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Creating an Income Producing Schedule Lifestory with Jamie Hourahan and Jeff Keen – Episode 190 of The Action Catalyst Podcast


Jeff Keen is a registered loan agent for Ideal Home Loans, LLC in Denver, Colorado. He has been in the mortgage industry for 17 years. Jeff is in coaching with one of Southwestern Consulting’s Certified Coaches, Jamie Hourahan. Jamies’ experience is vast, but what sets him apart is his innate drive to achieve, excel, and exceed expectations. He’s an expert in helping people realize their potential and boldly deliver it to the world. He has a love for systems and operations and is constantly working to make strong existing systems better and more effective. Jamie is a relentless pioneer when it comes to finding sharper and more efficient ways of conducting business. He understands what it takes to start a new business, and has the energy and enthusiasm needed to be a top producer himself while leading teams to success.

Show Highlights:

Discipline creates freedom.  – Jeff Keen

I had to create new habits that make for a more productive day. – Jeff Keen

If you start your day in reaction mode, it takes over your entire day. @CoachHourahan

Jeff surrendered immediately and completely to the process. @CoachHourahan

Now I run the day instead of the day running me. – Jeff Keen

@rory_vaden shares 4 buckets to create an income producing schedule.

Routine. Reactionary. Revenue. Recurring. @rory_vaden


Click here to request a free call with one of Southwestern Consulting’s Certified Coaches!

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

5 Signs You Know The Underdog Might Win


March Madness is upon us. The most exciting time of the year for college basketball and my favorite sporting event.

It’s my favorite because I love the underdog.

I always cheer for the underdog.

I love to see an upset.

I love to see someone defy the odds and make their dreams come true.

Don’t you?

Normally I don’t make the time to watch all the games but with a 1-week old newborn who wakes up every hour, wants to be held if he’s going to fall asleep, and still has his nights and his days switched around, I’ve had an unusual chance to keep up with what’s going on with the NCAA tournament since it’s on in the background.

And I’ve been reminded of what it takes for an underdog to win.

It’s not a lucky burst of unlikely scoring. It’s not the emergence of unsung talent that suddenly shines. It’s not a barrage of trick plays that no one has ever seen before.

Quite the contrary, you know there is a chance the underdog might win when you see these 5 things.

1. They make their free throws – They take advantage of the easy opportunities that are given to them.

2. They don’t turn the ball over – They protect themselves from making costly mistakes.

3. They rebound the basketball – They do the hard work of out scrapping their opponents.

4. They play consistent defense – No matter the score they keep their composure and don’t let themselves unravel

5. They move the ball on offense – They play like a team, pass the ball and are patient to take good shots.

In other words, what it takes to pull off an upset…

What it takes to win as an underdog…

What it takes to accomplish what no one would ever think possible for you…

Is to be brilliant at the basics.

To be a master of executing the fundamentals.

To be disciplined under the most extreme circumstances.

If you do those things, then anyone has a chance to win.

Maybe we all have something to learn from watching the underdog.

Dave Murray: Servant Selling and utilizing Customer Intelligence – Episode 156 of The Action Catalyst Podcast

customer intelligence


Dave Murray, a former client of The DiJulius Group, joined The DiJulius Group after 20 years of experience in Customer service, marketing, and sales, primarily in the sports and entertainment industry. Dave’s experience has varied from leading call centers and front-line team members, to working closely with key partners and stakeholders.

Dave has been personally trained on the methodology created by John DiJulius, and uses it regularly with clients including Anytime Fitness, Carnival Cruise Lines, TravelCenters of America, and many more. As a Senior Customer Experience Consultant with The DiJulius Group, Dave leads clients in generating ideas, turning those ideas into systems, and then implementing and executing them enterprise wide. He is also an accomplished keynote speaker full of insight and wit; leaving audiences motivated, entertained and walking away with great content to implement immediately.

