High-Performance Secrets: Success is Found in Simplicity

Communication is critical to ensure that you are able to get the message across. A leader has to have a vision, but they've got to be able to clearly and succinctly relate that vision or relay it in a way that their employees and their staff and their team can connect truly with. That vision and connection goes into the leadership principle.

Welcome to becoming wiser with Dr. Robert A. Rohm. For more information or products by Dr. Rome, please visit personalityinsights.com use coupon code podcast10 to receive 10% off eligible products and personality assessments. Thank you for joining us today. And now, Dr. Robert A. Rome.

Every once in a while you meet somebody and you just think to yourself, well, that was different. They just seem to be so upbeat and so encouraging. They just seem to look for the good, the pure and the positive. I mean, usually you only have to talk to somebody a couple of minutes before you find out their whole history of everything that's gone wrong. But then you find somebody that you really are attracted to because they like to tell you what's going right. Our guests today are going to be people who are just like that that I met at one of our trainings many years ago.

Welcome to becoming wiser with Dr. Robert A. Rome, author and world renowned public speaker, as he shares stories and involving his experiences and lessons learned in a good spirited, positive and fun way. Here's Dr. Robert A. Rome.

Hi, I'm Dr. Robert Rohm and today I have two of my favorite people, very special guests on this week's podcast, Chris and Melissa Rollins. Chris and Melissa came to Personality Insights many years ago, attended a training and we just hit it off at the very beginning with watching them work together and listening to their story and how they affected lives in their own personal business. And then when they added the disc model of human behavior to that, the repertoire of what they were offering, their business just continued to flourish. So we asked them if they would come on the podcast today and share a little bit about their business model. They're going to be sharing with you something they call the three C Concepts. You're going to learn some great information that I have found to be extremely helpful. Chris, Melissa, welcome to the podcast today.

Welcome. Good to see you today, Dr. Rome.

Thank you for having us.

You're welcome. So how, what year was it that you came to training and where has things taken you since that time?

2013. I remember that one. Absolutely. You know, it's interesting, Dr. Rome, when we think about meeting with you there in 2013, you know, we go back, I often Share with people that I was first introduced to a model of human behavior in 1999. It was in the corporate space. I had only been removed for a few short years out of the military at that point in time. And unfortunately, the model was kind of taught where I saw myself, I understood myself, I saw everyone else and thought, why the heck are they here? It was not the best presentation. I'm not going to say the model was bad, but it was not the best presentation. And through the years, I went through a number of different trainings and different types of models, even disc on several occasions. Melissa remembers very well when we first came in and connected with you in 2013. I often confess my initial reaction was, but I've done this before. You know, I said that. And it was one of those things where we came in and really saw it presented in a way that we had never seen it presented before. It was presented in a positive light. It was presented where you were not looking to celebrate one style while putting down any of the others. Everyone in the room was affirmed. Everyone felt celebrated, and you truly were able to recognize and see the superpower that every single person in the room brought to the table. It was like creating the Avengers. You had the entire team to accomplish something that no one individual could. And it just stuck with us. And we fell in love with the model because we understand that you can't truly focus on finding out what's wrong with anyone until you first find out what's right with them. And then when you find out what's right with them, you don't even care about the other anymore because you begin to build on what's right. Right. It's so powerful in that process.

Melissa, what were your first thoughts as you begin to evaluate all that? That's 10 years ago. Seemed like 10 minutes ago.

Doesn't really. Really does. I. I don't know. It was. When I first came in, I was like, okay, so what is this really about? I don't. I didn't really understand a lot. The only thing I had been introduced to, I guess you could say, as far as personalities were in a church when we did the animals. So it was a very surface level of introduction to it. But when we started going through the curriculum and the teaching of disc, like Chris said, I absolutely loved the positivity that was there. There was no, oh, well, you got the short end of the stick. And that's a. You're this type, you know, style. Everybody was celebrated. And there was so much talk about the positives. And in Each thing I got to understand myself where I really didn't understand for years and now it's like, oh, okay, well that's just how I'm wired and okay, that's great. Now I understand it. So it's, it's been for me completely life changing. So.

