John Gafford
Appearances
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Today's episode of Escaping the Drift is brought to you by Mando. Are you somebody that stinks? I know, that sounds crazy. Or more to the point, you got a teenager that stinks. Because, wow, this Mando stuff, they sent me a package of it to try out. And if you've got that weird odor emanating out of your teen's room, try Mando All Over Deodorant.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
That's easy money.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
See, you know, that brings up an interesting point because they say that tough times breed strong men that build great times. And then great times build weak kids that build tough times. That's a fact. So obviously you, because you grew up single mom, you have a brother.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
No more hustle the cart wash 14 to buy what you want. Yeah, that instilled an internal sense of resilience with you. So how so you had your kids pre fall, right?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
All six were on deck. Like they were they were living the high life.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
So how did you? How do you not raise worthless kids?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, yeah.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah. I think that.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
know obviously i didn't have the same situation you did but my parents got divorced when i was very young my father was an attorney in a very small southern town yeah rule number one if you're a woman in a small southern town or your husband is attorney there don't get divorced in that county it's just a bad move bad move my father was not very generous with my mother and the divorce so we still lived in like the ritziest neighborhood of my small town yeah in north florida
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
but we didn't have any money. So we're broke. And so going from that situation where, you know, you're constantly having to try to keep up with everybody else and there's no way to do it because you're behind. I think that much the same way it did for your kids. I think that burned my resiliency. And I think that's what made me that of my child. And I look back at my childhood very fondly.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
I don't, I'm,
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Nobody is one wouldn't nobody, you know, you hear like David Goggins and nobody is feeling bad for me. Yeah, exactly. But that, I think that. That less, that, that feeling of less than, and that feeling of left wanting.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah. Right. Right.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Is what created that burning desire in me to, to get successful. So I think, I think that's good. And it's so tough. when you are someone of success. I mean, it's the biggest fear we always have with our kids. And we're constantly trying to manufacture adversity for them.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, and it is manufactured.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
As much as we can manufacture, I mean, sports and all that stuff and everything we can manufacture, we're trying desperately to do.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And dude, my kids are great, but... At the same time, when they were eight years old, they had a, you know, they had an opinion on the airline we were taking.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
You're like, whoa, did Delta know? Why are we on Southwest? Did Delta not have any flights here?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah. And they had that, you know, we had a private jet for a while and they had all that stuff. And And I think they're still very well grounded, because I think we do the best we can with them. So let's, because you were very successful early, before your trouble. So what was the, so you went into what field after, because you went to BYU, I'm assuming?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Chalker. Not a big surprise, based on the story so far.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Or as the used car manager at Troncolli Nissan in Atlanta used to say, James Myrick, man, this car's been hit more times than Joe Louis. That's it. And now, Escaping the Drift, the show designed to get you from where you are to where you want to be. I'm John Gafford, and I have a knack for getting extraordinary achievers to drop their secrets to help you on a path to greatness.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
I'm a total imposter. Yeah, come on, figure it out.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, you're like, okay, no problem.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
So stop drifting along, escape the drift, and it's time to start right now. Back again, back again for another episode of the show that, like it says in the opening, man, gets you from where you are to where you want to be. And today in the studio, I got a good one, guys. This is going to be super industry. Interesting.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Or as the used car manager at Troncolli Nissan in Atlanta used to say, James Myrick, man, this car's been hit more times than Joe Louis.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Not too often do you get to sit down and talk with somebody that has had such a meteoric rise and such a massive flame out. I mean, we all talk about the ups and downs of life, the ups and downs of business, all of these things, but this is a guy, he did a little bit of time, went inside a little bit because he was convicted and accused of $180 million Ponzi scheme.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, because everything's half price, sure.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And I kind of just want to hear the story of how all that stuff happens. Ladies and gentlemen, welcome to the program. This is James Catledge. James, how are you? Good, thanks for having me.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Because this package they got is, man, I put it on the boy. And I got to tell you, he and his room had never smelled so good. I mean, literally you can use this stuff all over you. I'm talking about your feet, your butt crack, anywhere. Anywhere you got skin, this stuff will work as a deodorant. It was created by a doctor. It lasts for up to 72 hours.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
See, I want to take it one step further. My favorite technique in business anymore is I call it the Tony Soprano, which is this, which is if I want to build an auxiliary business on a bolt on to something that we do here, right? I'm going to say, okay, cool, you can do this. And then I'll go get the best person I can to plug in that already has this existing business.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And then we flood them with customers. And then at the end of six, seven months, I asked a very simple question. How much of your business is our business? And when that number tips north of 50%, well, I'm going to be your partner now. Yeah. Right.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
