Monday, 05 April 2021

The Law of Harvesting

Written by Jim Mathis

WII-FM: What's In It - For ME?

The Law of Harvesting

About ten minutes before I left my hotel room for a presentation, I received a cold-call from a guy working for a company that prepares taxes for small and medium-sized businesses.  He was formal but totally inattentive.  He rushed right into his calling script.  

I could tell because he was reading it like it was a high-speed radio ad.  He talked on and on about his services without pausing for a breath (or a response from me). He rattled it off so fast that I knew he had done no research on me or what I did for a living…  

And he wanted to do my taxes!

Finally I told him nicely that I could not talk with him now. But...  before I said, "thank you" he hung up on me. That's a first!  I have been hung up on a few times (less than seven) in my sales calls but never hung up on by the person selling to me!  Has that ever happened to you?

Saturday, 20 February 2021

To Get Bigger, You Must Get Better

Written by Jim Mathis

To Get Bigger, You Must Get Better

Truett Cathey, founder of mega fast food chain Chick-Fil-A held meetings with his top advisors and management. He noticed in one meeting they were discussing how the company could get bigger. Ideas were being tossed around and enthusiasm was very high. Their goal was to do whatever it took to make Chick-Fil-A bigger. Calmly, Truett spoke to them and said, “Don’t worry about getting bigger. If we get BETTER, our customers will make us bigger.”

And they did just that by providing some of the best and fastest customer service in the fast food industry.

To get bigger, you must get better… at everything, but particularly at what your main focus in business is. Mercedes Benz seized the luxury car market by campaigning on the safety of their cars. And statistics show that their automobiles were very safe. They attracted a high-dollar market of people who not only wanted to drive a very nice and expensive automobile, they wanted to stay alive and healthy doing it.

Friday, 29 January 2021

Who's the Boss?

Written by Jim Mathis

Connect with the Right Person!

Who's the Boss?

Have you ever called a company's customer service number to get a situation resolved only to discover that you were speaking with the wrong person? Were you speaking with someone who lacked the authority to provide a reasonable solution? Have you had to speak with a supervisor to get real business done. 

I had a lawnmower problem and called the "Help" line several years ago and found out that guy can't help anyone. He just answers the phone... There is actually no one there that can help! That prevents them from receiving complaints. His words, not mine.

If the person you are speaking with has to get permission from “Mommy or Daddy” to make the sale, solve the issue or cut the check, you need to connect with “Mommy or Daddy.” Can it be any simpler than that?

I remember a story a friend told me about assisting a sales representative with  a tough client. The rep had been calling on this guy for several months with no success. They would talk and even go out to eat, but no decision was ever reached to close the sale. My friend went with the rep on his next visit to the gentleman’s office. After a few minutes, my friend cut to the chase and asked if he could buy.  The man laughed and said, “That’s not my job. I just chat with sales reps and take them to lunch. My boss down the hall...

Friday, 01 January 2021

When Will the Pandemic End?

Written by Jim Mathis

Never if you see it in the right light!

When Will the Pandemic End?

The biggest question of 2021 is, "When will the Pandemic End?" When will we go back to 'normal'?  When will we get to stop wearing masks, social distancing, going to events, carrying on with our lives like we used to?

From school closures, to cancelled concerts, conventions and vacations we've been huddled up waiting for an all-clear signal that just hasn't come. No other time in history have this many people and jobs been put on hold for a world-wide crisis. This is our NOW normal...

Every crisis in history has either made us better or made us worse.

Friday, 30 October 2020

Check Your Posture

Written by Jim Mathis

Are You Standing Up, or Sitting Down?

Check Your Posture
Remember when you were in grade school and your teacher or your parents told you to stand up straight? I slumped a lot, so that helped me remember to project a better image.
Today, people are looking for leaders who stand up and take authority... Leaders who "know the way, show they way and go the way," as John Maxwell says. Too often we fall victim to...

Saturday, 26 September 2020

Practice Your Strength, NOT Your Weaknesses

Written by Jim Mathis

Practice Your Strength, NOT Your Weaknesses
I'm not that great at the game of golf. But I won a team tournament several years ago because I could do one thing very good... I could putt. I was playing in a corporate tourney where the CEO put together his dream team of a foursome. I wasn't on it. 
I was the guest speaker for their conference and as a last minute add-on I was placed on a team with another speaker, the sound engineer and a maintenance supervisor for the corporation. We quickly learned that we each had a gift in one area. Driving, chipping, fairway shots and... you guessed it, I was the putter.
Practice what your strength is and...

