How to Get Ahead of 99% of Other Salespeople

$400,000 that is what the top 1% of sales people in the US earn a year and today I'm going to share 25 different tips so we can get the top 1% as well and get ahead of the other 99% hey I'm Marcus Shan founder vley Consulting Group in which we provide modern sales training coach for reps and teams can blow out your sales Target so you can become a top 1% sales Pro now prior to this I was in corporate sales leadership for over 13 years in which I was a consistent top 1% performer and

earner at two different Fortune 500 companies and these are companies that have literally hundreds not thousands of reps I competing with to get into the top percentile now here's the thing I didn't start off day one in sales being the best in fact it was actually the opposite I actually almost got fir in the first couple months just trying to get my head above water seemed impossible if I knew what I know now I would got to top much faster so if you're struggling right now just know there's hope and today I'm going to share

with you 25 very specific tips you can apply immediately to get results if you watch the very end you'll also learn the greatest cheek cooking in the top 1% and actually staying there let's dive in number one treat sales like a career and not just a job the crazy part is a lot of sales people who end up going to sales they just treat like another job so they are not focused on actually try to improve their skills try to do well they basic just do the bare minimum this is why so many companies put

so much emphasis on the activity game micromanaging people or the kpis or different dashboard focus on activity so when you think about this think about anybody who treats their profession as a craft as something that's really important as a career so for example if you think about an elite top basketball player like LeBron James he's not just on during the games he's on all the time he's focused on constantly improving his game improving his skills he's getting different coaches he's watching his health he's watching his nutrition he learning from different people and this is what

it takes to become the best in the game if you want be the top 1% in your career you must actually treat it like a career and not just another job number two you must believe you can always improve this is a level mindset where most people struggle with this especially if they've been in sales for a while if they've been in sales for a while you might be thinking I'm already doing pretty good I don't know if I can get better let me just maybe read some books here I but I think overall I'm

doing pretty good and the reality is if your income is stagnating or hasn't really improved drastically over the time that means you probably don't truly believe you can improve I'll give you a really simple example just a couple weeks ago I was having a conversation with a salesperson and he was 59 years old he's an accounting executive and he been in sales for literally over 20 plus years and it was interesting was for a longest time he's I've always done pretty well pretty consistent with his results doing decently well but he just thought he was

pretty good that he could no longer really improve but then he just started pay really close attention to what other people were earning and he realized by pay's attention there were people at his company literally earning two three four five 10 x what he was earning and because he was so focused on just his little bubble he didn't really think that there's an opportunity even get better and he just create reasons in his mind of why those other people were more successful whether they had a better Terror whether they had a better manager or they

had better leads or better whatever the truth is what he realized was shoot I can actually get better I can actually improve my skills if there's people who are earning more than me they're achieving more than me frankly they probably know more than me they're probably doing more than me and they probably have different skill levels far beyond me so this is really key because when you understand internalize this you'll do different things that actually improve your skill so you have to believe believe you can constantly improve and Tony Robbins had a really great phrase

he called Kai constant and NeverEnding Improvement C ni and if you have that LEL mind space that means you're going to be more open receptive to learning new things and try new things that actually improve your results number three take 100% responsibility for your success and focusing and focus get 1% better daily it is so easy to find reasons to not be successful and if you think about it especially in sales there are many things are really uncontrollable for example you can't control the market you can't control your prosect they have a bad day you

can't control if uh the company has pmf or not you can't control if the marketing is bad or good you can't control If your manager is not good you can't control the resources are good or not provide your company all you can really control are your attitude and your actions and if you internalize this that means you'll take 100% responsibility for your own success and I'll give you really simple example and my very first company I went to go work for it was a Fortune 500 company but it was a startup division of Fortune 500

company so I'm thinking I'm going to walk in they have all these amazing resources from the other part of the business but walking in we didn't have pmf my boss had never done the job before there was really no training the manual that gave me their sales man they gave me was written by people who never done the sales job before and no one really knew what to do and on top of that this is during the 2007 recession when I got started in sales oh on and on top of that as well I had

