Happy July, everyone — time for some great news from Southwestern, and to say thank you to everyone.
We are all so busy in our day-to-day tasks, yet it is important to take a moment to pause and re-acknowledge the truly great thing that is happening all across America and Canada this summer. It is one of the true success stories in the history of business: 142 years in a row of helping young people develop themselves, and help families, through the Southwestern program. Last month, Henry accepted our award for being the oldest company in the Direct Selling Association on behalf of all the student dealers who make all this possible through their hard work every day.
These young people are showing themselves – and the world around them – that despite economic turmoil, political problems, climate change, and many negative factors facing them, they can stand proudly on their own two feet and ask nothing of anyone except a chance to see what they can do. They are creators of opportunity, and carriers of optimism. This Monday, as many Americans will be celebrating Independence Day, the Southwestern Team and the student dealers will be working jointly so those students can HAVE independence, and all that will mean to themselves and their families.
The Sales Managers and Directors are themselves leading the way for Southwestern, inspiring their groups to great production as we move into the most important months of the summer. Every single District Sales Manager and Director knocked on doors for multiple summers, and they know from first-hand experience gained over thousands of hours the truth of what Theodore Roosevelt meant when he said,
“It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.”
Thanks to every Sales Manager, including those who are selling books right now, today.
Thanks also to all the other parts of the company as well for the true team effort that takes place at this time of year. Through Henry’s leadership, every part of our company works together to make this summer spectacle happen year after year. There are literally thousands of moving parts that have to mesh and make sense in order for our year to happen, and you make it so. The student dealers and sales managers are grateful to all of you. Please accept our thanks, and please share this with others in your areas as well: every single person’s efforts count, and make a difference.
It is a pleasure to announce that this summer we are up dramatically in student managers and they are out there making it happen. We are on the grow, and we intend to continue!
Most Thursdays during Southwestern’s sales school weeks I have the privilege of taking photos at Southwestern’s President’s Club dinner. The students who earn the right to attend the dinner have met either the sales or the recruiting requirements and are the top of the top of Southwestern students. On their last night of sales school, after training the first year students and preparing themselves for a summer on the bookfield, they are treated to an amazing dinner at Nashville’s City Club on the 20th floor of the Sun Trust building.
It is not the great food that makes you take a step back when you enter the room, it is the incredible caliber of student that fills it. Each week as Dan Moore announces the winners I am inspired by their accomplishments off of the bookfield. I recall telling the students I worked with as a Sales Manager that they were most likely going to be successful with or without Southwestern. Southwestern is merely a catalyst to get you where you want to go faster with better preparation. These students have learned to overcome challenges and live by Spencer Hays’ motto, “There are two kinds of people in the world: Some find an excuse, and others find a way.”
Last Thursday we were honored to have Southwestern alumni Sam & Cynthia (Dishman) Kirk join us at the President’s Club dinner. Their son Eugune is going on his second summer with Southwestern and was enjoying some well earned steak. As the dinner was winding down, Sam recalled how he was with Southwestern for seventeen years and built a tremendous organization. Sam and Cynthia started Youth About Business, a non profit organization, ten years ago to provide entrepreneurial training to young people in America’s cities.
Sam mentioned to the students headed to the bookfield that one of the greatest lessons he learned at Southwestern was the meaning of success. So many of us have trouble feeling successful even when we accomplish amazing things. Sam reminded us that success is doing your best every day. There are so few things in life we can control, but when we lay our heads down at night we know if we did our best – and that is how we should measure success. I am so blessed to still work at Southwestern where I have wonderful mentors that surround me and remind me of these lessons. For those of you who are not so lucky I thought I would include a poem that I think you will recall from your years on the bookfield.
When you get what you want in your struggle for pelf
And the world makes you King for a day,
Then go to the mirror and look at yourself
And see what that one has to say.
For it isn’t your Father, or Mother, or Wife
Who judgment upon you must pass.
The person whose verdict counts most in your life
Is the one staring back from the glass.
He’s the person to please, never mind all the rest,
The one with you clear up to the end.
And you’ve passed your most dangerous and difficult test
If the one in the glass is your friend.
He may be like Jack Horner and “chisel” a plum
And think you’re a wonderful guy,
But the man in the glass says you’re only a bum
If you can’t look him straight in the eye.
