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Syndication

 

Saying goodbye to a legend is difficult, but we can move forward living by the principles they teach us and the lessons we learn.

One of the best selling business books of all times is Think and Grow Rich; it changed my life. It transformed the way I think about money and about the opportunities I could create.

The person I received the book from is also important to me. It was from someone who was like a father to me. He came into my life when I was 14 years old and helped mold me into the person I am today.

Dennis Rosebrough

Dennis, Denny, Dad...I learned a lot from him. He was a true hustler, a real entrepreneur - always looking for something.  He grew up the youngest of five kids in a poor family but always had a determination to make something of himself and for his family.

As an X-ray technician, Denny went into the business of providing mobile x-ray machines. The company grew from scratch into a multi-million dollar organization, employing and helping hundreds of people.  

His son, Andrew, currently runs the organization and has been a best friend of mine since we were kids.

Principle One: See people as people

It doesn’t matter who you are, where you come from, your race or your color.

Denny had a heart of gold. Treating everyone equally was his strong suit. He came from a poor background and moved into a position where he could afford to take care of himself and his family.

Regardless of where he was in his life, he was kind to everyone. He just connected with people. He reached out to those who were different. He was always humble and eager to learn.

I remember a time when I was 16. My family was going through some financial difficulties to the point where we were evicted from our home.

My mom and brother moved in with one relative but because of the location of my school bus stop, I moved in with another relative. I  slept on a bunk bed in their laundry room.

When Andrew found out, he talked to his Dad. Denny, without even thinking about it, invited me to move in.  Both my Mom and I remain super grateful for their guidance and assistance. I was loved and cared for and welcomed into the family.

It was a lesson in learning to look at other people as individuals and to help them and to care for them. I think it is a lesson that can apply to how we, as sales reps, entrepreneurs, and business owners conduct ourselves as well.

Principle Two: Be willing to give

Sometimes we don’t give to others because we don’t see anything for us in return. Denny didn’t think that way. He would give regardless.

He once gave his car to a woman at his church who had five grandkids and an unreliable car. He had the means to do so, of course, but that doesn’t detract from the fact that he gave without expecting anything in return.

He gave without any desire for compensation but received so much in return just the same.

Give willingly. Give without expectation or strings attached. Give from the heart.

Principle Three: Dream big

After high school, I moved back in with my family for a few months before leaving to serve on two-year mission trip. When I returned home from that trip, Denny took me out to dinner and gave me a book.

It was his testimonial - how he started his business, the vision he had for his life and for his family, and his experiences. He wrote it all down and he shared it with me because he had faith that I could have the same success.

It is also when he gave me the, now very tattered, Think and Grow Rich book.

Denny taught me that I needed to plan and that I needed to have vision; a higher vision for my life.

We often have a low level of thinking where we doubt our ability to achieve bigger things in life. But Denny, and that book, helped me see otherwise.

It helped me in college, and it helped me in my performance. Then, it helped me run for student body president, helped me in my business career, and it helped me in sales.

It helped me have a higher level of thinking. I realized that I could be successful too. It helped me to think and grow rich.

I saw where Denny had come from and how much he achieved. I wanted a life and a family like his. I want to be be able to help others the way he did and to see people for who they are.

Principle Four: Work Hard

Denny taught me to work hard. He taught me about business. He hustled and he worked and he stayed up late and took the odd shifts as his company grew.

Denny passed away this weekend and I know his spirit will remain in the many things he has taught us all, the individuals he has touched, and the legacy he has left behind for his family.

At the time, I encourage all of you to think about the legacy you will someday leave behind. I hope the principles I learned from Dennis can help guide you along your path.

"Say Goodbye to a Legend" episode resources

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

If you're not familiar with the TSE Certified Sales Training Program, it's a program designed to help brand new sales reps, as well as those who have been selling forever. The 12-week module offers videos you can watch at your own pace, as well as the option to join a group discussion. It's broken into three sections: finding, building value, and closing. It's amazing and it's fun!

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out.

You'll receive real-time alerts anyone opens an email or clicks a link.

The episode is also brought to you by prospect.io, a sales automation platform that allows you to send cold emails in a personalized manner. To find out more about how it can help you automate your sales process, go to prospect.io/tse. Your prospecting will never be the same.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Direct download: TSE_1049.mp3
Category:Entrepreneur -- posted at: 12:00pm EDT

As entrepreneurs, many of us run into difficulty, especially when we are just starting out. The key is tobe bold and take action.

Dr. Tye Caldwell is the CEO, co-founder, and visionary behind the success of ShearShare. Realizing what the future could hold for both the beauty and barber industries, he created a platform for licensed professionals to move from working in their homes to working in salons, barber shops, and spas. This created not only opportunities to work in places where they could be classically trained, but created an opportunity for increased income as well.