the smallest territory so here I'm thinking myself of all these reasons to not be successful and for the first several months all I did was blame and complain about everything I took zero ownership responsibility but what's interesting is once I made that shift to just take 100% responsibility of everything the failures the results that's when things start to really change it's really powerful when you start thinking this way because this applies to everything in life so whether it's anything good or bad that happens if you're like it's my fault I can fix I can do

better it's amazingly shift in your mind space and I'll give you a simple example I remember a few years back I was driving with my family were at a stoplight and a car comes from behind and didn't stop and they rear end my family and I and obviously my wife was upset my kid was up now we're totally fine it was actually really minor damage to the car in the grand scheme of things and they filed the claim we did all that stuff as well and my wife is like wow why are you not more

upset and I was like I was like at the end of the day I'm like it was my fault she was like what what are you talking about that person rear ended you rear ended us that wasn't your fault at all like you were stopped you had the right away you should have been stopped they didn't stop they just kept going I said yeah I get that but if I believe it's their fault which obviously we believe it for filing the claim but if I believe that it's actually my fault in terms of responsibility not

because the guy hit me but my fault in the sense of I decided to leave at that time to leave the house with us together versus leaving 5 minutes earlier 5 minutes later then it gives me more control of my life and she's huh that's interesting so I was like yeah I understand that the guy actually hit me that's actually his fault but it was my choice to leave at a specific time and be in that situation and obviously I can't predict the future but it was powerful is when you start thinking this way you're

always thinking wow what else can I take ownership for and control for this is obviously a controvers for some people but when you think this way it's amazing how much ownership you take in your own life because now when there's external things you can't control you're going to still focus on I can't control that what can't control my actions my attitudes i f become 1% better every single day if I focus on doing that what ends up happening is you fast for that compounding effect five or 10 years down the road you're going to be

far superior in skills mindsets and habits and routines vers versus anybody else who's not thinking that way number four do what it takes to be successful and not just your best the mistake I hear some people make is I'm doing my best I'm trying really hard I have really crazy activity oh man like I'm outworking everybody but how many times have you seen the top performers outwork everybody purely from activity perspective it's very rare most of the time they're just far more skilled and they're far better than you and it's why they're outperforming you I

give you a simple example when I got started in sales again I blame everyone complain and I was like they're not working as hard as me I'm I working everybody at the worst results but the truth was I just was not that good so my best simply wasn't good enough and it's a hard pill to swallow but because I took 100% ownership it made me do different things for example what most people would do is after they get off work they go to the bars they go party do whatever right early on that's exactly what

I did but I started to realize I'm like I need to get better at my job I need actually get skilled so what I do after hours or I would go to the library I would get books I would mess into courses conference I would go and learn more I would even role play for hours in front of the mirror different parts of the sales process literally for hours over and over because I wanted to get it dialed from anything from Discovery to my pitch I wanted to get to a point where it was pure

muscle memory and because I was doing what it took to actually be successful not just trying my best and that's mistake a lot of people make because sometimes frankly your best or my best is just not good enough number five find something that works and consistently apply it what's crazy is sometimes I'll meet people who had some success early on and then suddenly they're not successful anymore and they're like well what happened what was different and the things that they were doing prior they're just no longer doing it's if you eat really clean and you're

really disciplined and you work out consistently and fast forward a year or two years you're in the best shape of your life if you stop doing those things that made you successful obviously your results are going to get worse and sales is no different I've seen myself do the same thing all that same mistake where if suddenly my close ratio dips I'm like huh that's really strange I I can blame it I can blame the market I can blame the Prof I can blame everything but when I actually go back and watch my own sales

