Mastering The Sales Mindset with Chad Hufford
“If you can’t believe that somebody’s life is better because you entered into it, then you need to sell something else.” – Chad Hufford
In this episode of Call the Damn Leads, I sit down with Chad Hufford, a financial planner with a passion for helping others and a remarkable approach to resilience in sales. With a background in fitness training and over 15 years in the financial services industry, Chad’s insights into gamifying sales and redefining rejection are transformative for anyone facing tough sales cycles.
We dig into the story of his journey from braving -45°F winters in Alaska to finding lasting success by focusing on what he can control. Chad’s message is simple but powerful: when you focus on inputs and develop a mindset for resilience, the rest will fall into place.
Key Takeaways: Gamify, Reframe, and Believe
- Gamify Your Sales Process to Stay Motivated Early in his career, Chad faced rejection after rejection, clocking an estimated 80,000 rejections over 17 years. What kept him going? He reframed his daily tasks, setting benchmarks based on activities he could control—like making calls and outreaches. Tracking and celebrating each “input” turned his sales process into a game where each action was a small victory. Gamifying his day helped him stay resilient and avoid burnout, a strategy he encourages others to try.
- Reframe Rejection as Part of the Process Chad's philosophy is all about seeing every rejection as part of the journey rather than a negative experience. For him, resilience in sales isn’t about clinging to outcomes but about embracing the process. By shifting his perspective to value each interaction, Chad found freedom from the fear of rejection and greater confidence. The act of reaching out—whether it ended in a "yes" or "no"—became a win in itself.
- Focus on Inputs, Not Outcomes In a sales world obsessed with conversions and results, Chad’s focus on inputs is refreshing. Instead of fixating on making sales, he set daily goals based on what he could control, like the number of outreach calls. This approach didn’t just help him stay grounded—it also created a clear path to long-term success. Chad’s message is simple but profound: control your controllables, and the rest will follow.
- Believe in the Value of What You’re Offering One of Chad’s most powerful insights is his advice to believe deeply in what you’re selling. “If you don’t believe that someone’s life is better because of what you offer, then you’re in the wrong business,” he explains. Sales isn’t just about closing deals; it’s about transforming lives. If you aren’t genuinely passionate about the value you bring, it’s time to find a product or service that you can stand behind wholeheartedly.
- Book Recommendation: Game of Numbers by Nick Murray For new sales professionals or anyone seeking to improve, Chad recommends Game of Numbers by Nick Murray. The book has been foundational in his career, shaping his mindset on inputs and influencing his approach to relationships, health, and personal growth.
The Power of Reframing and Persistence
Chad’s journey is an inspiring reminder of the importance of perspective in sales. His -45°F story is a metaphor for the tough situations we all face—times when the odds seem stacked against us. But instead of letting setbacks define him, Chad reframed his struggles, learned from each experience, and focused on what he could control.
Imagine applying that same resilience to your sales approach. If you’re in an industry where rejection is frequent, try viewing each “no” as a necessary step toward the “yes” you’re aiming for. Gamify your process, track your efforts, and count every attempt as progress. Repetition builds resilience and skills over time, leading you to naturally refine your approach. The journey may be tough, but if you believe in the value of what you’re offering, each day is an opportunity to grow.
For those in sales, Chad’s advice is a powerful reminder that success isn’t about short-term gains or easy wins. It’s about creating meaningful connections, developing resilience, and ultimately finding fulfillment in helping others. Whether you’re new to the game or a seasoned pro, embrace the journey, stay focused on your actions, and as always—call the damn leads.
How to Connect with Chad Hufford
Chad shares valuable insights and financial guidance across platforms, working with clients around the country through his firm, Veritas Alaska.
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Website: veritasalaska.com
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Instagram: @veritas.alaska
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LinkedIn: Chad Hufford
Call The Damn Leads
“By sales professionals, for sales professionals.” Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.
Expect a wild mix of:
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Real Sales Stories: Tales that entertain and inspire
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Proven Tactics: Practical tips for boosting your sales game
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Humor and Energy: Fun takes on the ups and downs of sales life
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Expert Advice: Learn from seasoned pros across different fields
Whether you’re in sales, an entrepreneur, or just looking to grow your business skills, don’t miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at https://callthedamnleads.com/pages/podcast.
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