The Action Catalyst

Shelly Smith, a Professional Sales Coach here at Southwestern Consulting, is a natural encourager and loves to laugh hard while working hard. She honed her sales and recruiting skills working 9 years with The Southwestern Company selling door-to-door. She is passionate about helping people visualize where they want to go and holding them accountable on the journey there. She has experience in the travel and fundraising industries. Lately, she has been having a blast encouraging a new sketch and improv group that she directs.

Jennifer Bennett has been in the housing market for 25 years. She is currently working at Caliber Home as a Loan representative. Jennifer is dedicated to providing superior service and personal expert guidance throughout the home financing process.

Show Highlights:

We had to catch the negative self-talk and change the way she was thinking about her situation. – Shelly SmithWhen you’re in sales, it’s hard to hide what is going on in your personal life. – Jennifer BennettSelf-talk is the biggest factor in my positive results. – Jennifer BennettThe talks I had with Shelly got me so grounded. – Jennifer BennettI was able to share what was happening both professionally and personally. Shelly helped to redirect my focus. – Jennifer BennettI didn’t realize how many things I was telling myself internally. – Jennifer BennettIt’s hard to realize that you are allowing your self-talk to become negative when you’re in the thick of it. – Jennifer BennettIt is crazy, it won’t be soon and you now need to start acting as if it isn’t. – Shelly SmithI felt a complete lack of control and desperation. -– Jennifer BennettYour thought process is so powerful and affects your sales process. – Jennifer BennettSlowing down self-talk was unbelievably impactful. – Jennifer BennettIf you can’t physically change what is happening, then you have to change how you think about it. – Shelly SmithSome people don’t change because their identity is wrapped up in the thing they are complaining about. – Shelly SmithMy biggest obstacle wasn't my circumstances; it was me. – Jennifer BennettIf you believe it long enough, eventually you don’t have to talk yourself into it anymore. – Shelly SmithDecide in your heart that you're willing to fight for whatever you're after. – Jennifer Bennett

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

John Nemo is a #1 Bestselling LinkedIn Author & Trainer. Since 2012, he has helped hundreds of Business Coaches, Consultants, Trainers, Entrepreneurs, Small Business Owners, Sales Executives and other professionals across more than 50 different industries leverage LinkedIn to generate nonstop sales leads, clients and revenue. He's personally rewritten the LinkedIn profiles of Chris Brogan, John Lee Dumas, Bob Burg, Jairek Robbins and many others, and also guest blogs regularly for Inc. Magazine, American City Business Journals and others on all things LinkedIn.

Show Highlights:

LinkedIn is the electronic version of your assistant. @JohnNemoPRLinkedIn is a virtual assistant that helps you do 1-on-1 personalized marketing. @JohnNemoPRPeople on LinkedIn are in “work mode” and are ready to do business. @JohnNemoPRYou can pick up conversation icebreakers just by looking at someone’s LinkedIn profile. @JohnNemoPRLinkedIn is an efficient way to do marketing to your exact target market. @JohnNemoPRThe mistake over 99% people make on their LinkedIn profile is that it reads like a resume. @JohnNemoPRCreate a “client facing profile” by sharing your audience, the services you provide and how you help other achieve their goal. @JohnNemoPR“Your customers and clients don’t care about you; they care about themselves.” #DaleCarnegieWith LinkedIn, the riches are in the niches. @JohnNemoPRGet them off of LinkedIn and onto your website so you aren’t relying on LinkedIn to do all your CRM. @JohnNemoPRTo be successful on LinkedIn, you want to accept every invite from anyone coming in. @JohnNemoPRThe more people you are connected to on LinkedIn, the bigger your platform. @JohnNemoPRPay attention to the people who are paying attention to you. @JohnNemoPRThe magic of LinkedIn is within the analytics. @JohnNemoPR

Check out LinkedInRiches.com for even more FREE LinkedIn tips.

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

John Nemo is a #1 Bestselling LinkedIn Author & Trainer. Since 2012, he has helped hundreds of Business Coaches, Consultants, Trainers, Entrepreneurs, Small Business Owners, Sales Executives and other professionals across more than 50 different industries leverage LinkedIn to generate nonstop sales leads, clients and revenue. He's personally rewritten the LinkedIn profiles of Chris Brogan, John Lee Dumas, Bob Burg, Jairek Robbins and many others, and also guest blogs regularly for Inc. Magazine, American City Business Journals and others on all things LinkedIn.

