My 19 Takeaways From My Interview With Joe Girard

1. Separate yourself from the huddle; don’t be friends with co-workers, they don’t eat at your house, you don’t eat at their house.

2. We’re not in the car business, furniture business, or the housing business, we’re in the people business.

3. His WHY was because he had to. He lost his contractor business, he lost his house, he had his wife pleading to him they had no food, so he went and found a job selling cars that day and came home with two bags of groceries.

4. His first job he interviewed for they wouldn’t hire him because of no previous experience; so he pleaded with the owner to give him a desk and a phone and he wouldn’t take any customers coming through the door. He sold his first customer that night a professional after hours who told him he was the best salesperson he ever dealt with in all his car buying experiences; the bug was unleashed.

5. Joe didn’t play any games.

6. Joe only sold new cars, “Because his service shop could service them properly” he split all the used with his partner.

7. Don’t take no for an answer from customers, managers, or owners.

8. Joe got salespeople fired for skating and managers fired for penciling his deals and trades.

9. Time is valuable, it’s ok to hire help vs. trying to do everything on your own and being greedy.

10. Joe created his own BDC, he had two full time ladies setting appointments and two full time men doing demos, trade appraisals, handling follow up, and doing deliveries.

11. Joe had a 10 minute timer that his customers were allowed, because of the large crowd of waiting customers.

12. Joe’s philosophy was: Customers are greedy, make them work for you and offer the highest referrals in the area and pay cold hard cash.

13. Joe’s marketing philosophy: Never let go of your own customers, send out your own mailers, spend your own marketing dollars, customers got a piece of mail every three months as well as a phone call.

14. Joe sent 15,000 pieces of mail on his own dime every few months.

15. Joe spent more on marketing than his owner and sold more cars than the rest of the sales-staff combined.

16. Joe was hated on by fellow employees, competitors, and the ownership because of his popularity and production.

17. Run your business inside a business.

18. Know when it’s time to quit, call it quits. Joe retired on 12/24/1977, seven years after he promised himself that as a Christmas gift to himself.

19. Joe Girard sold an all-time record of 13,001 cars in 15 years, all retail and no fleet, which is still in the Guinness Book of World Records.

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Create Value

I always write and focus heavily about Value. The reason being I believe many factors create a successful sales person, but none more important than creating, or communicating value.

We cherish what we value, and when we value something we will climb out of our comfort zones and standards, and bend our own rules when we feel there is an object we value. Think how you sneak out of work to spend time with your kids or significant other we value. We will switch around our standards and principals when something we value is at hand and we want to have it.

Value Is Created In The Relationship

1. The First Impression
When you first greet, and then meet a potential client you mean little to them. As you walk up the smile, or lack there of on your face, wardrobe, cleanliness, and looks are going to create their first impression of you. After this initial impression your appearance creates they are going to think in their head of what kind of value you will provide them in their search for a new car. They may not value your profession, and assume the worst. Who cares what they value your profession at, because you are going to prove them your value.

Make sure you greet everyone in the party with a smile.  Make eye contact with everyone, smile, firm handshake and after you get their name state your first and last name while you shake their hand. This is a habit/trait of a confident person; and remember people want to deal with confident people. Confidence proves, I Can, I Have, and I Will Again.  A professional greeting will buy you value points in everyone’s mind.

2. Be A Professional In Your Industry
This same customer who is judging your looks, and has little value for your profession is in for an eye opener. When you as the Valuable Professional takes control of the scenario, they are on your ride. They get to pick your brain, fire away questions, but you are the one leading them around. By asking the right questions you will lead them to what they have explained to you in a painstaking way what they want. You use your communication skills to provide value.

Now you create ultimate value in yourself, profession and ability. Not only did you have a excellent greeting with good eye contact, a firm handshake, and made everyone in the party feel comfortable. You then lead the party to find what they told you they wanted. Now you have the opportunity to win over and captivate everyone with your knowledge of the vehicle, creating value in your product, your knowledge, and yourself.

This is where from here on out this customer will value your time, profession, abilities, advice/recommendations and your quality of life. They will want to buy more vehicles from you as well as send family and friends with a solid valuable recommendation so you and your family can have a more full life. This is now a business relationship where they value your time and opinion more than the product. This is where your value outweighs any price, or competition.