Oh, that's so great. You know, all of us are on a journey and I know that we communicate the message that even though we are primarily one or two or sometimes even three personality strong there, there's always going to be one perhaps or two or three that need a little bit of work. You know, my high I personality got me through kindergarten. I was the master of ceremony, my five year old kindergarten, my stars. That was like 70 years ago and no one ever shared with me, Melissa, what you were just talking about. If somebody had said, hey Robert, let me draw this circle and explain to you this D, I, S and C and show you this area that you don't know a lot about. It's over here in C area and it has to do with thinking and listening and staying in your seat and studying and cooperating. That would have been really helpful. So anyway, I know both of y' all are master trainers. You do such a great job. Tell me a little bit about your business.

We founded Rollins Performance group back in 2012 and that was after I left the corporate environment. I spent 16 years in the corporate space after I had left the military. And we did that to truly help focus and work with leadership and sales teams to help them achieve high levels of sustainable success. It's really been the passion of everything that we focused on ever since then. So when we connected with you in 2013 and really added in the, the workings of the DISC model of human behavior, it helped us develop what we use today in our 3C model. Because I felt like there was something missing and that was the third leg to the stool that we needed to be able to truly develop the model that we've created.

Tell us, tell us a little bit about. I've mentioned the three C's. You've mentioned them. I know people are anxious to listen to this podcast. We have a, a group that's a lot like us. You know, we are personal growth and development junkies. We are always looking for new ways to learn and grow. Tell us, share the audit with the audience today. What that's all about.

Well, the 3C model is a 3C's of high performance. What that is, is the, the C stand for communicate, connect and convert. What we want people to know when we're coming in and we're helping to train them in, in, in the, usually the corporate world, not necessarily always is connection. We want to make sure that you're having effective communication, connect. This is where we're coming in and we're wanting to make strong leaders to where they can connect with their people. And then we have convert. This is something we had actually talking before we actually even came on the podcast was ethical selling because we don't want to be that person that's coming in and teaching anyone manipulation or anything like that. We want your sales training to be ethical. So that is something we really focus on. That.

Yes. And before I go too deep into that, let me explain what really started the core of the foundation when I mentioned that the model of human behavior was that missing leg or that missing part of that stool. And it really comes from the phrase that Dr. Rome, you may be familiar with. Omn triumph perfectum. It's Latin for the rule of three. Psychology teaches us that the brain is wired to look for things in patterns. We look at three and it's interesting because it has greater impact and grading, sticking power in the brain. Three is the lowest number that we can actually achieve a pattern. So we're wired to see things in threes. It's the reason every one of us stops at a stoplight and it's green, yellow and red. Interestingly enough, even when we come to something like a four way stop, when someone says, oh wait a minute Chris, there's four, not three, you're moving in one direction. When you come to the stop sign, you have three choices, left, right or straight. Everything works that way. In scripture we're taught that three stands for wholeness or completeness or perfection. We understand that we are comprised of a body, soul and a spirit. We see God in his fullness as father, son and spirit. Even in science, we would look at this and say there are three states of matter. Gas, liquids or solids. Everything begins to operate and work in threes. So when we really began to understand that concept, we were able to say, wait, we've got to ensure that when we're working with our market that we primarily work with in the corporate space and or the nonprofit and faith based communities, when we're working with people that want to develop high levels of sustainable growth, right? We have to focus on the three legs of the stool. I often like to use the analogy of a stool and say, I'm going to give you three legs. One is communicate, one is connect, one is convert. As Melissa just talked about and if you think any one of these are not important, allow me to take one leg away. Feel free to sit on the stool.

Throw that out.

It's not going to go over well. You're going to fall. Now, interestingly enough, for what we do, we look at it as the core competencies that we have to address and deal with communication, the foundation principle of everything we do. And Dr. Rome, I know you know very clearly that, you know, communication is far different from just presenting. I know a lot of good presenters that are poor communicators.

Presentation skills matter absolutely. But being a good presenter does not naturally make you a good communicator. Learning to speak someone else's language makes you a good communicator. And even in the disc temperament model, when we say it's a four temperament model of human behavior, you say, Chris, how does that apply to the rule of three? Simple. Just like you said, Dr. Rome, we have our own highest quadrant, if you will, which is our strength zone.