Dr. Caldwell has been in the industry for 25 years. He’s an instructor with a doctorate degree in professional barbering and cosmetology and co-owner of an award-winning salon. Dr. Caldwell is also the author of Mentored by Failure, a best-selling book about how to be successful in the industry.

CHANGING DYNAMICS

When he approached his wife, Courtney, with the idea for ShearShare, she admits to being hesitant. He reminded her how they used to have stylists on a waitlist who wanted to work at their salon, but that it was no longer the case. Instead, he had stylists who just wanted to rent a space for one or two days a week.

Courtney liked the old-school way when stylists signed a long-term contract and became part of the team and the culture. But her husband was persistent. He knew he’d rather collect some money on the empty chairs than none at all.

It was a success.

Everyone loved the experience and flexibility. So much so, that they began to call other salons to find spaces for stylists who were traveling. Word got out quickly. More and more stylists called looking for spaces where they could work by the day.

Fast forward three years and the Caldwells knew they were on to something.

The beauty industry, as a whole, has been archaic for years, according to Dr. Caldwell. With only four ways to actually work – by commission, by renting a booth, in a salon, or as an employee, stylists were unable to work where and when they needed.

ACCESS OVER OWNERSHIP

The Caldwells wanted to change that and they knew technology was the key.

These days, because of advancements in technology, people can press a button to get a ride, to have food delivered, or to rent a room in someone’s home instead of a hotel.

The beauty industry needed to be more on-demand as well. Because they both serve on advisory boards for beauty schools and barber colleges, the Caldwells knew it was something the next generation wanted.

ShearShare is the first mobile app that allows a stylist to rent a salon or barber shop space by the day. Taking three years to fully develop and implement the idea allowed them to realize the different ways it would, and would not, work.

The industry is fragmented in some areas which made it difficult. Barbers differ from salon stylists who differ from cosmetologists, for example. The Caldwells had to consider the viewpoints of the various professionals and they had to consider both sides of every issue from an owner, and user, viewpoint.

TAKING SHAPE

Once they listened to what the stylists and clients really wanted, the app began to take shape.

Users, for example, want to know that the stylist is licensed and how long the stylist has been in the industry. Users also want to see pictures of the salon, read reviews, and see map locations.

The Caldwells had no idea, however, about how to start a business or find investors.  They only knew that the app they wanted to create hadn’t been created yet, so they drained their savings account and hired someone to build it.

Looking back now, Courtney is glad they spent three years as a concierge service. It allowed them time to learn the questions that stylists always asked as well as the expectations of the host salon. They learned the required data that the app would eventually need to succeed.

The app works similarly to an Airbnb app in that the Caldwells are paid a percentage of the booking fee whenever a stylist reserves a space. Word-of-mouth is the best way to grow in the beauty industry so the Caldwells visited salon owners and attended many stylist events to fan the flames of interest.

DETERMINATION

The fear of rejection never entered into their minds because they knew rejection was simply part of the process. Instead, they were determined not to quit.

Many entrepreneurs sit on their ideas because they are waiting for approval from someone else. The Caldwells understood from the start that not everyone would sign on right away, or realize their vision.

It is easy to give up when those around you don’t share the same dream. Once they plant a seed of doubt in your mind, it is easy to talk yourself out of trying to achieve your dream.

The one-percenters of the world take that next step. It is how we know the name Oprah Winfrey, or Tyler Perry, for example. They are the people who kept with it. They moved past the rejection and the negative comments.

Look at the people who are doing successful things and know they are doing so because they put their mind to something and because they possess the willingness of heart to achieve it.

Focus on your dream, stick with it, and keep pushing.

The Caldwells were able to lean on and support each other. They had no technical background upon which to build the app but they knew people who could. And they had already proven the marketability of the idea.

MEET PEOPLE WHERE THEY ARE

Despite the complications and challenges, they knew it could be done because they had listened to their customers. They knew the struggles of both the salon owners and the stylists. The Caldwells were able to bridge the gap by talking to people on both sides of the industry.

The Caldwells credit the beauty industry community, which they have been a part of for over 25 years, as the foundation of their success. Instead of emailing or posting on Facebook, for example, they send text messages to their community. They know from experience that it is the best way to reach a stylist or a barber; folks who don’t carry their laptop to work.

They found a way to use today’s technology to meet the new demands of a business that has been around for generations.

ADVICE FOR NEW ENTREPRENEURS

Dr. Caldwell knows that you must turn your idea into a solid plan. Then, find a mentor and build relationships with people who can give advice and breathe optimism into the plan.

In the case of ShearShare, they had a friend who was able to connect them with app developers, who in turn told them about a contest for new businesses, which pushed them into an incubator.

It all boiled down to having solid relationships.

