been adopted and integrated into daily business practices. The discussion underscores the challenges of keeping up with fast-paced tech changes, where new features can become obsolete within months as competitors catch up. We reflect on the evolution of tools like CRM systems, which have transitioned from mere reporting mechanisms to powerful performance-enhancing platforms, largely due to AI integration. Additionally, the chapter touches on the acceleration of tech adoption due to the COVID-19 pandemic, using Zoom as a prime example of a tool that became indispensable overnight. The conversation suggests that AI is becoming so embedded in technology that soon it will simply be considered a standard component of tech solutions.

(08:03) Embracing Technology in Sales

This chapter explores the role of technology in enhancing sales efficiency while maintaining the human element in the sales process. We discuss the importance of viewing technology as a tool or teammate rather than a replacement for human interaction, emphasizing that technology should support and not replace the critical relationship-building aspect of sales. We highlight the potential pitfalls of over-reliance on technology, such as hiding behind it or using it as a crutch, which can lead to issues like sending inaccurate information. Emphasizing a growth mindset, we urge embracing new technological advancements and making the best use of the tools available, even if they aren't our first choice. The chapter also underscores the importance of customizing technology to fit organizational needs, which is crucial for successful adoption and integration into business processes.

(15:30) Leveraging Technology for Sales Effectiveness

This chapter explores the crucial intersection of behavior and technique when adopting new technology, especially in sales. We emphasize the importance of understanding and utilizing tools like CRM systems and voice intelligence to their full potential to drive change and efficiency. A month of regular use typically suffices to get comfortable with new tech, but ongoing engagement and self-reflection are essential. For instance, using call recording technology not only aids in note-taking but also enhances self-assessment by allowing sales reps to review and refine their communication strategies. The discussion underscores the shift in accountability to the individual sales rep, who can now self-diagnose performance without relying solely on managerial feedback. This self-improvement process is highlighted as a critical component of leveraging technology to boost sales effectiveness and personal development.

(21:12) Leveraging Technology for Sales Efficiency

This chapter explores the integration of technology into sales processes and emphasizes its role as a supportive teammate rather than just an administrative tool. We discuss the importance of foundational elements like CRM systems, which, while not glamorous, are essential for data management and driving success. We highlight how technology can enhance prospecting, though its utility depends on the business model. The real value of tech is realized during the sales process by identifying strengths and gaps, enabling salespeople to optimize their performance without needing more leads. We stress the significance of automation in freeing up time for meaningful sales activities. Key takeaways include mapping out the sales process to find tech solutions that aid at different stages, understanding that less can be more with tech integration, and choosing tools that can grow with your needs.

(29:03) Staying Ahead With Technology in Sales

This chapter focuses on the importance of embracing technology to enhance the buyer's experience and the necessity for professionals to stay competitive in the ever-evolving tech landscape. We explore how buyers are becoming increasingly tech-savvy and the implications for those who lag in adopting new tools. Jeremy, a seasoned trainer in the Sandler world, shares insights on integrating technology with traditional Sandler methods to excel in sales. By incorporating these tech advancements, professionals can elevate their strategies and maintain relevance in a competitive market. This episode offers valuable lessons on blending technology with sales expertise to ensure success.

What if aligning personal passions with professional goals could revolutionize performance in your organization? This episode offers a roadmap to uncovering how "Desired Based Leadership" can transform your team's motivation and productivity. We welcome Phil Putnam, author and thought leader, as he shares insights drawn from his formative experiences with communication and relationship-building. Discover the untapped potential of integrating personal aspirations into workplace culture, and learn strategies to create a harmonious environment where both employees and companies thrive.

Our discussion navigates through the often-overlooked gap between company-imposed objectives and individual motivation, shedding light on generational shifts in leadership perspectives. We explore the challenges of motivating teams, especially within remote work settings, where maintaining engagement is crucial. Phil emphasizes the importance of understanding what employees truly value, shifting away from outdated management styles to foster genuine satisfaction and productivity. The conversation touches on practical approaches to overcoming organizational resistance to change, particularly in leadership and sales environments.

We also tackle the financial aspects of employee retention, presenting compelling arguments for investing in genuine leadership development over the costly cycle of replacing talent. Highlighting the essential mindset and behaviors for effective leadership, we delve into the significance of aligning roles with personal aspirations. Phil shares innovative approaches to incorporating differing perspectives in decision-making, turning potential resistance into a wellspring of creative solutions. This episode is a must-listen for anyone looking to enhance leadership practices and sustain motivation within their organization.