You can fool the whole world down the pathway of years
And get pats on the back as you pass,
But your final reward will be heartache and tears,
If you’ve cheated the one in the glass.
[1] “Pelf” is an archaic term for money, usually used in a derogatory sense
(Slightly edited to make it more genderless – this is all about doing one’s very best – and no one knows what that is except ourselves!)
Last week I had the opportunity to start my week off with a much needed boost. Every summer since I have been working in Southwestern’s alumni department I try to make time to watch President Dan Moore take the stage on a Monday morning at Sales School. Although I have seen the part many times before, it still gives me goosebumps as I reflect back on what it was like to find the courage to knock on that first door.
Meaning no disrespect to his predecessors, I am always amazed at how Dan’s imagery captures what that first encounter with “Mrs. Jones” may be like. Dan’s words and incredible storytelling inspired me to do battle with my own Mr. Mediocrity on and off the bookfield. My perspective has changed since sitting in War Memorial during my eight summers as a bookperson, but the lessons still ring true.
For the last 30 years Dan Moore has been jump starting sales school and most of us can not imagine it any other way. As Southwestern’s Sales School entered its second week, 740 screaming students in a packed War Memorial Auditorium in downtown Nashville welcomed Dan to the stage. When the standing ovation and cheering roar of the crowd ended, Dan was promptly interrupted.
In a special surprise, Dan was joined onstage by his wife and best friend, Maria. On behalf of all of Southwestern and the students dealers, Tabitha Taylor, serving as emcee, recognized Dan for the extraordinary impact he has had on over 70,000 students – including all of the first-year dealers in the audience he was about to inspire.
With just about all of students who have attended Sales School for the last 30 years trained and mentored by Dan, it all starts for everyone with that Sales School door. In showing our appreciation, it is now and forever will be known as “Dan’s Door.” The plaque on the door reads:
“In honor and recognition of the outstanding dedication, commitment, and executed personal development Dan Moore has shown to more than 70,000 students, one door at a time, beginning with this one.”
The surprise and emotion in Dan’s face said it all. While taken aback by the moment, he graciously and humbly accepted the recognition, then did what any Southwestern Company great would do… moved to the next door.
What can I do to improve my interview skills? After months of networking, I am finally getting interviews and I can’t afford to mess up these chances to get a job. I’ve been told that though I am likable, I ramble and give too much detail without getting to the point. What tips do you have to straighten out my presentation?.
The answer reminded me how grateful I am for the Southwestern experience. If I were answering this question, it would have a very simple answer: spend a summer selling books with Southwestern! As someone who prepares people daily for interviews, I know of no better practice for interviewing than a summer on the bookfield.
The interview essentially is a sales cycle that Southwestern salespeople truly know and understand. Since I only work with candidates that have sold books, it makes preparing a candidate for an interview so much easier!! Check out the following excepts from the article to see how closely their suggestions parallel the cycle of selling.
Imagine the interview is 30 minutes long. Within those 30 minutes, you will have specific time frames, each with a purpose. The first few moments are considered an icebreaker. These minutes may happen as you walk to or sit in someone’s office. Perhaps they will ask you about traffic or weather. Now is not the time to be negative, respond in short positive statements.
Ahem…Rapport!
At this point, a transition to the more formal interview will take place. The opening question is often something such as, “Tell me about yourself.’’ This is not the time to offer your life history, so prepare a written answer that shows professional progression, the strength of your work experience, and highlights aspects of your personality like dedication, commitment to learning, leadership, and willingness to work hard. You might also prepare a brief personal statement describing your education and places you have lived (particularly if you are willing to relocate)….
Sounds like an Introduction to me! And, by the way, think as a Southwestern alumnus might be able to prove your willingness to relocate?!
If interviewers want additional information, they will ask follow-up questions. Try to remember that interviews are conversations with give and take on both sides.
The next part of the interview is where you can showcase how well suited you are for the position. Study the job description and prepare statements that speak directly to the job’s responsibilities and challenges. Your research should extend into the company’s culture and environment. Examples that you give should align with what you know about the work style of the organization.
Can you say Demonstration?
