Today I'm going to give you one of my best kept secrets that I've shared quite a few times

and very few people listen. Well, I think they listen, but since it goes against our instincts,

our desires, our feelings, our ego, we don't take it. We don't do it. I've been doing this podcast now.

It's 15 years. This month. Please don't send me a note about that. I've gotten too many from

LinkedIn already. I appreciate it, but it's burying my inbox, and I can't see the good stuff through the

other stuff.

We always talk about will, will and skill.

That's pretty much everyone can break it down to that.

But everyone thinks the will is solely about the willingness to do the work, the willingness to

stick through it, the grit, the David Goggins type stuff.

And it's important.

And it's hard to be successful without it.

They're right.

But there's another part of it that nobody talks about except for me.

And very few people get or don't want to get or think they already got.

And that's the willingness to get your sale out of your head and onto something else.

A whiteboard, a mind map, an outline, a word dock.

The medium doesn't matter as much.

Now, why do people not do this?

It doesn't feel instinctual. It doesn't feel

organic. It feels contrived. They don't know where to start. You give them an example.

Well, I'll just use that. Well, that is not every sale, nor is it your sale and the way your sale works.

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