Dave Anderson
Appearances
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I met my month's quota, and then I would just rinse and repeat every day. That's it. I go to where the need is. I'm not trying to do the random, hi, how you doing? I'm Dave with ADT, and you know crime is bad. No, I'm going where the bleeding is happening, and I'm coming with gauze, some needles, some Band-Aids, and a daggone bus to take you to the hospital every day.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
The thing of it is everybody likes to buy. Nobody wants to be sold to. So the thing that people miss out on is they're worrying about their quotas. They're worrying about their commission. They're worrying about making money. They're not concerned about building relationships. It's not what you know. And the lie is it's who you know. No, it's not. It's who knows you and is willing to admit to it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Oh, 1998, 1999. Okay, deep. All right, cool. Before. I was on her show.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And so when you start building relationships, the thing that I do with every single person I ever meet, I say, listen, I just got one question for you. What can I do to make your life better? And people are like, wait, you're asking me how you can help me? And I'm like, yeah, because if I help you and I mean, help you in a real way, not like how people say, hey, how you doing?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Like, if I help you in a real way, there's nothing you won't do for me. And you know better than anybody.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
money is one thing but a favor when you need to pull it worth a whole lot more than money and so that's what you do you you find a way to build relationships and people will be so happy hey have you met bob bob is awesome you got to sit down with bob bob you got to meet dave dave is crazy he does all these things man he's got the sales technique and he's got these books and he speaks all over these they will start to be your army
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
of how great you are and you never have to toot your own horn. And so that translates in every single industry. If you're looking at somebody and you know, like say if you're doing hair and you say, listen, I see that you got some split ends. I understand that. Do you know that the simplest thing to do
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
is do a deep conditioner and then also do some apple cider vinegar rinse and then put on a bonnet that has a satin lining. Or if you don't like bonnets, that's fine. Put on a satin line pillowcase. Your split ends will stop and you won't need to come into me as much. Now that might seem like you're losing money, but what you just did was get a customer for life. Loyalty is powerful.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
So the users actually- Oh no, it's me locked in a room. I used to do it with legal pads and I switched to composition books. Then I started to get like cramping in my hands from typing. So now I just verbally do it and let the editors do their thing. But yeah, no, way before AI. You know, so yeah, pitch close up several people.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
No, I self-published. I had one publishing deal when I was young. I wrote a novella and yeah, I'm not a fiction writer. So I got a nice advance and then it didn't go anywhere. And I kind of soured on it at that point. And I said, I got to figure out a way to do this myself.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
will bootstrap everything bro and so with this particular book i said i'm going to self-publish it i think there's a lot of people who are just scared of selling because everybody has this picture in their mind right now if i say sales you see a used car lot some guy with a trailer coming out with a tweed jacket with leather patches trying to sell you a lemon of a car and the truth of it is like i tell people all the time have you ever gotten your mother to give you a toy when you're out shopping and she says she's not gonna buy anything i said
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah. Well, congratulations. You sold. Are you married? Yeah. Have you convinced your wife to procreate with you? Oh, you sold. My wife sells me all the time on stuff. Honey, you know, this shampoo makes my hair smell so much better than this one, but this one's like 20 bucks more. Baby, I like the way that one makes your hair smell. You go and get it. Did she just close me?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You know, so I think once you understand and demystify the negative connotation that sales has, it becomes an exchange of solving problems for money. And once you do that, it's great.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
First of all, don't have commission breath. Lead with sincerity. Talk to people. Build a rapport. Stop focusing on your numbers. Your numbers are a result of the energy you put out. It's not the thing. Hitting a quota is never going to get you where you need to be. Being honest, being relatable, and being transparent will always get you where you need to be.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
But if you're coming across salesy, if you're coming across corny, if you're trying to be too slick, if you are too high powered, like and when I say high powered, I mean, I'm not saying don't dress nice. But, you know, if you're wearing the nut huggers and the too tight polo or, you know, the ten thousand dollar suit and you're selling a five hundred dollar netbook. Hold on, homie. We see you.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I think they suck donkey crotch because they're selling something that most people can't pull off.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