recordings I realiz crap I probably could have gone deeper in my Discovery here I probably could set a better agenda here I probably better questions here I probably could have have been more succinct with my presentation here and I share that with you because when you find something that works and you're consistent with it's amazing how the results compound but if you're not careful sometime we'll stop doing those things and as a result we stop getting the same result we got to begin with because we're not consistent anymore number six prioritize being successful versus just

looking successful I can't tell you the number of times where I'm taking over a sales team and I'm talking to the Reps and some of them will just posture and try to act as if they're really good they'll want to wear the nicest clothes have the nicest time pieces the nicest cars they want to just look a certain look however when you dig into it their results and performance is actually quite subpar and the reality is when you focus so heavily on just that external appearance without actually being really good at your craft and being

really successful you won't be able to to actually stay successful it's the same thing where you look at the wealthiest people in the world when you look at them they look like they wearing pretty regular normal clothes look like just like another Tom Joe Jerry Lisa down the street but when you meet the middle class people they have the nicest cars the nicest clothes The Flash blingiest things so they look really rich but at the end of the day are they so I share that with you because often times ESP in sales where people try

to act overly confident and they try to posture quite a bit if you just focus on energy and being really great at what you do and not worried about trying to look successful it's amazing how much better at your craft you can actually get number seven demand Excellence from yourself one of the greatest things you can do for yourself is to raise your expectation of yourself and I know some of you haters out there are going be like watch like no if you if you set the bar too high then you're going to disappoint yourself

I I 100% agree with that you should demand Excellence of yourself when you start living to a higher stand for everything that you do it starts to come forth across the board for example whatever you say you do think about that if you just did that how incredible would your life become you promised something to your spouse and you did it amazing you promis something to your boss and you did it amazing and we started thinking about this this is what the elite do they demand Excellence of themselves they have a higher standard of themselves

and the issue that most people have is they have a very low standard expectation for themselves they're like oh I'm going to set a low goal my goal is just to hit quota here's the reality that's a very low goal you should always be shooting for two three four 500% to your target every single time because yes for sure it's not about necess the end result but when you go for something higher and you're ra you're standing for yourself you end up achieving far more than you give a really simple example I grew up really

poor if you took a look my very first house I grew up in and there in a terrible neighbor neighborhood Springfield Oregon kids L doing deal drugs right around their bad neighborhood if my e expectation for myself was like when I get older I'm an adult I'm hopefully kind of be kind a place maybe like a place around this maybe a little better then I would in no way have a life I have today I would in no way would a challenge myself to grow to create the the life I have today as a result

and what's amazing is when you demand Excellence of other people as well lives people will also improve with you because a rising tide lifts All Ships you become an inspiration to other people you are one of the top people at your company what happens is you'll attract other people just like that they'll raise everyone up number eight this is super tactical but review your numbers consistently you don't have to memorize all your numbers and be like the raain man if you will but you want to consistently review your numbers for example every single day I

would always review exactly what my targets are and again my targets are not hitting quot quot is here for me right I'm going for way higher to that right I'm my targets are and where I'm at and making plans on what I need to do differently to get to that point and to this day I still do the same thing for my own business I do the same thing even with cash flow because when you actually pay close attention to where you are and where you're going to go it's amazing the shift in Behavior if

you want to lose weight and if every single day you stepped on a scale and wrote it down and took a picture of yourself naked how fast you think you'll improve your results because it becomes very painful when you realize where you truly are at if you there's a big def between where you are and where you want to go so this is one of the things I highly recommend is you are review numbers consistently you always know where you are and what you need to do to get there if you ask any Tope of

performer they almost always know exactly what their numbers are number nine focus on being productive and not just busy as a sales professional you were very busy you're pulled many different ways from your manager from prospects to people on your teams to probably a lot of useless meetings one the most important things you can do is focus on being highly productive versus just busy that means micromanaging your calendar and only doing the ipas income producing activities and I pr that down to four key buckets number one you're generating pipeline number two you're moving deals in

