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If you want to be paid like a professional, you need to act like one.


Professionals study until they become expert. 

Professionals work hard even when they don’t feel like it. 

Professionals execute the game plan even when things feel hopeless. 

Professionals work consistent hours and create consistent processes. 

Professionals have a proper attitude.

Professionals are persistent. 

Professionals treat their clients like gold and continually work to service them and strengthen the relationship. 

Professionals master their craft.

Professionals invest into their own personal development.

Professionals innovate. 

Professionals do not whine.

Professionals take care of the details. 

Professionals do not make excuses. 

Professionals are consistent. 

Professionals are extremely rare, and are paid accordingly. 

If you want to be paid like a professional, make sure you are acting like one. 

Transformational Selling


Find the need.

Uncover the pain.

Discover their problem.

Those are classic principles and practices of professional marketing salesmanship.

And they are powerful because not only do they work, but they also do provide a great service in that they get people emotional enough to catalyze them moving past procrastination and into taking the action they need to improve their situation.

There’s nothing wrong with that (as long as it’s not manipulative and as long as your solution actually works) and so you can keep doing that. But that’s not the only way to sell.

Servant Selling is also about creating a vision for what’s possible.

Servant Selling is also about inventing a more positive future outcome.

In other words, Servant Selling isn’t just about focusing on the pain; it’s about also focusing on the promise.

It’s teaming up with your prospect together to design a new richer future for them.

It’s understanding what their ideal situation would really look like and then collaborating with them to craft a plan for how to make that become real.

That kind of Selling is transformational.

That kind of Selling is supportive.

That kind of Selling moves you from persuasion to partnership.

It moves you from being a presenter to being a visionary.

It moves you from being an order taker to being an artist.

And it moves you from being a solicitor to being a servant.

Plus, talking about the promise – and not just the pain – keeps you focused on producing a desirable result for your prospects and your customers.

It focuses you on providing real value and delivering actual results.

That’s what people want: results.

They want a new and improved situation.

They want something that actually works and that actually delivers.

What they don’t want is to be sold something just because they had a need.

They want the problem actually solved and the potential actually realized.

So remember selling isn’t only about solving problems; it’s also about inventing possibilities.

Finding Strategic Clarity with Greg Head – Episode 182 of The Action Catalyst Podcast


Greg Head helps founders and CEOs develop stronger growth strategies for their businesses. He has helped three software companies grow from startup to global scale in more than 25 years in the software industry. Most recently, he worked with Infusionsoft growing it from $15 million to $100 million in revenues in five years as Chief Marketing Officer, leading the company’s marketing strategy, demand generation, communications, partner marketing and product marketing functions. Greg also held leadership positions at the startup through acquisition stages of two other highly-successful CRM software businesses, ACT! and SalesLogix, which have generated more than $1 billion in total revenue.

  • You have to figure out what your message is for the world. @GregHead
  • Things that scale up do so by narrowing down. @GregHead
  • Successful companies start with one customer, doing one thing massively well, usually with one tactic. @GregHead
  • Going from ADD to OCD is a requirement for scaling up. @GregHead
  • If you don’t narrow down exactly who you serve, you are just another mediocre player. @GregHead
  • Know what game you’re playing. @GregHead
  • 8 action steps to help you get more strategic marketing clarity for your business.
  • It’s easier than ever to start a business but harder than ever to capture people’s attention. @GregHead
  • “Mindshare precedes market share” – @ScottMcCain
  • First, clarify who you are going after. @rory_vaden
  • When clarifying your customer, think in psychographic in addition to demographic. @rory_vaden
  • Your current customers tell you who your future customers should be. @rory_vaden
  • Cultivate the habit of action by demanding progress and completely freeing yourself of the demand for perfection. @rory_vaden
  • The more you try, opportunities you take, and tests you make the better you will become. @rory_vaden

Visit to learn more about Greg and his insights.

Are you a speaker, author, or consultant? Visit for a free video course where Rory highlights the principles and strategies we use to reach more people. gather leads, and make more money.

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!

The Answers Behind the Next Door


“The answer to every single problem you ever have is behind the next door.”

That was one of the first principles I was taught as a 19 year old college student working to pay my way through school over the next 5 summers selling educational children’s reference materials door to door in The Southwestern Advantage Program.

They would tell me…

When you’re tired…knock on another door.

When it’s raining…knock on another door.

When you haven’t made a sale in 3 days…knock on another door.

When you have a flat tire…knock on another door.

The answer to every single problem is behind the next door.

Today I don’t literally knock on doors anymore, and maybe you don’t either.

