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[EDITOR’S NOTE: This is a replay of the Optimal Sales Mindset Webinar sponsored by the Institute for Excellence in Sales on April 25, 2021. It featured Growth Strategist and Mindset expert Gv Freeman,]
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Gv’s TIP FOR EMERGING SALES LEADERS: “Have more patience with yourself, give yourself permission to try and experiment and play. Do it with compassion. Do not beat yourself up. We are our own worst enemies. If we took this voice that lives in our head and if we manifested them out, and we sat them in front of us and we acted like they were our best friend, that voice in our head is a crap talker all day long. We would never want to hang out with that person. He is not our friend, he’s not my friend. The more we can improve the self-care and the self-talk to more positive versus negative, the better off we’re going to be. So patience, permission and compassion. That’s what I would leave you with.”
THE PODCAST BEGINS HERE
Fred Diamond: GV, on my LinkedIn profile today, I did my typical post. The question was, “Are you dealing with big changes in your professional life right now?” 54% of the people responding said, “Absolutely going through some really big changes.”
Another 27% said, “Yeah, there are some big things that I’m working on right now.” And only a handful said there’s nothing really much going on. So we’re excited to have you here today. The topic of course, is self-care for high performing salespeople. We’re honored to have GV Freeman. GV, it’s great to see you. You look great. You look energized, you look like your rip-roaring and ready to go.
Gv Freeman: Well, thank you first for giving me an opportunity to chat with all of your folks. I’m excited to do this. There’s nothing more that I love than working with high performing anybody. Most of the folks that I work with are in the entrepreneur and founder tech space.
But what I know, and I’ve been an enterprise sales rep the better part of 20 years mostly selling tech and marketing stuff. Most of the successful sales people that I meet are also high performers as well. So I think that your audience is probably a good fit for some of the stuff that we’re talking about today.
Fred Diamond: I would agree. And again, a lot of the people who are members of the Institute for Excellence in Sales are in the tech space. We have companies like Salesforce, Red Hat, IBM, Microsoft, all the big ones. They’re all involved with the institute. And we also have a lot of emerging companies as well.
But it’s interesting, because we’re doing a webinar every single day, we did it almost since the pandemic kicked in. And there’s a whole bunch of different words that have emerged, words like empathy and preparation. But one of the big words recently has been elite, and it’s interesting.
We’re a year in to when the pandemic first kicked in, and a lot of the sales professionals who are still performing at the level their companies need to are really doing elite performance related activities. Which is why we sought you out. Again, you were recommended to us by a past cast, Kristie Jones, who did a great job on accountability, another big word that comes up all the time.
I know you both are based in St. Louis. Let’s get going. People here are very anxious to get some of your ideas on self-care, and how they can continue to perform at the levels that their companies need them to.
Gv Freeman: Just a little bit of background. I spent the better part of 20 years, as I mentioned, in technology, product marketing, sales. And only really in the last probably 10 to 12 years have I really moved in and dove into self-care and growth from the inside out.
So looking at ways that we can model our own thoughts and behaviors to perform better on the outside. So today, I’m a certified yoga teacher. I teach meditation, I do 10-day silent meditations, I find myself in Peru working with medicine men down there.
I have a ton of experience. I call myself a little bit of a spiritual tourist. But really today, I work from a coaching perspective with high performing salespeople, and high performers in general. What I wanted to look at today, just to make it really finite is why self-care is important, where we go wrong when it comes to self-care, and then what we can actually do about it.
Many people have experienced even more need for self-care through the pandemic, and we’ve been cooped up in the house. Sometimes we’ve been cooped up with kids and spouses and we’ve really needed to find space and build a better practice. So we’ll just dive right in, and why it is important.
I wanted to try and at least point the focus directly at salespeople. The Bridge Group is great source of knowledge for at least the SDR space and the sales space. This is the brand-new number, I think this is 2020 in their latest report. The average tenure for an SDR is 1.8 years.
And when we take that and we look at turnover and how costly it is to organizations, on average we’re spending 17.8% in turnover each year. And the cost to replace an employee is one and a half to double the employee’s annual salary.