(00:00) Driving Top Performance Through Desired Leadership (05:46) Motivating Performance Through Personal Goals (11:15) Overcoming Leadership Resistance (18:22) Employee Replacement Cost and Leadership Development (31:18) Leadership Mindsets and Behaviors for Success (44:17) Discovering Employee Motivations for Success (55:23) Future Podcast Announcement

(00:00) Driving Top Performance Through Desired Leadership

This chapter features a conversation with Phil Putnam, author of "Desired Based Leadership," where we explore his unique approach to driving top performance by aligning personal desires with workplace goals. Phil shares his early experiences learning about communication and relationship-building from his mother, which influenced his leadership style. He emphasizes the importance of understanding and prioritizing the personal aspirations of team members to foster motivation and performance. Rather than focusing solely on the company's success, Phil argues that leaders should support employees in achieving their personal life goals through their work. This approach not only enhances motivation but also reduces friction, creating a win-win scenario for both the employee and the organization. We also touch on why this method is not more widely adopted, despite its evident benefits.

(05:46) Motivating Performance Through Personal Goals

This chapter explores the disconnect between company-imposed goals and personal motivation, emphasizing the importance of aligning personal aspirations with professional objectives to drive employee engagement. We discuss how many organizations fail to make this connection, often due to generational differences in leadership, where older generations value loyalty to a company over individual desires. This misalignment can hinder employee motivation, especially in a remote work environment where interactions are more transactional. By highlighting the need for a shift in perspective, we address how understanding and incorporating personal goals into company culture can enhance productivity and satisfaction. Additionally, we touch on how remote work might influence this dynamic by potentially reducing the human element in daily interactions.

(11:15) Overcoming Leadership Resistance

This chapter explores the challenges and resistance faced by organizations when attempting to implement change, particularly in leadership and sales environments. We examine the complex dynamics between senior leadership and their responsibilities, acknowledging the pressures they face while emphasizing the need for servant leadership. We also discuss the problematic cycle of leadership hazing and how it perpetuates ineffective practices. Furthermore, we address the financial misconceptions about prioritizing employee satisfaction and the importance of patience and trust in managing human resources. The conversation highlights the unique difficulties of sales leadership, such as time constraints and the reliance on short-term results, and considers the role of revenue enablement in supporting sustainable success.

(18:22) Employee Replacement Cost and Leadership Development

This chapter explores the financial implications of employee attrition and retention strategies. We break down the staggering costs of replacing individual contributors, highlighting that replacing a $150,000 employee can cost up to $225,000. In contrast, providing a 10% raise to retain high performers costs significantly less, making it a financially sound strategy. We also address the common practice of promoting top-performing salespeople into leadership roles without considering their interest or aptitude for management. This has become an entrenched habit, influenced by a historical lack of focus on developing genuine leadership skills and the pressures of sales leadership roles. Finally, we discuss the tendency of sales leaders to revert to their comfort zones, focusing on processes and strategies when under pressure, rather than investing in their people as key business assets.

(31:18) Leadership Mindsets and Behaviors for Success

This chapter explores the essential components of success, emphasizing the importance of mindset, behavior, and technique. We examine how a leader's understanding of their team's motivations can drive performance, stressing that individuals are often more motivated by personal goals than company success. The conversation highlights a significant gap in hiring practices, noting that companies often fail to assess whether a role aligns with a candidate's personal aspirations. This oversight can lead to suboptimal performance. Additionally, we discuss the parallels between sales techniques and effective hiring, suggesting that sales leaders, with their skills in discovery and value-based selling, are well-equipped to enhance hiring processes by focusing on the candidate's goals and motivations.

(44:17) Discovering Employee Motivations for Success

This chapter explores the dynamics of embracing differing perspectives in a business environment to foster innovation and improvement. We begin with an anecdote about the value of integrating a 'mismatcher' into decision-making processes, highlighting how leveraging opposing viewpoints can enhance the quality of new ideas and initiatives. This approach transforms potential resistance into a valuable asset. Additionally, we discuss the critical importance of distinguishing between obstruction and constructive disruption, ensuring that differing opinions serve to improve rather than hinder progress. We also emphasize the necessity of understanding employees' personal goals and aligning them with organizational objectives to unlock their highest performance. This involves discovering what employees truly desire and assessing whether the company can meet those needs, thereby creating a mutually beneficial relationship. The chapter concludes with insights into maintaining ongoing alignment with employees' evolving goals to sustain their engagement and motivation over time.

