Dan Moore Blog

The Servant Leader: Episode 255 of the Action Catalyst Podcast

Todd Browne began his career at Tom James in August 1990. Through hard work, a steadfast commitment to staying at Tom James, and living out the principles of success that Tom James was founded on, Todd rose through the ranks and became President in 2011 and CEO in 2016.

With a mediocre track record prior to Tom James, including flunking out of college after one semester, Todd credits his success first and foremost to his Lord Jesus Christ, as well as Spencer Hays, Jim McEachern, his father Chet Browne, and the many, many books he has read and made his own since 1990. As Charlie “Tremendous” Jones says, “You will be the same person in five years as you are today with two exceptions: the books you read and the people you associate with.”

Todd lives in Indianapolis with his wife of 29 years, Nanci.  They have three children: twins Josh and Lindsay and son Jake, and three grandchildren: Kayla, Everly, and Magnolia.

Show Highlights:

  • The only things that happen are the things that you make happen. -Todd Browne
  • Having a purpose to drive it all is the most critical. -Todd Browne
  • There are a couple key principles to maintaining long-standing relationships. They are:
    • Always serve the needs of your clients, never your own.
    • If I just help enough people get what they want, then I’ll get what I want.
    • Another key ingredient is integrity.
  • It is critical for us to move into leadership because we want to give, not to get. If I don’t serve the needs of the people ahead of my own, they’ll see right through it. -Todd Browne
  • As leaders, we should be patient with people and impatient with results. -Todd Browne
  • Be consistent. A lot of people can do well over a short period of time, but not many can do well over a long period of time.  -Spencer Hays
  • I always want to focus on things that bring people together, not divide them. -Spencer Hays
  • People will forget what you said, but they will always remember how you made them feel. -Spencer Hays
  • I start every single day with: what do we want to accomplish 20 years from now and this year? -Todd Browne
  • We always have to ask: Is this the right thing to help us achieve our objectives, and is it the right time? -Todd Browne
  • For something to work, it can’t be a win-lose. It has to be a win-win. -Todd Browne
  • Set high goals, have good self-talk, hold yourself accountable. -Spencer Hays
  • What is so valuable about principles is that they allow you to make thoughtful decisions instead of emotional decisions. -Todd Browne
  • Obstacles are those frightening things that we see when we lose sight of our goals. -Zig Ziglar
  • We’re called to stay focused on the objectives and not the obstacles. -Todd Browne

Todd’s closing thoughts: When folks lose their way, one of the things I delight in doing is reminding them of how good they are. When they’re in the valley, they’re thinking too much about themselves and what they don’t want. So we have to remind them how talented and skilled they are. The next thing we have to do is project. A projection gets us to start considering the possibilities. We stop seeing the objections, we start thinking about opportunities and possibilities, and we start finding solutions. Thirdly, there is no greater principle in leadership than the Pygmalion Principle. This means seeing people for what they can be, not for what they are. Finally, go to work on their goals.

The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

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