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Soccer coach to collection agency receptionist to sales monster. Isn’t that the path that everyone takes? Reading his answers, it’s hard not to be infected by the positive attitude and enthusiasm that permeates everything Chris Walcher does, which has helped earn him a strong reputation for still being a relative newbie to the ARM industry. Read on to learn more about Chris, why he prefers collaboration over competition, and why he loves shaking and shimmying it with all his might everyday.
Name: Chris Walcher
Job Title: Vice President of Sales
Company: Cedar Financial
Length of time at current company: 9 years
Length of time in industry: 9 years
How did you get your start in the industry?
I was a college soccer coach at Cal State University of Northridge, recently engaged, and my fiancé at the time was pressuring me to get a real job (as you can imagine lower division tier soccer coaches aren’t making a ton of money), so I applied for a receptionist position with Cedar Financial.
What is your career highlight so far?
Aside from onboarding big logos to our firm, I’d say the greatest career highlight has been sticking to my growth trajectory and earning my seat at the table within my firm.
When or how are you most productive?
Working remote has provided a lot of benefit to my productivity, (can work early, can work late, can step in on weekends, etc.) especially with kids. The morning to early afternoon are my strongest productive timeslots. I’m very analytically driven with decision making and prioritizing, so would definitely say reliance on data is my strongest productivity guide.
Which industry professional do you admire most?
Such a hard question – I have several – First, has to be my CEO, Amir Erez. Took a chance on me all those years ago and has really been an unbelievable mentor in continuing to push me and open up gaps for growth. Outside my own firm, I’d have to say John Erickson – CEO of Credit Service INTL. He has been an incredible mentor across the years and was the first industry professional outside Cedar to acknowledge my dedication and growth inside ARM, getting a seat at the table with industry heroes like Mike Gibb or Scott Hamilton or doing the ACA Seminars, wouldn’t have been possible without John acknowledging my presence in this space.
What is one thing you do better than everyone else?
Better may be subjective, but I’m a damn good ARM space seller. I study the psychology of humans and sales combined with relentless ARM industry growth and experience. I pride myself on being genuine and authentic in the selling space identifying pain points vs pushing solutions.
What do you like most about this industry?
As cliché as it sounds, 100% has to be the clients we help. More than just an awesome recovery on a big logo – but it’s those SMB’s – where you know finances are tight and the internal process needs adjustment – when we’re able to come out on top with them and you see the gratitude, there is nothing better.
What is one thing you wish you could change about this industry?
Agencies don’t need to be harsh competitors. There is enough money out there for all of us to be successful. Many conferences I’ve attended I’ve seen cold shoulder attitudes and an entitlement from other debt recovery agencies that just seems silly. Alternative to that, some of my greatest friends in this space are sellers at other debt recovery firms.
If you weren’t in this industry, what would you be doing?
Growing up in Los Angeles, I was in the acting scene quite often. I did a few commercials, movies, ran my own production company, etc. I would probably be somewhere inside the film production world as either an editor or script writer
Describe a typical work day.
Coffee. Audit Calendar for meetings that could’ve been an email. Juggle internal strat sessions and external sales/disco sessions. Non-negotiable call blocks and cold outreach. Data scalping on team performance, percent to goals, and sales coaching. Begin end of day report and prioritize next day’s goals / tasks.
What is your guilty pleasure?
Musical Theatre – especially now since my kids are into musicals – nothing cooler than singing Hairspray at the top of our lungs in the car or living room. (You Can’t Stop the Beat)
What is the best advice you have ever received?
“How you do anything is how you do everything.” Given to me by my Pop after high school in that weird in-between period of our lives trying to figure out what’s next.
What are you currently reading?
Just finished Jeremiah Wheeler’s “The Unlikely Executive” – incredible and unfiltered account of his journey into leadership.
What is one fact you’d like everyone in the industry to know about you?
I earned my seat at the ARM space table and I’m not going anywhere. I’m a sponge to growth in this industry and meet with other ARM legends weekly for guidance, advice, and insight. I will never stop trying to learn more in this space and that is my super power.
Who else would you like to see answer these questions?
Matt Fryc – Sales monster over at VoApps