Know Your Product and Know Your Customer

When people are spending money they want their questions answered. They don’t want to hear; I don’t know, I’m not sure, I think so, Probably. These are all answers that scream “You just asked me a question and I’m going to answer it with a Yes/No hybrid that has no clarity. Customers hate this and it does not create any value in yourself, product or abilities.

1. Answer Questions With a Positive Note
When people ask you questions, utilize this opportunity to prove your knowledge and create value in yourself and your product. Give them reasons why the vehicle has this safety feature, how competitors skimp on the same feature and then create value in how this specific safety feature will keep their family safe. Make this safety feature they asked about differentiate your car from the competition. Use these questions to prove and resonate your value to them when it comes to buying A Car!

2. Overcome Their Ignorant Questions By Enlightening Them
We all go crazy when a customer asks the same questions over and over. We think to ourselves “if they’re going to ask questions why don’t they remember the answers?” Unfortunately ladies and gentleman, these are traits of buyers. And guess what? Buyers have the leverage, and have control because they are spending Their money. You have to learn to lead the process, but make them feel like they are. Ultimately “he who has the gold, makes the rules.”

Always remember to put and keep the customer first. Like my late grandmother June Walsh always taught “Do unto others as you would have them do unto you.”

Now go out and get a customer, create an experience and feeling and Create Value in yourself and the product you sell.

Another motivational Blog Post written by Noel S. Walsh I. Creator, Writer, Lead Trainer, Principal of NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating of Ann Arbor, MI and St. George, UT. “You don’t know what it’s going to be, and that’s a beautiful thing.”

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Effective Consultive Sales Training from NW&A

Effective Consultive Sales Training from NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating.

First off I Want to thank You for considering me as well as giving me the opportunity to train the sales staff here.

I also want to point out the fact that by your company brining in Sales Training and Consulting whether it is me or another firm shows that they are willing to spend on and invest in their sales staff to provide the tools for you to grow, and help the company grow which ultimately means more money for you.

No one knows everything about their profession especially, when it comes to Selling. I have found the most successful sales people are the ones who are constantly learning how to become better. Whether it is reading, going to seminars, regardless they are constantly learning from professionals in their industry and profession that are great, because they desire to become better.

I have had a lot of success in commissioned sales over my 15 year career. I’ve been able to do a lot of fun things, see great places and give my family a nice comfortable life. I have reached this level of success, by always putting the customer 1st.

People buy from people they Know, Like, and Trust. And when they genuinely see that your top priority is accommodating their needs, and you do this in a professional manner, that creates value in you to the customer.

It doesn’t happen over night, but if you work on it, and believe in yourself the results will eventually come.

Sometimes this seems difficult to do on a short cold call, when the last thing the perspective buyer on  the other end wants is you trying to sell them something they aren’t aware they need, or even if they do need the product or service your still trying to sell them something, and everybody hates sales people, especially when they know your trying to sell them.

You ever go to the mall to a store your unfamiliar with to buy a gift for your wife,  or husband or someone who’s difficult to shop for? You haven’t a clue what to get them. What’s the first thing you say when the store clerk walks up and asks if you need help? I’m just looking. Then two minutes later your asking yourself where is that clerk, I need help. We’re all afraid of sales people until we realize we need them.

Nowadays, if the perspective buyer does need your services they want to pull all the emotion and human interaction out of the process. They just want you to shoot them an email, with your best price, what you can do, and when you will get started if they choose you and your company. It all becomes price.

This takes away your ability to create a Consultive relationship, and show the Value You as a Professional bring to the table.

I remember when my wife and I were young and starting out we always bought the cheapest thing they made that we were looking for. If I needed a weed whip I would buy the $49.99 model. Yes it served it purpose, but I was constantly tinkering with it to get it to work, and it never did work that great.

That’s when I started making a little more I learned to spend a little more for value. Yes the value of having a product that I was confident would work properly, and weed whipping the yard would only take me the 15 mins it was supposed to rather than 30min trying to get the product to work right.

