Dave Porter - Where Winners Live: Sell More, Earn More, Achieve More Through Personal Accountability

Contents

DAVE PORTER

For Tom Quirk, my friend and mentor .

You took a young man without a sense for business and made a businessman out of him .

LINDA GALINDO

For Grace

When the student is ready, the teacher will appear.

Buddhist proverb

More praise for Where Winners Live

Where Winners live takes a no-victims approach to a highly demanding industry that positions individuals to take the drivers seat to their success. It is chock-full of relevant examples and anecdotes that not only support the novice, but can also advance the seasoned sales professional. This should be required reading for everyone in or entering the sales profession.

Karen Agrait , CEO and president, E-daptive Training Solutions

Where Winners Live helped me realize that I have complete control over my successes as well as my failures. As a new financial advisor, this book has encouraged me to look at my business from a different perspective, and I am now on the right track. It has been enlightening to be 100 percent personally accountable for my life, both professionally and personally.

Kathleen Barlow , financial advisor, Edward Jones

Reading Where Winners Live is like being mentoring by people who have become successful and are willing to tell you how they got there. If you want to be successful selling high-value services, Where Winners Live is an important read.

Robert Friedman , president, Fearless Branding

True to Linda Galindos trademark sassy and staccato style, Where Winners Live delivers lessons learned from Dave Porter, punctuated with Lindas tough-love talk about clear agreements, responsibility, self-empowerment, and accountability. This is useful content for any selling, financial services, or client service professional. A great read!

Todd Herman , founder, Todd Herman Associates

Even if you think of yourself as an accountable person, Where Winners Live helps you solidify how you act and how you live when you are 100 percent accountable to yourself. This common sense approach to accountability is useful to anyone who is trying to figure out, Why me? and for those who think, Why not me? Its the new management book for winners.

Dr. Cynthia McGovern , founder and First Lady of Sales, Orange Leaf Consulting

Cover design by Adrian Morgan

Cover image : Thinkstock

Copyright 2013 by John Wiley & Sons, Inc. All rights reserved.

Published by Jossey-Bass

A Wiley Imprint

One Montgomery Street, Suite 1200, San Francisco, CA 94104-4594 www.josseybass.com

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, 978-750-8400, fax 978-646-8600, or on the Web at www.copyright.com . Requests to the publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, 201-748-6011, fax 201-748-6008, or online at www.wiley.com/go/permissions .

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages. Readers should be aware that Internet Web sites offered as citations and/or sources for further information may have changed or disappeared between the time this was written and when it is read.

Jossey-Bass books and products are available through most bookstores. To contact Jossey-Bass directly call our Customer Care Department within the U.S. at 800-956-7739, outside the U.S. at 317-572-3986, or fax 317-572-4002.

Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com . For more information about Wiley products, visit www.wiley.com .

Library of Congress Cataloging-in-Publication Data

Porter, Dave, 1961

Where winners live : sell more, earn more, achieve more through personal accountability / Dave Porter and Linda Galindo with Sharon OMalley. First edition.

pages cm

Includes index.

ISBN 978-1-118-43626-4 (cloth), ISBN 978-1-118-46135-8 (ebk.), ISBN 978-1-118-46137-2 (ebk.), ISBN 978-1-118-46138-9 (ebk.)

1. Selling. 2. Responsibility. 3. Success in business. 4. Career development. 5. Business ethics. I. Galindo, Linda A. II. OMalley, Sharon. III. Title.

HF5438.25.P675 2013

650.1dc23

2012042171

Introduction

Mary started working as a financial planner and insurance saleswoman right after New Years Day three years ago. By the end of her first year, the bright twenty-five-year-old had earned $60,000 in commissions. During Year Two, she took home $140,000. And this New Years Eve, she and her new husband will join her companys CEO and her top-producing peers in Orlando for a four-day, all-expenses-paid conference that includes plenty of time to enjoy the theme parks, soak up the sunshine, and revel in the $190,000 paycheck she has earned after just three years in a job she started with absolutely no experience in sales.

Her goal for Year Four: $250,000. Her chances of succeeding: enormous. Her strategy: self-motivation, hard work, and personal accountability.

Marys cubicle-mateat least thats what he was before she earned her way into a private officewont be joining her in Orlando.

Hired two months before Mary, John, also twenty-five when he joined the midsize financial services firm, also earned around $60,000 in commissions during his first year on the job. He took home just about $62,000 in Year Two. And this year, hes hoping to at least match last years earnings.

He knows hes not earning as much as his colleague or selling as much as the CEO expects of a third-year associate. But he has a good excuse: He broke his ankle playing basketball last year, and he had a hard time getting around on it for a couple of months. Plus, he lives a good distance from the office and its not really worth it to try to get in early, because the commute is a bear during the morning rush hour.

Not only that, the CEO likes Mary better, so he gives her more referrals than he offers John. Oh, and a guy who owns a group of rotisserie chicken franchises led him on for months before throwing him over for a more experienced advisor at a competing firm, so the effort John spent cultivating that prospect turned out to be a big waste of time.