See, full disclosure, I screwed up the first opening. That was word for word almost exactly the same thing. Very good, yeah, very good. See, I'm a pro here, James, I'm a pro. Yes, you are. That's how we do it. So let's back up, man. Obviously... You know, you've had quite the life.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Now we're partners and that's how it's going to be because you know, once you get somebody so dependent on that source of business, they don't have a lot of choice. It's like, listen, I'll bring you more and we're going to do this, but we're partners now.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
The men that built America literally should be required education.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, should be absolutely well. That's great. How do you go from that? Because you're making a million bucks at 27.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Which have a massive markup.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, I have. You've had quite the life.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And yes, we're going to get to talk about some of the negative things. But I always, I want to try to find some positive here. So obviously we talked about the show. The idea is helping people get to the next level. And I believe now, obviously, you are a reformed gentleman. You're not somebody that is still looking to do anything that could be perceived as a negative in the world. No.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Well, you became probably an expert through the copywriting process of finding pain points.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Dude, I could tell you, because I own an insurance agency that specializes in Medicare supplements. Okay. And when you're a young guy, all you're doing every day is sitting with people that are 40 to 50 years older than you.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And you don't reach the heights you reached because you reached a lot of those heights, perfectly fine, great business, doing wonderful things. And there's a lot of good knowledge in there that you can use to help others. And I love that that's what you're trying to do now. I love that.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
It's tough.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
It's tough. And they can't hear you. Yeah.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
i can't hear very well and she doesn't see very well and he goes i know what what's the secret to a long marriage he goes i just told you i don't see very well and she can't or i can't hear very well she can't see very well it's the perfect combination it's called chemistry yeah she can't see me anymore and i can't hear her anymore that's great that's it
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
So let's talk about, I always like to talk about nature versus nurture first, especially with high profile, very successful guests. So tell me about young James. How'd you grow up?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Come for a free lunch.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
How many agents under you?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Dude, my guy Sean Mikey came in here a couple weeks ago. He's in Miami. He's got a life insurance.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And it is, it is.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, but let me ask you a question in that situation. This is where Chris screwed up, right? Would you have done a deal with Chris where you got to be a GA and paid him a 25% kick?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, and you'd been happy to do it.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, but my point is, dude, you can't cut the deal. You can't be greedy. You don't get to keep it. Here, over the years, we have amazing people that work at our company.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And we've had over the years, some people that split off and want to go do their own thing. Yeah. I want to go up in their own company. I'm like, man, I wish you well, it's hard. Yes. It's really hard, but I wish you well, because that's the nature of the beast. And I think if you start trying to, you know, you know, I always ask people, I want to leave here.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
I go, I go, is it about money or is it about a dream? Yeah. And if they say it's about money, I go, then don't do it. You're stupid. Like, it's going to be really hard to make money doing this in this economy. If it's about a dream, if you've always had a dream to own your own shop, go do it.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
But you get your own agency eventually.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Okay, so in my- This is mid-90s. That was the way of the business. Primerica, that was the way of the business.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
We can't. We're going to run out of time. We've got to skip ahead here. So you're making a truckload of money with insurance. Truckload of money. Truckload of money.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
We've got to get to it. How do you go from you're so incredibly expensive. You're killing it in insurance. You're crushing it in insurance. Yep. How did we wake up in a Ponzi scheme? I'll tell you.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
But how do you go from there?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Confession.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
If they want to do it.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And my attorney- So what did the jury end up giving you?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
What happened to your personal finances? Did they attack your personal finances?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
When you... When all of this kind of came down, right? And obviously your whole life changes in an instant. It goes the other way. You know, a lot of the people that you, you know, you thought you were doing right by me. Dude, I have a similar, look, I don't have a $180 million problem. But I had a million dollar problem where I had taken money from my friends and family and people that I knew.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
The investment in something that wound up not being what it was. And I ended up having to pay it. I paid it all back because I didn't want to have that. Luckily, I mean, look, a million dollar hill is, $180 million is a lot different than a million. And since then, I have a friend of mine that's doing a very good business right now. He's got a very good business model. It's very smart.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
