Personal
This is the number of years it took him to complete his college degree
5 years
DDA in the banking world stands for this
Demand Deposit Accounts
FINA Oil is known today as this company
TOTAL, a French-based Company
Gary's moment of truth, when he saw an opportunity for banks to do better job of marketing was when this happened
He got cash from an ATM, which came with an advertisement
He attributed his success to ambition, drive and this
Curiosity
Even as CEO, Gary said that whenever he got an email, he would always reply within this
a couple of hours
Generally speaking, if he doesn't know, Gary said he would do this
Tell you he doesn't know
Gary got his first job out of UNT with FINA Oil with the help of this
UNT Career Placement Center
Gary told the funny story of when he was doing his FINA training and ran into one of his neighbors. The convenience store he worked at during that time was located by this landmark
Arlington Stadium
His first venture, "ATM Advertising Solutions" although a big risk, largely happened because of this
Mrs. Walston worked as a Corporate Attorney
What helped him succeed as a salesperson was his ability to do this
Help People
When answering the questions about advising first time entrepreneurs, Gary said don't do this
Rush It or Push It, just to be an entrepreneurs
Gary grew up in this town
Albuquerque, NM
being a salesperson
One of the things that set him up for success in his career was this
He treated everyone the same
Over the years, Dolphin Debit had this retention rate
97 - 98%
Gary said that sales is truly learning and understanding this
What the person on the other side needs and wants
What motivates Gary Walston is this
Not letting people down
His UNT major was this
Marketing
You have to understand that people want to buy from this
People they like
In his position with the FIAN wholesale fuel department, he was able to effect the bottom line of the company by millions of dollars, by doing this
Adjusting price by a quarter or half a penny here an there
Dolphin Debit was an awkward name because they wanted this acronym
DDA
To succeed in sales, you have to have an honest and earnest sense of this
Trust
Gary said he doesn't like to sell on price and instead, he sells on this
VALUE
He actually started his college studies at this institution
North Texas State University
The early college experience that gave him an idea of how to run a business was this
Running/being president of his fraternity
When he grew tired of FINA, Gary decided to venture out and look for another job, one where he can sell and get at least a decent base, but also have this
His income be derived by his ability to be successful
Something that helped his company succeed was this
Seeing that they cared
Building trust can be done by first establishing relationships with others and then people seeing that you are truly this
Authentic
Sometimes when you are after a more prestigious prospect, it's OK to do this
Take a lower margin