Log in

goodpods headphones icon

To access all our features

Open the Goodpods app
Close icon
headphones
No Guts, No Gain!

No Guts, No Gain!

David Mattson

Break free from the ordinary career and learn how to use franchising to launch your entrepreneurial success story. No Guts, No Gain! is hosted by Dave Mattson, the Executive Chairman and President of Franchising at Sandler, who brings you firsthand accounts from Sandler franchisees who have successfully navigated the path to business ownership. We'll uncover their diverse backgrounds, from military service to corporate roles, and gain invaluable insights into what it takes to become your own boss.
Dave will ask about their experiences with the franchising process, highlighting the hurdles they overcame and the victories they celebrated. Discover the types of businesses they've built, whether it's a solo venture or a larger enterprise with multiple salespeople and support staff. Plus, learn from their hindsight as they share what they would do differently if they could start over. If you're contemplating a leap into entrepreneurship, No Guts, No Gain! offers a treasure trove of actionable advice and real-world wisdom. Don't miss out—subscribe now on your favorite platform to stay updated on all our future episodes!

Share icon

All episodes

Best episodes

Seasons

Top 10 No Guts, No Gain! Episodes

Goodpods has curated a list of the 10 best No Guts, No Gain! episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to No Guts, No Gain! for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite No Guts, No Gain! episode by adding your comments to the episode page.

Discover the secrets of adapting to market shifts with insights from Gerry Weinberg, a seasoned expert with over 32 years at Sandler. Gerry takes us on his transformative journey from VP of Sales and Marketing at Sealy Mattress Company to a thriving Sandler franchise owner. Unearth the timeless sales techniques and principles that have guided him through decades of market evolution, and learn the importance of fostering introductions and referrals for business growth. Gerry’s enduring commitment to mental toughness and asking the right questions proves essential in staying relevant in a rapidly changing world.

As we celebrate the expansive global reach of the Sandler franchise, now spanning 30 countries, this episode highlights the unique and supportive culture among franchisees. Hear about the diverse industries served and the delightful stories of friendships formed within the Sandler community, which have profoundly impacted both personal and professional lives. We take a moment to appreciate Gerry's unwavering dedication as a long-term ambassador and the collaborative efforts that have defined the Sandler legacy. Join us for an inspiring conversation filled with heartfelt gratitude, personal anecdotes, and the joy of positively impacting others through the Sandler network.
(00:00) Adapting to Market Shifts With Sandler
(16:37) Building a Successful Franchise Network
(22:39) Appreciation for Long-Term Sandler Ambassadors

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

Kevin Hallenbeck, a distinguished David H. Sandler Award winner, shares his transformative journey from sales engineer to a respected sales training franchisee in Manchester, New Hampshire. Kevin reveals how he embraced the timeless Sandler sales model, focusing on attitude, behavior, and technique, to build a thriving business amidst a constantly evolving sales landscape. His story captures the essence of leveraging personal growth and effective communication over mere revenue generation, highlighting the enduring relevance of the Sandler philosophy in today’s market.

Explore how Kevin strategically shifted his focus from individual clients to small and mid-sized companies, creating scalable and flexible sales training programs that cater to professionals from diverse industries. By likening public sales trainings to gym sessions, Kevin underscores the communal learning experience that empowers businesses to thrive through shared knowledge. He also navigates the complexities of balancing private and public training sessions, adapting to the needs of larger, tech-focused clients, and illustrating the importance of adaptability and community learning in achieving success.

Kevin's reflections on his 31-year career reveal the profound satisfaction found in simplicity, genuine relationships, and staying true to proven systems. His commitment to helping others, whether by enabling clients to send their kids to college or retire early, is a testament to the power of authentic, value-driven business practices. Discover how personal referrals have been pivotal in his journey, allowing him to maintain a strong business without a large sales team, and gain insights from someone who worked closely with David Sandler himself. Kevin’s story is a rich tapestry of wisdom, emphasizing quality of life and the joy of being a good human being in the business world.
(00:00) Sales Success in Changing Markets
(11:23) Business Training and Sales Strategies
(21:58) Long-Term Business Relationships and Success
(25:13) Referral Success in Sandler Training

