The advantage you have over professional athletes

I hate to tell you this, but chances are real good that you’ll never play for an NBA, NFL, nor any other professional team. Chances are even better that you’ll never sign a multi-year mega-million dollar contract either. When we hear the news, we day dream & talk at length about the massive contracts athletes sign in the off-season. In an effort to win a championship, teams lock up key players by inking them to multi-year, mega- million dollar contracts. Some of those deals you think are no-brainers…others you say, “What in the hell?,” to, but in either case, I guess hard work really does pay off, huh?

Or does it?

Because the following season after the player signed for instant wealth, they just don’t seem to run as hard, play through the pain as much, nor magically pull out a win the same way they did before they got caked up- which makes you ask the question, “What happened?” The response is always the same, “Oh, he got paid,” but that’s supposed to happen right? Aren’t you supposed to be paid for all of the hard work and sweat equity that you put in? Why doesn’t the athlete play like he used to? Why, if he’s making the most money he’s ever made-more then most of us could ever dream of, why is he so disruptive in the locker room & headlines?

What happened?

And there’s your answer…and your advantage. It happened for them & I hope it never “happened” for you. They realized their full potential and you have not. See, once these guys reach that max contract deal, it signifies that they’ve reached the top- all of it and then some- the problem is, when you think that you’ve reached the end, you cease working for new beginnings. Playing now switches from proving to protecting. Instead of playing & proving they’re worth the investment, they instead play not to get hurt & lose what they’ve contractually won.

So while yes, they should benefit from all of their hard, work, max deals should never equal max potential. See, if there’s no longer a bar to look up to, what would you reach for? Think about this, if I sat and wrote you a check for $1 million saying, “I think this is your full potential,” what would you do next? Would you look at it as a start or finish? Would you lay up & buy a bunch of shit or would you look at it instead as a down payment & parlay that monetary gain to make it work for you. Would you move the bar of potential up or would the bar just go away because now you’ve reached a certain status?

Contrary to athletes, no one is going to pay you in advance for what they think that you’re worth, you have to push the barriers of your potential every day, and as you do, you’ll earn not only monetarily, but also you’ll amass experience, wisdom, grit, & resilience along the way. And when you reach or even exceed your wildest expectations, because you’ve put in the sweat equity and kept moving the bar up, you’ll realize that you may have exceeded your expectations, but you have not exceeded your potential.

With each notch up, you get a newer, broader perspective. Your eyes are opened wider & what seems impossible to others, is i’mpossible to you. So you push even harder, higher, & broader in all directions- some days you don’t know if what you’re doing even matters…only to discover years later, it mattered and now here’s the meaning.

What was once the finish line now becomes the new starting line of so much more. Yes, have a destination, but I hope you never “arrive.” Play to your full potential today, but I hope you never reach it so that when you fight your ass off to reach your summit, you discover that you may have reached a summit, but not the summit because when you get to what you thought was the highest peak you could possibly climb, you look around & realize there are millions more higher mountains waiting to be climbed….by you.

Never stop climbing.

I’ll see you in the Sales Life!

⭐️⭐️Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

What’s the 1 thing?

After losing 70 lbs many people ask me how I lost the weight and although I was excited to tell them all of the thoughts and methods that went into my no pill, no surgery weight loss, I found that I would lose them in mere seconds. At first, they were eager to hear, but when I exploded into my passionate ordeal, their eyes would glaze over with information overload. So now when people ask me the “how’d you do it” question, I keep it simple by saying, “Just do one thing..”

I had a friend who was frustrated because she couldn’t seem to shake the baby weight off and everyone she asked gave her conflicting advice. One person says more cardio and less weight training while another says less cardio and more weights; one says to eat more fruit another person says eat bacon and cut out the carbs. She had no idea who to believe so she ended up doing what most of us do…nothing.

She ended up joining a gym, but ended up never going because her days were overloaded with taking the kids to & from school, dropping them to karate and dance, rushing home to cook, take baths, and do homework so by the end of the day she was too exhausted to even cry. The thoughts of what she should do made the situation even worse, “I know I should work out, but I’m just too tired and hate myself  for not going,” she said. Her frustration led her to smoke more, eat worse, and sink even deeper into misery.

All I could do is smile because we can all relate to her story.