What I am trying to communicate with my analogy is you need to find a way to get that perspective client on the phone, slow them down. Find out what THEIR NEED IS, WHAT THEY’RE TRYING TO ACCOMPLISH. Then create value in Your service for that need.

Emails, texts, instant messages are great forms of quick communication, but they take away from the emotional side and human interaction in the Consultive Sales process. I will teach you ways to get the customer on the phone, which ups your chances for larger sales and keeps you from falling in the emotionless sales trap. And worst yet becoming a lazy, non committed Sales Consultant role.

Never think your going to loose the deal for any reason especially price. Never doubt yourself going in that something’s going to go awry for your deal.

“Whether you believe you can or believe you can’t your right”. Henry Ford

You need to have the confidence I am the best at what I do, and there is no way that this prospective client could believe any different. YOU NEED TO BELIEVE YOU ARE THE VERY BEST AT WHAT YOU DO.

This is what NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating is all about. Training Sales Professionals the Confidence and Capacity to reach Heights they only dreamed of, but never took serious or even thought were possible.

If you bring me in as your Trainer and Consultant that is exactly what I will do. I will motivate you to raise your Confidence, Grow your Capacity and sharpen your skill set.

I can tell you I probably know very little about what your company does, or what you sell. But I can also tell you I will make you better at selling what your company does.

I will find out what your weaknesses are and sharpen them, and find out what your biggest objections your face are and train you to Conquer those objections.

Bring me on for your training, and I will do just that make you the best Sales Consultant you can be.

I will train and motivate you to “Conquer What You Chase”.

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Purpose Equals Passion

“Realize every morning you get up, and get ready for work that you need to know your purpose.  You need to know what your purpose is for that day, for that week, for that month, for the year, and most important for your career.  Activity without purpose is wasted energy, and purpose without passion is non-existent.” – Noel S. Walsh I

When you go to work, go to work to work and to grow.  Walk into work with a purpose of what you are Going to Accomplish, and have a game plan on how to get there.

Be Passionate

Whatever you do in life, whether it’s mopping floors, serving hamburgers, running a company be Passionate.  When you are passionate about your job/role in life and for a business although rarely commented on you are noticed.  Not only are you noticed, you feed the team and your co-workers to have pride and passion in what it is they do, and what how they do it.

Have you ever went to a McDonalds or any like restaurant and had some one who was enthusiastic and passionate when they greeted you and took your order?  Consciously and or Un-consciously you were surprised, pleased, and will have a good feeling about that brand and store, and will likely recommend and return to that exact location hoping for that purposeful and enthusiastic employee.

My dad used to ask “You know what the number one thing that sells cars is ????  Enthusiasm.  Enthusiasm is a hybrid of passion, purpose, and excitement.  It cannot be taught, but like a fever is contagious and corruptive (In a good way). 

Enthusiasm is the driving force of the feeling a customer gets in their bones after they have dealt with you , and they look forward to retrieving that same feeling the next time they deal with you.  People don’t usually remember the deal they got with you, the steps it took to get there, but they never forget the feeling they got when they did business with you.  Never think your too big for what it is you do, and be enthusiastic doing your job.  Do Your Job With Passion.

Do Your Job With A Purpose

Passion is the driving force of your purpose, and creates the feelings needed to start and keep the business-consumer relationship going and growing.  Purpose in what you do proves your are the professional they were searching for when they set out on their journey to buy and spend their money. 

As I stated above no matter what your role is do it with a purpose.  The purpose of holding your role and doing it efficiently with pride.  The purpose of helping your fellow employees fulfill their role and job.  The purpose of starting small and growing big.  The purpose of starting out pushing a broom and growing to running the company.  The purpose of learning from the vets, and eventually leading the rookies.  The purpose of not creating or fueling a problem, but offering or creating a solution. 

Have purpose in everything you do, with everyone you meet big or small and you will have fortune beyond your goals in all aspects of your life.  Just do it for 40 days and you will see what I say come to fruition.

Because to truly be successful at anything in life you need to do it with a purpose.  To truly fulfill your purpose in life you need to be passionate about what you are doing, no matter how big or small.  Do what you do with a purpose, and do it passionately.

