The difference between an amateur and a professional in sales comes down to how they view the Law of Averages. Amateurs tend to fixate on results, how many sales they closed and if the numbers aren’t where they want, they assume they’re failing. Professionals, however, focus on the details. They ask: where exactly do I need to improve? What part of my process is dropping off? Instead of obsessing over the end sale, they focus on work ethic and volume, how many people are they consistently seeing, where do the numbers drop, and how can they adjust. The biggest mistake is focusing on outcomes rather than the process. Once you control your activity, the Law of Averages will take care of the rest.

Sales isn’t about convincing people to buy your product, sale is decision engineering. Convincing your client is you trying to change an idea, belief, or behavior based on logic and our brains only make 5% of logical purchases (decisions). The rest of the purchases we and the clients make are emotional decisions which is 95% of the decisions that our brains do. Engineer their decisions, lay down facts using our systems and have them close themselves and not us convincing them to buy.

A new work week starts the moment the last one ends. Don’t waste time dwelling on mistakes — learn from them. Take time to plan your days, identify areas where you can improve, write them down, and create a strategy to fix them. Growth comes from consistency, discipline, and the willingness to improve every day. Stagnation is never an option.

If you want progress, if you want maximum growth each and every day, it is important you become obsessed with these three things: -A Great Attitude -Work Ethic -Student Mentality Remember that an amateur only looks at the results, an expert focuses on the details!

Go into this week (and every week) with a student mentality. Learn from the best people around you, set up calls with others who will add to your growth, and gain as much information as possible to secure your goals are hit. Information is powerful, become addicted to learning. The right information can change your life.