Accelerate Podcast with Andy Paul
April 17, 2017

#434. How to Live a Life of Significance and Intention. With Larry Broughton.

Larry Broughton, an award-winning entrepreneur, CEO, bestselling author, keynote speaker, and mentor to other entrepreneurs, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[:42] Larry has a variety of experiences — martial arts, Green Beret, motel night auditor, entrepreneur, speaker, and leadership coach. He is the CEO and owner of Broughton Hotels with 20 properties currently, and a goal of 80 in 2020.

[4:04] Some people seek success. Don’t chase success — be a great person, and live a life of significance. When you significantly impact your family, community, and investors, success is the by-product. Live a life of meaning, with a ‘why.’

[6:33] Build relationships. People want to do business with people they know, like, and trust. We tend to like and trust people living a life of significance and serving, more than we like those who just take.

[8:09] When you meet someone, find out how you can serve them. Be vulnerable. Larry learned in the Army to do the hard right, over the easy wrong. Success is just outside your comfort zone. There’s just one way to coast, and it’s downhill!

[9:48] Larry is a painful introvert. So he gets psyched up, and takes a wing person, and they play off each other. Larry uses small talk to break the ice, instead of talking business. It is clear if someone is assessing whether you’re worth their time.

[11:06] Sometimes the person you meet is not a good business fit for you, but you might know someone who can help them. Larry likes LinkedIn for the degrees of connection. Larry likes to build the know, like, and trust factor. Smile!

[15:38] Gordon Gekko did not get it right. The world is not a reward for greed. The competitive approach to success is hollow. Collaborative success is best. Larry elaborates on this.

[16:56] Larry believes that things are going to work out in the world, and what he can control is his own positive energy, and the way he responds to the world. Salespeople with positive energy are much more attractive.

[18:48] Larry speaks of 12 Keys to Greatness, including traits such as awareness, authenticity, being centered, gratitude, meditation, intentionality, loving self and others, self affirmations, talismans (symbols of accomplishment), etc.

[25:42] Jealousy comes from fear. There is enough opportunity, success, wealth, recognition for everyone. Larry’s daily affirmations helped him bless people he envied, until he could appreciate them. Good vibes come back to you.

[29:00] Liking goes both ways. When you are authentic, your “like” shows through. Larry’s office has a sign, “Authentic people delivering creative solutions.” The sooner we can be real, the sooner we can like someone, and they can like us.

[32:31] Larry prizes humility. He sees the need for advice. He has a board of advisors for his business, and a board of advisors for his personal life. Be more collaborative than competitive. Do something significant today.

April 15, 2017

#433. Follow Your Own Path to Happiness and Success. With Paul Kortman.

Paul Kortman, Founder of Connex Digital Marketing, and digital nomad, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[:58] Paul’s understanding of success has shifted. He notes that the American lifestyle does not coincide with Maslow’s Hierarchy of Needs. The pull of consumerism is strong in the U.S. The family now lives in Cancun.

[5:04] Paul feels guilty if he’s not working at 9:00 a.m., but there are billions of people who don’t work that way. He wants to do better for his children. He spends more time with them.

[7:52] Paul sold their Michigan house over two years ago, and the family of six flew around the world for a first adventure. They came back at Christmas, reconfigured the business, and bought an RV, and within months, they were living in Mexico.

[9:30] It’s a big RV. The children range from ages four to ten. They still obey! They are also homeschooled. Paul’s wife loves taking their home wherever they go. Living in 330 SF is a challenge. In an RV, you go outdoors more.

[13:33] Paul still manages a digital marketing agency. In Mexico they have unlimited 4G WiFi and data on their phones. They consume 200GB in a month, in streaming. Paul reconfigured his business model, after extreme losses.

[15:43] Most of Paul’s customers come because they know somebody who knows Paul. His network connections were not his clients, but they introduced clients to him. By Paul’s leaving town, his competitor’s business “blew up,” from referrals.

[17:23] Normal churn drained away most of Paul’s agency, and he lost 90% of his revenue. Paul explains what happened.

[18:17] In Paul’s trip back to Michigan, he rewarmed his network, but he was also able to develop a productized service, the “Holy Grail” in the service industry. He offered a simplified service at a flat fee, with no variations. It works.

[20:51] Paul is the only salesperson. Paul still networks. He found the sweet spot of pricing, need, and offer. Paul also says the key of search ranking is to offer quality content, with backlinks. He cites Brian Dean’s skyscraper technique.

[22:30] Skyscraper technique takes a topic that has proven successful, although with inferior content, and improves on the content. Paul explains how he productized that process for customers to double their site traffic in six months.