Another Motivational Blog-Post written by Noel S. Walsh I.  The owner, lead trainer, lead writer of NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating.  From Ann Arbor, Mi. and now St. George, UT.

“You don’t know what it’s going to be, and that’s a beautiful thing.”

 

 

 

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How To Build A Clientele In Car Sales

The way to truly become successful and a money making machine in car sales is by building a Clientele.  Yes people if you focus on One thing it’s being real, taking care of people and building a residual paying Clientele.

Make Every Deal

In your early career in Sales you first job is to learn as much as you can from the pros and your managers, talk to as many people as you can, and make every deal when there is a shred of a chance.  By making these deals and learning as much as you can, your building a Clientele.  While closing deals and learning the systems and processes your gaining wisdom and value.  Your learning how to close deals.  Your learning how to overcome objections while building value in yourself and the product.  Sometimes you may not want to take a skinny deal because the customer is a pain.  But remember every deal you make; you deliver another car, make a commission, and now have new future car deal, as well as referrals in the future.  Don’t ever think your too big, focus on building your Future through building a Clientele.

Stay With One Brand and One Dealership

The longer you stay with a brand and in the same dealership you create familiarity and trust in yourself to the customer.  This is proving that you are a professional who has been with the same brand at the same place, and you are going to be right there when they need you.  When you switch dealerships the nation average is 20% of customers will follow a good sales person.  That means if you switch dealers 80% of what you built into a Clientele is not gonna chase you down and will move on.  That also means 80% of your referrals will never make it to you.  Make it easy for your customers to find you.

Lease

Some regions are so terrified of leasing, and think they’re doing their customer a justice by putting them in long term purchases at high rates are crazy.  Lease as many people as you can for the shortest term you can.  Leasing is actually doing you, your customer, and your whole dealership a service.  Here’s some math:
24 mo lease
8 years
2 cars every 24 mo = 8 cars
That’s 8 cars in 8 years for a couple

72 mo buy
8 years
2 cars every 4 years = 4
That’s 4 cars in 8 years for a couple in buys.

Reason being that most people put little to no money down and finance 72 mo, and longer in some places.  You won’t be able to trade them out without negative equity usually until 2/3rds through the contract which would be 4 years.

So by putting them in leasing, you have no trade in to deal with, which no one is ever happy with what their trade is worth.  You have a guaranteed shot at their business in 20-24 months.  You are keeping their payment low, and keeping them out of high repair costs.

Really leasing is a win win for everyone involved.
Your keeping the customer in a brand new car with low maintenance at an affordable payment.
Your keeping your manufacturer selling their product, at a residual pace.
Your keeping your dealership selling new cars, doing the maintenance, and keeping them loyal to you and the dealership for all their car needs.
You get to start taking advantage of those residual commissions every 2 years. A Clientele that promotes leasing, you, the brand, and the dealership.
If you aren’t leasing your missing the boat, because leasing is where it’s at in new car sales.

Stay In Touch, Mail and Prospect

“Customers don’t always remember the deal they got dealing with you, but the always remember the feeling they got dealing with you.”  Make your customers feel good about themselves and what they buy.

To keep the Clientele warm and fuzzy for you, you have to stay in their memory so that when someone talks about a car, they start talking about you.
Yes you should send out monthly emails.
Mail them a Christmas and Birthday card.
Mail them promotional specials on vehicles and service often.
Mail out lease renewal, customers in equity and special program letters bi-annually.
Mail thanks for stopping in and thanks for buying cards.
Mail thanks for stopping into service, and sorry I missed you cards.
Mail and email out a blog, newsletter, or Pro Tips every quarter.
Always visit and chat while they are in the service lounge. This will concrete your relationship with them and prove you are there to help.  Whenever your customers walk up to your deal or you see them around the dealership, chat with them.  They want to know you remember them, and care enough about them to see how things are going.

Be Genuine & Be Yourself

It’s that easy, be genuine and be yourself.  If you are real with people and let them grow to like, trust, and appreciate you, you will then get the real them.  A loyal customers who trusts you and your abilities and is happy to tell and refer others to you.  Being yourself, having integrity, and being one of your word will payoff dividends for your career and life beyond Belief.

