Click here for the inaugural, online version, or just email [email protected] with your street address for a hard copy (US Only). The magazine is a twice yearly added value free magazine, loaded with ideas on how to profitably grow your sales, grow your business and grow your income. Enjoy and take action!
HOW BAD DO YOU WANT IT?
I’ve asked this question of myself ever since I was a young boy. Today, I ask it of Entrepreneurs and Sales Professionals on a regular basis. No matter where I visit in the world professionally, the question seems to be “what is the single most important ingredient for a sales person to be successful?” My answer is one word – GRIT.
Angela Duckworth, in her best-selling book, GRIT, summed it up as follows: “In sum, no matter the domain, the highly successful had a kind of ferocious determination that played out in two ways. First, these exemplars were unusually resilient and hardworking. Second, they knew in a very, very, deep way what it was they wanted. They not only had determination, they had direction. It was this combination of passion and perseverance that made high achievers special. In a word they had grit.”
As a follow-up to that, check out my YouTube video recorded on a run through London. Standing in front of a statue of Winston Churchill I underscored the all- important “never, never give up”. Nick Saban, the super successful football coach at the University of Alabama put it this way: “You see, it’s not just about having the best players-it’s about being relentless in the pursuit of your goal and resilient in the face of bad luck and adversity.”
So, how bad do you want it?
When I think back on my life, that word GRIT sure played a consistent role. Check it out. My first job was at 7 years old and I made and sold potholders. I took a real verbal beating from my friends (boys) that I was doing “girl things”. Heck, I was having fun and selling my potholders for twice what the girls were and making lots of money in the eyes of this 7 year old! Just took a little GRIT to get through the verbal bashing. At 12 years old I took a newspaper route of 32 customers and a year later built it to 275. I broke several baskets trying to stuff too many papers in them and finally bought a unique bike built for home delivery of groceries. Large wheel on the back, small wheel on the front, with a huge basket on the front. This worked great, however it was a goofy looking bike and only came in the color purple! Again, the verbal beatings came and again I reached down and relied on GRIT to get me through. A year later I was employing 5 kids to deliver the papers and went on to Newspaper Boy of the Year honors. GRIT!
While those kids were delivering the papers, I took on a caddie job at our local private country club. The caddie master turned me down initially, laughing that the bags were bigger than me. I told him I would just hang around at the caddie shack and wait for an opportunity. The other caddies tore in to me as I spent days waiting for an opportunity that just wasn’t coming, and they said if it ever did, I wouldn’t be able to loop 18. Well, one day that opportunity came late in the day and I was the only kid left to carry a bag. Not only did I make it around, but the member requested me for his next round the next day! Turns out I befriended hundreds of members over several years and their advice significantly helped me in my future entrepreneurial pursuits. GRIT!
Now 17 years old and I get a job at a national chain grocery store as a cart boy. Soon thereafter, I was a stock clerk. I’ve always enjoyed an extra amount of energy, and would challenge myself to fill my assigned shelves faster than the full time adult stockers. Those guys sure rubbed it in, laughing that with the union we were in, they could coast and make the same as I was making hustling around. In my second year in the store, I was named assistant store manager, where we employed around 200 employees. GRIT!
It was painful in my high school freshman year to be the last guy cut from making the team. I hate to lose! The summer following I spent no less than 6 hours each day practicing the game. Next year I not only made the team, but was ranked in the #1 position on the team. Junior year I was named player/coach. GRIT!
There’s just not enough space here to note the many times grit came in to play as I led 6 startup businesses into national platforms. And then leaving the comfort of business “success” to start over as the “starving speaker”. So much GRIT was the key along the way. I laugh all the time thinking back to age 58 and not knowing how to swim and me with my Bucket List of racing an Ironman; and now with 15 Ironmans completed, including the World Championship. GRIT!
Again, pearls from Saban: “The characteristics that made up our 2003 national championship team are the same attributes that form my philosophy for success. Terms like conviction, dominate, adversity, perseverance, commitment, attitude, teamwork, road map, pride, relentless, and intensity. Now, how good do you want to be?”
Keys for me on the journey of life have been clear goal focus and practice, practice, practice. Duckworth in her book states: “Deliberate practice predicted advancing to further rounds in final competition far better than any other kind of preparation. Gritty people do more deliberate practice and experience more flow, and flow is for performance.” Pete Carroll, Seattle Seahawks Coach: “A player who is fully prepared on the practice field will feel ready to meet whatever comes his way on game day and thus, feel more confident and able to minimize distractions of fear and doubt.”
My all-time favorite book on GRIT is ENDURANCE: SHACKLETON’S INCREDIBLE VOYAGE by Alfred Lansing, telling of his 1914 voyage to Antarctica. Enthusiasm is common. Endurance is rare. How bad do you want it?
