The MHEDA Journal - Fourth Quarter, 2017 - 11

CHAIRMAN'S
QUIT TING

PERSPECTIVE
Quitting 101

I

n this issue, we celebrate sales success stories from our dealers. The
sales process has changed a good
bit over the last few years. It is longer
and more scrutinized than ever before.
It seems that a sales person needs to
utilize different skills in today's world
such as financial acumen, consensus
building, and a lot of patience. While
many things have changed, there is
one thing that has stayed the same the thrill of victory. There is nothing
like hearing those wonderful words
from a prospect - "Congratulations,
we are going with you."
In my role as dealer principal, I am
ultimately responsible for everything
and as I was thinking about the theme
for this issue, I thought about the
dealer principal's success. What are
the top attributes of an effective company leader? Is he a good sales person?
Financial wizard? Team builder? As distributors, our primary objective is to sell,
but there is so much more- aftermarket
operations, finances, human resources,
and many others. I am no Lee Iacocca or
Jeff Bezos, but I have learned one thing
that has helped me be more effective
as a company leader - learning to quit.
No one has ever taught me how to
quit. Most of the seminars and speakers
I hear talk about doing more, working
harder, working smarter, being more
creative, etc. What about quitting? If
I ever start a college, I will make sure
there is one course offered - Quitting
101. In fact, I am going to teach it.
I want to give you five things I have
quit that have made me more effective
both professionally and personally:
1. I quit doing things I don't like
and am not good at. Before I
replaced my father as dealer
principal almost 12 years ago

I also replaced him in a local
networking group in our city. I
hated it. About 100 of us would
meet for breakfast every Tuesday
morning at 7:30 and eat, socialize
and swap leads. The leads did
not help my company. It was a
waste of my time. I did it because
my father did it. Now, these were
good people and many of them
got a lot out of this group. It just
wasn't for me. How long do you
think it took me to quit something
that I did not enjoy and didn't
help our company? 16 years. That
is 832 breakfasts and 1,662 lost
hours. One morning I woke up
and decided to quit. It felt great.
Why did it take me so long?
Because quitting was not in my
vocabulary. I didn't know how.
2. I quit being cheap with people. I
am a trained accountant. Because
of my training, I am frugal. I
watch expenses closely. However
I have learned that it is not in my
or my company's best interest
to be cheap with the people we
hire. I must be willing to pay
a premium for good people.
Recently we interviewed several
people for a key position. We
narrowed it to two and hired the
one that was 35% more expensive
because we felt he was the right
fit. My experience has been that
the premium we pay for the right
people is paid back in short order.
3. I quit neglecting myself. I was 52
when it dawned on me that I was
not treating myself very well. I
did not exercise. I did not eat well.
I had no hobbles. It showed up
in my moods, energy and focus.
I quit that behavior and hired a

BUDDY SMITH
2017 MHEDA CHAIRMAN
OF THE BOARD
@CMHServices

trainer and a nutritionist. I took
a series of golf lessons. I began
to enjoy eating healthy foods,
and I loved the increased energy
that cardio and strength training
provided. I also began to think
about taking better care of myself
emotionally, intellectually and
spiritually. Someone once told
me that the best leaders manage
themselves well. I believe it.
4. I quit believing that if I work
hard and stay busy, success will
follow. I do believe in hard work
but the real question is - where
am I headed? It took me a while,
but I began to work more on the
future. What is our next level of
success and how do we get there?
What is our next critical hire? In
short, I spent more time working
on the business than working in
the business.
5. I quit isolating. This may shock
some of you but here is the
honest truth - I am an introvert.
Introverts place great value on
solitude. The downside is we
tend to isolate and isolation is not
healthy. One of the best things
I have done for myself and our
company is get involved with
other dealers and find out how
they solved the same problems
we have. Dealer focus groups,
MHEDA-NET, MHEDA seminars
and webcasts are all tools that
have helped us improve. It is not
enough for me just to show up at
these places, I have to initiate, ask
questions and seek people out.
So what about you? What is one thing
you would like to quit that would make
you a better leader, sales person, husband, wife or parent?
The MHEDA Journal | Fourth Quarter 2 017

11



Table of Contents for the Digital Edition of The MHEDA Journal - Fourth Quarter, 2017

