Archive for the southwestern company truth Category

Being A Servant Leader

Posted in Leadership Coaching, southwestern company, southwestern company truth with tags , , , on August 7, 2011 by Dustin Hillis

“Being a Servant Leader” is one that has been taught by people like Spencer Hays and Henry Bedford at Southwestern for over 155 years.

A large number of Executives and Managers in the world live by the attitude “It’s my way or the highway”. That attitude is backwards when it comes to motivating people. Hundreds of managers and leaders have gone through the Southwestern Consulting Manager’s Edge leadership coaching program and one of the first things discussed is the difference between a Leader and a Manager. The key principle being “you lead people and manage numbers”.

What does it mean to be a “Servant Leader”?

Servant Leaders live by the following principles:
-They always put other people ahead of themselves
-They believe “you cannot teach what you don’t know, and you cannot lead where you won’t go”
-They never ask anyone to do something they’re not whiling to do themselves
-They take the blame when things go wrong, and give the credit to the team when things go right

The ultimate Servant Leader said it best “Blessed are the meek: for they shall inherit the earth.” Ps. 37.11. 6. Great leaders are meek and humble in spirit and take this Truth to heart. It is inspiring to see leaders like Henry Bedford, and Spencer Hays in a Southwestern meeting when they grab the pot of coffee and circle around a room of salespeople refilling their cups.

Are you being a Servant Leader at your workplace, at home, and with your family and friends? Or are you interested in serving yourself and telling other people what you want them to do?

For more information about Southwestern Consulting leadership coaching and the Manger’s Edge:

Smart Phones = Smart Business

Posted in Sales Coaching, Sales Tips, southwestern company truth with tags , , , , , on July 29, 2011 by Dustin Hillis

We live in a rapidly changing world where the technology age has collided with the information age. This is your world, whether you like it or not. Having a Smart Phone as a tool to utilize all of the technology and information is essential to being on the top of today’s competitive business frontier.

After recently reading both “The Steve Jobs Way: iLeadership For a New Generation”

The Steve Jobs Way

and “In the Plex- How Google Thinks, Works, and Shapes our Lives”

In The Plex

I am inspired to help other people take their business to the next innovative level!

You might be saying to yourself “I don’t even know where to begin?” The world of rapidly changing technology can be mind boggling to think of where to begin. Let me make this simple for you!

The ultimate tool we have access to today is the Smart Phone. If you don’t have a Smart Phone, or if you’re not utilizing what your Smart Phone can do… you are like someone who was riding a horse to work 50 years after cars were invented.

I’ve personally had over 12 different types of smart phones since they came out. To name a few, I’ve had everything from the old school Palm Pilot, to the Trio, Blackberry, Droid, to the iPhone 4. Some were awesome… some were not.

My Top 3 Smart Phones are as follows:
#3. Blackberry Torch

Blackberry Torch

#2. Droid X2

Droid X2

#1. iPhone 4

iPhone 4

Once you’ve selected your Smart Phone, the next thing you need to know is how to use it for Smart Business.

Step 1. Get set up- get your phone number hooked up, transfer all of your contacts, import all of your pictures, and make sure you VPN/email exchange server is operational.
Step 2. Get insurance! Replacing a $700 phone is not fun!
Step 3. Download your “Must Have Applications”- see below.

3 Key Functions of the Smart Phone for Smart Business:

1. The Calendar
-Go Electronic! Get rid of the old day timer and sync your calendar to your phone and computer… if doing this intimidates you, have your kids show you how to do it. 🙂
-Send “Calendar Invites” to confirm appointments. It will automatically go into THEIR calendar!
-Use “Calendar Reminders” for all phone calls and appointments.
2. GPS
Google maps and turn-by-turn navigation is the modern day road warriors best friend!
-Before you leave the office just plug in the addresses of your appointments on your calendar “location” and just click on the address when you’re in the car and then click on driving directions and you’re off to the races.
-Drop Pins in key locations to instantly have directions to common destinations from anywhere.
3. The Must Have Applications:
“Documents to Go”
-Upload all of your important docs, power-points, and spreadsheets and accesses them from your phone.
-Take notes on your phone and email it to yourself or your assistant for designing proposals.
“Dragon Dictation”
-Dictate emails, text messages, and memos for when you’re on the go… AWESOME AND ACCURATE!
-Always handy!
-The best way to stay up to date with the birthdays, events, and changes in your clients and friends lives.
-The best way to promote blogs, websites, and general things that you find interesting.
-The best business social media site. Ecellent for getting referrals, client testimonials, recruiting, and marketing.
-Voice recorder to record your presentation and work on your presentation skills.

For more information and to speak with one of our Southwestern Consulting coaches about how to utilize technology to win business contact us here:

Spencer Hays: I Am a Person of Influence

Posted in southwestern company, southwestern company truth, Southwestern Consulting with tags , , , , on May 9, 2011 by Dustin Hillis

Last week one of my mentors and the wealthiest man that I know (Spencer Hays)

Spencer Hays

gave me a card that has wisdom flowing from it.  This man is not only wealthy, but almost every business he has been involved in over his 50+ years in business has been successful.  He is a business owner of the Southwestern Company, entrepreneur, leader, recruiter, trainer, and hard worker.  I personally think the most endearing thing about him is the fact that he truly is humble and knows in his heart who he really is.  Just look at one of his business cards, the title he chooses to go by is “Salesman”.

