The Action Catalyst show

The Action Catalyst

Summary: The Action Catalyst is a weekly podcast hosted by Dan Moore, President of The Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts sharing meaningful tips and advice. Please subscribe below, leave a rating and write a review! You can also get more free insights and inspiration at www.SouthwesternConsulting.com.

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Podcasts:

 The Servant Leader: Episode 255 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 56:03

Todd Browne began his career at Tom James in August 1990. Through hard work, a steadfast commitment to staying at Tom James, and living out the principles of success that Tom James was founded on, Todd rose through the ranks and became President in 2011 and CEO in 2016. With a mediocre track record prior to Tom James, including flunking out of college after one semester, Todd credits his success first and foremost to his Lord Jesus Christ, as well as Spencer Hays, Jim McEachern, his father Chet Browne, and the many, many books he has read and made his own since 1990. As Charlie "Tremendous" Jones says, “You will be the same person in five years as you are today with two exceptions: the books you read and the people you associate with.” Todd lives in Indianapolis with his wife of 29 years, Nanci.  They have three children: twins Josh and Lindsay and son Jake, and three grandchildren: Kayla, Everly, and Magnolia. Show Highlights: The only things that happen are the things that you make happen. -Todd Browne Having a purpose to drive it all is the most critical. -Todd Browne There are a couple key principles to maintaining long-standing relationships. They are: Always serve the needs of your clients, never your own. If I just help enough people get what they want, then I'll get what I want. Another key ingredient is integrity. It is critical for us to move into leadership because we want to give, not to get. If I don't serve the needs of the people ahead of my own, they'll see right through it. -Todd Browne As leaders, we should be patient with people and impatient with results. -Todd Browne Be consistent. A lot of people can do well over a short period of time, but not many can do well over a long period of time.  -Spencer Hays I always want to focus on things that bring people together, not divide them. -Spencer Hays People will forget what you said, but they will always remember how you made them feel. -Spencer Hays I start every single day with: what do we want to accomplish 20 years from now and this year? -Todd Browne We always have to ask: Is this the right thing to help us achieve our objectives, and is it the right time? -Todd Browne For something to work, it can't be a win-lose. It has to be a win-win. -Todd Browne Set high goals, have good self-talk, hold yourself accountable. -Spencer Hays What is so valuable about principles is that they allow you to make thoughtful decisions instead of emotional decisions. -Todd Browne Obstacles are those frightening things that we see when we lose sight of our goals. -Zig Ziglar We're called to stay focused on the objectives and not the obstacles. -Todd Browne Todd's closing thoughts: When folks lose their way, one of the things I delight in doing is reminding them of how good they are. When they're in the valley, they're thinking too much about themselves and what they don't want. So we have to remind them how talented and skilled they are. The next thing we have to do is project. A projection gets us to start considering the possibilities. We stop seeing the objections, we start thinking about opportunities and possibilities, and we start finding solutions. Thirdly, there is no greater principle in leadership than the Pygmalion Principle. This means seeing people for what they can be, not for what they are. Finally, go to work on their goals. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals.

 Behaviors Always Follow Values: Episode 254 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 54:32

