I became a salesman because I wanted to make money!
My first real sales job was selling air tools on the south side of Chicago out of the back of my Nissan Sentra. My training was to read Think and Grow Rich and the Richest Man in Babylon. My boss also gave me tapes of Brian Tracy and Jim Rohn. That was when I became hooked on studying self- help. Two things that Jim Rohn said have stuck with me for every.
#1 Work harder on yourself than you do your job. You get paid your exact worth.
#2 You can get more money. You can’t get more time. Become a life long learner and always be adding to your human value.
The firs time I made a cold call I had zero training. The guy on the other end yelled at me and hung up the phone on me…
I was hooked!
The adrenaline rush from the competition compelled me to keep calling!
The first day in the field I sold about $600 in used tools and I got an order for a $14,000 air tool to change semi-tires.
When I graduated college I went to Olde Discount and became a stockbroker. It was a tough gig for a 21 year old. Plus they gave you no training. We went to the library and pulled a list, the internet wasn’t what it is today, to cold call. Our big pitch was our money market account.
After 1 year I realized what financial wholesaling was and I wanted in. I started at Allstate as an internal. After 1 year I made it to the field at the ripe age of 24.
I made it for really three reasons.
#1 — I crushed the phone. Nobody made more phone calls me!
#2 — I raised money in my own book of business. I put together sales in accounts my external never visited!
#3 — I sold out. I moved from my home of Chicago to Pittsburgh. Not a big deal to me, but I’ve heard of a lot of people unwilling to make similar sacrifices.
I carried the bag for 9 years as an external wholesaler for Allstate, AXA and RiverSource.
I raised over $1 Billion. I’ve taken 3 territories from number 19 to the top 3. My last territory I increased sales over 400% in my first 90 days.
I wanted more…..
I got addicted to self-help and wanted to push my thresholds. I quit cold turkey. I went to study Neuro Linguistic Programming. This is what Tony Robbins philosophy is rooted in and has been in the Pentagon since the 70s.
I started training wholesalers and became a financial advisor.
In sum, I’m a salesperson through and through…
- I cold call
- I run meetings
- I produce Content
- I do direct mail
- I do social media
We do everything we train people to do.
We have trained, consulted and did keynote presentations to over 20,000 financial sale-professionals.
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What drives me is PUSHING MY THRESHOLDS everyday!
How do I get better…
- As a Family Man
This is best summed up in my daily routine…
5AM — 6AM
Gym / Work
Everyone has an opinion on what workout to do…
…Do the one that drives you to be healthy.
6AM — 6:30AM
Goal Set & Meditate
Protein Shakes, Green Juice, Vitamins and Play
8AM — 6:30PM
6:30AM — 8PM
Play with Kids and Put Them to Bed
8PM — 9:30PM
Spend Time with Wife
I’m always on a constant quest to become more efficient and more disciplined with my life and time. White space on the calendar is the devil!