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Letting Go of Sabotaging Self-Talk with Shelly Smith and Jennifer Bennett – Episode 175 of The Action Catalyst Podcast

Shelly Smith, a Professional Sales Coach here at Southwestern Consulting, is a natural encourager and loves to laugh hard while working hard. She honed her sales and recruiting skills working 9 years with The Southwestern Company selling door-to-door. She is passionate about helping people visualize where they want to go and holding them accountable on the journey there. She has experience in the travel and fundraising industries. Lately, she has been having a blast encouraging a new sketch and improv group that she directs.

Jennifer Bennett has been in the housing market for 25 years. She is currently working at Caliber Home as a Loan representative. Jennifer is dedicated to providing superior service and personal expert guidance throughout the home financing process.

Show Highlights:

  • We had to catch the negative self-talk and change the way she was thinking about her situation. – Shelly Smith
  • When you’re in sales, it’s hard to hide what is going on in your personal life. – Jennifer Bennett
  • Self-talk is the biggest factor in my positive results. – Jennifer Bennett
  • The talks I had with Shelly got me so grounded. – Jennifer Bennett
  • I was able to share what was happening both professionally and personally. Shelly helped to redirect my focus.  – Jennifer Bennett
  • I didn’t realize how many things I was telling myself internally. – Jennifer Bennett
  • It’s hard to realize that you are allowing your self-talk to become negative when you’re in the thick of it. – Jennifer Bennett
  • It is crazy, it won’t be soon and you now need to start acting as if it isn’t. – Shelly Smith
  • I felt a complete lack of control and desperation. -– Jennifer Bennett
  • Your thought process is so powerful and affects your sales process. – Jennifer Bennett
  • Slowing down self-talk was unbelievably impactful. – Jennifer Bennett
  • If you can’t physically change what is happening, then you have to change how you think about it. – Shelly Smith
  • Some people don’t change because their identity is wrapped up in the thing they are complaining about. – Shelly Smith
  • My biggest obstacle wasn’t my circumstances; it was me. – Jennifer Bennett
  • If you believe it long enough, eventually you don’t have to talk yourself into it anymore. – Shelly Smith
  • Decide in your heart that you’re willing to fight for whatever you’re after. – Jennifer Bennett
  • There is a direct connection between attitude and self-talk. @rory_vaden
  • Attitude is simply the way you choose to see things. @rory_vaden
  • You have to be able to imagine a life where the problem isn’t there. – Shelly Smith
  • Change does not come easy; you have to be willing to fight for it. @rory_vaden

If you interested in a free 1-on-1 call with one of our Professional Sales and Leadership Coaches to help determine if this is a fit for you CLICK 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!

Life Story with Amanda Johns Vaden and Jim Cavale: Highest Use Of Time – Episode 147 of The Action Catalyst Podcast


As Iron Tribe’s President, Jim Cavale’s focus is scaling the Iron Tribe Fitness athlete experience throughout all of its gym markets, leading each of his departments to innovate new growth strategies and engage their respective teams to achieve the brand’s purpose of creating fitness communities that change lives. He is passionate about impacting lives in a positive way in every aspect of his life.

Amanda Johns Vaden is a Senior Partner, Million Dollar Producer, Business Consultant, Executive Coach, and Keynote Speaker at Southwestern Consulting™Her involvement in Southwestern Consulting™ started in 2006 where she traveled the country working with over one thousand U.S. based sales offices training them on best practices in sales and business.

Show Highlights:

  • As you grow you realize it’s tough to scale anything, especially culture. @JimCavale
  • When people are all about purpose and passion, sales sometimes becomes a dirty word. @JimCavale
  • At some point you have to say no and let go of controlling every aspect of your life. @JimCavale
  • Time management is a system that you use to manage your time, not a tool of productivity. @JimCavale
  • Are the items on your to-do list the most important use of your time? @JimCavale
  • Create more whitespace on your calendar to free up your mental and creative capacity. @AmandaJohnsSWC
  • When you go from one meeting, phone call, and project to the next, you don’t give yourself time to get real tasks done. @AmandaJohnsSWC
  • What do you do better than any one else in the world? Don’t get distracted by everything else and do that one thing really well. @JimCavale
  • What is your time worth today? @JimCavale
  • Put those goals into motion and figure it out along the way. You will never have everything figured out before you start. @AmandaJohnsSWC
  • I never want to look back and say, “I didn’t get the most out of myself.” @JimCavale
  • The more you help yourself and make yourself better, the more you can help others be better. @JimCavale

To learn more about Jim and Iron Tribe Fitness follow the journey and get involved at irontribefitness.comTwitter, Instagram, or Facebook.

