Thanks for tuning into the Catapulting Commissions Podcast with your host, Anthony Garica. Today, Anthony is sitting down with Raphael Collazo, a commercial real estate agent who has seen massive success thanks to his ability to pivot in a time of turmoil and launch his business into success. When Raphael first got into sales, he wasn’t sure what to expect, but he did know that in order to be successful, he had to produce on a consistent level. Just as he was getting his name out there, the pandemic hit. Conversations suddenly came to a halt. In that moment, he knew he had to make the move online. He began producing Youtube videos and before long, he had a community of 600 members in his LinkedIn Group. Now, the results start to pay off.   Raphael built his success in a way other than the tried-and-true calling prospects dozens of times. He knew it would take time to build a personal brand. It’s about consistent action. When you’re interacting with a potential client, they have to know you, like you, and trust you. For that to happen, a video of you allows them an opportunity to get insight into your personality. That way when you meet them in a social setting, they feel like they already know you. It breaks down the barrier of initial trust.    Imposter syndrome--so many sales professionals face this challenge every day, but especially when moving into a new or unknown space. The key is to have the confidence to trust the process in becoming a good communicator and translate that to wherever your audience lives.    Raphael’s new book, “Before You Sign That Lease” is a comprehensive guide to commercial real estate. Especially as a start-up, signing a bad lease can cripple you in a big way. First and foremost, evaluate if you really need a space--don’t get trapped into thinking having a space legitimizes your business. Don’t rely on residential leasing experience for commercial--it’s an entirely different beast. Knowing and understanding different kinds of leases, how costs factor in, and risk all play a major part in choosing where to land.    Competition in a sales space is natural and occurs frequently. Raphael suggests focusing on something you can produce with confidence. Consistency combats limiting beliefs! Start by documenting your journey of professional development and consider producing content based on that. There aren’t a lot of people doing this on a consistent basis.    https://www.raphaelcollazo.com/

Catapulting Commissions with Anthony Garcia

118 - Pivoting Into Success w/ Raphael Collazo

Welcome back to the Cataptuling Commissions Sales Talk with your host, Anthony Garcia. Today, we’re sitting down with Anthony for a monologue episode in which he’s discussing a recent blog he wrote entitled “Don’t Let ‘The Great Resignation’ Impact Your Salesforce.” We’ll break down why is turnover important, and how you can prevent its impact.    “The Great Resignation” is a term that was first coined by Philip Kane in an article from 2019. He writes about its impact today and how it continues to happen. In June 3.9 million people voluntarily quit their jobs. A survey of over 30,000 workers conducted by Microsoft found that 41% of the people are considering quitting. In his article that the cost of turnover is expensive, especially at this rate. The bottom line here is if you feel this way, you're not alone. But let’s dive into why it’s happening.    The reality of corporate America is businesses want to provide revenue and pay their shareholders. The disconnect between caring for people over profit can be helped by prioritizing the people. If you’re acting in a narcissistic, quota-first mentality, there’s a good chance your team is thinking of joining the resignation movement. You may get a short-term burst by putting profit over people, but in the long-term, it’ll lead to burnout.    Every sales corporation claims to put people over profit, but the time is now to walk the walk. People want to perform at a high level. If you exploit and take this for granted, they’ll take that foundational talent elsewhere. We’re talking about a heightened level of empathy. Sales professionals have families, and their worlds are turned upside-down right now. Their lives are filled with uncertainty. Let people know it is okay to take some time for your family first because we're always going to be here, we're always going to drive the number we're always going to get it. You always find a way to succeed, you just need someone to support you along the way. When it happens, people will run through a brick wall.    It’s also important to realize all your reps are consuming news in today’s age that can absolutely suck the life out of them. No matter where they fall on the political spectrum, information is out there and easy to find, and it can be overwhelming. Empathize and touch-base to see how people are doing mentally. Listen to what they have to say and connect with them on a human level first. Compassionate listening is how you can demonstrate how much you care about your team as people first. Remember--any time you give a command, consider what’s in it for your team. Don’t stop holding people accountable for their responsibilities, but also take into account the compliment sandwich. Put your ask between two opportunities to improve. Sometimes it’s less about an iron fist and more about a compassionate heart.     