My advice to her? “Just do one thing…”

The reason why resolutions don’t work is because we try to change too much all at once. We vow to not eat fried food and never look twice at Blue Bell ice cream again. We swear that we’re going to get up early and not stay up late…someday…just not today, because we’re too busy running on the hamster wheel of Life.

Studies show that if you try to change 3 or more things at once you’ll have a 5% chance of success; if you try to change 2 habits, you’ll increase your chances of success to 30%, but if you just try to change 1 habit, you’ll have an 85% success rate. If you’re trying to lose weight, pay down debt, or be more productive or knowledgeable, just do one thing to nudge yourself in the right direction.

In my friend’s case I asked her, “What is the one thing that you could put into your already hectic life right now that wouldn’t disrupt everything else?” She stared at me blankly unable to mentally find the overlaps in her time.  She told me that she didn’t like to wake up early; collapses in bed exhausted every night, and her lunches are crammed with having to run around town and pay bills. Her only constant was her three 15 minute smoke breaks every day. “Give me 1/2 of each one your breaks,” I told her, “The first 8 minutes are yours to do whatever you want to do-smoke, gossip, drink soda-do whatever, but the other 7 minutes I want you to walk around the outside of the building. On the next break do the same thing except go into the bathroom stall and knock out as many air squats as you can in 7 minutes. The last break go for another walk and bang out some push-ups in an obscure location or do lunges the full length of the hall way.” The truth is we all have spare moments, but the fallacy is that we think the moments are too insignificant to see any real, meaningful results…so we end up doing nothing, but beating our self-esteem to death.

Without changing anything in the course of a normal, chaotic day, she just found 21 minutes to change the course of her life.

Can you write a book, master a craft, or have a beach body in just 21 minutes? Not in “a” day, but you sure as hell can “per” day.

The problem is we want the results, but haven’t yet built in the consistency, so taking 7 minutes a few times during the day will do just that. These micro-wins cauterize the depression and negate the self-sabotage and as you win more, you’ll find that you’ll challenge yourself to more too. With a fresh perspective, you’ll find more windows of opportunities to increase your success capital. Early into my weight loss quest, instead of mindlessly scrolling through social media while waiting for my son’s practice to end, I jumped rope while he took snaps. At games, during half time, instead of running to the concession stand, I would sneak off to a secluded part of the parking lot and do a 15 minute body weight program from the Fitness Blender channel on YouTube instead. This is what James Clear calls habit graduating; putting 1 habit into your day, becoming a mf’ing boss at that tiny habit, and then graduating with a little more along the way. My 7 minutes, led to 15 minutes, which parlayed to 1 mile that ended up in a half marathon and along the way, I ate better, thought clearer, and produced more.

The slights got you to where you are today…and the slights will take you where you need to be in the future…but first start with just 1.

I’ll see you on the other side and can’t wait to hear about your results.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunes, Spotify, or your favorite podcast platform.

 

Viva la Resistance!

Hear the full episode #293 “Viva la Resistance” here. 

• Even with persistence, grind, & drive, sometimes we still can’t seem to click to that next level. Why is that?
• In his book, Do the Work, author Steven Pressfield writes that he knows the forces holding you back: Resistance, Rational thought, & Your friends and family. 
• Resistance is hu-u-uge!
• • Resistance is taking the discount of now in lieu of a better tomorrow. (i.e. Blue Bell vs working out.)
• • Resistance is invisible so you can’t detect it when it’s all over you.
• • • Most of us live in the 8th day of the week…Someday.
• • Resistance is insidious. (subtle)
• • Resistance will take on any form. She’ll your best friend one minute and your worst enemy the next.

“Resistance has no conscience-it’ll do anything to get a deal done then double cross you. If you take resistance at its word, you deserve everything you get because resistance is always lying and full of shit. ” ~Steven Pressfield

• Resistance is impersonal and doesn’t care who you are-she’s coming for us all.
• • Resistance never sleeps and plays for keeps. 
• • Resistance is keeping you from your calling.
• Rational Thought is the 2nd force holding you back.
• • There’s nothing rational about breaking from the herd…doing what others say can’t be done & that there’s no way!
• • Sara Blakely  sure didn’t think rational when she converted a pair of pantie-hose.
• • • They laughed her out of their offices..they told her that her idea was ridiculous, but with a net worth of over $1 billion, who’s laughing now?
• • What’s rational about selling books out of your garage, calling it Amazon and now you’re the richest man in the world? 
• • Screw rational.
• • One of the only times you should use logic in sales is when preparing for what steps you need to take today to make epic shit happen.
• Your friends and family are holding you back too.Your family sees you as you are not as you could be.
• • They’re using their own rational thought & resistance to say, “That’s far enough.” “Don’t rock the boat.” “Get a steady job.”

