The mindset it takes to win in sales (and run a marathon)

Sales in general, but also 1099, you have to know that it's not always going to be smooth sailing. That's why it pays off to be connected to other people in this industry, because they can affirm, they can reaffirm that thought in your mind. There's highs, there's lows, there's things that you're going to need to push through. There's things that are positions you can find yourself in that feel too good to be true almost. 5 miles. Here we are, guys. Downtown, just got done with the shakeout run. We're swagged up. It's a chilly morning. I mean, start of the marathon weekend here. We are at the event center somewhere over there. It's right there. We're gonna be back here in a few hours, but basically it's Friday. Came out here 6:30 for the shakeout run, get our packet, bring you guys along. First marathon, gonna document the weekend. It's been a, it's been a journey training for this, doing something new, something uncomfortable, something that takes a lot of time, effort, and energy. And over the last year, it's been a pretty big focus of mine. Hopefully we make a cool video out of it and just document the Drip round 2, picking up our packet. I actually got it this time. I signed up for the half marathon last month or so.

This one over here?

Yeah, I missed the pack up— packet pickup, so I couldn't run it. So this one, we actually made it. Got a cool shirt. Tony and I over here, we got a whole lot of stuff, man. Here we are, expo. We're about to go run another shakeout run, literally just for a shirt. Should we be running 7 miles on a shakeout?

I don't know, it's my first one.

Check me out. Check out the flow. New cut. We're about to go real fast. I had to get the aerodynamics right. I'm gonna go to this shakeout. We're going to the LSKD shakeout run at the— it starts at the Rivian spot. So have you guys seen those electric vehicles? Very Austin thing. So we're gonna do that. We're meeting with— is Noah coming?

Yep.

So we're meeting with our boy Soosong, Mr. Good Vibes CEO. See if he can hang for 2 miles. So yeah, see you there. CEO himself, Mr.

Bigwig.

Got the boys here today.

CEO of Good Vibes.

Valentine's running on this beautiful day. We got the man himself, serial sales king right there, and we're spreading good vibes, baby. Let's go.

What are we waiting in line for?

Well, I think there's some really important people up there, but the ones that are important are right here.

Yeah, why are we way back here?

Because, dude, we're enjoying sugar-free Red Bull that we just got, and Noah has 2. He's gonna pound 2 and we are dome a couple Zens, and we're doming nicotine and caffeine right before we rip this run. I think the vibes are gonna be good. It says no B players allowed.

Don't be a B player.

Don't be a B player.

Boy, clean, man. It's Friday, it's Valentine's Day. 2 piffs on the day, baby. That's 5 deals in 2 days.

Show the phone, show the phone.

We got a little one-call close, one-call piff, baby. Connor and Emma, baby, let's go. Thank you, Connor and Emma. We're gonna change your life.

Very important question to ask 23,000 of you. Let me know, are you Runners, runners, to your mark, and they're off, ladies and gentlemen!

Jake McLaughlin, Kristen Palmgartner, Tomaso Salamero, Martha Mahik, Dylan Vergara. All right, I'm here with the one and only Serial Sales, Mr. Dylan. You just finished a full-distance marathon, first one. How are you feeling, brother? I'm torched, dude.

The legs gave out around 19, and then my watch died. I lost track of the pace, and I just like locked in.

How'd you feel to finish?

It's good, bro. Feels like I want to take a seat somewhere. Did you do a full?

What?

You did the full?

What did you end up finishing at?

3:35.

3:35, baby! You heard it here first. First marathon ever, 3:35. What was your goal pace? Where were you hoping at?

Yeah, I was trying to do like 3:45, but up, up to 20, I was, I was at like the 3:30 pace was on the hills, and then that's where I—

my legs like went out.

I'm happy with 335.

All right, well, congratulations, Dylan. Hopefully we'll see you next year for the next one. See you real soon.

