Grateful people attract good things into their lives." This principle emphasizes the value of gratitude in personal and professional growth. It's crucial for sales professionals, including reps, leaders, and managers, to identify and solve customer problems effectively. Essential to this role is the ability to delegate, ensuring a balance between work and personal life. Setting ambitious sales targets, akin to 'shooting for the stars', can be a significant motivator for success.

In sales, thoroughly qualifying prospects and asking clarifying questions is essential. Sales reps must be adept at helping prospects understand complex information. This approach reflects my journey from a sales role to becoming the CEO of a real estate company in 2020. My experience, enhanced by mentorship, taught me about penetrating industries dominated by large firms with annual revenues between $20 and $50 million. These companies often struggle with process standardization and lack experience, which can lead to failure.

Affirmations can be useful for goal achievement, but they aren't the only tool. It's important to be mindful and use our minds as a tool, not as a controlling force. The mind, as said, is "a horrible master and excellent servant."

Mike's story, a naval officer and former F-14 pilot who became an admiral in the US Navy, illustrates overcoming fear and understanding that our perception of reality is shaped in our minds. His experiences in challenging situations highlight the importance of courage and mental resilience.