117 - Don’t Let ‘The Great Resignation’ Impact Your Salesforce

Thanks for joining us for another episode of the Catapulting Commissions Sales Talk with your host, Anthony Garcia. Our very first guest on the show is here again--Lauren Gibbs, Olympic medalist, conversationalist, sales guru, and manager. Today, she’s back to share with us her growth and approach to success on every level.    The last time Lauren and Anthony spoke, Lauren had just won silver at the Olympics. Now, she’s looking ahead to Bejing 2020. This time around, it looks a little bit different--she’s at the end of her career, COVID has taken its toll, taking on a full-time job, among other pressures. Not only has she taken on so much, but she’s performing at the highest possible level in everything she’s doing. The training looks and feels different and requires a different mentality. It’s one thing to reach a certain level of greatness, but it’s a different beast to maintain that level of greatness. Now, the motivation is different. You have to find a reason to keep going, not get there. For Lauren, she wants to see how good she could be. Consistency, muscle memory, and being able to show up and be excellent at any point drives her. Success is identifying opportunities and running with them. You always have the power to leave whenever you want, but if you’re going to do it, do it to the best of your ability. Otherwise, what’s the point? Just like winning, quitting is habit-forming. That’s the mentality.   It’s hard to go from the highest level of competition back to everyday life. Lauren’s advice to those who are next up to find massive success and return to normalcy is this: reflect. Think about the things you do and don’t enjoy and identify what was integral to your success. Remember the work you had to do to get there, which can be scary, but find the little things you can do that can get you, and keep you, there. You can’t skip steps.   Lauren is currently the Director of External Sales at Parity, where her mission is to improve the lives of athletes and their families and close the pay gap for female professional athletes’ sponsorships. There, she connects with brands with women athletes to promote and amplify brands while getting women paid. Her process is the same no matter the scale--it’s the sales professionals who overthink and muddy their sales process. Every level deserves the same effort.    Lauren’s speaking career is a major part of how she motivates people. She did a TEDx talk, and from there she got herself out there. Through social media, LinkedIn, and other important connections, she was able to share her goals with others. Then, your network builds and feedback rolls in. When you surround yourself with great people, you do great things. LINKS   https://paritynow.co/   @lagibbs84 on Instagram and TikTok   LinkedIn: Lauren Gibbs

116 - An Olympic Mentality w/ Lauren Gibbs

Today on the Catapulting Commissions show is a guest very near to Anthony’s heart--in fact, he was his mentor. Visiting us is JP Arlie, a legendary salesperson and sales leader at Cutco, now in a senior management position at Vivint. JP and Anthony are going to sit down to break down some essential tactics and key skills salespeople and sales leaders can use to bring their operation to the next level and develop methods necessary for success.     JP and Anthony dive into the episode by breaking down how we can develop a sales representative under such extenuating circumstances. For JP, it’s all about managing a master life calendar--somewhere where you can see everything laid out in front of you and keep track of the relationships important to you. He recommends bookending breaks in interaction to maintain influence as you develop your team. By having a calendar, you ensure that you’re keeping up the trust you’ve built by showing up every time. As JP says, “What is right is what is agreed upon in advance.”   When you’re a new leader, building and retaining trust can be a massive challenge. JP reminds us that having a clear 30-60-90 day plan for your work is essential--both in promoting and being promoted. In many cases, that first 30 days should be all about relationships--learning about your team, establishing connections, and laying the foundation of trust. Additionally, having teams that are young and malleable and those who have been doing the same thing for a long time will necessitate different approaches to leadership. Give yourself time to earn the respect of your peers--remember, you got the opportunity for a reason that wasn’t always just management.    From both sides, it’s crucial to be clear on how you are best managed--if something isn’t going to work for you, it’s okay to let your boss know. Saying “This is what I need from you” is okay! That makes leadership easy. In cases where there is shyness, approaching the situation by meeting them where they are is the way to go. They won’t be shy in every environment. Find out where they want to go and help them get there. In JP’s house, the number one rule is telling the truth. They understand that they won’t get in trouble if they tell the truth the first time. That concept can be applied to sales leadership. If you punish someone for coming to you with feedback, they won’t do it again.    Leadership and friendship can be a complicated relationship, but there are certainly benefits. JP would rather cry with someone at the end than run an inefficient team and not achieve with them. Sometimes it doesn’t work out, sometimes somebody moves on. But because you gained trust, there is an amount of respect that has been built up. While they are there, it’s important to maintain an authentic connection with your team. Anthony adds that being friends is okay, but we need to work together to get things done. Lead from the heart and work with people you enjoy being around. In situations where there is underperformance, it often falls on the sales leader. Getting to the root of “why” they’re working is a key step in allowing them to perform at their highest capacity. Give them 30 minutes every week and guarantee facetime, then if someone ends up leaving, they are in control and they are making the choice for themselves.    JP and Anthony chat about his role at the Professional Leadership Program at the Harvard Business School and lets us know that it doesn’t matter what you’re selling or who you are, you operate with confidence. If your confidence is high, your performance is high.    Tune in to listen to JP’s 1-minute answer to becoming a leader in sales.   LINKS @jparlie on Twitter