and now their industry has become going into these dealerships going into these companies going in uh with these consultancies and saying oh all you got to do is stay in there with your nuts all the way up in your chin and and then do 50 push-ups and that's going to get this no no and then stop telling them dumb stuff like well you look at my tick tock i've got 37 million 963 000 Yeah.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Half of what you bought, the other half are there to laugh at you because you're a mean, but we've got to start getting back to what actually works. And the thing that will always lead you to success is going to be personable relationships where you're concentrating on
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
their outcome is first you get them their outcome your income will grow will grow and go up it's as simple as that and these gurus are ruining everything because they're selling people a bunch of goods and they're taking a bunch of frat boys directly from the frat house off of their daggone cake stands and in the car dealerships and in the corporations thinking that they're going to turn around and and make it happen because they saw some
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I don't want to use the word douche, but they saw somebody who is of ill repute in the back of a, of a my back. And they think that that's going to be their life in six weeks and surprise. It ain't.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Where are you today, man? Where are you? I'm at home in Philly. Relaxing, man. Just finished up homeschool with my youngest, so just relaxing today, thank God.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
To me, a good sales call comes down to doing the research before you call.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
prepare for a cold call you know you can do your research especially in this day and age when you've got every answer to every question in your phone you should automatically know who you're talking to what they're into what they like where they're struggling you should see opportunities on their website for improvement there should be so many things in your arsenal that all you're doing is just picking from the buffet of I'm about to close this bugger and we don't do that we just go
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Hey, it's Dave Anderson. How are you doing? How are you doing today? Yeah, no. Listen, man, your website, I was looking at it and I bet you you're having some sales conversion problems. Well, yeah. How'd you know that? Because your website made me want to click off in the first five minutes. Tell me more.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Like you've got to start by taking the time to show that you cared enough not to just call them out the blue and waste their time. You're calling to save them from something they don't even realize. It's like if you and I are walking down the road and I've been down this road before and I go, hey, no, no, no. Come on this side because there's a hole right there.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You're not going to debate me about the hole. Obviously, I'm not going to tell you that there's a hole there when there isn't. You're going to take my advice because I saw the hole ahead of time and I'm preventing you from getting into that hole. We don't do that. It's about, I got to get these numbers.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
There's some dumb chick named Linda listening and running your calls and she's playing with her hair and she's worrying about your bio breaks. Damn you, Linda. We have to get back to making sure we're researching ourselves. Secondly, we've got to make sure we're building a rapport and doing that naturally. Not in the, hey, how you doing? Like, you know, what's been going on, man?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Like, what are the things that... I want to stop you.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
First of all, there is no hangover. We are still very high. We are high. We are so high, we climb greased poles without a problem, man. Like, this has been just the most wonderful year in football since the last time we won the Super Bowl. So, yeah, man, I'm having a ball. Most of my friends are having a ball. And I'm really sticking it to all my friends who are Cowboys fans.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Because you might as well move on to the next contestant because I'm not falling for that BS. Yeah. So let's go back. Pick it back up. So we're building rapport now. Pick it back up. We're building rapport. And you build rapport not on, oh, well, you know the Eagles won. Because, I mean, 95% of people who love football hate the Eagles right now. And that's fine.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
We're not going to win anything here. But we build rapport on the things we love.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
97% I'll go on the Eagle hate.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
It's crazy.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah, so it's good.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I do a sports show with some folks, and every time I'm on, I have a different piece of Eagles paraphernalia on just to annoy them. But no, you build rapport on what you have in common, and that's the solution to their problem. Like, yo, listen, I know it sucks right now. I know what you're doing sucks right now and they don't see it. That's fine. This is me in Utah.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
