Archive for batman

The 3 Types of W.O.R.K.

Posted in Sales Coaching with tags , , , , on March 1, 2012 by Dustin Hillis

Here is another sample of my upcoming book: Navigate: The Art of Not Thinking.

The 3 Types of W.O.R.K.

Showing up for work, being focused at work, and doing your dead-level-best while working should not be something anyone has to think about.

Work Hard

Work Hard

If you spend even just 5% of your brainpower and energy on considering if you should go to work or focused on “wasting time until work ends” or “getting ready to get ready to work”, then you are doing a disservice to society. In the Hebrew language, work is defined as “fulfilling a need in society”. That is also why in the Hebrew language you will not find the word “retirement” because the Hebrew people believe that if someone “retires” then they are removing something that is needed from society.

Personally, I have no retirement plan. I’m going to follow in the footsteps of my mentor Spencer Hays and work until I die. When you love what you do working is just a hobby.

So why do so many of us think that WORK is a 4 letter cuss word?

I think it’s conditioned in us by the society we live in today.

Spencer Hays says there are 2 types of people in this world. Those who make an excuse, and those who work out a way. Which one are you? Do you make excuses to not work hard and do your dead level best?

There are 3 types of work:

1. Just Showing Up
A lot of times just showing up is enough to get by. It’s amazing that a lot of people struggle with even this phase of work.

2. Producing
My father-in-law loves telling the story of when he had my wife Kyah vacuum the stairs. She had a bad attitude toward the work and did a half-hearted job. After vacuuming all the stairs, she told her dad she “worked hard and vacuumed the stairs”. Upon inspection Jack (her dad) said “no, you’re not done. There are still dirt spots on some of the stairs.” Kyah replied “but I worked so hard” and Jack responded “just because you ruffed up the carpet doesn’t mean it’s clean. I don’t care how long or hard you worked it doesn’t matter if you didn’t get the job done right.”

My coaching clients often tell me “how hard they are working” and what they mean is that they are putting in a lot of hours. I always respond to someone telling me “how hard they are working” with “we all work hard. How much are you producing during the time you’re working?”. Usually, people are being busy being busy, putting out fires, responding to emails, and not proactively and intentionally being a top producer.

3. Kicking Booty
After personally coaching hundreds of sales professionals, leaders, sales managers, and business owners, I have found it is a rare individual who gets more done than 5 people combined in the same amount of time. This individual wakes up in the morning and jumps out of bed ready to take on the day. There is no question in this person’s mind whether or not they’re going to go to work and be productive every day. They eat problems for breakfast, check emails at night, and during the income-producing time of the day all they do is win. There is a name for this rare individual… and that name is “Booty Kicker”.
It’s up to us every day to decide, “am I going to kick booty today?” or “am I going to get my booty kicked today?” It’s one or the other and you have to decide daily which one you’re going to choose.

Being a booty kicker is simple, but it’s not easy. Here is an acronym to use to help make sure you are a booty kicker every day.


W – Wake up with a passion for the day every day. Make sure the first thought you have is “I’m going to kick booty today.” Be as productive when you’re not at the office as you are when you are at the office. Momentum is a powerful thing. It can cause you to have a kick-booty day or a lousy day. In marriage, momentum can cause a marriage to be happy or end in divorce. In sports, momentum is the difference between winning and losing. In battle, momentum is the difference between living and dying. You decide everyday… do you want momentum?

O – Organize. Live by the philosophy “Your schedule dictates your day. Your day does not dictate your schedule”. Be proactive, not reactive. If it’s not in your schedule… DON’T DO IT! Plan out every hour of every day.

R – Recruit the help of others. Anything great has been built on the backs of giants. It takes a village to raise a leader to success. Hire help! You focus on what you’re gifted at doing and let other people focus on what they are gifted at doing. If you’re a producer, then 99% of your time should be spent producing! Time is your most valuable asset that can never be replaced. Know what your time is worth. If you are spending time on something that you could pay someone less money then your time is worth, you are not only wasting time… you’re wasting money!