115 - Fundamentals of Sales Leadership w JP Arlie

Welcome back to the Catapulting Commissions podcast with your host, Anthony Garcia. Today’s guest is Robert Gonzales. Robert is the COO and Co-founder of MyBooks.Pro, which offers profitability and bookkeeping services to real estate agents, sales professionals, and investors. Before founding MyBooks.PRO, Robert was the National Sales Trainer at Trumaker and the National Sales Director at VP Marketing Solutions. He was responsible for recruiting, training, and developing Sales Representatives (Outfitters) throughout Northern California and other major markets in Denver, NYC, Seattle, & LA. He created and refined a full sales program for VP Marketing Solution in addition to onboarding Sales Reps (territory leads). During his time there, annual sales grew from $1 Million in 2013 to $4 million the next year, and again to $7 Million in 2015. Before that, Robert build is foundational knowledge of sales at Vector Marketing as a District Manager of the #1 sales team in 2009.    On today’s show, Anthony and Robert are going to dive in and discuss how sales professionals and entrepreneurs can keep more of the money they make. How do we become more profitable in today’s climate?   First, Robert talks about some of the lessons he learned early in his career that has given him lifelong practices. For Robert, sales begin by transferring enthusiasm from one person to another. Management was the same thing--transferring that enthusiasm to your team who can offer it to their clients. He also remembers trying to balance the excitement of running a business and managing a team and the reality of keeping tabs on everything that comes with being in charge of an enterprise.   Robert then breaks down how he developed and wrote a sales curriculum and sales training materials for his team. He says it mostly comes from his own experience as a sales representative, but he also pulls from the feedback he got from the expertise he shares with his team and their clients. This allows him to gather a wealth of knowledge on what clients like, dislike, and their perspective. He quickly learned that a major component of building a relationship with a client is understanding how they feel.    Now, Robert works as the COO of MyBooks.Pro. He is in the business of profitability coaching, which gets to the core of today’s episode--how can entrepreneurs keep more of the money they make? Robert breaks it down to two categories: sell more and spend less. Selling more is certainly more fun, but Robert is in the business of helping you spend less.    Robert dives into some mistakes that some entrepreneurs make in their first year of doing business that has a direct impact on their income. The first, he says, isn’t actually related to sales. It’s spending outside of their means. There are countless numbers of examples of people who feel like they aren’t making enough money, when really, they are spending too much. Living like a broke college kid can go a long way. Entrepreneurs are the most sold to business demographics. There will always be expenses. It’s important to be sure about your revenue before deciding how much to spend.     It’s important to prioritize what you need to spend money on as a business owner. Robert says it’s important to ask “is this essential?” and then if it’s a yes or maybe answer, ask “how much revenue is this generating?” It can be as small as $30 a month. That adds up! Are you getting that much value out of it? It’s also important to keep track of overdraft fees. Those can haunt you when your paycheck comes.    Robert and Anthony discuss in-depth becoming incorporated, self-employment taxes and separating business and personal expenses to keep more money.    What You’ll Learn   In today’s episode, you’ll hear from Robert Gonzalez dive in and discuss how sales professionals and entrepreneurs can keep more of the money they make. How do we become more profitable in today’s climate?   Links   Special offer for listeners: A free Strategy Session with Robert at calendly.com/mybookspro Mybooks.pro @askrogo on Instagram and LinkedIn