So what I got right now is going to set you far ahead of everybody in there to the point where you'll be running that place in six months. No BS. What would you like to know first? Oh, how can I run the place in six months? Okay, cool. This takes care of this, this, that, and the third. This CRM here is better because it does bop, bop, bop, bop, bop. You know, what are you currently using?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Oh, well, you know, they got us using, you know, CRM X. Oh, oh, because it's 2003 there, huh? Yeah. And they're like, yeah, man, they don't they're in the dark. They all are. That's why I'm trying to drag you out kicking and screaming. I need you to be my pioneer. All right. Well, what's it going to cost? It's not going to cost you anything. But when you start producing, it's going to be this.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And then your managers are going to want to know. And then at that point, you're an ally. You're not a salesperson, you know. And then from there, the deal should close itself with the ability for you to answer their questions knowledgeably. If you don't know the product that you're selling intimately, Why are you on the phone? Why are you talking? You should not be selling anything.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You need to go back to the training room and study. You need to be using this stuff. Why do we sell products we don't use or believe in?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And why do you think anybody's going to buy you? Like, if you're not thrilled about it, why is anybody else going to be thrilled about it? It's this whole notion of, you know, in wrestling, they always say, if you're not here to try and be the champion one day, then why are you in the building? It's that same thing.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
If you don't believe in the product or service that you're selling, how do you think you're going to close anybody? Yeah, any dumb cluck. I can get a dancing chip to close two sales a day. That doesn't make you a good salesperson. That's just the law of averages. But if you don't believe in what you have, you see it, I see it. I believe in me.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I can't expect people to be fans of mine if I'm not a fan of me first. I can't expect people to think I prioritize my health if I'm eating junk food and not moving my body. Some of this is common sense, but we negate it because we're so focused on getting the sale, closing the deal. Let's go in here. Let's get our private jet sales guru type shirt on. And no, no.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And then finally, you let them just tell you how to close them. And then you close them from there. You should be writing up the order at this point.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
In my opinion, and this is not a universal rule, but in my opinion, the best way to do that is to act as if the deal's already closed. You've got to put yourself in that position. You don't know this about me, but I used to be 561 pounds. I always saw myself at 240. Now I'm at 240. But it took a lot of work to get there. But I always acted as if I'm going to do it. What does a 240-pound man do?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Well, he goes to the gym. He drinks a gallon of water. He's doing 15,000 steps a day. What is he doing? He's lifting heavy. He's prioritizing protein. What are the things? You've got to put yourself in that energy. What happens is we start letting the bills and the home life and all of these external things get with what's happening here. that when they're there to just get a car.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
They don't care what the problems you got them and baby needs a new pair of shoes and I gots to go down to the dealership and get myself my own car, cause I'm not gonna buy a car from here. All of that is outside waiting on you. Your problems are waiting on you. In there, you're a problem solver. In there, you're a machine.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
In there, everything is right with the world because this is the place where the money is happening, baby. This is Vegas and you're a high roller. You've got to take on that mindset, even when it sucks, even when it's hard. Listen, you have pretended to like your boss and laugh at his corny jokes for less.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You're not willing to pretend like everything is all right in your personal life in order to come up professionally, in order to switch that energy up? Also, move your body. Go get yourself a new shirt or press the one that you have. Switch out your outfits. Get something going so that you feel good about yourself. Change your hair. Get a haircut. External things will change you.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I have one of my best friends, a guy named Ace, right? And believe it or not, he cuts my hair. I know I have locks, but trust me. But the thing of it is, bro, he'll tell you. People get out of his chair, and it's like they're transformed. Their energy is different. They feel like they can take on the world. And then they'll FaceTime their woman. I do it myself. I FaceTime my wife.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I'll be like, yo. She'll say, oh, you look good. I'm zooming home. I'm running red lights to get to Mars so she can see how good I look. If you do things that make you feel good, that energy is palpable. The same thing happens when your energy is negative and you're listening to your boss. Well, you know, it's the end of the month. Thanks, Captain Obvious. Cool. No problem, Chuck. I'm on it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Watch my smoke. And I'm there early and I'm the last one out because I got to make this happen. And that's that. And then you go back to what you were doing that was working. that you can control that you're no longer doing. You got to take stock.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
What is it? We're a gritty city. I don't think people understand. First of all, we're the birthplace of America. We don't get any credit for it. We are always, you know, in the shadow of New York City. The other part of that is. All of us, black, white, brown, yellow, we've all had to fight for every inch of what we have. And so we want our respect and we demand our respect.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
