In this three-part series, we’re looking at the 3 Controllables of a Southwestern Advantage summer. In the first part, we looked at Hours, the first controllable. Today, let’s consider the second controllable: Demos. I remember before my first summer with Southwestern Advantage, being trained by my student manager. Every week he would drill into me [...]
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One of the guys on my swim team is brutally uninteresting. Now, you’re probably imagining some poor, quiet, introverted chap who can’t make eye contact and hardly ever speaks. Wrong. This guy is talkative, chatty, garrulous, and chronically outgoing. In fact, he has verbal diarrhea—he hardly takes a breath in between sentences. He is an [...]
Life is complicated. There are always so many things going on, so many priorities to balance, and so many people to stay connected with. That’s part of why I like the Southwestern Advantage summer program so much—for twelve weeks, all I need to focus on is one thing: connecting with families about education. But even [...]
A few weeks ago, I dealt a glancing blow to the topic of how to teach people how to treat you. In other words, we discussed expectations in a Southwestern Advantage recruiting context. In other other words, we discussed unwritten rules people make up in their heads. Let’s go a bit deeper and explore how [...]
I had the chance to share some ideas recently at Southwestern’s Great Recruiters Seminar, specifically in a workshop on communication strategies. One of the points I stressed to student managers was to teach new team members how to treat you, from the start. First impressions are tricky. People make rapid assumptions about new acquaintances. Oftentimes, you can [...]
And now for a departure from my normal sales blog for a chance political encouner: I was running a Leadership Retreat for Southwestern student managers in Des Moines, IA last week. As we wrapped up lunch and were heading into the conference room, one of the managers remarked, “Rick Perry is in the restaurant.” Didn’t [...]
Last blog, we were discussing how to break out of the state of being stuck mentally in a Southwestern context. We talked about using the phrase, “What would it be like if I could ________ (insert impossible thing)?” By pretending you have the skill or ability which you currently believe you lack, your brain opens [...]
Many of you Southwestern managers may have already seen this if you’re paying attention to youtube…Kenny Brooks, a self-styled comedian who uses a barrage of funny one-liners to sell his cleaning product, has gone viral. Kenny’s sales technique is caught on camera by a prospect. From the looks of this, he didn’t attend a conventional [...]
Hey Southwestern friends! Have you ever been selling or recruiting and gotten stuck mentally? In other words, you thought: “This can’t be done.” Or “Hitting that sales level is impossible.” Or “I could never approach that person for my team.” Of course you have. We all tend to limit ourselves at times–we get stuck in a [...]
Raise your hand if you’ve ever been guilty of talking to yourself. Out loud. If you’re selling with Southwestern and your hand isn’t up, you are costing yourself some serious cash. Why? Allow me to explain. Before my first summer with Southwestern, my manager Jake trained me on the principle of self-talk. Self-talk is prevalent [...]
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