What if the secret to sales success isn't product knowledge, but genuine passion?

In this episode, entrepreneur and executive coach David Trent reveals how Frank Bettger's 1947 classic transformed his approach to selling and why enthusiasm remains the highest-paid quality in business today.

What You'll Learn:

• Why enthusiasm is the highest-paid quality on earth and how to make it contagious in your organization
• "The best way to sell yourself to others is first to sell the others to yourself" - building trust-based client relationships
• The resilience mindset: "How you think when you lose determines how long it will be until you win"
• Why persistence and relationship-building matter more than perfect product knowledge

• The 36-year journey fromcommission-only uncertainty to seasoned entrepreneur
• FSO (Figuring Stuff Out): Embracing the constant cycle of discovery, setback, and reinvention
• Why strategies that worked yesterday may fail tomorrow - and how to adapt quickly
• How even experienced entrepreneurs face the same fears - it's what you do with them that matters

• Ryan Woolard's "sack of potatoes" cold call: How humor and authenticity create memorable business relationships
• The power of mentorship through anxiety and self-doubt
• Why being memorably different matters more than being perfectly polished
• Making business enjoyable creates better outcomes than rigid professionalism

• Make your future bigger thanyour past - your history doesn't define your potential
• FSO (Figure Out a Way) - the entrepreneurial mindset that separates success from surrender
• Step out of your comfort zone and tackle hard things - growth lives in discomfort
• Enthusiasm about your product/service is more valuable than encyclopedic knowledge

Perfect for: Salesprofessionals, new entrepreneurs, commission-based professionals, business coaches, and anyone struggling with rejection or self-doubt in their career.

Episode Length: ~13 minutes

Connect with David Trent: DavidTrent on LinkedIn | trentsuccess.com | Book: "Elevate Others"

Keywords: sales successstrategies, Frank Bettger principles, enthusiasm in sales, overcoming sales, rejection, commission-based entrepreneurship, building client relationships,sales resilience, entrepreneurial mindset, FSO philosophy, cold calling techniques

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Master TeachingsEntrepreneurial InsightFamily ValuesKey Takeaways:

What if the only thing holding you back from your next levelof success is a limit you’ve unknowingly set for yourself?

In the debut episode of The Trent Success Show, entrepreneur and executive coach David Trent shares the powerful Zig Ziglar story that transformed how he—and the CEOs he mentors—think about growth, comfort, and fear.

Master Teaching: The Flea Jar Principle

• Zig Ziglar’s unforgettable storyabout fleas in a Mason jar
• How invisible “lids” form—and whywe stay within them
• The difference between marketlimitations and mental ones
• Why your biggest competitor is theinner voice saying, “You can’t”

Entrepreneurial Insight: From Safety to Significance

• David’s leap from a $15,000 banking job to entrepreneurship
• The mirror moment that changed everything: “Are you content playing it safe?”
• Why “You don’t have to be great tostart—but you have to start to be great” (Zig Ziglar)
• How moonlighting in insurance sparked an entrepreneurial fire
• The moment he stepped into New York Life and said, “It’s all on me now”

Family Values: Resilience Through Generations

• From 75 cents an hour to success—his father’s story of perseverance
• Door-to-door sales with trembling hands and unshakable resolve
• The power of being told “You’re not cut out for this” and proving them wrong
• Family lessons that still shape modern leadership and legacy

Key Takeaways:

• Greatness isn’t a prerequisite—it’s a process
• Every lid you break reveals new levels of potential
• Your family story can be a leadership blueprint
• Growth requires leaving comfort for courage

Action Steps:
1️⃣ Name your “flea jar”—what invisible barrier are youhitting?
2️⃣ Identify your “Twin City Bank moment”—where are youavoiding the leap?
3️⃣ Draw strength from your roots—what values guideyour resilience?

Perfect for:

• Entrepreneurs and CEOs feeling stuck or plateaued
• Leaders ready to step out of the comfort zone
• Professionals navigating self-doubt or fear of risk
• Anyone seeking growth through courage and conviction

About David Trent:
David Trent is an entrepreneur, executive coach, and author of Elevate Others. With over 36 years in sales, insurance, and wealth management (including founding Trent Capital Management), David helps leaders build legacies—not just businesses.

Resources Mentioned:

• Zig Ziglar’s Flea Jar story and teachings
• Elevate Others by David Trent
• CEO Roundtables and Coaching: trentsuccess.com

Connect with David:
🌐 Website: trentsuccess.com💼 LinkedIn: David Trent