Archive for Dan Moore

The Art of Recognition

Posted in Sales Coaching with tags , , , on February 15, 2012 by Dustin Hillis

Dan Moore, the President of Southwestern Advantage, enjoyed reading the last 3 blogs (that were inspired by his leadership principles) so much that he honored us with one of his legendary articles on Recognition.  Enjoy!

                     The Art of Recognition

Every human strives for different things in his or her life, but one of the common desires—perhaps THE greatest desire—is the desire to be recognized and appreciated. In an increasingly complex world, it is progressively easier for an individual to feel that what they do simply doesn’t matter. This can lead to feelings of insignificance; and people who feel insignificant DO NOT become world leaders in providing the ultimate in sales and service.

As a leader, you have an opportunity to help each of the people you lead feel more significant, more confident, and more capable. As their leader, you can increase their results temporarily by ‘motivating’ them to a higher level of activity, but you can increase their results permanently by increasing their sense of self-worth and competence. Best of all, you can do it with something that doesn’t cost a penny: effective praise and recognition.

If this is so effective, and so low-cost, why don’t leaders do it more? There are many reasons, but some of the most common include these misperceptions:

‘They shouldn’t need praise from me. They know their job is to sell, and when they have sold a lot they are doing their job. That should be enough.’  (But it’s not enough, is it, or they would be selling more)

‘Too much praise will make them complacent. They need to have a sharp edge if they’re going to succeed.’  (Sales professionals who feel good about themselves are much better able to make the consumer feel good about what they buy.)
‘Nobody praises me, and I’m doing all right.’ (To be given the opportunity to lead and manage is significant praise by itself.)

‘I’m too busy managing sales.’ (Usually, this means ‘too busy reading reports’ and spending very little time in one-on-one interaction with salespeople.)

In reality, one of the most common reasons praise and recognition aren’t given more freely is that the leader doesn’t know how to do so sincerely and motivationally. Praise and recognition are not the same as empty flattery or lightweight compliments. There is much more to it…

If you are enjoying what you’ve been reading, and think you’d like to hear about what we look for in people that we team up with and coach, fill out the following:

Leadership Tips from Dan Moore (Part 3: Leadership by Example)

Posted in Sales Coaching with tags , , , , , , , on January 30, 2012 by Dustin Hillis

Leadership By Example.

“You cannot teach what you don’t know; you cannot lead where you won’t go.”

At Southwestern ConsultingTM, we have a saying “if you want respect around here… go sell something.”  The reason I’m personally committed to working as a partner at the Southwestern Family of Companies is because the leadership lives by this philosophy, “You cannot teach what you don’t know; you cannot lead where you won’t go.”

Dan Moore

Dan Moore, the President of the Southwestern Advantage

Henry Bedford

Henry Bedford the CEO/ Chairman of the Board of the Southwestern Family of Companies

Spencer Hays

Spencer Hays the majority shareholder of all of the Southwestern Family of Companies, Founder of Tom James, and many more successful businesses

Dan, Henry, and Spencer have all personally been in the trenches and sold books door-to-door to earn their stripes at Southwestern.

When Dan Moore takes the stage, his keynote is called “Mr. Mediocrity” and he goes on to tell a story about how he personally learned how “his mind is not his friend”, and how he first learned how to use Positive Mental Attitude techniques to help rewire his negative way of thinking.  Anyone who knows Dan would agree that he is one of the most positive people on earth.  Dan personally sold books, recruited teams to sell books and managed people on the field.  When Dan recruited people, he would tell them “I’m not going to ask you to do anything that I’m not willing to do”.  Living by this philosophy is probably one of the main reasons that Dan has gone from being an intern selling books door-to-door as a college student at Harvard University to now being the President of the Southwestern Advantage.

At Southwestern ConsultingTM, we take the leadership example from Dan Moore and apply to everything we teach and do.  In order for someone to be a Southwestern ConsultingTM Certified Sales Performance Coach, they have to have 10 years of experience and certifiable awards of being a top producer.  Additionally, all of our coaches have to sell coaching in order to be a coach.  In order to be relevant and provide true value to our clients, we believe a coach’s successes in the past, books they’ve written, and amazing accomplishments they’ve achieved is what gets them in the position of being a coach.  But actually selling coaching and personally being a top producer is what makes them a great coach, and how they keep their job, and ultimately become a partner in our consulting firm!

“You cannot teach what you don’t know; you cannot lead where you won’t go.”

For more information about Southwestern ConsultingTM Sales and Leadership Coaching:

Leadership Tips from Dan Moore (part 2: Servant Leadership)

Posted in Sales Coaching with tags , , , , , , , , , on January 24, 2012 by Dustin Hillis

Leadership Tip #2: Servant Leadership

“It’s hard to be nervous when your mind is on service.”

Servant Leadership at its finest transforms lives.

Servant Leadership Dan Moore

Dan Moore is one of the best Servant Leaders I’ve ever met!  At our first Southwestern ConsultingTM Success Starts Now! TM sales training seminars, Dan not only was one of our speakers at the event…but he also was the cameraman, set-up crew and clean-up crew.  There have been countless times that we’ve been in a business meeting and Dan is the first person to stand up and get everyone a cup of coffee.  Dan is the first person to offer the best seat to someone else.  Dan is the last person to get his food.  If someone needs anything, Dan gets it or does it without hesitating.  Dan Moore is a Servant Leader.