your pipeline number three you're closing pipeline or number four you're advancing your sales skills if you look at your calendar in the perfect world you have 100% of your calendar focus on that how much more productive would you actually become obviously I know you have other meetings you have admins it's going to happen because obviously you work for a company just for yourself but let's just imagine if you shoot for 100% And if you get to say 50% of your week is now focused on ipas you're going to get better results and anybody else who's

not focused on that who's waking up with zero intention number 10 take action even when you don't feel like it if I only took action when I felt like it I would get nothing done and the top performers in any field with whether it's Sports business sales they are able to take action regardless of how they feel if you're waking up and you have a plan to prospect from 8 to 10: the morning and you're like oh I'm a little tired I didn't really sleep that great my kiddo kept me up all night they were

sick I think I was going to push out prospecting the reality is then no longer demand Excellence of yourself and you're going to ultimately push things off and you're training your own mind to basically find reason excuses to not do the things you're supposed to do if you want to get in the top 1% it requires you to take the action regardless of how you feel and this is applies to everything that you're supposed to be doing whether it's asking the difficult questions in the sales process to prospecting to Simply Having your calendar plan and

simply executing the plan and here's the beautiful part about this 9 99% of people out there will not do this in fact when they don't feel great they're feeling tired or they feeling not 100% they don't do these things so if you know that to be the case this is a competitive Advantage for for you to always get ahead you simply just take action regardless of how other people feel number 11 wake up and live with clear intention most people when they wake up they just see yeah what what am I going to do let

me just pull up slock let me pull my email and that determines how the rest of their day goes one of the great things you can do for yourself is have really clear with exactly what your intention is for the day and setting that intention because if you wake up and you're on the wrong side of the bed you're like ah this day is terrible the chances of of your day going great from that point is are very slim instead you want to wake up and have clear intention what you're going to do for instance

one of things I do which is really simple is I plan tomorrow today so at the end of each day for just 10 15 minutes I literally review my calendar for the next day see what I'm doing that day I'll review my key priorities for the overall business for the next 12 or next 13 weeks and then a plug-in block it opens SP the with specific things I'm going to be focused on in that on time blocks on the next day so that way when I wake up I don't need to make a decision my

intention as simple as I'm going to execute what's on my calendar because it's already pre-planned so there's zero decisions to be made this is really powerful because before I did this I would wake up not really have an intention I would pull up my phone check out check my email and based off that became kind of and a reactive day and at the end of the day if you live with intention it's amazing how much more productive you can be because you were intentional before the day even started number 12 learn from mistakes and keep

going I'm not perfect by any means my wife tells me all the time but the cool part is when you make mistakes those are opportunities to learn and when you make mistakes which you will and you should be making mistakes you're trying you're putting yourself out there you want to learn from your mistakes now the mistake a lot of people make is when they make a mistake that oh shoot this happened I shouldn't have done this I should have done that I shouldn't have ask that weird question oh I should have been more prepared they

don't learn that mistake and what they end up doing they keep repeating the same mistake over and over then wonder what's wrong with me there's nothing wrong with you all you really need to do is be aware of the mistake if you make a mistake write it down and then decide what am I going to do differently to prevent this from happening that's it it's not rocket science and this is actually why it's really important that you have a consistent way to reflect back on the mistake that you're making so you can improve every single

day so for instance while I do some my clients I actually do a what's called a win journal every single day they just write down one win from the day and one learning from the day so that way that learning is really a potential mistake that they made so they can take that learning and apply to the next day and when you bring massive awareness to yourself like this it's amazing how much better you actually become because most people are unwilling to do that so because of that they keep repeating the same mistakes over and

over so early this is years ago I was trying to get really healthy and lose some weight because I would overeat I realized whenever we had chips or crackers or snacks and I love salty and savory snacks I would just crush it I would eat the whole bag of chips because I just love Savory things if it was sweets same thing if it's candy it's cinnamon rolls I would demolish it and I kept doing this over and over and I would go to Costco get the get these like snacks have them in the house and