[26:30] Connex Digital Marketing offers the product at a fixed price per post; you set the number of posts per year. You describe your audience, website, and desired keywords. Paul explains how Connex moves forward from that point.

[30:44] Paul will not work with existing or supplied content. To guarantee the quality, and proven results, Paul has house researchers and writers to control the productized service.

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April 11, 2017

#429. Mold Your Mindset for Success. With Gerhard Gschwandtner.

Gerhard Gschwandtner, Founder and CEO of Selling Power Magazine, and CEO of the Sales 3.0 Conferences, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[1:00] Gerhard became interested in sales by a chance meeting with a successful salesperson in a coffeehouse in Salzburg. Gerhardt later went from the theater into sales.

[2:56] Gerhard trained sales reps for a multinational French company. He traveled the world, and ended up in the U.S. He started a company, but still traveled. He reveals the reason he started into publishing, and the development of his magazine.

[4:14] Gerhard saw, as he interviewed successful  people, that there is a certain mindset that shapes the salesperson’s skillset. What else is needed, for sales success?

[7:41] The key to mindset is your inner CEO, or the prefrontal cortex of the brain, that has the power of awareness, and performs executive functions.

[9:17] No-limit thinking is about expecting to succeed. You change your belief systems about your ability, by what you tell yourself.

[10:51] Gerhard interviewed Cal Ripken Jr. (2,632 consecutive MLB games) who has a strong work ethic, shows up, and is committed to be the best he can be. He learned early, the path to success. Gerhardthelps people to envision their success.

[13:50] You have about 60K thoughts a day, with 80% of them negative. Gerhard suggests ways that an accountability partner can help. He also discusses the cadence of success and internal boosts you can give yourself.

[15:34] There are levels of mindset. Gerhard describes them, and how they can be changed. The mindset is your garden, so stop watering the weeds, just water the flowers. Gerhardt offers steps to work with mindset.

[19:42] Good examples can inspire you and help you get over your fears. Gerhardt gives a case study of Bob Carr, Founder of Heartland Payment Systems, whose father left when Bob was 13. Bob started studying U.S. Presidents for guidance.

[22:47] Gerhard encourages putting structure to the dream, and finding your success mentor. Ask. You are not alone, and life is much easier when you have a good support system. People do want to help each other.

[25:18] Technology is mindless. It accelerates everything, but we need to keep in mind that sales is a people business, not a technology business. Pick up the phone and call someone!

[29:28] Neuroscience and psychology are revealing amazing things that are possible. Looking at the science, Gerhardt has assembled 12 modalities into one course that can take you higher than simply “positive thinking.” It can be life-changing.

March 13, 2017

Push Your Limits to Achieve the Impossible. With Dan Waldschmidt. #404

Dan Waldschmidt, is a keynote speaker, business strategist, ultra runner, business owner and author of Edgy Conversations: How Ordinary People Can Achieve Outrageous Success.

KEY TAKEAWAYS

[:53] Dan speaks to clients on ways to grow and dynamically scale ideas into massive money-makers. He also writes about concerns he faces and addresses in his own businesses.

[1:54] Dan pushes against what is “impossible,” by pushing limits — personally, with running; professionally, by strategizing to make “millions and billions” of dollars; and with clients, helping them to see the world differently, and to excel.

[2:30] Dan’s ultra-running goal for 2017 is to run another few thousand miles, in 100- and 50-mile races, and maybe a 200-mile race. Running gives him clarity for next steps. Transcendental Meditation and running keep him grounded.

[5:31] How did Dan cope when he wanted to quit, 20 miles into his last 100-mile race in the mountains of Alabama?

[8:14] Days after a race, Dan can reflect, “Dude, you didn’t even know that was possible, and you did it! What else don’t you know is possible, that is next on your list of things to do?”

[9:41] Instead of asking for salesmen to close better, ask why your business isn’t creating a brand or a customer experience so outrageously positive, that deals just automatically close?

[10:15] Dan couldn’t finish one race, because he had depleted his salt. Little things can have a fatal effect when you are trying to perform at a high level. The details matter when you answer the phone and how you brand.

[12:15] What are you prepared to sacrifice? Some people don’t progress because they have too many TV shows lined up to watch. Prioritize time. Your choices control your achievements. Be desperate to meet your goals.

[15:48] To perform at a high level, “burn the ships.” Make a list of five to ten things in your life that you need to burn right now, until you cross your continent and build new ships.

[17:54] To be amazing, you have to talk yourself down from your fears. You can learn not only to survive stressful situations, but to thrive, in spite of what happens around you.

[19:40] Successful people refuse to: excuse their mistakes; copy others (instead of building on their own strengths); or look down on others who are struggling (Dan tells of Jeff Bezos’s many years before Amazon turned a profit).

