Archive for southwestern company

Attitude Determines Your Altitude

Posted in southwestern company with tags , , , , on January 19, 2011 by Dustin Hillis

Nate Vogel from the Southwestern Company has trained thousands of top producing salespeople. He always teaches his West Coast and Canadian sales teams “Your attitude determines your altitude”.

Attitude Determines Your Altitude

Attitude is a funny thing. It can be your best friend or your worst enemy.

My father was in a board meeting a while back and the CEO was going around the table to each division head and blasting them for their slow year in production. The CEO started to lay into the man that was sitting next to him and his reaction was different from the rest. Instead of putting his head down and letting the CEO effect his attitude, he was smiling with his head held high. This infuriated the CEO and caused him to lay into the gentleman even more telling him to “wipe that look off of his face” and asking him “what are you smiling about?”. The unwavering manager stood up and said “no disrespect… but you can yell and cuss at me, but no matter what you will never be able to take away my positive attitude”. After the bold leader sat down the CEO’s demeanor changed and said with a smile “that’s the kind of attitude we need around here!”

Attitude is not something that people are born with. Attitude is a choice that his made everyday. Are you going to choose to embrace what life dishes out and make “lemonade out of life’s lemons”… or are you going to be an emotional wreck who lives a life of drama and uncertainty? Ultimately people are attracted to the one with the brightest attitude, and repelled by the one with the worst attitude.

Make your choice. Attract or repel. Lemonade or Lemons. Consistency or uncertainty. Smile or scowl. How high of an altitude do you want to go in life? It’s your choice that you make daily that will determine the altitude of your success. Don’t let anyone or anything take that daily choice away from you.

Top 5 Things To Look For In A Job

Posted in Southwestern Consulting with tags , , , , , on November 24, 2010 by Dustin Hillis

Southwestern ConsultingTM has been helping people reach their potential in over 35 cities across the world from London to Los Angeles by training, motivating, coaching, and consulting top sales professionals from every different arena. We have trained the #1 Remax broker in the nation and the #1 Keller Williams agent in the nation. We have coached the top 1% of producers and managers from companies such as Northwestern Mutual, Morgan Stanley Smith Barney, Yellow Pages, Wells Fargo, Verizon, Toyota, Bankers Life, State Farm, and many more.

What we have found is that the cream of the crop in every industry has 5 common reasons why they choose to work with their company. We have also found that those same 5 reasons are why great entrepreneurs and team builders attract top talent to work with them. More importantly, we’ve found that these same 5 reasons are why people stay with a company for more than 1-2 years, and are why people build 30 year long careers with a company.

Debunking the myths
If we were to survey a room of managers and ask them what are the top 5 things people are looking for in a job? Most would reply with the following:

1. Money
2. Security
3. Contribution
4. Co-workers they like
5. Creativity

The problem with this thinking is it comes from a very short-term perspective. I recently saw a job advertisement that was promoting a job where the top money earner made over $300,000. That’s a great ad for hiring someone who is hungry for money in the short term to go work somewhere that they possibly aren’t passionate about. Yet they could still go to work there because of the opportunity to earn big bucks. However, we have found that the best of the best people who are satisfied in their jobs do not always go to the opportunity where the employers are throwing money at a certain job. Don’t get me wrong. Making a lot of money is a great thing as long as you are making it in an area about which you are passionate.

The other day I was on a coaching call with a woman who has been working in her job for less than a year. She was explaining to me how she isn’t motivated. Here were the 6 reasons she was miserable.

1. Her boss was “arrogant”. – Any time a company is “personality-driven” the people working for that personality will feel less than the ego-driven owner. Look for companies that are “principle-driven”, rather than “personality-driven”.
2. Each time she came up with an idea her manager took credit for it. – True leaders will give credit to the team and others for the great ideas, and the true leader also will take the blame when things go wrong.
3. She felt like her opinion didn’t count. – If your opinion doesn’t count, why have one? Why should you care if the company succeeds if they don’t care about your opinion?
4. She knows that the management team did not care about her as a person. – You are not a number. A good leader should be interested in your passions, family and life.
5. The office environment was negative. – Your attitude will always be a reflection of the people around you. I once heard a fallacy that you don’t have to be positive to be successful. I would define being successful as being positive all the time regardless of the circumstances.
6. No one appreciated her for any extra effort she was putting in. – Appreciation is the fuel for enthusiastic effort.

She didn’t mention one word about how much money she was making or the security of her job.