then of course Crush all the snacks I kept doing it without thinking about it and then I'm like man what's wrong with me why can't I control these urges why do I keep overeating and I realized I was making the same mistake and I had to do something different so instead of just trying to willpower my way through this I'm like what could do differ like hm what if I just remove it from the house what if I just stop ordering those snacks so my wife and I decide to actually remove all the snacks from

the house and what happened the first time I got got that urge friction it wasn't in the house I had to leave the house to to go get snacks which I was like at that point I'm like ah screw it that's going to be too much effort I share that with you because when you keep making the same mistakes and you if you pay close attention you'll realize there's usually a cause and effect and once you realize the cause how can you learn from that mistake to improve your own game and whatever it is you're

trying to improve number 13 focus on being genuine now in today's time a lot of people when they watch YouTube videos or they see maybe other top salese they try to imitate them try to be like them and the truth is there's no one quite like you and when you try too hard to be somebody else in a sales process and you were inauthentic to you your prospect will feel that so for instance for some people they think if they're more introverted they're thinking oh I need to be outgoing I need to act a certain

way I need to be over the top and they try to do that and what happens is it comes off very disingenuous versus if they're just more inquisitive they're more quiet more introverted which is I'm an ambt so I'm I'm more on the introverted side that is actually better for me and I found early on when I was trying to be that extroverted person just being way over to the top it it just felt fake and if you want to be really great at sales I have found the top sales people cons consistently are really

confident who they are and they show up the way that they are as a genuine human being so if they are introverted person that's cool they internalize they Embrace they show up as that person if they're extroverted they do the same thing if they're Ambi they show up and do the same thing my point to you is if you want to be truly Elite you have to be you and your pro will feel and they'll see that because it'll reflect through in how you do everything from how you write to how you have conversation with

that Prospect number 14 innovate instead of following the crowd so it's really easy just to follow whatever's on LinkedIn but and and just use the same thing everyone's telling you about uh how however if you just do what everyone else is doing then you're going to blend in with the crowd this is why it's really key to actually innovate into challenge yourself and to think of new ways of doing things that that can be different than what everyone else is doing this sets you apart from everyone I'll give you a simple example so this is

years ago and I remember this is a 2011 I just just joined a brand new company and they were super old schol they've been around since the 1930s and their demo deck was no joke a physical binder with slides that they flip through just so they flip like this and super old school and I'm like this is crazy and again this is 2011 right this is over a decade ago but I'm like that is like that doesn't make any sense that's that's like to me me it's like wildly unprofessional I mean they literally still at

the point even use like paper agreements for signatures it was crazy anyways besides my point so what did I do because I want to have things stand out what I did was I literally went and created my own demo deck a demo deck I could use on my iPad pull very easily flow through and have it flow in the way I want to flow that was different than everybody else and what was was interesting was by simply doing this it just it made me look more professional I felt better and it just look it look

better for the pro proect experience as well everybody else was still do the same binder thing and was what's interesting was because then once I started showing people what I was doing they're wow it's really amazing it helped improve them as well espe for the part of their pitch and this is where it's okay to innovate it's okay to think differently outside the box because when you start doing this way from prospecting to how you run your sales calls to how you engage and interact with prospects it's amazing how much more you'll Stand Out number

15 a appreciate the good in everything including the process one of the great things you can do is have gratitude because as you're upskilling and you're increasing your income and your earnings it's really important to be present moment and just have major gratitude for where you are this helps you eliminate some of the negative feeling that you might have if you're not performing well if you had a rough day or a rough week because when you have major appreciation and the good and everything including the process it's amazing how much more abundant you actually feel

feel this is why every single day I'll journal and I'll write down what I'm grateful for what I appreciate about the day and sometimes just a nice conversation with the prospect whether it closed or not it could be that I have running water right to electricity to I live in a beautiful house to have a beautiful family to I felt energized today to I suck to my routine and when you start thinking this way it's amazing how much better you're going to feel versus the opposite which is you focus on the lack which is what