Show Highlights:

LinkedIn is the electronic version of your assistant. @JohnNemoPRLinkedIn is a virtual assistant that helps you do 1-on-1 personalized marketing. @JohnNemoPRPeople on LinkedIn are in “work mode” and are ready to do business. @JohnNemoPRYou can pick up conversation icebreakers just by looking at someone’s LinkedIn profile. @JohnNemoPRLinkedIn is an efficient way to do marketing to your exact target market. @JohnNemoPRThe mistake over 99% people make on their LinkedIn profile is that it reads like a resume. @JohnNemoPRCreate a “client facing profile” by sharing your audience, the services you provide and how you help other achieve their goal. @JohnNemoPR“Your customers and clients don’t care about you; they care about themselves.” #DaleCarnegieWith LinkedIn, the riches are in the niches. @JohnNemoPRGet them off of LinkedIn and onto your website so you aren’t relying on LinkedIn to do all your CRM. @JohnNemoPRTo be successful on LinkedIn, you want to accept every invite from anyone coming in. @JohnNemoPRThe more people you are connected to on LinkedIn, the bigger your platform. @JohnNemoPRPay attention to the people who are paying attention to you. @JohnNemoPRThe magic of LinkedIn is within the analytics. @JohnNemoPR

Check out LinkedInRiches.com for even more FREE LinkedIn tips.

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

John Ruhlin is the founder and CEO of the Ruhlin Group, a North Canton, Ohio-based firm that specializes in high-level gifting plans to build relationships and acquire new clients. John is a sought-after speaker on the topics of C-level selling, relationship development and strategic gifting. He is also the co-author of the book Cutting Edge Sales.

Show Highlights:

If you take care of the inner circle, everything else takes care of itself. @ruhlinWhen it comes to gratitude, there is an incongruence between what we say and do. @ruhlin If relationships are your most important asset, how you show them that you care really matters. @ruhlinWhen you show gratitude well, you stand head and shoulders of everyone you’re competing against. @ruhlinWe teach people to give gifts ‘just because.’ @ruhlinA gift, by its very nature, should be about the recipient not about you. @ruhlinInstead of sending two hundred of something, send twenty to your top clients and personalize it. @ruhlinAn unexpected gift at an unexpected time. @ruhlinA lot of times you can spend less money but just doing something differently. @ruhlinIf you’re not giving gifts strategically but only as warm fuzzy feelings, you’re wasting money. @ruhlinMost people walk around with a deficit when it comes to gratitude and appreciation. @ruhlinGift giving with strings attached causes problems. @ruhlin

You can find more about John Ruhlin at Ruhlingroup.com or grab your copy of Giftology at Giftologybook.com.

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

Arnie Malham created a small side venture to help a few clients market beyond just the TV station. That venture ultimately got him fired and quickly became his best and only career option.Without a clue as to how to run a company, Arnie repeatedly “got it wrong” when it came to hiring, firing, and everything else related to building a business. Armed with his belief that different is better than good, outliers are fascinating, and mind-set is everything, Malham persevered.

Thanks to hundreds of business books, dozens of patient mentors, and a universe conspiring to help him, Malham stumbled upon a bold, culture-first approach that gave his fledgling company the momentum it needed. cj Advertising grew to become the largest full-service brand-building agency in the country… exclusively for law firms. Malham has since leveraged his cutting-edge culture to launch two other businesses, Legal Intake Professionals and BetterBookClub.com.

Malham lives in Nashville with his wife of more than 20 years, two stubborn but awesome teenagers, and his trusted dog Katy. When he’s not working to improve the cultures of his three companies, Arnie can be found on his side porch enjoying a decent cigar, an affordable scotch, and an inspiring book (usually all at the same time).