114 - Keeping More of The Money You Make w/ Robert Gonzaalez

Thanks for tuning in and welcome back to the Catapulting Commissions podcast with your host, Anthony Garcia. On today’s episode, Anthony is sitting down with his guest, John Israel. He’s the founder and Chief Gratitude Officer of Mr. Thank You, a consulting firm focused on client and employee retention. John is one of the most sought after speakers and trainers who teaches companies big and small how to become irreplaceable by creating thriving relationships both inside and outside the organization. His work has been featured on ABC News, Fox News, and Good Morning America. In October 2016, John’s love of people lead him to start a social experiment that became a book and TEDx talk and then eventually the Mr. Thank You project.    The Mr. Thank You Project started when John was selling Cutco knives as a young man. He had built a relationship with a customer who eventually ended up canceling her order. Naturally, John was impacted by this, but not in the way he thought. It wasn’t the lost sale that he was upset about, but the relationship itself. After a conversation with his mom, he decided to write a letter of gratitude to that customer. The thing about gratitude, John says, is that it’s a reflective state. You have to pause and think about the experience and ask “what is good about this?” A few years later, that same customer called back asking to place an order larger than any in John’s career. Suddenly, it was clear. People want to feel like a person, not a customer.   This experience kickstarted the Mr. Thank You Project, which began as a commitment to handwrite 5 thank you cards every day for a year. When he speaks to companies about loyalty, he speaks to them about gratitude.    Today, he gives keynote presentations that inform companies on how they can become irreplaceable. As our society moves further and further into automation, it’s hard to compete. In fact, there are many jobs that have as high as 98% likelihood of being automated in the next 20 years. The question John looks to answer is what is that 2%? It’s the human aspect that cannot be imitated. There are three aspects that allow people to stay relevant:   Advocacy, persuasion, and influence. A robot simply CAN’T fight for you. People can. Empathy is a very human interaction.  Coaching and leadership. People leading people is something that can’t be replaced. Education and expertise. When you’re working with a person, there is a fear of making a mistake. A person who has been through the same experience offers comfort.    Next, John talks about how to apply it. It starts with getting connected. Think about interpersonal, everyday relationships. What goes into a relevant relationship? There are three questions you want to know the answers to.  What do they value? What are their goals? Where does it hurt? By keeping these in mind, you stay irreplaceable. Until then, you become a commodity.  John talks about how to apply all of this, how to acknowledge difficult times, and how we can be better, irreplaceable sales leaders.    What You’ll Learn On today’s show, John Israel fills us in on what it means to be truly grateful and how we can use gratitude to create meaningful, genuine relationships that last (and pay off).   LINKS @themrthankyou on Social Media mrthankyou.com/ir

113- Becoming Irreplaceable with John Israel

Welcome back to the Catapulting Commissions Sales Talk with your host, Anthony Garcia. This week, Anthony is coming at you solo, and he’s going to break down, unravel, and dissect everything surrounding consulting. How valuable is experience? Today, listen to Anthony’s monologue as he shares with us his personal experience, perspective, and advice when working with consultants.    Anthony starts us off by reminding us to ask ourselves these questions when interviewing a consultant: what will I gain by working with this consultant that I can’t get by myself? Sometimes, it’s a different perspective that brings a valuable lens to help you identify new opportunities, new avenues for revenue, and new salesforce additions. That relationship can be positive in that the consultant is objective, brings years of experience, and confidence in their trade.    When Anthony mention’s ‘years of experience’ he isn’t talking about years in age. If you bring success to 10 companies just this year, you have 10 years worth of experience.    As a business owner bringing a consultant into your world, the next question you need to ask is this: is this person credible? Do they have the authority to speak on what they are speaking about? This is a tough one because when you do your research, social media simply isn’t enough. Think about their consistency, impact, and demonstrable results as they relate to the work you do. That’s how you separate the pros and the shows. Pros can easily provide you with quality referrals, they’re transparent about what they can and can’t do, and are generally really good salespeople. But when it comes to execution, you’ll see some discrepancies.    The third thing to look for when hiring a consultant, is the guarantee they provide. What they can offer is everything. Some will go as far as to refund their fees if they don’t generate their guaranteed revenue increase. That’s where rubber meets the road--how comfortable and confident are they in identifying this opportunity? Build a structure for your consultant that works for you. Do you need a salesperson? Someone to identify opportunities? They need to stand behind what they do.    Anthony’s advice to those trying to grow their consultant business or if you’re just trying to grow a business in general: you only have one reputation. Protect it at all costs. There should never be a time where it’s questioned, and if it is, do everything in your power to redeliver the results you were entrusted to do. If you lose that, your marketplace is small, and your reputation precedes you.  

112 - Filter it Out: Finding the Right Consultant

When do you start closing your prospect? At what point do you ask for them to say yes? This problem can lead to a lot of headache and lower commissionable dollars. The answer is this: you start influencing that decision process from the first interaction. But just because you know you have a sales process doesn’t mean it’ll be executed properly. Today’s Friday Focus is breaking down how you can start selling from the beginning and close more deals.