you don't have when you focus on scarcity it comes through in your sales process and I found the most elite salese are really grateful they're really grateful for what they have for what they have achieved and they know they must earn it every single day on the flip side if they didn't think that way and they were entitled egotistical it also comes through in the whole sales process as well number 16 acknowledge that life is not fair there's going to be times where your territory is going to change things are going to change compounds going

to change and you're going be like that is not fair and you'll get negative and it's happening many times in my career where I get very upset where my compound has change and now sudden my cot is double what it used to be be before they're expecting me to perform at the same level if not greater and to earn less money which is always not fair at all however if you realize it is what it is it's just part of the game it's amazing how much more you can detach from the alchem folks on to

show me the best version of you because if you focus on all the the energy into how it's not fair it actually distracts from what needs to be done I'll give a really simple example I remember had this really really great rep usually consistent top performer and there were some comp plan changes and some territory changes that were outside of our control this rep allowed us to stick with them and bother them for literally for 10 12 plus weeks for about a quarter or so and they kept complaining about Non-Stop and the performance was going

down because of it and fast forward that whole quarter is over and we're talking and they're frustrated and they're like ah my my comp is worse the territory is bad making all the all these excuses I said that those are all true so now what and they're like I don't know I really don't know I'm like okay so if you continue to complain what's going to happen I guess my performan keep going down if that happens what's the results going to be like well it's not going to be good if that happens what's going to

happen to your income it's going to go down if that happens how will that impact you he's yeah it's actually really bad for me and the grant scheme of things I I know it's annoying the comp PL change the territor has changed but does that really change anything for you personally he's really I still need to show up still need to deliver but ultimately I'm making less money now because I wasn't even showing up and you're right other ding for way too long and he had this realization yeah things are sometimes it's not fair but

you got to just deal with it that's part of life and I share that with you because you will be thrown things in your life like that is not fair this is crazy but at the end of the day does it really matter and what are you going to do about it because because even though you may not be in the most favorable circumstances where you go ultim determine based off your actions your attitude so you can choose to sit in the moment and be frustrated angry and mle over it or you can just accept

and realize hey you know what it is what it is let me take 100% ownership and keep going and figure out from here because at the end of the day that tough situation other people have dealt with in the past before as well and it's up to you now to make a change for the number 17 be proactive in every situation one of the greatest things you can do is be massively proactive in everything that you do from call prep to managing your territory to working out to your health to everything because at the end

of the day if you can anticipate like a grand chest Master three to five moves ahead it's amazing how much better your life is because at the end of the day when you're reactive and just waiting for things to come into your inbox things happen to you it's really hard to get ahead in life but if you're actually proactive obviously it's far better in so many things outside of sales number 18 play the long game and be patient this is from deals to your career when you think about a longer time Horizon and you're not

just thinking about trying to close deals right now you're focus on actually serving the customer and show properly it's amazing how much better you show up and how detach you are from the outcome and how much better the prect experience actually going to be which increases your win rate and this applies your career as well I remember early on I was really gung-ho I want to get promoted very quickly I wanted to make a lot of money very very quickly but the at the end of the day sometimes having some patience can be really really

powerful because it teach you quite a bit I was really struggling for for first three months and almost got fired then fast forward in month number four I was number one that's was number three months in a row and then my manager asked me to go to another location and take over a small sales team and basically sell manager team at the same time and I want to be promoted I want to be the leader I want to be uh the go-to guy I want the title I want the comp I want all that and

my director came to me and said Hey listen this is an opportunity for you I want you to show up show us you can sell you can also lead as well and for me that was I didn't have the patience for that I remember like being really upset really angry about that and then after thinking about it for a while like I'm just going to show them how I can do it and the cool part is is why I made that shift over to to a new territory and I was selling and leading people at