Those are the 3 forces holding you back. Next time we’ll look at the multipliers that’ll sling-shot you forward…and being stupid is one of them.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunes, Spotify, or your favorite podcast platform.

You’re w-w-welcome

 Like 230 million other parents who didn’t feel like cooking tonight, I decided to grab my kids something to eat from McDonald’s. When I drove around to the speaker, I noticed the guy taking my order stuttered and immediately my heart bled for him because I used to stutter too. I stuttered so bad that my sister used to have to interpret what I’d just said, so hearing the guy brought me back to the anxiety I used to feel when having to speak…and here was a guy with the same issue I had, working the most treacherous ground one with his condition could work. The drive thru. Initially I was annoyed, “Out of alll the people who work there, why would the manager put that guy in that kind of position?” When I got around to the window to pay, the young man had to partially read my order back to me; obviously it took more of an effort on his part to focus on getting the words out. As I handed him my credit card, I admitted to him that I used to stutter and understood the challenge of having to speak-especially under pressure. When I asked him why the manager had him work the drive thru he said,

“He didn’t put me in the drive thru, I asked to be put here because I figured the only way I was ever going to get better is to force myself to do the very thing that I feared most so why not have to do if for 8 hours a day.”

Can you imagine having to work 8 hours not only dealing with the timed pressure of getting a customer through the line, but also having to try to speak quickly, change an order, deal with rude customers who ridicule you, and slide on to the next order while trying not to let the previous jerk get to you? If you’ve never stuttered before, you have no idea how hard it is to deliver on something that comes easy for so many others. 

“He didn’t put me in the drive thru, I asked to be put here…” That’s a true G in my book.

How many times every single day do you pick the path of least resistance-to take the easy road instead of the long, arduous one? That young man didn’t have to work the drive thru…he chose to. He clocks in and says put me in the toughest possible position for 8 hours because the only way out….is through! 

Hard is a choice…and that’s on you. Do you have to work with customers today? Do you have to call them back? Do you have to offer one more angle..one more thought…try one more approach when they’ve told you no, no, no, a dozen times…yet you persistently try again?

Do you have to…nope…you choose to. 

What do you choose today? What’s your Achilles heal? What do you suck at today…and what do you choose to do about it?

It’s on you….

You don’t strike oil in 3 feet of ground…you gotta dig deep…hit the bedrock of resistance, yet keep on pushing. When your mind tells you, “Wait!” When your experience tells you, “I’ve tried that before and it didn’t work!” When your ego tries preserve what little self confidence you have left by pulling you back so as to not get stung with another No….

Before you have a chance to even think about it….do it. Do the hard thing. Put yourself in the hard position..stutter…stammer…turn red…break out in a cold sweat & hives…feel like you’re about to pass out…do whatever, but know this..

You won’t die…and on the other side, you’ll find out that your career will continue to live long and strong because you chose hard over easy.

Thank you…

 You’re w-w-welcome.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunes, Spotify, or your favorite podcast platform.

What drives you?

Hear the (9 min) episode, “What drives you?” here.

• What drives you? Not in a negative way…but in a positive one.
• • Do you see yourself as even driven anymore?
• • Name someone on your social media feed who is extremely driven. (I bet it didn’t take you any time.)
• But the truth is, you have drive too…you’re just not fueling it. 

In his book, The Way of the Seal, author Mark Divine writes that drive is fueled by desire, belief, and expectations.

• You lost your drive because you lost your desire, belief, or expectations- one, both, or all of them.

• You have the don’t wants because you have no desire...
• Desire is an expressed want or crave.
• • Many “want” something, but few are bold enough to express those wants in a way that they won’t let up until they see it manifest. 
• • What do you desire to do, be, have, do, or go?
• • • Don’t worry about how; first get the want…then put some expression on your wants.
• Belief…what do you believe? Do you even believe any more?

What you see right now aint all there is.