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

Doug Lotierzo's journey is nothing short of inspiring. Picture this: celebrating the birth of his first child, settling into a new home, and launching a new business—all within five months. Doug went from hitting a career plateau to embracing his long-standing dream of business ownership is a testament to the power of ambition and family support. With the unwavering backing of his wife and loved ones, Doug made the leap, catalyzed by a transformative vacation moment that solidified his path toward entrepreneurship.
This episode uncovers the emotional layers and mental resilience necessary for transitioning from a secure job to the unpredictable world of business ownership. From the joy of peer validation, akin to the exhilaration of marriage, to the potential pitfalls of well-meaning friends' doubts, Doug opens up about the mental fortitude required. He shares personal strategies for overcoming "head trash" through meticulous planning, mental rehearsals, and candid conversations with loved ones, ensuring he stayed focused even when the financial outlook seemed grim.
Doug's strategic approach to building a successful sales process is a masterclass in preparation and persistence. Drawing from his sales background, he meticulously developed a business plan, scripts, and client profiles, while also educating himself through various business resources. Doug diversified his prospecting efforts in a new territory with limited connections through cold outreach, networking groups, and a robust LinkedIn strategy. He also reflects on the importance of mentorship and community support in maintaining a balanced approach to business development and administrative tasks. This episode wraps up with a heartfelt exchange between Doug and Dave, emphasizing the significance of networking as we wrap up season one of the No Guts No Gain podcast.
(00:00) Family-Supported New Business Startup
(07:27) Preparing Mentally for Business Startup
(13:50) Building a Successful Sales Strategy
(27:12) Franchisee Reflections and Advice
(34:16) Networking Success and Appreciation

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

Paul Lanigan's journey is a testament to the power of family, resilience, and following one's instincts. After leaving a corporate career, Paul found himself navigating the uncertain terrain of a startup, eventually discovering his passion within the Sandler franchise—a path he embraced without ever having been a client. Encouraged by his wife and motivated by the potential for autonomy and growth, Paul embarked on a remarkable 22-year journey with Sandler, even during a brief hiatus. Join us as we explore his experiences working with his son Rian, tackling the challenges of the COVID-19 pandemic, and reflecting on the lessons learned throughout his career.

The Sandler brand, once a well-kept secret, has transformed into a leader in sales training, trusted by corporations across EMEA. This transformation, fueled by strategic productization and technological advancements, has allowed Sandler to scale its offerings and meet the needs of organizations seeking consistent and scalable training solutions. Paul's story offers a personal glimpse into this evolution and highlights the rewarding experience of integrating family into the business, as his son Rian transitioned from a temporary role into a meaningful collaboration that contributed to the company's growth.

Reflecting on the impact of the COVID-19 pandemic, Paul shares his journey of self-discovery and the importance of aligning work with passion. He recounts a brief venture into creating marketing videos, a path that ultimately lacked fulfillment and led him back to his roots in sales training with Sandler. Through trial and error, Paul learned the value of embracing change and revisiting past passions without overthinking. We discuss the insights gained from these experiences and extend an invitation to explore Sandler franchising opportunities. Tune in to the "No Guts, No Gain" podcast for continued inspiration and guidance in navigating your sales career.
(00:05) Navigating Sandler Franchise Ownership Success
(13:43) Sandler Training and Family Involvement
(24:15) Entrepreneurial Journey Post-COVID Reflection
(32:49) Appreciation for Sandler Franchise Success

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

Ever wondered how a seasoned sales leader transitions into a successful entrepreneur? Join us as we chat with Tiffany Koettel, who made a remarkable shift from a 25-year career in sales to owning her business with Sandler. Discover the pivotal moment at the 2017 Summit that ignited Tiffany's entrepreneurial spirit and the unexpected job loss that was a blessing in disguise. Tiffany candidly shares the trials and triumphs of juggling business startup challenges with family responsibilities and her support network's indispensable role in her journey.
This episode is packed with real-world insights and inspiring anecdotes. Tiffany unveils how the Sandler program not only transformed her career but also significantly impacted her clients, with stories of impressive year-over-year growth and enhanced conflict resolution skills. We dive into the unmatched advantages of certification for women-owned businesses, the power of strategic networking, and the uplifting support from groups like Vistage. Tiffany’s story is a powerful testament to the importance of savoring each step of personal and professional growth rather than fixating solely on end goals. Tune in for practical advice and inspiration from which every aspiring entrepreneur and business leader can benefit!
(00:00) Female-Owned Business and Sales Training
(08:45) Entrepreneurial Success and Support Network