111 - Friday Focus: Selling from the Start

Thanks for tuning into this week’s episode of the Catapulting Commissions Sales Talk with your host, Anthony Garcia. Our guest today is Zee Slingsby--she’s a health and wellness coach, but also a lifelong sales and business guru. She laid her foundation in door-to-door sales and landed in sales leadership. She’s passionate about building people up to become successful leaders. Today, we’re breaking down her mentality and how she elevates those around her.    From the get-go, Zee found herself searching for places she could help her fellow salespeople out. It started as something she just liked doing, but then she realized it was a better fit for her than what she was currently doing. She was excited by everything that comes with a sales leadership position--watching people develop their skills, the excitement of month-end work, you name it. Now, she’s in the health and wellness space--something she’s passionate about inside and out. But, that doesn’t mean she isn’t still a business coach. She helps women run, live, and grow their own fitness businesses. Especially as mothers and parents, it’s important to be physically and mentally emotionally healthy.    Zee’s leadership style has evolved over time. In corporate America, you’re interviewing first. You’re looking for someone who is going to fit the model and philosophy of the company. In the roles you’re filling, like anything else in life, there is a phase where you’re past the honeymoon, and the reality of a position sets in. Many leaders resisted that moment of discovery, but Zee embraced it. Now that she isn’t anyone’s boss anymore, Zee’s style has changed. She shows up for the people who choose to do the work. She shares resources and coaches, but she can’t force anyone to do anything. Zee runs alongside people--no one gets fired. There are no quotas set, no goals too small or too big, just make sure you’re doing the work. Zee’s role is to push you to wherever you want to end up. She believes in helping her team truly understand what it’ll take and committing to it. Effective leaders, Anthony adds, manage people to their dreams, not the company’s goal.    Don’t skip over the challenges you’ll face as a leader. If you try to jump through all the moments where it’s hard, you’re going to miss out on a massive opportunity to learn and grow, and eventually become a better leader. Do the personal development, and everything will improve. Return to “how do I help somebody?” If you’re running your own business, share value even if it doesn’t pay you. Offer your audience the trust that they’ll never know what you’re getting paid for and what you aren’t. You can avoid that icky sales feeling by ensuring that what you’re providing will always be helpful. Give more than what you’re asking for in return.    Often, failure is a big deterrent to growth for sales people. But even beyond that, it’s failing in front of others and/or those you care about. Ask yourself, “what’s the worst that could happen?” What does failure look like and what result are you afraid of? Usually, that's unknown. The only thing people will see is if you quit. So, let’s not quit! There will be posts that don’t get public interaction immediately, but that doesn’t mean the value isn’t there. People are watching. Keep doing the action to get better at it. The community you’ll build over time will absolutely be there to cheer you on in your stories and posts. There is authentic care that is shared and invested. You’ll get more the more you put into it.    Zee’s company is called Shaklee. She’s bringing the work they do to social media. They’ve been well-loved for years, proof, and an incredible foundation for health and wellness. Zee helps people get healthy and build a business with a child on their lap. She reminds us when you transition from one company to another, do it in a clean, respectful, and amenable way. With that being said, don’t change your standard of living when you make that transition, and make sure you won’t have to.    LINKS   https://zeeslingsby.com/   zee.slingsby on Instagram

110 - Betting On Yourself w/ Zee Slingsby

Have you ever wondered how you could create a clear, open line of communication with either your new manager or your new hire? When you’re new to a company or are working with someone new, communication requires a lot of initial work upfront. But, if established correctly, it’s well worth it. Today’s Friday Focus is breaking down how you can get that vital line of communication open often and early.