Show Highlights:

  • A lot of businesses see customer experience as an expense instead of an investment. @DavidDMurray
  • The experience you provide is the one true way to differentiate yourself from the competition. @DavidDMurray
  • A successful customer service statement is one that every employee in the company understands, recognizes what it means for their roll and knows how to act on it. @DavidDMurray
  • Be aware of how you treat every person you contact within the company, even the doorkeeper. @DavidDMurray
  • Think beyond that singular transaction. @DavidDMurray
  • Make the most of the time you have with your customer, listen and build your customer intelligence. @DavidDMurray
  • Products can be produced, knowledge can be reproduced, but customer experience remains a big deal. @rory_vaden
  • It takes incredible intention, discipline and commitment to break away from selfishness and move toward selflessness. @rory_vaden
  • If we treat people as a transaction that is all we will get – one sale, one exchange at best. @rory_vaden
  • If we think of people as long term, we will get a long term relationship. @rory_vaden
  • The key to getting long term business is thinking of the person as someone you will have a long term relationship with. @rory_vaden
  • Key to servant selling – Think long term. @rory_vaden
  • Gold nuggets are information that may have no value to you short term but are huge in the long term. @rory_vaden
  • Part of servant selling is making effort to care about people. @rory_vaden
  • You first build a relationship then sell out of that relationship, not the other way around. @rory_vaden
  • It starts with a decision and discipline to start paying attention. @r0ry_vaden

To lean more and save your spot for the Secret Service Summit coming up September 29th and 30th visit

Find more on Dave Murray and the Dijulius Group by clicking here.

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting™ every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

What is the true key to success?

key to success

What is the true key to success?

Hard work is not the key to success.

There are plenty of people who work hard but don’t become successful.

Because you can work hard but have a bad attitude and not become successful.

Or you can work hard with poor skill and not become successful.

And you can work hard at the wrong thing and it won’t take you where you want to go.

Hard work is a necessary prerequisite of success; but it isn’t solely the key.

Success requires first making good choices and then following them up with hard work.

Success means first identifying the right things to do and the right way to do those things and then working hard at them.

That is the difference between discipline and hard work.

Discipline involves an element of choice.

Discipline includes an aspect of selection.

Discipline demands that you not only work hard but that you work hard at the things that must be done.

Discipline means you do the things you know you should be doing.

Discipline often means you’re taking action on things you’d rather not do.

Discipline means you “Take the Stairs” even if you’d rather take the escalator.

Discipline means you cast your fears, your worries, your inconveniences, and your doubts aside and you focus in on what must be done even if you don’t like doing it.

Ironically with discipline, sometimes the work itself isn’t even that hard, but rather the choice to do the work is the harder part.

Discipline then is where the magic happens.

Discipline is what creates success.

Because Discipline is the marriage of good choices and good work ethic.

And when you combine those two, good choices and good work ethic, success is pretty much inevitable.

Achieving Bigger Results in Your Life


What limits have you placed on your life about what’s possible?

What is the number of people you think you could realistically impact?

What is the level of financial security you think you could realistically reach?

What is the best you think you could realistically look?

What level of passion and intimacy do you think you could realistically experience in a relationship with a spouse?

Whether we realize it consciously or not, we all place boundaries on ourselves about what we think is possible or realistic.

We know that what we think about ourselves matters but I think we often don’t realize how much the boundaries we place on ourselves also matter.

People typically achieve relative to the size of their goals.

Which is why big achievers must first be big thinkers.

If we don’t intentionally “think” about extending our limits, then we unintentionally grow accustomed and comfortable to just living inside the limits we’ve already set for ourselves.

Thinking bigger is a matter of intention and practice.

And setting new belief barriers is a mental exercise that requires the same discipline, focus, and regimen as physical exercise.

So if you want to achieve bigger, you have to think bigger.

Push the boundaries.

Extend your mind.

Exercise your limits.

Write down something you would really want if you didn’t care about what was “realistic or possible.”

Becoming an Action Catalyst

The Action Catalyst

The best branding advice I’ve ever heard was from Larry Winget when he said, “find your uniqueness and exploit it in the service of others.”

And when I was 18 yrs old and just first started speaking, I knew that self-discipline was my unique passion, talent, and conviction about what the world needed more of and what would help people.