When it comes right down to it, there are few people who are motivated by money alone. If you’re one of those people, more power to you. For the rest of us, here are the top 5 things we have found that successful people look for in a job that they actually enjoy.
1. Co-workers that you respect and truly enjoy being with – When you work with friends, your job becomes a hobby.
2. Contribution – Make sure that your company understands where the best ideas come from…the people actually doing the work!
3. Creativity – If you do not have the flexibility to create your own style and adapt the system given to you, then you might feel like a robot working for the man.
4. Money – Make sure that you have the opportunity to earn what you need to make the proper investments to live the life of your dreams.
5. Security – I have rarely seen a company that would terminate someone who was productive, positive, contributing, and believed in the mission of the company.

For everyone who is currently on the job hunt or anyone who is unhappy with their current job, here are 2 questions to ask yourself when making one of the biggest decisions of your life.

1. Would I want to spend time with my boss outside of work?
Do you think your potential boss is full of integrity and will do what he/she says he/she will do? Do you see characteristics in your boss that you want to emulate?

2. Am I passionate about the service this job provides the world?
Is the product/ service something you believe in and would buy for yourself? You can be successful at anything you believe in and are passionate about!

Take an educated risk
Step 1. Identify what you are passionate about. (i.e., cars, travel, fashion, helping other people succeed, etc.)
Step 2. Make a list of the characteristics you want to see in the people you work with. (i.e., humble, innovative, honest, caring, hard working, kind, etc.)
Step 3. Break down how much money you need to get started and then figure out how much money you will need to make to invest and live the life of your dreams. (Many times the best opportunities do not come with a guaranteed amount of income. However, great companies will provide you with the support and structure to blow past any guarantee with a small commission. Most of my personal coaching clients who earn over $500,000 per year started with a small draw or straight commission or started their own business and went in debt for several years before building their momentum in what they were passionate about and living the life of their dreams.)

Don’t waste your life chasing a buck. Go after what you are passionate about with all your might, and when the dust settles you will be on top!

For more info on job opportunities click HERE.

Unconditional Confidence

Posted in Motivational, Selling Techniques, southwestern company with tags , , , , , on October 14, 2010 by Dustin Hillis

Do you feel as if you have done your best at something? Think back to a time where you did your best. Then ask yourself… could you have done better? So was it your best?

We are naturally programmed to limit our potential of what we think is possible. John C. Maxwell refers to this as the “Law of the Lid” in his book the 21 Irrefutable Laws of Leadership.

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 three most important characteristics for breaking belief barriers are commitment, control, and confidence.

After coaching top producers from all different industries I have found that one of the most paradigm breaking exercises one can go through to raise their “lid” of what they think is possible is called “Maximum Earning Potential”.

3. One of the key factors in breaking belief barriers and reaching your Maximum Earning Potential is developing unconditional confidence.

Why is unconditional confidence important? People are attracted to it, it evokes trust, and people will be led to take action by your conviction and unconditional confidence.

At the Southwestern Company they teach that there are three types of confidence: False, Conditional, and Unconditional.

• False Confidence is saying you can do something, but deep down inside you think there is no way you can actually do the task. It is negative self-talk. A good example is someone who, when with their group of friends talks and acts as though they were superman or superwoman, but when put into an unfamiliar selling situation, they change from superman to super-scared. False confidence comes from F.E.A.R. which is defined by Tony Robbins as False Evidence Appearing Real.
• Conditional Confidence is why this job can be frustrating. The job of sales can be emotional. Why do you think that is? It’s because we attach our self-worth to whether or not we make a sale. Many people have made one, two, or three sales in a row and their confidence goes way up. Then they go a day, a week, or a month with no sales and what happens to their confidence? Right! It hits peaks and valleys like a roller coaster. This confidence is conditional on the outcome.
• The last and most important factor that separates all top producers from average producers is unconditional confidence.
Top Producers who strive for unconditional confidence have that something special—charisma, or what Austin Powers would call it: “mojo.” Unconditional confidence is based on knowing that you do have skills and that your momentum comes from your work habits.

The key is that your self-worth in business is not attached to how much you produce; your gage on whether or not you’re doing a good job is based on work habits.
A good positive affirmation to use when forming unconditional confidence is saying to yourself every day when you look into the mirror:
“I do not expect success all the time, but due to the belief in my gifts and God given abilities in addition to my knowledge and acquired skills; I can be fearless in the moment. In reality, self-worth has nothing to do with the outcome. So when the pressure comes, I cannot hesitate. Knowing sometimes I will do well and sometimes I won’t, regardless, I know failure is temporary and success will happen with perseverance.”

Here are some Action Items to reaching Unconditional Confidence:
1. Set goals based on daily activity, not a result.
2. Find an accountability partner or coach who will hold you accountable to the work you need to do to reach your goals.
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Positive Self-Talk

Posted in Motivational, Sales Tips, southwestern company, Southwestern Consulting with tags , , , , on August 4, 2010 by Dustin Hillis


I can, I will, I am going to! This is the mantra you will hear at a Success Starts Now conference. 

