Vernie B asked me, “How do you feel now after completing your 10th Lance Sijan Award?” I replied, “Powerful!” I explained that when I first embarked on this prestigious award, I had some doubt and fear of failure. But I did not let those thoughts envelope and dominate my mind. In fact, when a negative thought of not having enough contracts in time would come up, I would go back to trusting in the number of lite-ups to getting me over the hump, knowing I was closing 1 in 4 lite-ups, and I would overcome the odds because I was working longer days and an extra day of the week.
The other thing that got me over the “fear factor” was while doing the Sijans back to back, I developed a momentum of work habit that tunes your mind into a laser focus that makes you very effective and powerful allowing you to get several contracts back to back, day after day, the first several days into a new Sijan commitment. When one gets five to eight contracts in the first seven or eight days, one’s confidence level shoots through the roof. There is no more fear of failure. I always say, ”If you’re not writing contracts, just keep plugging and doing your best presentations until you finally punch through. Never quit. Keep going until you get your momentum builds up and breaks through the wall like water breaking down the dam.”
One more thing that can affect your performance in writing contracts while doing the Sijan is one’s state of mind on helping the customer more than getting the contract to qualify for the award. This can be a slippery slope. The desire to earn the Sijan can’t outweigh your desire to help your customers business. You truly must have a burning desire to help your customer more than a desire to help yourself! The fringe benefits of helping your customers, is getting paid. When you’re getting paid for your services, you don’t get nervous about making the commission. When you’re not nervous, your customers sense this and buy from you more often. When the customer buys from you more often, your money problems go away!
I think the biggest lesson I’ve learned is how to be persistent and never give up. I feel that the Lance Sijan Award has taught me that with a set of worthy, believable goals, a clear action plan and taking action every day, I am capable of accomplishing anything I set my mind to. It’s been a great honor working with all the people of Signtronix. Thank you and God bless you!
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