• Kalani Thomas

Salesperson Turned Business Coach



I started working in sales at nine years old. My mom made her own decorative household items and sold them door-to-door. To increase her effectiveness, she told a story about how she was raising 5 kids and needed the income, so she made these at home to support her family….and having one of us with her to carry more product and save on childcare was a plus. I took to it more than my siblings, so I went a little more often. This turned into me selling newspapers the same way from 14 – 17, then odd sales jobs like caskets and burial property, to working in call centers from a few years, and at 20 I started in insurance sales. I did this for 2 years, and did well, but insurance was long long hours so I got out. I went back to call centers and worked for MCI, right after Worldcom but before they eventually closed. Moved to marketing sales, and sold yellow page listings, online directory space, SEO’d websites, adwords programs…etc..


All this time, I was working on something I had been briefly introduced to and thought to be interesting, life coaching. I would work with people for free to get experience, and was far too young and inexperienced in life to say I was an expert at anything, so I never approached anyone with a fee structure, just an obsessive hobby. When I was 20 I went to see Brian Tracy as a training for insurance sales. He said something that has made me who I am today…or at least put me on the path. He talked about the value of reading, and how precious a resource books can be if you interact with them daily. “If you read just an hour a day, you will finish about a book a week,” he said. He went on, “If you did this every day for a year you would read, give or take, about 50 books. After 5 years, 250, and after 10 years, about 500.” Keep in mind this is a insurance conference, and I was one of the youngest people licensed in the state, none the less the room. I looked around the room to see a flood of gray haired insurance salespeople, who were done investing 10 or 20 years in learning new material. This message felt almost as if it was just for me. He finished, “If you read on only coal mining, after 10 years of reading, you would be a seasoned reader, remembering roughly 25 – 30% of what you read. You would now be able to reference, recite and recall information for roughly 125 books worth of information. You would be the world’s leading expert on the topic, and you would never be out of a job.”


Ok…I’ll read on business, sales and marketing. I’ve been doing this project for a little over 10 years, and admittedly have read far less often than daily. I have however managed to read a little over 300 books, but my tracking system is not full proof. I am constantly told, you know a lot. Observation and education are my superpowers, and I want to bring them to you all.

In early 2014, I left “Corporate America” as a highly paid sales executive to run my own company. I’ve spent about 4 years working directly with clients, about 200 of them, working to grow and shape their small businesses to be something better then before they found me. Starting to apply all my personal sales skills to grow revenue for myself, I’ve been happy to see success in building my own brand.


I’m limited by my ability to work with just a few people at a time, if not just one on one. I can’t really be as effective a motivator, mentor and coach if I’m busy stuck at a computer or in a board room working one on one. I’m changing my business to be what it needs to be for everyone to benefit the most. You will see plenty more posts and videos by me, and soon an online sales college featuring my own lesson plans and featured modules from other professionals, and we would love your support.


I know a lot of you that read this at first are going to know me as the guy you sat next to in a call center, or a manager that you worked under, or even just someone that knows me through social media. I wanted you to be familiar with what I am past these things, and what has made me the coach I am today.


I run my life by a few quotes I’ll share here, and then I’m done for now. This will be a series you can come to as often as you want to get inspiration, find best practices, and talk to someone that has helped salespeople in all types of businesses be more effective revenue generators.


Quote 1: True possession of anything begins first in the mind. ~ Bruce Lee


Quote 2: If you keep doing what you’re doing, all you’ll get is what you’ve got. ~ Unknown


Quote 3: No problem can be solved from the same level of consciousness that created it. ~ Albert Einstein


Last one: You can have everything in life you want, if you will just help other people get what they want. ~ Zig Ziglar


What do you possess in your mind that you haven’t acquired yet?

How long do you keep doing what you are doing and wondering why you aren’t where you want to be?

Who is going to help you get there?

What can I do to help you get what you want?


Comment below or share this with your network and ask them.

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