When Courtney thinks back to the early struggles, she is thankful that they had people they could rely on. It got them through the days when things weren’t going as planned.

She is also thankful that they were not afraid to make cold calls. Don’t ever think that someone is too busy or too successful to help others. Courtney has found, instead, that once people realize you are trying to do something positive, they are willing to give back and help.

 

The best piece of advice she ever received was from her husband: “Just jump. Grow your wings on the way down.”

“BE BOLD, TAKE ACTION” EPISODE RESOURCES

You can learn more about ShearShare at www.shearshare.com. The Caldwells are also on TwitterInstagram, and LinkedIn. If you’d like to follow Dr. Caldwell’s crazy life as a startup founder in the beauty and barber space, you can find him on Instagram at drtyecaldwell.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in March.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple PodcastGoogle PodcastStitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Direct download: TSE_1029.mp3
Category:Entrepreneur -- posted at: 12:00pm EDT

The gig economy continues to grow as more people discover the freedom  and control it provides. Gigs vary in duration and kind, and statistics suggest that more than 40 million people are involved in the gig economy on some level. On today’s episode of The Sales Evangelist, Marion McGovern shares her years of experience in […]

The post TSE 804: Sales From The Street-“The Gig Economy” appeared first on The Sales Evangelist.

Direct download: TSE_804.mp3
Category:Entrepreneur -- posted at: 12:01am EDT

Are you looking for potential investors? Well first, you’ve got to make sure that you know what you’re doing. Make sure you’re doing the right thing, you have the right process, and you’re using the right vocabulary. Your goal is to turn skepticism into confidence. How do you do that? Listen in! Today’s guest is […]

The post TSE 648: How Greg Centineo Raised $122M With 100% Referrals During The Great Recession! appeared first on The Sales Evangelist.

Direct download: TSE_648.mp3
Category:Entrepreneur -- posted at: 10:00pm EDT

Still playing it safe? Afraid to take that leap? Our guest today is Felena Hanson and she shares with us how she got inspired to start her business and she teaches us how you can essentially shift that mindset from playing it safe to taking the leap. Felena Hanson is an entrepreneur, a marketing maven, […]

The post TSE 606: How To Shift Your Mindset From Playing It Safe To Taking The Leap appeared first on The Sales Evangelist.

Direct download: TSE_606.mp3
Category:Entrepreneur -- posted at: 10:39am EDT

Recently, I asked on Facebook about podcasts and a friend recommended NPR podcast, How I Built This. My guest today, Joshua Esnard was featured in one of their episodes where he talked about how he built his company, The Cut Buddy. I was very impressed by him that I just knew I had to have […]

The post TSE 581: Take Action on Your Dreams! appeared first on The Sales Evangelist.

Direct download: TSE_581.mp3
Category:Entrepreneur -- posted at: 5:48pm EDT

As a seller, you need to think and act like an entrepreneur. So I’m bringing in an entrepreneur today to share with us some trick, strategies, the right mindset, and things she has done to help improve her sales so that you too can improve your sales. Ivy Slater is an entrepreneur where she helps […]

The post TSE 413: Sales Strategies From A Successful Entrepreneur appeared first on The Sales Evangelist.

Direct download: TSE_413.mp3
Category:Entrepreneur -- posted at: 6:20pm EDT

Today, we have a very interesting topic as I talk with Ace Chapman who runs a business of buying and selling businesses. He actually started his own business at a very young age of 19 until he found more success in buying existing businesses and building his vision on top of them when it’s already […]

The post TSE 346: The Business of Buying and Selling Businesses appeared first on The Sales Evangelist.

Direct download: TSE_346.mp3
Category:Entrepreneur -- posted at: 11:44am EDT

Wouldn’t you want to create a lifestyle where you get to earn passive income so you still have the ability to do other things? Today’s guest, Matt Miller, has done exactly just that and you too can learn how to make this happen in your life. Matt Miller is the owner and president of School […]

The post TSE 326: Improving Your Personal Sales Hustle One Vending Machine at a Time appeared first on The Sales Evangelist.

Direct download: TSE_326.mp3
Category:Entrepreneur -- posted at: 2:18pm EDT

One defining trait among highly successful salespeople is their ability to think and act like entrepreneurs. I’m bringing in Lucas Barra today as we talk about why you need to think and act like an entrepreneur and how that can be done through some simple steps. Lucas runs a podcast and coaching service called DreamChasers […]

The post TSE 303: Sales From The Street-“Think and Act Like an Entrepreneur” appeared first on The Sales Evangelist.

