Pony Tales Podcast

Victoria Varberg works in conservation now — specifically raising money to help protect rhinos at Ol Pejeta Conservancy in Kenya. In this episode, she talks about how she got into that world, what it's really like working in international fundraising, and how much of what she learned from selling books still applies.She also tells the story of her craziest week on the book field — a stretch that included a cult, a broken-down car, and one of her biggest sales weeks ever.Big thanks to our sponsors over at Cardinal Senior Insurance — and shoutout to everyone who's been supporting the show!Get a sit down with their leadership and ⁠⁠⁠⁠schedule an Interview with Cardinal Senior Benefits⁠Get info about BIZZLER in Greece here: ⁠⁠cassandra@travodyssey.comWelcome to The Pony Tales Podcast, where we dive into the inspiring stories and unique experiences of Southwestern Advantage alumni. Each episode features candid conversations with former book-sellers, exploring how their time selling books shaped their personal and professional lives. From incredible career journeys to valuable life lessons, our guests share the habits, mindset, and challenges that led them to success. Whether you're a former book-seller or just looking for some motivation and wisdom, you'll find something to relate to and learn from in every episode.

Eric Hampton is an AE and RevOps Manager at Lemony.ai, and he's carved out a career in one of the fastest-moving industries out there: AI startups.In this episode, we talk about what it's actually like working in tech after the book field — how sales cycles are different, how to position yourself to get hired, and how to figure out which startups are worth jumping into (and which are a dumpster fire in stealth mode).We also get into a story from his first summer that involves a totaled car, a Pontiac Trans Sport van, and more than one person assuming he was absolutely up to no good.This one's a mix of strategy, career advice, and a little chaos — just how we like it.Get info about BIZZLER in Greece here: ⁠cassandra@travodyssey.comIF THIS IS YOUR FIRST EPISODE: Welcome to The Pony Tales Podcast, where we dive into the inspiring stories and unique experiences of Southwestern Advantage alumni. Each episode features candid conversations with former book-sellers, exploring how their time selling books shaped their personal and professional lives. From incredible career journeys to valuable life lessons, our guests share the habits, mindset, and challenges that led them to success. Whether you're a former book-seller or just looking for some motivation and wisdom, you'll find something to relate to and learn from in every episode. Tune in and be inspired!

Get ready for a marathon episode with Ella Roach! Ella brings a unique perspective, being the daughter of a book-seller. In this conversation, we explore the balance between independence and self-advocacy, all while staying coachable. If you know Ella, you know this episode comes with some bold opinions and unfiltered takes. And if you don't know her yet, you'll be sure to after listening!A big thanks to our sponsors over at Cardinal Senior Insurance. Get a sit down with their leadership and ⁠⁠⁠schedule an Interview with Cardinal Senior BenefitsWelcome to The Pony Tales Podcast, where we dive into the inspiring stories and unique experiences of Southwestern Advantage alumni. Each episode features candid conversations with former book-sellers, exploring how their time selling books shaped their personal and professional lives. From incredible career journeys to valuable life lessons, our guests share the habits, mindset, and challenges that led them to success. Whether you're a former book-seller or just looking for some motivation and wisdom, you'll find something to relate to and learn from in every episode. Tune in and be inspired!

In this episode of The Pony Tales Podcast, we chat with Joe, who sold books for three summers in the 1980s and went on to build a remarkable career. Joe is the author of Habits Driven is the Game Changer, where he shares how the habits he developed during his book-selling days paved the way for his success in business. He's now the founder of Live Better Financial in California, specializing in Divorce Lending, a unique niche in the mortgage industry. This episode offers a fascinating look into Joe's career journey and the impactful lessons he's learned along the way. Tune in—you won't want to miss it! A big thanks to our sponsors over at Cardinal Senior Insurance. Get a sit down with their leadership and ⁠⁠schedule an Interview with Cardinal Senior BenefitsIF THIS IS YOUR FIRST EPISODE: Welcome to The Pony Tales Podcast, where we dive into the inspiring stories and unique experiences of Southwestern Advantage alumni. Each episode features candid conversations with former book-sellers, exploring how their time selling books shaped their personal and professional lives. From incredible career journeys to valuable life lessons, our guests share the habits, mindset, and challenges that led them to success. Whether you're a former book-seller or just looking for some motivation and wisdom, you'll find something to relate to and learn from in every episode. Tune in and be inspired!

In this episode of The Pony Tales Podcast, we sit down with Emma, a true champion of the book-field. Growing up in a family of successful book-sellers, Emma shares what it was like to be surrounded by such a high-achieving alumni family. She opens up about the pressures of living up to their success and how she learned to let go of her ego and the need for recognition. By embracing a mindset of self-improvement, she hit her biggest goals yet. A big thanks to our sponsors over at Cardinal Senior Insurance. Get a sit down with their leadership and ⁠schedule an Interview with Cardinal Senior BenefitsGet info about BIZZLER in Greece here: cassandra@travodyssey.com