It's very sharp. And I was supposed to get in as an investor to it prior to them doing a Series B fundraise. Problem was the valuation that I was granted would have not been the valuation Series B was being offered at, and it screwed the deal up a little bit. And that's fine. I get it. Attorneys get in the way of things all the time.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
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Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
But he hit me up now, came back and was like, hey, and this is a good friend of mine. I believe in this business. This is a good business. But he said, hey, you know, could you could you put it out to your people and see if they was part of the Series B? And I just my response was, bro, I can't do that because I will never again raise money for anything that I don't have total control.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
I totally agree. I just want to wise position to take.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, and I love him, and I love the business. I was going to invest in his fund, but I just won't do it.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
I think, too, if you look at that time, if you look at that time, because I was in real estate at that time, and you look at how fast everything was going. It turned upside down. Everything was going so fast. Yes, yes. you know, I mean, no income loans and nothing was getting vetted. People just in a deal and just, hey, I just made 50 grand in this house, so let's just buy that one.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
It's just, everything was going so fast. On every level, on every scale. You look at, you know, I, at the time, during that boom time, Right when I first got in real estate, I was selling, there was a company here in town called SunVest that was doing condo conversions all across the country.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And we would just go to these real estate shows in like San Francisco and just stand in front of the room and then just literally present five projects and then sell 200 condos.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And like 300 grand.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
And then two years later. Yeah. I'm sitting in Vegas selling those units that I was selling for $350,000. I'm selling them as foreclosures for $40,000, $30,000. It was crazy. So look, I'm not going to fault you for going as fast as all of us did at just a much bigger scale. Anybody that wants to throw stones at you at that time, I was living it then. We were all running.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
any construction project is never let your contractor get ahead of you financially, ever. That's it. Ever let them get ahead of you. I don't care if you're remodeling your bathroom or you're building a high-rise. You never let your contractors get ahead of you.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
That's exactly right. Ever.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
You're always building incrementally in arrears to the work that's getting done. Correct. The only thing you're ever fronting is material. Exactly. That's it. So let me ask you one more question before we go, just because I think this is something that a lot of people, like this whole story, right?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
The thing that I think probably we didn't talk about that I find that I want to understand is the reputational collateral, the damage that was taken. Great question. Right? Like, how do you deal Yeah. With somebody at your heart that you feel like you're doing the right thing. You're just trying to do the right thing. Yes. Yes. You're crushing. Yes.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
You're doing this, but everybody around you is making money. You feel like you're doing the right thing. And then all of a sudden I got to believe, especially in the circles that you're, you're in with that tight net church community.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
You are a person.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
I think we'll leave it at that.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
No, thanks for coming in, James. Well, listen, man, if you listen to that, I think there's definitely... I think that last question is the takeaway, man. We talked about so much stuff today, but listen... Life is going to give you ups and downs, and sometimes those are self-created, sometimes they're not.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
But at the end of the day, you need to focus more on who you believe you are than who other people think you are. We'll see you next week. What's up, everybody? Thanks for joining us for another episode of Escaping the Drift. Hope you got a bunch out of it, or at least as much as I did out of it. Anyway, if you want to learn more about the show, you can always go over to escapingthedrift.com.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
So he's not really in a position to. She's thinking, I don't have to run faster than the break in. I just got to run faster than my eight year old son.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
You can join our mailing list. But do me a favor, if you wouldn't mind, throw up that five-star review, give us a share, do something, man. We're here for you. Hopefully, you'll be here for us. But anyway, in the meantime, we will see you at the next episode.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Well, I think it's very interesting that even at a small age, you realized that Sometimes just changing your physiology, and you, your physical world, just by the act of holding those knives, right? Just change the whole process. And I think if you're somebody out there that's struggling with fear of anything, I think you just got to find something
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
You've got to find that knife to put under the hand of the garbage can.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
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Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
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Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Chris Leake is a friend of mine and he had a massive home services business that got sold out to private equity. And he's a Mormon guy. He's from Utah. And I never put it together. He's like, oh yeah, dude, all I do is recruit former Mormon missionaries. Right when they come off the missionary. And I'm like, Yes. Oh, my gosh. I'm like, they're banging on doors trying to sell Jesus. To strangers.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
To strangers. They got no problem asking about solar. No problem asking about solar.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, and he told me, he goes, literally, he goes, every home services building business across the country, they recruit from Utah.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Right from Utah.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
I can't believe I never put that together.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Yeah, that's a conversion. That's it. Literally a conversion. Literally a conversion.
