“Luck is what happens when preparation meets opportunity.”
Production month in and month out is typically peak and valley for ordinary performers.
According to this paradigm, there are months deals go our way and we get “lucky.”
Other months, ahh well, it was a myriad of factors that got in the way. “What are you gonna do?”
What if there is no luck?
What if through preparation, consistent practice and rituals we can start to see what others cannot?
We can start to hear what slips others? Feel in our intuition what may seem like an annoying itch to some?
How do we get in that Zone, where the game slows down for us?
It’s making the dials.
It’s knowing our numbers.
It’s driving submissions.
It’s closing approvals.
It’s analyzing deals lost.
It’s analyzing deals won.
It’s learning every day.
It’s training and practicing every day.
It’s sending the emails.
It’s reading deBanked to professionally develop ourselves and be ahead of industry news.
It’s refining our pitches and rebuttals.
It’s turning ourselves on to peak emotional states.
It’s keeping close management of our pipeline.
It’s managing and mastering time allocation.
It’s energy maximization.
It’s follow up.
It’s prospecting every day.
It’s competing with ourselves every day for 1 more dial/contact.
Daily Routine is the ultimate Preparation. It allows us to tap into higher levels of performance day in and day out.
Neuroscientist Paul Whelan, in his 2004 research study of elite athletes, found that most of the decisions we make every day, thus most of our performance, is driven by our unconscious.
It’s consistent daily repetition that allows us to condition our unconscious to execute EXTRAordinarily.
To perform at our peak, compete every day at the highest level, we must consistently drill our routines until the results they produce become automatic – unconscious competence.
As Jeffrey Gitomer put it, “Prepare to win, or lose to some who is.”