When I look at this and I compare that with turnover- now, I know an SDR position is challenging to begin with. But the more I can reduce turnover, the more money I’m going to save for my company and the more money I will eventually generate. Because I don’t have to retrain people all the time.
And sometimes people just don’t like their jobs. Sometimes they shouldn’t be working for your company, but a lot of times if we learn as managers to take care of our employees and if we learn as employees take care of ourselves, we can stick it out and we can do really well.
I think Kristie, in fact, when she gets the question how can I be successful or be the most successful at this company? Her answer is stay here for three years, because you’re going to be able to build up enough of a book of business to start reaping the rewards.
So how do we stick around? This is where I start working with a lot of people. And folks in the founder space, the entrepreneur space. People who are basing a lot of their needs and desires on what we would consider the American dream. It’s been around since about the early ’30s.
But the things that I like to look at the most here are better, richer and fuller. We have been taught since we were a kid that if we can have a better life, a richer life and a fuller life, we will be happy. But I want to point this out, there is no happiness inside of this definition.
From the moment that we get into seventh and eighth grade and then high school, we’re taught to get good test grades. So we can go to a good college, so we can get a good job, so we can buy a big house and have a spouse and two and a half kids and a couple of cars.
And in theory, that’s supposed to make us happy. But I want to show this, and I apologize, I can’t find specific numbers for salespeople. But I would venture to bet, and there is a lot of correlation, even data correlation between salespeople and entrepreneurs.
Entrepreneurs, two times more likely to have mental health conditions. Two times more likely to suffer from depression. Six times more likely to suffer from ADHD. Ten times more likely to suffer from bipolar. A couple times more likely for psychiatric hospitalization, and even two times more likely to have suicidal thoughts.
If you as a sales person, account exec, SDR, sales manager. If you think of yourself as an entrepreneur, I want you to just take a moment and really let these numbers sink in, because this is scary. We are working ourselves so hard to try and achieve, usually in the sales profession, some level of financial success.
But in reality, and I’m going to prove to you, this actually is not what is going to make us happy. So where do we go wrong? I want to ask all of you a question first. If I had a box of money, this box of $1 million right here, and if I handed it to you, would that make you happy?
So I would ask everybody out there to think. Well, if you got handed a box of money right now, would that make you happy? And I would say the vast majority of you would say yes. The next question I would ask is why? There is no fundamental happiness built into those dollar bills. There’s no fundamental happiness built into that box.
When I open up the box, I’m not washed over in happiness. So what is it that makes me happy when somebody gives me money? What happens, or why does it make me happy when I close a big deal? I know that there’s a big commission check coming. Why is it that makes me happy? Because I actually stop thinking about something that I want.
It actually ceases my craving for a few minutes, and maybe for a few weeks or months. If I have enough money, it ceases my craving long enough where I can start to be happy. But here’s the reality, 1.7 million individuals who were sampled worldwide found that satiation, so somewhat contentment or happiness with their life, occurs at $95,000 to 60-75,000 for emotional wellbeing.
We know that there’s a little bit of a difference between being emotionally well, and then being satiated and happy. Anything after 95% doesn’t actually make us a whole lot happier. In fact, the more things we have, the more houses we have, the more cars we have, the more boats we have, usually it complicates our life. So we actually have more complication.
Going one step further, about 70% of people who suddenly receive a windfall of cash, lose it within a few years. So the more money I make, the faster I lose it. And why is this all true? Essentially, all things are impermanent. And if I am basing my happiness on the concept of impermanence, then that happiness will only be there so long.
To wrap up this whole section, I would just tell you that the American dream does not equal happiness. And happiness does not equal monetary wealth. And if you can wrap your arms around this one slide, then I would say that you’re ready to jump into self-care.
So maybe I’ll pause there, I’ll take a breath and see if any questions came in yet.