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
Anything that, look, whatever it may be that teaches you that level of responsibility and dedication at a young age, be it the military, be it that, be it anything. Yeah. I'm going to get behind. That's good stuff. As a kid, let's go backwards a little bit, as a kid, because you said you didn't get paid for that. What was the first hustle you remember you did for money?
Escaping the Drift with John Gafford
The Unseen Strength in Setbacks with James Catledge
What was the first way you got money?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Today's episode of Escaping the Drift is brought to you by Mando. Are you somebody that stinks? I know, that sounds crazy. Or more to the point, you got a teenager that stinks. Because, wow, this Mando stuff, they sent me a package of it to try out. And if you've got that weird odor emanating out of your teen's room, try Mando All Over Deodorant.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That is, yeah, I mean, that is, that is, dude, I've been doing this for a long time, right? That's probably the best example I've ever heard of identifying a buying market, identifying a target rich environment, no pun intended, I'm shooting, but just being able to identify who you're selling to. So how do you take that methodology and translate it into other industries? How do you do it?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
What year were you with Wendy Williams?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I was on her show like 20 years ago, not 30 years ago. Yeah. And now, Escaping the Drift, the show designed to get you from where you are to where you want to be. I'm John Gafford, and I have a knack for getting extraordinary achievers to drop their secrets to help you on a path to greatness. So stop drifting along, escape the drift, and it's time to start right now.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah, for me, man, my superpower, and I say my superpower, I probably picked it up from Dan Fleischman, who is a friend of mine, and he always says his superpower was his phone. And I've taken on that same idea, that same persona, where when I meet somebody and they start talking about what they're doing or how it can help, I don't really look for – I don't ask, how can I help you? I just think –
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
who do i know that could help this person what connection can make this idea go faster further create a sale create revenue help both parties and they're like you know i'll say like oh you know you got to meet my friend bill i think bill could really help you with what they're doing this is what they're doing this is why it would work together here give me your number i'm going to connect you guys right and then a that is a really simple way to connect with somebody else yeah
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
and somebody saving and if you want somebody to save you in your phone in their phone dude get their number in yours and then do a three-way text with somebody that can help them yeah it's over we're gonna save they're gonna yeah they're gonna save that and i try to always think every time i'm in a situation some business i'm like how can i connect them with they could help make this go faster right or help what they're doing that's always my thought process so i love that you you come from that place of giving and you do that
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
So let's talk about when you wrote this book, man, because you've written a bunch of books now, right? Yeah, like 22. Like 22 books. All right. So that first one, so that, and here's the thing, you've been doing this since before AI would spit a book out.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That was the first book. What was it like when you were writing that book and you were going through it? Did you know who you wanted to take it to as far as a publisher? What was the goal for that book?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah. One of my biggest problems with people that are in the sales industry is they try to create these different bullshit terms that are like, no, no, no, I'm not a salesman. I'm a, I'm a luxury consultant. No, dude, you work at Gucci. Stop. Just you. It's okay. And I think that's the thing. So many people have just made it in their own mind to load what they do. Like, you asked me what I do.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
back again back again for another episode of the podcast like it says in the opening man gets you from where you are to where you want to be and today beamed from the interwebs right into the studio i got a dude that has worked in the broadcasting industry with such greats as charlemagne it's just this dude's resume goes on like crazy and he has developed some systems and some processes to help you achieve some things that you
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Like, dude, we sell. Like, I am an elite level salesperson. That is what I do. That's what we do. And I own that. I don't try to sugarcoat it as in my industry, because in real estate, you know, certain people are like, we are a homeowner.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
home lifestyle consultant no dude you sell houses that's what you do own it just be good at it because there's nothing wrong with it because the world needs sales people and i think that because again if you come at it from a place where you're problem solving and you're actually getting there there's so many people that need a good sales person to get them where they are where they need to go you know i found one of the interesting things i found about about the car dealership
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