Here are the 5 Characteristics of a true Servant Leader:

  1. They care more about other people’s success than they do their own.
  2. They listen more than they talk.
  3. They consider how all of their decisions affect their team, customers, company and other people.
  4. They never try to position themselves to take credit for success.  They give other people the credit for success instead.
  5. They live by 2 rules:
    1. Treat others the way they want to be treated.
    2. The first will be last.

Being aware of your actions and decision and being considerate of the effects on others is at the core of a Servant Leader. Being considerate does not come natural for a lot of people (myself included).  Being considerate of my teammates, my loved ones and other people in general is a discipline that as a leader I have to practice everyday.

I thank God everyday for putting Servant Leaders like Dan Moore, Henry Bedford, Steve Hillis and Spencer Hays into my life.  As a leader striving to be a true Servant Leader everyday, my goal is simple.  As Dale Carnegie suggests in his book How to Win Friends and Influence People – stop focusing on what I want and help other people get what they want in life.

Leadership Tips from Dan Moore – Part One

Posted in Leadership Coaching, Sales Tips with tags , , , , , , on January 17, 2012 by Dustin Hillis
Dan More Leadership First Impressions

Dan Moore

Dan Moore (the President of the Southwestern Advantage and partner at Southwestern Consulting) hosted the 26th Annual Southwestern Company “Great Recruiters Seminar” in Nashville, TN recently. After the Freddie’s Awards banquet, I had the honor of discussing Leadership ideas with Dan.

Here are the top 3 leadership lessons from Dan Moore:

1. A Great Introduction Determines the Outcome of the Presentation.

The way you introduce someone is a window for them to see what you really think about them… which will affect the way they see themselves.

Dan Moore’s Tips for a Great Introduction:

Group Introduction Tips

  • Interview the person you are going to introduce and find out one thing personal and one thing in business that is interesting.
  • Interview the manager/or a close friend/ or family member of the person you’re introducing and find out about something about their past that other people might not know.
  • Write down as much information as possible about the person you’re introducing in a bullet point outline of everything you’re going to say in the introduction. That way if you forget a couple of points, you’ll have more then enough information about them.
  • Study the note card 1o minutes before you introduce and then put the note card away.
  • One-on-One Introduction

When introducing 2 people who haven’t met, it is a golden opportunity to build them up and help further define their role on the team.

  • Think of 3 things that are truly unique about each person you work with.
  • Think of 3 things that each person on the team is gifted in.
  • Think of a couple of areas each person contributes to the team that other people might not know about.
  • Don’t hold back about really amplifying how amazing someone is when introducing them to someone who has never met them.

Dan Moore shared a story with me about when Dan was on the Marketing Team at Southwestern and he went to film a speech by Mort Utley and the person introducing Mort did a very sub-par job on the introduction. Dan said that Mort had to spend the first 15 minutes of the 30 minute speech establishing credibility and connecting with the crowd. By the end of the speech, Mort had won the hearts of the spectators over (as he always did) and walked to the back of the room with Dan as everyone was leaving. Mort looked at Dan and taught him a lesson he’s never forgotten, he said “Dan promise me this. When you introduce someone, make sure you put as much energy and enthusiasm as you’d want someone to do for you. Otherwise, you’re setting someone up to spend a majority of their time digging out of the hole you put them in.”

… Stay tuned for the other 2 lessons from Dan Moore in weeks to come.

I Want To Win

Posted in southwestern company with tags , , on January 9, 2011 by Dustin Hillis

Dan Moore teaches all the Southwestern Company salespeople at sales school in Nashville, TN that “It’s not how you start, it’s how you finish”.

The Oregon Ducks football team exemplifies Dan Moore’s philosophy about finishing strong. They come out of the gates fast and furious, but what causes them to be a force to be reckoned with is how they play in the second half. They are virtually unstoppable in the 4th quarter.

Do you sell like a Oregon Duck?

Selling Like a Duck

What did your schedule look like in the month of December?
Did you set yourself up for blowing it out in January and having the best year ever?
Did you exceed your goals last year? If not… what are you going to do different this year?

“You have to start periods strong and finish periods strong. All is not lost here. They’re going to continue to keep battling. It’s all part of the learning experience. It’s salt in the wound when you lose, but it’s murder if you don’t learn from it.” – Tony MacAulay

How do you have an I Want To Win finish to your year in 2011? Have an I Want To Win Oregon Ducks finish to every day!

Here are 3 simple tips to have a I Want To Win finish every day:
1. Treat every day as if it is a brand new day.
-Don’t bring in the troubles of yesterday or the stresses of tomorrow into the present.
-Every day you start at 0. It doesn’t matter if you had a great day or terrible day the day before. Each new day is a gift for you to be present in.
2. Talk with a set amount of new people every week.
-It is frustrating to feel as if you have no one to call on. Keep your pipeline fresh at all times.
-Make sure to keep track of how many times you’ve called prospects. At the end of each week clean up your prospect list and move the follow up prospects to call next week, and mark out the non-prospects.
3. Don’t let your day dictate you schedule, but make sure your schedule dictates your day.
-Create a schedule with your personal life and business life built into it. Include in your schedule: prospecting time, appointment time, family time, date night with you loved one time, kids time, workout time, times to put out fires, and planning time. Everything in your life should be built into your schedule (including free time)… if it’s not in your schedule “Don’t Do It!”.
-Find an accountability partner that is invested in you success- Your loved one, a manager who cannot fire you, a top producer, or a coach (Click here for more details about how to get a coach).

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