Industry Magazine Get JACK'D Magazine Fall 2017 - Page 6

SWIM COACH Who Is Your Swim Coach? BY: JACK DALY WHERE I am going to take you in this article could very well be a game changer for you, whether you are the sales professional, the sales manager, or the business owner. In fact, several of my clients and workshop attendees have reported generating more business with less work as a result of the Swim Coach approach to business generation. Hopefully I have sufficiently piqued your interest. Now for the warning: if it were easy, everyone would be capably doing it. So, once you understand the concept, I’d suggest a brainstorm effort among your associates. Be sure to “dig deep.” I’ve led sessions that have lasted several hours before we truly discovered the gold. Here’s the story. Ten years ago, I decided to seriously take on the Ironman. That race entails a 2.4-mile swim followed by a 112-mile bike ride and finishes with a 26.2-mile run. That’s 140.6 miles in total, each segment on the clock with cutoffs; in other words, a long day at the office! My biggest problem was that at the time, 58 years young, I didn’t know how to swim. One way to cure that would be to jump into the water and muscle my way from one end of the pool to the other. Another choice was to hire a coach, learn proper technique, and practice. For those who know me, the coach choice was the no-brainer. (As an aside, too many salespeople get into the sales profession and just jump in the water—no wonder so many prospects avoid our calls!) Well, Steve did an incredible job with me. I’ve now completed 15 full Ironmans along with many more Half-Ironmans and Olympic-distance races. Additionally, I’ve qualified and raced the Half-Ironman World Championship, the USA Olympic Triathlon National Championship, the full Ironman World Championship in Kona, and proudly represented TEAM USA in the World Long-Course Triathlon Championship in Spain. 6 I vividly remember taking Steve to lunch in the first year of training and thanking him for all the progress we were making. During lunch, I also informed Steve that I would be cutting back some of the time I was investing in the swim as I needed to get prepared for that 112-mile bike leg. Steve easily understood and asked what type of bike I rode. Too funny, as I hadn’t been on a bike since high school days. He then went on to highly recommend I buy my bike from a guy named Hank, who Steve said was the best bike shop owner in the area when it came to triathletes. Good thing he made that recommendation as Hank’s shop was buried deep in a nondescript industrial park with limited signage. (By the way, I’m still riding that same bike 10 years later!) Funny anecdote: I’m often asked how sore my butt is after logging 100-plus miles on my bike. Truth be known, I hardly know the seat is there. You see, in my opinion, just as important as the bike is the “bike fit.” Well, Steve once again comes to the rescue and introduces me to Matt, who is known worldwide as one of the top bike-fit professionals out there. If you’ve ever noticed cyclists riding a tri-bike, more often than not they are riding low in their aero bars, which are the handlebars tucked in between the standard bars. When you are riding for hours in such an aero position and keeping your eyes on the road, the pressure on your neck is significant. In fact, if you don’t train and prepare various and specific muscles, the likelihood is you may not even finish the bike portion of the Ironman, let alone run 26.2 miles. Swim coach Steve to the rescue as he recommended me to my strength trainer. The list of referrals from Steve goes on and on, but let’s pause here. At that lunch with Steve, I happened to ask him how many bikes he had bought from Hank. I was blown away when he said zero! “Hey, you