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

How do you transform skepticism into opportunity? Join us for a powerful conversation with Dragan Vojvodić from Serbia, who shares his extraordinary journey of introducing the Sandler to a market initially resistant to American sales techniques. Dragan reveals how he focused on human behavior and psychology to overcome challenges, master the Sandler approach, and build a thriving business. His story is a testament to the power of becoming 'a product of the product,’ and he offers invaluable insights into establishing credibility and avoiding common pitfalls like price objections.
We'll also explore the strategic nuances of working with small and medium businesses (SMBs) in Serbia. Dragan provides a candid look into the motivations of Serbian business owners eager to make global contributions while investing in their sales teams’ success. He emphasizes the need for efficient decision-making, robust training programs, and creating a structured sales system that ensures team loyalty and long-term success. This segment sheds light on how the Sandler methodology can be a game-changer for business and personal growth, delivering dreams that might have seemed out of reach.
Lastly, Dragan’s journey underscores the unparalleled value of collaboration and authenticity in sales. He shares how he conquered significant obstacles to achieve his dream of owning a franchise, highlighting the critical role of mindset and resilience. Dragan illustrates the profound impact of education and mentorship through personal stories and professional insights. His narrative inspires us to sell with confidence and authenticity, demonstrating that projecting a desirable image can help clients aspire to emulate your success. Tune in for an episode packed with transformative advice and heartfelt reflections. Special thanks to Dragan for sharing his remarkable story and expert knowledge.
(00:00) Building a Business With Sandler Sales
(10:03) Global Sales Strategy and Support
(18:58) The Power of Collaboration in Business
(24:53) Overcoming Challenges in Business
(31:33) Selling With Confidence and Authenticity

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

Have you ever faced a major career upheaval that made you rethink everything? That's exactly what happened to Jay Eibler, an automotive industry veteran with a 33-year corporate career. When a corporate restructuring in 2019 turned his world upside down, Jay stood at a crossroads. After some detours in different roles, his unwavering passion for sales, people development, and training led him to take a bold step into franchise ownership. We sit down with Jay to hear about his inspiring journey from the boardroom to becoming a Sandler franchisee, sharing the challenges and triumphs of his first eight months in this new venture.
Stepping away from the security of a long-term corporate career is no small feat, but Jay had a secret weapon: his family. With heartfelt stories of encouragement from his wife and children, listen as Jay recounts the emotional support that helped him leap into uncharted territory. From fun family moments brainstorming the LLC name to the sleepless nights filled with self-doubt, Jay's candid reflections highlight the immense value of having a strong support system. He also sheds light on the inner turmoil and the unwavering drive to live without regrets, ultimately fueling his quest to reach his full potential.
Finally, we explore what it takes to thrive as a solopreneur within the Sandler franchise network. Jay shares how shedding his ego and embracing the roles of prospecting and networking were crucial to securing clients. Unlike the cutthroat atmosphere of the automotive industry, Jay found a supportive community within Sandler, complete with mentorship and coaching that made all the difference. Wrapping up the conversation on a high note, Jay expresses his contentment with his new path and the joy of having his family's support, offering a compelling narrative for anyone considering a significant career change.
(00:00) Career Transition to Sandler Franchise
(07:57) Family Support and Career Decisions
(15:08) Franchisee Networking and Support
(27:08) Contentment and Support in Career

