A short motivational/diagnostic monologue urging salespeople to compress results (close four deals in four months rather than a year) by establishing a strict cadence: making more calls, improving conversations, executing marketing, and delegating busywork through hiring. The speaker emphasizes common behavioral cycles (initial spike, comfort zone, renewed effort) and the need to get organized to meet goals.
It takes most people to do four deals in four months. 12 months to do that. Because your first couple months, you're going to fight it. You're going to get a big pop, and then you're going to slack off. You're going to go to comfort zone, and then you're going to pop up again. You're going to pop off, and then you're going to realize, I got to get my sh. T together if I'm going to accomplish my goal. Four deals in four months. And when you do that, you're creating a different type of cadence. Now I know I need to make X amount of calls. Now I know that I need to get better at having conversations. Now I know I need to get better at executing on marketing. Now I need to get better at hiring someone to help take the busy work off my plate so I can be more productive. Work.