Right.

We speak that language naturally. It's the other three we have to work on whether it's our second highest, third or our lowest. Those are the three where we will find the most successful when we focus on learning to communicate to each one so that we speak their language. If you walk into a room of people that only speak Spanish, you can speak loud, you can speak fast, you.

Can speak slow, you can speak right.

You can be emphatic, it doesn't matter. They don't understand unless you speak their language. And, and interestingly enough, I learned that. Melissa, I know you know the story. I've shared enough from my oldest who's in his late winnings today, but you know, when he was 5 and I totally failed to relate with him, he has a polar opposite personality style of where I am and learning to communicate effectively to him helped me in so many areas. It helped us in our relationship. And we've been married going on 33 years as of the time of this recording. And you know, thinking of, of our relationship with our children, our relationship with our business clients and everything else we do. So communication is critical to ensure that you are able to get the message across. A leader has to have a vision, but they've got to be able to clearly and succinctly relate that vision or relay it in a way that their employees and their staff and their team can connect truly with that vision. And connection goes into the leadership principle.

Well, it's like I've always said.

With you, I mean your, your high D, but I think it goes for all the communication styles, it's not always what you say, it's how you say it. That when you're communicating with someone, that's a different communication style than you. You have to be mindful of that.

Oh, no doubt about it. And, and so when we think about connecting and we think about leading to that, Melissa, about how we say it, it's that thing where a leader has to come in and say, in order for me to, to take my organization to the next level, I often challenge leaders to ensure that their vision is bigger than themselves. Because true leadership is about more. In fact, true leadership is not about you as the leader.

Exactly.

If it's about you, you're a producer.

You're doing it wrong.

Yeah, you're doing it wrong. That's right. You know, true leadership is about other people. The best leaders never see their vision fully come to pass. That's why in the, the Bible I often use the reference of, you know, I think they're about Moses and I think about, you know, when he handed things over to Joshua. Moses never stepped foot into the promised land, but he was the greater leader because he developed the next generation of leader to follow him. And I'll often ask people who followed Joshua? I don't know. Of course not. Joshua was an amazing producer, but we don't know who followed Joshua. Israel went into a bad season. So the leaders are really the ones where they are able to help the organization expand and grow and carry on. If the organization dies because the leader left.

They weren't develop anybody. They weren't a strong leader at that point.

And, and then last, I would say is conversion. When, when Melissa, you talked about, you know, ethical selling, where I think that's so important. There's no doubt when we bring up selling, especially to entrepreneurs.

Yes.

When we see that so many of them struggle with that because they did.

Cringe, you can see it in their body.

But hey, if you don't have revenue, you don't have a business. It's a really expensive hobby. So you've gotta be able to sell and sell effectively and embrace the fact that selling is a part of the process. In fact, ethical selling is one of the greatest things we can ever do on this planet. Ethical selling is not what we do to someone, it's what we do for them. When we use coercion, when we use manipulation, we're doing it to them.

Well, we're doing it for ourselves.

Ultimately, it's only serving us right. When we think about what selling is at its core, most basic Concept. I often say, I know the Chris Rollins version, if you will, of selling is. I say it's simply bringing someone to the point of taking action on an informed decision. The greatest salesperson that ever walked the planet had an amazing pitch. Follow me. He changed the world, by the way, with that, because it brought people to the point of taking action on an informed decision. Did he sell everyone? Did he successfully sell everyone? No. But he did change the world because he brought people to the point of doing that. Right.

You know, that's such a powerful message that y' all have, and you not only communicated well, I know both of you well enough to know you live it, and you can't export products you don't produce. And I know that y' all actually produce a heart full of love and compassion and guidance for those people that you do training with. I wanted to just touch Melissa. You triggered a thought in my mind where you talked about.