Monette Howell is a 7-summer book girl who sold in the late-70s/early-80s at a time when not many women were on the bookfield. During the COVID shutdown, Monette started her own weekly podcast, Mornings with Monette. She and Andres talk about the origins of her podcast and the learning curve that comes with an audio platform. Monette had a star-studded career on the bookfield and she talks about how she was a student of the game, what she did to bring a 20-man team, and so much more. Be sure to check out her show via the links below! Mornings with Monette Apple Podcasts: https://podcasts.apple.com/us/podcast/mornings-with-monette/id1513242698 Spotify: https://open.spotify.com/show/1rR1IPEADGAAJvD913SdtF  Book link: Habits Driven is the Game Changer  https://www.amazon.com/Habits-Driven-Game-Changer-Siau/dp/1951797949 Key Moments and Chapters: 00:00:00 - Start 00:03:30 - Was it a Cult? 00:06:00 - Having one of your kids go sell books 00:09:20 - Mornings with Monette 00:18:50 - Top Series of the Podcast 00:21:30 - Content creation process 00:31:34 - SW Origin Story 00:36:30 - Being good at selling is different than being a good manager 00:40:15 - Managing women? 00:48:20 - The Firsts - and without a car 00:59:30 - The Power of Belief 01:08:00 - How to leave your territory in pristine condition 01:16:10 - Recruiting lessons 01:23:00 - The Famous Off Schedule Rodeo Encounter 01:26:00 - Rapid Fire 01:50:00 - Moonshine Capital of the World 01:53:20 - 20th Man on the 20-Man Team 02:00:00 - Pony Tales

At the time of this recording, Theo is the Head of Business Enablement for Google in the Asia-Pacific region. In this episode, we discuss his career journey from books to Google, his accomplished public speaking career, and, of course, how he holds the record for experienced dealers and the best day ever—literally. You can connect with Theo regarding his latest career move on LinkedIn. A big thanks to our partners over at Cardinal Senior Benefits. If you want more information about them, here's the link. Schedule an Interview with Cardinal Senior Benefits | | Chapters and Key Moments - 00:00:00 Start 00:07:30 What Theo has been up to  00:13:25 Finance to SW Consulting 00:19:27 Working at google  00:28:00 Hackathon 00:44:45 Day to day at google 00:54:42 Public speaking career 01:06:54 How did you get into SW?  01:14:11 First Sale 01:15:48 BIGGEST DAY RECORD --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Being curious, a better listener, less judgmental, and letting go are just some of the topics we shared in this hour long Executive Exercises episode.  Let us know what habits you've learned since leaving the bookfield that you are proud of! Also, here is the video of the door-to-door pizza guy. Books mentioned: --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Adam, a nine-summer bookman, hops on the show for a shorter episode with Andres. Oddly enough, Adam had multiple encounters with Filipino families while on the brookfield, and has some great stories to accompany them. Since his time selling books, Adam has worked with Southwestern Consulting and launched the student consulting branch of the group for middle and high school students.  UPCOMING: Adam is part of a new non-profit venture to take the student coaching model to kids aging out of the foster care system. September 19 at 5:30 pm at the Company Headquarters in Nashville, they're hosting a social fundraiser for the non-profit, Kindness for Kids. If you are interested in supporting this worthy effort, connect with Adam through the website!  Check out Adam's other podcasts: Inside Great Minds :https://www.instagram.com/insidegreatmindsadam/  The Action Catalyst: https://www.instagram.com/actioncatalystpodcast/ Key Moments and Chapters: 00:00:00 - Start 00:04:30 - RAPID FIRE Questions 00:10:50 - Filipino Breakfast Spot - “You Book Man!” 00:17:00 - Redefining belief barriers - the mom who refinanced her home to buy the books 00:20:00 - The Universe conspiring on your behalf 00:25:00 - Recruitment into Southwestern, impressed by Lester 00:29:00 - Living with a Filipino Mr. Miyagi 00:31:25 - “First Door” had no door 00:33:38 - Origin of SW Student Coaching program 00:41:00 - Andres' soccer coaching philosophy 00:44:25 - “Tremendous change starts with the education of the populous.” JFK 00:46:00 - Tina Outland, field hockey club 00:48:15 - PONY TALES - What you're doing now will change your life 00:52:20 - Kindness for Kids Social Fundraiser, September 19, @5:30 pm 00:58:30 - Aiden says hi - I am Brave, I am Strong, I am Kind! --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

This might be the best Executive Exercises episode ever. (Say that four times fast. It had disagreements, laughs, and feet. --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Phil hops on as our second Varberg to grace the show (Peter is #215).  From growing up in the Philippines, Phil heard all about selling books from his dad, and knew this was the path for him. He and Andres talk about the twists and turns of life after the bookfield and his journey with Inspire Benefits, before digging into some wild stories of the days slingin' books. Phil sold for 7 summer and has the stories to prove it. If you're watching, around the 90-minute mark, take a peek at the photos Phil shares! Enjoy this episode that is FRIEEED WEEELLLL.  Executive Exercise link:  Apple Podcasts - https://podcasts.apple.com/us/podcast/ee-when-to-fire-someone/id1550828313?i=1000660581150  Spotify -   https://open.spotify.com/episode/1O23O6pLuxsNv1g0vMkRnQ?si=Yje1xY6KRpmSOE1gDASaTg  Key Moments and Chapters: 00:00:00 - Start 00:03:06 - A Varberg Family History 00:11:30 - Manifestation of Goal Setting 00:22:45 - Inspire Benefits 00:25:00 - Pursuing the Shadow of my Dad 00:33:20 - Recognize that life is a vapor 00:42:30 - Getting into SW 00:48:00 - First Door, First Summer 00:51:50 - Trailer Park Pony 00:56:00 - Missionary Kid Experience 01:10:00 - Dodge Caravan Incident 01:22:50 - Must. Sell. More. 01:31:00 - Photo Reel! 01:35:50 - Rapid Fire 01:52:30 - PONY TALE --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

