About me

People sitting at a wooden table in a meeting, some taking notes with notebooks, in a sunlight-filled room.

What do you do?

Whatever size it comes in, the job is the same. I get in front of your reps every week, look at what they actually did, and give them one thing to fix. Most of it is making sure the boring part keeps happening after everybody stops being excited about it.

What is your background?

Selling things with nothing in common, which sounds like a lack of focus and probably was for a while. What it bought me is having to learn a new product and a new buyer from scratch, more than once. The part that transferred every time is what I teach.

Who is this for?

Anyone selling something they believe in who suspects they're doing it wrong. Team or solo doesn't matter much. What matters is whether you'll change how you work when somebody puts the numbers in front of you, because that part I can't do for you.

Six industries, different products, wildly different price points.

The variety isn't the point.

The point is that the same handful of principles worked in all of them, which is the only honest evidence I have that they'll work in yours.

  • Telecom

    Telecom was door-to-door. New account acquisition, benefit-focused retention, and eventually leading teams doing the same in both B2C and B2B, from local fiber providers up to Charter Spectrum. I ran 35% above target.

    Knocking on a stranger's door at six in the evening is the least welcome thing you can do in sales. Nobody is waiting for you and everybody has somewhere else to be. You learn to say who you are and why you are standing there inside about ten seconds, and you learn to leave the second the answer is no. Everything I do now is a slower version of that.

  • Insurance

    Coverage across life, health, property and casualty. The work was standalone policies, policies built into a financial plan, and group enrollments, most of it district-specific benefits and educator programs at Assure, with carriers including Mutual of Omaha and TransAmerica.

    A lot of that meant sitting in a school building explaining options to teachers who had twenty minutes between classes and no particular interest in insurance. You cannot sell anybody in that position and you should not try. You can be clear, and you can still be there in March when they have a question.

  • Finance

    Retirement and investment planning at Northwestern Mutual, building a client practice from nothing and completing the Financial Planning Academy there. The clients ran from people counting every dollar to people who had never once had to.

    Most of that job was explaining compounding and risk to people who had been told their whole lives that money was too complicated for them. It usually isn't complicated. It is just explained badly. If you can make it clear to somebody in twenty minutes, you can explain almost anything.

  • Real Estate

    Experience spans from apartment locating as a licensed agent in Texas, helping investors expand their portfolio at New Western, and selling homesites in luxury gated communities with Double Diamond and Patten Properties. Those are private resort-style developments, lake and golf course communities, and airparks, with properties running north of $500,000 before construction. My closing percentage at Double Diamond held just over 70%, and I finished top five out of more than twenty-five reps.

    Almost all of that business came by referral. The person across from you is there because their neighbor or their brother-in-law told them to come look, which means you're borrowing trust you didn't earn. Push once and you've cost two people instead of one. Nothing taught me faster that pressure is the expensive option.

  • Aviation

    Experience here is charter and fractional ownership, mostly on the corporate side. The work ran from high-net-worth prospecting and mission analysis through aircraft recommendations and walking somebody from a first LOI to wiring instructions, plus structuring leasebacks of trainer aircraft for flight schools. Selling charter memberships at Xtrordinair, I finished first in closing percentage out of eighteen executives.

    Nobody buying time on a jet needs convincing they want one. They settled that part long before you showed up. What they are deciding is whether you are worth their afternoon, and at that level you find out inside a couple of minutes. You answer the question they asked and not the four they didn't.

  • Legal Services

    I run intake at a family law firm in Fort Worth, which is a quieter word than what the job actually is. The receptionist answers the phone. Everything after that is mine — the consultation, explaining how the process works and what it costs, the agreement signed, the payment taken, the client onboarded. My first month we more than doubled the month before and posted the best month the firm had ever had, then beat that the next month. I didn't generate those calls. I closed them.

    Somebody calling a divorce attorney is having one of the worst weeks of their life, and there is no version of pushing that person that works. You ask, you listen, and you tell them the truth about their options. It's the clearest case I've found for the way I sell.

My Story

My career in sales began following Uncle Sam’s cancellation of my student loans at Texas State University, cutting the pursuit of my business degree short.

Immediately following, I spent the next summer working in the Texas heat as an irrigation technician, and while a respectable trade, I realized I didn’t want to be in a position getting paid the same as the guy always showing up late and working just hard enough not to get fired.

I remembered during my sophomore year in my small Texas high school, I had a good friend’s father tell me I could sell firewood in July. He was an electrician, so I took it with a grain of salt but I’d be lying if I said it didn’t inspire me.

This ultimately led me to my first commission-based door to door role in telecom which opened up doors for me I never knew were possible, and proved instrumental in my transition into real estate where I was fortunate enough to close just under $10 million in transactions before turning 23.

I would never claim to have done this alone. Over the years, my roles have allowed me to be surrounded by some incredible mentors at the top of their fields and instead of gate-keeping their knowledge, they were willing to share decades of invaluable information. It just took someone willing to learn.

Along the way, I have had the opportunity to explore other passions of mine from finance and aviation to educating teachers on district insurance alternatives, gaining new perspectives and always learning along the way.

I have proved that not only can I do this at a high level, but whatever it is I’m doing works across industries from single moms who need to save $10 on their monthly internet bill, to affluent families with a blank checkbook picking which gated community they want to grace with their next waterfront custom home.

At the risk of sounding cheesy, I believe sales is an art and unfortunately, it’s a dying art.

I value my integrity over my paycheck, and I simply believe you shouldn’t have to lie or be dishonest to be successful.

If you agree, give me a shout.

Contact

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