Terry Brodt

Salesman

Life of a Salesman

Terry Brodt, National Sales Manager based in Silicon Valley, celebrated his 30th year with TQ3NAVIGANT on February 17, 2005.  Terry has the longest tenure of any sales person in the company.  He has consistently been the top salesman in the Southwest region all but twice in the last 20 years and in 2004 was the number 3 salesman in all of TQ3NAVIGANT, as well as number 1 in the Southwest.

Prior to his travel days he was a member of the United States Air Force serving 18 months in Viet Nam and 2 years in Spain.  He holds a BS degree in Political Science.  Over the course of his life Terry has traveled to 58 countries and 48 states.

Terry’s travel career began in 1973 when he joined Hertz Rent a Car as sales manager for Orange County in Southern California. He was the top salesman at Hertz in 1974 out of a sales force of 150.  After two years, he joined Cardillo Travel and quickly become the top salesman for Southern California.  Later, Cardillo split up and became Associated Travel, then later Navigant and now TQ3NAVIGANT.

While employed in the travel industry, Terry also dabbled in television from 1974 through 2001as the Wrestling Announcer for the WWA--Worldwide Wrestling Association.  He worked with Hulk Hogan, Roddy Piper and many more over the years.  He also did ABC Wide World of Sports and numerous boxing events.  According to Terry the greatest introduction was in 1979 when he introduced Joe Lewis, the legendary champion boxer.  Joe Lewis was a special referee at a wrestling match in Los Angeles.

Additionally, the multi-talented Mt. Brodt appeared in the Fall Guy television show with Lee Majors and in a movie staring Ruth Buzzy and Adam Baldwin --The Bad Guys.

Terry has been the emcee at many TQ3NAVIGANT Global Summits and special events at NBTA. He continues to assist with events in his region. For years he wrote and directed the annual Associated Travel annual awards dinner.  He currently sits on the board of the Silicon Valley Business Travel Association and also holds the position of Program Chair.

Asked what made him so successful over the years, he said:  “I try to understand the customer by listening and giving them what they want, and I only talk about what matters to them.  Clearly the objective is to focus on their needs.”

Terry’s Tips for Successful Selling:

• Mood:  “No matter how bad it may be back at the office, keep a good positive attitude when dealing with the customer.”

• “Think that I’m the right person, in the right place, and at the right time, doing the right thing.” 

• Wake up every morning and say:  “I’m alive, alert and enthusiastic and ready to take on the day.”

•  Listening:  “Listen to the customer, they are trying to tell you what they want.”

•  Passion:  “Create a passion in your selling and you will be a winner.”

•  Talking to the customer:  “Only tell the customer what they need to know!”

•  Story telling:   “A story a day will keep the customers in your pay.”  During your presentation, tell stories as people can relate to what happened to somebody else and see that they may have the same situation.

•  Close the sale:  “If you don’t ask for the business you won’t get it.”

Note from David Buskirk, President of TQ3NAVIGANT Western Region:

Terry, Congratulations on achieving 30 years with TQ3NAVIGANT, today!!   Even more important than the number of years is the quality of your contribution to our company over these many years.  Simply put, it has been remarkable.  You have been a key contributor to the growth and success of our company.  Your long term sales success is not because of some great new sales years but the consistency of your performance.  Year after year after year you perform.  This is the key to your success.  You are not successful because of good luck or a robust marketplace, it is because of hard work and smart work.  More important than your long term consistent sales success is that you are a fine human being and a positive influence on all of us.  As I’ve told you I will never accept your letter of retirement.  I expect another 30 from you!

Thank you for your 30 years, I’m very proud of you and proud to be your colleague.