Let’s finish with a few more pearls from Angela Duckworth: “To be gritty is to keep putting one foot in front of the other. To be gritty is to hold fast to an interesting and purposeful goal. To be gritty is to invest, day after week after year, in challenging practice. To be gritty is to fall down seven times and rise eight.”
So, HOW BAD DO YOU WANT IT?
CANCER FIGHT JUST GOT PERSONALAs many of you know, my wife Bonnie was recently diagnosed with Stage 4 Cancer. Our attitudes are positive considering the realism of the challenges, and we are committed to fighting and winning this battle. We met on November 5, 1965 and have been married for 47 years. Since the NYC Marathon is run on November 5, 2017, it called out to me to race and raise monies for cancer research with Team V (as in Jimmy Valvano). Two weeks earlier I will run the Atlantic City Marathon with several friends and family, which will mark the 50th state in my journey to run a Marathon in all 50 states. I’d love your support of my race in NYC in raising funds for cancer research. Here’s the link to contribute, and thanks for your consideration, and best thoughts for my wife Bonnie in her battle.
FORBESBOOKS AUTHOR
On my Bucket List was to write a best-selling business book, and Hyper Sales Growth did just that as a #1 Amazon Best Seller. Now even more honors, as Forbes welcomed the book to its family. We have heard from many as to how helpful the book has been to their business building efforts. BAM!
VISTAGE CEO ECONOMIC CONFIDENCE
Here’s a summary: a) Economic growth rebounds, with 57% expecting gains vs 23% a year ago. b) Robust hiring plans, with 60% planning on expanding. c) Record revenue and profits, with 77% expecting rev growth and 64% expecting profit growth. d) strong investment spending, with 47% expecting increases, barely below the decade peak in closing 2014 of 49%. Onward and Upward! The signals are clear, time to invest in your business and people.
EDUCATIONAL OPPORTUNITIES- US and Canada
Full 2017 Workshop Schedule
May 3, 2017– Smart Selling Workshop – Nashville, TN
Jun 1, 2017 – Jun 2, 2017- 2-Day Sales & Management Success Summit – Chicago, IL
Jun 1, 2017– Management Success Workshop – Chicago, IL
What you’ve taught in the past two days in St. Louis has been more valuable than all my other previous training’s combined. I love that I will be able to take action on our pipeline management system, personal touches- photo cards and photo stamps and challenging my muscle memory to think “what will motivate this person to do business with me”. Mind you, these are the top 3 out of 58 actions items I’ve learned from you. Thank you for sharing your experiences and what you’ve learned to be successful
Here’s the overview. Over the past year I’ve heard this question from several folks: “Is there an organization where Sales Managers can meet together for ongoing, high-level learning opportunity and challenges that also provide an outside mechanism for enhanced accountability?” The answer is “THERE IS NOW”. Benefits include:
Three, 2-day sessions annually. Max group of 20 with only one person from a company and industry.
2017 meeting schedule is June 29-30; Aug 30-31; Nov 30-Dec 1 in Orange County California.
Group Facilitator will be Jack Daly.
Peer group interactions year round.
Ongoing direct email access to Jack Daly.
Monthly group one-hour phone check-in with key opportunity/challenges.
Complimentary Hyper Sales Group Membership Club.
Participation is by application/qualification, inquire through [email protected]or 888-298-6868.
Investment $15,000 per year (air/hotel not included).
The time to act is now. Be prepared to take your Sales Management skills to the next level, and enjoy the benefits of Hyper Growth of your top and bottom lines.Contact [email protected] or 888-298-6868 for more information.
MINDSET & GRIT: KEYS TO GOAL ACHIEVEMENT
As we start Q2 of the year, let’s look at mindset. How does yours stack up to affect your earning power?
From Chapter 1 in my best-selling book co-authored with Dan Larson, The Sales Playbook for Hyper Sales Growth, some keys on mindset, drive and keys to achieving goals:
“A” Players = Achievers. They get it done. They nearly always find a way to achieve their goal. They respond to a challenge and make things happen. They somehow find a way to win. They do what it takes. And they often make it look easy.
“B” Players = Be Better. They’re not yet “A” players, but they seriously want to become one. They’re always learning, taking action, and striving to be better. A mindset of always “improving.”
Recognize the huge difference in mindset, motivation, drive, willingness, grit, and determination between the top “A / B” players and the bottom “C / D” players.
“C” Players = Content. Complacent. Satisfied. Most “C” players really don’t want to be an “A” player. Sure, they’d like to make more money. But they aren’t willing to work hard enough or smart enough to make more. Just not motivated enough.
“D” Players = Don’t Move Much. Don’t sell much. “Dogs on the porch.” They’ll stay there as long as they’re allowed to hang out and keep getting fed. Often keep their head low so they don’t get noticed. Commonly really “nice, pleasant people.” To grow, you need to deal with the under performers. Help them move on to another opportunity.