The next section of the interview is focused on questions you may have. You must have at least 10 questions ready to ask. These questions demonstrate your interest in the opportunity and that you have prepared for the interview. You will not use all 10 questions and you don’t need to save them for this section. If a pertinent topic comes up during the interview, ask the question then, don’t wait until the end of the interview.
Asking Questions to Fit the Need?
Your last question should be something like: “Thank you. I really appreciated the opportunity to meet with you. Can you tell me what the next step in the process will be?’’ This gives you information about the appropriate time to follow up, and the person you need to contact
Summary, and CLOSE!!
If you are a Southwestern alumnus who has put your interview skills to the test, I’d love to hear your success story. Let us know how your practice on the bookfield and the skills you gained helped you ace your interviews.
Shayne sold books with the Southwestern Company from 2001-2006. He is a member of Southwestern’s Wall of Greats and is currently a Career Counselor with Southwestern Career Services.
Fifteen years ago this month I made the decision to sell books with Southwestern. I vividly remember sitting in a classroom in Otto Olson at the University of Nebraska at Kearney absorbing all Curtis Rogers had to say about the opportunity. As Curtis wrote the list of advantages on the board: experience, money, travel… the one that really stood out to me was service.
I had spent my two previous summers working with a grant funded program called Friend to Friend, bringing educational programs to children in small towns during the summer. Nebraska is full of towns of 300 or less people, and there really isn’t much for kids to do during the summer there. So I spent my time starting up reading programs and bringing in speakers to teach everything from exercise to making rope. I didn’t make much money during those summers, but I did make a difference, and to me, that truly mattered.
My original plan for the summer was to take summer classes. Summer classes were not going to give me an opportunity to make a difference in others’ lives. I made the decision to sell that summer to differentiate myself and to make a difference in the lives of the people I would meet. Staying service-minded saved my attitude many a day on the bookfield when sales were slow. I discovered I was making an impact even when people weren’t buying. Sometimes it was just bringing a smile to someone who needed one, reminding young parents to read to their children, or just sitting down with a family to talk about the importance of education.
The confidence I gained that summer on the bookfield came not only from the challenges I overcame, but from knowing that I could make a difference. Now, as the alumni person at Southwestern, I have the rare opportunity to see how our alumni apply the principles they learned on the bookfield to the rest of their lives. Old habits come back way to easily; it is a challenge to not be just a 90 day wonder.
JT Olson is a great example of Southwestern alumni making a difference. Recently, JT founded the Both Hands Foundation. Both Hands is a non profit organization with a two-fold mission. They serve widows in a very practical way in their communities while raising money to help willing families adopt. Both Hands recently completed their 1st Annual Big Build fundraiser.
The Both Hands Big Build team worked on Debbie Jackson’s home while raising money for orphans. Debbie lost her husband to a heart attack on Memorial Day, 2004. She has done a terrific job of raising three kids on her own, however, there are a few things around her home that needed addressing. Check out the video below of the service done during the Both Hands Big Build. To learn more about JT and Both Hands check out his alumni spotlight at www.wesoldbooks.com/spotlight-JTOlson.
Though she has been officially off of the Southwestern bookfield for nearly 5 years, Haley Price is still selling books. Only now, she’s written and illustrated the books that she’s selling.
She is the author and illustrator of Today is the Best Day of My Life. This book contains bite-sized life principles, presented in a light and simple way, that are intended to help guide people toward a more productive, more meaningful, and more fun life. She tailored a version of this book specifically towards Southwestern students, and it was used for the first time in their sales kits in the summer of 2009.
Haley sold books for three summers (2003-2005). “Selling books was hands-down the best decision I’ve ever made,” Haley says. She worked under a good friend and mentor Wade Floyd in the Eagle Blitz organization, and it was in dealing with the challenges of selling door-to-door that Haley discovered her natural fondness for encouraging and uplifting others. She describes her experience on the bookfield as “the most inclusive life-training you could ever get”.
While not writing, Haley works in global advertising sales for Microsoft in New York, NY. Through her experience with Southwestern and beyond, she has learned the importance of having a positive attitude, working hard for what you want, and believing in your dreams.
Haley continues to reference her days slinging books from house to house; and cannot wait until a book kid comes knocking on her door, “I’m going to give that kid the best pony story ever!”
We just concluded the most successful and most highly attended Great Recruiters Seminar to date! This was due in part to the support of our Southwestern alumni, who shared wit and wisdom with the young people following in their footsteps.