the same time with no change title agent comp it made me better it actually made me far better doing that I learned more skills I learn how to be a better leader as a result of that and it really challenge me new ways of learning how to influence uh laterally my peers most people are really good at influencing down but I wasn't good influencing laterally but having this patience made me better more skilled all right but if you think long-term watch or even a career having patience this is really important too A lot of people

don't have patience so they change companies over and over and over and before you know it let's say have a 10-year career they've changed companies like six to eight times if you done that no knock on you but the tough part is if you don't have the patience to develop with that company every time you restart over it actually makes you take steps back because you have to you have to restart your credibility rebuild the territory reestablish yourself learn a new product maybe learn a new industry learn a new culture takes you back versus you

know for me I work for two companies in my 13year corporate career and the reason was because I was able to stack My Equity in that company or year by year to become the best version of me but you learn so much by being a have patient in one single industry with one company with the same people that you're working around uh over your whole career number 19 upgrade opportunity vehicles but be very selective about this now I know this may go against what just mention about being patient and sticking through with companies but there's

also a lot of power knowing when to make a move and be selective as waren Buffett said it doesn't matter how hard you row it matters which boat you get in this is really powerful whatever opun vehicle you're right now the key is you want to maximize that job to learn the skills that you can to really dominate that role to perform as highest level you possibly can and then if you earn the better opportunities not just and how much money you make but is it a better overall opportunity vehicle from maybe culture to Upper

Mobility to whatever else is really important to you for example I went from my first opportunity to be a Col say was probably work my parents restaurant making not very much money then the next opportunity vehicle was going into selling Speedos at a swimsuit store which it actually about the same amount of money but learn more skills and then to becom an intern at a car rental company and then going to the truck division for for B2B and I did that for several years and then from there I went to a whole new company because

they had more oper for more Equity but then it got to a point in my career where I'm like okay to make it to the next leap for my scales and for my income my best opportunity Vehicles actually do my own thing so I made these strategic calculated jumps because I saw the the future opportunity could either Advance my skills had greater upside and greater reward and potentially more benefits as well outside all those things one of the key things is top 1centers you want to be very aware of this as well because you could

be a top 1center but if you're selling something like that you make a $1 Commission on and you can only make 20 30k a year being the top 1% there if you're happy that's cool but if you want to really get the top 1% in income 400k plus and Beyond you want to make sure you position yourself in the right type of opportunity vehicle number 20 respect yourself and others now if you have met anybody who's in the top 1% in sales you'll find most of them are pretty confident themselves but they also respect themselves

so meaning whatever they say they do and they do the same thing other people as well they treat other people with respect as well to be kind to yourself to respect yourself and this doesn't happen overnight I remember early on I didn't feel worthy of success so it took time for me to work on myself but it showed up in by doing the things every single day that I promis to myself and the more you can respect yourself the more you'll see in other people because ultimately how can you expect other people to respect you

if you don't respect yourself number 21 embrace discomfort for growth this is so much like working out when you work out in the gym you're essentially stretching you're breaking your muscles down it's uncomfortable but the really cool part is is on the recovery side the muscles grow and you get stronger and this is no different than anything else I found sales doesn't get easier you simply get better and that's how you want to start thinking about this and you want to embrace discomfort for example I remember early on it was really uncomfortable to ask tough

questions but I knew when I ask a tough question I'll get really rich Insight in the conversations which would help me in the sales process but now I'm to the point in my career where I don't really give a second thought to asking tough questions because it's part of what I do I've embraced discomfort and now I don't want to say it's easier I'm simply better at doing it if you want to get truly great if you're not the income level you're at and you you're not earning what you want to earn you're not performing

level you want to perform at that means you need to embrace discomfort even more and do the hard things this applies to everything in life stay open to the possibility that you might be wrong most people are unwilling to admit that they're wrong and that ultimately holds back their growth I gave you the example of the 59-year-old earlier you know for the longest time he had that level of ego where he just thought he was doing everything right but now because he is staying humble he's going to change his life I'll give you another examples