In this episode Pat, Alecia, Lee and Andres discuss when it is time to quit. How do you know if the career path you are on is not working out? Have you been at your role too long? Are you getting paid enough? Do your values align? These are the questions we address and more. Enjoy! --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Ian Brown hops on the show from Tampa, Florida after selling for 7 summers. Ian hit some great numbers in his time on the bookfield, and shares with Andres how his time as a track athlete set him up for success and a “fast” start. From Honky Tonk Badonkadonk, to Jesus PR, to Retail Leasing, these two have a great time catching up - all the way to Pound Town! Key Moments and Chapters: 00:00:00 - Start 00:04:05 - Rapid Fire 00:07:47 - POUND TOWN 00:23:55 - Honky Tonk 00:27:50 - Stocking piling the car 00:33:55 - Best Sales Day 00:46:20 - Recruited by Cousin Shaina 01:02:50 - Track teaching FLOW and getting to 10k summer 01:14:00 - Keys to a Fast Start 01:26:45 - Why leave then? 01:30:00 - Commercial Real Estate vs. Retail Leasing 01:38:50 - PONY TALE --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

PART 2 OF: Elliott Alexander (IG: @Ezander15) sold with the FORCE organization for three summers. Now with Family Heritage, Elliott shares some insight into what makes this endeavor unique from the bookfield experience. He wasn't always the most “on schedule” bookman, and he and Andres share some fantastic stories of those off schedule shenanigans, complete with finding all of his HQ out on the lawn! Enjoy! --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Elliott Alexander (IG: @Ezander15) sold with the FORCE organization for three summers. Now with Family Heritage, Elliott shares some insight into what makes this endeavor unique from the bookfield experience. He wasn't always the most “on schedule” bookman, and he and Andres share some fantastic stories of those off schedule shenanigans, complete with finding all of his HQ out on the lawn! Enjoy! Key Moments and Chapters: 00:00:00 - Start 00:01:52 - Elliott Intro 00:03:30 - Catch Up! 00:08:30 - What IS Family Heritage? 00:12:15 - Going Business to Business - a different approach 00:17:40 - Managing the Gatekeepers 00:21:15 - Long term with Family Heritage? 00:24:30 - The “Sales” Stigma 00:27:40 - Andres' big news! 00:30:00 - Southwestern Origin Story - all started in PSYC 101 00:44:00 - First Summer in New Hampshire 00:48:00 - “My living room is in a different town” 00:52:10 - FIRSTS 01:03:00 - Panic Attack - first week in Maine 01:14:45 - Off Schedule Stories 01:25:15 - “I never intentionally went looking for weed” 01:30:00 - I gained the tools i needed to learn --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

YOU'RE FIRED! The panel discusses the different circumstances that lead to letting someone go. Are they impacting your culture? Not meeting standards? Overpaid? Check out the philosophies that come up based on the different contexts involving the dismissal of a person from your company. --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

The title says it all. This time we sit down and chat about the most valuable lessons we have carried with us since our time selling books. This is one you want to have a pen and paper for. For more information about our panel: https://www.maverickandcompany.com/ https://southwesternconsulting.com/coaches/will-metscher --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Keith sold books with FORCE for five summers. Now with Southwestern Consulting, Keith shares with Andres some powerful lessons learned from his clients and the defining difference between Competing and Collaborating. Keith grew up with Matt Atchison and has some great stories to share on how that influenced his decision to sell with Southwestern, what sales school with the Europeans was like, and of course some remarkable days on the book field. “You know a hoarder's house when you see one.” Key Moments and Chapters: 00:00:00 - Start 00:06:03 - Keith's role in SWC 00:12:57 - The Three C's of Coaching 00:20:40 - Competing or Collaborating 00:29:45 - Growing up with Matt Atchison 00:47:00 - Advantage of Sales School with the Europeans 01:12:50 - Entertainers also Getting in the Reps 02:01:03 - Successful People Still Have Problems 02:03:00 - Don't Go To THAT House 02:21:12 - RAPID FIRE 02:41:30 - PONY TALE --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Ah yes, the "ONE MORE" culture. But how do you know when one more is actually hurtful. Great episode for those of you who struggle to know when enough is enough vs when you need to give it another shot. Also, sorry for the audio in some parts. --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