Want to discuss your situation, sales team and how to get them more focused on producing more? We help companies multiply their results by building and using a productive Sales Playbook. Call (800) 565-6516 or [email protected]. Let’s discuss ideas with the company owner and Sales Manager to help you grow. Take a free Sales Diagnostic or get free Sales Playbook resources at http://leveragesalescoach.com/resources/.
Want to achieve your goals better? These will help. Mix and match my books with our bestselling Book Bonanza. The more books you buy, the better the value.
Hyper Sales Growth- Jack Daly writes about three areas critical to building a successful sales team: A Winning Culture, Sales Management and Sales.
The Sales Playbook- The top performers in sales use “best practices.” The most productive approach is to model the masters and build their winning ways into a Sales Playbook. Then coach, train and practice to the Playbook.
Paper Napkin Wisdom- Each leadership tool is also a story, so simple it fits on a paper napkin. Each from one of the world’s top Entrepreneurs, Leaders, and Difference Makers.
Hyper Sales Growth Membership Program
Just 2 days ago, Jack re-opened his Hyper Sales Growth Membership Program on Tax Day and the response again was overwhelming as CEO’s, Sales Managers and Salespeople joined this program to receive Jack’s 30+ years of training, peer to peer networking and learning, structured accountability programs and 12 modules of comprehensive business curriculum and lots more. Don’t forget – Jack will every month receive your personal questions and answer them the last Friday of the month on a phone call which has provided great value for our members. And there is no risk in joining as we have a 90-day guaranteed refund if you are not receiving the value you envisioned.
Check out HYPER SALES GROWTH MEMBERSHIP CLUB and this link will be open for the rest of the week for sign-ups. And, should you have any questions or need additional information on the program, call Jeff Shavitz at 561-988-8300 or [email protected] to answer your questions.
WHERE IS JACK??
Here’s the schedule of cities I will be conducting programs in over the next few months (some for clients, others are open seat workshops.) I may have flexibility in my scheduling for lunch, dinner or more should someone have an interest. If you see I’m headed to your part of the world, feel free to email [email protected].
May- Richmond, Nashville, Calgary, Orange County, Scottsdale and Chicago.
June- Chicago, Orange County, Los Angeles, San Diego, Burbank, San Antonio, Edmonton.
July- Richmond, Salt Lake City, Sun Valley, Nashville and Orange County.
TAKING ACTION
WALKER & DUNLOP VIDEO ANNUAL REPORT – While I was in DC recently, I stopped in with fast growing (more than 100% per year growth for several years) client CEO Willy Walker. Loved his recent concept of a short video annual report, and here’s the link for your viewing. This sure beats reading a detailed lengthy report; something for many to consider doing! Thanks Willy for regularly raising the bar.
If any article in this newsletter would be of interest to your co-workers, customers or clients we would appreciate having you forward it along.
Have you attended one of Jack Daly’s sales workshops or seen one of Jack’s keynotes? We’d love to hear from you! Let us know!
Your time with our team has them really fired up (Jack’d up) and it is a really exciting thing to see. In my wrap up on Friday following your presentation, I asked everyone to identify a minimum of 3 things that they will be doing differently based upon your time with us, things that they will be using to grow exponentially this year, and that can be discussed openly on coaching calls that I have with them. I set a timeline of today to have them over to me, yet almost the entire team had them to me Saturday and Sunday. I even had one of our newest reps work backwards to his goal- he defined his success, and charted backwards to the present- and he did this while flying on his flight home early Saturday morning! I am really excited Jack.
Your time with us was all that we could hope for and more, which is the understatement of the year.
Ed Davis
Medical Solutions Suppliers
Our conversion rate went through the roof after seeing you. We went from around $900 million funds under management at the time to $3.2 billion today and that occurred in the aftermath of the great financial crisis when many of our competitors were struggling. I feel a sincere thank you is in order for all that you have done to help us
Tim Samway
Hyperion Asset Management Limited
Before we began working with you we lacked a coherent sales and marketing system to capture leads and convert them to clients. Since that time we have implemented a new CRM system, completely overhauled our website, identified our core prospects, and successfully increased our sales by over 50%. Since we began working with you we have far surpassed the original goals that we set from day one as a direct result of the collaboration between your team and ours. You have helped us focus on the most important aspects of our business which has allowed us to thrive during a period of turmoil for many of our peers. Thank you again for the superior communication, service, and coaching that has moved Fabian Wealth Strategies to the next level.
Thank you Jack and thank you for a great job! Since 1998 we have run 27 conferences of this type. Ours is a tough crowd so your evaluation score is all that much more meaningful-a 4.96 out of 5! In fact only Jim Collins has scored over a 4.95 at one of our gigs.