K – Keep perspective. Understand you only live life once. Make a decision of the kind of person you want to be, and be that person every day, every hour, every second. Treat every day like it’s your last… because it really might be. Choose to make a difference in the world and in other people’s lives.

Batman said it best “It doesn’t matter who I am on the inside; all that matters is what I do.”

What is there to think about? Either you work or you don’t. Either you produce or you don’t. Either you kick booty or you don’t. You choose everyday.

Sales Tips from Batman and Sun Tzu!

Posted in Motivational, Sales Coaching, Sales Tips, Selling Techniques with tags , , on January 5, 2010 by Dustin Hillis
Sales Tips, Goal Setting, Sales Training, Sales Coaching

Sales Tips from Batman

The best way to reach your goals is to be a do-er and not just a talker.   As batman says in Batman Begins “It’s not who I am underneath, but what I do that defines me.”  It’s easy to say “this year I’m going to x, y, or z”, but it’s another thing entirely to stick to the plan and follow through.  So, here are some quick tips for following through with what you start and make this year the best it can be.

Set realistic goals – but set the bar high!  “Shoot for the moon, and you might land amongst the stars”

Make sure your goals are actually attainable…chances are you won’t become an rock star, buy a Ferrari, and move into a mansion this year…but you can still aim high.  When setting your goals make sure to base them on activity not results.  I learned while working with the Southwestern Company that the definition of Unconditional Confidence is “I do not expect success all the time, but due to the belief in my own abilities.  I can be fearless in the moment.  Knowing my self-worth has nothing to do with the outcome.  So when the pressure comes I can be fearless.  Knowing sometimes I will do well and sometimes I won’t, regardless I know failure is temporary and success will happen with perseverance.” This quote reminds us that we need to focus on our work habits and controlling the controllable this year, and not spend time trying to make a certain amount of money or result focused goal.

Make a chart or spreadsheet of benchmark and milestone “mini-goals” on your way to the big overall annual goal.  For example, if you want to be the top company earner for 2010, do some math and figure out what activity you have to achieve each quarter, each month, right down to the everyday in order to make that happen.  Put it in black and white and remind yourself of your activity goal each and every day…this is true for everything from your diet to your relationships.  Success is about knowing what you want AND having a specific and measurable game plan to get there.  Then cut out pictures of what you want to do this year and post them up where you can see them to remind you of your goals daily.

Sales Tips, Sales Ideas, Sales Coaching, Sales Training

Sales Tips from Sun Tzu

Emotionally prepare yourself for setbacks.  Make a list of things that could go wrong this year and throw you off track from hitting your goal.  Then make a list of way’s you will handle the issues that might arise during the year.  Sun Sui says in his book The Art of War “The battle is won before the war ever begins.”

Don’t be too hard on yourself.  So you missed a benchmark…don’t throw in the towel.  This is a common response to short term failure.  If you allow yourself to abandon your goal because of one missed benchmark, you’ll NEVER make it to the top.  Instead, let it go, and reassess your plan to get back on track.  Ask yourself this… “Does (whoever you consider the most successful person in the world to be) throw in the towel if he/she misses a benchmark every quarter?”… Or ask yourself “what would Batman or Sun Tzu do?”

And finally – find an outlet…Remember ‘all work and no play makes Jack a dull boy’…successful lives are balanced lives.  If you spend ALL your time focusing on one thing…even if that one thing is a GOOD thing – you’ll get burnt out.  Prioritize your life so that goals are not only attainable, but enjoyable.  If you want to go on a trip this year… just do it!  There is never a “good time” to do something you want to do.

In summary- Set high goals, focus on activity not results, have a game plan everyday, actually DO what you say you will do, and have fun!  The time is now- Seize the Day!  Carpe diem!

(Carpe diem is a phrase from a Latin poem by Horace. It is popularly translated as “seize the day”. Horace uses the word to mean “enjoy, make use of.”)

The ideas in this blog were brought to you by Southwestern:

These are the secrets embraced by everyone at the Southwestern Company – Southwestern Company is considered the premiere training company in the world by the Direct Selling Association, and with over 150,000 professional sales people who have gone through their program over the past 155 years.  For more information on how you can get quality sales training for yourself and your company contact us at

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