This week we had Andres, Pat, Will, and Lee share some of the bigger mistakes in recent memory, both personally and professionally. The lessons they learned through these blunders, will help any listener avoid the same. Please enjoy! --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Brad Ledwith is an 8-summer bookman and former DSL. He brings the FUN to the fundamentals of building a successful life. Brad currently runs his own financial wealth management firm and shares with Andres his WHY for the work he loves doing so much. Brad sold in the ‘90s and has some hilarious stories that will have you rolling.  X/Twitter: @bradledwith IG: @noruleshottips FB: Ledwith Financial Wealth Management Book Recommendation: Poor Charlie's Almanack by Charlie Munger - https://www.amazon.com/Poor-Charlies-Almanack-Essential-Charles-ebook/dp/B0C5TCGPPS/ref=tmm_kin_swatch_0?_encoding=UTF8&qid=1706298323&sr=1-1  If You Are Suddenly Single: A Helpful Guide for Widows On How to Handle Your Finances After the Death of Your Spouse by Brad Ledwith - https://www.amazon.com/If-You-Are-Suddenly-Single-ebook/dp/B093YQHK3Q  Key moment and Chapters: 00:00:00 Start 00:04:00 Leaving Southwestern - Fire or Resign? 00:09:45 Starting a career with Edward Jones 00:12:40 The guilt of being done with work at 5 pm 00:16:10 Dot Com burst and Journaling through the ‘08 crash 00:23:50 Being a Financial Planner 00:28:39 BOOK: If You Are Suddenly Single 00:32:20 Common financial mistakes with people lose a spouse 00:39:38 Working with Clients in Retirement Phase 00:46:30 Writing a Cookbook during the pandemic 00:58:00 Origin of selling with Southwestern 01:11:30 Stories to be proud of 01:22:00 Rapid Fire01:37:40 The Power of Positive Swear Words --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Part 2 is HERE! Bizzler registration is now open. Checkout our Instagram page and go to our pinned post for more information. The sign up link is below.  https://travefy.com/f/6kw9rqeqbxgqra6uetet6blu7rwgs88a Part 2 00:00:00 Start 00:53:09 Ad Ends. 00:01:30 Recruiting 00:02:28 Selling during COVID 00:07:34 Working referrals 00:13:16 Hitting MORT Level 00:17:15 Does Territory Matter? 00:25:55 Logan Merret selling machine 00:44:30 Why did you leave? 00:58:38 Theory on why DSMs leave 01:02:40 Salary and Commission 01:12:10 The Grind 01:26:16 What do you do now?  01:50:00 Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Inspired by Lee's original "Dirt Pile" story, we decided to ask the crew about their toughest personal moments since leaving Southwestern. This will be a Part 1. Enjoy the stories from Pat, Andres, and Alecia. Lee's original story - https://youtu.be/sTQNQ7x5gIU?si=S4HjfdWmEjpoo6Zy About our panel: Alecia Huck is the founder of MAVERICK & Company, a management consultant, sought-after speaker, and author. She specializes in helping leadership teams of fast-growing companies build the critical skills, tools, systems and processes they need. She is known for working closely with leaders to customize solutions, protect existing culture, and fix what is broken without “going corporate.” Experienced in industries from construction to criminal justice, Alecia is proud to work with entrepreneurs so they can spend less time fighting fires and more time building what matters. Though he studied astronomy & meteorology as an undergrad, Lee received a Master's degree in English from the University of Kansas. While he was there, Lee was a mild-mannered lecturer in the English department by day, and a member of a touring glam rock band by night. Complete with pyrotechnics and makeup. His band just finished their Final Reunion after playing 45 years together—see Facebook. As an undergrad, he traveled a thousand miles away from home and ran his own business selling books with Southwestern Advantage—which is a direct sales program. Lee was a top salesperson that summer, and over the next seven years, was a top experienced salesperson, recruiter, and manager every year. Southwestern promoted Lee to Director of Marketing & Sales Development, in charge of Southwestern's training, and finally became the Director of Leadership Development worldwide. He helped train more than 100,000 college students there over the course of 36 years. In addition, Lee has taught at Vanderbilt's Owen School of Management and is currently a professor at two universities in Nashville, teaching business, literature, & communication courses. He also is a certified John Maxwell trainer and life coach.In his non-work life, Lee trains and competes with the U.S. Masters swim team. He is a deacon at his church, is a certified storm spotter, and also a face reader…. His wife is a physician at Vanderbilt, and they have three grown children who enjoy rock music and correcting people's grammar. Patrick Roach started Southwestern Real Estate in 2007 at the request of the CEO of Southwestern/Great American Inc., Henry Bedford. When I started SWRE, I was brand new to the industry. I decided to learn the business by interviewing other Managing Brokers in my market to learn what it takes to be successful as a Realtor. Office to office, I found myself hearing some of the same principles, but as I looked around those offices I saw A LOT of unsuccessful Realtors hanging around the office. I knew then that if I was going to succeed, I would need to insulate myself from that type of mediocrity. I created a set of principles that would chart my course so that I would become excellent at the work of a Realtor, keep my clients' interests first and foremost, and earn my future business by the referrals of happy clients. Today I am one of the top producing agents in the Chicagoland market and I've surrounded myself with others that are focused on becoming truly great at this career – I find that inspiring. Patrick has a bachelor's degree from Wheaton College in History/Social Science. He paid his way through college by selling educational products door-to-door in the Southwestern Company's summer internship, which led to a 10-year career as a District Sales Manager helping to lead that program. He lives in Glen Ellyn with his wife Jenny and their three children. He is an avid music enthusiast and is happy to pass along his newest find. --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

For the first time ever, we are splitting an episode into separate parts. With Lainey, we knew that our conversation was going to be filled with many great stories. Instead of cutting them short, we decided to eat the elephant of stories, one bite at a time. Enjoy Part 1 of this episode, we know you will have fun listening.  Also, Bizzler registration is now open. Checkout our Instagram page and go to our pinned post for more information. The sign up link is below.  https://travefy.com/f/6kw9rqeqbxgqra6uetet6blu7rwgs88a --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

tbd --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Logan is fresh off the bookfield and rocking in his new sales position. We love an episode full of stories and discussions of the Southwestern  summer experience that include some feedback. Listen in and tell us your opinions on our opinions.  00:00:00 Start 00:03:14 Intro 00:12:42 Covid Sales School 00:17:09 First Actual Door 00:18:51 First Customer 00:22:26 Rapid Fire 00:55:50 Why not last year 00:59:33 Tell us what you're up to. 01:10:26  Would you go back? 01:24:47 Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