was the people that let you do your thing always seemed to get a better deal and were happier. And the people that wanted to fight you tooth and nail almost got their heads popped off and they always left mad. It was crazy. So like, what do you think people can do in the sales industry to make the image of what we do better?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Okay, so that leads me to my next question based on what you just said, which is, what is your genuine feeling about some of the alpha sales gurus that are out on the internet right now?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah. I just, I look at some of it and you see it. I like, I don't, I try not to follow a lot of the people, but occasionally I'll be at an event or speaking somewhere and I'll walk around the corner. I'll see what he's talking about. Like, oh, great. Here's this person. And I just feel like.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
like I hate the alpha culture dude like I'm in the gym every single day I do my thing but I'm not standing in front of a mirror going like I just I hate that culture I think it's so stupid it's just it's just dumb and I think
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
know there's a movie i hate to say this but there's a movie out there uh maybe you've seen it maybe haven't it's uh what is it it's a luke luke wilson oh the one where he falls asleep and then um terry crews becomes the president yes yeah yeah he's the smartest guy in the world exactly And I just watched that movie and I just, I see it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And I'm going to say it's not frat boys because the people follow these guys don't have an education at all. And I just see them grunting and I get fired up and I just see this and I'm like, bro, this is the dumbing down of America in real time. Yeah.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
got to hear. Ladies and gentlemen, welcome to the program. This is Dave Anderson. Dave, how are you, man? I don't have any interesting complaints, man. Thanks so much for having me. Interesting complaints.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
on it live in color and some of the stuff that i see that people teach is just so transparently stupid like if anybody ever walked up to me and said half of the stuff that comes out of some of these sales trainers mouths i'd be like bro you got to be kidding me for example let's talk about this because cold calls you are in sales cole carls are a way of life yes i want to talk about i made a video the other day
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
on my Instagram. And it was basically, I got victimized by a cold call. That's what I said. I got victimized by a cold call. And I said, this dude calls me and first thing out of his mouth is, hey, this is John, blah, blah, blah. How are you doing today? And I'm like, okay, sales call. There you go. And he's like, so my CEO asked me to reach out to you. I'm like, really? Who's your CEO?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
He's like, what's up? You know, Bob Smith or whatever. I'm like, how does Bob Smith know me? And he's like, uh well like dude and he just fumbled and fumbled and i said and i just i eventually just let him off the hook and it's funny i made this video like like the ten commandments of sale of cold calling is if you're gonna do it and i said i'll start it out number one
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Never ask anybody, how you doing today? Because as soon as you say that, and they always do it in that same cadence. How you doing today? It's like, I instantly know you're a salesperson. You don't know me. When is the last time you called one of your friends and said, hey, Dan, how are you doing today?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
never you say what's up man hey hey what's happening how you doing today nobody i know your sales number two don't tell me your ceo asked me to call you that's the new one of the invoke things oh they asked me to call you unless you're ready to be called on it because this dude was not And it just went on and on and on.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And the funny thing was the first comment that I got back on that video and I made it was some dude said, he goes, I mean, if you get victimized by getting a sales call, I mean, you're a little soft. And I'm like, okay, bro, you don't understand what I was trying to say.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
If Gordon Ramsay goes into a restaurant and they serve him a terrible meal, he's going to say, this chef just victimized me because he's a master. Yes, I'm very good at what I do. So if somebody does it sloppily, I'm saying you victimize me. So what sends you walk me through what makes a good sales call?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
At home in Philly, are you still, is the hangover still going from the Super Bowl win, I'm guessing?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I want to back up real quick because you said know who you're calling or know about them, right? Right. I think one of the biggest mistakes that people make is they try to sell the same way to the same people always, right? Like if you are in a business that you're selling tools or services to salespeople, Don't sell them like you would everybody else. You just cannot do it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That's why like, look, I think salespeople are actually the easiest people to sell to if you do it right. Like no bullshit rapport, none of that. They know you have a, forget all of the script, forget all that stuff. If you're calling a sales person, come out of the box with what you got, why it's going to help them and how long it's going to take to talk about it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Hey, man, I got product X. None of your competitors are using it. You can absolutely use it to kick their ass. Is it worth 30 seconds to hear about it? That's it. What do you got, dude? I'll hear your pitch. But if you call me with the chunky, my CEO asked me to come on, dude, can we just like time is valuable, right?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Most good salespeople, when they hear a bad pitch, they're just going to hang up on you because they're trying to save you time. That's it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I do 97%.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I got a girl that works for me on my team that went to the Super Bowl. She's still posting about it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