• Sometimes you have to make your own belief in order to create your future.
• Don’t base your belief only on what you’ve already seen, if you do, you’re going to live a very limited life.
• Expectations?What are you expecting today?
• • Are you living your life just tryin’ to hang in there…just tryin’ to get to Friday?
• • Are you living up or down to your expectations?
• • I expect every customer who comes through the door to buy…but I know they won’t.
• • If you set your expectations high, you’ll net higher results.
• • Setting high expectations prevents you from just floating from one day to the next, “hoping” something good happens for them.
• • • Hope is not a strategy.
• Your drive: belief, desire, and expectations are all fed by daily discipline. Discipline simply means to be a disciple of something higher.
• • How do the Navy SEALs practice daily discipline?
• • • They’re “front-sight focused” meaning they only focused on the target at the end of their scope; once they hit the target, they focus on the next one of importance.
• • • SEALs “embrace the suck.” All moments-good or bad are temporary, so when you’re in the suck, embrace it-laugh at it, realize that it is only for a limited time. Use these suck moments to build grit, resilience, and mental fortitude.

I told you that you have drive. You just need to fuel it with desire, belief, and expectations…and feed it with daily discipline.

Share your thoughts with me from the podcast.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunes, Spotify, or your favorite podcast platform.

The snowball of Fear

Hear the full 8 min episode right here.

• Most wouldn’t think of “Iron” Mike Tyson being a fearful guy, but he is-always has been. At a young age he was abused and pushed around.
• At 13 years old, Mike met Cus D’amato and even though he prophesied that Tyson would be the heavyweight champion of the world, Cus first fought Mike’s mind before he’d even let him fight in the ring.

“Fear is your friend, but fear also is your greatest obstacle to learning. Fear is like fire, if you learn to control it, you let it work for you. But if you don’t learn to control that fear, it’ll destroy you and everything around you. Fear is like a snowball on a hill. You can pick it up, throw it, and do anything you want to before it starts rolling down the hill, but once fear starts rolling down, it gets so big it’ll crush you to death. So one must never allow fear to develop and build up without having control over it because if you don’t you won’t be able to achieve your objective nor save your own life.” ~Cus D’amato

• Fear can be your greatest motivator or debilitator. 
•  We all have snowballs in our lives-at one time we could’ve handled them, but undealt with fear barrels down and eventually overtakes you.
• Fear can be used either as fuel to ignite you or you can choose to swallow it and its corrosiveness will kill you. 
• Years ago while vacationing with my family, the front desk called and asked if I had another form of payment. American Express had frozen my ability to charge…I had no other form of payment (my other cards were maxed out), no cash, & was hours from home.
• • What was I to do? We needed to eat and get back home.
• Fear overtook me. I was living a lifestyle I could no longer sustain and had to declare bankruptcy.
• I’ve learned fear, undealt with, will eventually overtake you. Sure you can run, but fear will always catch up with you.
• Turn toward fear, not away from it.
• It’s written, “Speak to your mountains,” for a reason.
• Running toward fear does 3 things: Gives you control back in your own life; shortens the duration of the storm (days instead of decades), and the results are rarely worse than you imagined (if you run at it immediately).

The greatest obstacle to your potential is fear.  

Share your thoughts with me from the podcast.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunes, Spotify, or your favorite podcast platform.

“Forgive & Forget” is bs

Listen to the full 10 min episode, “‘Forgive & Forget’ is bs,” right here.

• Musician Lenny Kravitz was the son of a soldier and an actress. (His mother played Helen Willis on the tv show The Jeffersons.)
• After doing all she could to keep the family together, Lenny’s mother had enough of his father’s womanizing and she put him out…but before she did, she asked Lenny’s dad if he had any final words to his young son. His dad stood and said,

Yea, he’ll do it too.

• Those 4 words haunted Lenny for years and strained his relationship with his father.
• It was only on his deathbed did his father drop the facade.
• That’s when Lenny decided that he must forgive & accept his father-who he was…and who he wasn’t.
• I believe Forgive & Forget is total bullshit.When you’re hurt, people dismissively tell you to just forget about all of the wrongs..the disses…the betrayals from those who meant so much to you in your life, but how do you forget about all of the wrong when you cannot forgive what they’ve done to you and how they abandoned?

• • You don’t want to forgive because you don’t want to let them off the hook that easy…you think, “I can’t let them just walk away scott free while I sit here and try to pick up the pieces of my life!”