yeah yeah and they're looking for other people to you know co-sign their bs and it's like no get up okay you you lost you gonna stay down you'll be a little punk about it you you gonna cry or are you gonna make it happen are you gonna rise above your circumstances this is temporary you know life is going to throw you curveballs things are going to get bad Are you going to stay there?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Are you going to realize this is just the turn in the story? I'm a huge comic book fan. I love comic book movies. Thanos snapped half of the Avengers along with half of the people in the universe.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You know?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
But Thanos was a conservationist. People don't understand this. He was like, y'all are having too many kids. The amoebas are amoebating way too much. Then you realize if you get rid of half of that, you know, it's people out here with blue skies and full bellies now. You know, there are whales in the Hudson River. Captain America said, you know, maybe Thanos had a point.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
It all comes to your perspective. And even the directors and the writers of that movie, the first one, will tell you Thanos was the hero of that movie. It was his hero's journey. He had a mission. He saw it very clearly. Everybody told him it was crazy. He sacrificed his daughter. Spoiler alert if you haven't seen a movie from seven years ago. But that's the thing.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You've got to get yourself in the mindset that this is what it's going to be regardless. And everybody who is in your world are the children of John. In my case, rejoice. You are now the children of Dave. You should be happy that I'm closing you today.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And if you're cool, we're cool. But if you come with it, we're going to end you. And I just think that that's what makes us so resilient, man. Like you guys, you know, people have different things outside of like hot dogs and things of that nature. We chop up steaks and put it on a bun. Fair. That's fair. We have a jail in Veterans Stadium.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
No, but that's a good one. I'm going to do that. Calling the universe. Mark it down. Thank you, John. For me, it's as simple as this. There's a scene in Heat where Daenerys says, I don't get attached to anything that I can't leave in 15 minutes. Walk out on two in 15 seconds. There it is, 15 seconds. That's what it is. So for me... I'm of the mind that there's only two places to be.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You're either with me or you're in my way. And if you're not with me a hundred percent, I don't need you. You know what I mean? Like I'm at a point where I have to preserve me. This is what I told my oldest daughter when she was a teenager. I said, cause she was like, you don't care about my feelings. I said, Dori, of course I care about your feelings. I love you. You're my child.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I said, let me ask you something. If you have a bad day and your feelings, which are valid, are just horrible and you're having a bad mental health space, what changes about your lifestyle from a financial standpoint? Nothing. If I have a bad day, What changes about your lifestyle from a financial standpoint? Oh, daddy, we're F'd. And she didn't say F'd. I said, that's it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
So I need you to get on board this train. I don't care if you agree, but where I'm going, I'm gonna need you to go ahead and get in this caboose and start shoveling some coal. Like this is where we're going. You got to have that because what happens is you're going to find yourself in a place where you're sleeping with the enemy or the people around you can't see your vision.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I mean, that's biblical. It happened with Joseph. It happened with Moses. It happened with Jesus. There's always people who don't see the vision that God gave you. And they're looking at you like you're crazy. They said Noah was a drunk. He built the ark. Professionals built the Titanic.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
everybody around you has to understand that listen even if i don't agree i'ma let that person rock because they're doing something that i don't think is possible but if i get out of the way long enough they might do it but yeah if you're around me with that negativity if you walk in a room and all of a sudden film starts developing you gotta go it's real easy for me to chop you off well i think that that brings up two things number one for me is a real quick way to get cut out of my circle is anybody that tries to be the main character in my movie
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah, no, it's the most important thing to be a cheerleader when it's time to be a cheerleader because everybody has their time. You know, you look at Dennis Rodman. Dennis Rodman is not in the conversation as to who's the greatest between Jordan and LeBron, but Dennis Rodman led the league in rebounds. By the way, Michael Jordan never won a championship that did not involve Scottie Pippen.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Did you notice we have a jail at the bottom of Veterans Stadium? We're the first sports complex to have a jail and a courtroom in the stadium.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Everybody has a role to play. So why am I going to get mad? You don't ever hear Superman hating on Aquaman. And I mean, he could. Talking to the fish is not exactly the sexiest superpower, but everybody has their lane. Everybody has their purpose. And it's lonely at the top because everybody thinks everything is a competition. And it's not.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
The best thing you can do is collaborate with like-minded people. And so I want the best for everybody because if that's the case, then we're all winning. My grandfather, who had a sixth grade education, said, Dave, a candle never lost anything by lighting another one. That's how I live my life.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah, when I say like-minded, I mean, you and I might say, okay, I wanna climb this mountain. And I'm like, yo, jet pack. You're like ropes and cleavers and sticks and guides. I'm like, jet pack. We're both trying to go to the top of the mountain. We don't agree on how to get there, but the goal is the same. Our methodologies can be completely different.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