How important it was the way we say things. My wife, April, and I were in Cancun years ago, and we saw an elderly couple dancing. And they were just dancing and strolling around the dance floor, and we got up and started dancing beside them. And honestly, they looked like they were in their 80s or 90s, you know, they were, but they were still just. I told April, I said, they're on their honeymoon. And she said this. They're celebrating something. They were so happy. So, anyway, when the music died down, they sat down. We went and sat down beside them, and April said, are y' all on your honeymoon? They said, no, we're celebrating 70 years of marriage. And we said, 70 years. I said, I've never known anybody to be married 70 years. So April said, what is the secret to a long, successful marriage? Without batting an eye, without hesitating for a moment, he leaned forward, he looked at April. He said, tone.

Awesome. That's good.

That's. I thought, he doesn't get any better than this.

Tone is how you say. It's how you say everything. Well, I know that we. We are in the business of. Of selling. Part of that is we want to be successful, but we don't want to do it at someone's expense. We want to do it at some encouragement. We want to help people make an informed decision. I believe, you know, Zig Ziglar was one of my mentors and one of my heroes. And Zig used to say.

Unsuccessful. Unsuccessful salesmen have skinny children. And so, you know, you. You've got to sell something to make a living. I remember the first time I ever Heard the saying, nothing happens until something is sold. So. So tell me, as we start to wind this down a little bit, how do you balance the whole idea of teaching people relationship selling? How I think everything centers around. We all know that we do. We do business with people we like. We interact with people we like. How does someone listening today and they say, how do I learn how to build relationship selling? What would you tell them?

Well, Dr. Roman, that's a great question. I think the first thing that I would tell someone is keep in mind when we're selling, when we talk about ethical selling.

We feel good about it because ultimately what it is we're selling, someone helps them to. Melissa made the point. If what we're selling to someone only serves us, we don't deserve that sell.

Nope.

We're comfortable in relationship selling and understanding that not every person is our prospect, not every person is going to be our customer. I see that so often where people get it wrong, where they're trying to sell their friends and family on everything. If we do it right. The beauty is that while not everyone is our potential prospect, everyone probably knows someone who is. That's the power of networking and really casting that net wide and, you know, helping take our business to the next level while serving people. We want to ultimately be that sales person, if you will, that when we're walking down the hall, someone says, oh, there's Dr. Rome. I'm excited to see him. He's here to talk about whatever today. Instead of that person that says, oh, gosh, run in and grab the phone. You're busy.

Yeah, I'm busy. Hi.

You know, that's the difference. We, when we truly approach selling from the standpoint that we are there to help the person that we are trying to connect with and to ultimately sell, then we become a trusted advocate and they know that we're there for them. It's the reason in selling we teach converting. I actually used to keep a swear jar. I beat the word closing out of my sales reps. You put a dollar in. If you ever use that nasty word closing, there should be four letters in that word. We would make you put a dollar in the swear jar. I said, listen, when you're closing, people get very closed off. Why is that? Because it's kind of like, well, I'm looking at them like the big game. Oh, you mean like the deer head on the wall? How did that work out for the deer? When your prospect sees you approaching them with the look of a hunter looking down a scope, they know you're out to get them. That is selling or that is closing in the. The traditional sense of the word. I know in sales for years, I am the. The one guy that just fights against that word in the sales industry because of the mindset that it creates an us versus them mentality. Conversion is creating a customer. I heard it best years ago when someone said that if you make a sell, you can earn a commission, but if you make a customer, you can make a fortune. And that customer comes from someone understanding that you are there to truly collaborate, to work together. And as the old saying goes, you recognize that a rising tide lifts all ships and you grow together. And that is where people begin to see you as the salesperson that has their best interests at heart.