What's up? How'd it go? Good, dude. It was tough. That end on the— you did the half, right? The part on the east side where it's all flat and it's sunny. Like, there's a lot of shade over there, so it's just flat and sunny. And that shit was tough. My stomach, like, from all the electrolytes and the salt, like, it was just like sour. Like, yeah, it's tough. It was good. Let's go to—

that's a champion right there. The face of a winner.

Oh, how you feeling?

As bad as me?

I'm torched.

Yeah, bro, I'm—

I heard you were running a 3:10 pace.

3:10 pace?

When— where do you finish at?

They saw you.

I probably was at that point. I was flying at the beginning.

He was flying. Oh man, bro, cuz like 20 or 30 minutes after you, the 3:30 pace walked by and we're like I know, bro.

Yeah, no, you, um, yeah, I was hitting like 7:15 all the way up until like, dude, came out 18.

We were gonna run together for like the first 2 or 3 miles.

Yeah, I turned around and you're like, you're like way behind, and I was like, I'm just gonna keep going.

Literally not even— we're like, yeah, probably like 8:15, 8:30, not even a quarter mile in, we're running like sub-8, and I'm like, dude, I'm—

I can't.

Yeah, like I could do it, but I'm gonna regret it later.

Yeah, I definitely did.

Let's go, baby! Post-game, Tony, post-game interview.

What happened?

I came out way too hot. I was able to hold pace though, got that sub-3:30, but could have done it without hurting as much as I do right now.

Yeah. Harrison, how fast was he running when you saw him?

He was ripping. This man was sub-8 minutes mile 12, like just absolutely gunning for a fast— Look at those legs, dude, pumped.

Pumped!

The burn!

All right, dude, out of, uh, Casey, Dyson, and Hunter, who's, who's, who's in first out of them and who's in last?

I'm gonna say Hunter's winning out of those 3. I think Casey's the most cooked. Dyson's gonna be middle of the road.

All right, we'll see. Marathon Bro pod, we got our medals, our finisher medals. We're gonna be wearing these for the next Week, week and a half. Summing up this weekend, this video, this whole marathon thing, I want to talk a little bit about the actual race now that our minds are in a more steady state. We got some sleep, think a little bit more clearly, and then talk about some other stuff. But just so you guys know, if you don't, Tony and I, I think like we went back 12 months ago to the day yesterday, we had not really Ran before, like ever, right?

I remember waking up because my house was on the marathon course, waking up, my roads were blocked off, and I was like, what's going on? And then like a couple hours later, people were running down. It was freezing cold. I was like, what are these maniacs doing? And then here a year later, we're 2 of those maniacs out there on the marathon course. So kind of like a weird full circle thing for me. Very interesting how this like kind of all came about. I remember a couple weeks after the marathon, he sends me a random selfie of him running. He's like, dude, I just ran 5 miles in the rain.

And I was like, dude, what are you doing?

I think a couple weeks after, we both just bought running shoes, started pretty slow, like 2-3 miles here and there at like a 10-minute pace. And then now we just ran marathons at, you know, an 8-mile pace. You were not too far off that.

I don't think you or I wanted to be runners or be marathon finishers. It's just like something that was easily accessible. Also, like, living where we do, In Austin, like beautiful trails and places to run. A lot of people would do it. I think it was just about something new that was hard and rewarding and like a big, a longer-term thing to work towards than, oh, how much, how much money can I make this week or this month? Or— Yeah, it's pretty crazy, dude, because I remember I signed up for the 10K in April, right after like I had hit that 5-mile, and then 10K is like 6.2 Yeah. And that was the second time I had ever ran 6.2 miles. I remember being nervous for that, and then I finished it and it was all good. Running, like, running the actual marathon, for anyone that's never ran, or I mean, if you've never ran, you probably never ran a marathon. What was it like for you? Like, everyone says, you know, mile 17, 19, you hit the wall, it gets harder. There's a lot of things that people say about marathons, especially people that have done them. Like, what was your experience?