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
Ask A MHEDANET GROUP
Women in Industry Conference
MHEDA MEMBER PROFILE
@WORK
WOMEN IN INDUSTRY
INDUSTRY PULSE
2018 CRITICAL IMPACT FACTORS
DEFINING MHEDA’S 2018 CRITICAL IMPACT FACTORS
SALES SUCCESS STORIES
ESOP ROUND TABLE
FROM CHARASMATIC PERSUADER TO KNOWLEDGE BROKER: THE EVOLVING WORLD OF SALES
49 EMPLOYEE ENGAGEMENT IDEAS
DO UNTO OTHERS AS THEY WANT TO BE DONE UNTO
THE PRESIDENT’S EXECUTIVE ORDER 13789 AND ITS FUTURE EFFECT ON THE TAX CODE
New Members
Spotlight on Association News
MHEDA Milestones
Index to Advertisers by Product Category
Index to Advertisers by Alphabetical Order
The Last Word
The MHEDA Journal - Fourth Quarter, 2017 - intro
The MHEDA Journal - Fourth Quarter, 2017 - cover1
The MHEDA Journal - Fourth Quarter, 2017 - cover2
The MHEDA Journal - Fourth Quarter, 2017 - 3
The MHEDA Journal - Fourth Quarter, 2017 - 4
The MHEDA Journal - Fourth Quarter, 2017 - 5
The MHEDA Journal - Fourth Quarter, 2017 - 6
The MHEDA Journal - Fourth Quarter, 2017 - 7
The MHEDA Journal - Fourth Quarter, 2017 - 8
The MHEDA Journal - Fourth Quarter, 2017 - 9
The MHEDA Journal - Fourth Quarter, 2017 - 10
The MHEDA Journal - Fourth Quarter, 2017 - Chairman’s Perspective
The MHEDA Journal - Fourth Quarter, 2017 - 12
The MHEDA Journal - Fourth Quarter, 2017 - From the Desk of Liz Richards
The MHEDA Journal - Fourth Quarter, 2017 - 14
The MHEDA Journal - Fourth Quarter, 2017 - Editor’s Note
The MHEDA Journal - Fourth Quarter, 2017 - 16
The MHEDA Journal - Fourth Quarter, 2017 - Ask A MHEDANET GROUP
The MHEDA Journal - Fourth Quarter, 2017 - 18
The MHEDA Journal - Fourth Quarter, 2017 - 19
The MHEDA Journal - Fourth Quarter, 2017 - Women in Industry Conference
The MHEDA Journal - Fourth Quarter, 2017 - 21
The MHEDA Journal - Fourth Quarter, 2017 - MHEDA MEMBER PROFILE
The MHEDA Journal - Fourth Quarter, 2017 - 23
The MHEDA Journal - Fourth Quarter, 2017 - 24
The MHEDA Journal - Fourth Quarter, 2017 - 25
The MHEDA Journal - Fourth Quarter, 2017 - 26
The MHEDA Journal - Fourth Quarter, 2017 - @WORK
The MHEDA Journal - Fourth Quarter, 2017 - 28
The MHEDA Journal - Fourth Quarter, 2017 - WOMEN IN INDUSTRY
The MHEDA Journal - Fourth Quarter, 2017 - INDUSTRY PULSE
The MHEDA Journal - Fourth Quarter, 2017 - 31
The MHEDA Journal - Fourth Quarter, 2017 - 32
The MHEDA Journal - Fourth Quarter, 2017 - 2018 CRITICAL IMPACT FACTORS
The MHEDA Journal - Fourth Quarter, 2017 - DEFINING MHEDA’S 2018 CRITICAL IMPACT FACTORS
The MHEDA Journal - Fourth Quarter, 2017 - 35
The MHEDA Journal - Fourth Quarter, 2017 - 36
The MHEDA Journal - Fourth Quarter, 2017 - 37
The MHEDA Journal - Fourth Quarter, 2017 - SALES SUCCESS STORIES
The MHEDA Journal - Fourth Quarter, 2017 - 39
The MHEDA Journal - Fourth Quarter, 2017 - 40
The MHEDA Journal - Fourth Quarter, 2017 - 41
The MHEDA Journal - Fourth Quarter, 2017 - 42
The MHEDA Journal - Fourth Quarter, 2017 - 43
The MHEDA Journal - Fourth Quarter, 2017 - 44
