What Makes a Tom Hopkins Champion?

In 1997 I sacrificed greatly to attend a three-day Boot Camp by Tom Hopkins (http://www.tomhopkins.com/). After returning, my first sale doubled in a fingersnap because of some things I learned there. I still owe a huge debt of gratitude to Tom-- fantastic things he teaches, honed and laser-focused, and all based on honesty and integrity. Wonderful stuff.

However, the greatest lesson came shortly after when a water-purification salesman visited my friend, and per the Kool Aid, asked my friend for referrals. So my friend's telephone call got the salesman into my home.

Although I had NO intention, need, or ability to buy a water purification system upon hearing some buzzwords, I rapidly realized the fellow had fully embraced the Tom Hopkins methodology. As if on cue he'd ask exactly the question I'd just been schooled. He'd memorized every chapter and verse. Fresh out of a roomful of wannabes, my curiosity was piqued. I had to see how it worked in real life, so I dangled my gonads-- rationalizing that I could safely pull them back from the alligator at any time.

"After all," I thought, "I know what he's going to say. I just want to see how it all works. Forewarned is forearmed."

An hour later as my wife looked on, horrified, I handed over a check for $5,000. Rick Kania had wrangled it out of me as painlessly as taking candy from a baby. But I was the most amazed person in the room. How had he done it? I had truly been schooled.

Among other things I learned that (1) Someone who relentlessly learns and incessantly hones their craft is the most formidable opponent. No motion, action, thought, or question was offhanded, casual, or ineffectual. He knew what he was asking, and he knew what to do when I answered this way or that; (2) The only effective "no" is irrationality-- if you wish to appear sane, dignified, coherent, and apparently in control of things, you'll always surrender to the truth that another more effectively wields; (3) Never dangle your gonads.

And as the circle closed, and the gentleman took my check, he asked, "Who is your best friend? May I call-- no, actually, would YOU dial their number now? Just tell them you'd like them to meet someone..." he gently coaxed as he took the ringing receiver from my hands.

Cheers
Lee

Use Things and Love People

No matter how technology captivates me, I've not found anything that exceeds my full-time fascination with people. I study how they think, how they act, what they prefer to do, and why they buy what they buy. Year in and year out I watch them, tally their actions, and test them-- and thereby become enriched.

As a result, I have a demonstrated love for the related fields of sales, marketing, and advertising.

One might think these things are quite different one from another. However, they are simply facets of the same diamond: Providing people their proclivities.

For example, in advertising, I become like a mosquito-- targeting the warm vein of someone's interest. In the shortest period I take aim on the largest segment of the population. But in marketing and market planning I work behind the scenes at companies to ensure long-term production, delivery, support, and service. Nothing breaks the bank faster than rush production and delivery... constantly falling behind because of poor planning and follow-through.

And in sales (that dreaded word for most people) I can do what I love doing most: Help people get what it is they wish to get. I love being on the phone with people, especially when I can I aid them in achieving ownership, helping them move their own lives forward. That only happens when I know what it is they want... when I learn 'how they tick'... and then I help them get it.

And in my experience, nothing is finer than to have the power and authority at a company to provide service in all three areas: advertising, marketing, and sales. That comes full circle to loving them.

I was once counseled to use things and love people; sadly, some use people and love things. As our society becomes more and more technologically advanced, my counsel is to remember the warmth of a handshake, the joy of a smile, and the fulfilment of helping someone achieve their goals in life.

Cheers!
Lee