Monday, 27 July 2020

Who You Are Controls What People Hear

Written by Jim Mathis

Communication begins today not by what we say, but who we are.

Who You Are Controls What People Hear

Communication begins today not by what we say, but who we are.

When was the last time you heard a famous person give a speech and something they said affected your life? I can name many famous people I have heard, but only a few said something that I can remember, or entertained me enough that I would want to hear them again. 

I’ve noticed that audiences don’t care what I have accomplished, what degrees or fame I’ve earned or whom I have spoken to previously. They only want to know what is in this presentation for them? Where is the benefit? Will it be entertaining? Will they learn something they can use?

Are you the same person when you aren't...

Friday, 03 July 2020

Essential People

Written by Jim Mathis

How to Develop Your Skill Set

Essential People

One of the phrases coming out of the global pandemic shutdown of businesses was the term, “Essential People.” If you worked in health care, emergency services, groceries, pharmacies the government deemed you as essential to life.

However, the list kept changing as some businesses were allowed to stay open because they were deemed “essential” while others were required to close.

Home improvement stores were called essential, liquor stores were not… as a non-drinker that made sense to me. I stopped in a battery store. They said they were essential and could remain open. The restaurant next door was forced to close for several weeks, then only provide takeout orders.

Monday, 25 May 2020

The 15 Unequivocal Laws of Sales

Written by Jim Mathis

Violate Them at Your Own Risk!

The 15 Unequivocal Laws of Sales


The Secret of Our Success is
Discovered in Our Daily Agenda!

  • 1. They can be learned.
  • 2. They stand alone.
  • 3. They carry consequences.
  • 4. They are the foundation of selling.

1. The Law of Security: We will sell in proportion to our level of security. If you think “Nobody wants to buy from me,” guess what? Nobody will buy from you. 

2. The Law of Likeability: We sell yourselves more than the product or service. People buy from people who add value to them. 

Tuesday, 28 April 2020

What is Your "Leadership Posture Today?"

Written by Jim Mathis

Sweat the Details!

What is Your

The world is recoiling from the COVID-19 “Coronavirus.” Businesses in every one of our communities have shut down in an effort to “flatten the curve” of the disease.  Millions of people are out of work and millions more are struggling with their businesses - not having the customers or workers they had just 6 weeks ago. The world has changed in the blink of an eye. Leadership is never more necessary than in a crisis.    But here is where it actually gets GOOD...

Thursday, 05 March 2020

Do You Follow Through?

Written by Jim Mathis

Sweat the Details!

Do You Follow Through?

The follow through in golf and baseball swings is just as important as the stance, the swing and contact. You have to do as much AFTER making contact as you do before! How do you complete the swing?

Ask your sales manager. Nothing frustrates them more than an account executive who goes through the monitors with prospects and clients. What do they do AFTER they make a contact?

-Do your account executives just "get by" doing the following...


Wednesday, 09 October 2019

YRU Not Selling?

Written by Jim Mathis

YRU Not Selling?
Richard Simmons, the eccentric, energetic and flamboyant weight loss guy rode around for years in a car with the license plate “YRU FAT?”  It got people’s attention and drove home the point that your weight is your decision and completely under your control. It got thousands of people’s attention and helped him emphasize his weight loss success… that anyone could replicate in their own lives.

So, I was posed this question in a client interview last month: Why don’t sales account executives...

Wednesday, 09 October 2019

Are You "Shaming" Customers?

Written by Jim Mathis

Are You

I spent a week traveling Missouri leading sales training for the broadcasters association. One of the questions I was asked after a program was, "How do you handle objections in sales?"

Good question and my answer was brief...

Monday, 02 September 2019

Do the Hustle!

Written by Jim Mathis

Do the Hustle!

To get heard, you have to hustle. You can't make one contact and hope that turns into a client or a job. You have to "hustle" and make other people's phones ring. I tell audiences all the time that I may call a lot of people, but it must work because I am...