First off, I came out way too hot. There's just so much chaos in the beginning, and you People I've known about it, and I went into it, they're like, yeah, just make sure you run your race. Don't let the whole chaos take over. I let it take over. I lost, you know, I lost Dylan. He was like 3 people behind me. I was like, if I were to slow down, I'd run into people. So I was like— Yeah. Kept looking behind me, and then all of a sudden he was gone. Lost track of the pacers. I just was running. I'm looking down at my watch. I'm running like 7:23, 7:30 up a damn hill. And then I turn around, obviously flew down the hill. What really hit me was the wind. The wind was atrocious. I don't know about you, but it seemed like every turn we made, we were into a headwind.

Yeah.

But I remember going down the infield road, really hilly, just rolling hills the entire way, and we turned north. And when we turned north, it was just instant wind, and it was just a slight grade, just uphill for like 3 miles straight. That's what really hit me, and I was like, this is terrible. I'm hating life. And then we turned over to east, I would say around 21 is where the wall really hit me. I started walking a little bit, and I remember around 20 to 21, 23, I was kind of walking here and there. And 23, I told myself, I was like, I can't walk anymore. I was like, I kept telling myself over and over, I was like, I made it this far, I trained this hard, my body already hurts, just push. Because if I don't push now, I'm not going to make my goal, which was 3:30. And then I looked back, I kept— there's a hill on mile 26, and then you come down and you finish And I remember coming down that hill and you take that turn. I saw the the timer on the finish line saying 3:29:30, and I was just hauling ass as fast as I could to make it. Barely made it. Well, I guess technically with my start time, the way they track, I made it at 3:29:09. But I remember just like in my head was just like, "Hey, you need to push. You need to push." Like if you stop now, you're not going to make your time. And then when I finished, like I just felt the realization of everything. Like I hit. the goal. I did it all, and I did exactly what I set out for, even with me spraining my ankles 2 weeks ago. So just all of that kind of coming together was very emotional for me. I don't know about you, but it was, it was real.

I noticed that too, like at the end when there's all those people and like you've been working at this for like a year and it's like a hill, like people are, people are pushing you. I was like, dude, this is a, this is like a crazy experience right now.

It was insane.

And you're exhausted, like you're not in the right mental state. I like pushed up that last hill. What happened with me, similar to you actually— so Tony and I were talking before, we knew that he was gonna run a little bit faster than me, but we're like, yeah, we're gonna run easy in the beginning, probably like first 2 or 3 miles. Literally not even a quarter mile in, he's already going like sub-8-minute pace, and we were like, yeah, let's run like 8:30, sub-8-minute. I'm like, dude, do your thing, you know? Anyways, I'm like chilling with the 3:35 pace group, which at the time I was like, I'm not running 3:35, which that was my finishing time. But I'm running with them, and then we hit the downhill on Ben White, and I just like, I'm like, they're slow, I got momentum. Like, I just started letting the hill take me, and eventually I forgot about them. So I'm like mile 4-ish, I said I went ahead of that 3:35 group, and until mile like 16, dude, I was cruising. Like, I was pacing 3:30. I was like, there's I don't know what's going on right now, but I'm running way faster than I thought and I'm not tired. And then I hit the wall similar to you around 19.5. It started to get hard. 22, my watch died and I like lost my pace, but I knew, um, my fiancée was at mile 23, so I like had that to look forward to. But then after that, it was rough, bro. I wanted to walk really bad. But what happened around like 24.5, 15 miles later A good while. Most of the marathon later, I see the 3:35 pacers like pass me. I was like, oh hell no. Like, yeah, and I forgot about that. Like, I thought like, dude, I'm gonna be like 3:45, 3:50, and then the 3:35 pacers passed me. I was like, oh hell no. Like, and then I just followed them and like pushed to stay with them. But yeah, dude, it was, it was pretty emotional experience at the end. Just crazy. Like, it was, it was fun. And now having like done it, I mean, I'm still recovering. Like, my body's messed up. I think both of ours. But it was a good experience. Like, I'm glad that we set That goal, train for it, because a lot of people set the goal, a lot of people ran the marathon, but they didn't train properly.

Right.

If you were to run a marathon this time last year, like, you'd have like a 6-hour time, right?