109 - Friday Focus: Opening a New Line of Communication

Welcome back to the Catapulting Commissions Sales Talk with your host, Anthony Garcia. We’re back with Part 2 of our conversation with Ashley South, National Executive Director of Color Street and CEO of Ashley’s Nail Addiction. Today, they’re continuing their conversation surrounding sales and breaking down Ashley’s perspective on sales leadership.    We met Ashley last episode where she shared how she made the transition from a “traditional” job to sales leadership.    Ashley believes ‘motivation’ can be misleading. Many people believe that you need to feel motivated at all times in order to show up to achieve their goals. The truth is, motivation isn’t constant. It’s not always rainbows and unicorns. You make the decision to run a business--you show up whether you feel motivated or not. You have to keep the doors open. As Anthony puts it--motivation without execution is just  waste.   Ashley has developed dozens of leaders, she feels that there are natural-born leaders, but that isn’t the only way to become a leader. With the right nurturing, people without that natural edge can still be incredible leaders. If you don’t believe that, you’re missing out on a lot of talented people. The number one job to do as a sales leader is to recruit, develop, and retain top talent. You’re selling and executing the dream, not the product. The culture you create will reflect that. It’s hard to walk away from a culture that you want to be a part of, and it’s attractive to want to be a part of for new talent. Empower your team to get something out of their life that they don’t yet see for themself.    Failure is a part of the job. The difference maker that sets apart a bump in the road from a catastrophe is shifting the mindset. You have to prepare for failure and talk yourself into coming in if it happens. It is learning--the more you’re willing to fail and the higher tolerance you have, the more successful you can be.    Ashley and Anthony flip the tables and Ashley asks a few of her own questions. The first of which being redefining goals as you find more success. The goal has to get bigger and scarier--that’s it. You get to a point where it’s not always monetary. Have some people count on you, that’s the simplest way to get there. Accountability goes a long way. From there, think legacy. There’s wealth, generational wealth, and generational legacy. It’s easy to pass down money to your kids--what about their kids? And those after that? Create an independent drive.    Excuses always rear their head when goals aren’t met. Anthony’s least favorite is when someone doesn’t even try. If you don’t try, that means you believed the circumstances and refused to apply your skills. You need to care more about your success than your manager. Communicate what will happen when failure happens.      Ashley and Anthony are partnering in an exciting new collaboration. Everyone on Ashley’s team will be reading the Catapulting Commissions book as a part of their book club, which will be followed by a goals workshop with Anthony, who will be speaking on the topics covered in the book.  Interested in doing the same? Reach out to Anthony’s team to find ways to collaborate.  LINKS   http://ashleysnailaddiction.com/ https://www.instagram.com/ashleysnailaddiction/

108 - Putting In The Work w/ Ashley South Pt. 2

So, you just landed a new job at a new company. The question now bears itself: how can you make an immediate impact? When you’re an overperformer, you’re looking to achieve at the highest level possible. But, ambition can be met with challenges. Today’s Friday Focus is breaking down two factors that are constant and will directly impact your success.

107 - Friday Focus: How To Make an Immediate Impact at Your New Company

Welcome back to the Catapulting Commissions Sales Talk with your host, Anthony Garcia. Today’s guest is Ashley South, National Executive Director of Color Street and CEO of Ashley’s Nail Addiction. She found her stride in sales, quickly becoming a top performer in her space and steadily rising as a leader in sales. She manages a team of 1,600 people and finds joy in being authentically herself. This week, we’re diving into her success.   Ashley is the elite of the elite in her company, but has no background in sales or business. She got her start during an online party a friend was hosting to share the nail system she now sells. Ashley wasn’t big on sales, but the barrier of entry was low and there was little risk. So, she signed up to have fun with it and ended up paying off medical bills, paying off credit cards, student loans, you name it.  It wasn’t easy, but she doesn’t have a special sauce. Ashley has a powerful combination of consistency and zero fear of failure. That willingness to mess up allows her to take risks and find success through failure. Anyone can do that if they are willing to put in the work.    Ashley’s advice: you’re a salesperson before you start selling. When you find a product that you use and are passionate about, using social selling to maximize your efficacy comes easy. You don’t have to be good on social media -- just be relatable. Be a human and people will respect that.    Here’s the question: can direct sales be a lifelong opportunity for everybody? For Ashely, sales aren’t for everybody. But, for those who want to learn it, live it, and commit to it, it’s entirely achievable. So, how do we combat the stigma surrounding direct sales? The thing is, it requires an amount of relationship building and connection. It gets a bad rap when people aren’t authentic. Bring your real self to the table and you can avoid the heebie-jeebies. Getting leads in that space takes tact. Hosting parties where friend circles can join allow for natural, organic referrals to happen. By doing that, even if people aren’t interested, there’s a good chance they know someone. That way, you don’t have to creep into people's inboxes. Don’t always try to sell to people--just be friends with them. Build trust first, it’s not rocket science! The point is, you have to long-game it. It’s not an instant gratification--set expectations that are realistic and allow you to grow into those goals.    The biggest reward Ashely found when she transitioned from the stability and safety that comes with a job in law enforcement is freedom. Ashley can sell flexibility and freedom--something many people crave now more than ever. Quality of life is more important than ever. You’re replaceable at work, but you’re the most important person in your home. It’s not worth losing important time with your family for that check when you can have both. What it takes is putting in the work, finding the time, and grinding out what you need to do to become not just a salesperson, but a sales leader.    LINKS   http://ashleysnailaddiction.com/ https://www.instagram.com/ashleysnailaddiction/

