Members of our Southwestern family Patrick and Julie (Cate) Kelly need our prayers this Christmas.  Patrick & Julie both sold with the Winning Tradition organization.  Patrick sold in 1998 & 2000 with James Madison University and Julie sold in with the Wheaton College group in 1998-1999.  Patrick and Julie were married in 2007 and have an adorable 2 year old daughter, Cecilia.

We ask for your prayers as Patrick is battling his 2nd brain tumor in the past 7 years.  After 3 rounds of chemo his tumor seemed to be gone, but Patrick’s neurological health has been declining very quickly for unknown reasons.  He was put into a coma 2 weeks ago as he was having seizures.  He was taken out of the coma and seemed to be making progress, only to start declining again.  After yesterday’s test results they believe his lymphoma is spreading throughout his brain.  They are also still trying to determine the source of his neurological decline.  While the cause is unknown, they believe it is most likely not reversible.

Julie has been writing a blog to keep everyone up to date on Patrick at http://getwellpk.blogspot.com/.  You can also sign up for the virtual prayer vigil for their family on the blog.   Julie, Patrick, and the rest of the Kelly family are so grateful for your prayers.

many of my readers know that i sold books door-to-door for the southwestern company for 3 years while in college.  anyone that knows me personally is also aware that i considered this experience to be one of the most challenging of my life.  it was also remarkably gratifying, humbling, and immensely educating.

ironically, all these years later, i now work at southwestern again.  only this time - in a different capacity.

last week i attended their great recruiters seminar in nashville, tennessee.  since my days on the bookfield, i’ve met many successful businesspeople, physicians, entrepreneurs,  musicians,  lawyers, professors.  you name it… 

but i must say, that spending time with these tenacious and hard-working young book sales men and women … had me exceptionally inspired.

one of 2010′s top salespeople, jenny nut, said the following:   “success is not easy; but it is simple.  keep a positive attitude, believe in yourself, believe in others… find a purpose …  you will never go anywhere if you don’t move your feet.”

this is a 21-year old girl who spent the summer slinging books door-to-door.  getting told “no” more than 40 times a day.  working tirelessly toward a goal which she adamantly considered to be well worth the effort.  this is a person who has the gut and the determination to go after what she wants.  this is also a person who made over $20,000 in 90 days. 

and no, the business is not only about money.  money is not the sole measure of success, here or anywhere for that matter.  but i can testify (based on experience), that if one person makes this much of it through the program – they had an undeniably strong work ethic, a positive and resiliant mental attitude, and a mission to succeed.

so here’s to you, bookpeople.  here’s to  the grit, the gumption, the humility, the fortitude – and all other great things it takes to do this job well. 

you inspire me.

The two summers before I sold books with Southwestern Company I helped run a grant funded program in small Nebraska towns.  Basically, we brought educational and fun activities to towns with less than 500 people.  As you might imagine, there are not many constructive summer activities for kids in small towns.  It was a great experience!

The service aspect of working with Southwestern Company was also one of the main engaging advantages that attracted me to selling books.  Whether or not the people I talked with bought, I always knew I was doing a good thing just talking with a family about the importance of education.  The lessons of taking the focus off yourself and serving others radiates through many of our SW alumni.

Five year Southwestern Company alum Ella (King) Herlihy was a Top First Year, a Wall of Greats Winner and is now married to one of the top all-time booksellers in our history, Steve Herlihy who sold for nine summers.  Steve and Ella are great at giving back to Southwestern Company by housing students, hosting SW gatherings and speaking at Sunday meetings.  They have five children (or “booklets” if you’d like to call them that) and live in Atlanta.  

When reflecting on her Southwestern experience Ella states, “Those principles we learned selling books DO help us in our daily lives – it is not a myth – even at age 41 and 46, we still have to make a conscious decision to get up with a great attitude and an “I Love My Job” mentality.  Being a homeschooling mom to five children under age 11 (yes, we already have ALL of the books) requires more patience than is humanly possible and some major attitude management.  We explain to our children over and over again ‘your sister did not MAKE you do that – you and you alone are in control of your attitude.’  We also have been both showing them and telling them that ‘anything worth having is worth working hard for.’  They don’t get it so much yet, but just you wait until they hit the bookfield!  Only 7 more years until Massie is old enough!”

Ella and Steve are involved with a wonderful ministry that brings hope and healing to families with a child stricken with cancer.  Blue Skies, is a a ministry that takes families who are facing life-threatening childhood illnesses for a week-long beach retreat in Florida.  It is free for the families who have a child being treated and the volunteers raise support to fund the retreats.

Blue Skies is in the running for a $250,000 grant from the Pepsi Challenge.  If Blue Skies receives the most votes in December, they will be able to use the $250,000 to take 120 families to the beach for a week of rest and recuperation and reconnecting with one another while they are in the midst of fighting for their child’s life.  You can vote daily in December and help Blue Skies go from #42 to #1 and put Pepsi’s grant to great use.  Vote at www.refresheverything.com/whereskiesareblue.

That is why I was a bit surprised when an alum called in last week asking about something I had never heard of.  John Gosch, who sold books in 1976 & 1977, wanted to know if we still had any “Round Tuits” we could sell him.   I was completely unfamiliar with the Round Tuit.  John explained that his sales manager Steve “the rabbit”  Babbitt had given everyone in their organization a Round Tuit to carry in their pockets on the bookfield. 

All of us have replied that we will get a task done when we get around to it.  Well, if you have a round tuit in your pocket — you don’t have to wait.  According to the wiktionary a round tuit is 

“a circular object giving its owner the ability to get done everything that would have otherwise been put off to a later date”. 

I further inquired about round tuits with one of Southwestern’s pillars of knowledge, Dan Moore.  Dan recalled his student manager, Marty Fridson, asking if he had memorized his sales talk yet.  Dan replied to Marty that he would do it when he got a round to it.  Marty took out a sheet of paper drew a circle with the word tuit on it, tore it out and handed it to Dan.   I love how Southwestern lessons from the 1970′s still apply today, on the bookfield and off.

I will always treasure my Southwestern Success Coin and what it symbolizes, but I think having a round tuit in my pocket may be another good reminder of Southwestern principles.

Despite having trained hard in Sales School and practicing my demo more times that I can recall, that morning on Finch Street I was going to have to learn again – by doing. It seems the bookfield isn’t the only place where you can test run something many times, but you cannot predict what will happen when it is live.

A “webinar hosted by Dan Moore” is enough said when it comes to describing the degree of excellence of the webinar.   Everything went smoothly, except for one glitch.  At the last moment, there was a snafu with our capacity limits and many alumni who pre-registered were unable to access the webinar.  

Luckily the webinar was recorded.  Although it is not live, you can still brush the dust off of those SW success principles.  All Southwestern alumni can view the webinar at http://www.wesoldbooks.com/webinarvideo_2010-10.

Please share your feedback and thoughts on the alumni webinar below.

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!

Thanks again to all of you.

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.

The One in the Glass
by Dale Wimbrow, ©1934

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.

(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!)

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.

Be sure to check out the full article at http://www.boston.com/jobs/news/articles/2010/03/21/the_key_to_good_interviews_practice/

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. 

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!”

Find out more about Haley’s book at http://www.todayisthebestdayofmylife.com/ or check out her blog at http://blog.todayisthebestdayofmylife.com/.