In November of 2004, Kimberly Ritzer walked into a little boutique during its opening week with one intention: congratulating the stranger behind the counter for being courageous enough to open her own business. What ensued was a lesson in celebrating each other’s differences and strengths. The stranger behind the counter was Megan Tamte, a third-grade teacher turned stay at home mom, turned aspiring entrepreneur. Kimberly had been a Senior Designer of Owned Brand Product at Dayton’s, Hudson’s and Marshall Field’s before she retired to be a stay at home mom.  In that small boutique, Megan and Kimberly bonded while creating a beautiful in-store experience that made women feel amazing. Three months later, along with the support of her husband Tim, Kimberly became business partners with Megan and Mike Tamte. Thus, starting Kimberly on a whole new, uncharted path as a partner in a small business… all while navigating life as the mom of a newborn and a 3-year-old. Together, with a whole bunch of awesome people, they have now opened 85 more stores across the country and built a business that is currently 100M. The retail stores are called EVEREVE and they are known for providing an amazing fashion and styling experience for women. They have also developed a thriving e-commerce business at Evereve.com and a subscription box service called Trendsend. Kimberly Ritzer holds a Bachelor of Science in Fashion Merchandising from North Dakota State University. Kimberly and Tim are the proud parents of two children: their daughter, Peyton (16) and their son, Roan (13). Show Highlights: There is an art and a science to the scaling of a business. -Kimberly Ritzer This was pivotal for us: we wrote down the behaviors that we organically practiced daily. -Kimberly Ritzer Our behaviors were tied to a set of values, and they weren't just work values. They were values that we live out in our life--not our work life, but our life. -Kimberly Ritzer When your heart is in the right place, everything falls into place and you can live your most authentic life. -Kimberly Ritzer You don't have to worry about competition when your people have the right values, when they're practicing the right behavior, and when it's based on life, not just sales. -Dan Moore Your team has to come with you to create change. -Kimberly Ritzer There's no one person who's going to pick you up and dust you off. You need to learn how to pick yourself up and fill your own bucket because no one else is going to do it for you. -Kimberly Ritzer When in a rut, there are five points to go back to: 1. Pray and spend time alone. 2. Assemble a strong group of friends that will tell you the truth and love you no matter what. 3. Develop a strong relationship with your spouse. 4. Write down the top 5 things you've accomplished. 5. Be an advocate for yourself. Kimberly's closing thoughts: What helps me deal with Mr. Mediocrity is the idea of committing to being a better version of myself than I was yesterday. It's turning me into someone I'm excited about becoming and I don't get so worried about what title I'm trying to have or if I'm hitting that specific goal. I'm much more worried about myself and what I can control. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating an...

 Adventures in Entrepreneurship: Episode 253 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 48:54

Germain Böer is an innovator in all that he does. His courses use technology and creative assignments that challenge students to think, and feature speakers who have created unusual companies. He also conducts experiential learning programs that transform students into self-driven entrepreneurs. After working for Arthur Andersen & Co., the Institute of Management Accountants., and two universities, Prof. Böer joined The Owen School in 1977 as a professor of management accounting, Since that time, he has initiated numerous entrepreneurship activities at Owen, including an annual entrepreneurship conference; student sessions with venture capitalists; and a new course, “Adventures in Entrepreneurship,” in which Owen students learn how to start a new venture by working directly with entrepreneurs. Prof. Böer also instituted a program that connected students holding graduate degrees in biology with local biotech companies so the students could learn about the business side of the industry while earning an MBA. He currently serves as an advisor to startup companies in the Nashville area and is a member of the editorial boards of Journal of Accounting and Public Policy, and Strategic Finance. He has provided consulting services for companies such as Chase Manhattan Bank, the National Heart and Lung Institute, General Electric, and Magnatek. Prof. Böer is the past recipient of two Owen teaching awards and in 1999 he was presented with the Most Outstanding Teacher Award by the graduating Executive MBA class. In 2003, the Tennessee District Office of the U.S.Small Business Administration named him Small Business Research Advocate of the Year. In addition to his academic service, Prof. Boer served as Interim Dean of the Owen School in 1986-87. Show Highlights: There's not one kind of person that's going to be a great entrepreneur. It takes all different kinds. Successful entrepreneurs have similar characteristics, such as attitude. How you look at the world. Entrepreneurs don't see problems. They see opportunities. A good entrepreneur has to be persistent because there are ups and downs. What you start with is not where you're going to end up. At the beginning, be real, real stingy. Write thank you notes to people; nobody does that anymore. Serial entrepreneurs start gathering investors long before they actually need the money. Germain's closing thoughts: Everybody has limitations. I've heard people say, "When I'm having a meeting with the top managers, I want to be the dumbest guy in the room." And that's doesn't sound too smart, but it's actually very smart. Surround yourself with the right people as your company grows. You want to have a team that when you're not there, everything goes as it should. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Invest in Mentorship: Episode 252 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 48:37

