Where Winners Live: Sell More, Earn More, Achieve More Through Personal Accountability

Praise for Where Winners Live "Galindo and Porter′s direct, no–nonsense approach brings to life the practical success strategies we have heard or seen before but often fail to execute. Using examples of accountable leaders at varying levels in their organizations, Where Winners Live motivates and instructs readers on how to maximize their full potential by being accountable. This is a good read for both experienced leaders and young professionals looking to grow in their careers." — Alfonzo D. Alexander , president of the Center for the Public Trust, National Association of State Boards of Accountancy "Linda Galindo and Dave Porter clearly explain that the secret weapon for success in business and in life is personal accountability. Where Winners Live is a must–read for leaders and managers who are responsible for results in today′s uncertain economy. If you are willing to open your mind to 100 percent personal accountability and start living Where Winners Live, this book is for you." — W. David Rook , CPA, partner in charge of firm assurance and advisory services, Weaver and Tidwell, LLP "Linda Galindo′s first book, The 85% Solution , transformed our management team at CALSTAR to be honest and more effective. Her new book with Dave Porter, Where Winners Live, defines personal accountability for financial service professionals so they can decide how and where they want to ′live.′" — Lynn D. Malmstrom , president and CEO, California Shock Trauma Air Rescue (CALSTAR) "People starting their careers, all salespeople, and the rest of us who are not getting the results we want should read Where Winners Live . In fact, don′t just read the book. Live the life and enjoy your newfound success." — Marc Kozin , former president, L.E.K. Consulting, LLC

Introduction ix Part I: Accountability and You 1 1. You Are Accountable 3 2. What Is Accountability? 7 3. Linda’s Story 11 4. Where Losers Languish 15 5. Where Do You Live? 27 6. Choosing Your Mindset 31 7. Clarity: The Core of Accountability 35 8. Dave’s Story 45 9. Taking Action 47 10. Defining Success 53 11. Accountable For, Accountable To 59 12. Do What You Need to Do 73 13. Fine–Print Accountability 85 14. I’m Sorry, But . . . 89 Part II: Accountability and Teamwork 95 15. Own Your Compromises 97 16. The Boss of You 101 17. True Teamwork 105 18. The Contradiction 111 19. Five Levels of Teams 115 20. Eleven Behaviors 119 21. Barriers to Teamwork 133 22. Reasonable Expectations 139 Part III: Accountability and Leadership 143 23. The Accountable Leader 145 24. Pain Point: Retention 149 25. Barriers to Entry 153 26. Culture Clash 157 27. Hiring Integrity 159 28. Triangle of Victimization 163 29. Understanding the Game 165 30. Pain Point: Holding Others Accountable—Or Not 169 31. Pain Point: Rescue, Fix, and Save 175 32. Pain Point: Do It My Way 181 33. Non–negotiables 185 34. Go Ahead: Do It Your Way 187 35. Pain Point: Clarity 195 36. Pain Point: I Can’t Know Everything 199 37. Outcome Equals Intention 205 Epilogue 213 About the Authors 221 Index 224

Dave Porter is the president and CEO of Baystate Financial Services, one of New England′s most prestigious financial service firms. He was named one of Boston′s Most Admired CEOs in 2011 by the Boston Business Journal which also has ranked Baystate as one of Boston′s Best Places to Work. Linda Galindo is a consultant, keynote speaker, leadership development facilitator, executive coach, and president of Galindo Consulting Inc. She has been named a Woman Business Owner of the Year by the National Association of Women Business Owners, and is author of two books as well as a training package based on her book The 85% Solution . She is regularly quoted in periodicals, including Investor′s Business Daily, Forbes, and Leader to Leader. Sharon O′Malley is a writer, editor, consultant, and adjunct faculty member at the Philip Merrill College of Journalism, University of Maryland.