•  Listening to Lenny’s story I’ve realized that it’s not about forgetting in order to forgive…instead, it’s accepting what’s already been done.
• Healing is through forgiving & accepting. Accept the fact that you were kicked out, done wrong, forced out..& left to figure it all out or die.
• Accept too that you didn’t have perfect parents. Because I’ve been resistant to accept my parents, I’ve taken on the very characteristics that I resented. I’m sure my children ask the same questions I’ve wondered in my parents, “Who are you?”
• It’s not for me to change others, it’s to accept them so that I can move forward in my own life.
• You should never forget because that’s how you gain experience and wisdom, just don’t punish the world and your future self because you’re unable to forget.

• “If they’re no longer living with you then why are they living rent free in your head? If you no longer work for them, then why are they still your employer in your head?”

• Forgive and accept is not for others..it’s for you.

Share your thoughts with me from the podcast.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunes, Spotify, or your favorite podcast platform.

Agreeing is better than admitting

photo: Andrew Seaman

Think back to when you were a kid when you did something wrong, instead of getting you to fess up, your mom just filled in the blanks for you by saying, “Look, accidents happen all of the time…it happens…you spilled the orange juice on my rug didn’t you?… Honey, you tried to clean it up, but I just need to know what happened…” And what did you do? After a little more coaxing of a few different It’s ok scenarios, you cave in…with eyes watering & mouth quivering, you agree with your psychic mom. In the end, you get to keep your street creds because you never admitted to the wrong doing, all you did was agree with what was already said. Getting children to agree is a psychological superpower that parents have known & used forever, it worked for them and it’ll work for you in sales.

Getting your customer to agree is way easier than getting them to admit. For instance, say I have a customer who seems tense; judging from their body language I can tell there’s something that they’re thinking, but they just won’t say what it is.  Instead pressuring my customer to just come out and say what’s on their mind-which usually makes the situation way worse,  I’ll say what they’re thinking instead by saying something like, “You know a lot of my customers feel they need to shop around in order to make sure that they’re getting the best deal…” and I’ll let my voice fade off.  Here’s the superpower part; if my assumptions are wrong, they’ll correct me and if I’m right, all they have to do is agree and once they agree, the rest of their fears normally come out too. In either case, whether my assumptions were right or wrong, once I can get the conversation out of their heads and into the open, I can then address their fears and concerns.

Customers don’t like to admit because they don’t want to fight…they don’t want to throw out an objection and then have to defend it. Many times they’re objecting because they’re terrified of the consequences of making a mistake or they’ll say No with no real defense to support the rejection, so they’ll keep it inside instead to save themselves from caving in to being sold.

Try getting your customer to agree instead of admitting. It’ll keep the mood light & conversational instead of dark & confrontational.

Check out The Sales Life w Marsh Buicepodcast.  A podcast for the busies that makes a point in less than 10 minutes each day. You can find it on iTunes or your favorite podcast platform.

Poor ain’t an option

When CNN personality Van Jones was young he asked his dad to give the unfortunate money that way they would no longer be poor. Upon hearing  his plea, Jones’ father leaned forward in his recliner and said, “Son, that may stop ’em from being broke for maybe a day or two, but if a person is still poor in their skills, poor in their education, poor in their self-esteem, & you hand them a bunch of money? They’ll be broke again by tomorrow...every poor kid has got to climb that ladder out of poverty on his or her own efforts. That’s the responsibility you have to develop yourself so that nobody can keep you poor or make you poor again. You have to make it so you know too much; you bring too many skills to the table. Then you can reach down for the next man and help him climb a rung. But no one can do the real climbing but you.”  

 

You can’t have what your first not willing to become.…scratch that…You can’t keep what you’re not willing to become…sure you can manipulate it..you can catch a wave of luck…chance can randomly fall in your lap, but if you don’t become before you have, you’ll never keep what you got because becoming is an embodiment. It’s acquiring the necessary skills, education, and loving yourself in such a way that when “it” happens it’s of no surprise..it doesn’t catch you off-guard because you were already be-ing before come manifested.