Jeff Dobyns has enjoyed extraordinary success providing comprehensive financial planning to retirees, entrepreneurs, entertainers, and executives by taking the time to truly know his clients, understand their goals, and develop and execute their ongoing strategic financial plans. Jeff has a bachelor’s degree in business administration from Ohio University and has held executive positions with financial planning firms for nearly two decades. After serving as Vice President of Investments of Lykins Financial Group, CPA’s, in his hometown of Westerville, OH, Jeff moved to Nashville, TN to found Southwestern Investment Group in 2002. As its President, Jeff has led Southwestern Investment Group to remarkable success, holding the distinction of being Raymond James’ top independent contractor office, and a member of its Chairman’s Council for several years running. Jeff and his wife, Amy, are raising their family in Brentwood, TN where they are members of the Brentwood Baptist Church, and their children, Gracyn, Hunter, and twins Tanner and Logan, attend the Christ Presbyterian Academy. For recreation, Jeff enjoys hunting, fishing, and just being outdoors. Show Highlights: When you are trying to grow an organization, you need to stick with what you said you'd do, empower your people, and help them to grow. -Jeff Dobyns We weren't afraid to work the plan. -Jeff Dobyns The mentorship strategy has been the key to our success. -Jeff Dobyns How do we accelerate our rate of growth? The way to do that is through shortening the training period and the best way to do that, in my opinion, is through one-on-one mentorship. -Jeff Dobyns When you have a long-term plan, and you're trying to work the plan, you need to get your ego out of the way. -Dan Moore The best way to learn is through teaching. -Jeff Dobyns I've not really ever been good at management, but I'm good at leadership. There's a big difference. -Jeff Dobyns We don't focus on management; we focus on leading by example. -Jeff Dobyns You can't teach what you don't know. People won't follow where you won't go. -Spencer Hays If we can stay focused on serving people well, training people well, and treating people well, then everything tends to work out. -Jeff Dobyns People are imperfect, but perfect principles can help them get better. -Dan Moore Work hard to serve others. -Jeff Dobyns Jeff's closing thoughts: We have to make a commitment to being willing to work on the business at times (more time than we think we should) as opposed to just working in the business. The longer you're in the business, you realize you have to work on the business otherwise it will run you. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 How to Lead Tremendously: Episode 251 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 51:46

Tracey C. Jones is nationally known for her leadership expertise, as well as her ability to connect on a core level with her audiences. With her signature wit, she masterfully weaves leadership concepts and actionable strategies together with humor and a deep understanding of life in the workplace. At the core of her philosophy on leadership is a simple belief that a commitment to lifelong learning results in a resilience and positive attitude that can alter the work environment for the better each and every day. With nearly four decades of experience across four industries from the military to semiconductor to publishing, Tracey has crafted organizational leadership techniques that can be implemented right away for noticeable results. She challenges her audiences to bravely embrace their challenges and take the all-important next steps toward effecting meaningful change in their personal and professional lives. Her father, the late Charlie “Tremendous” Jones, founded Executive Books in 1965 with the goal of changing the world one book at a time. After amassing an exceptional leadership background of her own, Tracey took the company’s reins in 2009 – and carries on her father’s tremendous legacy today. She believes that philanthropy and community engagement are at the heart of leadership. The profits of Tremendous Leadership support The Tremendous Trust which has provided over $1.3 million in donations locally and globally over the last eight years. Show Highlights: Whatever the day brings, I'm going to try it. If it doesn't work out, okay, I got experience. And if it does work out, okay, I got success! That was one of [my father's] laws of leadership. -Tracey Jones [My father believed] work should be more fun than fun. So when you had downtime, you should find a way to still be growing or impacting people's lives. -Tracey Jones Your followers, as a leader, can empower you or disempower you. -Tracey Jones There is a big difference between being a leader and the act of leadership. When you are a leader, it's all about improving your own individual skills. Leadership is no longer about you, but how well you get things done through your influence on other people. -Tracey Jones If you as a leader are not teachable and humble, you're never going to be able to make the step to leadership. You may be a leader, but you won't be able to engage in leadership. -Tracey Jones I have to try to get things done through influence and not power. -Tracey Jones I can solve any problem in the world as long as I identify it early enough and call in the right resources. -Tracey Jones Industries don't have problems. Individuals have problems. -Tracey Jones When asked, "How do you build companies?", [Spencer Hayes] responded, "You can't build companies. You can only build people." -Spencer Hayes "Entrepreneurship is the last refuge of the trouble making individual." Natalie Clifford Barney Tracey's closing thoughts: In leadership, you're like a Weeble. You wobble and you get knocked down, but you get right back up! Every leader in the world is a leader because they have overcome things that other people could not. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Gratitude to Paying It Forward: Episode 250 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 39:19