We had to do an episode with spouses that didn't sell. In this episode Brianna Gamboa (Andres Gamboa), John Kelly (Meredith Gardner), Sarah Greder (Grant Greder), Ben Taubensee (Naomi Kaufman), Jenny Roach (Patrick Roach), all joined us for a hilarious episode. We asked them the following questions. ENJOY.   What was your first thought when your spouse told you they sold books? How many book kids have stayed on your couch? Was it a cult? What Southwestern-isms do they still use/do? What are they like with their book friends vs regular friends? What do you think is the best habit your spouse gained by selling books?  What is the not-best (worst) habit your spouse gained by selling books?  Do you wish you would have sold? If your spouse wanted to go sell next summer, how would it go over in your relationship/family? --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

The day we've been waiting for - the day when our host Andres Gamboa is on the other side of the mic to share HIS time on the bookfield and the origin of this show that has made it to 250 EPISODES!!! Jacob Levine picks up the host mic and chats with Andres for an episode all about his origin story, his first sales school, and his greatest Pony Tale. Andres shares some behind the scenes on what it's like to receive stories from guests, often for the first time. He shares his philosophy on curiosity and how that's attributed to being able to connect with so many different types of people. This is one for the record books!  If you're interested in learning more about Andres' immigration journey, he shares more in depth in his book, The Cost of Citizenship - https://www.amazon.com/Cost-Citizenship-Familys-Persecution-Sacrifices/dp/1736804715  If you're a fan of the show, please support us with a follow and a review on your favorite listening platform. Also check us out on Patreon and join our growing community of supporters! https://www.patreon.com/user/posts?u=53847771  Key Moments and Chapters: 00:00:00 - Start 00:02:00 - Podcast production and Southwestern 00:05:30 - Enjoying the Growth 00:09:20 - Secret to Happiness 00:16:00 - Knowing You're Doing Something Right 00:18:00 - Origin of the Pony Tales Podcast 00:31:20 - It's honoring when people share deep things with you 00:34:40 - How it feels to be HERE with the Podcast - where's your North Star? 00:37:20 - Alumni Communities 00:46:12 - Andres' Origin Story - moving to the USA 00:57:15 - Recruited by Steve Thyden 01:02:10 - Feeling like I wasn't special - Sales School 01:04:55 - FIRST DOOR 01:10:50 - Reason for 30 Demos 01:22:20 - Day I'll Never Forget 01:31:47 - Doing Well 01:36:20 - Choosing to Do a Hard Thing 01:38:00 - Other Summers? SO Off Schedule! 01:48:33 - My Curiosity is People 01:58:40 - RAPID FIRE 02:15:50 - The PONY TALE of all Pony Tales! --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

TBD --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Joshua is a 7-summer bookman who just wrapped up his final summer last year. Now going all in with The Knowledge Gap, Joshua and Andres reminisce over his seven summers selling and some of the wildest times he had. From Bank fraud, and horse riding, to nearly going to jail and getting bit by a grown man, this episode will take you on a ride. Connect with Joshua: IG @joshuaignace Learn more about The Knowledge Gap: https://joeignace.com/ Key Moments and Chapters: 00:00:00 - Start 00:06:50 - Consistency 00:08:40 - Chess as a Sport? 00:12:00 - RAPID FIRE 00:28”55 - Best Follow Day 00:37:20 - I Did Ride A Horse One Time! 00:41:25 - The perils of long roads and sparse turf 00:47:30 - Solid Engineering Internship 00:49:15 - Book Buy Backs 00:56:00 - Overcoming a Stutter 01:00:00 - First Summer in Wetherford, OK 01:02:30 - Dynamics of Brothers who both sell 01:13:00 - Bank Fraud 01:16:45 - Why stop selling now? 01:18:15 - The Knowledge Gap 01:21:00 - Overcoming Sleep Cycle Issues 01:25:35 - PONY TALES - Camels & Lemurs & Kangaroos, Alumni in the wild 01:41:00 - A story of Persistence 01:45:00 - GET OFF MY PROPERTY WITH YOUR SOCIAL DISEASES 01:48:00 - Selling in Small Towns 02:00:00 - Craziest Story EVER --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Peter Marshall is a 4-summer bookman who went on to work as an attorney in Corporate Law. Peter knew law school was in his future after selling books, and he shares with Andres the many ways that the training on the book field prepared him for finding success in his law firm. Working closely with people gives you perspective, and Peter has lots of experience working with people. Peter and Andres chat about the value of fiction vs. non-fiction books, the art of negotiation, what it's like to parent with subtle Southwestern principles, their favorite stand-up comedians - and of course, the fabulous stories of slinging books.  Book Recommendation: Never Split the Difference by Chris Voss - - https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 Key moment and Chapters: 00:00:00 Start 00:03:20 - Corporate Law? 00:09:35 - What makes a good Lawyer? 00:19:00 - Why Corporate Law 00:26:00 - Law Firm - Selling Books Crossovers 00:30:30 - How Lawyers get Paid 00:37:40 - Crazy Lawyer Stories 00:45:00 - BOOKS: Fiction v. Nonfiction 00:49:45 - Negotiation Tactics 00:56:00 - Getting into Southwestern 01:15:40 - Parenting with SW principles 01:19:40 - When it “clicked”? 01:21:15 - Rapid Fire 01:33:05 - Favorite Comedians 01:39:00 - Best Follow Day 01:50:00 - One View vs. Big View 01:54:50 - What Southwestern DIDN'T Prepare Me For 02:11:30 - PONY TALES --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

