Page 2 - NRMLA RMM May/June Issue_Tab Article
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Talking

                                                                                                   Heads




            through law school and, after I graduated, I would serve in   RM:  How did you become an expert in sales and
            the [Judge Advocate General] Corps for seven years. Since   leadership training?
            I was going to be away for a long time, I wanted to visit   TA: At that time in the UK, the government was trying
            my mother for three weeks. I did that, but then I never left   to reduce the unemployment rate by offering companies
            Scotland. I fell in love with the place.              subsidies to construct call centers and hire and train
                                                                  call-center agents. A Scottish businessman named  Tom
            RM: Did that end your legal career?                   Farmer, who was your classic rags-to-riches story, founded
            TA: No, I eventually entered the University of Stirling,   a successful chain of garages called Kwik Fit and later he
            where I began studying business law. After my first year,   got into car insurance and built a 400-person call center.
            my professor encouraged me to consider moving my      There was a massive recruiting campaign. I ended up being
            course of study to criminal law. He said, “If ever there was   hired as one of the first management team members. There
            someone who belonged in a court room arguing a case   were 16 of us hired. The company that hired us came back
            it is you!” Ha! Very true. I do love a good debate! With   four months later and said, “We’re getting ready to hire
            his recommendation, I applied to study for my degree   the call center agents, but we need people to volunteer
            at the University of Glasgow to become an appellant   to become trainers.” I applied to go through a special
            barrister (the ones with white wigs and black capes). As   training program and was one of three people selected.
            with many of us, personal circumstances took me away   That’s where my training experience started. It was like I
            from my studies for a bit, and it was at this point where   had been doing it forever. Selling and training are a lot like
            my entrance to the world of training and leadership   presenting a case in court. You’re trying to make a point
            development began.                                    and sway the jury or your audience one way or the other.

                                                                                          Talking Heads continued on page 16







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