Over the past year, I've come to live by a mantra my mentor, friend, and business partner Joel Elster has drummed into my head: "The best way to learn is to teach." This morning, I attended a coaching call with Mason Church and John Schuette on the power of your mind in sales calls and in life generally. Here are the takeaways — I hope they serve you well. Before I dive in, let me give some context. There's no glory in self-inflicted pain when action is the sensible next step to break free of the chatter in your mind. This might not be unique to me, but I've always struggled to recover quickly from moments when I drop the ball. You know, when you have a bad call and beat yourself up about it? When your mind goes, "Ugh, you should have said that better," or "you should have responded to that question differently"? Or when you're on a winning streak and suddenly do something that feels like you've put your existence in jeopardy, and a mild existential crisis sets in? That's the level I operated at for an inconceivable amount of time. Why? For starters, how you show up for one thing is how you show up for everything. Your mental blocks, fears, insecurities, and the sum total of your behaviours outside of calls show up with you everywhere. If you don't handle your mental blocks, they will handle you. These mental blocks stem from the hidden agreements you have with yourself — unvalidated, imagined resolutions about the world that, at a meta level, are filtered-down ideas from what Vishen Lakhiani calls the "culturescape": all the little dos and don'ts from your parents that you never questioned. In your sales career, this might show up as the plateau after you hit your first 10K month, where your ascent stalls almost immediately. As Tony Robbins put it, "Your mind exists to help you survive. Happiness is your responsibility." If you agree with your mind, you'll sabotage yourself - period. Here's the common sense that isn't so common: you are a boundless spiritual being who is also deterministic, which means you can write and rewrite your script however you see fit. The intention you show up with shapes the outcome of your interactions. When you go into calls expecting objections and struggle, that's precisely what you'll get, without fail. Conversely, when you go in expecting a closed deal, you get exactly that.

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