If you are interested in partnering with Iron Tribe and opening up a franchise in your area, click here!

The Action Catalyst show is a weekly podcast that Rory Vaden of Southwestern Consulting™ hosts every Wednesday, which is regularly in the Top 25 of Business News Podcasts and has listeners from all around the world. The show 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 one very special expert guest and thought leader every week. Subscribe on iTunes and please leave a rating and review!

Servant Selling: How to Answer Objections without feeling pushy

Most people have fear about making change.

Which is another reason why prospects need a sales professional.

They need us not only for the purpose of giving them expert information about the product or service they are considering…

They need our assistance in helping them develop the courage to make a change!

You may have not have ever thought of your role in that way, but that is how Servant Sellers think. They realize that sales is less about convincing a stranger and more about helping a friend develop confidence.

There are several decisions that need to be made by a prospect before they can buy.

Of course they need to decide they like the offer but that’s not it. They also need to decide that they’re actually willing to take the risk of making a change. As the sales professional you have to be equipped to serve both of those needs for them.

Helping a prospect “increase their confidence” is actually what happens when we are “answering objections”. We are encouraging them, inspiring them, and motivating them to make a decision that will be in their best interest in the long term even though they will have to sacrifice something (at least money) in the short term.

But the phrase “answering objections” implies that you are doing something to them whereas “increasing confidence” suggests you are doing something for them.

Servant Sellers are exactly that: they are SERVING the person they are talking to. They are there to help, to support, to advise and to advocate for. They are not there to manipulate, pressure or over-persuade.

Admittedly, it can be a thin line between helping a nervous prospect increase their confidence to decide on a change that is best for them and pressuring someone into something that they don’t really want to buy.

The only real difference between the two is determined by the honest intentions of the sales professional and the actual needs of the prospect.

A Servant Seller will be committed to doing the right thing for their Prospect regardless of if that means making the sale or not.

Sometimes that actually means letting – and even encouraging – the prospect NOT to buy if it isn’t the best thing for them.

But it also can mean telling the prospect they NEED to buy if they really do need it but they are just hesitant about making the change. That is the case when we are helping them “increase confidence” about a decision they know they want to make but they just are afraid.

The defining delineation is simply whether or not the salesperson is serving the client first or serving themselves first.

And so your delicate role as a Servant Seller is to delineate between a Prospect who wants to buy but is afraid to make a change, and a prospect who doesn’t want to buy and is simply afraid to tell you no.

Keep serving and you will keep selling.

Servant Selling: The 2 Part Art of Hearing “No”

Ultra-performing servant sellers have become comfortable with a word that most of us are not.

That word is: “No.”

To a servant seller, “No” isn’t necessarily good but it’s also not really bad.

“No” certainly isn’t as bad as “maybe.”

“Maybe” is what prospects tell us when they are too afraid to tell us “No.”

And “Maybe” is what we salespeople accept because we are too afraid to hear a “No.”

“Maybe” kills your business. “Maybe” steals your time and drains your energy as you get caught up in an impossible game of cat and mouse.

But “No” is something we can live with.

“No” just means next.

“No” means we have closure.

“No” means we can move on.

“No” is freeing.

Ultra-Producing Servant Sellers are not afraid of hearing “No.”

And they know that allowing their prospects to live with “Maybe” is a disservice. Because it is enabling the person you’re serving to move on without resolution.

Indeed, the first art of hearing “No” is realizing that while “No” is not as good as “Yes”, it is certainly better than “Maybe.”

Servant Sellers are also aware of the matter of fact reality that not everyone will buy from them.

And, so at some point in their career they have an important realization…

Which is that if you are inevitably going to hear  “No” from time to time, then you might as well learn to flush out the “No’s” as fast as possible.

The second part of the art of hearing “No” is realizing that a fast “No” is always better than a slow “No.”

Being willing and unafraid to hear “No” does not make you a weak salesperson.

Quite the contrary.

A skilled salesperson has a variety of questions to use and an uncanny ability to read people. When a skilled salesperson sees that a prospect isn’t really interested, rather than trying to talk them into something they don’t want, they instead extend a graceful invitation for the prospect to say “No” quickly.

Becoming a servant seller is a realization of abundance. And it’s a choice to value your time enough to stop chasing the “maybes” because you know there are plenty of “yeses” out there waiting for you.

You thought that being better in sales was all about being better at getting “yes.”

But perhaps your next level of growth has much more to do with your comfort level and your ability to hear the word “No.”