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

How does a family's investment in a franchise evolve from one generation to the next? Join us as Kate takes us on a heartfelt journey through her family's Sandler legacy. From her father's bold move into the franchise world in 1990 to her transformation from a helpful child doing administrative tasks to a pivotal figure in the company, Kate's story is one of dedication, growth, and unexpected career paths. Listen as she shares the expectations set by her father, the intensive training she underwent, and the invaluable lessons learned from best practices.
Fast forward to today, and the second generation is running the show. Kate and Kelly have navigated the company through the founder's retirement and the challenges brought on by the pandemic. Kelly's role has expanded dramatically, moving from behind-the-scenes administrative work to front-line sales and customer experience. You'll hear about the uncertainty of the third generation's involvement and the deep, multi-generational relationships that have blossomed with their clients. These stories highlight the enduring trust and personal connections built over the years.
In this episode, we also explore the profound influence of IR theory and Sandler's sales tactics on their career success. Kate sheds light on the balance between personal and professional life and the unique challenges of working in a small market while starting young in sales. The episode underscores the importance of a supportive network within the Sandler community and the significant impact of David Sandler's principles on their business. Kate expresses immense gratitude for the collective efforts of her family and the anticipation of future successes, celebrating the milestones they've achieved together.
(00:00) Family Legacy in Business Growth
(11:13) Generational Impact in Business Relationships
(20:04) Building a Successful Business Career
(24:50) Parental Influence on Business Success

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

What does it really take to leap into the world of entrepreneurship and control your destiny? Subscribe to No Guts, No Gain! to listen in as Dave Mattson, Executive Chairman and President of Franchising at Sandler, uncovers the real stories behind the boldest career transitions. This show features firsthand accounts from business owners and franchisees who have made that formidable decision to become their own bosses. With diverse backgrounds ranging from the military to the corporate world, our guests share their unique experiences, challenges, and the pivotal moments that shaped their entrepreneurial journeys.
Dave will uncover the actionable wisdom these entrepreneurs have gained and probe into what they might do differently if given a second chance. From navigating the franchising process with Sandler to building various types of businesses—from solo ventures to larger operations with multiple salespeople—this podcast is packed with valuable lessons for anyone considering entrepreneurship. Subscribe to ensure you never miss an episode, and start learning from those who have already walked the path to franchise ownership.

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

Unlock the secrets of a successful career transition with Brian McDevitt, a former corporate tech sales professional who found his passion in sales training and business ownership. Discover how he overcame the initial fears of public speaking and training to become a thriving Sandler franchise owner. Gain firsthand insights into the crucial steps and considerations anyone should take when contemplating a similar leap.
From exploring high-income business ventures to embracing the supportive Sandler franchise culture, Brian's journey offers invaluable lessons. Hear about his experiences during the initial months of running the franchise, the role of mentorship, and the unexpected yet pleasant surprises that shaped his path. This episode is a treasure trove of practical advice for aspiring business owners seeking a supportive community.
Experience the benefits of modern technology and remote work as Brian shares how he manages his business while living a nomadic lifestyle. Learn about the transformative power of peer-to-peer learning within the Sandler sales methodology, featuring real success stories that underline the method's effectiveness. We also discuss current challenges and future plans, emphasizing the importance of adaptability and continued dialogue in the ever-evolving business landscape.
(00:00) Franchise Journey
(07:36) Franchise Discovery and Culture Transformation
(12:36) Family Business Structure and Future Plans
(20:16) Remote Work and Client Training
(31:25) Sales Training Success Stories
(36:18) Business Leader's Insights on Current Challenges

Sandler is regularly recognized as one of the top franchises, top training companies, and most effective training solutions in the world. Learn more about our award-winning franchise system and answers to frequently asked questions about owning a franchise at: https://www.sandler.com/franchising/

bookmark
plus icon
share episode

Show more best episodes

Toggle view more icon

FAQ

How many episodes does No Guts, No Gain! have?

No Guts, No Gain! currently has 14 episodes available.

What topics does No Guts, No Gain! cover?

The podcast is about Entrepreneurship, Franchise, Podcasts, Business and Careers.

What is the most popular episode on No Guts, No Gain!?

The episode title 'Embracing Entrepreneurship: Doug Lotierzo's Story of Ambition, Family, and Mental Resilience' is the most popular.

What is the average episode length on No Guts, No Gain!?

The average episode length on No Guts, No Gain! is 29 minutes.

How often are episodes of No Guts, No Gain! released?

Episodes of No Guts, No Gain! are typically released every 1 hour.

When was the first episode of No Guts, No Gain!?

The first episode of No Guts, No Gain! was released on Jul 12, 2024.

Show more FAQ

Toggle view more icon

Comments