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[Music] [Music] the pink performance mindset look at all getting ready to present at getting ready to start the pink performance at one time in my sales life I was spinning my wheels and seemed to never get where I wanted to go you know the story where people talk about Landing sales and effortless cold calling or here's how to make a million dollars just follow me well these stories create a stress that turns you Inward and begin to ask yourself what's wrong with me it makes you feel horrible so you beat yourself up and start doubting your skills you realize a change needs to be made but how that was me during 2012 and 20113 spinning my wheels if you've ever been caught in a vicious cycle doubting your skills never pleasing the boss and beating yourself up over and over again then this video is for you so let me start with my story and the transformation I consciously made in my life I have not talked about this before this is probably my first time public to talk about it so it began in 2012 when I started to work for Principal Life Insurance Company after months and months of pursuing me to work for them I finally did as a senior account executive before I started working for them I let my who was my boss going to be my new boss I let her know that my parents were living with me that their health was in Decline and I had home health care taking care of them so I let her know that right up front and negotiated four weeks vacation which primarily I was going to take in order to get them to their doctor visits or if they happened to be in the hospital to be able to take off to be with them while they were in the hospital so what happened next was absolutely shocking about 10 months into working for them my father went into the hospital and the doctor told me that he would need to be moved to hospice care now mind you whenever I asked to take off a day to be with my dad or be with my mother who were in the hospital I was always denied that request by my boss always and my mother ended up moving into a nursing home because her all ERS were so bad uh and had gotten so Advanced that Home Health Care nurses told me that that was her best solution so I actually had to do that over a weekend because I couldn't get time off so now my dad's Health was failing he had cop COPD and was on oxygen 24 seven if you've ever been around someone that is on oxygen literally they are suffocating to death that's what ends up happening so every time I try to meet with the doctor for my dad's up uh monthly update she refused to let me even an hour off of work so I explained this to the doctor and asked if he could see me and do the monthly update after hours which he didn't have to comply but he did so now I'm being told my dad is being moved in the hospital or a hospice because he is in the death stages now I knew they couldn't tell me how long my dad had it could be a day it could be a week it could be a month could be several months but chances are it wouldn't have gone on past several months so once again I went to my boss and I asked for two days off that's it just two days and this was in January of 2013 I was in group benefits and all of you that are in group benefits that may be watching this you know that January is not a very active month for group benefits in sales it's just not well this is what my boss told me she told me I could see my dad before work and I could see my dad after work those were the choices she gave me and I made it clear to her that I was not going to let my dad die alone alone in the hospital under hospice care I was the only one that was available to be with my dad my mother had Alzheimer's was in the nursing home my son was in school so it fell upon me which I gladly gladly wanted to help my dad any way I could but my boss said no and I reminded her that I had four weeks vacation in my PTO pool and this is her exact words well when you hired in I agreed to give them to you I agreed to give you the four weeks I never agreed to allow you to take the PTO that's what she said to me so you can imagine I am wondering anytime my dad could die my boss isn't going to let me off work and now she's telling me that she she agreed to giving me four weeks PTO but she never said I could take it all right you can see where this was going right so then I decided to go to the HR department so I talked to the HR department they got back to me two days later and said that they are agreeing with my boss I mean this is just insane folks and then I went to her boss seeing if I could get any leeway there and her B got back to me in the next day and said that she is uh accepting my boss's uh uh denial of my requests for PTO time now if you know anything about Principal Life Insurance company they Pride themselves and talking about work life balance they talk about about it all the time they just don't practice it so here I am in this dilemma of my dad is dying my boss won't let me off work what do I do well I only had one choice so since I had taken it up did the proper thing went to my boss she refused went to HR then took it to her boss I went up the chain and I was all and every one of them told me no I had no choice but to tidy up my desk and walk out and that's exactly what I did 10 days later my dear dad died I was in the hospital room with him holding his hand when he passed away the beautiful thing about my dad's death is he was completely Lucid to the very end he was talking to me he was telling me about the angels He Saw in the room with him um he asked me to pray the rosary which I did and then I put it on his chest and I took his hand and about I don't a few minutes later he passed away and I was with him and I don't regret for for a second of leaving a high pain job to be with my dad when he passed away I should have never been put in that situation of having that much stress in my life by my employer who just couldn't give me even a couple of days off to be with my dying dad so I did the right thing after that after the funeral after I took a few days and calmed down losing my dad was losing my best friend it his death really hit me hard and I decided to take a job at