The MHEDA Journal - Fourth Quarter, 2017 - 45
The MHEDA Journal - Fourth Quarter, 2017 - 46
The MHEDA Journal - Fourth Quarter, 2017 - 47
The MHEDA Journal - Fourth Quarter, 2017 - 48
The MHEDA Journal - Fourth Quarter, 2017 - 49
The MHEDA Journal - Fourth Quarter, 2017 - 50
The MHEDA Journal - Fourth Quarter, 2017 - 51
The MHEDA Journal - Fourth Quarter, 2017 - 52
The MHEDA Journal - Fourth Quarter, 2017 - 53
The MHEDA Journal - Fourth Quarter, 2017 - 54
The MHEDA Journal - Fourth Quarter, 2017 - 55
The MHEDA Journal - Fourth Quarter, 2017 - ESOP ROUND TABLE
The MHEDA Journal - Fourth Quarter, 2017 - 57
The MHEDA Journal - Fourth Quarter, 2017 - 58
The MHEDA Journal - Fourth Quarter, 2017 - 59
The MHEDA Journal - Fourth Quarter, 2017 - FROM CHARASMATIC PERSUADER TO KNOWLEDGE BROKER: THE EVOLVING WORLD OF SALES
The MHEDA Journal - Fourth Quarter, 2017 - 61
The MHEDA Journal - Fourth Quarter, 2017 - 62
The MHEDA Journal - Fourth Quarter, 2017 - 63
The MHEDA Journal - Fourth Quarter, 2017 - 64
The MHEDA Journal - Fourth Quarter, 2017 - 65
The MHEDA Journal - Fourth Quarter, 2017 - 49 EMPLOYEE ENGAGEMENT IDEAS
The MHEDA Journal - Fourth Quarter, 2017 - 67
The MHEDA Journal - Fourth Quarter, 2017 - 68
The MHEDA Journal - Fourth Quarter, 2017 - 69
The MHEDA Journal - Fourth Quarter, 2017 - 70
The MHEDA Journal - Fourth Quarter, 2017 - 71
The MHEDA Journal - Fourth Quarter, 2017 - 72
The MHEDA Journal - Fourth Quarter, 2017 - 73
The MHEDA Journal - Fourth Quarter, 2017 - 74
The MHEDA Journal - Fourth Quarter, 2017 - 75
The MHEDA Journal - Fourth Quarter, 2017 - 76
The MHEDA Journal - Fourth Quarter, 2017 - 77
The MHEDA Journal - Fourth Quarter, 2017 - 78
The MHEDA Journal - Fourth Quarter, 2017 - 79
The MHEDA Journal - Fourth Quarter, 2017 - 80
The MHEDA Journal - Fourth Quarter, 2017 - DO UNTO OTHERS AS THEY WANT TO BE DONE UNTO
The MHEDA Journal - Fourth Quarter, 2017 - 82
The MHEDA Journal - Fourth Quarter, 2017 - THE PRESIDENT’S EXECUTIVE ORDER 13789 AND ITS FUTURE EFFECT ON THE TAX CODE
The MHEDA Journal - Fourth Quarter, 2017 - 84
The MHEDA Journal - Fourth Quarter, 2017 - 85
The MHEDA Journal - Fourth Quarter, 2017 - 86
The MHEDA Journal - Fourth Quarter, 2017 - New Members
The MHEDA Journal - Fourth Quarter, 2017 - Spotlight on Association News
The MHEDA Journal - Fourth Quarter, 2017 - 89
The MHEDA Journal - Fourth Quarter, 2017 - 90
The MHEDA Journal - Fourth Quarter, 2017 - 91
The MHEDA Journal - Fourth Quarter, 2017 - MHEDA Milestones
The MHEDA Journal - Fourth Quarter, 2017 - 93
The MHEDA Journal - Fourth Quarter, 2017 - Index to Advertisers by Product Category
The MHEDA Journal - Fourth Quarter, 2017 - 95
The MHEDA Journal - Fourth Quarter, 2017 - Index to Advertisers by Alphabetical Order
The MHEDA Journal - Fourth Quarter, 2017 - 97
The MHEDA Journal - Fourth Quarter, 2017 - The Last Word
The MHEDA Journal - Fourth Quarter, 2017 - cover3
The MHEDA Journal - Fourth Quarter, 2017 - cover4
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