Bob Grabill
Chief Executive Network
Jack spoke at the Belfast Open Day yesterday to a capacity audience of 200. His passion, enthusiasm, relevant experiences and stories lit up the room and everyone went away feeling they had achieved excellent value and plenty of very valuable take away action points. Overall ratings by the members were 99% for value and presentation.
Edmund Johnston
Vistage International
Jack has trained thousands of our nation’s heroes, military recruiters from all branches including the Canadian Armed Forces on multiple occasions. Jack always knocks it out of the park and leaves my clients begging for more. Jack is a win-win for my clients, as they gain so much insight on how to become a better recruiter and they also get to apply Jacks tips and techniques in their personal life.
Steve Davis
FederalConference.com & DavisTrapp, LLC
We at Oakworth Capital have implement Jack’s techniques and methods over the course of our relationship with him, and it has made us a higher performing financial institution. Our annual client retention rate is 99.5%. Earnings increased over 32% last year. The average annual shareholder return for the past six years is 16.7%. Oakworth Capital Bank is performing at a higher level thanks to Jack Daly.
Forest Whatley
Oakworth Capital Bank
I had the opportunity to see Jack in action during his visit to an event put on by EO Calgary in January 2014. He is easily the best speaker that I’ve seen to date and he packs a ton of energy to the stage! We left the event feeling not only rejuvenated about connecting with our prospects, customers and clients but also full of new exciting ideas that I can’t wait to implement right away.
Derek Major
Eligeo CRM In
Jack greatly helped our organization gain clarity around our strategic vision and direction. His background from being an entrepreneur to running large organizations provides him with a unique perspective as CEO of Professional Sales Coach. Whether it is tackling the toughest sales problems or the toughest triathlon you can count on “IronMan” Jack to take you across the finish line.
Justin Abernathy
SureClick
Thanks again for the outstanding workshop. Of the many I’ve attended over 30 plus years, I walked away from yours with the most concrete ideas and value for money – by far. Please note that your workbook will not sit on our shelves. I don’t think you had even left when the room when our team had pulled together to go through it. We start implementing Monday morning.
Anne Cochrane
MHPM PROJECT MANAGERS INC.
Your session today was incredibly insightful and your fundamentals are great reminders to focus on what matters to build trust with clients and prospects. As a business owner, there were plenty of moments in which I took a hard look at how our companies operate, and I recognized the need for some real change. This evening, I have generated three goals for each of our companies, and I intend to personally track each one with metrics and honest feedback within our team.
Turner Inscoe
Cambridge Development Group
When I first heard Jack Daly speak at the national conference earlier this year, I just knew we had to bring him to Milwaukee. He takes powerful material, adds his personal street smarts and actual experience, and delivers a wallop of words that every CEO needs to hear once in a while. And I want my top sales person to hear the same message with me.
Peter Gottsacker
Wixon Fontarome
On behalf of Inc. Magazine, I would like to thank you for your participation in our annual Growing the Company Conference. Your session was evaluated by attendees based on a scale of 4 (excellent) to 1 (poor). Your average score was 3.96…the highest scoring session!.
Beth Sheehan
Inc. Magazine
What rave reviews you received for your presentation at the RPMA conference. The comments I got were that everyone wanted more. This is the 12th year for the conference, and I think yours was the best review I’ve received in all 12 years.
Vicki Miller
RPMA
I didn’t need to tell you what it takes to hold the attention of an “All-CEO” group such as mine, because you did it. All too often, speakers come from theory without practice. Your background indicated “you’ve been there” and your presentation showed it. The most frequent comment heard was the amount of immediately implementable action ideas delivered.
Dick Swanson
The Executive Committee (TEC)
The “Best in his industry” Guaranteed.
Oditza Carrasco
Affinity Lending
I have had the pleasure of having Jack address groups of CEO’s and he always gets rave reviews for his delivery, content, and applicability of the information he dispenses.
Mike Craig
Crestcom International, LLC
I have known and worked with Jack in a variety of situations including as a speaker and a consultant. Jack’s openness, passion, energy, skills and expertise in unmatched. I consider Jack one of my “gurus” in life and in business.
Damon Gersh
Maxons Restorations
Jack is an incredible and dynamic speaker on sales and corporate culture. His process is actionable and his energy is unparalleled. I’m pleased to know Jack and am comfortable recommending him to anyone.
Nan Palmero
Denim Group
Outstanding Sales Coach and Key Note Speaker!! Jack has been the most talked about speaker at our industry annual conference (NACCB) for the last few years. Very high energy and packs a ton of great ideas into his presentations regarding increasing sales, increasing organizational efficiencies, and improving company culture! I highly recommend Jack!!
Steve Norris
EdgeTech Consulting, Inc.
If you think Jack Daly is just another motivational speaker… then You Don’t Know Jack!