Fred Diamond: GV, we got a whole bunch of comments here that have come in. A lot of people have said, “Yes, right on target.” Now, one of the interesting things that you talked about a couple slides ago, where you were comparing the elite sales professionals to entrepreneurs is something that we talk a lot about. The whole concept of entrepreneurial sales professionals comes up all the time.
And the other notion that we like to talk about as well is that you’re the president of your career. So you might be a VP of Sales at a great tech company, or a great services company, or whatever industry that you’re pursuing. But your career is your career, you own your career.
As a matter of fact, a lot of people that we deal with as well for some large companies this past year found themselves downsized. And because of the results of the pandemic through no fate of their own, if you will. But we hear this a lot too, in that especially with the elite sales professionals, you say two times more likely to suffer from depression.
A lot of people that are members of the IES that listen to our webcast, have a lot of expectations on themselves. They believe that they’re elite, and most of them are. As a matter of fact, every Wednesday we do a webcast called the Sales Game Changers Live, where we talk to VPs of Sales at tech companies.
And you just didn’t wake up one day and say, “Okay, I want to be a VP of Sales tomorrow.” I love what Kristie said about if you want to make a lot of money at your company, stick around for three years because the journey is what will lead you to there.
And I learned that a long time ago. When I was interviewing all these VP of Sales, they were all successful. Then I realized it was because for 20 years, they were operating at a high level eventually to get there. And along the way, there’s things that were in and out of your control.
Gv Freeman: And I would say that if you want one objective measure of how to compare yourself as a salesperson to maybe an entrepreneur or a founder, look at your pay structure, look at your comp package. The more of your comp package that’s variable, the closer you are to an entrepreneur or a founder.
Those founders, if they’re not selling stuff, if their company is not doing well, they’re not getting paid. From a marketing perspective, I worked in the auto industry for about three and a half years. It was the craziest marketing experience I had, because time to close for a $10,000 to $30,000 deal was about three days.
From the minute that a lead came in the door till we closed them was about two and a half, three days. But all of those salespeople were 100% commission. So you might call yourself a salesperson, but you are absolutely functioning with an entrepreneur, a founder’s mindset because if you don’t do your job well you don’t eat, you don’t pay the rent. And that is where we really have to look at where self-care comes into play.
Fred Diamond: We’re getting some comments here. Martha says, “Absolutely.” Josephina says that, “I definitely treat my career as if I am an entrepreneur.” So that is definitely something that makes a lot of sense. And the elite people, they also create the brand of themselves.
This is a topic that we talk a lot about as well. The fact that you want to be recognized as a leader in your industry, and your customers can buy your products, because you’re now working for whatever the company might be. But how do you position yourself the brand of who you are as that person? Which is definitely an entrepreneurial approach.
All right, so let’s get deeper into some of the things that they should be doing to maintain this level of performance.
Gv Freeman: Yeah, so I’ll kind of jump to section three. As I mentioned before, I’ve been on my path for 13 years and it’s led me down all sorts of places. I oftentimes remind people that universal truths are spoken in many languages.
My path tends to gravitate a little more towards Eastern philosophy, whether that’s Buddhism or Hinduism or yoga. But I would also say that many of those truths are spoken in all of the different faiths. Before I dive into this, I do talk a little bit about the four bodies.
I talk about the physical body, the mental body, the emotional body, and the spiritual body. And when I say spiritual, I just want to prep people ahead of time. I guess I’m overcoming an early objection [laughs]. When I say spiritual, I want people to think of that as self-knowledge.
If you go far enough back into the realm of Gnosticism, spiritual is self-knowledge. So it doesn’t have to be ethereal in any way. But what I first want to tell people is put your own mask on first. There’s a reason why they tell you this when you’re boarding an airplane.
I oftentimes hear my founders say, “Well, I don’t have time to do this.” Who has time for self-care when I have to hustle for my paycheck, and then I usually insert “and my worthiness” there. Because if we as a human being believe that my worthiness, that my value on this planet is based on the amount of money that I’m taking home or the amount of deals that I close this week, that’s the beginning of self-care run riot.