She's like, here's your daily reminder that the Eagles won Super Bowl.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
No, absolutely.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That to me is a... Yeah, that's the key, dude. Everybody I've ever met that has said, oh, I did sales once, I hated it. What were you selling? I was selling this. Was it a good product or bad? I was terrible. Well, that's why you hated your job. Cause you had to stand there and lie to people all day. You don't believe in what you're selling, bro. You're never going to want to do it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah, I can see that. Let me ask you this. Why does Philly, before we get into the thing to help folks, why does Philly have such a reputation for having such confrontational fans? One of my favorite things I've seen on the internet and probably the last year is somebody said, hear me out a new reality show.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You're never going to be any good.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Well, you know what's funny that you said, and we talked about earlier, I think, a little bit, was getting in a rut or getting on a roll in sales is something that attitude does everything. You said, like, you can't have commission breath. And I think that, you know, we've all had, if you're in sales, you've had times when you're just snapping. Everybody's just buying.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Because this package they got is, man, I put it on the boy. And I got to tell you, he and his room had never smelled so good. I mean, literally you can use this stuff all over you. I'm talking about your feet, your butt crack, anywhere. Anywhere you got skin, this stuff will work as a deodorant. It was created by a doctor. It lasts for up to 72 hours.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Everybody is, you can't write fast enough. Everything's just going your way. And I think a lot of that has to do with what you're projecting internally. And then you have times when you get in a slump, dude, and all of a sudden you're like, hey, man, like my bank account is starting to go down a little bit and starting to feel the heat a little bit. And then people start smelling desperation.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Like I always tell people, like, if you want the best deal on a car, here's what you do. Number one, go to the dealership on the last day of the month. That's fine. Somewhere in the dealership, there's going to be a big board in there with all the salesman's names on it with a bunch of X's and lines on it. Find the dude that has the least number of X's and lines and say you want to work with him.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Because that dude is so desperate, he's going to fall. and not fight for anything just to get a unit to try to keep his job. So if all of that is said, if you get in a slump in sales, what's the best way out of that and to maintain that calm and still put out that good energy and not put out that negative energy?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
We take MMA fighters, we take UFC fighters, and we put them in the opposing team's jerseys and take them to Philly sporting events. They won't survive. I think, dude, what is it about the passion of the city? Is it just is it a tribal instinct that we have to beat up opposing fans?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I love that you said, feel good, play good, pretty much what you said. Because I tell people, if you're in a slump, step number one, wear a suit every single day. You got to put a suit on. Because to me, man, it's like that's your Superman suit. Like there's a change in that physiology.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Like if you're rolling into the office, I'm casual today because a little nippy in Vegas today, believe it or not. Really? What's nippy in Vegas? High is only 58 today. So a little nippy in Vegas today. Yeah, it's cold, right? That's really weather. Yeah. Yeah, it is, dude. It's cold outside for this time of year. It's going to be 97 next week, so there you go.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
But anyway, but yeah, look good, feel good. And I always tell people, if you make that change, you put on a Superman outfit, right? It's going to change. Your physicality will change your physiology, which will change your outcome. Two, I'm a real big believer on visualization of things that you want to manifest.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
and right now i think if for me like for all of the stuff we use chat gbt through we use it all day long for a million different things in our company but for me like one of the most valuable that i never really hear anybody talk about is chat gbt is now especially with the new upgrade makes incredible imagery like incredible imagery so dude you can like when you write out your goals and you're writing that vision statement about what you're going to have
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
