Pony Tales Podcast Andres Gamboa

Keith sold books with FORCE for five summers. Now with Southwestern Consulting, Keith shares with Andres some powerful lessons learned from his clients and the defining difference between Competing and Collaborating. Keith grew up with Matt Atchison and has some great stories to share on how that influenced his decision to sell with Southwestern, what sales school with the Europeans was like, and of course some remarkable days on the book field. “You know a hoarder’s house when you see one.”



Key Moments and Chapters:

00:00:00 - Start

00:06:03 - Keith’s role in SWC

00:12:57 - The Three C’s of Coaching

00:20:40 - Competing or Collaborating

00:29:45 - Growing up with Matt Atchison

00:47:00 - Advantage of Sales School with the Europeans

01:12:50 - Entertainers also Getting in the Reps

02:01:03 - Successful People Still Have Problems

02:03:00 - Don’t Go To THAT House

02:21:12 - RAPID FIRE

02:41:30 - PONY TALE


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Ah yes, the "ONE MORE" culture. But how do you know when one more is actually hurtful. Great episode for those of you who struggle to know when enough is enough vs when you need to give it another shot.



Also, sorry for the audio in some parts.


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This week we had Andres, Pat, Will, and Lee share some of the bigger mistakes in recent memory, both personally and professionally. The lessons they learned through these blunders, will help any listener avoid the same. Please enjoy!


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Brad Ledwith is an 8-summer bookman and former DSL. He brings the FUN to the fundamentals of building a successful life. Brad currently runs his own financial wealth management firm and shares with Andres his WHY for the work he loves doing so much. Brad sold in the ‘90s and has some hilarious stories that will have you rolling. 

X/Twitter: @bradledwith

IG: @noruleshottips

FB: Ledwith Financial Wealth Management

Book Recommendation:

Poor Charlie’s Almanack by Charlie Munger - https://www.amazon.com/Poor-Charlies-Almanack-Essential-Charles-ebook/dp/B0C5TCGPPS/ref=tmm_kin_swatch_0?_encoding=UTF8&qid=1706298323&sr=1-1 

If You Are Suddenly Single: A Helpful Guide for Widows On How to Handle Your Finances After the Death of Your Spouse by Brad Ledwith - https://www.amazon.com/If-You-Are-Suddenly-Single-ebook/dp/B093YQHK3Q 

Key moment and Chapters:

00:00:00 Start

00:04:00 Leaving Southwestern - Fire or Resign?

00:09:45 Starting a career with Edward Jones

00:12:40 The guilt of being done with work at 5 pm

00:16:10 Dot Com burst and Journaling through the ‘08 crash

00:23:50 Being a Financial Planner

00:28:39 BOOK: If You Are Suddenly Single

00:32:20 Common financial mistakes with people lose a spouse

00:39:38 Working with Clients in Retirement Phase

00:46:30 Writing a Cookbook during the pandemic

00:58:00 Origin of selling with Southwestern

01:11:30 Stories to be proud of

01:22:00 Rapid Fire01:37:40 The Power of Positive Swear Words




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Part 2 is HERE!



Bizzler registration is now open. Checkout our Instagram page and go to our pinned post for more information. The sign up link is below. 

https://travefy.com/f/6kw9rqeqbxgqra6uetet6blu7rwgs88a

Part 2

00:00:00 Start

00:53:09 Ad Ends.

00:01:30 Recruiting

00:02:28 Selling during COVID

00:07:34 Working referrals

00:13:16 Hitting MORT Level

00:17:15 Does Territory Matter?

00:25:55 Logan Merret selling machine

00:44:30 Why did you leave?

00:58:38 Theory on why DSMs leave

01:02:40 Salary and Commission

01:12:10 The Grind

01:26:16 What do you do now? 

01:50:00 Pony Tales




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Inspired by Lee's original "Dirt Pile" story, we decided to ask the crew about their toughest personal moments since leaving Southwestern. This will be a Part 1. Enjoy the stories from Pat, Andres, and Alecia.

Lee's original story -

https://youtu.be/sTQNQ7x5gIU?si=S4HjfdWmEjpoo6Zy

About our panel:



Alecia Huck is the founder of MAVERICK & Company, a management consultant, sought-after speaker, and author. She specializes in helping leadership teams of fast-growing companies build the critical skills, tools, systems and processes they need. She is known for working closely with leaders to customize solutions, protect existing culture, and fix what is broken without “going corporate.” Experienced in industries from construction to criminal justice, Alecia is proud to work with entrepreneurs so they can spend less time fighting fires and more time building what matters.



Though he studied astronomy & meteorology as an undergrad, Lee received a Master’s degree in English from the University of Kansas. While he was there, Lee was a mild-mannered lecturer in the English department by day, and a member of a touring glam rock band by night. Complete with pyrotechnics and makeup. His band just finished their Final Reunion after playing 45 years together—see Facebook. As an undergrad, he traveled a thousand miles away from home and ran his own business selling books with Southwestern Advantage—which is a direct sales program. Lee was a top salesperson that summer, and over the next seven years, was a top experienced salesperson, recruiter, and manager every year. Southwestern promoted Lee to Director of Marketing & Sales Development, in charge of Southwestern’s training, and finally became the Director of Leadership Development worldwide. He helped train more than 100,000 college students there over the course of 36 years. In addition, Lee has taught at Vanderbilt’s Owen School of Management and is currently a professor at two universities in Nashville, teaching business, literature, & communication courses. He also is a certified John Maxwell trainer and life coach.In his non-work life, Lee trains and competes with the U.S. Masters swim team. He is a deacon at his church, is a certified storm spotter, and also a face reader…. His wife is a physician at Vanderbilt, and they have three grown children who enjoy rock music and correcting people’s grammar.



Patrick Roach started Southwestern Real Estate in 2007 at the request of the CEO of Southwestern/Great American Inc., Henry Bedford. When I started SWRE, I was brand new to the industry. I decided to learn the business by interviewing other Managing Brokers in my market to learn what it takes to be successful as a Realtor. Office to office, I found myself hearing some of the same principles, but as I looked around those offices I saw A LOT of unsuccessful Realtors hanging around the office. I knew then that if I was going to succeed, I would need to insulate myself from that type of mediocrity. I created a set of principles that would chart my course so that I would become excellent at the work of a Realtor, keep my clients’ interests first and foremost, and earn my future business by the referrals of happy clients. Today I am one of the top producing agents in the Chicagoland market and I’ve surrounded myself with others that are focused on becoming truly great at this career – I find that inspiring. Patrick has a bachelor’s degree from Wheaton College in History/Social Science. He paid his way through college by selling educational products door-to-door in the Southwestern Company’s summer internship, which led to a 10-year career as a District Sales Manager helping to lead that program. He lives in Glen Ellyn with his wife Jenny and their three children. He is an avid music enthusiast and is happy to pass along his newest find.


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