106 - Putting In The Work w/ Ashley South

What mistakes do people make when they first get promoted to sales leadership? There are three major missteps that can delay the growth and progression of those you lead. So, how do you lead a team and excel in your new role? Today’s Friday Focus is breaking down those moments so you can effectively maximize your sales team.

105 - Friday Focus Three Mistakes New Leaders Make

Welcome back to the Catapulting Commissions Sales Talk with your host, Anthony Garcia! On today’s show, Anthony sits down with Anton Gunn, former Senior Advisor to Barack Obama, author, speaker, and leader in the consulting space. He was the first African American in history elected to the South Carolina legislature. He’s spent his life building diverse, high-performing teams in world-class leadership culture.   Anton’s background and history is one that he has kept close to him in his personal and professional spaces. Four--yes, four--generations of Anton’s family have served in the military. And that same service-based mentality translates into the leadership work Anton does today. He emphasizes the importance of coming from a place of service first. He breaks it down into three questions that leaders should be able to not only talk about but act on.   Do you care about me? Will you help me? Can I trust you?   That same mentality overlaps with many aspects of leadership. Anthony and Anton discuss diversity and inclusivity, and how these topics start from the top down but are seen and heard from the bottom up.   They go on to talk about communication. More specifically, how consistency impacts your company's turnover. The most successful companies, Anton says, have two things: good habits, and good rituals. It’s one thing to make a statement, but it’s another to do it every day. A good ritual sets you up for success.   Anton’s tip is the “Sacred 60.” This is an hour of your day, every day, where you make it a point to touch base and connect with those you lead, uninterrupted. Showing your care makes a massive difference. When you only care about outcomes, they’ll quit on you. People won’t quit on those they care about. When people leave, it’s more often NOT about pay and more about a toxic culture. In short, to lower that turnover, improve the workplace culture. People are more than a cog in a wheel--treat them like it!   Being vulnerable, Anton says, is how you build trust. Be transparent about what motivates you. As a leader, connecting on a friendship level doesn’t have to be buddy-buddy, but there is mutual trust.   Anton walks us through some of the concepts in his book, Presidential Principals. He titled his book based on his understanding that the President is the highest office, or leader, or influencer, or impactful person in our world today. When you’re in that position, you have a disproportionate ability to impact lives beyond those who you see every day. Even today, we feel the impact of past Presidents. His book lets us know that you don’t have to be president to have the same sort of impact. Inspire people to action and leave a lasting impact. The most authentic leaders are living proof of what you do. Here, leadership is a verb, not a noun.   Finally, Anton shares his experience working with President Barack Obama. There are a few pillars to emulate:   Having an unquestionable commitment to his family. Surround yourself with people smarter than you. Never lose your cool. Period. Always be bold and audacious in everything you want to do.     What You’ll Learn   In today’s episode, Anton Gunn shares with us his tips on shifting culture in the workplace. He talks about his practice, building habits and rituals, and how to make a lasting, meaningful impact on the world.   LINKS   Antongunn.com Anton J. Gunn on LinkedIn Also on Twitter, Instagram, and Facebook  Get a free chapter from Anton Gunn’s best-selling book The Presidential Principles: https://www.antongunn.com/freechapter   https://www.amazon.com/Presidential-Principles-Inspire-Action-Lasting-ebook-dp-B07H7W8BZH/dp/B07H7W8BZH/ref=mt_kindle?_encoding=UTF8&me=&qid=

104 - Building Culture w/ Anton Gunn

A complacent salesforce is the leading cause to decreased revenue and profitability in an organization. When revenue and profitability suffer, salesforce retention become a major challenge. Every Wednesday join Anthony Garcia, author of the book Catapulting Commissions, as he interviews top sales executives from around the world. If you find yourself trying to get the most out of your sales organization or you are a sales professional looking to elevate the mental approach to your sales career, this is the podcast for you.

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Catapulting Commissions with Anthony Garcia

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