Archive for the southwestern company 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:

The Habit of Belief

Posted in Sales Tips, southwestern company with tags , , , on June 12, 2011 by Dustin Hillis

My Singaporean friend Theo is a very intelligent guy. One day my friend asked me “what does it take to be number one?” I found his question interesting considering he was the Valedictorian while getting his degree in math and engineering, and he’s formerly a #1 recruiter and top salesperson at the Southwestern Company. After much thought the only response I had for him was “belief“. Focusing on the habit of belief was the main reason Theo was earning $40,000 per year instead of earning $100,000 per year.

Theo responded belief… I thought that is a characteristic you’re either born with or not?” We discussed how in actuality belief is developed. For example over 500 years ago people believed the world was flat. Society had to change its belief that the world is round.

Theo then asked “how do you develop the habit of belief?”

Here are the 3 things Theo and I discussed while I coached him that next year:
1. You have to have Unconditional Confidence in yourself, your product, and your company.
– Ask yourself 2 questions:
Do you believe that your product is as good if not better than any other product in your industry?
Do you believe that your service is as good if not better than any other service in your area?
*If you answered “yes” to both of these questions, then you should have confidence in being persistent for people to take the time to at least meet with you!

While earning my Psychology degree at the University of Tennessee I learned that there are 3 levels of confidence.
False Confidence- not having anything on which to base your confidence.
Conditional Confidence- basing your confidence on results.
Unconditional Confidence- basing your confidence on controllable work habits.
*Focus on the number of hours you work in a day, the number of new people you talk to everyday, and keeping a positive attitude no mater what the circumstance and you will develop Unconditional Confidence.

2. Knowledge breeds confidence and confidence breeds persistence: Know thy self, product, and company so you can be passionately politely persistent.
Calvin Coolidge said it best when he said “Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”
Selling is 100% passion and conviction in yourself and your product with 0% pressure.
*Take 10 minutes everyday to improve yourself, study your industry/product, and understand how the inner-workings of how your company operates.

3. A key element of belief is knowing that you’ve put in more effort than anyone else. If you Out Work Everyone In Sight “OWEIS” and understand that life is a numbers game, then you will deepen your belief in what you do. If you are working more hours, talking to more people, following up better, and doing all of the little things right… you can sleep easy at night knowing you’ve done your dead level best. Belief comes from knowing your doing the right thing. Believing you can do something that’s never been done takes a lot of hard work and embracing the work makes all of the difference.
*Be extraordinary. Extraordinary people do ordinary things extraordinarily well!

Theo followed me that next year in Alaska and videotaped some of the things we discussed the year before. Then I coached him the next year about believing he can be number one! Not only was Theo number one the next year… he over doubled his income and almost broke the company record! It’s funny because the next year someone asked Theo during one of his keynotes at the Southwestern Company how he over doubled his production and almost broke the company record and he said “I just simply believed“.

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 www.southwestern.com .

Also check out Spencer’s recommended reading: http://secure.ssnseminars.com/store/Navigate-Selling-the-Way-People-Like-to-Buy-book-by-Dustin-Hillis-P621C10.aspx

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:

The Daily Dozen

Posted in Motivational, southwestern company, the art of not thinking with tags , , , on April 6, 2011 by Dustin Hillis

Bob Watral, one of our Top Producer’s Edge coaching clients, was describing how busy he always is and that sometimes he loses sight of what is important. Bob then asked me an excellent question; he said “What are the top 12 things I need to be focusing on everyday?”
Bob agreed that people spend to much time focused on the wrong things… their time is consumed with non-income producing activity.

What we came up with to solve this dilemma is called “The Daily Dozen”. This is a list of a dozen activities to focus on every day to insure yourself a successful day:


THE DAILY DOZEN
1 – Have fun / a great attitude every day.
2 – Focus on income producing activities (Hit my Critical Success Factors “CSF” #s).
3 – Work hard and smart. Be efficient and effective. Cold call and then ask for, get, and work referrals.
4 – Work systematically. Create a schedule allocating every minute of every day. Live and die by my schedule.
5 – Only care about doing what is right and necessary, don’t worry about who is right.
6 – Focus on activities, not results.
7 – Cultivate an environment of trust and likability so that people will want to refer me to their friends.
8 – All that matters is what I do, not what I know. Execute the things I know I need to do.
9 – Do the ordinary things extraordinarily well.
10 – Form the habit of doing those things daily that unsuccessful people don’t like to do.
11 – Outwork everybody in sight.
12 – Maximize every second of the day.

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

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