Sean: How did it look like going from where you were? How did you become the salesperson that you were?
David: If you realize that it comes to the stage where a lot of people get high on their own supply. And in their mind, they heightened themselves up to being the greatest, or they get the bad case sort of the excuses or exercises where they just don’t progress.
I moved into sales and I wasn’t great. I was okay. I was confident or enough for what I am getting, I was doing the work and I was looking around and I decided to door-to-door selling, I looked at other people in there, maybe hitting 5’s or they were hitting 2’s. And I’d be like “why?” I’m doing the work. I’m doing the effort. I’m smiling, and this and that – so there’s something else.
Now, this is the point and this is the fork in the road, that so many people get to and it goes wrong. Because there are two sides to it. On one side, they become blinkered to the problem. And they are like “it will be alright” and eventually all that happens is their expectation of becoming a five – an ideal person goes down so two is actually all right, they justify it.
They find excuses. They find the reasons and that screws them up for life. They stop pushing every day. They start just getting used to being in the middle of the road every day. Some days if they do fall they’d be like “yeah I nearly caught the top prize”, or they look down at the people below them and go, “well, at least I’m not as bad as them.” We’ve all heard these excuses. I wasn’t like that.
I was at the stage where I’d been trained for the last four years, the patron side, but I’m good. I can be good and I can be better. But to become better, I had to either act better, I’ve got to do better. I had to stop giving myself the outs, I had stopped giving myself easy victories. Because in sales, the one thing we’re good at is selling ourselves, you go into a salesroom of low performers. I’ll tell you what, there’s a lot of explanations as to why no one’s performing. Their leads aren’t right. This is a right, the industry, the economy, my phone, I’ve got the wrong suit or my ties are the wrong color, they don’t like my personality, blah, blah, blah. There are always things that come out.
I need to commit to this. I need to craft myself and I’ve become a really good student. And I learned like we said, earlier – podcast. I think that if you go back over the last eight years, the longest I haven’t done a podcast or listened to a podcast or done something would be two weeks.
Now that’s the longest in probably 8 years? That’s because I’m honest with myself. A lot of people say “oh no, I do it every day. I don’t do it every day because sometimes I am too busy.” But typically if you take a month – 30 days, I’ll do it 25 hours out of 30 days, typically it is a podcast. Somedays there’ll be two or three podcasts and sometimes, I wasn’t going to do one. You become a student of the game and all these things change.
And if you keep, if you keep fighting, if you keep getting in the ring, if you keep getting punch, there are two things that are going to happen. You could end up covered in bruises or you’re gonna learn to move better. And so that was really what happened. So over time, I became better and I made myself better. I become a student of the game and that delivers results.
So I found teachers, I’ve found students, I’ve found mentors that could lead me to where I wanted to go.