Sunday, 28 July 2019

Always Have an Avid Fan Base

Written by Jim Mathis

Always Have an Avid Fan Base

If you speak or write to hurting, struggling leaders (or people in general) you will never lack for an audience. Human beings will always be carrying trouble and problems with them. Every sales person I meet says that they help hurting people. That is their motivation.  The difficulty is...

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Very helpful!· This program has provided insight that will help me to better understand and interact with the people around me.

A motivating speech!

You are the best newsletter I get (or have gotten), ever!!

Jim's talk about making the best of failure was particularly inspiring in a time when so many technology companies are struggling.

I was at the conference in Myrtle Beach and thoroughly enjoyed your class.

Thank you for being a part of our convention.· You added humor to a great message!

Jim's presentation was outstanding, very energetic! He did an amazing job of keeping everyone engaged and focused on the topic at hand.

Great Presentation! Excellent Speaker!

Jim: Thanks for participating in our conference. We had some great comments this year. You did a great job. I do have some other ideas for you...

Thank you for participating as an educational speaker for our KAHCF Spring Training.

Your presentation to the Florida City Clerks Association scored a 4.89 out of a possible 5.

This presentation made me realize that no goal is unattainable.

Excellent presentation, to the point and useful!

The SC Credit Union League appreciates your professionalism and the delivery of your topic...Your session scored an 8.89 out of a possible 10.

Banks and all businesses should hear this dynamic speaker that focuses on the successes that customer service can bring when genuinely practiced. No bank is exempt from this dynamic seminar and the... Read More

Recognizing the styles of my co-workers will help in managing the office.

Attitude is everything.

I had both old-timers and rookies come to me during and after the Conference, and thank me for scheduling you to speak to the OAB. Jim, 'Thank you!' You made me look like a genius for hiring you, and... Read More

You delivered on our Alabama Loggers Council program.

This class made me more conscious of the importance of knowing each person on my team and working to value their differences and strengths.

Jim did two topics for us Living in Three Quarter Time and Reaching Beyond Excellence - and he did a great job on both!

As the session cranked up into full gear yesterday it was fun to observe everyone in attendance openly engaging their own personal traits, sharing them and seeking to understand others as well.

I have known Jim Mathis for over 6 years...He is motivating, stimulating and thought provoking, yet down-to-earth and practical.

As a result of Jim's program, I will try to understand personalities better and work with them to make a more friendly work environment.

I have been using your techniques from the training that I received in your class a few weeks ago...

I need to get out of the cookie-cutter mold.

I greatly value the information that you provided and I was going to keep it quiet (as my secret weapon in managing my people and resolving conflict).

I went into your session intending to learn something (and did), you had the best presentation of material of any I attended.

Jim's presentation was very motivational and informative. I will have a positive attitude decide what results I want and set goals and priorities accordingly.

Made me realize, instead of fixing the employees, I need to fix myself.

Jim was very considerate when I first inquired about him being a speaker at our conference and quickly adapted his program to fit our unusual circumstances in the aftermath of Hurricances Katrina and... Read More

As a result of this seminar, I know better how to work well with others.

The presentation renewed my vision for myself in the workplace - be true to my style and succeed.

The best in-depth look into who we are.

I want to thank you for the phenomenal job you did at the Marketing session during the NJCUL Conference. You truly motivated me and gave me great ideas for helping our credit union to market our... Read More

You were an incredible hit and an inspiration to all! You were the perfect fit to get the Conference off to a great start. I have received nothing but rave reviews! Thanks for making our Educational... Read More

Jim was a tremendous asset to our program. We have a difficult time retaining attendees on the second day of our event. Jim's energetic and informative presentation kept people in their seats and was... Read More

Jim Mathis was very entertaining and kept everyone up and awake for the 4 hour time span. Very good comments were all that were heard from the attendees.

Learning about the different Learning styles will make me a better instructor.

I thought it was very good information to help determine if we have the right people in the right place.

You have a terrific way of presenting Time Management that is better than any I've seen before.

Speaking customer's 'language,' taking a risk now and then will put us light years ahead of our competition.

I know you always like feedback...I have heard nothing but glowing positives!!!

Jim's presentation is high energy, informative and thought-provoking.