If you enjoy our episodes that center around book stories for most of the episode, you will LOVE Will Arthur. Will is an insurance broker in Colorado and became a DSM with the legendary group from Wheaton College that included Pat Roach, Todd McWhirter, Jason Kolb, and Craig Soder, among others. Enjoy this trip down memory lane with Will! 00:00:00 Start 00:02:06 Intro  00:03:48 Life since leaving SW 00:23:26 SW vs other D2D 00:29:45 Being an Insurance Broker 00:45:16 Getting into SW 00:52:45 What made Wheaton a top Org. 00:56:37 First Summer 01:16:46 Becoming a DSM 01:35:59 SW Talent Show 01:41:22 What makes a great salesperson? 01:55:28 Rapid fire questions. 02:16:03 Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

An awesome way to start the year! Lee and the gang dive into reflecting and the perspectives on its effectiveness, approaches, and best practices. We hope you enjoy. --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

#246: Emmie Brown, EDUCATION What an absolute POWERHOUSE. If this episode had a theme, it would be “Ownership”. Emmie has been with the SWFC since 2000. Currently, Emmie is a Senior Partner with Southwestern Consulting. She is an executive coach and consultant, working with executives across all different industries, helping them build sales, leadership and recruiting systems. With her husband, Dave Brown, she co-leads a large organization in Southwestern Consulting. Along with Dave and Andrus Albi she heads up the European division.   She is President of Southwestern Speakers and Southwestern Training. Enjoy! Key Moments and Chapters: 00:00:00 Start 00:06:22 Life Since SW 00:07:28 Beginnings of SWC 00:38:17 SW Speakers 00:43:29 First Sales School 01:16:00 RAPID FIRE 01:27:33 Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

#245: Julio Hernandez Julio Hernandez, a Colombian alum, has accomplished impressive feats, including the sale of 10k units, 20-person teams, and reaching DSM status. We appreciated Julio sharing the wisdom that propelled him to these achievements before becoming the CEO and Founder of EnLight.Energy. In 2023, EnLight.Energy earned a spot on The Inc. 5000, highlighting Julio's enduring leadership and entrepreneurial spirit. Enjoy! Check out EnLight.Energy's website here: https://www.enlight.energy/ Key Moments and Chapters: 00:00:00 Start 00:01:34 Introduction  00:06:55 Getting into Solar 00:16:00 Founding and Growing EnLight.Energy 00:43:20 EnLight.Homes 00:46:30 Improving Delegation 00:58:55 How Solar Works 01:14:01 Getting into SW 01:56:02 Rapid Fire 02:04:05 Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