Another motivational Sales Blog Post written by Noel Walsh Creator, Owner, Lead Trainer & Writer from NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating of Ann Arbor, Mi and recently St. George, Ut.

“You don’t know what it’s going to be, and that’s a beautiful thing.”

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A Car Sales Person’s Guide to Income Levels

A Car Sales Person’s Guide to Income Levels

When you are in commission sales you in various ways have the ability to dictate your income. There are many outside factors that will affect your ability to earn such as; inventory, weather, market trends, good or bad press, gas prices, interest rates, size of your dealer, brand you sell, management/owners and thousands of others.

The most important factor that dictates your overall income; where you fall with your peers, and where you rate at is, Yourself.

An ambitious, hungry sales person with a family to support and a lot of overhead is more likely to earn more and do what it takes to grow. Compared to a person who just wants a job, has to have a job, has low overhead, or someone in the family who is the bread winner will often not have the same hunger and ambition as the strapped sales person.

Ultimately the outside factors are a force, but the ambitious one will overcome and change them. The ambitious sales person destined for success will do what they need to do to survive, grow, move forward and Conquer Success. Where the sales person who looks at it simply as a job will most likely not last long. The unsuccessful sales person will Pick up the habits of the other unsuccessful sales people. They will all huddle together, being underachievers, complain how it can’t be done while watching the Ambitious sales person do it in front of their eyes. They will then try and take away their hard work by down playing the ambitious sales persons success as un-earned and given to them from the management.

Here are the III Levels of a Car Sales Person’s income and where it rates you compared to your peers.

Where do you rate, and how long did it take you to get there? I started at a high Level I, after moving to a new larger dealership, (Same Brand) reached Level II after 5 years of selling and after 11 years of selling was able to reach Level III “Sales Executive”.

Level I Sales Person $0-$99,999 a year “Sales Person”

A level I sales person usually just started in the business.  They are learning, and they have roughly a 1 in 3 chance in sticking in the business over a year. They have an even smaller chance of making any kind of good money or a career out of car sales. They will usually listen and focus to what their manager tells them, do it, and have a couple decent months.

1st Kind of Level I
In that time the rookie will usually have 1 big month where they are one of the top sales people in the dealership. This will ignite the under achievers. They will work together to recruit this new “Spark of Energy” selling all these cars. From here they will deprogram everything good and positive in this rookie and in place put in all the bad habits. This is called the huddle. A group of 10 and under a month sales people standing around waiting to get lucky. They take no pride in themselves or their career, nor do anything to better it. Their goal is to put out the “Spark” and grow the team.

2nd Kind of Level I
This is the salesperson who has been in the business for a couple years and is growing. They joined the huddle for awhile because they were sick of feeling guilty for selling lots of cars. The group took them in if they would turn their positivity into negativity and focus more on fantasy football over marketing themselves and prospecting themselves. After a few pay checks after joining the team they quit the team. They have now been in the business awhile, and are growing to become level II.

3rd Kind of Level I
This is the person who has been in the business for over a year. They are picking up how things work, and watching the best at their dealership close deal after deal. They are so hungry for success and competitive they constantly are thinking, learning, and growing their business. They are smart and understand they may have to move brands or locations to get to the next level. This is the sales person who is destined to the next level… Usually having kids will turn a car sales person into the 3rd kind of Level I.

Level II Sales Person $100,000-$149,999 a year “Sales Professional”

A level II sales person is definitely a successful person. They are one of the top 1% earners in the World. They know what they’re doing, and they go to work to work. They focus on goals, prioritize their day, and have a good grip on the ins and outs of the retail car sales business, self marketing and customer satisfaction. These people are usually at a decent sized dealership, with adequate inventory, good marketing, competent management and a good staff. This usually takes 3-5 years of hard work to get to, and takes a lot of work to maintain.

1st Kind of Level II

This is the rookie phenomenon. This person by nature is very aggressive and ambitious, and is definitely mature. They usually had owned a business or were in a different kind of sales and know about build a clientele, and self marketing. They worked a horrible job, got into car sales and said to themselves “S..T this is easy”, or have a life event like a growing family, large debt due, or an insatiable appetite for money and success. These are like I said a phenom, and very rare I’ve only worked with a very few.

