Salesperson of the Year to Founder
In 2003, I made one of the most pivotal decisions of my life. At the time, I was serving as Vice President and General Manager of Sales for a billion-dollar, publicly traded telecom provider in Houston, Texas. I was responsible for over 500 operators, sales managers, and technicians across the state. From my corner office on the 13th floor of a Galleria tower, the future felt expansive and full of promise. The deregulation of the telecom industry had created unprecedented opportunity, but that wave was beginning to recede. The market was consolidating back into the hands of the incumbents, and the ground beneath the industry was rapidly shifting.
With two small boys and another on the way, my wife and I made a bold, deeply personal decision to leave the fast lane of the nation’s fourth-largest city behind and moved to her hometown of Laurel, Mississippi. We traded skyscrapers for pine trees, boardrooms for backyards, and the uncertain future of a dissolving industry for the promise of a simpler, more intentional life.
Starting Over
When we landed in Laurel, I found myself in completely unfamiliar territory, both personally and professionally. I didn’t know a soul in the community. And for the
first time in years, I didn’t have a clearly defined next step. But by the grace of God, I was given the opportunity to start again. I accepted a role as a remote sales representative for Autotrader, covering the South Mississippi territory.
I was grateful, but I was also nervous. It had been nearly a decade since I had carried a personal sales quota. I had spent the last 10 years training, coaching, and leading salespeople and managers. I had been the one preaching about best practices, fundamentals, and consistency. But now, at 35 years old, it was my turn to put those principles to the test, again.
Would the things I had taught others for years really work when applied to my own day-to-day? Was it sound strategy or just theory? Had I been right or misleading all those years?
Putting Principles to the Test
I wasn’t the flashiest or most experienced field rep. But I brought with me one advantage: a fierce commitment to consistency. I showed up every day determined to do the work, especially the kind of work that most people avoid. I focused on the unglamorous but essential tasks:
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The boring things like manually building and managing a live book of business, without the benefit of an enterprise CRM.
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The hard-to-measure things like crafting a weekly email filled with market insights and value sent to every dealer if they were a client or not.
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The nerve-wracking things like making one last cold call at 5 PM on a Friday, when every part of you wants to shut down for the weekend.
At the time, Nike had just launched its now-iconic slogan: “Just Do It.” That phrase became my daily internal anthem. On the days I didn’t feel like making the call, sending the follow-up, or pushing through the discomfort, I whispered it to myself. Then I did the work.
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I followed up with cold leads respectfully knowing it was awkward for us both.
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I asked for the meeting one more time knowing I could help.
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I showed up early and stayed up late and never rushed the conversation.
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I listened more than I spoke and learned about their business and needs first.
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And I always put the client’s needs above my own.
A Humbling Recognition
In just a few years something happened that took me completely by surprise because it wasn’t my goal. Without any prior notice, because they kept it under wraps until the very end, I was named Salesperson of the Year for Cox Automotive’s Autotrader US division, selected from more than 2,000 sales professionals 
nationwide. And I wasn’t based in Houston or a major metro, I was in rural Mississippi.
That recognition affirmed a truth I’ve come to hold deeply: you don’t need a big market to make a big impact. You don’t need a flashy title, a massive budget, or a high-profile zip code. What you do need is grit, consistency, humility, and a heart for service. It also confirmed something I had long believed as a leader, what I had been teaching salespeople and managers for over three decades isn’t theory. They are timeless fundamentals that transcend industry, geography, and individual talent. And they work.
Since then, I’ve been honored to receive multiple sales and leadership awards at Cox Enterprises, spanning people leadership, product management, and enterprise dealer client success. Every one of those milestones was rooted in the same servant leadership principles that continue to guide me today.
Faith, Grit, and the Marine Corps
A major part of my mindset was shaped during my time in the United States Marine Corps years before. The Marine motto, “Improvise. Adapt. Overcome.” It is more than a slogan. It’s a framework for navigating uncertainty with resilience and resolve. That training gave me an unshakable belief that no matter what obstacles arise, internal or external, I can find a way forward.
Sales, much like combat, demands discipline, adaptability, and relentless mental toughness. The landscape is always shifting. Expectations are always high. And success often hinges on your willingness to do what others won’t. Being a Marine is NOT required.
But more than anything, my foundation is built on faith. If you know me, you know that I give all glory to my Creator and Savior. But I also believe that faith and favor require action. Belief must be matched with bold steps. Vision must be paired with execution. You must move, even when it’s hard. Especially when it’s hard.
Lessons That Last
Over the years, I’ve come to embrace a few simple truths; ones that have guided me through leadership, sales, and life:
- It’s not about you, and it’s definitely not about your commission.
- You have to “Just Do It”, even when it’s inconvenient, uncomfortable, or uncertain.
- Consistency and perseverance bets talent and motivation every time.
- And above all, success is found in serving others with excellence, day in and day out.
A New Mission
After a deeply fulfilling career with Cox Automotive, I retired at the age of 55. But I wasn’t finished. I didn’t return to the field to relive the past; I came back to build something new, bold and value delivering in a time that it’s needed the most in the aftermath of Covid. Something that is grounded in the same spirit of service and excellence and teaching that incorporates the fundamentals that has guided me all along.
Together with JR Toothman, I founded Agile Auto, to help dealers regain control of their used car success, and operational efficiency, in the Covid decimated used car market.
I re-entered the industry I’ve grown to love over the past 20+ years with a single mission to deliver uncommon value to dealers across the country. The Agile Auto Platform and Team does just that with tailored strategies, experienced leadership, and this fundamentally sound no-shortcuts approach using AI that helps dealers succeed in an increasingly competitive world.
Whether in the boardroom, behind the wheel, or across the desk from a dealer, my mission remains the same. Do the hard things. Be consistent. Serve with excellence and keep delivering value.
What’s Your Story?
If you’re reading this, I’ll leave you with a question What’s been the secret to your success? Whether you’re in your first year in the field or your fifteenth, I’d love to hear your story. Drop me a note, reach out to connect, or share your journey in the comments below.
Let’s keep showing up together.