#244: Alexander Kerezov, Highlanders Alex and Andres met for an IN PERSON episode in the beautiful Historical Park in Bulgaria. Alex sold for 6 summers and is currently a Sales Director for two manufacturing companies. We love European guests on the podcast for their different perspectives during their time selling books door to door. Enjoy! Key Moments and Chapters 00:00:00 Start 00:00:20 Historical Park Ad 00:01:40 Podcasting 00:03:12 Life After SW 00:18:00 Becoming a Sales Director 00:35:00 Salary vs Commission 00:43:00 Getting into SW 01:26:30 Rapid Fire 01:33:45 Pony Tale --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Record breaker, CEO, legend. Dustin Hillis is one of the most recognized name in the world of Southwestern Alumni, and in this episode we catch up with the former head of the family of companies. Dustin shares what he has been doing since his exit from the company along with some advanced sales fit for anyone. Whether you are looking to increase your sales or break any sort of record, tune in to get into the mentality of a person who has excelled at both. Leading themes illustrate the power of coachability, belief, perseverance. Enjoy.  Be sure to visit allthingsnewventures.com and dustinhillis.com for more information or to contact Dustin.  Key moment and Chapters: 00:00:00 Start 00:06:32 All Things New Ventures 00:16:00 Common Mistakes for Entrepreneurs 00:20:14 Red Flags in Business 00:25:20 The Five Core Pillars of Success in Business 00:42:01 Where Dustin Learned From 00:51:39 Getting into Southwestern Advantage 01:18:02 The Moment It Clicked 01:32:32 BREAKING RECORDS 02:09:05 RAPID FIRE 02:21:05 PONY TALE --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Anthony Conroy is back on the show for a round two episode. Since first coming on the show on Episode #10, a lot has changed in Anthony's life. He and Andres talk more in depth about what took him off the bookfield, his experience in a leadership development group that might be a cult, how he landed his current position at Boeing, and now his journey in Graduate school. This episode will leave you with so much to ponder - we're grateful for Anthony's perspective and advocacy!  JOIN OUR PATREON COMMUNITY: patreon.com/user?u=53847771 Chapters and Key moments 00:00:00 Start 00:01:45 Intro 00:05:14 Rapid Fire Questions 00:15:02 Is SW a cult? 00:16:01 Mini Strokes on the Bookfield  00:18:40 Landmark 00:29:02 Health Journey 00:34:36 Working at Boeing 00:58:30 Air Force 1 01:06:53 Advocating for People with Disabilities 01:23:22 Grad School --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Gina is an author, coach, entrepreneur and a mother of a bookman. It is not often that we have a person on the show who has kids that sold. In this episode we dive into writing fiction, creating courses, and pursuing a passion for a living. Check out her published works here below! Gina's Published Books: Click HERE Reach out to Gina: http://ginaconroy.comFB: https://www.facebook.com/gina.conroyhttps://www.instagram.com/Gina_Conroyhttps://www.tiktok.com/@ginaconroyauthorcoachWriting ResourcesFB: Release the Writer and MoreAuthor Gina Conroy https://www.facebook.com/authorginaconroyClasses on Outschool: https://outschool.com/teachers/Gina-ConroyNewsletter Stay informed about workshops and classes! https://www.instagram.com/releasethewriterBOOKSGolden Belles are Wringing Digging Up DeathRelease the Novel in You workbook Life Balance JournalTulsa Dating Adventure:https://www.facebook.com/TulsaDatingAdventureshttps://www.instagram.com/tulsadatingadventures JOIN OUR PATREON COMMUNITY: patreon.com/user?u=53847771 Chapters and Key moments 00:00:00 Start 00:01:06 Parents and Kids Selling 00:01:55 Intro 00:02:57 Announcements 00:04:30 Life After Southwestern Advantage 00:11:05 Launching a Writing Course 00:25:00 Gina's Written Works 00:46:30 Tulsa Dating Adventures 00:57:33 Getting into Southwestern 01:14:14 Rapid Fire Questions 01:21:21 Pony Tale --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Ruthy, a real estate agent in Gig Harbor, Washington, kickstarted her business by coaching her husband in the early days of his door-to-door real estate ventures. Together, they founded Mosaic Real Estate. Beyond expanding her business, Ruthy has cultivated significant online communities. Tune in as she shares insights on selling your home and growing your business in the digital realm. Be sure to visit her website at: https://www.mosaicrealestate.com/agents/1016090/Ruthy+Taylor And Follow her on Instagram: @ruthyanntaylor  JOIN OUR PATREON COMMUNITY: patreon.com/user?u=53847771 Chapters and Key moments 00:00:00 Start 00:03:48 Life after SW. 00:12:45 RAMP UP PERIOD FOR REAL ESTATE 00:29:22 Stuff Realtors behind the scenes 00:50:00 mosaic  01:09:03 Moms running a business 01:22:15 How she got into SW 01:41:30 RAPID FIRE QUESTIONS 01:48:25 PONY TALE --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Joe Ignace makes his way back on the show with an exciting new venture about to his a bookshelf near you! This December (2023), his book The Problem with Potential hits the internet stores, and on this episode, he and Andres talk about the motivation to write, the manuscript process, and Joe's hopes for the conversations this work will spark.  You can find his book at: https://a.co/d/cDqt9hI  OR  You can get in touch with him here: https://joeignace.com/theproblemwithpotential  For more on Joe's time selling books, you can catch is first episode on #176 JOIN OUR PATREON COMMUNITY: Chapters and Key moments 00:00:00 - Start 00:03:20 - The Problem with Potential 00:10:25 - You can't to everything 00:20:00 - Balance of Work/Rest 00:24:00 - Writing Process 00:37:50 - What are you reading now? 00:42:00 - Why Andres Wrote His Book 00:53:00 - The Why for your Attention 01:04:15 - Next Steps? 01:10:00 - Hard world issues - Conspiracy Theories 01:33:45 - Rapid Fire 01:44:40 - Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Recorded after a long stint traveling in Europe and back from Bizzler, Andres and Steve Roller sit down to chat! Steve got into copywriting after years in the bookfield, and now uses that experience to coach and empower other copywriters on how to grow their businesses. Steve has analyzed the psychology of why people do what they do, and helps clients tap into that to convert the sale. He's a class act with a great comeback story to the bookfield, leading to meeting his wife!  Learn all about Steve at: steveroller.com  JOIN OUR PATREON COMMUNITY: https://www.patreon.com/user?u=53847771&utm_medium=clipboard_copy&utm_source=copyLink&utm_campaign=creatorshare_creator&utm_content=join_link Chapters and Key moments 00:00:00 - Start 00:02:00 - Sneaking across the border into Colombia 00:06:15 - I want to do something online - Copywriting! 00:14:40 - What is Copywriting? 00:19:40 - Favorite Ads? 00:25:00 - Components of a quality campaign? 00:30:00 - How to Sell Yourself 00:34:28 - These skills were developed in PCs on Sundays 00:43:00 - AI and the encroachment on writers 00:55:00 - Back to SW - saw an ad in the paper! 01:18:00 - Sharp Mentorship at age 19 01:22:00 - Two year gap - back to selling books - meeting his wife 01:36:20 - Rapid Fire  01:53:00 - Pony Tales! --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