Yeah.

Going from that to sub-4 hours, sub-3:30, to an actual like runner's competitive pace, it's like pretty crazy what you can do in a year. For you guys watching, probably watch my stuff because you want to get into like the remote sales thing. I mean, I think that's why 90-95% of people follow me and watch my stuff. And so all this being said, something that is not remote sales and everything that we've done to work at it, excel at it, all that stuff, how does that apply to what I've seen through hundreds of people in the remote sales space? And even you've seen it too. Tony and I met like how long ago? It was like 2 and a half years ago. You had hopped in the— it was a completely different version of— I think it was like $9 a month community.

Yeah.

And we met through there and like we became boys and then he jumped back into videography and like here we are. So you might have some insight as well. But like a lot— the intersection between what we did in the past year to be able to run a competitive marathon pace and what it takes to push through, persevere, and succeed at 1099 remote setting, closing, all that kind of stuff. And the first thing that comes to mind for me is there's, there's parts where it feels easier in between miles, like 4 and 8, it's like downhill. We're cruising. Sun's not out yet. It just feels like no way it could be this easy. And then there's parts that get hard right after. There's like those rolling hills. Sales, like, you can't predict that. I was talking to Nick Vaughn, who I filmed interviews with and posted wins, and he was in a slump and he hadn't changed anything except he changed his location. He was in like a 2-week slump. This guy is a guy who makes consistent like $14,000, $15,000 commission months for a while now. Month and a half, or I'm sorry, week and a half, 2 weeks in, no closed deals on the month. Not really panicking, but worried like, okay, this isn't good. This is not normal. And then next time I talked to him, he's like, yeah, bro, I didn't change anything and I closed these deals and we're back on track. Sales in general, but also 1099, you have to know that it's not always going to be smooth sailing. That's why it pays off to be connected to other people in this industry because they can affirm, they can reaffirm that thought in your mind. There's highs, there's lows. There's things that you're going to need to push through. There's things that— or positions you can find yourself in that feel too good to be true almost. And they are true. I mean, there's some of these guys that— actually, I haven't told you yet, but Apo is going to be in Austin. He's a guy doing— I'm not going to say how much, but he's making like some people's annual salary per month right now closing on a crypto offer. Just like setting your mind to something and then showing up when it's easy, showing up when it's hard, like training for the marathon. When it was 30 degrees outside, sub-30, like windy, snow, ice, rain, or peak summer even. I mean, that's the kind of stuff that allows you to get the end result, which is the 3:30, 3:35 marathon, or the 10K, the 20K, the 30K months.

From my experience on both sides of things, especially like the marathon coming out too hot, high-ticket sales, I think you want to just pace yourself and just like really set good expectations, get into it. It is a difficult industry to really kind of find your footing in, and if you're able to kind of just expect that, build up some sort of runway, and then be able to just find your natural fit, it'll be fine. As things kind of move forward, you finally hit that downhill of maybe it's finding that good offer.

Yeah.

Where you're able to actually get momentum and start crushing. But then at some point you're going to come across another hill and you're going to, you know, fight some uphill battles. Because I know there's been plenty of times where I've been offers where they were good offers, but shit, you had to work your ass off. You had to, you know, hit your CRMs, you had to hit your dials, whatever it is. If it's an, you know, as an appointment setter or a closer, you still have to put in the work. You're still going to have to grind it out in order to really hit the finish line of whatever your goals are. And that's something that, like, I felt when I had in the back of my head of just like, hey, you need to finish, you need to finish, you need to finish. It's the same thing when you're closing deals and stuff. Like, hey, you need to show up every single day because it's If you don't, you're not gonna get the deals, you're not gonna get your commissions. You know, it is a, it is 100% a performance-based industry, so you have to, you have to put in the work to get the end result on both of these endeavors we're in.

