1. Have a Higher Purpose – “The two most important days in your life are the day you are born and the day you find out why.” – Mark Twain. There are 4 events in my life that led to having a higher purpose and creating a perpetual drive to leave a legacy. They were the day I got married, the day our son was born, the day our daughter was born, and the Tony Robbins UPW Event that I attended. What’s your higher purpose?
2. Perception – “It’s not what you look at that matters, it’s what you see.” – Henry David Thoreau. The way you view situations has a massive impact on motivation. This is why it’s so important to have a growth mindset. If you perceive a failure as a stepping stone, you’re going to be able to launch yourself further down your journey as opposed to viewing it as a permanent setback. How are you learning not only from your situation but those around you as well?
3. Wolf-Pack – “You are the average of the 5 people you spend the most time with” – Jim Rohn. Who you spend time with matters. This doesn’t necessarily mean who you spend time with in person, it means who you spend time with in general. I hang out with Tony Robbins, Jay Abraham, Brendon Burchard, Stephanie Wilkinson, and Tom Bilyeu every day. These are my influencers and people I want to model myself after. Surround yourself with people that will lift your spirits, encourage development, celebrate your successes, and help you learn from your failures. Who are you surrounding yourself with? Are they helping you grow or holding you back?
4. Begin with the end in mind – “To begin with the end in mind means to start with a clear understanding of your destination. It means to know where you’re going so that you better understand where you are now and so that the steps you take are always in the right direction.” – Stephen R. Covey. Seeing your goals laid out through vision boards, phone reminders, and journaling will help you stay motivated. Work your goals starting with the end in mind. Where do you see yourself at retirement? What impacts will you have made? How will people view your legacy?
5. Progress Daily – “Without continual growth and progress, such words as improvement, achievement, and success have no meaning.” – Benjamin Franklin. Success comes down to having an obsession with everlasting self-development. Small progression is all it takes to sustain momentum. Think 1% daily improvements. Read 25 pages of a book, watch an interview on YouTube (Impact Theory), listen to informative Podcasts, be observant and learn from your mistakes and others mistakes. What are you doing today that allowed you to develop and progress? What are you going to do tomorrow?
6. Be Inspirational – “Make your life a masterpiece; imagine no limitations on what you can be, have or do.” – Brian Tracy. You have the power to influence and inspire others through your actions. It’s an empowering feeling to know that the improvements you’ve made in your life on a continuous basis have a direct impact on those closest to you. They feed off your energy! Be an inspiration through your actions, not your words. How are you holding yourself accountable for daily improvements?
7. Self-Competition – “I’m not in competition with anybody but myself. My goal is to beat my last performance.” – Celine Dion. Be better than you were yesterday in some area of your life. This could be at closing the sale, asking qualifying questions, your attitude when things didn’t go your way, how you leave others feeling after a conversation, etc. If you sold 3 vehicles yesterday, or 20 units this month, take note of what contributed to a successful day or month. Having the mindset that you’re coming in today to compete against who you were yesterday or what you did last month gives you an added boost coming into the office. How are you going to beat yesterday’s and last month’s performance?
8. Prioritize Education – “Education is the most powerful weapon which you can use to change the world.” – Nelson Mandela. Books, videos, articles, online courses, seminars, mentors, are all educational tools you have at your disposal. The amount of free education you have at your fingertips is truly mind-boggling, yet we use our phones more for addictive games or social media than we do education. Start making education a priority. Were your appointment numbers low last month? Focus on “Setting Appointments” educational content this month and make it a priority. Did you struggle to close the sale? Read up on “closing techniques” or “SPIN selling”. Were you low on energy most days? Study “Natural energy boosters” and research strategies online.
9. Be Passionately Curious – “I have no talents. I am only passionately curious.” – Albert Einstein. No one would argue that Albert Einstein wasn’t in it for the money. He had a deeper sense of purpose. The reason why curiosity is so powerful is because you’re constantly asking questions to yourself and others. When you ask questions, you get answers and gain knowledge. We tell our employees and children to never be afraid to ask questions, my recommendation is to have enough humility to incorporate this habit yourself. Begin to ask why a lot more! Don’t let someone give you a surface answer, have them dive deeper by asking more Why questions.
10. Fulfillment – “If you want to feel happy, do something for yourself. If you want to feel fulfilled, do something for others.” – Simon Sinek. The message Simon is sending is to not confuse happiness with fulfillment because happiness is short-term and only a surface feeling, where fulfillment runs deeper and is everlasting. Happiness comes from what we do where fulfillment comes from why we do it. Can you answer this question with a true sense of fulfillment…. Why are you in Sales?
To be clear, having the ability to stay in a peak state of mind 24/7 is near impossible. The goal here is to be realistic and provide actionable steps to help you control the emotional roller coaster that is sales and way of life of an entrepreneur, which you are. When first impressions and relationship building are pivotal to your success, it’s in your best interest to love who you are or at the very least, love who you’re becoming.