Alright – so today we’ve got the honor of introducing you to Casey Jacox. We think you’ll enjoy our conversation, we’ve shared it below.
Casey, looking forward to hearing all of your stories today. Getting that first client is always an exciting milestone. Can you talk to us about how you got your first customer who wasn’t a friend, family, or acquaintance?
After twenty years in corporate America, I parted ways with my employer in a quest to write my book (Win The Relationship, Not The Deal) and start a podcast for fathers (The Quarterback Dadcast). I didn’t set out to start a consulting and speaking business; the business found me, and I believe it is a true calling. It explains why I get up so excited to work with people, help build relationships, and strengthen the culture inside of my clients through my coaching practice.
My first client who believed in me is someone that I will always remember and be thankful for. She took a leap and gave me my chance, and I have never looked back. Let me do my best to paint the picture.
It was nearly five years ago, and I was talking with Leslie, the CEO of a very successful marketing services company. She and I had met during my corporate career, when I was her client and she was working to help us on some brand and messaging initiatives. After leaving corporate in 2019 and then getting my book launched in 2020, I began networking with many people to get the word out, and one of those people was Leslie. She and I would talk every few weeks, mainly from a pure networking perspective. In one of our calls, she mentioned that she was looking for a sales coach for her VP of sales to improve on some specific areas within her organization. The first thought in my head when she told me this was, “I can help her!” But then I heard a voice say, “But..you’re not certified as a coach.” I was stuck. What should I do?
I told her I would look for someone who could help her. She said, “Thank you,” and told me she had to prep for another call. As I said, I was stuck for no good reason. Opportunity lost, so I thought.
Within minutes of ending my call with Leslie, I reached out to a very talented coach whom I had met during my networking journey. His name was Andrew, and he provided coaching services worldwide. I knew he could offer me some guidance, so I called him immediately to tell him about my conversation with Leslie. I told him that she was looking for a coach and knew I could help her, but my lack of certifications was holding me back. I asked, “Andrew, what do you think I should do?”
He said, “Can I be honest with you?” I said, “Yes, for sure.” He replied, “Are you sure? I’m unsure you can take what I’m about to say to you.” I replied with a bit of fire, “Andrew, I can take it. I played QB in college. I’ve been a part of our company’s largest deals and largest struggles. I’ve been in board rooms and have presented and been coached by many throughout my career. I can take it!”
He said, “Ok….good……Then get out of my Mother F*&^ing face and stop wasting my time.” I was like….” what???” He then held up a copy of my book on Zoom and said here is your certification. You were a #1 salesperson for 10 years and an executive sales leader. Your book and experience are your certification. Now get out of here and help her.
I felt like a 5th grader who got in trouble at recess but was so excited to call Leslie back ASAP! I knew Leslie had a meeting, but I thought I would try to reach her before that meeting started. I called… she answered. “Hi, Leslie, it’s Casey. Do you have one minute before you go into your meeting?”
Leslie said, “Yes, but talk fast as I need to go.”
I replied, “Are you still looking for a coach for your VP of Sales?” She said, “Yes, I just told you that 30 minutes ago.” I replied, “Great! I think I found your guy.” She said, ” You did? Who is it?”
I replied with a confident smile, “It’s me! When do I start?”
Leslie looked a little surprised but intrigued. I went on to tell her that I have a business license. I barely have a website. I don’t have a bunch of materials, but I know in my heart that I can help your VP. I knew it with all of my belief. I went on to say, “So, whatever you were going to pay for a coach, how about you pay me 75% of that, and after three months, if you don’t see a change in your VP’s habits, then I will give you all of your money back? She paused. Then she replied, Let’s do it.”
Fast forward to today, and…..I’ve never looked back; every customer I’ve been hired to coach or speak for has been through personal referral. I will always be grateful for Leslie’s trust in me. I look forward to impacting many more lives through my sales & leadership coaching, which is built on humility, vulnerability, and curiosity.
Casey, before we move on to more of these sorts of questions, can you take some time to bring our readers up to speed on you and what you do?
As a sales and leadership coach, I help companies realize the power and impact of humility, vulnerability, and curiosity on relationship-building. With over 25 years of business experience—including being a publicly traded company’s #1 sales producer—I help teach sales teams and organizational leaders skills to strengthen their culture.
We should definitely connect If you WANT to…
✨ Exceed your revenue goals and win more relationships in life.
✨ Learn how to remove ego within your sales culture, which prevents growth for you and your company.
✨ Unleash your curiosity and learn how the power of T.E.D.-based (Tell me, Explain, Describe) questions can ignite new business & personal relationships.
✨ Listen to a podcast to help you become a better husband and father.
✨ Learn how to instill BELIEF in yourself and your team. Yes, I’m a FAN of Ted Lasso. #Believe
Then……
✨ Connect with me so that I can share how these skills above helped me to become the #1 salesperson at a publicly traded company for ten consecutive years!
So, then, who is Casey?:
✨ I’m a father, a husband, an executive sales & leadership coach, a speaker, and a business leader who is the same person in and out of work. I played quarterback at Central Washington University in college. (Yes, that is a #UncleRico moment)
✨ My debut book, “Win The Relationship; Not the Deal” (January 2020) (https://amzn.to/3ek4Rqn), will provide you and your team with six principles for winning new and existing relationships.