Pat Roach (SW: 1993 – 2006) kicked off the GRS with a keynote Thursday night about “Your ‘Journey Toward Understanding’”—the evolution of a student manager in the business. Pat started a residential real estate brokerage – Southwestern Real Estate – as a part of our company. After several years of working by himself he has already sold over 7 million dollars worth of real estate in the Chicago market. He stressed a new K.I.S. model for success: “Keep it Stupid,” emphasizing that success at Southwestern was astoundingly simple. His PowerPoint was full of monkeys.
Two powerhouses from Southwestern Consulting (formerly Success Starts Now!) contributed to the seminar: Dustin Hillis (SW: 2002-2005) and Rory Vaden (SW: 2001-2005). Dustin shared ideas on how to prepare for a Mort Utley summer in a heavily-attended workshop, and Rory Vaden keynoted Friday evening on the value of discipline, that is, the value of “taking the stairs.”
Our international guest alumnus was Rob Lilwall (SW: 1999 – 2001), former Highlander turned author, explorer, and cycling adventurer. Rob shared his tale of riding home from Siberia to London on a most circuitous route. He paid for his three year journey with the money saved from selling with SW!
Each of our alums did an outstanding job of communicating the value of the Southwestern experience, and they all contributed to the GRS’ overall success. As always, we very much appreciate alumni who share their insights and expertise with young student managers.
The Southwestern family is saddened by the loss of former bookfield great, District Sales Manager, and Director of Sales Larry Beckham, taken by cancer this past Friday morning in Houston, TX. He is survived by his wife, Shelly, and children Abigail Renee of Houston; Lesli Beckham Douglass of Knoxville, TN; William Zachary Beckham of Denver, CO; and Amber Terry Beckham and Briana Beckham Pitt, both of Nashville.
Larry was a phenomenal bookman. One week on the bookfield, he made 180 demonstrations and sold 126 customers. A great recruiter, and with the mentorship of Dr. Jim Samuel and others, he grew a great sales organization. He eventually became Director of Sales and head of the Home Learning Division. His gift with the spoken word was extraordinary, and thousands of students enjoyed and were inspired by the stories he shared in Sales School. He shaped countless lives.
Our hearts go out to his family.
There is a Nashville memorial service set for Friday, Dec. 18 at Belmont Church, with receiving of friends from 10-12:30 and a service at 1:00. Larry’s family ”would love to see a big turnout from all the SW people who knew and loved him”. The Belmont Church is located at 68 Music Square East Nashville TN. (615-256-2123)
We also invite you to share your memories of Larry below.
All Southwestern alumni know that the bookfield is a powerful place. Many times you begin selling books for one reason, but along the way discover lessons you didn’t even realize you needed to learn. I started selling books to help pay for college and to set myself apart from other college students by doing something different with my summer. However, I came back for seven more summers because of the caliber of people I was surrounded by at Southwestern and the personal growth that I believe would have taken me decades to gain elsewhere.
Recently, fellow Southwestern alum Josh Crews wrote about about what he gained from his six summers selling with Southwestern on his blog. Josh sold from 2000-2006 with the Winning Tradition -The Standard group.
I heard about Southwestern almost 10 years ago and sold books the next summer (2000). I did average my first summer, but kept coming back and improving each summer and became a top salesperson.
These are three benefits that I received from selling books with Southwestern
A rescue from the disease of growing up in modern America
In school, I was really smart. A lot people are, and don’t have to work hard to do well. So I end up filling in the time with TV, video games, and conversations about nothing.
I really wish I had been working during that time, because work is great for the mind, body and soul. To illustrate this point, think of the wealthy American family today. The parents grew up working, didn’t have a lot of money then, but built up wealth over their lifetime. Their kids didn’t have to work, and now are either “failing to launch” into adulthood, or worse, are addicted to drugs or video games.
For many middle-class college students today, the hard work of a Southwestern summer is a refreshing cure to a disease they didn’t know they had. Many Southwestern students feel alive at the end of their summer; amazed at what they can accomplish in a day.
That was my experience.