So if I am really saying to myself I have to perform at work before I can be a valid human being, that’s a tricky thought that we have to begin unwinding. So I would tell all of your listeners if this is where you’re at today, pause and see if there’s a way that you can shift this perspective.
Fred Diamond: We’re getting a comment or two in here that some of the things that we had on the previous chart might be things that you’re born with. For example, you may be born bipolar, or you may be born with ADHD, which may lead to suicidal thoughts or depression. So why don’t you address that for a second before we move into some more of your specific actions?
Gv Freeman: Yeah, absolutely. It’s 100% valid and great point. If we look at nature versus nurture, we can be born with brain chemistry that encourages us to be bipolar or to have depression. But the reality is, we can also nurture our self, we can put ourselves in situations that exacerbate that.
So if you do have bipolar, depression, psychiatric conditions in your family, and if you begin putting yourself in the position where you’re exacerbating with high levels of stress, you’re only going to make it worse. I work with a lot of people that can have symptoms of depression, or it can exist in their family. But when we can change our thinking about a lot of this, we can steer out of a lot of those symptoms, oftentimes without meds.
Gv Freeman: So what’s the secret? And this is my personal approach. This is the way that I work with my folks. You might have your own secret, and I would encourage you to share it. But the first thing is this idea of work-life balance is total BS.
Work-life balance has actually been around since the late 1800s. And in fact, it was originally the friction between our work life and our personal life. The original definition of work-life balance was the friction between the two. It wasn’t this constant weighing of how much time am I spending at work versus how much time am I spending in my personal world?
It was a very, very different perspective in the beginning. And I would just like to tell you that work-life balance, the concept of it is something that we have not been able to successfully achieve since the 1800s. I would just tell you to stop trying.
The way that I encourage people to begin approaching self-care and in their mind, work-life balance, I refer to it as work life integration, is using the 80-20 principle. You obviously know as salespeople that 80% of your revenue probably comes from 20% of your customers.
And I would tell you that if you use the same ratio, and if you’re working eight hours a day, what I encourage people to do is spend two hours in self-care. So for every eight hours of work, find two hours in self-care. And before you go crazy on me and say, “That’s impossible, I can’t sit down. I’ve got a wife and a kid, and I can’t meditate for two hours.” The door to self-care is incredibly wide.
If you can wake up and sit quietly, I’m not saying meditation, just in case you say, “I’ve tried to meditate and I can’t do it.” You can wake up and sit quietly for 20 minutes in the morning. Maybe you are driving to work now, and that’s a 30-to-40-minute drive and you’re listening to a podcast. You are maybe even sitting in the quiet in your car, that’s an hour of self-care.
If you can spend a half an hour, eating quietly, mindfully eating your food at lunch, that’s a half an hour of self-care. If you can get to the gym for 30 minutes, that’s a half an hour of self-care. So right there is our two hours of self-care for our eight-hour work day.
If you can build in some other time, quiet time, whether that is true meditation or yoga or running or whatever. Like I said, the path to self-care is pretty wide open. And the other thing that I say is, and here’s why work-life balance is BS, is that we only have one life.
We do not have a work life and a personal life. We only have one life. So rather than trying to separate them and bucket them into these two separate containers, I encourage people to try and integrate. And as sales managers, I would encourage you to begin becoming more emotionally intelligent, whether that is through your own therapy or your own self-care practice. But the more emotionally intelligent you can be, the more you can show up for your employees.
If your employee just had their dog die at home, don’t imagine that they can walk into the office and act like a normal day. You can’t drop your baggage at the door and come in, and work hard in another place. You being able to show up as a manager and say, “Wow, I know that what you’re going through must be really challenging. How can I help? Do you want to take a mental health day today? How can I support you?”
That’s the way that I would encourage a sales manager to handle that. And then work with that employee to figure out the best path of success. But if you’re not emotionally intelligent, you’re going to say, “Check your crap at the door, get to work or just go home, you’re not being productive.” And there’s a much more subtle way of handling that.