JT Olson is a sensational speaker and an avid proponent of adoption, the pro-life movement, and orphan care. He has given talks on God’s transformation of his pain into passion, the sanctity of life, growing a healthy marriage, encouraging dreamers and entrepreneurs to pursue their calling, and coaching leaders on building a stronger organization. After being orphaned as a child alongside his four siblings, JT Olson went on to start Both Hands -- a faith-based non-profit serving orphans and widows. Olson’s personal tragedy gave him an overwhelming understanding of the need to find loving homes for the world’s orphaned and vulnerable children. His new book follows his powerful journey towards spiritual restoration by recounting significant moments in his life, including his family’s life-altering decision to adopt a little girl from China. JT and his wife Sara have been married for over 30 years and have five children (four biologically and one chosen): Jeff, Daley, Nick, Max, and Grace. They now reside in Brentwood, TN. Show Highlights: What if I could have that same impact on someone else? -JT Olson [In the face of defeat], I went back to my Southwestern roots. Is there an option to do something else? Is there an option to quit? No! -JT Olson We have focus on what our mission is. -JT Olson I just want to make an impact. I want my life to be worth something. -JT Olson The first thing you should do is count your blessings. When you get discouraged, remember your blessings...It keeps you from ever feeling sorry for yourself. -JT Olson What makes you get fired up? Pursue it! -JT Olson JT's closing thoughts: I'm alert, alive, friendly, cordial, firm, and enthusiastic! I tell myself this when I need to motivate myself. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Positivity Despite Tragedy : Episode 249 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 31:49

While on vacation in Mexico, the unexpected happened for Jake Hirning.  In a matter of seconds, his life was changed forever.  As Jake dove into a wave, the force of the ocean rammed him into the ocean floor, breaking his neck. A plane flew into Mexico and transported him to San Antonio, where 11 doctors took him to surgery. The surgery was successful, and Jake lived, but now he is paralyzed from the chest below and has minimal use of his hands. Through this tragedy, Jake has taken on every challenge with a positive attitude and a smile.  His determination is one that will bring him further each day. Show Highlights: This wasn't the end. I'm in control of my life; I get to choose how I process and perceive these moments. -Jake Hirning I've grown as a person [since the incident]. I don't rely on a look to be confident anymore; I'm confident in myself. -Jake Hirning Everyone has things that happen to them in life, but you choose if that defines you. -Jake Hirning Surround yourself with people that you want to be like. -Jake Hirning [If you're in despair], the first thing to realize is this moment is temporary. You get to decide how you react to the situation. -Jake Hirning Action cures fear. -Multiple sources Jake's closing thoughts: Accept the reality of what has happened; don't deny or pretend that it didn't. Invite others to share in the struggle with you instead of going it alone. Do anything to get into action. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 How to Get a Meeting with Anyone: An Interview with Stu Heinecke | File Type: audio/mpeg | Duration: 47:24

If you knew you would be 100% successful at getting an appointment with your ideal customer, what would that do for you? One meeting can change everything. What if you could to that 100 times, with 100% effectiveness? How long would it take for your business to be where you want it to be? If I told you that there is a way, would you believe me? It seems incredible, doesn’t it? But it’s true. What I am about to share will be embraced by only a few, even though many will want to answer the call. The approach I am about to detail will take courage to do because it is contrary to almost anything you’ve been told to do.  You will know it’s right, but it won’t feel right. But it is. What if I told you that selling is similar to dating? That you must stand out and be perceived as different to attract attention and gain initial connection? Search your feelings, Luke. You know it to be true. So, join me on the fun side. One person who has proven these techniques is Stu Heinecke, a founder in a shadow movement that he calls “contact marketing.”  On a recent interview with him, I was able to dig into some of the concepts he shares in his award-winning book, How To Get A Meeting With Anyone.  Stu describes contact marketing as a way of sending something of meaning (intrinsic or extrinsic) that gains the attention of a prospect in order to obtain a meeting with them. You can use humor, wit, shock, and awe. The goal is to get your VIP to think, “I like the way this guy thinks!” Here are the basic steps Stu gives for using contact marketing. Step 1. Identify the VIP. Step 2. Call the executive assistant and make them aware that something special is going to be sent to the VIP. Gain their permission and buy in. Step 3. Send the details to the executive assistant. Step 4. Send a thank you to the executive assistant. Step 5. Send the VIP something that makes them say, “I like the way this person thinks!” Laughter can be useful. Also, materials that may seem synonymous with your value proposition or a struggle they may be going through. This can be anything from bacon band-aids, to personalized cartoons, to burner phones, even a carrier pigeon. Include a handwritten note. Step 6. Call the VIP, ask them if they received your contact piece, begin a conversation with them, and present your value. Ask for the appointment. Step 7. Repeat because you know that you’re magic! As a sales coach, I have proven this model. Here are two places I have used the concepts to gain market share. The first case happened out of frustration. I was having great difficulty gaining sales appointments with the otherwise friendly people of a community in Maine (our second destination). Nobody was letting me in. Finally, after trying everything I knew, I decided to soften them a witty pre-touch. I purchased 10 craft bottles from a craft store. Then I wrote witty notes, rolled them up, and put them in the bottles. I had them delivered and then called the VIP’s. 80% took my call. Of those, 100% booked an appointment. I have coached many of my clients to use these techniques. All of them see some kind of increase. One guy had an immediate influx of 10 new deals—in 2 days! Even cooler than the immediate increase in business is the magic effect. People feel magic when they do this stuff. This gives more confidence to ask for the sale. And they are having fun. How much better are we when we are having fun? This stuff works. You should listen to Stu’s results and the results of all of the practitioners who he has connected with over the past few years. You have to read the book and definitely listen to his interview on this podcast. Be different. Show authentic care. Be enthusiastic and genuine. Love them and they’ll love you back.