So you bring up a good thing. It's like there's— you don't know when you're gonna experience these hardships, I guess, but there's things that you can do on both sides, like something athletic like marathon running or pursuing a new industry such as high-ticket sales, that Can, can kind of like make the highs and the lows a little bit easier. Like, for example, marathon running. If we're running those like rolling hills on Enfield, and to, to that point you've been properly fueled up, you're hydrated, electrolytes are good, carbs are good, then those hills are going to be way easier than if you had not done any of that before. And comparing that to like the online space, 1099 sales space, if you go through the high highs or the low lows— like, let's talk about the lows because that's what a lot of people would face on their own. When you have the community, when you have boys that you can reach out to, when you have a hiring channel, when you have all this stuff, like, it's easier to navigate if you have the stuff in place to make it easier. Yeah, because then also, like, you get to that low point, and if you don't have that stuff on both sides of this, you're, uh, screw this, it's too hard, it's not fun, I don't like it, I'm not where I want to be. I mean, there's a high likelihood that you You quit, you go back to what's comfortable, which is maybe it's just, you know, lifting weights and not like trying to do both. Or maybe it's going back to your W-2 sales job. Or, you know, there's nothing inherently wrong with doing that. But if you previously set your focus on achieving this thing that you wanted after doing all the research and after really thinking it through, and then you hit a point of friction and then you decide, oh, it's hard, I'm gonna be done, like, you're not gonna get anything in life like that, you know?

Exactly.

Being able to stay away from like that negative feedback loop in sales and marathon. I mean, like in my head, like I started to kind of enter that negative feedback loop, but then I looked around me, some of the guys that were running with me, we were pushing each other, especially going up that final hill. Like there was this guy next to me, he's like, come on dude, you got this, you got this. And then everyone in the crowd was like, 3:30, 3:30. I just kept hearing that. That's when I like kicked into overdrive and like really hauled up that hill. Like I was swinging my arms trying to get as much, you know, momentum out of that. And then And then, you know, at that point it was just over and then we were finished, you know. So if you're able to surround yourself with a good group of people in a community such as Dylan's and those kinds of things, you're able to get yourself away from that negative feedback group because we're all guys that are looking to, you know, achieve the same things when it comes to sales. So if you're able to put yourself in that position rather than isolate yourself and just try to figure it out on your own, I think you're in a better position to succeed long-term.

It's just ironic how like the hardest part is right before the best part, you know. By that point, if you don't have something wrong with you. That's really strange. Everyone's hurting at that point, whether it's your, your muscles, your feet, your stomach, your head, your whatever. Like, dude, my back was hurting really bad. I don't know why. But then as soon as I crossed that finish line and like kind of stabilized myself, I met up with one of the boys and it was worth it. Like, immediately it was worth it. So this video is kind of a year worth of effort, something that we each worked really hard for. And it was something that we're excited to kind of document as we push through making more content on YouTube relating what we're facing in real life to what you would face in the world of remote selling. That's going to be the end of this video. It should be a good one documenting the marathon weekend, had some of the boys in it. If you guys are on mile 25.8 right now in your life, you're going up that hill and you're like, you know that you're almost where you need to be. Don't stop, push harder, because as soon as you get to the top, you're gonna be glad you did. We were talking about this too. We were wanting to walk and we were wanting to slow our pace and all this, but it's like, if I think, you know, fast forward an hour from now, it's not whether I walk now or whether I really slow my pace or whether I do any of that stuff that makes this easier. It's not really gonna have an effect on me come an hour from now. So I just need to push through. So if you're in that stage where it's hard, it's not easy, it's not clear, just push through. But make sure you're doing everything you can to get through that as easy as possible. Do your homework, get connected to the right people, join a community of like-minded people. I have one of those if you're interested. For all you marathon runners watching this, that shit's not easy, and so respect to you guys. And there's a lot of similarities in what we just went through and just online business in general. So we're going to be pushing out more content. I already have some ideas for some banger videos. If you guys want to see anything in particular, drop it in the comments. Be sure to subscribe as well if you want to turn on some notifications. Now that we're really doing this YouTube thing, we, uh, we're doing Friday uploads. But yeah, every week we're gonna be here at least once a week, and see you guys on the next one. Peace.