his Cemetery just to try to get some closure around his death I knew it was a transitional job was not going to be long-term I just needed it to get my bearings and so that's what I did and from there that's when I got dead serious about transforming my life so number one tip is the transformation effect now I'm sure you've heard of the butterfly effect if you haven't I'll briefly explain it Professor Lawrence at MIT coined the phrase the butterfly effect because in nature even insignificant small changes like how a butterfly flaps its wings can cause a tornado on the other side of the world which proves that small changes can lead to massive effects in the future there were so many small changes I made after my dad died and being without a job but you know again I never regretted walking away from a job who preached work life balance but did live it so to keep keep my balance back to get my balance back and to keep all the worry at Bay I began a daily ritual of prayer each morning I just needed a way to feed my soul with positive messages so I bought a little devotional called everyday Blessings by m Max lado L I love this little devotional and I just want to read for you if you'll indulge me for a minute I just want to read today's devotional June 11th it says he will take those dying bodies of ours and change them un into glorious bodies like his own Philippians 3 verse 21 and then he writes does his body seem closer to death than ever before it should it is and unless Christ come first your body will be buried like a seed is placed in the ground so your body will be placed in a tomb and for a season your soul will be in heaven while your body is in the grave but the seed buried in the earth will blossom in heaven your soul and body will be reunited and you will be like Jesus Max Leo if you don't know about this author he's one of the most positive authors Christian authors there is I really love his books they're all biblically based which is what I really like about them so I'm a Catholic so I also included in my daily readings the mass readings for the day as part of my mourning Habit to feed my soul and I pulled out all of my Tony Robins CDs I'd bought over the years and I began feeding my mind with these transformation messages of taking action so trying to decide my next move I worked briefly at the cemetery as I told you but during that time something interesting happened all right I also realized how good I was at selling I quickly became rising star in selling mums which I was told by the staff was a very difficult product to sell yet I was selling you know three to five every single month which I guess was unheard of now you may be thinking how after three decades you're just realizing you're good at sales because I never measured my myself in those terms yes I was always in the top one or two spots for best sales and yet it never occurred to me I was good at sales I was just doing my job so as you can see I had a lot of internal work to do I began challenging my belief systems in every topic in every way wow did I cling on to some beliefs from my childhood think back to a time when you faced difficulty and knew you needed to change or when you challenge your beliefs it's not easy is it and sometimes we think we're free of the old belief and sometime and something happens that pulls us right back into believing that old belief once again so in order for me to move forward I knew I needed to think differently and act differently which leads me to number two assessing skills let me get a drink real quick so it's accessing my skills was another area I knew I needed to explore did I have high income skills or just average skills ask yourself that question do you have high income skill skills or just average skills do you have high income skills or just average skills if you want to make high income money do you have a high income skills to match what is one high income skill that you're interested in developing what would that be write that down and start looking for resources online find a way to build the new skill and learn a little bit about it every single day you'll be surprised how that adds up over the years there was a period in my life that was turbulent from the early 1990s through 2010 I had been downsized nine times in a span of 17 years due to Acquisitions in mergers the company I worked for would have been bought out by a larger insurance company and our company everyone 3,000 people let go this kept happening over and over again when in the 1990s and the early 2000s insurance companies were buying up Regional and smaller companies so I had to reinvent myself over and over again in order to stay current and relevant in the job market I had to add new skills to my sales experience so every night instead of watching watching the news or a TV program I studied and honed new skills now imagine where you'll be in 60 days if you begin small increments each and every day right imagine where you'll be in five years if you continue the habit of learning and improving imagine how many sales you could make if you just make one more call or make one more follow-up call imagine how much more productive your day could be if you woke up 15 minutes earlier to do a morning routine of feeding your mind with positive messages makes all the difference in the world so let's talk about number three if you want to be in the top 1% it requires deep work now what do I mean by that staying focused in a very distracted world is not possible we're living in the biggest social experiment of all time with more distractions than we've ever had before for that's why it's necessary to do deep work deep work will allow you to create high quality sales and the outputs that will place you in the top 1% so you may be asking what is deep work it's a period of time blocked out to accomplish your most important tasks such as blocking out time in your schedule to do nothing but outbound calls that's it this is how I like to think of it think of pulling the shades down over your window locking your office door sending all incoming cost of voicemail and hunkering down for a few hours to get the most important task done that's kind of how now