Your overall score was 4.53 out of 5.00. The comments that were given about your presentation were 'Very thought Provoking', and 'The presentation gave inspiration and insight on how to be more... Read More

The Missouri Broadcasters Association selected Jim because of his unique combination of outstanding knowledge and expertise in sales and management coupled with his first rate ability to translate... Read More

I was very impressed with your talk and I have heard many speakers in my life time and you were very impressive.

You fortified us with a wealth of information to help us understand and adjust our personalities, and deal with those of others. You have armed us with the ability to tactfully handle a personality... Read More

I have learned to care about my staff as much as I care about myself.

Amazingly funny!

Jim does an excellent job in his presentations; a part of the educational road to success.

Very well done.

Wow! I am very impressed, motivated and ready to take on the world! Attitude is really everything.

About one month ago, I saw Jim's presentation in Milwaukee, WI, during which I had an epiphany and have not been the same since. I am truly inspired to make things happen.

Jim's presentation provided me with an opportunity to look inside myself and it allowed me to understand what others see in me.

Jim was super!

Jim was very motivating and energetic with his sharing of information.

Jim's program was informative and really brought issues to think about to help any organization.

This will help me get into the buyers head to deliver a better solution for them.

Don't know that I have ever enjoyed a class as much as yours. It was delightful!

Jim Mathis is an engaging and knowledgeable speaker. He is absolutely one of the best speakers I have ever booked. Our banking members are already looking forward to next year's session!

Every state banking association should hold this seminar (Customer Service), not only for their members but for their staff as well!

This was a wonderful presentation that is easily transferable to everyday life.

I received many compliments about how well you spoke.

I would be delighted to give my professional opinion that you are one of the best sales trainers in the industry.

Jim provides information in a manner that is applicable to a variety of common situations that arise in a business environment.

Jim cuts to the core of problems, making sure you can laugh at yourself and know how to improve while having fun.

Great insight on how I can adapt my presentation to prospective clients and my agents.

One of the best DiSC presentations I have seen.

I am going to make $500,000 this year. The DiSC Sales presentation helps you determine what type of customers you have.

Your average evaluation score on a scale of 1 to 10 (with 10 being excellent) was 9.7 for subject matter and 9.9 for delivery/presentation.

Absolutely wonderful and entertaining program.

Great seminar!

Jim successfully melds a great deal of ideas into one, all with the central theme of leadership.

I learned things I wish I had known before I was promoted - This could have helped my employees and myself a lot!

Jim was entertaining and enthusiastic. It will benefit our servers to learn more about how to handle the customers we have.

Your session scored an overall 9.56 out of a possible 10.

On behalf of the SC Health Care Association, I would like to thank you for the Project Professionalism program you presented during our 7th Annual Seminar. I will know better next time not to put you... Read More

JIM is a riot, even when he is teaching!

Jim's presentation captured the ENITRE audience, not just the sales staff.

Jim's seminar should be required for all leaders in coaching and managing positions.

Jim's evaluation ratings by conference attendees were excellent.

Today's seminar was insightful and reaffirmed conscious hiring decisions.

I so much enjoyed your motivational talk when you visited with us. Thank you for sharing your talent and positive message with us.

Jim's program has helped me to be more aware of different personality types and how to handle them. He gave great information and made it fun!

Opened my eyes to behavioral traits that will make me much more effective in my job!

Actionable ideas. Informative and entertaining!

Jim paints indelible memories and knowledge in our minds using humor as his brush.

Jim opens your eyes to all the different personalitites within every workplace.

For myself being a High S and C, I learned to get along with a D and to COMPROMISE.

On a scale from 1-5 the average for your session was a 4.91; THE HIGHEST OF ALL THE SPEAKERS THAT DAY!!!!!

I loved this class. I am a naturally positive person, but feel even more positive after learning these skills today.

Jim is a very clever guy! I feel like I have learned so much and can work as a better person.

Jim was money well spent!

If you are looking for a great speaker who has instructed thousands in motivation, personal achievement and organizational development contact Jim Mathis.

This was more than self discovery, it was practical advice on how to set and reach a goal.

This is the guy you all need to have come visit your office.

Jim puts common-sense selling at the forefront of the sales pitch.

Jim was very well received. Our delegates loved him and rated him as excellent on our evaluation forms. We had a scale from 1 to 5 with 1 being poor and 5 being rated as excellent and all of our... Read More

As soon as I talked to Jim on the phone, I knew he was the speaker for us.

