This is one of those questions that has many convincing, and correct arguments for each side.  I’ll tell you my answer towards the end, but as you read on, you’ll probably figure it out for yourself.

Before we get started, you deserve to know who the hell I am.  My name is Daniel DePasquale.  I’m the Founder and CEO of The Logistics Firm LLC.  We’re a third party logistics agency specializing in full truckload, less than truckload, rail/intermodal, auto transport and dispatching services for owner operators and small fleet trucking companies.   My company is less than 2 years old, but we’re already doing very very well.  In fact, we’re in negotiations as I write this to expand into an office which is three times the size of our current space.  I didn’t find sales until I was 21 years old.  I was a sous chef in Syracuse, New York where I grew up, until I moved to Ohio to live with my future wife, whom I’d met on spring break in Myrtle Beach (selling myself to her is still my best sale to date).  Did it work out?  We’re celebrating our 15 year wedding anniversary in 3 days, and have 2 amazing girls together, so yeah.

Cooking was great, and I love it to this day, but I quickly realized the hours would reek havoc on my hopes of having a “normal” family life.  A month after moving to Ohio, I quit a restaurant job for an entry level sales position with a cell phone dealer.  Even though I only stayed a couple months, I quickly learned that sales was where I need to be.  I knew there was bigger out there.  I knew there was better.  I answered an ad for a mortgage loan officer with a decent sized mortgage lender.  I faxed my resume and immediately made a follow up call.  The manager told me he would check for my resume and get back to me.  I waited five minutes, then made another call.  Again I was told he hadn’t checked yet, but was assured he’d call me.  I waited five minutes.  “Sir, I’m just trying to make sure you received my resume.  If you’re too busy to check and make sure it came through, I completely understand, and I’d be more than happy to swing by and hand you a copy in person.”  Long story short, he told me to just come in for an interview.  I sold myself in all three interviews, to the manager, and to his top producers who screened me as well.

My first year, I was only with the company for 9 months of the calendar year.  I finished the fiscal year ranked 7th out of more than 1,600 other loan officers.  I was lucky enough to have the number one producer in the company in the same office with me, as well as another in the top 5.  They both took me under their wing, and they were extremely proud of my accomplishments in such a short amount of time, as a 21 year old with no college degree.   Though I didn’t realize it at the time, all three of us we’re cut from very similar cloth, and had entrepreneurial aspirations, along with the skills and determination to succeed.   They have both gone on  to own extremely successful mortgage companies.  I’ve remained pretty close with one of my mentors, Khash Saghafi.  He owns and operates Liberty Home Mortgage, based out of Independence, Ohio.  He’s quickly expanding their footprint, and will most likely be Nationwide within the next few years.  Side note:  if you’re a loan officer, and you’re not working with Khash, you’re leaving a sickening amount of money on the table.  Do yourself a favor and check his company out at https://www.libertyhomemortgage.org/.  You’re welcome.

Once Khash decided it was time to leave the mortgage company we’d met at, and form his own, I was quick to follow.  I did go to a competitor for a few months until Khash was ready for me.   Then it was game on.  I quickly became his top producer.  I firmly believe I am a born salesperson.  Khash was, and still is a phenomenal mentor, and he led by example.  I loved when we’d have staff meetings and he would say “Until you beat the king, shhhhhhh.”  It motivated the living shit out of me.  I stayed late, I made calls from my “home office”, which was usually a flipped over bin in my garage, worked every weekend, all to try and beat him in production for one month.

I remember the next two instances like they were yesterday.  One of our lender reps walked in my office and looked at my white board, where I’d write down each loan I’d closed that month, along with the profit margin and other pertinent info.  “Looks like you guys are having a hell of a month!” he said.  I quickly responded, “Guys?  Kevin, that’s just my production.”  A “holy shit” and a high five later, it was time for the weekly staff meeting………..

After the normal current events, process improvements, etc. the meeting was about to end.  I cleared my throat and rose to my feet.  “Since I slayed the king (Khash) this month, I have a few things I’d like to discuss.”  I had nothing more to say, I just wanted to proclaim my victory.  The conference room filled with laughter and “ooooooooohs”.   Being the competitor Khash is, which made him a phenomenal wrestler and salesperson, it drove him to even higher production, and I was never able to “pin” him again (look at me, using puns).

After a couple successful years with Khash, my destiny of owning my own business kept gnawing at me.  I made the difficult decision to part ways and forge ahead on my own.  My family and I have been through many ups and downs as I’ve learned from mistake after mistake in business, all of which I value more than any price tag you could place on them (mistakes).

After working for one of the top third party logistics companies in the country, I knew I’d found the industry that would be my last.  The Logistics Firm is growing at a great, yet manageable pace.  I’m applying all of my knowledge and skills to make it the best company my people have ever worked at.  This company will make me rich, both financially and spiritually.

Back to our subject.  Everything I’ve done since day one of walking into my first real sales job has been sales.  Don’t fool yourself and think that selling a product or service to your clients is the only selling you have to do.  Everything is sales.  I’ve always been able to enter a room and talk to anyone.  I never had a fear of speaking to the prettiest girl at the bar, or walking up to a man I knew to be a multi millionaire, just to shake his hand and shoot the shit for a few minutes.  I’m never intimidated of a situation, and I tend to lead the conversation without my counterpart realizing it.  I have a knack for being a salesperson, without making people feel like they’re being sold.  I’m honestly not sure if I learned that skill, or if it was always there, but got refined as I learned more and more throughout my career.  I know my Mother blessed me with her “gift of gab” and outgoing personality.  Introverts don’t last long in sales.  Or if they do, they’re barely breaking even for the company.

So, after all these words I just made you read, my answer……….

I believe that certain people are born with the raw talent, and raised in an environment to be phenomenal salespeople.  The right guidance, the right outlook, and ongoing training from the right group of mentors can mold that individual into a force to be reckoned with as a professional salesperson.  So, my answer is both.  However, the person must be outgoing and have the drive it takes to succeed.

I am entering a stage of my career where I would love the chance to focus on training and mentoring the right individuals.  Nothing makes me happier than when one of my people knocks down a huge commission check, or buys a new car because of what my company is doing for them, and them for my company.  As a matter of fact, my top producer actually works from home in Indiana.  In the past 30 days, we’ve wired him commissions in the amount of $20,000.00.  He’s been with me a year and a half.  In those 18 months, he’s purchased a brand new truck and is closing on a new home he just had built for his wife and little boy (and him of course).  Those are the things that matter to me.  Seeing success by the improvements to my people’s lives keeps me driving forward, trying to be the best that both I and the company can, and will be.  My family and I still rent a home.  We don’t spend money on lavish things.  My time to buy a great home and toys will come.  My girls will have college paid for.  My wife and I will be set up for retirement and travel the globe.  My dreams WILL be realized, and they WILL be realized from helping the people around me realize theirs.  If you want to be a part of where we’re going, please visit www.TLFcareers.com .

“You can have everything in life you want, if you will just help enough other people get what they want.” – Zig Ziglar

Dan DePasquale
Founder & CEO
The Logistics Firm LLC
www.TheLogisticsFirm.com