Southwestern Consulting Servant Selling Top Producer Sales Coaches Special Edition, Rory Vaden Show Episode 77

Southwestern Consulting logo
If you’ve been listening to the show for any time at all you know that I love talking to practitioners and not just preachers. This week I interview 3 of our top producing salespeople and coaches from Southwestern Consulting sales coaching program. In this special edition our very own Steve Reiner, Jay Jones, and Kitty Barrow all share insights with me on how they pushed  themselves past their own roadblocks to become top producers, a success story of one of their coaching clients who had a big transformation, and their favorite business development idea that they’ve seen work for our coaching clients in 2014! It’s insightful and inspirational for sure. To request a free call with one of our coaches click here.


Interview Highlights
• Hear from 3 of our @SW_Consulting top producers (@JayJonesSWC, @KittyBarrow_SWC & Steve Reiner) on this week’s podcast!
• The moment I decided that I deserved to be successful was the moment I actually started becoming successful. – Steve Reiner
@JayJonesSWC shares 1 idea that a real estate agent used to triple generate dozens of referrals from every client
• Steve Reiner and I talk about pushing past call reluctance, overcoming fear, and developing self-confidence.
• Listen to @JayJonesSWC share how one of his mortgage coaching clients quadrupled her production in 1 year.
• This week’s podcast is a special edition! Meet and learn from our company’s @SW_Consulting 3 top producers!
• Having Faith in difficult circumstances has been the most powerful lesson I’ve learned from my clients in 2014. – Steve Reiner
@KittyBarrow_SWC and I unpack why it is that the top income earners are almost always the most coachable
• I can always tell someone is an average producer when they are looking for “something advanced”. – @KittyBarrow_SWC
• I can always tell someone is a top producer when they enjoy re-learning the basics. – @KittyBarrow_SWC
• If there is 1 reason I’ve always been in the top 1% of my profession it’s this: I’m ultimately and extremely coachable. – @KittyBarrow_SWC
• Meet some of my business partners on this week’s podcast! @JayJonesSWC, @KittyBarrow_SWC and Steve Reiner!
@JayJonesSWC shares his honest story about how affirmations transformed him into a top producer
@SW_Consulting our coaches are real life practitioners of what they preach! Meet 3 of them here!
The Rory Vaden show is a weekly podcast that Rory hosts every Wednesday, which is regularly in the Top 25 of Business News Podcasts and has listeners from all around the world. The show shares “insights and inspiration for movers and shakers in the world of business”™. 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 one very special expert guest and thought leader every week. Subscribe on iTunes and please leave a rating and review!

The 4 Requirements of Accountability

The reasons New Year’s resolutions don’t work is because of the Law of Diminishing Intent. LODI simply states “our intention to complete an activity is highest the moment we create that intention and then naturally over time our intention slowly starts to fade.”

That is why the gym is packed on January 5th with well-intentioned change makers but then it is empty on March 5th. The key then to creating change is regularly and repeatedly forming the intention.

As Albert Gray said years ago “any resolution that is made today, must again be made tomorrow, and the next day, and the next day.” Which is why accountability is so important.

Accountability is having someone in our life that constantly checks in with us and says “did you do it? Did you do it? Did you do it? Did you do it?” And that is SO POWERFUL!

Who, other than you, is holding you accountable? We also know that the power of accountability and the likelihood of creating change is amplified by having a cost associated with inaction.

IE that is why physical trainers work so well because when we don’t feel like going to the gym we’re just not going to go but if we’re paying $125 per session then we’re going to go even when we don’t feel like it because we’re not just going to waste that money!

Here are 4 elements of good accountability systems:

1.     There must be a pain or cost associated with in-action.

2.     You should have 360-degree accountability. Meaning that you have a superior or boss holding you accountable; a subordinate, child, or mentee who is looking up to you; a spouse or colleague who is your equal; and then an objective outside 3rd party like a coach or trainer. Each of them has a different influence over you helping you to take action.

3.     Accountability must be regular and reliable in order for it to work. You can’t check in  “once in a while” and get the best results. It needs to be a part of the schedule.

4.     Get accountability from someone who can give you perspective. You want people who have been there and done that – or done something significant that is like what you want. Beware of the people who become coaches because they never made it as players. It’s not that they are all bad (some make better coaches) but be weary of taking advice from someone who doesn’t have a track record of success.

In our coaching program we have seen extraordinary results in the lives of the people we are working with. If you’ve ever thought about having an accountability coach, click the link below and we will set you up with a free call with one of our coaches.

Click here for your free call.

And remember that in all areas of your life, the cost of accountability is always much cheaper than the cost of inaction.