[27:09] Successful people refuse to: waste time doing things that don’t matter; or let the current chaos distract them from future success.

February 21, 2017

How to Draw to Win. With Dan Roam. #387

Joining me on this episode of Accelerate! is my guest Dan Roam, President of Digital Roam, bestselling author of multiple books, including, The Back of the Napkin, and the book we’re going to talk about today, Draw to Win. Among the topics that Dan and I discuss are Dan’s history with drawing, Dan’s study of visual processing in the human brain and how it opens the door to greater understanding.

KEY TAKEAWAYS

[2:24] Dan has always drawn. In university he studied organic chemistry and painting, and learned the same structural concepts. Dan wanted to push this modeling concept into business. People remember pictures over paragraphs.

[7:07] Dan’s girlfriend was a nanny in the Soviet Union, and got Dan a visa to work there. He worked at a tourist magazine. He stayed seven years, founding the first Western ad agency.

In Russia, Dan communicated largely with pictures.

[12:09] Dan liked working with business people, helping them clarify their ideas. He came back to the U.S., and continued with the same approach. Dan realized early on that a flip chart would help each person understand a deal.

[15:00] Each time Dan’s company did a flipboard pitch, they won; many times even when, by their small size, they shouldn’t have. They were the ones who drew the client a picture.

[16:21] People want a story, and a connection; they want to trust you. We neglect the fact that people would like to see some honest creativity taking place in the actual meeting. [17:57] About ⅓ of your brain by weight is dedicated to vision. Another ⅓ of your brain is dedicated to processing vision along with other sensory input. That leaves ⅓ of your brain for everything else, besides visual processing.

[23:45] Our brains could hold the imagery from 33 million Blu-ray Disc movies. To memorize speeches, assign each thought to a particular visual, in a train of images.

[27:33] You can draw anything, if you can draw a circle, a square, a triangle, a line, a blob, and an arrow. Use stick figures. This is not an artistic process. This is a thinking process. The simpler the visual, the better the communication.

[28:04] It took years of training to learn how to write your name. It takes about five minutes for an adult to learn the process of drawing. Confidence comes with practice. The picture is another tool in your communication toolbelt.

[32:05] Dan saw that sometimes his pictures worked; other times, they didn’t. Some pictures are processed easily, and some pictures confuse. Dan explains the six brain pathways for images: What, How Much, Where, When, How, and Why.

[36:21] To sell a safer car, draw a car, an accident rate chart, a map, a timeline, a flowchart, and a smart car, in that sequence. [41:10] Prepare 75% of your presentation ahead, let the client provide 25% of the thinking and visualizing process. Ask, can you mark here what you think is the the most important thing? Practice the presentation and the pictures first. Never wing it.

January 14, 2017

How You Can Accelerate Your Success in 2017. With Mark Hunter. #355

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Five of the Accelerate! 2017 Virtual Sales Kick-off Week is my guest Mark Hunter.

Mark Hunter is The Sales Hunter. He’s a keynote speaker, sales trainer and author of High-Profit Selling: Win the Sale Without Compromising on Price, and most recently, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Benefits.

On Day 6, this last day of our 2017 Virtual Sales Kick-off Meeting the focus is squarely on you. And the steps you can take to elevate your professionalism and performance in 2017.

In this episode, Mark lays out his challenges for sales professionals in 2017, including how to put together a personal development plan, how to develop the habit of curiosity, how to create purposeful personal goals, how to hold yourself accountable for achieving your personal goals and much much more.

Want to improve your sales performance in 2017? Start by investing half an hour to learn from Mark Hunter.

KEY TAKEAWAYS

[:54] Mark’s 2017 sales resolution is to spend more time with fewer prospects. Who do we prospect? Is a heartbeat enough of a qualification? Mark’s dog has not bought from him, yet.

[2:15] Mark wants social media be one-to-one communication. #SocialMediaWithoutSocialCommunityIsSocialStupidity

[4:50] The number one challenge facing salespeople is to know and accept that their most valuable asset is their time. Use tools to manage your time.

[7:41] Connect with three or four external peers to challenge and motivate each other, to get to the next level. Top performers associate with top performers.

[9:03] Every floor in a building is not the same. Move yourself to the next floor and find a whole level of new opportunities and relationships. It will change your paradigm.

[12:30] What can you do to improve yourself this month or quarter? What can you do to improve yourself over the next five-to-ten years? Mark’s goal is to read a book a week.

[12:51] To read a book a week, Mark will have to: 1) pick up his reading pace, 2) become more focused and retain what he reads, and 3) be able to cut out other activities from his time.

[14:40] Higher-achieving people, while they work out, are listening to podcasts, not to music, to better themselves.