Learning the law of reaping and sowing in 3 months
There is a law, worked by God into human life, “you reap what you sow”. And sometimes it takes years or decades to prove true. Take the example of a neglected marriage: it may take 25 years; but the pain of not investing in your relationship will be much greater than the “pain” of being intentional now. Neglect sown now will reap misery later. It’s a law of reality.
The reap-what-you-sow principle gets accelerated into 3 months with Southwestern. In selling books if you invest good habits, encourage your roommates, treat customers well, work the schedule, learn your presentations; you will harvest a rewarding summer.
If you sow compromising the schedule, mistreating customers, and not being coachable; you’ll reap a crummy summer.
The value of experiencing that principle in a Southwestern summer helps me everyday in my job, community and marriage.
Instant self-employment experience when it’s safe to fail
A person who can create their own customers from nothing is much more happy and economically secure than one who fears having to run their own business.
I do not preach the virtue of economic independence; I’d rather live like George Muller who relied on God in prayer for all his needs; but I do recommend avoiding economic dependence on your employer.
Southwestern allows you to gain that experience in college, where it’s really OK if you have a financially terrible summer, because you’re just a college student (no family, no mortgage…)
Summary
I got into Southwestern for the money. And the money was great. Today I’m most thankful for how Southwestern changed me as a young man in ways that will be paying dividends to me for the next 50 years.
Josh lives with his wife Stephie (who sold books 3 summers) in Nashville and runs his own web-development company.
I am very proud to work at Southwestern and stand behind the principles we strive to develop in young people.
This fall, I had the pleasure of working ”check out” for a couple of weeks. Every year I really enjoy getting the chance to see the students as they finalize their Southwestern summer. Every bookperson can recall how crazy big checkout weeks are and what a team effort is required to get all of the students back to campus on time. Through all the craziness, book counts, and number crunching (which I must admit the nerd in me enjoys) is the unique opportunity of watching a hard working young person reap the rewards of their efforts.
Yes I am proud to work at a place where you are rewarded for your results and not just your intentions. Can you imagine if we gave out awards in sales school for those who intended to work hard and have a great summer? What sort of message would that send? An environment where there is no politics or red tape involved in your success brings a certain amount of peace to each day. If you work hard you will get results; if you get results you will be rewarded. What a simple lesson in controllables for young people to understand. Of course in most professional work places there is a little politics going on, however, I learned on the bookfield that good things come to those who work.
Setting goals and thinking big are part of the process, but it is the hard work and results that count. As more and more schools turn to “no fail” policies, simple life lessons are being lost. In my eight summers on the bookfield as a Southwestern salesman my results were not always extraordinary, but the lessons learned always were.
I am proud to be part of the 150 year Southwestern tradition that still believes that results should be rewarded and the lessons learned will always be the biggest reward.
“It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.”
Last Thursday we were honored to have Southwestern alumni Sam & Cynthia (Dishman) Kirk join us at the President’s Club dinner. Their son Eugune is going on his second summer with Southwestern and was enjoying some well earned steak. As the dinner was winding down, Sam recalled how he was with Southwestern for seventeen years and built a tremendous organization. Sam and Cynthia started Youth About Business, a non profit organization, ten years ago to provide entrepreneurial training to young people in America’s cities.
Imagine the interview is 30 minutes long. Within those 30 minutes, you will have specific time frames, each with a purpose. The first few moments are considered an icebreaker. These minutes may happen as you walk to or sit in someone’s office. Perhaps they will ask you about traffic or weather. Now is not the time to be negative, respond in short positive statements.
Can you say Demonstration?
Pat Roach (SW: 1993 – 2006) kicked off the GRS with a keynote Thursday night about “Your ‘Journey Toward Understanding’”—the evolution of a student manager in the business. Pat started a residential real estate brokerage – Southwestern Real Estate – as a part of our company. After several years of working by himself he has already sold over 7 million dollars worth of real estate in the Chicago market. He stressed a new K.I.S. model for success: “Keep it Stupid,” emphasizing that 
success at Southwestern was astoundingly simple. His PowerPoint was full of monkeys. 
Our international guest alumnus was Rob Lilwall (SW: 1999 – 2001), former Highlander turned author, explorer, and cycling adventurer. Rob shared his tale of riding home from Siberia to London on a most circuitous route. He paid for his three year journey with the money saved from selling with SW!
The 
However, I came back for seven more summers because of the caliber of people I was surrounded by at 