It was my friend and Org Leader at Southwestern Advantage, Mike Terrill, who first said it to me. I’ll never forget it too because it was when he picked me up at 10:15 pm from knocking on doors during my first summer selling books. I was 30 min late because I needed to get more sales presentations in to hit my daily goal. I got in his car and Mike said, “Rory you’re the most disciplined son of a _____ I’ve ever met!” That always stuck with me and was the day Self-Discipline became my “Topic.”

When I was 22, a few of my speaking mentors, Eric Chester and David Avrin, helped me clarify that my “Message” (my 1 sentence instruction to the world about what it takes to be successful) was “Do the things you know you should be doing even when you don’t feel like doing them.”

David also was the mastermind who helped us come up with “Take the Stairs” when I was 27. “Take the Stairs” became a big part of my “Brand” – the thing that people think of when they think of you.

And yet one of the remaining challenges we’ve always struggled with was how to communicate the unique “Benefit” – or payoff- of my expertise and passion of self-discipline. It’s been hard to clarify that down to a single, simple, benefit because the benefits of discipline are in all different areas of life.

It’s created conflict and somewhat restricted growth for us because strangers or new prospects don’t trust what is unclear. And it’s hard for existing fans and supporters to explain the obscure to friends and family even.

Clarity is absolutely critical in branding.

But “discipline” as a word is tough to market. Because nobody “likes” or really wants “discipline.” We know we need it, but for most people that word has a negative connotation to it. As such, I think it’s been hard at times for our prospects, clients, and fans to buy in as quickly as they could to what we’re promoting. If nothing else they have a hard time selling it to other stakeholders in their life.

But at a recent weekend get together with some of my good friends and mentors – Jay Baer, Jason Dorsey, and David Horsager – helped me really get clear on what the specific value, benefit, and result is of my unique expertise…

“I help people take action.”

That’s it.

That’s the core result and benefit of all the work, research, experience, and writing that I have ever done.

And it makes so much sense because that is exactly what we do at Southwestern Consulting as an entire company for people – specifically sales people. When we say our mission is “to help people achieve their goals in life” we are precisely helping them to overcome their fears, doubts, circumstances, and anything else that causes someone to procrastinate to instead take action and do the things necessary to be successful. And our primary vehicle for doing that is 1 on 1 accountability coaching.

So what is there to learn from this Topic, Message, Brand, Benefit story? (Other than I’ve gotten a lot of free marketing advice from my friends?! 🙂

A couple things:

  1. Branding is hard. It takes time. It takes energy. And doing it right doesn’t happen overnight but you follow the path you are led, and you keep working at it, and it becomes clearer and clearer over time. This journey for us has been 17 years so far and we just now feel like we’re finally getting all the pieces of the puzzle together.
  2. Clarity is crucial. When people ask you “what do you do?” you need to be able to answer that question in a way that is clear but also compelling. While discipline is still the message, the more desirable wrapper for me now specifically is, “I help people take action.” So now if anyone asks you what Rory’s blog/podcast/books/speaking is about you can simply say “he helps people take action.” And you know immediately who you should introduce me to and who you shouldn’t. That’s the power of clarity.
  3. Because your brand is what people think of when they think of you, you will organically attract people who desire and/or appreciate what you do. My guess is that if you tune into any of my work then it’s because you either are a person of action or you want to be more of a person who takes action.

And there is an actual word that means “to initiate or ignite” and that word is catalyst.

So in essence you, like me, are an “Action Catalyst.”

You are a person who desires to make things happen. You are a “mover and shaker.” You are a person who sees yourself and the world around you as having the potential of being better than it currently is. You are a learner but more than that you are a doer. You are an inspirer. You are a game changer.

You are an Action Catalyst.

As such, moving forward, we’re going to frame the conversation of this blog, and our podcast, and our various social media outlets around becoming more and more of an Action Catalyst.

Thank you for coming on the journey with me so far and I look forward to walking alongside of you into the future as we continue to change the world together.