absolutely tell it what you want, like describe what you're after. And it will create an image of that that is so vivid. It's like a picture and it's there. Like if you go to my gym right now, My gym, my house, I got stuck on the wall. I have a copy of my book in the, in the, in the, the airport bookstore says bestseller. And part of my deal is they have to distribute part of the deal.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I signed that they have to distribute it in the bookstores. It's mall. That's a news. So yeah, that's going to happen. And I put that up over a year ago. Like that, that happened. I had one that said I had an old partner that kind of did me dirty north of seven figures, and I had one of a settlement statement where it said this deal was settled. It just got settled like three weeks ago.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That happened. Not all of them come to fruition, but, dude, if you just look at that imagery and you just absolutely feel it as though that it's happened – You know, I don't know, dude, say what you want. The Jim Carrey checking his wallet for $8 million, the stuff on my mirror, it works. And if nothing else, it puts you in a good headspace to get where you want to be.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And you just, I think I find so many people when that bar ball starts rolling negative, man, they just keep rolling with it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That's bad.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
But then it got undone. Is that an accomplishment for Thanos? Like, you didn't get them all, but you got half. Like, what are we really... It depends on your perspective.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Hang on though. That brings up an interesting point though, because I think a big part of your success is who you choose to surround yourself with. I think if you surround yourself with a bunch of people that are holding you back in any facet of life. Yeah. How do you, so, so obviously you probably feel the same way. How do you let those people go?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
How do you make that decision to call the herd, to Thanos out the universe, your own personal universe? How do you make that call? Let's go to your next book. I did that phrase right there.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
like i'm sorry this is my movie and if you're trying to take over be the main character of my film i'm gonna replace you you're gonna hit the cutting room floor and then two one of the saddest probably things that i i've seen as far as a meme or a quote or whatever you want to call them that they are that i kind of took as a personal challenge which which was said it said when your father dies you've officially lost the only man that ever wants you to ever wants to see you do better than they are or they did
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And I was like, man, that's terrible because it's probably sort of true. But dude, I root like crazy for all my friends to do well. And I got a lot of friends. I have a lot of friends that do exponentially better than I do. And I root like crazy for them. And I'm so happy for them. I make it a point to cheer when my friends win. And I think that's
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That's something that is, I think the hustle mentality a little bit, the hustle culture that's come up in the last five to seven years has created so much competition, which don't even competition is great. I love Pete. I love competition. I love all of that stuff. But at the same time, you got to also be rooting for, for your people on your team.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I'm going to challenge what you said a little bit though. You said collaborate with like-minded people. I like to collaborate with people that think differently from me as much as I can because I think the echo chambers that everybody likes to crawl in where everybody agrees with everybody.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I mean, I would say like, I have a great business partner in our businesses here and we do not always agree on everything because we've always said, bro, if we always agree, one of us shouldn't be here.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
It's probably pretty busy.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yep. Amen. Amen. Well, if you had to leave them with one more thing, the best piece of advice in sales, what's your best piece of advice?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
It's funny. That's what I always say to make people feel better. I'm like, well, I mean, Jesus didn't get them all in his bed. He got a lot of them. He didn't get them all. He got a lot of them. My sheep will hear my voice. That's what he said. All right. Well, they want to find you and plug it with you more. How can they do that?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
for joining us, man. All right. Well, leaving away from that today, man, hopefully if you are in sales, not in sales, everybody's in sales, right? Everybody's in sales. But I would say the major theme of today, and I want you to walk away from this, is this. Sales is not about products. Yes, you have to believe in the product, but at the end of the day, it's about a real connection between people.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
And that is something, thank God, that AI will never be able to replace. See you next week. What's up, everybody? Thanks for joining us for another episode of Escaping the Drift. Hope you got a bunch out of it, or at least as much as I did out of it. Anyway, if you want to learn more about the show, you can always go over to escapingthedrift.com. You can join our mailing list.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
But do me a favor, if you wouldn't mind, throw up that five-star review, give us a share, do something, man. We're here for you. Hopefully, you'll be here for us. But anyway, in the meantime, we will see you at the next episode.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