2nd Kind of Level II

These are great sales people the usually have 10 years plus car sales experience. They stick in one spot, with one brand and are great at building and maintaining relationships. If their customers call or email and they miss it, they always respond back in a timely manner with answers and results. They know their product, but better yet they know their customers. They don’t kill themselves chasing ups, but still take them and usually sell them. They know how the dealership works, the politics to stay away from, and what each managers specialty is. They work hard, have a great process, and have become accustomed to the life they live and want to keep it that way.

3rd Kind of Level II

Just like the Sales Person above, they know what they’re doing and how to get the results they desire. This Sales Professional has been offered management, but loves their flexible schedule, leaving when it’s slow, and only having to worry about themselves. The 3rd Kind of level II is destined for Level III “Sales Executive”.

Level III Sales Person $150,000 and Up “Sales Executive”

Well my fellow sales people when you’ve reached the Level III “Sales Executive” you are truly the top of the heap. You are at a level of success where you make more than the average Doctor, Lawyer, and any other big name profession out there. Your day consist of solid processes, hard work, doing whatever it takes with integrity, and getting the results you desire. You know your time is worth money, and never waste a second. Your closing ratio is high, your CSI is tops, your customers love you, and you realize the level of Professionalism and skill you bring to the table and make sure you are paid for it.

The level III Sales Professional does not need sub levels, because you are one of “The Best in the Business”. Your customers never second guess what you tell them, question your knowledge, and rarely even look over the paperwork, because they “Trust You” and you keep their trust. You know the sky’s the limit, and you get what you want on every deal, knowing your worth

Now most of us sales people will start out as Level I and after years of hard work will make it to level II. Many sales people do not want to do all the things it takes to stay level II and may live their career at the top of Level I, which is still a comfortable lifestyle. But their are those few ambitious, hungry, competitive and determined Sales People that when they reach Level II are not satisfied and catapult into Level III.

Car Sales is a fun, demanding, emotional roller coaster. It takes a lot of strategy, and self discipline, but is a hell of a way to make a living. Car Sales is “A tough way to make an easy living” and if you embrace it and put in the time you can give your family a great lifestyle, I know first hand.

Another motivational blog-post written by Noel Walsh. Lead trainer, writer, and principal of NW&A “Conquer What You Chase” Sales Training of Ann Arbor, Mi and St. George, Ut.
“You don’t know what it’s going to be, and that’s a beautiful thing.”

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Always Push One More Mile Part:1

We sometimes look around and compare ourselves to others. We look at what they have, how they look, what they do, and where they live. We look at people we consider better than us and envy them. We look at people we consider ourselves better than and judge them or point our nose up to them.

The truth is we should not compare ourselves to anyone else. Whether we see ourselves greater than or less than them. We should be thankful for what God has granted us with, and do the most with what we have been given.

“It’s not what we do in life, It’s what we do in life with what we are given. ”

You should never walk through life envying high achievers and hating on them for having what you don’t. You don’t know the responsibility’s and the stresses they have every day. If you think you may be happier having what they have you should see what they do to get them where they are at? Whom what a concept, rather hate or despise them for what they have accomplished, been given or lucked into. Instead follow their lead on what they’re good at.

“Those who carry hate, have less strength to carry the load and responsibilities it takes to accomplish great things.”

“Don’t hate, replicate.”

Look at all people as an equal as far as a fellow human being.

You never know the life, childhood, year or day someone has been through. Before you jump down someone’s throat you may first want to consider your words and actions. Yes someone may greatly frustrate you, slow you down, cost you money, or royally piss you off. Always keep a shred of decency in your actions as you don’t know what they have gone through. Keep in mind you may be in a situation mentally, spiritually, financially,  or family wise worst then they are anytime.

Always keep compassion, decency, humility, honor, love, spirituality, and humanity in everything you do.

Always push one more mile, to keep your mind focused forward, your hear open and your actions felt.

