On this episode, we unlock tips for personal growth that sellers can use to tie their career back to true meaning.
Larry Broughton, an award-winning entrepreneur, CEO, bestselling author, keynote speaker, and mentor to other entrepreneurs, joins me on this episode.
Larry has a variety of experiences — martial arts, Green Beret, motel night auditor, entrepreneur, speaker, and leadership coach. He is the CEO and owner of Broughton Hotels with 20 properties currently, and a goal of 80 in 2020.
Some people seek success. Don’t chase success — be a great person, and live a life of significance. When you significantly impact your family, community, and investors, success is the by-product. Live a life of meaning, with a ‘why.’
Build relationships. People want to do business with people they know, like, and trust. We tend to like and trust people living a life of significance and serving, more than we like those who just take.
When you meet someone, find out how you can serve them. Be vulnerable. Larry learned in the Army to do the hard right, over the easy wrong. Success is just outside your comfort zone. There’s just one way to coast, and it’s downhill!
Larry is a painful introvert. So he gets psyched up, and takes a wing person, and they play off each other. Larry uses small talk to break the ice, instead of talking business. It is clear if someone is assessing whether you’re worth their time.
Sometimes the person you meet is not a good business fit for you, but you might know someone who can help them. Larry likes LinkedIn for the degrees of connection. Larry likes to build the know, like, and trust factor. Smile!
Gordon Gekko did not get it right. The world is not a reward for greed. The competitive approach to success is hollow. Collaborative success is best. Larry elaborates on this.
Larry believes that things are going to work out in the world, and what he can control is his own positive energy, and the way he responds to the world. Salespeople with positive energy are much more attractive.
Larry speaks of 12 Keys to Greatness, including traits such as awareness, authenticity, being centered, gratitude, meditation, intentionality, loving self and others, self affirmations, talismans (symbols of accomplishment), etc.
Jealousy comes from fear. There is enough opportunity, success, wealth, recognition for everyone. Larry’s daily affirmations helped him bless people he envied, until he could appreciate them. Good vibes come back to you.
Liking goes both ways. When you are authentic, your “like” shows through. Larry’s office has a sign, “Authentic people delivering creative solutions.” The sooner we can be real, the sooner we can like someone, and they can like us.
Larry prizes humility. He sees the need for advice. He has a board of advisors for his business, and a board of advisors for his personal life. Be more collaborative than competitive. Do something significant today.
The Sales Enablement Podcast with Andy Paul was formerly Accelerate! with Andy Paul.