I see it in my head I do this so I can create the best possible coaching and training experience for my clients I create an environment free of distractions when I work like right now my iPhone is set on do not disturb mode to mute out the pings of notification and any incoming call so while I'm on this video If I have a call come in it goes directly to voicemail I never hear it and to be honest my iPhone is in Do Not Disturb mode for the biggest part of my workday it just allows me to focus on the work in front of me which Bru my productivity I'd much rather I'd much rather block out deep work time instead of getting distracted throughout the day wasting more time now this brings me to number four discipline and self-control I know nobody ever wants to talk about this but we all need it we need self-control and discipline and if you're still watching this live stream there's something in your sales life definitely that needs to be changed or you wouldn't still be watching you're trying to get information right if you've built good sales habits to support your sales goals discipline becomes so much easier and this is one of the biggest problems that I see is that you have a sales goal but salesp people don't build their sales habits around their sales goals that a really big mistake discipline Begins by developing good habits our life is made up of all these micro moments how do we get up in the morning do you always hit the snooth how do you show up for work are you late are you on time are you 15 minutes before the time you're supposed to show up do you dread Monday mornings on Sunday evenings how do you behave with the family at the dinner table is it a pleasant experience where you're sitting around talking about a wide variety of topics nobody is hurry is hurrying up to leave nobody is hurrying up to eat so that they can watch the next sport sports game or get the latest netflex series no they're sitting there engaging and having fun and and and talking like a family should and that leads me to the biggest habit number five is the Keystone habit have you heard of this this Keystone habit really helped me quite a bit and I've talked about this before on other videos that I've made the work that Charles doig uh who wrote The Power of Habit and also the work of James Clear who wrote Atomic habits he kind of expanded Charles doig's book Power of Habit and they shared that certain habits lead to a Cascade of other actions so for example James clar mentioned an example of working out okay working out is a keystone habit coold calling is a keystone habit so let's go back to working out it's a keystone habit when you do this habit consistently you start eating better because you don't want to ruin all all the hard work you did at the gym then you end up sleeping better too from there you wake up with more energy so you're doing better work and you're creating much better output and this is what I find in co- calling too I've had people that are really good at co- calling say to me I don't want to quit or I don't want to get out of the habit of cold calling because I don't want to get rusty I feel the same way that's why I consistently C call and it's part of my Keystone habit and I feel this way about my morning routine that's a keystone habit for me the habit of prayer meditation and when I do the prayer and meditation I have a much easier time focusing over a 2hour period of doing high quality deep work it's interesting that if you are not in the habit of doing being silent doing prayer and meditation how much harder it is for you to stay focused because we all have these little micr moments going on in our life we're distracted this way we're distracted that way and and prayer meditation absolutely helps you to calm your mind and be able to focus a lot easier the Keystone habit can really help can really help you set up your sales life for success and the rest of your day you're you'll be in a much better place so think about your Keystone habit what could that be for you what could and and you could have several what could they be is there that one tiny habit that can make this Cascade of changes in the rest of your day for the rest of your life is there remember the butterfly effect and how can you start incorporating it into your daily sales life how can you do that so number six have fun yes have fun selling sometimes us salespeople we get so focused and serious about selling that we forget to have fun move away from the toxic people and find people who will lift you up my boss at the principal life insurance company was very toxic so honestly it was a bless in it was a blessing to leave there life is too short to be hanging around people who don't support you and if you become more successful than they are and they start rainning on your parade move away from them and if someone is more successful than you be happy for them I know talking about discipline and habits won't help you land more deals tomorrow but if you're committed to change it will certainly begin to happen 60 days from now so I started my sales coaching and training business The Savvy sales lady after I left the cemetery I had started to change in little ways and making little progress as I go every single day committed to changing so that I could be the best sales coach and trainer possible and I do what I do today because I'm committed to helping salespeople everywhere new to the business seasoned to the business old veterans like me I'm committed to helping in every single person I have been selling for sit down 50 years now 50 years and I'm still learning I never want to stop learning so thank you for sticking with me until the end I know this was an unusually long video If you like this video there's many more on my YouTube channel you're enjoy as well be sure and hit that like button and subscribe and hit the notification Bell and last Let Me Pitch something I have a Weekly Newsletter called Focus drop that hits inboxes every Tuesday I have over 5,000 people on my newsletter list and I think you'll enjoy it I share selling tips strategies and inspiration remember sales is a journey not a quick trip around the block thank you for watching bye-bye