Where Winners Live

Be accountable and achieve success Personal accountability is the secret weapon of every successful sales professional. It is the secret weapon of Where Winners Live co-author Dave Porter, who became the owner and CEO of Baystate Financial Services at age 35 and grew it into a $100 million-a-year business over the next 15 years. It is the secret weapon of Where Winners Live co-author Linda Galindo, who transformed herself from the self-proclaimed Queen of Victims into an entrepreneur, business coach, consultant and speaker whose typical audience numbers 500 or more. Like all highly accountable professionals, these authors live Where Winners Live, an achievement they say is available to everyone. Written in a no-excuses tone and filled with personal stories and practical exercises, their book offers readers the non-negotiable, high-performance behaviors of the sales trade and tried-and-true best practices for success. Exposes the key difference between top-earning sales professionals and those who struggle to make their numbers every quarter Outlines the three critical characteristics of personal accountability: responsibility, self-empowerment, and ownership of results after the fact Explores personal accountability from the perspective of both leaders and rank-and-file sales professionals Where Winners Live shows readers the most effective way to hold themselves and others accountable.

Introduction ix Part I: Accountability and You 1 1. You Are Accountable 3 2. What Is Accountability? 7 3. Linda’s Story 11 4. Where Losers Languish 15 5. Where Do You Live? 27 6. Choosing Your Mindset 31 7. Clarity: The Core of Accountability 35 8. Dave’s Story 45 9. Taking Action 47 10. Defining Success 53 11. Accountable For, Accountable To 59 12. Do What You Need to Do 73 13. Fine-Print Accountability 85 14. I’m Sorry, But . . . 89 Part II: Accountability and Teamwork 95 15. Own Your Compromises 97 16. The Boss of You 101 17. True Teamwork 105 18. The Contradiction 111 19. Five Levels of Teams 115 20. Eleven Behaviors 119 21. Barriers to Teamwork 133 22. Reasonable Expectations 139 Part III: Accountability and Leadership 143 23. The Accountable Leader 145 24. Pain Point: Retention 149 25. Barriers to Entry 153 26. Culture Clash 157 27. Hiring Integrity 159 28. Triangle of Victimization 163 29. Understanding the Game 165 30. Pain Point: Holding Others Accountable—Or Not 169 31. Pain Point: Rescue, Fix, and Save 175 32. Pain Point: Do It My Way 181 33. Non-negotiables 185 34. Go Ahead: Do It Your Way 187 35. Pain Point: Clarity 195 36. Pain Point: I Can’t Know Everything 199 37. Outcome Equals Intention 205 Epilogue 213 About the Authors 221 Index 224