It's going to be fine. It's not going to pay off. All right. Well, let's talk a little bit about you, man. So obviously you're a guy that's achieved a lot of success and helped a lot of people become very successful. So I'm always interested in kind of the nature versus nurture thing, man. Tell me about you growing up. Yeah.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
We don't quit. So you said you were doing TV at nine.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
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Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
So when did you transition to support kind of behind the scenes with all of these things?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Before I was on her, I was on her show. I was on her show like 20 years ago, not 30 years ago.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Yeah, let me get right to the top and get out. It's funny, man. You would have thought, man, you would have really thought by this point that radio would be in serious trouble. I mean, my sister actually is on iHeart. She's in Denver. She's number one rated morning show in Denver. She's all talk. And it has been for years.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
But just like you said, and I keep waiting for it to be like, well, that's kind of the end of talk radio. And it just keeps on trucking. It just keeps on doing it.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
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Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Big way. Big way they're back. And I think, you know, it's funny not to spend all the time talking about radio, but this is why I don't have questions because I don't know where these conversations are going to go. Just what I think is interesting. You look at like Spotify and Apple Music and all that stuff. Right. And I find myself like.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
get in my car and even if you put the spotify dj on whatever it's like the same 30 songs over and over and over you just don't get people don't get exposed to new music like they used to regularly because people don't listen to the radio they're listening even if you go on xm right or serious and you put it on your channel like it's still the same like 30 songs in rotation Yeah, same thing.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
There's nothing new. I think just like people kind of gravitated back to vinyl, I think you'll start to see. I think that's why terrestrial radio will always kind of be around.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
no no yeah dude it's it's where you get real-time information for sure let's talk about what you did after you retired because i think that's where you kind of took off right so let's talk about that what was the get what was the thinking when you retired from radio what was the leap like because a lot of people man are in some job that maybe they're doing well they fit they fit the glass ceiling they fit whatever they're not getting what they want in life talk to me about the decision to walk away from that nine to five into something else
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That's user code Gafford. It's ShopMando.com. You're going to get 40% off. So support our show. Let them know that we sent you. Obviously, this is a paid advertiser, which is how we get started. to be able to do what we do for you guys. So check them out. Smell fresher, stay drier, boost your confidence from head to toe. Try Mando. And now, escaping the drift.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
Off you went. It's so interesting, a couple of things you said. Number one, I find that every great entrepreneur is chronically unemployable is how I like to refer to them. I myself was an employee for a lot of my life. Miserable employee. If I'm not in charge, yeah, I'm a terrible employee. I'm the worst.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
I did a good job when I worked for major corporations that I worked for, but I was a miserable employee because I was always like, well, why do we have to do it that way when this way is better? I get it. Yeah. That desire to steer your own ship. And if you have that, if you're out there listening to this and you got that, that's not going to go away. That's something that's in you or it's not.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
You know, the second thing talking about, you know, I love that you talked about when you get great at selling something and you're really talented at it, your competitors will come and recruit you. I mean, if... Yeah, I got a book coming out on November 5th. If you want to get the book, check it out. Get on the mailing list.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
It's coming out November 5th, distributed by Smith & Schuster, which is really exciting. Yeah, but I talk very much the most important skill you can learn is sales. Because if you can sell, you can sell everything, anything. So you went, your first gig was door-to-door, which I respect the hell out of that. When I first got into sales, my first job was cars.
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
That's where I learned how to sell, was on Carline, a millionaire. I was only there for... seven weeks. My buddy told me, if you go spend two months on a car lot, you have a PhD. And he was right. I spent seven weeks on a car lot and that's where I learned to sell. But going door to door is a whole nother animal, right?
Escaping the Drift with John Gafford
Broadcasting to Sales Mastery: Dave Anderson on Loyalty and Resilience
It's, it's, it's, it's that not knowing what's going to happen on the side of the door. So let's talk about what made you great at that?