Show Highlights:

Culture follows leadership. @amalhamBelieve that everyone else is coming to work for you to be successful. @amalhamUnless you start building culture from day one, you will never be able to execute on the opportunity. @amalhamCulture has allowed our company to withstand the hard times. @amalhamYou must be able to tell your employees what success looks like. @amalhamYour team come in every day and impress your clients. All they want is a workplace that gives them all the tools they need. @amalhamIf you have happy team members, it's impossible not to have happy clients. @amalham

Visit Arniemalham.com for more on Arnie, workplace culture, and his book Worth Doing Wrong.

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

Arnie Malham created a small side venture to help a few clients market beyond just the TV station. That venture ultimately got him fired and quickly became his best and only career option.Without a clue as to how to run a company, Arnie repeatedly “got it wrong” when it came to hiring, firing, and everything else related to building a business. Armed with his belief that different is better than good, outliers are fascinating, and mind-set is everything, Malham persevered.

Thanks to hundreds of business books, dozens of patient mentors, and a universe conspiring to help him, Malham stumbled upon a bold, culture-first approach that gave his fledgling company the momentum it needed. cj Advertising grew to become the largest full-service brand-building agency in the country… exclusively for law firms. Malham has since leveraged his cutting-edge culture to launch two other businesses, Legal Intake Professionals and BetterBookClub.com.

Malham lives in Nashville with his wife of more than 20 years, two stubborn but awesome teenagers, and his trusted dog Katy. When he’s not working to improve the cultures of his three companies, Arnie can be found on his side porch enjoying a decent cigar, an affordable scotch, and an inspiring book (usually all at the same time).

Show Highlights:

Culture follows leadership. @amalhamBelieve that everyone else is coming to work for you to be successful. @amalhamUnless you start building culture from day one, you will never be able to execute on the opportunity. @amalhamCulture has allowed our company to withstand the hard times. @amalhamYou must be able to tell your employees what success looks like. @amalhamYour team come in every day and impress your clients. All they want is a workplace that gives them all the tools they need. @amalhamIf you have happy team members, it's impossible not to have happy clients. @amalham

Visit Arniemalham.com for more on Arnie, workplace culture, and his book Worth Doing Wrong.

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

Vince Poscente, one of the most in-demand speakers today, is an expert on Resiliency—the ability to overcome challenges and bounce back even stronger than ever before. His client list includes top organizations with one thing in common: they understand that success is not just about reaching your goals and getting what you want. There also has to be an intent to handle setbacks and overcome obstacles and end of smarter, stronger and more focused than ever before, Vince knows first-hand the power that attitude, determination and innovation play in your future success--especially when life doesn’t go as planned. A recreational skier, Vince rose to the ranks of an Olympic skier in just four short years. Landing him a spot as a Times Best Selling author, Hall of Fame Speaker and Award winning business owner.

Show Highlights:

Moments of emotional intensity are always followed up by a decision. @vinceposcenteResiliency has a lot to do with how we make decisions. @vinceposcenteWe must become conscious of the decision making moments we have. @vinceposcenteClarity is having an emotional connection to where you want to go. @vinceposcenteCommitment is a process, not just a one-time moment. @vinceposcenteCompetitive advantage comes from doing the things your competition is not willing to do. @vinceposcenteGoal setting is about being present. @vinceposcente

To learm more about Vince, hear him speak or get your copy of one of his books visit: vinceposcente.com

Looking for an adventure? Check out Vince's website: heroesclimb.com

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

Vince Poscente, one of the most in-demand speakers today, is an expert on Resiliency—the ability to overcome challenges and bounce back even stronger than ever before. His client list includes top organizations with one thing in common: they understand that success is not just about reaching your goals and getting what you want. There also has to be an intent to handle setbacks and overcome obstacles and end of smarter, stronger and more focused than ever before, Vince knows first-hand the power that attitude, determination and innovation play in your future success--especially when life doesn’t go as planned. A recreational skier, Vince rose to the ranks of an Olympic skier in just four short years. Landing him a spot as a Times Best Selling author, Hall of Fame Speaker and Award winning business owner.

