Southwestern Consulting is renowned for its personal coaching and guiding its clients to success and goal achievement.  If you are seeking that extra edge, contact our professionals today for more information.


Every client’s bi-weekly coaching sessions are individually structured to specific needs.  Here is a sample of a Weekly Coaching Summary.


I’m proud of you for your numbers in December. Well done! That momentum is going to carry you strong into 2010.


It was fun to look at all of your numbers from 2008 and 2009. One consistent habit of top producers is that they evaluate their stats and analyze their ratios closely so that they can target in on the areas of improvement that will yield the best results.


You should be proud of what you accomplished this past year. Your business went up 10% and your transactions went up from 159 to 232. Also, it’s worth noting that you were up in EVERY SINGLE statistical category of the last 5 months since we’ve been working together compared to the previous 5 months when you were on your own. (up 28% in units, 37% in new business units, 4% in transactions, 19% in new clients) Well done man! That’s means were a great team and you’re doing what you tell me you’re going to do.


I’ve attached again the spreadsheet that I put together while you were talking about all of your stats. It’s time to get serious about growth in 2010. You are an ultra producer and we need to take you there.


Here are your 2010 Production Goals:

63% President’s Club 1000 units




38% President’s Honor Club 850 units




20% Growth 2010




10% Growth 2010





What’s amazing is that if you combine 2008’s Units Per Transaction (UPT 3.5) with 2009’s Total # of Transactions (232) then you would hit 819 units. YOU’VE ALREADY DONE THAT! Plus, if you take your best month in units ever (105) and hit that consistently for a year, it puts you at 1260 units! OR if you take your best month in transactions (25) then that means you could have 300 transactions in 1 year which at a UPT of 3.5 is 1059 units! So you already know what it’s like to operate at President’s Club level, we just have to be consistent.


Specifically I think that our focus in 2010 is going to be refining your system of entering names and making sure you have fresh people to call always so that you eliminate THINK TIME during the day. Also, by just getting your UPT back up to where it was can be as much as a 50% increase in your production, so we need to do that.


High package sizes are the result of increased SELF CONFIDENCE and PRODUCT CONVICTION. Because if you believe that you deserve to have people buy from you and you believe enough that they should have the product, then they WILL DEFINITELY BUY! So your action item is to go follow someone with a high UPT. Spend time learning about your competition to help increase your conviction. Additionally, the technical thing that will help you sell more is to show more. Remember the brothers “Seymour (see more) and Sellmore”? They can’t buy what they can’t see. Showing people more options doesn’t create more pressure for your clients; it creates less pressure.


Also attached is the table of contents for the Top Producer’s Edge curriculum. Please go through and highlight the next 5-6 topics that you think will be most relevant. Most likely we’ll do positive self-talk next. Talk to you soon!


See you in the stairwell,

Rory Vaden

Take the stairs – Success Means Doing Things You Don’t Want To Do
Co-Founder of Southwestern Consulting™
Self-Discipline Strategist and Creator of Take the Stairs®
Toastmasters World Champion of Public Speaking Finalist
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New blog article “How to grow your Twitter Follower Base Take the Stairs Style” Visit:

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