ABOUT TODAY’S EPISODE | DREW FRANK
Drew Frank is the Rocky Mountain Division Manager for Cutco/Vector Marketing, headquartered in Denver CO. He is widely considered to be the all-time greatest field manager in company history, having won 13 Silver Cups in his Office and 10 more in his Division. With over $90 million in total career sales, Drew is a member of the Cutco/Vector Hall of Fame. He is one of the most sought-after speakers at company events nationwide, and his influence has been felt in every corner of the company. In an organization full of amazing talents and high achievers, Drew Frank is a true shining star.
Q&A WITH DREW FRANK
Q: Let’s begin by sharing how you got started with Cutco/ Vector back in 2003.
- My older brother, Wes, was selling Cutco through college when I was in high school. I would go on appointments with him and run down to the office to get supplies for the job.
- I started selling Cutco the summer after I graduated from high school, and the thing I was immediately attracted to was the mentors and inspirational leaders.
- I sold Cutco and worked in the management program throughout my time going to Penn State and was even able to pay my way through college.
Q: What went into you moving to Colorado?
- I had been an assistant manager for 4 years and was pretty good at the job. Wes was already a District Manager down in Arizona and having some success.
- I decided I’d give it a shot, and my girlfriend at the time was from Colorado.
Q: What were some of the more transformational experiences early on in your career and what lessons do you feel came out of those experiences?
- The experience of being a rep and in the management training program all through college was transformational. I learned work ethic, and that the effort I put in created a result, and everything as a result was a reflection of me.
- I realized that everything I do is taking me closer to or further from my goal.
- I learned how to take an interest in others and seeing things from other people’s perspective.
Q: How about once you got to Colorado? You were the number one new District Manager your first year, what were some of the experiences you had during your early management days?
- The move itself was exciting and the risk I was taking meant I was in a position where I needed to succeed. In fact, I had no plan B.
- I also learned the importance of competition and how competing with others makes you more accountable.
- In addition to that, I saw the power of early leadership. I had 3 reps early on who came forward and said, “I’m in” to the vision I was casting about where we were going.
Q: What are some of the qualities or attributes that you feel have most helped you to succeed?
- The first one is competition. Not out of pride or ego, but I knew if I was competing against the best, than it would ensure that I was always elevating my game.
- I learned to treat people as people and not as numbers.
- I always like to lead from the front and take calculated risks. I’m also known as the guy who likes to simplify things. My feeling is that if you can’t fit it onto a 1 page PDF, it’s too complicated.
- One example of keeping things simple is that I realized that people succeed in anything because they feel good, they have people to call, and they have a plan.
- Teaching people by giving recognition, appreciation, and direction.
Q: You’ve developed a reputation as someone who’s known for providing appreciation for others and you’re known as someone who’s a great recognizer. What are some ways that that manifests in your organization?
- My #1 love language is words of affirmation, and if it feels good when people recognize me, then I figured I should show that to others.
- Everyone you meet is smarter or knows more than you do about something, so always have respect for everyone.
- Invest into people and partner with them.
Q: What are some elements of culture in the Rocky Mountain Division that has led to your success?
- There are handful of keys to the culture in the Rocky Mountain Division but it has to start with empowering people. Let people have the opportunity to succeed.
- We try to eliminate mediocrity because if you’re going to be doing something we might as well be great at it. That leads to a lot of personal development.
- We also realize you can’t corners. How to get great at anything is through repetition and passion.
- We love what we’re good at and we hate what we’re bad at. If you don’t like making phone calls, that probably means you aren’t that good at it.
- So you either give up or you figure out a way to get good at it if it matters to you that much. If it means something to you and you want to be successful at it, figure it out. Read a book or get with people who can help.
- Complacency is the enemy of consistency and success.
Q: You’ve talked about the concept of repeating things 3 times when training and developing people. Can you speak to that a little?
- When speaking to people, I always like people to know the main point so I repeat it.
- The first time a message is communicated to someone, they hear it.
- The second time a message is communicated to someone, they understand it and can conceptualize something.
- The third time a message is communicated to someone, they make a decision.
Q: You’re also great at developing specific metrics for success. How have you utilized the concept of metrics for success in your division?
- Big goals are really scary. So I realized for my own goals and when helping others plan for their goals that if I make it activity-based and action-based. When a goal is broken down into bite-sized pieces it becomes so much more attainable and you can believe in it so much more.
- Your business is a 100% reflection of you.
- I’m not going to cut corners for the people that I care about.
- When I’m creating, I feel inspired by my business. So I’m always working on programs. I’m always working updating my business from documents to making tweaks to my training to my verbiage.
- Get off self and on purpose.
Q: What other words of wisdom do you want to share with this audience?
- Find mentors and surround yourself with great people.
- Life is short and we only have one shot at it.
- I love when Drew talked about how he bet on himself and mastered his craft.
- Make sure people feel good, have something to do (goals), and a plan.
- You might as well be great at what you do.
- Your business is ALWAYS a reflection of you. But so are all areas of your life.
- FSM- (Field Sales Manager)- the premier sales rep opportunity in Vector/ Cutco.
- Pilot Manager- right hand to the Division Manager. Responsible for day to day operations in the Pilot office.
Show Notes for this episode provided by Brian Njenga.
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