(55:23) Future Podcast Announcement

This chapter encourages listeners to check out our upcoming podcast on various streaming platforms and concludes with a positive note of "good selling." It highlights that the How to Succeed podcast is a property of Sandler Systems LLC and emphasizes the legal protection of the content under U.S. copyright laws. For those interested in learning more about Sandler services, we recommend consulting with a local Sandler trainer or visiting our website for additional information.

Join us as sales leadership veteran Michael Norton shares his deep expertise on the frontlines of sales management. With decades of experience, Michael offers a unique perspective on the complex role of frontline sales managers, who are the unsung heroes behind every successful sales team. Discover how these leaders navigate the competing demands of upper management, peers, and other departments, all while juggling the multifaceted challenges of being a player-coach. Learn about the critical importance of time management and the seemingly Herculean tasks these managers face each day.

In our engaging discussion with Michael, we explore actionable sales leadership strategies that empower teams to take ownership of their territories. Michael passionately argues that treating their areas like their own businesses can massively boost productivity and efficiency. We dive into the essence of leading by example, maintaining alignment with company values, and fostering a culture of excellence. Through personal stories and reflections, Michael illustrates the significance of embodying the qualities we wish to see in our teams, highlighting the importance of prioritizing tasks and preserving a proactive mindset.

Finally, we unpack the essential mindsets and techniques that define effective sales leadership. It's about valuing people over numbers and understanding the diverse motivations that drive a multi-generational team. Michael emphasizes the power of honesty, transparency, and consistency in building trust and cohesion within a team. Reflecting on Zig Ziglar's timeless wisdom, we underscore the value of planning and organization as key components of success. Michael advocates for continuous learning, reminding us that sales leadership is a skill that can be developed over time, leading to not only meeting targets but achieving lasting success.

(00:00) Frontline Sales Managers (08:00) Sales Leadership Best Practices and Behaviors (16:36) Sales Leadership Techniques for Success (22:29) Effective Sales Leadership Mindset and Techniques

(00:00) Frontline Sales Managers

This chapter explores the critical role of frontline sales leaders as the linchpin to a sales team's success. I engage with Michael Norton, an expert with decades of experience in sales leadership, to uncover the multifaceted responsibilities of sales managers. We discuss how sales managers not only manage their teams but also navigate the demands from upper management, peers, and other departments like marketing and HR. The conversation highlights the challenges of juggling various roles, such as being a player-coach, which often proves to be a losing proposition due to the complexities it introduces. We also emphasize the importance of time management amidst constant demands, showcasing the Herculean task that sales managers face daily. Overall, this chapter provides insights into the indispensable role of sales managers and the myriad challenges they encounter.

(08:00) Sales Leadership Best Practices and Behaviors

This chapter focuses on effective sales leadership and management strategies, emphasizing the importance of empowering sales teams to treat their territories like their own businesses. We explore how prioritizing tasks and avoiding procrastination can significantly enhance productivity and efficiency. Highlighting the role of a sales leader, we discuss the importance of leading by example in responsiveness and work ethic, ensuring alignment with the company's mission, vision, and values. We also touch on the multifaceted role of sales leaders, who must balance growing the business, supporting their team with the necessary tools and skills, and fostering a winning attitude. Through personal anecdotes and reflections, we underscore the critical nature of embodying the qualities we wish to see in our teams.

(16:36) Sales Leadership Techniques for Success

This chapter focuses on the essential behaviors and techniques that sales leaders should master to enhance team performance and achieve success. We explore the importance of prioritizing people over numbers, emphasizing the need for understanding the diverse motivations and learning styles of a multi-generational sales team. Key techniques highlighted include being straightforward and honest with the team, especially when delivering bad news, and maintaining consistency in communication and management practices. Additionally, we stress the significance of building trust through transparency and nurturing relationships, which can be pivotal in effectively leading a sales team. By concentrating on these fundamental aspects, sales leaders can not only meet their targets but also foster a more cohesive and motivated team.

(22:29) Effective Sales Leadership Mindset and Techniques

This chapter explores the critical aspects of effective sales leadership, emphasizing the importance of setting aside personal ego to prioritize team success. We discuss how the success of a sales manager is measured by the achievements of their team rather than individual accomplishments. Highlighting the legacy of Zig Ziglar, the significance of planning and organization in daily routines is stressed, advocating for the use of to-do lists and tackling the toughest tasks first. We examine the necessity of maintaining the right mindset, particularly in team selling environments, where equal business stature is crucial for credibility and influence. Emphasizing that sales leadership is a learned skill rather than an inherent trait, we underline the importance of continuous learning and adaptation to excel in this challenging role.