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TBD --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Jason sold for 3 summers, and with a career in emergency medicine, he has some wild stories of his time in the emergency department. He shares with Andres the harrowing story of how he left emergency medicine and his experience of grief and acceptance of reality, while maintaining healthy positivity and perspective. What an inspiring conversation!  Chapters and Key moments 00:00:00 - Start 00:05:30 - Foresight to stand out 00:10:50 - Emergency Medicine 00:31:15 - The funny side of the ER 00:42:10 - The Do's and Don't of going to the ER 00:45:30 - The Exit and Entrance of Emergency Medicine 01:11:30 - Paraplegic Realizations 01:33:20 - Tragedy + Time = Comedy? 01:39:00 - Summers on the Bookfield 01:53:30 - Rapid Fire 02:07:10 - Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Andrew Hovelson sold with JYD in 2003 and 2004, and then went on to pursue an acting career in New York City. Over the past couple of years, Andrew has continued on with his acting passion, while spearheading Southwestern Student Coaching, a mentorship program instilling the principles of the bookfield with young students. He and Andres dive into life in NYC, how Andrew built this coaching company, and of course, some of the main principles of the bookfield that Andrew carries with him to this day. If you want to connect with Andrew, you can find him on Instagram: @AndrewCoaches (https://www.instagram.com/andrewcoaches/) or on the interwebs at AndrewHovelsonSWC.com Chapters and Key moments 00:00:00 - Start 00:06:30 - Youth Coaching? 00:09:30 - Rooming with a 92-year old man 00:22:00 - Building SW Student Coaching 00:29:00 - Shakespeare or another Summer? 00:38:50 - What gives you life about your job? 00:45:00 - Building a Non-Profit Coaching Company 00:54:00 - Acting School 01:03:00 - Difference between Stage and Film 01:10:00 - Assume Your Brilliance 01:21:00 - Origin Story in SW 01:35:00 - Blue Light Specials (plural) 01:46:00 - Off Schedule? 02:00:00 - Life Schedule 02:04:00 - Philosophy on Quitting 02:20:00 - Acting & the Bookfield in the Lab of Life 02:23:00 - Rapid Fire 02:33:00 - Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Clint Taylor sold for SEVEN summers in the 90's, and joins the show after connecting with Andres at the Alumni Reunion this summer in Nashville. Clint has worked as a fundraising consultant in Texas and shares some behind the scenes of how that industry operates. It was great to reconnect with Clint and share his story! Chapters and Key moments 00:00:00 - Start 00:02:00 - Fundraising Consulting 00:26:15 - Getting into Southwestern 00:28:30 - Strong Support System 00:35:40 - Fast Start Success 00:45:00 - Would you do it differently? 01:02:00 - Rapid Fire 01:10:00 - Pony Tales --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Alecia Huck comes back on the show for another round of greatness. She dives further into her work as founder of MAVERICK & Company, specializing in coaching leaders of fast growing companies and some of the key principles she utilizes. If you've wondered if you're in the wrong role, or feeling in over your head as your company finds quick success? This episode is absolutely for you. As she shared about her time selling books, Alecia told some powerful stories about being the one to believe in someone, and what your “dirt pile” or “dock” may look like.  You can connect with Alecia on LinkedIn, just let her know why you're wanting to connect: https://www.linkedin.com/in/aleciahuckmaverick/  Find out more about MAVERICK & Company: https://www.maverickandcompany.com/     Book Recommendation: The Big Leap, by Gay Hendricks https://www.amazon.com/Big-Leap-Conquer-Hidden-Level/dp/0061735361  Chapters and Key moments 00:00:00 - Start 00:06:41 - Win as You  00:19:27 -  Maverick & Co. 00:40:37 - Finding Your Genius 00:58:12 - Elements of Profitable Companies 01:16:07 - Winning Your Inner Game 01:33:41 - Proud Manager Moment 01:50:23 - How (Not) to Answer Objections 01:55:54 - Dock Story --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

James Mariani joins the show sharing about his time selling books back in 1972. This 5-summer bookman shares with Andres all about the importance of setting up a trust for your loved ones, rather than just a will. This episode is full of sage advice on getting your affairs in order as soon as you can. Jim has some wild stories of the things he has seen people put in a trust fund - a giant tortoise? We hope you enjoy this episode and share it with everyone who needs to hear this wisdom.    You can find Jim in Instagram at @309Jimmy - shoot him a text or call at 619-405-3121 - or email him at james@home-trust.com Chapters and Key moments 00:00:00 - Start 00:06:55 -  Setting up a Trust 00:23:50 - Dividing up a Business? 00:36:20 - Black Belts in Motivation 00:51:45 - “Practice” at the first door  01:05:06 - Rapid Fire 01:10:54 - I Will Act Now --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support

Jake Swenson joined the show with a whole list of stories to share - and we maybe got to two of them! He and Andres dove in deep on how this SW experience set him up for success in starting a business. Jake is the co-owner with his brother of the solar company, Genesis. Jake shares some advice on self-talk, lessons learning in recruiting, the difference between balance and schedule - and of course so wild tales from the bookfield. There's a surprise twist to his parking lot story at the end you don't want to miss! Enjoy!    Want to join forces with our amazing partners? Click below to learn more about our partnership and become part of the squad. ⁠Cardinal Senior Benefits Southwestern Real Estate Chapters and Key moments 00:00:00 - Start 00:20:44 - Doing Something you Hate 00:37:14 - Advice on Self-Talk 00:55:33 - What's going right with Genesis 01:23:20 -  Being in Business with your Brother? 01:40:49 - Gypsy Sub Division --- Support this podcast: https://podcasters.spotify.com/pod/show/pony-tales/support