[17:06] Disrupt You!, by Jay Samit, shows that things are changing, and there are incredible opportunities coming, if you open yourself to change, and take advantage of them.

[19:23] Ask your kids everyday, “What did you Google today?” We have to become more curious, and be methodical about it.

[22:50] Curiosity needs to build your knowledge. Have purposeful personal goals. What will you sacrifice to attain your goals? Have an accountability partner who will check in with you.

 

January 10, 2017

How You Can Stay Focused and Productive When You’re Crazy Busy. With Jill Konrath. #351

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Two of The Accelerate! Virtual Sales Kick-off Week is my guest Jill Konrath.

Jill Konrath is a speaker, sales expert, and author of multiple best-selling books, including her most recent offering: More Sales, Less Time: Surprisingly Simple Strategies For Today’s Crazy-Busy Sellers.

On Day Two of our 2017 Virtual Sales Kick-off Meeting, we’re going to focus on your personal productivity.

In this episode, Jill shares some essential tips and techniques to help you, the sales professional, jump-start your productivity in 2017. She provides time-saving and time-creating strategies that you can immediately put to use to stay focused and become more productive amidst the chaos of your daily sales life.

Want more selling time in 2017? Then listen to this episode now!

(Note: in this podcast, Andy refers to the previous episode with Jill Konrath as Episode 319, released on December 1. A scheduling change was necessary after the recording. The previous episode with Jill Konrath is Episode 331, released on December 15, 2016.)

KEY TAKEAWAYS

[1:16] Jill says the single biggest challenge facing sales reps in 2017 is ‘overwhelm.’ Sales reps are constantly running behind, in a time-draining digital swamp.

[3:16] Newly-added technologies take time to learn and may not connect with each other. The more time you spend online, the more overwhelmed you feel.

[5:44] Learn to segregate sales activities and online activities into different time blocks, and not to mix them.

[5:59] Research shows that constantly jumping in and out of email lowers female IQ by five points, and male IQ by fifteen points. Being addicted to email literally saps your intelligence.

[7:01] Jill researched physical and social sciences for her book More Sales, Less Time. One study showed the top 10% producers worked for an average of 52 minutes, then went off on a non-electronic physical break before returning to work.

[10:28] Trigger events, either within an organization, or external to it, suddenly change the organization’s priorities. Jill gives examples of internal and external triggers that change organizational goals and lead to sales opportunities.

[11:41] A sales professional who tracks specific triggers, can start a conversation before their competitors know about it.

[12:55] Be the prospect’s first contact, with your viable vision when it is needed, and you have a 74% chance of winning the business. People buy what is ‘good enough.’

[14:29] Plan a campaign at the start, including pre-written appropriate email messages, to roll out over the next month. Don’t rethink each contact step. Leverage your activities.

[18:15] Examine where the prospect is. Be rigorous with yourself. Do not delude yourself into thinking you have more opportunities than truly are there. Unclog the pipeline.

[20:59] Each morning, take a few minutes to ‘go quiet.’ Focus, settle into where you want to spend your time.

[22:57] Go quiet before a prospect meeting. Cut distractions, to be more present in the meeting. They’ll feel the difference in you, leading to a different conversation, and a higher level of trust.

December 29, 2016

Overcoming Adversity to Find Success With Ryan Stewman. #342

Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivational speaker, consultant, entrepreneur and podcaster. Among the many topics that Ryan and I discuss are the mistakes and challenges he refused to let define him, how to find your inner passion, the core habits of successful salespeople and how to talk with alpha personalities to win the sale.

October 4, 2016

How to Be a Disruptor. With Jay Samit. #270

I am beyond excited to talk to my guest, Jay Samit, an accomplished disruptor, serial entrepreneur, digital media innovator, and pioneer in the music, video distribution, social media, and eCommerce space. Jay is the author of the bestselling book, Disrupt You!: Master Personal Transformation, Seize Opportunity, and Thrive in the Era of Endless Innovation, and is an adjunct professor at the USC Turbie School of Engineering.

Join us for an insightful and entertaining conversation on a range of topics, including what it means to be a disruptor, what self-disruption is really about and how it can transform your career and life, how by solving for others you end up solving for yourself, and how a sales professional can take their problem and use it as a solution to solve for somebody else.     

 

 

September 10, 2016

How Helping Others Helps You Achieve Sensational Sales Results. With Duane Cummings. #250

Duane Cummings, is the author of The Sensational Salesman, as well as CEO and Founder of The Sensational Group. Duane is a trusted advisor to organizations and individuals around the world regarding professional and personal development. He lives life by a great motto – to aide others, act on ideas and achieve sensational results. Join us for a great conversation on many topics around the idea of what it means to live a sensational life and how being of service to others can help be sensational in sales!