I have a client named Joe and Joe for the longest time he had a bit of an ego he was very confident when he didn't perform he always blamed the territory the market the company whatever and he always made a good income about 120 to 150k a year so a good decent income and he's a little bit older he's probably 50 or so now and what was interesting was he always had that ego and then he started to think he like what if there's other people who are doing better than me what are they doing

differently so we started working with them a couple years ago and he was a little hesitant to work with me cuz I'm younger than him what can I learn from this young guy but you know what I'm going bet on myself and see what happens right within the first couple months he L shots at number one started closing more business right within six months he closed the biggest deal in his career earning over $600,000 in commissions alone off that single deal and then fast forward he's consistently like clockwork earning 3030 to $40,000 per month in

commissions alone his income is L 5x in one year excluding that big huge deal and if he had not removed his ego then he would not have been open to learn but because he did that his life is drastically different he got to the point where his wife was able to retire from work now she just start her own business doing whatever she wants he's way happier he's paid off all his debts his life is drastically changed simply because he removed the ego number 23 live off your base and invest the rest now I'm no

financial adviser I'm not an accountant but one of the greatest things you can do for yourself is you live off your base invest the rest so as you start to make more money and you're investing in that money it's going to make your lives so much easier if able to take those compounding Returns the mistake a lot of people make is as they make more money they're spending all that money but what happens is if you have a level of pressure internally of having a lot of bills that pay a lot of expenses that creates

more pressure for you at work and I had an old school manager who believed the opposite which was you should take on a lot of debt and that way you all pressure to perform I think it's a terrible way to actually live my opinion instead invest or live off your base so that way when you're stacking cash you're investing it back and you're making money on all your returns it's amazing how much more detached you can be from the outcome there's a reason I I was able to retire from corporate at 35 because I live

this principal for over a decade it put me in position to be able to make choices I want to make and have freedom to make that choice if you just have excessive debt and you're basically just trying to keep up with the Joneses that makes it really hard to actually detach from you know there's a pressure of need to perform at a certain level at the end of the day like Jim Ron said when you work hard at your job make a living when you work hard on yourself you make a fortune obviously sales is

a very very stressful career you want to take the time to invest into your emotional physical mental spiritual health and that means different things for every single person so whether that means not scrolling social media to reading good books to going to church to doing whatever but do the things are going to help fill you up every single day emotionally physically mentally and spiritually because this will give you energy and when this gives you energy it's far easier to show up and do the hard things regardless of how you feel number 25 invest in high

leverage skills this is one of the greatest cheat codes you can do in life it literally saves you time and money in the long run because you're learning from the mistakes of other people some people say they are self-made I am by no means self-made I literally have stood on the shoulders of other Giants and mentors that's why I personally have inv over a quar million dollars into myself from coaches masterminds and books and conferences over the years because I know how important it is to learn from other people because it's literally a chico to

life if they can help you shortcut your way to success it's amazing how much better you can be so that's why For You especially if you're internalizing you're owning your sales job as actual career take 100% ownership invest into yourself this could be anything from books to free stuff like this to courses to coaches to masterminds and ultimately as the say goes the greatest investment is always in yourself because the cool part is when you actually invest into yourself you get the Returns on com every single year I remember being in my very first sales

Ro my first big investment was about $8,000 to go to a Tony Robbins conference I literally couldn't afford to do that pay for the trip and all those things but I found the money to do it because I knew going to it would change my life and it really did it really shifted how I actually had to think about life some of these principles I even share today are from my early on investments and since then I've continued to invest every single year because I know it's the best investment into myself if you want to

be a top one percenter you must also invest like a top 1center you don't want to invest in how you are right now you want to invest as if you're already at that mental level because what happens is then you're acting in abundance to the best version of you so there you have it 25 tips to help you get to the top 1% of sales people and be out the other 99 if you want our help to get you in the top 1% head below call with my team below to see if it's good fit

for our coaching program and if you want to see what's really to earn over 500k a year every single year I'll see you next video right here