Another Motivational Blog-Post written my Noel Walsh owner, writer, and lead trainer for NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating. From Ann Arbor, Mi and now St. George, Ut.
“You Don’t know what it’s going to be, and that’s a beautiful thing. ”

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TrailBlazers

Trailblazers are those pioneers who set out on the road less traveled. Leaving behind the comfort and securities most strive their whole life to accomplish. Trailblazers look for an adventure, and Conquering a new place and environment. Trailblazers set out to do what has yet to be done.

My Story

Six months ago my wife and I moved our nearly 4,000 square foot house and our two beautiful children 1,852 miles across the country from Dexter, Mi to St. George, Ut. It was a tough decision to get us to the point to move as life was good. We had a nice house, in a nice neighborhood where we knew almost everyone. We lived in a charming little town not far from city life where there is good schools, no crime and many out door and family activities. We had lots of friends, were well known, gave a lot and generated a lot to the church we loved. I have a high paying job in car sales living off 90% Referral and repeat business.

Yes, life was good.
Yet it just felt like something was        Missing?

We over time had traveled to different spots we thought we might wanna live. South & North Carolina, Florida, Alabama, Tennessee, Kentucky, California and everywhere in between. Nothing quite felt right.

We knew we wanted warm, clean, family friendly, low crime, progressing, and lots of outdoor activities.

After a recommendation from my dad, six months research on our end, and a summer trip to visit we decided on St. George, Ut.

I never in my life thought I would live in and raise our kids in UTAH!

We fell in love. The towns growing and progressing fast. The community is built around family’s. the people are full of faith. It’s right on the Arizona border, the weathers great, and it’s surrounded by national parks and every outdoor activity you could imagine. It’s like bliss for the family and outdoor oriented types like myself.

We made the move.

I now travel from my safe, well paying job in Ann Arbor, Mi to my home in St. George, Ut. I spend two weeks straight working, and two weeks straight with my family. No one would ever believe you could sell cars at a dealership and take two weeks off each month and still place in the tops at the dealership, but I have.  I’ve never lived like this and it has its pluses and negatives as you can imagine.

I could go on and on about the details of the adventure, all the fears, emotion, and excitement a 1,852 move does to a family of four.

What I trying to paint is the image of being a Trailblazer. Setting out for a new adventure. Leaving behind the comfortable, safe, familiar life you’ve worked hard to build up. Going to new places to stand out and thrive. Reaching for new heights, reaching for a “Life Elevated”.

Life is short relative to many things. There is a big world out there that is ready to be trekked and covered. There are places feet have never walked and human eyes have never seen.

When I was a kid I wanted to be an Explorer and Pioneer in Antarctica and discover and conquer places that have never been seen. I got married, had kids, got comfortable, and the rest is history.

But I decided to make a move to the high desert in the Southwest. I decided to leave what was comfortable, for the unknown. When I tell people what I’m doing they usually look at me two ways;

Like I’m crazy, and gonna fail, and threw the American dream out the window

Or

Like I’m courageous, I’m going to succeed, and I’m doing what everybody dreams and talks about….

The fact of the matter is that if you don’t try you won’t succeed. If you don’t reach you won’t grab.

Yes any big decision is going to be full of challenges. You will experience every emotion in the world, and at times things will be tough on you and your family. But if you don’t want to live like everyone else. If the regular comfortable life just isn’t for you

Then

Sometimes you have to pull of the road most traveled, pick a direction, and Blaze a new Trail and put your name on it.

“Conquer What You Chase”

Another motivational Blog-Post written by Noel Walsh owner, writer, and lead trainer for NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating from Ann Arbor, Mi and now St. George, Ut.
“You don’t know what it’s going to be and that’s a beautiful thing”

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Be Of Value

In my years in life, being a consumer, a worker, a Father a Husband and a Friend there has always been 1 thing I look for; Value.

I always look for the value in everything. The value of a purchase, the value of a song, the value of a friendship, and the value in a lesson. There is value in every thought, decision, word, and smile throughout your day.  Adversely there is a negative value a portion of the time.

How do you decide, or make the Value?

Well we’ve all heard all the quotes and have seen the motivational posters about attitude. Which this is true, Attitude is everything, or at least as the poster says and wiseman have been quoted 90% of what happens to you is your attitude and reaction.