Coming up as a salesperson, I caught wind of how much the managers were making so that became my target and within a year I was promoted into management…only by title not by income. Oh I had the new title printed on my new business cards, but I wasn’t making anything close to what the others managers were making-as a matter of fact, I was making less as a manager than I was as a salesperson. When I spoke out of frustration, I was told, “You’re paid for what you know and as a manager, you don’t know very much.” It was hard..I had to do the menial jobs and grunt work-basically  whatever the senior managers didn’t want or feel like doing got passed off to me only to sign their names to the completed works. I had to scrape-many nights of eggs & rice…many weeks of borrowing from one payday loan to pay another and when referrals came in to buy from me, the salesperson inherited the full commission…while I got only a sliver of a percentage…

And you know what…

…it was the best thing that could’ve happened to for me because it caused me to have to go to work on my new level. I had to work on my too’s…becoming too skilled, too educated, to know too much. I realized that too was a mindset not a destination-it’s not a place that I had to get to, it was a direction that I needed to head toward. It was at that point that whatever they handed me I took on and when I finished it, I asked for more.  I stopped trying to prove my worth to others & worked to create value to myself…becoming in such a way that no one or no-thing can keep me or make me poor again. In retrospect, had they paid me what the senior managers were making, it would’ve destroyed me financially and personally. Becoming is your natural set point which is why you see those who get a windfall of money from an inheritance, settlement, or lottery,  piss right through large sums of money and often end up worse off than they initially were before-erroneously thinking that they had to first have in order to be. Having doesn’t make you, it reveals who you’ve worked toward becoming. 

Be and the have’s will come…

See, when you work first to become, even if they dropped you in a different city with $100 and no cell phone you’d parlay it into success…even if you got wiped out, you’d be the phoenix rising for the ashes of failure.

Don’t wish to have…work to become & even if you’re temporarily broke, you’ll never be poor again.

Catch The Sales Life w/ Marsh Buice daily podcast-making a point in less than 10 minutes. Find it on iTunes or your favorite podcast platform.

The Heavy Box Mentality

Marcus Luttrell wrote a book that went on to become the movie titled Lone Survivor…& Marcus has a Heavy Box Mentality- he had to have one in order to become a Navy SEAL-the best of the best,  but he also needed to have a Heavy Box Mentality when he was recovering from his injuries and surgeries…

Even though people were urging him to join a gym, he refused… he didn’t need a gym-he had a gym right there in his mind and in that gym was his Heavy Box. Even though there were days that he could only do one push-up against the sink…even though there were times when his progress skidded back down to the bottom… that Heavy Box was right there. Luttrell pushed that Heavy Box into the corners of his mind, out of the way, but still within view- he kept it right there because he was determined to work towards picking that Heavy Box back up.

We all need a Heavy Box Mentality… a Heavy Box Mentality  is the gap of choosing between doing the easy or taking on the hard…that 5 seconds when you can make a choice to slide by with the routine or make that split second decision to yank the heavy box… you’re Heavy Box.

See, the reason why most of us don’t pick… the reason why we won’t choose the Heavy Box is because a Heavy Box Mentality is strictly voluntary… it’s not mandated… it’s not a prerequisite… it’s voluntary and most of us won’t step up and volunteer-to do what is hard in our own lives.

We pick the light box instead…

 So what are they heavy boxes in your life right now? What are the hard choices – the one staring right there at you…

The ones that trip you when you’re dark… the ones you stub when trying to find light… the ones you elect to go around instead of going through…

 I get it… going through causes you to sweat… causes you to strain… going through may cause you to admit that you can’t lift your heavy box…it means you’re defeated…

… but only temporary.

The fact that you stepped up, squared your shoulders, got a wide base, and wedged your fingers underneath…

…the fact that you yanked on your Heavy Box is a start and like Luttrell, it starts with first trying, then testing your limits, then-even if it’s at your base camp, working your way back to the Heavy Box ever so present in the rooms of your mind.

That heavy box is there, we all got ’em. That Heavy Box where you can take the easy dollar $1.69, 10 piece Burger King nuggets or you can grab that salad from Wendy’s that’s four times the price. That box that you can numb the differences through silence and alcohol or that Heavy Box where you sit him down and say, “We’re” done, this ain’t going to work.” That box when you sell just enough to cover your $3000 monthly bills or the Heavy Box where you say I need to make $3000, but I’ll make five and next month I’ll make seven..then you do the math- you break the numbers down to a daily plan and go to work on your box.

The box with no sweat, no strain, no fatigue or the Heavy Box where there’s no way out but through… 

It’s voluntary…

…and you got five seconds to decide. Always pick theHeavy Box. 

Don’t forget I have a weekday podcast The Sales Life w Marsh Buice found iTunes or any of your favorite podcast stations.