Jon Carson Consulting - October 2021

Jon Carson Consulting - October 2021

October 2021

ENCOURAGE A FRIEND AND HELP A STRANGER

I was reminded by my friend, Mike, at USC about what makes friendships so important or, better yet, what makes encouragers so important. He introduced me to one of his colleagues and said, “Dave has been a friend for many years. He never called me after the wins; everyone calls after the wins. Dave always called after the losses and told me that everything is going to be alright, and we will live to play another game.” When I heard Mike’s words, I was reminded of a note I have posted on the door in my home that I look at every morning as I head out: “Encourage a friend and help a stranger.” During the ups and downs of these last couple years, I feel like I’ve learned an awful lot about what people are against . However, I find very few folks out there willing to stand up and articulate what they are for : something good. Yes, sports are a microcosm of life. The question is not how you will handle the wins in life, but how you will handle the losses. Stand for something good. Encourage a friend today by picking up the phone and calling someone who counts on you. When you see a stranger, smile. Stand for something good today.

I believe sports are a microcosm of life.

What do I mean by that? Life tends to imitate what happens on the playing field. Sometimes it’s not always fair, sometimes your best player gets hurt, and sometimes the home team doesn’t win. But, if the good Lord is willing, we play another game. Sometimes, no, make that most of the time, in athletics, you eventually get let go. No matter how good you may be, you are going to end up either moving on or moving out at some point. The two pictures for this newsletter are compliments of a couple of my friends who work in sports. This month, I was lucky enough to see the Las Vegas Raiders play in their new city and venue, and I also was blessed with a chance to watch the USC football team in the Coliseum in Los Angeles. (I am also a Heisman Trophy voter, but I’ll save that story for another edition.) My friends in coaching and athletic administration made both of these experiences possible. In the 20-plus years that I have been around them, these guys have been promoted to the top of their fields. What might come as a surprise, however, is that they have also been fired and sent to the bottom. It’s kind of similar to how life deals ups and downs to you and me as well.

-Dave Tester

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When we think of careers suited for extroverts, sales often springs to mind. After all, nothing could be more exhausting to an introvert than having to talk to dozens of people every day and maintain a positive demeanor to seal every deal.

However, a surprising study by the Harvard Business Review (HBR) disputes this belief.

The HBR reports that being an extrovert had no impact on a salesperson’s ability to sell; in fact, some of the negative qualities of being an extrovert, such as bravado and overt friendliness, are more likely to alienate customers. On the flip side, humility and modesty were two traits possessed by those who were 90% better than other sales people in their company. Interestingly, these traits often accompany an introverted personality. The reason, as Entrepreneur.com reports, is actually fairly simple. Being effective at sales does not require a profound skill for speaking or storytelling. Instead, salespeople need to be great listeners. This attention to detail and attentiveness to their subject is often found in introverts.

Now, that doesn’t make extroverts bad at sales. Instead, you can harness the power of the introvert and spread the wealth among your sales team by doing the following:

1. ESTABLISH TRUST: Introverts have a powerful ability to connect one-on-one with whoever they are speaking to. They thrive on personal conversations, wherein they can build a rapport with one or two other people rather than a group. This trait is necessary for salespeople to acquire, as it makes prospects feel safe and heard. 2. ASK QUESTIONS: A long spiel about a product or service is overwhelming, especially when the person providing it feels like a total stranger. Before launching into a pitch, an introverted salesperson knows to ask questions, begging the prospect to lead the conversation and push the salesperson into the appropriate action for a sale. 3. KEEP IT RELATIONAL: People remember stories. They want to hear stories of success and failures, often applying the lessons from those stories to their own lives. Introverts can captivate an audience — maybe that’s why so many introverts are also authors — and salespeople have to strike that balance between sharing stories and listening.

THE SALES POWER OF THE INTROVERT

For more guidance on how introverts can maximize a sales team, pick up Matthew Pollard’s book, “The Introvert’s Edge.”

TESTER-

MONIALS Are you ready to better yourself and your business? Have Dave secret-shop your front desk today! Call 208-707-9807 or visit GoDaveTester.com for more details.

“Great job, Dave! The material was great. I also love it when you make calls to those Northeast folks – most of them are dominants (DISC), and this guy proved it today. You handled that very well. You never disappoint. Thanks again for taking some time to do this for us.” –Taylor Mungia Senior Internal Marketing Specialist, Benefit Bank Distributors

“When we do the live training and you make the phone calls, it is great to listen and see how you bond with the potential customer. This is great training just to watch and see what you do.” –Jason McCullough Commercial Tire: Oregon, Idaho, Washington, and Utah

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TAP INTO A SUCCESSFUL CEO’S MIND How ‘The Outsiders’ Provides an Unconventional Road Map

What if you could harness the knowledge and skill possessed by some of the world’s top CEOs — specifically eight of them? With investment expert and author William N. Thorndike Jr.’s “The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success,” you can.