 The Power Paradox: Episode 248 of the Action Catalyst Podcast (Part 2 of 2) | File Type: audio/mpeg | Duration: 23:52

Dacher Keltner, Ph.D., is the founding director of the Greater Good Science Center and a professor of psychology at the University of California, Berkeley. He is the author of The Power Paradox: How We Gain and Lose Influence and Born to Be Good, and a co-editor of The Compassionate Instinct. Show Highlights: When the role models don't model the proper role, they'll model the improper and it's only a matter of time before that trickles down. -Dan Moore Disregard for morals and ethics is costly. -Dacher Keltner "The deepest craving of human nature is the need to be appreciated." -William James Power is a gift that is granted, not something that one seizes (at least not for long). -Dan Moore Dacher's closing thoughts: Work today is more emotional. We work harder than we did 30-40 years ago; it's more stressful. One of the pieces of wisdom we can take from [Inside Out] is to be accepting...These subtle ways that we can support is a critical part of work today. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 The Power Paradox: Episode 247 of the Action Catalyst Podcast (Part 1 of 2) | File Type: audio/mpeg | Duration: 29:34

Dacher Keltner, Ph.D., is the founding director of the Greater Good Science Center and a professor of psychology at the University of California, Berkeley. He is the author of The Power Paradox: How We Gain and Lose Influence and Born to Be Good, and a co-editor of The Compassionate Instinct. Show Highlights: Enduring leadership is sustained by service. -Dacher Keltner You're only as good as the connections you have with the people you lead. -Dacher Keltner "Power tends to corrupt, and absolute power corrupts absolutely." -Lord John Dalberg-Acton Great leadership requires emotional intelligence. -Dacher Keltner When we feel impressed with our own power, it degrades our civility. -Christine Porath (paraphrased) Dacher's closing thoughts: There is moral hypocrisy. People in power at work are more likely to bill things to expense accounts that are inappropriate, but when called out on it, they're going to say the rules don't apply to them. They only apply to other people. Next week, hear Dacher's ideas for solutions to this corruption. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Keeping the Vision Alive: Episode 246 of The Action Catalyst Podcast (Part 2 of 2) | File Type: audio/mpeg | Duration: 21:57

