Today's interview is a little bit different. It's more on the business to consumer, but that's not the topic.

The topic is really mindset. How do you stay motivated? How do you stay confident? How do you continuously believe in yourself?

Because that's a big part of sales. And we tend to be either very confident or not so confident.

There's usually nothing in between. And I always talk about the confidence paradox that when we are in-game, when we're talking to clients, when we're preparing for a meeting, we've got to be confident.

But when we're not, we should be questioning our deals. But today it's more about how do you stay going when there's so much rejection?

As you can probably tell, I've got a little bit of a cough right now, so I'll keep the intro short so you don't have to listen to it. Here we go.

Hey, Michael, thanks for joining us today. How are you getting started? Give us a little background on yourself.

Yeah, absolutely. So born in Dallas, Texas, many years in sales. Obviously sales management, ownership in companies, galing organizations.

And it's interesting how this all came about. It's just one of my old employees that said I was the best sales guy and taught him everything he knew.

So I was excited about that. And it's fun how you can impact people in their careers and their lives. And that's what makes this worth doing to be honest.

Well, let's get into that. What did you teach him?

You know, absolutely. Actually, the first thing was just learning how to talk to the client, right? You know, he had never done sales. He was a claims adjuster.

So as you can imagine, you know, picking up a phone and calling somebody and you've never done any type of sales or appointment setting or anything like that.

Or let's just have a confidence in himself. And the first thing I told him, I say, hey, talk to him like you talk to your friends, right? I say, when you pick up the phone, I said,

I remember he made a bet really, it was a tough call he had. And I said, you talk to your buddies like that. He's like, no, I said, you're so much robotic. I said, just talk to him like you're going to talk to your friends. And, you know, to be honest, it's probably the best advice I gave him because after that, he read the script with conviction and determination and excitement.

And he was kind of off to the races from there. So that was my advice to him at the beginning is just speak to him like he's your buddy.

What was that something you struggled with at first or was it?

No, it was interesting how I got into sales. I've always had, I guess, the ability just to kind of relate to folks and articulate, you know, my ideas and never been scared to walk up into a crowd.

Basically, you know, I went to Texas A&M and a lot of my friends I look around and these guys are going to be engineers and doctors and lawyers. And I'm sitting and going, man, I ain't this smart. I better figure this out.

And I'd actually responded to a cut code jobs ad if you remember cut code knives and it was hilarious.

And I went in there as big cattle call interview and they're just running massive amounts of kids in there and see who could sell it.

I got in there and they said, we need $134. And obviously, I was born raised by single mothers. So, you know, $134. I went to my mom. I said, hey, look, I promise I'll pay you back.

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