But if we have that goal that we're going to get there one way or the other, And if one of us is falling off the side of the mountain, we're going to lift the other one up. Then we're going to win. I don't want you to agree with me. And the majority of my team does not agree with half the things I say. And they shouldn't. I think the yes culture is a completely different animal.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
But I think if we have a common goal and we know 15 ways to get there, then guess what? One of them is going to work.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I mean, it was. I think Lincoln Financial Field just takes them off now. But in the days of the vet, when I was a little kid, there was a jail and a court right there.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
don't leave yourself out of your selling process everybody can sell anybody can sell anything but the way that you get to be elite level is by dialing up who you actually are because who you actually are is going to do two things the first thing it's going to do naturally is what the google said you want to attract as many people as possible
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
sure absolutely but you also want to repel the people that just don't speak your language send them over to bob bob's on the bottom rung he's not he's not a high energy type of person he's not going to shoot you straight he's not going to bs about certain things but Repel the people who aren't for you. That way it's a clear path to the people who are.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And the other thing I want to say is when you are doubling down on who you are, you get really clear about your good and your bad. And instead of trying to fix your bad, You specialize in fixing the things that are phenomenal about you and tweaking those all the way up because you're not going to change. Your synopsis have been fried since you were five years old. Who you are is who you are.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You can make adjustments, but the best parts of you, those are the things that are going to be the secret sauce that's going to make you an A-list seller. So don't shy away from that and stop looking at sales like the world looks at sales. Look at sales for what it actually is. There's not a product or service on this planet that is not sold, even the free stuff.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
in the stadium was that designed to get them back in the stands to just adjudicate them quickly give you a ticket and then get you back out there was such a backlog in the jail every time there was a sporting event because we'd be fighting you you mix philadelphia grit with a whole lot of beer Yeah, bro.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
So once you get that, you'll be golden, man. And I tell people all the time, if you want to look at the best salesman who has ever lived, you can pick up my book, Sell It Like Jesus, Principles and Strategies of the World's Greatest Salesman, because that's the thing. You can't argue. The merch numbers are legendary. The book, it's still selling to this day.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And $33 million a week in tithes and offerings ain't nothing to shake a stick at.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Oh, it's real easy. My website is the business bully.com forward slash without paid ads. I'll show you exactly how to sell without having to spend a whole bunch of money on ads. And you can follow me on all social media at the business bully. I'm always here to help and chop it up.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Well, my mom was a teacher. My dad was a cop. So very, you know, basic home life, but everybody in my family, my mom's family, they were really big on education, really big on reading. And you were allowed to have an opinion. You just had to back it up with a whole lot of research.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
So if you had a difference of opinion, you better be ready to back it up at the dinner table with charts and PDFs and the whole nine. And that was a big thing. The other thing that, you know, when I came up, my brother and I, you can start whatever you wanted to, but you either finished it Or you quit. And if you quit, you couldn't pick it back up. So I learned seven instruments. I sang.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
My brother was a three sport athlete. You know, I was doing radio at nine, TV at 15. You know, so there was this mindset of you finish what you start and you become the best at it or you don't bother doing it at all because your last name meant something in my house. And to this day, that's how I am with my kids. Anderson's don't give up. Anderson, what do you mean you can't do this?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Figure it out.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I was on radio at nine, TV at 15. What are you doing on the radio at nine? Everybody says that, but nobody bats an eye about the Olsen twins having the number one show as infants.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
um i was doing a show called get held they didn't have to do anything hosting a radio show you gotta actually kind of bring it i mean as a nine-year-old you're hosting a radio show yeah i was i was co-hosting with an adult thank god and i was having the time of my life we were playing you know music that was kid-centered we were talking about things that kids go through like kids have problems and everybody ignores kids until they grow up or they get into trouble before they grow up
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
