Are You Listening or Are You Fixing? | Steve Henry on Sales, Leadership, and the Art of Shutting Up

Some people walk into a conversation already building the solution before the other person finishes the sentence. That was Steve Henry. And it worked great at work. Not so much at home.

Steve is a district manager running a $100 million business with 93 people in his organization. He has turned around four businesses, built a team from the ground up by hiring young people and growing them into A players, and he has developed one of the sharpest communication philosophies I have heard from someone who has never once called himself a communication expert.

This conversation goes everywhere. Sales. Leadership. Marriage. The poker face. The drive home. And the one question that changed how Steve shows up for his wife Jessie every single day.

In this episode we cover:

• Why Steve hires young people with no industry experience and grooms them from the ground up
• How he identifies A, B, and C players fast and why C players do not last long in his organization
• The first time he spoke in front of 300 people at 25 years old and why it was an absolute nightmare
• What he learned from that experience and how it shaped the way he communicates with his team today
• Why the biggest communication breakdown usually happens right at the starting point
• How he runs monthly all-hands meetings with every single person in his organization so the vision never gets lost
• The poker face and how he manages emotions during high-stakes negotiations
• The difference between listening and fixing and why confusing the two almost cost him his marriage
• Why his drive home is a sacred 30 to 40 minutes of silence and what that reset does for his family
• Why selling yourself first is the only sales strategy that actually works long term

Steve is one of the most self-aware, grounded, and genuinely good humans I know. This one is for every leader who is great at the job but still figuring out how to leave it at the door when they get home.

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Produced by Wonderhaus INC