What is “self talk”?  I was introduced to self-talk when I was in high school by one of my football coaches. He pulled me off to the side and asked me, “Dustin, are you going one hundred percent in every play?”  I told him, “yeah, well sometimes I am and sometimes I’m not”.  He asked why and I told him “I feel like I need to save energy so I can make it through the whole game and still do well.” Then He told to say out loud, before EVERY play, “I go 100 percent.”  I said “Ok”, told him I would follow through and that before every play I would literally start saying, out loud, “I go 100 percent.”  And I did.

It started with the words and then it began to change my self-image. My actions then started following the way I thought and the way I felt and I actually started playing at 100 percent. Prior to this, I was never considered the best player on the team and I certainly wasn’t considered the best player on the field… but through that positive self-talk, I ended up changing my actions and made the All-State team.  I ended up playing 2 years of college football and it really all started with self-talk.

What is self-talk and why is it so important? I remember going to the Southwestern Company and my first year in sales school and Dan Moore gets up on stage and tells a story about a guy named Mr. Mediocrity and goes on to tell us that Mr. Mediocrity lives in every single person and that it’s our job to condition Mr. Mediocrity.

He told us that Mr. Mediocrity will bounce up and hop on your shoulder and that he will whisper negative thoughts into your head, such as, “what about the economy, this costs too much, this is boring, this job is not the right job for me and I need to be doing something else”.

Your mind has to be conditioned.  The same way that you condition your body through working out, the same way you condition your heart through eating healthy, and the same way you condition your soul, through reading the bible… YOU CONDITION YOUR MIND THROUGH USING SELF-TALK.

Avoid negative thoughts, negative actions, and negative circumstances at all costs.  If you can’t say something positive out loud then don’t say anything at all.  If you’re constantly aware of your speech and your thoughts, and you are actively trying to be positive, you eventually stop negative thinking. 

Self-talk is not only about what you say to yourself, but also what you hear other people saying about you and what you say about other people.  Every word that comes out of your mouth should be lifting people up as well as lifting YOU up.   

Try to take control of every single thing that you say. Here are some actions items and questions that you can think about;

  1. Make a list of all the things that you know you are susceptible to when it comes to negative self-talk, the things your mind tells you that could be negative. Like, “I am not a good reader”, “I can’t wake up early”, or “that may be for other people but that is not for me”.
  2. Then make a list if things that hold you back from making conscious efforts to improve your self-talk. Why do you not use self-talk? Do you think it is cheesy? Do you think that it doesn’t work? Whatever it is make a list of things that would be reason why you don’t do it.
  3. Make a list of people who talk about you in a way that makes you feel better about yourself. Literally, make a list of people who affirm you, lift you up.
  4. Then make a list of the following affirmations:   
  • When you wake up:  “Today is a great day” let that be the first thought that goes through your head.
  • While you are taking a shower: Say something positive about your goal for the day. “I can, I will, I am going to make my 10 phone calls today”.  “I can, I will, I am going to make my 3 sales today”. Say it over and over again while you are taking a shower.
  • While you are driving to work:  “I am so thankful for all the things I have in my life and their area ton of things that I have in my life that I am thankful for”. While driving to work, if you would like to say a prayer, that would be a good time to be alone and pray as you are driving.
  • Before every phone call or every presentation:  Affirmations about having a service line. This presentation is not about me but about the person I am meeting with and how I can help and serve them.  
  • After you do a good thing  OR bad thing: After you make a sale or hear a no, or even after someone cancels, have an affirmation ready.

Using Positive Self-Talk is the difference between an average producer and a top producer.  If you believe this is true… create a list of Positive Affirmations and use them everyday!

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How Do You Define Normal?

Posted in Sales Tips, southwestern company with tags on July 22, 2010 by Dustin Hillis

While selling books door-2-door with the Southwestern Company I received an extremely valuable sales tip.



This sales tip came to me from a beautiful woman named Kyah… who is now my wife. 🙂  She taught me that what I consider “normal” is exactly what I get.  

Average producers make themselves feel better by thinking that top producers are “abnormal”.  

How do you define “normal”? Do you define “normal” as barely hitting the numbers you need to hit to stay on par?  Do you define “normal” as being in the middle of the pack?  Do you define “normal” as selling more this month than you did last month because you are better at your job? Do you define “normal” as doubling your production and breaking company records?

Top Producers never allow themselves to say “I did my best”.  Once “I did my best” has been declared one cannot do any better.  On the flip side if our self talk is “I did good, but tomorrow will be better”  there will be no limit to what can be done.

Take a moment to think about what you define as “normal”.  What is your “normal” number of calls per day?  What is your “normal” quantity of production? What are your “normal” expectations in general?  Are you holding yourself back by the sheer definition of how you define “normal”?

Here is what Tony Robins has to say about this Southwestern Company sales tip.

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