The premise of the show was to give kids a place to feel safe, a safe space before that was a thing, and to also give them guidance and show them that life does not have to start when you're 18. There are things you can do now. So we encourage kids to foster their talents, to be creative, to show up and show out and be who they are in an expressive way.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And it was a phenomenal breeding ground for me, man. But yeah, from the time I was nine to the time I was 17, I did that show. And it was one of the greatest experiences in my life.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I would say at this particular point, and in radio, you jump up and down the dial. You're a nomad. And I started to get into programming while still being on the air. And then I got approached to produce very young, about 22, I produced my first show in Philadelphia. It was a major market morning show.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And then I wound up going to the competition and producing Wendy Williams when she came down from New York. um so i was about 22 then but full-time going behind the scenes um what year were you with wendy williams oh 1998 1999. Okay. Deep. All right. Cool.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah. So at that point I moved into Austin. I was programming in Austin and I got approached by DJ Clues people to help syndicate Desert Storm Radio. And that was like my first huge syndicated show. And then from there I wound up putting Ricky Smiley in the syndication two years later in Dallas. And after that, I became the first director of social media for Broadcast Corporation.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And then I retired.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah. The thing of it is – I think that people don't understand how conditioned we are to tradition. So for example, you've gone to the movies in the past year or two, right? And you've seen how people will stand in a line like they did when we were kids. Just stand in the line, wait for the pimple-faced kid to give you your tickets, even though we got ass, bro. But we're conditioned to that.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
So people are conditioned to listen to what's happening on morning radio. And there's nothing you can do to fake that authenticity, that local flair, and that gritty, wonderful quality that radio brings when it comes to talk. Has it diminished? Yes. Has it had to evolve? Yes. Has it had to embrace things that are not traditionally radio? Absolutely. Is it going anywhere?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That's like saying, are vinyl records going anywhere? Do we use them all the time? No, but they're back in a big way.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah. Yeah. And I think the other part of that really quick is when you look at the way we operate. People are getting hip, especially in the business world. Like if you buy a commercial spot on a radio station, once the DJ says we're going to pay some bills, people are tuning out. It's a natural thing to do.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
If you buy a spot on a podcast or on a YouTube channel or some streaming program, that thing is there forever. So you get a whole lot more bang for your buck. So they're still trying to make adjustments as to how to make up for that in the digital space. But I think they'll always be some station someplace. And God forbid if there's some type of natural disaster.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Here's what I understand. And I'm honest with myself. I'm not here to tell you I'm perfect. I'm not. I'm a horrible employee. Not because I don't do my job well, but I want to do the job the way I know the job should be done. Not the way that you ding-dongs think it needs to happen. And when it's not your ship, you can't control how they want the job done.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You just got to go in there and do the job without thinking. That doesn't work for me. And what I realized when I got out of it, when you look at my resume, it's all radio, television, film, stand up, all of these things. And if you're a supervisor, you're like, you're just going to do this until you go back to Hollywood. And I'm like, no, I want to do this.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And nobody would hire me except for sales gigs. And so I realized that I've been selling since 1987. I've been selling since I was nine years old. The job is to show people how what you have is going to make their lives better or solve a problem. And at that point, once I realized that, I started really killing any sales jobs. So I sold everything from cable to gutters.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And then I started selling home security systems. And I worked for Honeywell. Honeywell had one. And then I was going around cutting out ADT systems. And so ADT bought my contract. And I wound up selling for ADT. And then people were asking me, how do you sell like this? And I just got sick of telling them. So I wrote a book called Pitch, Close, Upsell, Repeat as to what my sales strategy was.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And then the next thing I know, you know, 100,000 books out of the trunk. And here we are.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
What made you great? Bro, they asked Jeff Bezos one time, how does he pick an employee, especially when it comes to his inner circle? And he said, simply, I find the laziest person I can find because a lazy person is going to figure out the simplest way to do it. And what I realized is I'm in Philly. You said it yourself. It's Philly. Someone just got shot.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
so i would turn on the tv at four o'clock in the morning and the 600 block of 19th street there were three shootings and so the 600 block of 19th street is where i would go hey hey listen not to bother you uh real quick do you know miss jenkins just got shot oh you didn't hear what what kind of security system do you have well you know we're running a 39 special right now oh no you don't need to worry about credit or a long-term contract it's month to month sign here and here and so by the end of the block