The Southwestern Company Alumni Blog
| In January 2009 CNBC started a ”Pony Blog“. “The Pony blog’s intent is to find the lighter side of the economic crisis and distract you with humor long enough for the seeds of hope to spring forth from the rubble.” It is quite refreshing to see the media finding the positive in the current ecomonic situation. Now most people may pause and ask themselves, what do ponies have to do with the ecomony or positive thinking. However, if you have attended a Southwestern Company Sales School since 1956, you remember the pony. I attended eight Sales Schools and I ALWAYS looked forward to hearing Mort Utley tell The Pony Story. In fact, until now I didn’t realize that anyone but Mort told the story. Well the truth is no one can tell it quite like Mort.
Many days during my Southwestern summers I would be going into that last gravy goal period sitting on zero. (Translation: zero sales for the day with 2.5 hours left) At that point, my affirmation would switch to “there’s gotta be a pony somewhere”. I learned so many life lessons selling books. I would have said I was a postive thinker before my Southwestern experience, but the bookfield taught me how to harness my thoughts. At first it amazed me that, by continually telling myself outloud good things were going to happen, they did. We really do believe what we tell ourselves; so why do we tell ourselves such bad things? By focusing on finding the yes’s and getting the no’s off my list I could make my attitude do a complete 180. I would like to say that I am an expert at applying this lesson off the bookfield, but I’m not…yet. Guarding our self-talk can be difficult in a world filled with so many outside negative influences. The ponies are all around us; we just need to remember to look for them. Until now the video of Mort has been only shown in the Southwestern Sales School. Today I would like to share with you “The Pony Story”. |
Hey, Sudman, it’s interesting that you chose to post this today. I find myself having in science a rather “shit” week. I needed to be reminded that if I just keep wading; my pony is out there.
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Becky Sudman Reply:
April 16th, 2009 at 9:58 am
Keep digging Stacey! It is always when we don’t think we can stretch anymore that the pony appears. The credit belongs…
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Hi Becky,
This is great – just brought such a warm smile to my face. Thank you for posting this. Have you posted any other clips from Mort? I’d love to be able to share clips like this with others.
Thank you,
Rick Williamson
90-92
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Becky Sudman Reply:
April 15th, 2009 at 3:52 pm
Hey Rick,
Mort has a way of connecting the generations of bookpeople. We haven’t released any other clips of Mort. However, the DVD of his full keynote speech will soon be available in the alumni store. Stay tuned.
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That’s a great anecdote. I loved when it pans to the crowd and you see the 80s haircuts and vintage striped crew socks.
Just remember when you are being chased by a kid on a bike who wants $2, there is a pony further down the road.
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Thank you Becky for posting this. Like Stacey, I have been “digging” through it, and this reminds me that the pony is there. (And I wish I still had my “80′s Haircut, Meaty!)
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Hey Becky!
Thanks sooo much for posting this! I last saw Mort my 6th and last summer on the bookfield in 1972! I’ve recalled the story and applied it countless times in my career and personal life since. It’s about the BEST life lesson I’ve ever heard!! I’ll share it now with my 2 grandchildren! Thanks again! Blessings to you!
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Becky Sudman Reply:
April 16th, 2009 at 9:55 am
My pleasure Bill!
It is definitely a story that should be passed along. By grandchildren you mean future bookpeople right
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Thanks for posting this clip from Mort Utley. It brought back some great memories back from the summer of 1978. I like others would like to see video of the whole speech shared. I work for Ford Motor Company and like many other companies in today’s economy find ourselves faced with many challenges. At Ford, we have chosen a different path to success than our competition. Our Domestic competition has chosen the path of government “Handout”. We have chosen a old fashioned and time proven Southwestern Company and Mort Utley taught path of rolling up our sleeves and we call it “Work it Out”. We are doing this with a positive attitude, after all my brother Clifton and I both sold books for Southwestern (We both now work for Ford Motor Company) and we had to work hard, smart and with enthusiasm then and have to now . We have chosen to make those characteristics part of our moral fiber. Thanks again for sharing an old friend’s words. We always loved and respected Mort Utley and the great Charlie “Trememndous” Jones and put them on a high shelf in my life of role models. The Southwestern Company was one of the best experiences of our lives.
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Becky Sudman Reply:
April 16th, 2009 at 9:54 am
It is great to know that the Lambreth brothers are leading the charge and spreading the lessons from the bookfield at Ford. Before that first summer I had no idea how impactful a summer of selling books could really be. The lessons learned and the character built from those summers is the foundation I am proud to stand on. Keep on Keepin’ on!
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This story is my favorite from Mort. I can now finally share it with people in a way that I couldn’t before. Thanks so much
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Great video of a great man! Southwestern and Mort Utley both had a huge positive influence on my life. I also want to remember another great man, Glenn Jackson, who influenced countless lives in a positive way. Dan Kemp 65 to 67.
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Becky Sudman Reply:
April 16th, 2009 at 9:46 am
Dan I wholeheartedly agree! Organizing a mini reunion of Glenn Jackson’s “boys” was one of my favorite parts of the 2005 reunion. The letters Glenn wrote to his men on the bookfield are infamous to this day. He was incredibly dedicated to the people he served and trained and their success.
Although, I only met him once, I could tell what a great man Glenn was. It was obvious in the adoration of the men that worked with him. We could use a few more Glenn Jackson’s. It is good to know that his legacy lives on in the bookmen he influenced.
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this is just great!!!! my fav story ^_^
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