Most salespeople wait for objections to show up before they try to handle them. King Kong Cromie says that's already too late.

In this episode, Alex Cromie breaks down the King Kong Closing Table, a four-pillar framework built from years of studying his own wins and losses in the field. The idea is straightforward: a table needs four legs to stand. Pull one out and the whole thing falls. The same goes for your close.

The four pillars are Value, Urgency, Likability, and Trust.

Cromie walks through each one, what they look like in a real conversation, how to know when you have them and when you don't, and how to use the framework as a diagnostic tool before you ever attempt to close. If "that's too expensive" or "let me think about it" keeps coming up at the end of your presentations, this episode will tell you exactly which leg is missing.

We also get into how to stack value so the price always looks small, why likability and trust are not the same thing, and how to create urgency without feeling pushy.

Cromie closes with a rapid-fire round of principles that have shaped his career, including "care more, close more," "learn more, earn more," and "be a savage, never accept average."

Practical, honest, and straight from someone who has been in the homes and figured out what actually works.

Heka The Great has been doing magic since he was 9. First paid gig at 11. By 26 he's performed for celebrities, built a real career out of something most people would've called a hobby, and on this episode he shows up to The Drive and does things that genuinely can't be explained.

We're talking cards, fire, a light bulb shattering, and then pulling a specific word out of someone's head from a random page in a random book. On camera. Unedited. The reactions say everything.

The conversation that happens around all of it is just as good. Mastering a craft. Failing in front of people and coming back from it. The connection between magic and sales. What belief actually looks like before the result shows up.

This is one of those episodes that's hard to describe. Just watch it.

Follow Heka on Instagram: @hekamagic

Craig Harvey rides solo on this episode of The Drive to walk through the five R's inside his book Driven — a framework he has seen change the trajectory of careers, teams, and lives across the board.

FREE BOOK GIVEAWAY

The first 100 people to leave a comment below sharing which R speaks to them the most will receive a signed copy of Driven shipped directly to them. Craig will sign it personally.

How to enter:

Leave a comment below — tell us which R hit home for you and why
Fill out the form below with your shipping info
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Submit your shipping info here: https://form.jotform.com/261773781858070

(First 100 commenters who comment and complete the form receive a book. US shipping included — international inquiries welcome.)


Most people assume the highest performers are just more disciplined or more talented. This episode challenges that. Craig breaks down the actual forces that keep elite people moving long after the money is made, the awards are won, and the goals are checked off. It is not what most people expect.

Here is what gets covered:

Revenue — why it is the necessary starting point and why it is never the finish line

Recognition — the most underused tool in any organization and why people will outwork themselves just to hear their name called

Rivalry — how competition, even the uncomfortable kind, pulls performance out of people that comfort never will

Revenge — why the pain, the setbacks, and the people who counted you out are some of the most powerful fuel available if you are willing to use it

Relevance — why significance becomes the thing people chase once the checks stop being exciting

Respect — the R Craig almost left out, and the one that ties everything together

If you lead a team, run a business, or just know there is more inside you that has not come out yet, this one is worth your full attention.

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Austin Vanderford grew up in a one-stoplight town in Rockwell, North Carolina. Single mom, abusive father, a broken femur in eighth grade, a best friend killed in a car accident at 16, a felony charge, and a year of house arrest. By every measure, the odds were stacked against him.

Today he runs the fastest growing agency at one of the fastest growing insurance organizations in the country, going from $800K to over $2 million in a single year.

In this episode of The Drive, Craig Harvey sits down with "Beast Mode" Austin Vanderford to talk about how every hard thing that happened to him ended up shaping the man and leader he is now. They get into his rocky childhood, the trauma he carried through his twenties, how his wife Kate saved his life (her words, sort of), how a felony became the wake-up call he didn't know he needed, and what made him walk away from a $325,000 car sales career to start over in insurance.

Topics covered:

• Growing up without a father and what it does to a kid
• Breaking your femur in 8th grade and learning to walk again
• Losing your best friend at 16
• House arrest, a felony, and owning it completely
• Getting into ECU, NC State, and Campbell University by telling the truth
• Why he left $325K on the table to bet on himself
• How he built a $2M agency by only hiring former athletes, salespeople, and military
• The role faith, Kate, and Dusty Todd played in turning it all around
• Revenue, relevance, and leadership as his core drivers

If you've ever felt like your past disqualifies you, this one's for you.