  Kelly Wright has over 25 years of experience in leadership, sales, operations, and strategy roles. Her deep Go-To-Market and general P&L management delivers critical expertise to the boardroom. Kelly has helped teams navigate multiple stages of growth, through an IPO, global expansion, leadership transitions, business model changes, and the demands of being a private and public company. Kelly has broad depth of experience in driving companies to best leverage technology, data, information, and the cloud in the digital age, all key board discussion areas. She recently retired from Tableau Software (NYSE: DATA) as Executive Vice President of Sales after a 12-year run. Kelly joined Tableau as the company's first salesperson one month prior to the launch of v1.0, and she helped grow Tableau into a multi-billion-dollar public company as a key member of the executive team. She grew Tableau’s worldwide sales and field operations from zero to $850M in revenue and managed over half of Tableau’s global team as the company grew to over 3,400 employees. In addition to building a public company, Kelly has hired thousands of employees and has been instrumental in building strong corporate cultures and high-performance teams. Kelly is an accomplished speaker on topics including Sales, Culture, High Performing Teams, Operational Excellence, Diversity, and Scaling. Show Highlights When people ask what are the three most important priorities for scaling and growing a business, my answer is always the same. #1: people. #2: people. #3: people. -Kelly Wright Never ever sacrifice on your people! -Kelly Wright There is no such thing as an overnight success. -Kelly Wright You can only control what you can control. Don't worry about the rest. -Kelly Wright If you develop and grow people, your top people will stay. -Kelly Wright How can you look at these different areas of your life and integrate them? -Kelly Wright If everything was easy, we would be bored and stifled! -Kelly Wright Build the business day by day. -Kelly Wright Being able to interact with different people and hear their stories is what sales is all about. -Kelly Wright Kelly's closing thoughts: There's a delicate balance of important and urgent. I would encourage people to have a clear vision of your 3-5 priorities that are necessary to move the needle forward; how can you make progress on those today? Your attitude comes down to your belief. It's about translating belief into motivation and inspiration. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Company Culture and Delegation: Episode 245 of The Action Catalyst Podcast (Part 1 of 2) | File Type: audio/mpeg | Duration: 25:40

Kelly Wright has over 25 years of experience in leadership, sales, operations, and strategy roles. Her deep Go-To-Market and general P&L management delivers critical expertise to the boardroom. Kelly has helped teams navigate multiple stages of growth, through an IPO, global expansion, leadership transitions, business model changes, and the demands of being a private and public company. Kelly has broad depth of experience in driving companies to best leverage technology, data, information, and the cloud in the digital age, all key board discussion areas. She recently retired from Tableau Software (NYSE: DATA) as Executive Vice President of Sales after a 12-year run. Kelly joined Tableau as the company's first salesperson one month prior to the launch of v1.0, and she helped grow Tableau into a multi-billion-dollar public company as a key member of the executive team. She grew Tableau’s worldwide sales and field operations from zero to $850M in revenue and managed over half of Tableau’s global team as the company grew to over 3,400 employees. In addition to building a public company, Kelly has hired thousands of employees and has been instrumental in building strong corporate cultures and high-performance teams. Kelly is an accomplished speaker on topics including Sales, Culture, High Performing Teams, Operational Excellence, Diversity, and Scaling. Show Highlights If you're seeking a new job, make sure you can identify with the mission and the people. -Kelly Wright Don't sell what you can't deliver. -Kelly Wright You can't teach what you don't know; people won't follow where you won't go. -Spencer Hays To be able to really connect with other human beings, to sell effectively, and help them effectively, you have to do it in your own way. -Kelly Wright You must be intentional about your company culture. -Kelly Wright My job was not to do their job. My job was to empower them to do their job to the best of their capability. -Kelly Wright (on delegation) Kelly's closing thoughts: When hiring new people, we chose the ones who were inspired by our mission and thought it was worthwhile. This allowed everyone to be on the same page and strive for the same goal. When we grew from 10 people to 3500, you couldn't do it all yourself! So you had to decide what only you could do and empower others to do the rest. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!  

 The Energy Pie: Episode 244 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 44:17

  Stan Mabry is an art seller by day and jiu-jitsu fighter by night. After dealing privately in New York and a stint at Sotheby’s, Stanford Mabry founded the Nashville, Tennessee gallery in 1987 and has since established Stanford Fine Art as the premier purveyor of historical, Impressionistic and regional art in the Southeast. Works formerly in the collection of Stanford Fine Art have been acquired by various art museums around the world from as far away as the Musee American in Giverny, France, to as close as our local Tennessee State Museum. Stan's clients know him as an art gallery owner. But what they don't know is that once the gallery closes for the day, he's something entirely different — seven-time Brazilian jiu-jitsu world champion Stan "The Man" Mabry. On any given night, Stan can be found at Brentwood Jiu-Jitsu, a small training facility. Though in his sixties, Stan shows no signs of slowing down now both in his business or his physical combat.   Show Highlights: If it's truly important to you, you'll do the things it takes to get the job done. You'll find a way to do it. -Stan Mabry To excel at anything, you have to put the work in. -Stan Mabry I write down my goals each night for the next day...It prepares your mind for it to become a reality. -Stan Mabry You can't be so locked in to a way that you aren't open to a new vision. -Stan Mabry Victory is reserved for those willing to pay its price. -Sun Tzu Your daily actions must match your goals. -Stan Mabry Stan's closing thoughts--You might be the one on the podium, but a team got you there. Seek out mentors and their wisdom. Zero in on your energy pie.   The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Leaders Make the Necessary Changes – Episode 243 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 33:19

