Today I want to talk to you about the process of growth and the process you'll have to go through as you grow as a salesperson, which you should do from now until till the time that you retire or decide that you've grown grown enough, which will be about the day you retire. Look, it's a three phase process. The first phase is the intellectual phase. And this is where you know what to do. Look, selling is not complicated, like engineering or brain surgery or rocket science, right? It's fairly simple.

It's not easy, but it's simple. And so the intellectual face is the easiest face. However, that's not enough. We have to internalize these techniques. I mean, I can't be in front of a prospect and say, Excuse me, sir, I have a way to overcome that objection. If you just let me check my notes here, write it you have to automatically be able to do it has to come out of your mouth without thinking about.

So that takes practice and, you know, rehearsal and reinforcement to internalize it. The third phase is growth. growth happens when you systematically Consistently overcome self limiting beliefs, self limiting beliefs Don't go away every week, or every month. I mean, it's the, you know, I think probably three to four, maybe on an outside five in a year will go away. But that's, that's enough, even if we're only two or three a year, it should be enough. As you can see from the graph here, you know, you start out and as you learn the techniques and you practice them in you internalize incremental growth as, as your income starts to rise on an incremental basis, you'll get a few percentage points better over time.

At some point, when you're working on it, a belief system goes away. And when that belief system goes away, there'll be an instantaneous change in your effectiveness. It may be hard to believe, but that's what happens. Right? It's instantaneous you're affecting this will get better may take a month or two or three depending on your sales cycle for the cache to show up, right but your effectiveness will get better instantaneously. Then you have some increment.

Growth until another belief system goes away, again through effort and work on your part. And then boom, another quantum leap. And then you get more incremental growth and then another belief system goes away and you have incremental growth. I mean, you have a quantum jump. So, the secret is to work on identifying what the self limiting beliefs are and then work to overcome them and you can grow like this forever.