Mom: Ann Brooks on What They Don’t Teach You in Business School

This week, I sit down with someone who’s had an enormous impact on my life—my mom, Ann Brooks. She’s built an exceptional career spanning nearly 40 years in sales, leadership, and entrepreneurship, working for Xerox, Haworth, and Allstate before becoming a financial advisor. As the primary breadwinner for our family, she’s learned what it takes to manage high-performing teams, create scalable systems, and lead with integrity. Beyond business, this conversation is personal. My mom taught me some of the most valuable lessons I use every day—how to build teams, how to sell in a way that feels good for everyone, and how to lead with character. If you’ve ever wondered where my mindset on work and leadership comes from, this episode is a window into that foundation. Whether you call her Ann or Mom, I think you’ll learn something from her story. Let’s get to it!

In this episode:

(00:00) - Intro
(03:29) - How Ann became a Georgia Bulldogs fan
(08:49) - Growing up in Georgia
(10:26) - Family dynamics and sports
(15:47) - Cultural heritage and identity
(22:25) - On working very early in life
(23:49) - Key learnings from Ann's early career
(25:11) - The value of hard work early in life
(28:46) - How Ann ended up working at Xerox
(32:46) - Cultural identity as an immigrant
(41:30) - The hard truth about sales
(43:13) - How Ann and her husband met and the importance of their partnership
(46:52) - The transition to Hayworth
(48:47) - Managing teams and building relationships
(52:58) - Balancing family and career
(57:44) - Navigating a male-dominated industry
(01:03:41) - Ann's philosophy on bringing a team together
(01:08:09) - On standards of excellence
(01:16:05) - Evaluating the real cost of opportunities
(01:19:48) - Embracing entrepreneurship
(01:21:56) - The first day at the new agency
(01:24:09) - How Ann changed the trajectory of her business
(01:27:47) - Selling the business
(01:35:55) - Working on a business vs working in the business
(01:38:46) - What drew Ann to the financial industry
(01:42:58) - Where excellence and joy meet
(01:44:55) - Ann's beautiful future
(01:46:28) - Who Ann is becoming

Key Takeaways

True Success Comes from Taking Care of People: Ann emphasizes that business success isn’t about flashy tactics or aggressive sales but about genuinely taking care of clients. By consistently reviewing their needs, explaining their investments, and proactively suggesting improvements, she builds deep trust and long-term relationships.
The Unsexy Work is What Actually Works: Success in any field often comes down to consistency—doing the small, necessary tasks every day, even when they aren’t exciting. Ann highlights that maintaining a steady process of client communication and thoughtful follow-ups is what builds loyalty and long-term stability.

Selling and Running a Business Require Different Skills: Many people assume that being good at sales means they can successfully run a business, but Ann stresses that these are distinct skill sets. Running a business requires vision, long-term planning, and developing people—not just being good at closing deals.
Align Your Career with the Life You Want: Ann made a crucial decision to step away from a corporate leadership track, despite having the potential to rise to the top. She recognized that more money and power came with personal costs—more travel, less time with family, and less connection with clients. Choosing a path that aligned with her values ultimately led to a more fulfilling career.
Longevity in Relationships (Personal and Professional) is Key: Reflecting on both her personal and professional life, Ann highlights the importance of long-term relationships. Whether it’s her 40-year marriage or decades-long client connections, she believes that true success is about building and sustaining meaningful relationships through trust and care.

Quotes

“I take care of my customers. I do client reviews. I explain to them what they’re invested in and why, and help them determine where they’re going and show them how they’re getting there. And, my gosh, the depth of loyalty that you get from people when you do that. It's amazing what comes to you when you're taking care of people.” ~ Ann Brooks

“You tell anybody who’s going to run a business that they need to know how to sell. But there’s a flip side to that—and it’s an important one—which is just because you’re good at selling does not mean that you’re going to be good at running a business.” ~ Ann Brooks

“A lot of people think, ‘Oh wow, I can sell, therefore I’m going to go run my own business.’ And they fail miserably because they’re good at being in the business, not working on the business.” ~ Ann Brooks

“It takes a long time to know yourself. And by that time, I had really gotten to know who I was and what was important to me. And I realized that if I kept moving up the chain of command, I’d be doing more of what I don’t want—more travel, more meetings, less connection with clients. The further up I went, the more of what I didn’t want would become my job.” ~ Ann Brooks

“I’m 65 years old. Your dad and I have been together for 40 years, married 39. And boy, I’ll tell you what—there is a lot to be said for a long marriage. We get to grow old together and enjoy things, and that means everything.” ~ Ann Brooks

Links