Gary Garfield shares the truly unique insight he gained first practicing law, and then turning around the financial performance of Bridgestone Americas and the organization’s corporate culture. Through his innovative approach to changing the culture of the organization, Garfield changed the focus of the organization, drove innovation and collaboration, and broke down silos. The result: the company pulled out of its marketplace rut. Under Gary’s leadership, the company had record profits each year, grew profits by more than five-fold during his tenure, and outperformed the S&P 500 over that period. Prior to his achievements as the CEO, Gary served as General Counsel and Chief Compliance Officer for Bridgestone. During that time, he helped the company survive the massive Ford Explorer-Firestone tire recall that started in August 2000. Through this experience, Gary also developed an extraordinary experience in crisis management. Show Highlights: Don’t tell people exactly what to do, let them surprise you in the remarkable ways that they achieve their goals. - Gary Garfield Attitude is a choice. Always choose a positive attitude. - Gary Garfield Be receptive to how you can be a better leader and person. - Gary Garfield When people spend too much energy on things that ought to accept, they lose the power to control and influence. - Dan Moore @SW_Consulting Culture eats strategy for breakfast. - Peter F. Drucker It starts with attitudes and values. When people have their attitudes and values right, then they can increase their influence. - Dan Moore @SW_Consulting If you don’t understand yourself, you can’t lead yourself. If you can’t lead yourself, you can’t possibly lead others. -Attributed to Professor Harry Kraemer @HarryKraemerJr Gary’s closing thoughts– The foundation of leadership is you. They [Leaders] have a vision. They pay a great attention to the culture they create. They pay attention to the team around them. As a leader, you have to take ownership by focusing on what needs to be done to succeed and hold them accountable for that.   The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Disruption, Innovation, and Battling Complacency with Whitney Johnson: Episode 242 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 46:00

Recognized as one of the 50 leading business thinkers in the world (Thinkers50), Whitney Johnson is an expert on disruptive innovation and personal disruption; specifically, a framework which she codifies in the critically acclaimed book Disrupt Yourself: Putting the Power of Disruptive Innovation to Work and the upcoming book Build an “A” Team: Play To Their Strengths and Lead Them Up the Learning Curve. (Harvard Business Press, 2018). She is also the author of Dare, Dream, Do: Remarkable Things Happen When You Dare to Dream. She developed her proprietary framework and diagnostics after having co-founded the Disruptive Innovation Fund with Harvard Business School’s Clayton Christensen. This framework is complemented by a deep understanding of how executives create and destroy value, having spent nearly a decade as an Institutional Investor ranked equity analyst on Wall Street. In addition to her work as a speaker and advisor, Whitney is one of Marshall Goldsmith's original cohort of 25 for the #100 Coaches Project, is a coach for Harvard Business School's Executive Education program, frequent contributor to the Harvard Business Review, is a Linkedin influencer, and hosts the weekly Disrupt Yourself Podcast. You can follow her on Twitter at @johnsonwhitney. Show Highlights: When you are willing to disrupt yourself as an individual, you're actually able to disrupt as an organization. @johnsonwhitney Companies don't actually disrupt; it's the people who do it. @johnsonwhitney How do I get my organization to let me disrupt? @johnsonwhitney If there is not some intentional piece of your strategy to move your team towards disruption, you are running the risk of extinction. @johnsonwhitney If you want to build a team, build a company that can manage through change that is innovative. @johnsonwhitney Your organization is a collection of learning curves. @johnsonwhitney Learn, leap, repeat. @johnsonwhitney If you want to know if you, as a company or team, are about to get disrupted, take the pulse of your workforce. @johnsonwhitney If you want to get those really capable people to continue to be at their best for your organization, give them something new to do with, for you. @johnsonwhitney If you feel somewhere deep inside of yourself that you need to try something new and you don't, you will die inside a little. @johnsonwhitney If you feel scared or lonely, that is actually the path you want to be on because that's where you are going to see your odds of success be the highest. @johnsonwhitney The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!  

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