I found that I have been limiting myself!

I have heard many speakers with similar messages, but this is the first time that brought the 'Coaching for Success' concept to different personalities.

I could have listened to Jim for hours. This gave me a very positive attitude and that happy feeling.

Pure, provacative fun!

Jim was very uplifting to all participants at the conference...his evaluations by all participants were very positive.

Every single thing Jim said either made me think or laugh - I didn't want him to stop speaking.

You did a fantastic job for our association.

What a funny guy!

Entertaining and lively presentation on the need for leaders to be adaptable. Leaders need to flex their style in order to give staff what they need in order to be successful.

Many thanks for your wonderful presentation at the International Institute of Municipal Clerks Region III Annual Meeting. The comments you received from the participant evaluations were of course... Read More

Thanks again for the Management Training with my Leadership Team. Everyone was greatly impressed. I'm looking forward to having you back for the same training for all of our employees.

Jim takes what we all know intuitively and gives tools to help leaders become better and those they manage become better.

Great presenter.

What a refreshing approach.

Jim can motivate the unmotivatable.

Thanks for your presentations. You received a rating of 4.83 out of 5.00

Very well done. Would be useful to all levels of employees.

Jim is fun to listen to and gets the point of his presentation to you in a memorable way.

Jim's presentation was very well done; makes you think about more effectively working with your team.

I found your presentation interesting, humorous, and uplifting. If more people behaved as you indicate they should, our families, neighborhoods, communities, and our nation as a whole, would be... Read More

Jim Mathis was spectacular. He is a star in the making. If he is an example of our new members, then we old timers better watch out.

Thank you for being such an inspiration to me. I just attended the LTPA Summit Conference in Lake Charles, La. and needed the hope that came from this. I live in an area that took a direct hit from... Read More

I have attended many professional programs and by far this was the most inspiring and in depth.

This has changed me and the way that I will operate with my organization.

Jim gave us some great ways to improve our business attitudes!

I'll have to be honest with you and tell you that I have taken a few points away from each of our sessions.

I have been through several dozen trainings over the years. This presentation opened my eyes more than any other. I can put this to use walking out the door.

A laugh out loud presentation!

It was an early morning presentation and I didn't want to be there. 15 minutes in I was laughing and really enjoying and learning. Very charismatic.

High energy presentation. I enjoyed his presentation and use of examples we could all relate to.

Jim's Program and his presentation helps you see the 'whole picture in color--not black and white.

Thanks again for speaking at our annual convention. We had lots of good response from your session and appreciated your message.

Jim's program was motivational, enjoyable and funny while being educational.

This training taught me how to deal with others.

Good job! It will make a difference in my life.

I had men and women from 17 states and they all made a point to thank me for getting such a great speaker.

I learned SO MUCH from attending your seminar!!!

It gave me a better understanding of why I act the way I do.

The time you took to be with us is greatly appreciated and your meaningful presentation was well received by all in attendance.

Jim is one of the most enthusiastic speakers I have heard. He made learning fun and involved all the personalities in the room!

I enjoyed his enthusiasm and his explanations of basic personality traits. This could be used throughout our station.

Very good with relating material to real events that occur within our particular business.

According to my 'calculator' averages (sorry, I had to change the 20's to 10), for Subject Matter, your average was 9.5 and for Delivery and Presentation, your average was 9.9.

From a meetings planner prospective, he was a JOY to work with...very low maintenance.

The participants gave your presentation 4.8 out of 5 at our recent HR Conference.

You really did a great job, and I have already received numerous calls complimenting you on your presentation and me on getting such a great speaker. I appreciate you making me look good.

I didn't know I was such a good leader!

You garnered a 4.86 out of a possible 5 points. Excellent work! I was very pleased with your evaluations, our members are a tough sell and you delivered!

This was the best, most applicable part of the week.

Jim gave practical ways to reach my staff.

Great for companies that constantly have change and develop teams daily to implement processes or procedures.

Jim's program is not only insightful, it is fresh and original.

Jim Mathis is the hottest ticket in Broadcaster Sales training!

It helped me understand the different personalities of my co-workers which will enable me to communicate and interact more efficiently.

Want more clients and customers? We will help them find you by putting you on the 1st page of Google. Email us back to get a full proposal.