There are two kinds of value:

1st: Genuine Value that creates, grows, comforts, cultivates, and gives to others.  Someone of genuine value comes into work smiling and friendly, gets right to business doing what they’re paid to do, helping others along the way, making their activity create attention and results, and accommodating the needs and wants of the customer.

This is value to the employee, their co-workers, their employers, their customers, and their family. Their valuable actions and productivity through the day add a spark to everyone around them. This spark they shared, is then spread around from the crowd onto other crowds. This sensation is quite addicting, and spreads fast and far like the gospel.

2nd: Non-value that sucks, slows, derails production, kills attitudes, and decreases production and potential. Someone of non-value is always negative and dying to tell you No. They want to tell you how it can’t be done, it’s impossible to get there from here, today’s not the day, nows not the time, it ain’t gonna happen.

These people not only hold no value, like I mentioned in their description above they suck the value out of others. They decrease value from all those around them, which spreads like a plague. They make days dreadful, dreams disappear, and turn smiles upside down faster than hurricane winds. These people not only hold no value, they suck the value out of everyone in their path.

There are few things we can control in life. One thing we can control is our attitude and how we let situations effect us. When you smile through the good and bad, the tough and the easy, we become a role model. Others see you from a distance and what you walk through and deal with and you become a leader to those looking on. You become an influence, a role model, and a trailblazer. You prove by your actions that it can be done, and you show your on-lookers how. You create value with your actions, that is contagious to others. This positive value based action is then spread from your family, circles, workplace and life to others.

So when you see the person at the checkout counter with the frown, like “I hate being here” switch lines even if the wait is longer. Get in the line with the smiling clerk, a smile that says “I’m here to help, and make your time with me valuable, and enjoyable.”

Life is all about choices, and your 1st and most important choice is your attitude. After that finding ways to create positive value, in everything you do, and everyone you meet. Choose wisely and create value, it will come back around when you need it.

Another Motivational blog post written by Noel Walsh owner, writer, lead trainer of NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating from Ann Arbor, Mi and now also St. George, Ut. You don’t know what it’s going to be, and that’s a beautiful thing.

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The Do’s and Don’ts In Sales

After reading my articles and blog posts you may notice I stress the importance of process and principles in your Selling. This is the importance of keeping the deal moving along and the customer happy. It always boils down to “Treat Others the Way You Want to be Treated”.

The Do’s

What you should be doing is what works the same way over and over. You should listen to your customers wants, decipher what is true and false, and start a strategy on how to accommodate their wants and get this all done in a profitable and timely manner.

Do keep your name and profession in front of previous customers, friends, neighbors, and anyone else you know who will need your services.

Do keep your mind on finding and closing customers at every opportunity.

Do keep customers and opportunities in front of you through out your day.

Do keep busy on work and stay away from unproductive negative people at work.

Do make a name for yourself and make an positive impression wherever you go.

The Don’ts

What you shouldn’t be doing is complaining about what isn’t easy. Don’t hang around negative people, and make excuses about why you aren’t producing. Don’t hate on the producers, and down play their production. Remember your the only one that’s going to create the life you want!

Don’t worry about the high producers and money makers schedules, if you work as hard as they do, produce as much as they do, and create as much as they do, one day you can be there too.

Don’t envy/hate the high producers, instead watch and follow what they do, to create the results they create.

Don’t try and just get through the day, try and use every second of the day to make today productive and prosperous, and work to make tomorrow filled with opportunities.

Don’t make excuse for your lack of production , and hang around sales people with the same ambition and results. Then go on to sell this stupid idea to your managers and family that there is a force holding you back….

That force holding you back is you stupid and the like minded people you surround yourself with at work.

Don’t ever judge a book by its cover, under estimate the power of humanity, think of yourself above others, try and make excuses for your lack of action and attention to detail, or try and be successful in life living by shortcuts.

News Flash you won’t move forward, rather slowly slide backwards, and you won’t even keep up with inflation.

Another motivational blog post written by Noel Walsh Creator, Owner, Author, and Lead Trainer of NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating from Ann Arbor, Mi and now also in St. George, Ut.

You don’t know what it’s going
To be and that’s a beautiful thing.

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