Show Highlights:

Moments of emotional intensity are always followed up by a decision. @vinceposcenteResiliency has a lot to do with how we make decisions. @vinceposcenteWe must become conscious of the decision making moments we have. @vinceposcenteClarity is having an emotional connection to where you want to go. @vinceposcenteCommitment is a process, not just a one-time moment. @vinceposcenteCompetitive advantage comes from doing the things your competition is not willing to do. @vinceposcenteGoal setting is about being present. @vinceposcente

To learm more about Vince, hear him speak or get your copy of one of his books visit: vinceposcente.com

Looking for an adventure? Check out Vince's website: heroesclimb.com

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

Stephen Hanselman began his career as a bookseller 30 years ago and refined his passion for publishing at Harvard Divinity School, where he served as director of the bookstore. After graduating Harvard in 1986 with a Master of Theological Studies degree, he founded Divinitas Books, a specialty chain and direct-mail operation. After selling his business in 1991, he joined HarperSanFrancisco. This began a 13-year tenure at HarperCollins in a variety of roles including marketing, sales, editorial, and from 1999-2005 as publisher of HarperSanFrancisco. From 2002 to 2005 Steve was group publisher responsible for HarperBusiness, HarperResource, and HSF. Stephen is a co-author of the book, The Daily Stoic: 366 Meditations on Self-Mastery, Perseverance and Wisdom: Featuring New Translations of Seneca, Marcus Aurelius and Epictetus.

Show Highlights:

“Some things are in our control and others are not.” – Epictetus @SteveHanselmanMost of what we know about stoicism comes from the writings of the three figures found in this book. @SteveHanselmanVirtue is the source of happiness. @SteveHanselmanWe cannot have our hope based on external things. @SteveHanselmanWe have to focus on the things that are in our control, the decisions and choices that are ours alone to make. @SteveHanselmanIf you want to get good out of this life, you have to get it from yourself. @SteveHanselmanStoic disciplines help us turn away from the false values we put on external things. @SteveHanselmanThe pursuit of virtue makes us effective in our lives and brings joy in what we experience. @SteveHanselmanThe 4 primary stoic virtues: self-control, courage, justice and wisdom. @SteveHanselmanWhen we work with others we have to see it their way. @SteveHanselmanWe need to continually ask ourselves, ‘To what is my soul committed?’ @SteveHanselmanThere is no virtue in things staying the same, and there is no evil in things changing. @SteveHanselmanToo often we give our time and energy to things we should just say ‘no’ to. @SteveHanselman

To find out more about Stephen, learn about Stoicism and get your copy of his book visit: Dailystoic.com

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

Stephen Hanselman began his career as a bookseller 30 years ago and refined his passion for publishing at Harvard Divinity School, where he served as director of the bookstore. After graduating Harvard in 1986 with a Master of Theological Studies degree, he founded Divinitas Books, a specialty chain and direct-mail operation. After selling his business in 1991, he joined HarperSanFrancisco. This began a 13-year tenure at HarperCollins in a variety of roles including marketing, sales, editorial, and from 1999-2005 as publisher of HarperSanFrancisco. From 2002 to 2005 Steve was group publisher responsible for HarperBusiness, HarperResource, and HSF. Stephen is a co-author of the book, The Daily Stoic: 366 Meditations on Self-Mastery, Perseverance and Wisdom: Featuring New Translations of Seneca, Marcus Aurelius and Epictetus.

Show Highlights:

“Some things are in our control and others are not.” – Epictetus @SteveHanselmanMost of what we know about stoicism comes from the writings of the three figures found in this book. @SteveHanselmanVirtue is the source of happiness. @SteveHanselmanWe cannot have our hope based on external things. @SteveHanselmanWe have to focus on the things that are in our control, the decisions and choices that are ours alone to make. @SteveHanselmanIf you want to get good out of this life, you have to get it from yourself. @SteveHanselmanStoic disciplines help us turn away from the false values we put on external things. @SteveHanselmanThe pursuit of virtue makes us effective in our lives and brings joy in what we experience. @SteveHanselmanThe 4 primary stoic virtues: self-control, courage, justice and wisdom. @SteveHanselmanWhen we work with others we have to see it their way. @SteveHanselmanWe need to continually ask ourselves, ‘To what is my soul committed?’ @SteveHanselmanThere is no virtue in things staying the same, and there is no evil in things changing. @SteveHanselmanToo often we give our time and energy to things we should just say ‘no’ to. @SteveHanselman

To find out more about Stephen, learn about Stoicism and get your copy of his book visit: Dailystoic.com

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!