Here is what’s written on the card he gave me:

I Am A Person of Influence

  • I make people feel appreciated.
  • I make people feel that they belong.
  • I make people feel that what they do is important, that they count, that they make a difference.
  • I help people develop a vision for what they can become, achieve, and have.
  • I help people develop specific goals with pay values and plans.
  • I help people face and overcome fears, doubts, and regrets.
  • I help people develop competency related to sales, products, and technical aspects of the business.
  • I make sure people know that I believe in them.
  • I set a good example.
  • I give vision.
  • I give hope that the vision can become a reality.
  • I create understanding.
  • I keep people from becoming distracted by trivial matters.

I do these things over and over again!

“There is no more noble occupation in the world than to assist another human being – to help someone succeed.” – Alan Loy McGinnis

Compiled by Spencer Hays and his Business Associates at the Southwestern Company

For more information about Spencer Hays and his Southwestern Company Business Associates go to .

Also check out Spencer’s recommended reading:

Commitment, Control, Confidence Video

Posted in Motivational, Sales Coaching, Sales Tips, Selling Techniques, southwestern company, southwestern company truth with tags , , on May 4, 2011 by Dustin Hillis

The reason people do not reach their true potential is because they subconsciously build barriers that cause self-doubt. They don’t believe they can hit high goals. The Southwestern Company teaches that the three most important characteristics for breaking belief barriers are commitment, control, and confidence.

If you want more information about how to get a personal accountability coach send me an email at:

Navy SEALs & Top Producers at the Southwestern Company

Posted in southwestern company, southwestern company truth with tags , , , , , , on March 12, 2011 by Dustin Hillis

Flying home to Nashville, TN to get ready to back to work at the Southwestern Company coming from Bogota, Colombia last year I had the honor of sitting next to and speaking with the Commander of our Special Forces unit with the US Navy SEALs.  What he and his team do for our country is not only inspiring, but humbling to even think about.  Most of us cannot even imagine what our military goes through everyday just so that we can enjoy the fringe benefits of everyday life.

After spending over three hours talking with my new Commander friend I began thinking of the similarities between how an ordinary sailor becomes a Navy Seal and how an ordinary salesperson becomes a Top Producer.
The only real difference between a normal Navy sailor and a Navy Seal is training. The same goes for an ordinary salesperson that has turned Top Producer.

Let me walk you through what it takes to become a Navy SEAL…and a Top Producer, for that matter.

After meeting some rather stringent requirements to become a Navy SEAL candidate, sailors must undergo Basic Underwater Demolition/SEAL or BUD/S training. It is divided into several phases:

  1. Indoctrination
  2. Basic Conditioning
  3. SCUBA training
  4. Land-warfare training


Official U.S. Navy Photos

BUD/S training lasts seven months and tests each individual to the brink, both mentally and physically. Days are filled with running, swimming, calisthenics, and learning small-boat operations. They must endure drown-proofing (where trainees must learn to swim with both their hands and their feet bound) and surf torture (a.k.a. cold water conditioning).

SEALs also train extensively in closed-circuit SCUBA systems and underwater navigation. They complete land-warfare training for nine weeks in intelligence-gathering and structure penetration, long-range reconnaissance and patrolling, and close-quarters battle. They become the best of the best and are trained to react to sniper attacks or anything else they might encounter.  All of the training is part of the process designed to build and perfect optimal Navy SEAL skills.

When BUD/S is complete, trainees move on to basic parachute training and SEAL qualification training to refine their skills before they are officially awarded the rank of Navy SEALs.

All of this extreme training is critical. To the average onlooker the training may seem excessive. However, in reality SEALs must be able to operate efficiently at all times, despite weather, temperature or physical discomfort. Their lives, and the lives of others, depend on it.

So, what does all this have to do with salespeople? Let’s just start by saying that sales training and Navy SEALs training can’t truly be compared. I’ve never gone through surf torture and I commend the men who are willing to go through so much in preparation to serve their country. But look at it this way, in the same way that Navy sailors must go through this incredible training process to become SEALs, the Salesperson must go through an incredible training process to become a Top Producer at the Southwestern Company. Ask anyone in sales; it’s no easy task to become the best salesperson in the company, region or industry! If you think about it, isn’t it amazing how a training process paired with unwavering determination can turn the ordinary into the great?

Whether you want to be a top producer or you’d like to become a SEAL: training is key. Here’s a brief look at the Southwestern Company sales training process:

  1. Southwestern Company Sales Fundamentals
  2. Sales Mastery
  3. Sales Techniques a.k.a. Practice!
  4. Continuous Learning from other Top Producers

In the climb to become a Top Producer, you’ve got to start somewhere.  The salesperson must first begin understanding sales fundamentals, as is done in Year One of Southwestern Sales Training. During this part of the training process the students learn how to develop work ethic, maintain a positive attitude and develop the right habits.

The second step in training process is to master the art of sales. This is done through continuous sales training, expanding one’s skill set and becoming wholly invested in sales. It’s no longer about memorizing the best basic techniques, but going above and beyond to know all there is to know about sales.

Lastly, in order to become a Top Producer you must practice what you preach. Go into the field. Perfect, hone and refine your skills. Experience slammed doors and sweet success until the former becomes few and far between and the latter becomes commonplace.

The evolution from a good salesperson to great sales professional, from sailor to SEAL comes as a direct result of training. In order to stay on top and stay sharp SEALs are constantly training and repeating the cycle so that they are continuously improving and learning new skills. Same goes for the Top Producers. Once you’ve made it to the top of the mountain, you’ve always got the sky to conquer! 

Check out the Southwestern Company Top Producer’s BUDS training program for sales people at Top Producer’s Edge personal coaching.

(Thank you for information and photos)


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