In this episode of Call the Damn Leads, I’m joined by financial advisor and mindset expert, Chad Hufford, the founder of Veritas Alaska. Chad shares how he’s navigated the rough roads of building a successful wealth management firm, facing rejection, and redefining sales success by focusing on inputs over outcomes. With over 80,000 rejections under his belt, Chad opens up about why gamifying sales and embracing a long-term perspective on service are key to lasting success in financial advising—and any sales career.
The Coldest Sales Call Ever: Chad recounts a harrowing sales call in Alaska during a record-breaking -45°F winter. After his car got stuck, Chad was stranded with his prospect, giving new meaning to overcoming sales challenges!
Focus on Inputs, Not Outcomes: Chad shares how focusing on what you can control—your effort and inputs—rather than outcomes has been transformative for his business.
Gamifying Sales to Build Momentum: By tracking metrics like the number of calls and outreaches rather than focusing solely on sales results, Chad has made the sales process more engaging and rewarding.
Reframe Your Mindset: Chad emphasizes the power of reframing rejection and learning to view each outreach attempt as a win, which helps maintain resilience through tough times.
Believe in Your Value: Chad’s advice to sales pros is straightforward: if you don’t believe your product is truly beneficial, find something else to sell. Real success requires passion for helping others and belief in what you offer.
Gamify Your Sales Process: Chad recommends setting daily benchmarks for outreach (calls, emails, etc.) and celebrating each attempt as a win. Focus on the action you can control rather than worrying about immediate results.
Develop Resilience Through Repetition: If you’re a new sales rep, get used to hearing “no.” Track your rejections as well as successes—seeing each outreach as part of your progress toward “yes” will keep you motivated.
Believe Deeply in Your Product: If you’re selling something you don’t believe in, it’s time to move on. True sales success comes when you believe your product genuinely improves lives.
Book Recommendation for New Sales Professionals: Chad suggests reading Game of Numbers by Nick Murray for a valuable framework focused on controlling inputs. This book has been foundational in Chad’s career, helping him reframe the sales journey and focus on what he can control.
Chad shares valuable insights and financial guidance across platforms, working with clients around the country through his firm, Veritas Alaska.
Website: veritasalaska.com
Instagram: @veritas.alaska
LinkedIn: Chad Hufford
“By sales professionals, for sales professionals.” Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.
Expect a wild mix of:
Real Sales Stories: Tales that entertain and inspire
Proven Tactics: Practical tips for boosting your sales game
Humor and Energy: Fun takes on the ups and downs of sales life
Expert Advice: Learn from seasoned pros across different fields
Whether you’re in sales, an entrepreneur, or just looking to grow your business skills, don’t miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at https://callthedamnleads.com/pages/podcast.
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