What if everything you knew about sales momentum was actually a physics problem?

In this episode of The Drive, Craig Harvey sits down with Blair Ollendorf to break down what they're calling the Thermodynamics of Sales, and once you hear it, you won't be able to unsee it.

It starts with something Blair's dad used to say whenever a window was left open with the AC running: "You're letting the cold out." Turns out, he had it backwards. Heat travels to cold. Cold doesn't travel anywhere. And that one little physics fact, when you apply it to sales, changes how you think about momentum, leadership, team culture, and why some people stay on fire while others go stagnant.

Craig and Blair get into what it actually means to be hot in sales versus cold, and more importantly, how to move from one state to the other. They talk about why cold people can't think their way back into results, why proximity to the right people matters more than most people admit, and why motion, even imperfect motion, is the only real way to generate heat.

They also get into what happens when you're the heat source for an entire team and you start approaching equilibrium. Spoiler: it's dangerous, and most leaders don't catch it until it's already cost them.

If you're in a cold season right now, if your team feels like wet wood, or if you're just trying to protect the momentum you've built, this one's worth your full attention.

Topics covered:

• What thermodynamics actually has to do with sales momentum
• How to heat yourself up when you're in a cold stretch
• Why activity beats analysis every time
• The proximity effect and why distance kills cultures
• Being a thermostat vs. a thermometer on your team
• Why you can't always wait on someone else to fire you up

The Drive with Craig Harvey drops new episodes weekly. Subscribe so you never miss one.

What separates the recruiters who build empires from the ones who stay stuck? In this episode of The Drive, Craig Harvey sits down with Max Graham, one of the top recruiters in the country and a 3-time developer of the #1 rookie of the year, to break down the exact mindset, process, and philosophy behind building a high-performing team from scratch.

From his time at military boarding school to becoming a full partner, Max pulls back the curtain on how he finds elite talent, how he runs his recruiting conversations, and why most leaders fail at building because they want it more for others than others want it for themselves.

Whether you're in insurance, sales, or building any kind of team, this episode is loaded with real, actionable frameworks you can use today.

Topics covered:

• The 4 P's that attract top talent (Product, Platform, Percentage, People)
• Tell, Show, Watch, Go, the duplicatable building system
• The 6 C's of a closer: Character, Charisma, Consistency, Conviction, Compassion, and Cause
• How to know who deserves your time and when to cut bait
• Why the largest wealth transfer in history is happening right now and how to be positioned for it

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Most people say they want to grow. But wanting it and actually doing the work are two very different things.

In this episode, Craig Harvey sits down with $3 million earner Dusty Todd to break down the three real indicators that a growth spurt is coming. They've seen these patterns repeat themselves over and over, in top earners, in struggling agents, and in themselves.

The three signs:

1. Your appetite increases. Hungry people don't skip calls or make excuses. If you're truly hungry, you eat what's put in front of you.
2. Your patterns shift. Sleep, schedule, priorities. They all change when you're about to take off. And balance? Craig and Dusty both agree it's a myth.
3. You start outgrowing things. Old habits, old relationships, old thinking. If nothing in your life has changed in the last two years, that's worth paying attention to.
This one is honest, practical, and built for anyone who's tired of staying the same.

The Drive with Craig Harvey. Real conversations. No filter.

Subscribe and share this with someone who needs to hear it.

Craig Harvey has made over $60 million in insurance. Alstin Vanderford leads one of the fastest-growing teams the company has ever seen. In this episode, they sit down and just talk. Just two guys who came from nothing, built something real, and are telling you exactly how they did it.

They get into the mistakes that kill most young builders before they ever get started, why being great at sales doesn't mean you can build a team, and what Craig actually looks for when he's deciding who to invest his time in. Alstin asks the questions this time, and Craig doesn't hold back.

They also get personal. Craig opens up about what he'd do differently after 15 years in the business, the cost of going all-in, and why chasing success at the expense of your family is a trade you'll eventually regret.

If you're in insurance or in sales at any level, this one's worth your full attention.

Topics covered:

· The most common mistakes new builders make
· How to identify who's actually worth your time and energy
· Recruiting tips that actually work
· Red flags in recruiting you can't afford to ignore
· The 80/20 rule
· What it means to build something that lasts

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💬 Drop a comment. What hit home for you?

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