Direct download: TSE_303.mp3
Category:Entrepreneur -- posted at: 8:07am EDT

We have an amazingly awesome guest on the show today. It’s Beatrice Louissaint and we’re talking about entrepreneurship and how sales professionals benefit from this. She is the President and CEO of a non-profit organization, Southern Florida Minority Supplier Development Council (SFMSDC), otherwise known as The Council, which works with large corporations helping small-mid sized […]

The post TSE 157: This Is How You Should Sell To Us! appeared first on The Sales Evangelist.

Direct download: TSE_157.mp3
Category:Entrepreneur -- posted at: 1:07am EDT

How do you differentiate yourself? In this episode, Aaron Brown of Box Home Loans talks about the importance of focusing on yu ideal customers and doing things differently and setting yourself apart from the pack if you TRULY want to achieve HUGE, TREMENDOUS SUCCESS. Aaron has a dozen different ventures within the mortgage industry. Some […]

The post TSE 113: How Differentiating Ourselves Gave Us a 1,811% Growth Rate! appeared first on The Sales Evangelist.

Direct download: TSE_113.mp3
Category:Entrepreneur -- posted at: 5:17pm EDT

During this interview, I was honored to interview Niel Guilarte about his experience in selling for a corporation to now as an entrepreneur. With over 25 years of sales experience, Niel has worked for large organizations such as AT&T, Sprint and OfficeMax in the capacity as a sales professional, sales training and marketing. Niel is currently […]

The post TSE 111: Corporate Selling v.s. Entrepreneurial Selling appeared first on The Sales Evangelist.

Direct download: TSE_111.mp3
Category:Entrepreneur -- posted at: 10:24am EDT

You’d probably think catering to the luxury market is all glitz and glamor. But the more you’re getting paid, the more is expected of you to bring great value to the table. In today’s episode, Marley Majcher, the events planner to the biggest stars and celebrities, shares with us some tips in dealing with the […]

The post TSE 103: Selling In The New Luxury Market appeared first on The Sales Evangelist.

Direct download: TSE_103.mp3
Category:Entrepreneur -- posted at: 7:57am EDT

Content, content, content – there’s a lot of talk about that. You need to post photos, videos, and other visuals to build your online presence. So you decided to post something on your website and use a photo that you got from one of your Google searches. And voila! The next thing you know you […]

The post TSE 096: Things You Must Do To Protect Yourself When Selling Online! appeared first on The Sales Evangelist.

Direct download: TSE_096.mp3
Category:Entrepreneur -- posted at: 10:07am EDT

Kimanzi Constable is an author, speaker, business coach, Amazon bestseller, co-host of Starve the Doubts podcast and just an awesome guy! Today Kimanzi shares with us how you, as an individual seller or an entrepreneur , can find unique ways to get more clients and more business than just picking up the phone and doing […]

The post TSE 094: Three Unconventional Ways To Find More Clients! appeared first on The Sales Evangelist.

Direct download: TSE_094.mp3
Category:Entrepreneur -- posted at: 11:31am EDT

During this episode I had the privilege of interviewing Richie Norton who is the bestselling author of The Power of Starting Something Stupid. Richie is also the author of the #1 Amazon download –Résumés Are Dead and What to Do About It. He is an international speaker and consultant for the corporate growth and personal development industries, a social […]

The post TSE 088: Increase Your Sales Success By Starting Something Stupid! appeared first on The Sales Evangelist.

Direct download: TSE_088.mp3
Category:Entrepreneur -- posted at: 9:11am EDT

In this episode I interview Lin Hart author of the book “Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”. Lin wrote this book focusing on a specific 10-year period of Reginald F. Lewis’ life. It was a period during which the two were particularly close and it is a period that received […]

The post TSE 050: “The Power Of Belief” With Lin Hart Part 2 appeared first on The Sales Evangelist.

Direct download: TSE_050.mp3
Category:Entrepreneur -- posted at: 5:18pm EDT

Here is part two of my conversation with PT and some of the take aways from the second session: Create an avatar or the ideal client of people that you would purchase your product or service. Seek out top influencers who are in your industry and seek out opportunities to work with them and to […]

The post TSE 048: How Phillip Taylor Developed His Hobby Into a Successful Business Part 2! appeared first on The Sales Evangelist.

Direct download: TSE_048.mp3
Category:Entrepreneur -- posted at: 5:34pm EDT

Entrepreneurs, get ready to ignite! During this episode I was able to interview Mr. John Lee Dumas! The man behind “Entrepreneur on Fire”! John’s podcast is a top ranked, 7-day a week business podcast, focused on inspiring entrepreneurs. Some of John’s guests includes, Seth Godin, Gary Vaynerchuk, Barbara Corcoran, Tim Ferriss, Chris Brogan and over 500 […]

The post TSE 037: Selling As An Entrepreneur with John Lee Dumas appeared first on The Sales Evangelist.

Direct download: TSE_037.mp3
Category:Entrepreneur -- posted at: 11:20am EDT

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