Wow. Wow. That's so well said. I think you were on a call recently where we had all of our master trainers, and we have one of our trainers who is like you in the sense that he really, really, really loves people, but he also has learned how to sell. And one of the things he shared on that call, if you'll remember, he said, if you can learn to say to someone and really mean it, you know, I'm comfortable with. In whatever the situation might be, I'm comfortable with you wanting to think about this. I'm comfortable with you wanting to talk to your wife about this. I'm comfortable with you wanting to look at other options at this. But. But I'm not comfortable with you living with this situation and not correcting it and the rest of your life having to deal with this over and over and over. First time I heard that, I thought, wow, he's not trying to make a sale. He's trying to make a friend. And, you know, the truth of the matter is, I believe people, like someone once said this. People hate to be sold, but they love to buy. And the truth of the matter is, we tend to want to buy from people we like, from people we trust and people we know. I drive across town on rainy day in heavy traffic to do business with somebody I know like and trust. And so well, one more time here before we close this out. I know that y' all do a lot of trainings, and there's no two people on the planet I would more recommend for people to get connected to than the two of you, because y' all walk your walk, talk your talk, and you have a great opportunity. I've trained so many people, not only in your company, but with the model of the disc. Model of human behavior. So tell me a little bit about what y' all have coming down the pike and how someone can get connected to you.

Sure. As far as, you know, the trainings. Of course, we do host certification classes in association with Personality Insights. As you are well aware, if people want to get certified, that can ultimately work for someone from a business model perspective, that they're wanting to use that to be able to work and train their clients. Or a lot of times where we will have internal corporate trainers that want to be able to get trained so that they can do it in house. They don't have to hire an external trainer every time they need it. They have the ability to do it as often as they want. And, you know, many times they'll come back and say, wow, you know, getting a member or two. Or, heck, we have some companies that get all of their training staff certified, and they say, really, over a year or two, it was cheaper than if we'd have been outsourcing it anyway. So we end up saving a lot of money. The ROI is tremendous in that aspect, but we do that. And then, of course, we focus on leadership development and sales team development as well. But really, people can find out more about that simply by connecting with us. They can reach us on our website, rollinsperformancegroup.com they can connect with us same way through our company page on LinkedIn or our company page on Facebook.

Nice. We also, every week, on our tip of the week, at the bottom of that, we have all the upcoming trainings, and we have all of your upcoming trainings listed as well. Well, y' all are a delightful couple. And the thing that makes my heart happiest is, you know, with Chris and Melissa, what you see is what you get. And I think you're so right. Chris. Earlier, I. I heard someone say, when people see you coming, they either say, oh, boy or oh, no. And y' all are. Y' all are both definitely oh, boy kind of people. And I'm just really honored to be associated with y'. All. You are executive master Trainers with Personality Insights. You handle so much training and do such a great job, and we are proud of you. We love you, and we know that you're making a big difference in life. I don't know, I'll. I'll be 75 this year. You know, I. I don't feel it, but every. Some mornings I do. But waking up in the mornings and knowing that the message, not the messenger, but the message that lives inside of me can help other people. I know y' all feel that same way, don't you? Don't that didn't that make an important difference in your lives?

A hundred percent, Absolutely.

It's funny, I've been going through a lot of our previous trainings that we've done over the years, and I'm inputting them all into our computer system and just looking at some of the comments from our feedback forms and stuff, and you're just like, okay, well, we're actually doing something good here because, you know, sometimes you're just. You're human, and you kind of question, am I really doing anything good here? So it's been. It's been really cool to see some of that.

So nothing's better than making a difference in somebody's life for the better. You know, Zig used to say as this, How. How long ago it was that 40 years ago I was working with him. Zig used to say, there are 5 billion people on the planet. Of course, now they're closer to nine, but he said, There are 5 billion people on the planet. Four and a half billion go to bed hungry for something to eat every night. But all 5 billion go to bed hungry for somebody to love them. And so I know that y' all love everybody and you do a great job. Want to ask you, maybe sometime down the road, would you be willing to do this again?

Yeah, we'd love to.

Y' all are bright stars in the personality insight family. Thank you for our time, ladies and gentlemen. You will see on the website at the bottom ways to get in touch with Chris and Melissa. Let me encourage you, they have upcoming trainings. You can do these with them, and it'll make a huge difference. Three days with Melissa and Chris will change your life forever. And I've heard it over and over and over. What? What? Not only what great people they are, but what great trainers they are. So thank you again for being on the call today. I'm Dr. Robert Rowan. We look forward to being with you on our next podcast when we either have another special guest or talk about another special topic. Thank you so much. God bless you. Bye. Bye.

For more information about this podcast, please visit www.becomingwiserpodcast.com.