But my guess is the principle still holds true no matter what you’re doing.

It’s the principle of persistence.

It’s the principle of resilience.

It’s the principle of grit.

The ability to continue on in the face of rejection.

The ability to keep going when most people would quit.

It’s the power to know that you will not be stopped.

Nothing will hold you back.

Because you’ve already decided that no challenge, no setback, and no naysayer is going to keep you down.

You’ve already decided that even when you get beat up, you’re going to be the kind of person who gets up and makes another attempt.

You’ve already decided that your dream matters too much to be squelched by the temptation of quitting.

You’re going to be the kind of person who takes another shot.

You’re going to be the kind of person who fights another round.

You’re going to be the kind of person who knocks on another “door.”

The answer to every problem you have is behind the next door.

So don’t stop.

And if you can, don’t even slow down.

Decide right now that you’re going to solve every problem by making another phone call, taking another at bat, going another round and doing what most people never will…

Keep going no matter what.

The Answers Behind The Next Door.

The End of Ego

EGOEvery human is a compilation and expression of every person they’ve ever met.

We are shaped by one another.

We are connected to one another.

We are powered by one another.

Every thing that we do is enabled by someone else having done something before us that paved our way.

Every thing that we think has been informed by all the ideas and educations developed by our predecessors.

Every tool that we use was improved upon by generation after generation who came before us.

It thereby stands to reason that none of us can take sole credit for anything that we’ve done.

None of us are entirely individually responsible for any level of success we may have had.

None of us are so great that we created anything all on our own.

Therefore none of us should really boast.

Because no success happens in a vacuum.

And there is no such thing as “self-made.”

We are completely and utterly reliant and dependent upon those around us to achieve what we achieve.

Arrogance then is not an expression of confidence but of ignorance.

And ego is not only an expression of lack of awareness but also of ungratefulness.

If there is anything we have to be proud of, it’s the fact that we live in an amazing world, full of amazing people, who have created amazing things all around us usually through little to no fault of our own.

Triggers Self-Discipline and Creating Radical Transformation with Marshall Goldsmith – Episode 181 of The Action Catalyst Podcast


Dr. Marshall Goldsmith has been recognized as one of the Top Ten Business Thinkers in the World and the top-rated executive coach at the Thinkers50 ceremony in London since 2011. Published in 2015, his book Triggers is a Wall Street Journal and New York Times #1 Bestseller! He’s also the author of New York Times bestseller and #1 Wall Street Journal Business Book What Got You Here Won’t Get You There, winner of the Harold Longman Award as Best Business Book of the Year. With a PhD from UCLA, Marshall is a pioneer 360-degree feedback as a leadership development tool. His early efforts in providing feedback and then following-up with executives to measure changes in behavior were precursors to what eventually evolved as the field of executive coaching. With nearly 40 years of hands-on experience, Marshall Goldsmith is the leading expert on leadership and coaching for behavioral change.

Show Highlights:

  • A trigger is any stimulus that may impact our behavior. @coachgoldsmith
  • Almost all of us have a great plan of what we want to be in life but don’t implement it well. @coachgoldsmith
  • Every day we are barraged by triggers in our environment that throw us off target. @coachgoldsmith
  • Our environments are often willpower reduction machines. @coachgoldsmith
  • We overestimate our willpower abilities and underestimate our need for help. @coachgoldsmith
  • Our default reaction in life is not to find happiness or meaning; it is inertia. @coachgoldsmith
  • If we don’t challenge ourselves inertia kicks in and we just keep doing what we’ve been doing. @coachgoldsmith
  • Most of us spend more time planning vacation than then we do planning our lives. @coachgoldsmith
  • Sometimes what we need to preserve is more important than what we need to change. @coachgoldsmith
  • Before doing anything, ask yourself “Am I willing to make the investment required to make the change.” @coachgoldsmith
  • If you can develop a mastery over your emotions, you have created power in your life to do anything. @rory_vaden
  • You must set up your environment for success. @rory_vaden
  • Focus on daily activities, not long-term results. @rory_vaden
  • Be mindful of the daily activities you are doing and let the results be a byproduct. @rory_vaden
  • You must have accountability to create change. @rory_vaden
  • Embrass consistency over intensity. @rory_vaden
  • Doing the things you don’t want to do is the path to getting the life you want. @rory_vaden
  • Self-discipline creates freedom; Self-control creates power. @r0ry_vaden

This is a special extended interview! Send an email to with your first name in the subject line to gain access! 

Find more on Dr. Goldsmith or grab a copy of Triggers visit:

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!