The speaker describes how self-doubt and creative avoidance paralyzed him before sales calls, and how he learned to separate his identity from his thoughts and feelings. By recognizing that your mind generates doubt to protect you from the unknown, you can act anyway: make the call, post, step into discomfort. Execution breaks the cycle.
If you stay in your head, you're dead. This is how I used to psych myself out for all sales calls and how I got over it. When you're there about to make a sales call, right, you're looking at the things, you know, should I call this person? Oh no, he's not ready to be called. I just talked to him a few weeks ago. And what about this person? No, they're not really ready. You know, I got to find someone who's more motivated. Da da da da da. You have all this internal chatter in your head about why you shouldn't do the thing. Really because it's an unknown thing, right? And our system wants to protect us from the unknown. If you stay in your head, you are dead in that situation. You have to just go. You cannot listen to this internal chatter. When you're gonna do anything, you're gonna do a call, you're gonna make a social media post, you have to do something, if you know you need to do it, just go, do it. And that little internal voice that tells you, "Don't do it, you're not ready," it's like creative avoidance. So now when I step into something that I might not be the most comfortable doing, I don't let my feelings or my thoughts prevent me from doing what I need to do. I understand that I'm not my feelings, I'm not my thoughts, I just step into the situation. Do not let the inner voice run my life.