Thorndike examines the successes of various business leaders, like pet food company Ralston Purina’s CEO or Berkshire Hathaway’s top leader, to discover what makes these companies so successful, even as they quietly grow. Through his storytelling and deep-dive into the mindsets of these CEOs, Thorndike offers readers various perspectives on a different way to amass success. Thorndike also illuminates how many of these top business minds were quietly outpacing their loud, celebrity-like counterparts. For example, frugality is a major component of their success, while most others view a singular metric as the biggest determining factor in their company’s long-term success. Together, many of these top CEOs often value the human elements of their business, attributing the people they have working for them as one of the most important parts of their company growth.

As you read through the various lessons and experiences of these CEOs, you find models emerging. Some of the tactics may work for you, while others prove that unconventional methods were never out of the box to begin with. All told, Thorndike’s “The Outsiders” is a reminder that sometimes the quiet ones make the most progress. You can learn more about Thorndike’s book at Goodreads.com, or you can find it on Amazon.com or your favorite bookstore.

After years of analyzing investments and the companies behind meteoric climbs on Wall Street, Thorndike has compiled stories, lessons, and tactics used by eight CEOs whose methods and beliefs don’t mirror those of other leaders — unconventional leaders like Virgin Group

Founder Richard Branson or SpaceX and Tesla CEO Elon Musk, whose companies’ growth speaks volumes for their methodology.

Pumpkin Muffins GG Gretchen’s Kitchen (My Mom’s Secret Recipes)

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Ingredients 4 eggs

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2 3/4 cups flour 2 tsp baking soda

2 cups granulated sugar 3/4 cup Miracle Whip spread 1 can (14 oz) pumpkin 1 cup pecans, chopped (optional)

1/2 tsp salt

208-707-9807 Learn more: GoDaveTester.com Office Locations: Boise, Idaho and Las Vegas, Nevada

1/2 tsp ground cinnamon

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Directions 1. Heat oven to 400 F. In a medium bowl, beat eggs and sugar on medium speed until well blended. Stir in Miracle Whip, pumpkin, and optional pecans and mix well. 2. In a separate bowl, mix together flour, baking soda, salt, and cinnamon. Stir flour mixture into pumpkin mixture. Beat 2 minutes on medium. 3. Spoon batter into greased or lined muffin pan, filling each cup half full. 4. Bake for 15–20 minutes or until toothpick inserted into center comes out clean.

Corner Post MINISTRY

If you would like to listen to Dave’s spiritual podcast, visit CornerPostMinistry.com.

“And without faith, it is impossible to please Him, for whoever would draw near to God must believe that He exists and that He rewards those

who seek Him.” – Hebrews 11:6

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6700 N. Linder Rd., Ste. 156 #297 Meridian, ID 83646 208-707-9807 GoDaveTester.com

Encourage a Friend and Help a Stranger Why You Need Introverts on Your Sales Team 1 3 3 2 4 MAN SUES WOMAN FOR TEXTING DURING A MOVIE DATE Man Sues Woman for Texting During a Movie Date Pumpkin Muffins ‘The Outsiders’: A Model for Success

Most people would chalk the experience up to a bad date and move on, but Vezmar was so indignant that he reached out to Cruz the next day and requested that she compensate him $4 for the pizza and $17 for the movie ticket he’d paid for. If she didn’t pay, he threatened to go after the money in small claims court. When Cruz initially refused, Vezmar made good on his threat and filed a petition in Austin, Texas. Vezmar made the case that Cruz had violated the cinema’s no cellphone policy and had negatively impacted his and other moviegoers’ experiences of watching a raccoon and a talking tree (among other beings) save the day. He claimed that while he sought modest damages, it was the principle of the thing that really mattered to him. He called Cruz’s behavior “a threat to civilized society.” As entertaining as it might have been to see that case fully make its way through the legal system, the lawsuit was eventually dropped after the TV show “Inside Edition” reunited Cruz and Vezmar and filmed her paying him back for the date. As the camera rolled, he counted his cash and considered them square. Unlike “Guardians of the Galaxy Vol. 2,” there were no good guys in this story — but that doesn’t make it any less entertaining to read about after the fact!

We’ve probably all found ourselves annoyed with someone who uses their phone during a movie at the theater, but have you ever been so annoyed that you sued them? That’s what Texas resident Brandon Vezmar decided to do back in 2017, following a “first date from hell” (as Vezmar put it) with Crystal Cruz. According to Vezmar, about 15 minutes into “Guardians of the Galaxy Vol. 2,” Cruz was texting on her phone. When Vezmar asked her to stop texting, she refused. Then, Vezmar suggested that she step outside of the theater to text. Cruz took his suggestion and never returned.

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