✨ I love to golf, read, laugh, travel, spend time with family, and maintain a growth mindset of abundance. I also love quoting movies from the 1980s, watching anything by Will Ferrell, and shedding a tear when I watch Hoosiers.
✨ I host a weekly podcast for fathers called The QB Dad Cast, which allows fathers to learn from other fathers and improve their leadership skills inside their homes. In each episode, dads will leave with takeaways to be vulnerable and find creative ways to improve their mindset and overall leadership skills. (http://www.caseyjacox.com/podcast)
✨ I have a strong background in sales processes (managing a pipeline through MEDDICC) and customer relationship management (CRM). I am super curious, which allows relationships to flourish in my life.
What’s worked well for you in terms of a source for new clients?
The best source of clients for me has been referrals from my network. Additionally, I’ve attended two large conferences where I was asked to speak and that brought many opportunities as well (American Staffing Association & TechServe Alliance).
Additionally, my wealth management firm loved the concepts in my book and hired me to coach over 50 of their wealth management advisors on business development and sales process.
We’d love to hear a story of resilience from your journey.
I’m 48 years old, and I often rely on an experience that greatly impacted my mindset and my growth when I was only 17.
I was in a quarterback competition with another student-athlete in my junior year in high school. I was the underdog for sure, as my teammate and competitor was bigger, faster, and stronger than me. However, I was more cerebral and had stronger leadership qualities. I also had a work ethic and a drive that he didn’t. Our competition would last all spring and into summer camp, and I wanted to ensure I would do everything I could to win the job. After hours in the weight room, 1000 footballs thrown to my teammates, I would be named the starting QB! I was elated!
We would go on to have an OK season in my junior year, and I played well enough to get some potential early interest from colleges, but nothing concrete. Through this journey, I learned the power of goal setting and visualization. Now, let me tell you where the grit, resilience, and adversity were learned.
As I entered my senior high school season, the bar was set high for me and my teammates. I was the clear #1 starter, and the QB I beat out last year was now playing tight end for us. It was an excellent fit for him, as he was strong and athletic. Our summer went well, and I ended up attending two major football camps where I won awards for the most talented QB in camp! I was excited for the season and knew I was poised to do big things.
Before our first game of the season, our team always played in a jamboree, which was a small set of “live” practice games against other high schools in my area. The first two teams we played went amazing! And then, something happened. It was one of the final plays of the jamboree, and I was sent back in against our final opponent. I still remember the play nearly 30 years ago: “Lee Right, 90 Read.”
The snap from the center to me was slow (unfortunately), and the defensive tackle shot through and pinned my foot. I was stuck, and I couldn’t move like a baseball catcher. Then, the defensive end came around the corner and hit me from my back, and I immediately felt a ton of pressure in my foot, almost like the tongue of my shoe would fly off. Something was wrong, and I knew it. The pain was intense, and then shock set in. I tried to get up and fell immediately. I tried to get up again and took a step, only to fall again. What was happening? Why now? I was scared.
I would be taken to the sidelines, and the trainer thought I would be okay. She was wrong. The pain intensified after the game, and my parents took me to the emergency room, where they delivered the worst news possible. The doctor said, “I’m sorry to tell you that you’ve broken your foot in four spots, and we need to get you into surgery immediately.”
Wait….What The F*&^?!!!!! I was crushed.
I quickly learned that the world moves on. The quarterback I had beaten out last year and was now playing tight end would be asked to play quarterback immediately. He didn’t have much time to prepare but was asked to get in and play for us. I was jealous. I was mad. Deep inside, I wished he would play poorly so that the team woudl miss me.
They didn’t. And he played terrific.
After three games, I felt a sense of selfish depression. All of my hard work, all of the hours, all of the goals I had set for me were now gone. But…were they?
Something inside of me told me to ask for help. Here is where I learned the power of vulnerability. I scheduled a meeting with my head coach. I shared with me how embarrassed I was with my feelings and emotions. I told him I lacked purpose and needed to find a way to impact the team. My coach said, “I’m so proud of you.”
I was shocked. But why? Did you hear what I just said?
He replied, “Yes. I love that you are asking for help.” Casey, since you know the playbook so well, why don’t you go to the booth, be my offensive coordinator, and help me call plays?
Once I heard that, it was like a vacuum sucked all of the negative energy out of my body. I had a purpose, and someone wanted me again. I was a new player, and I had a role.
Let me tell you how my replacement did at quarterback. He would go on to set single-season passing yardage records, be named second-team all-league quarterback, and take our team to the playoffs for the first time in 20 years. All I could do was watch. This time of my life was the worst. I thought the world would end.
As I reflect often, this experience prepared me for so much in college as an all-American quarterback at Central Washington University. It also prepared me for what I would experience in business as a salesperson. Selling anything is very hard, and it takes a certain mindset to stay with it. I will always draw upon my journey in sports and my injury specifically for strength.
Contact Info:
- Website: https://www.caseyjacox.com
- Instagram: @caseyjacox9 – @theqbdadcast
- Linkedin: https://www.linkedin.com/in/caseyjacox/
- Youtube: https://www.youtube.com/@caseyjacox_QB
Image Credits
Casey Jacox. I own these images.