Fred Diamond: A lot of comments here, GV. First of all, Daniella says, “Our minds are our most precious asset, and self-care is essential for true success in life, in work, and personal.”
I want to comment on a couple things. So first of all, I agree with you 1,000% about the work-life balance being BS. Are you familiar with the book The Big Leap, by Gay Hendricks?
Gv Freeman: Yeah, absolutely.
Fred Diamond: We had the great Dr. Gay Hendricks on the show last week. We talked about Zone of Genius and The Big Leap, which is one of my two favorite books of all time. And one thing that he talked about was the fact that you must really figure out what you love to do.
He said the #1 thing that will lead to happiness is doing what you love to do, and not just doing it from 9:00 to 5:00 and then go do something else. But living in the space of that, and I love the way you said integrating that as well.
The second thing that I want to comment on is absolutely, emotional intelligence. That comes up all the time. Ironically, you referred to your friend Kristie Jones a few moments ago. She was introduced to us by the great author Colleen Stanley, who wrote a book called Emotional Intelligence for Sales Professionals. And last year, she came out with Emotional Intelligence for Sales Leaders.
Matter of fact, the Institute for Excellence in Sales, we have a Speaker of the Year award. Colleen was a finalist because of her work. I’ll tell you what we’re seeing. We’re seeing sales leaders be much more aware of this.
And since at the Institute for Excellence in Sales our mission is to help sales leaders acquire, retain, motivate and elevate top tier talent, we’re on the front edge of what we’re seeing in the industry. And also, how we are bringing ideas to great sales leaders.
We’re seeing a lot of the sales leaders that we work with getting much more in tune with emotional intelligence. Especially as people were going through such huge challenges over the last year. Even as more people are getting vaccinated, it’s been a year that we’ve been in this state. And even though now we should be able to operate, because it is what it is, there are still a lot of variables that we’ve never had to deal with before.
Gv Freeman: I’m going to leave your listeners with a couple of little takeaways. The first one is we only change when the pain exceeds the pleasure. So when you ask about sales leaders, are more sales leaders adopting some this idea of emotional intelligence and self-care?
I would say yes, because it’s demanded of them. Not only from their employees coming to them and saying, “I’m struggling right now.” So they’re having to step up their game, therefore their employees are requiring them to level up, but also themselves.
They’re having to figure out how to perform, how to be elite salespeople during a pandemic, during when budgets shut down. They’re having to figure this out, and it’s challenging for them as well. So when the pain exceeds the pleasure, I begin to change. And there’s huge opportunities for growth there.
The other thing that I would say, one of my mentors frequently reminds me. It’s not their fault for pressing my buttons, it’s my fault for having buttons to press. And one of my teachers, the teacher who gave me the name GV or Govindas, he says the world is a curriculum for the soul.
And really what he’s saying there is every person, place, thing that I interact with has an opportunity to press my buttons. And without people in my life, without employees coming to me and demanding help, without my VP of Sales saying, “You haven’t hit quota.” Without those things pressing my buttons, I wouldn’t know where my work is.
I think that there is a huge opportunity. This pandemic has given people a huge opportunity, and a reason and a big doorway to walk in and start doing some of this work. I hate the word woke, but it’s been adopted now in many different ways.
People are finally saying this “woke culture” isn’t so bad after all, because now that I’m doing some of these self-care things, I feel better. There’s been people operating under the woke culture for 4,000 years. But if that makes you happy to call it that, I’m fine with that too. I’d say do whatever you want to make you feel good.
Fred Diamond: At the Institute for Excellence in Sales, prior to the pandemic we were doing 50 live events per year, and one of them was on mindset. Typically a Friday in October. Now, ladies and gentlemen, we’re doing a mindset show every single Thursday at two o’clock Eastern Time. And GV, we got listeners right now from around the globe. I’m looking at our attendees, we got dozens of people watching live. And we’re going to have thousands of people listening to this as a podcast. It’s absolutely critical that you implement these things, or else you’re not going to succeed. The world has caught up to us.
Gv Freeman: Yeah. And I’ll give you the fastest path to cash, so to speak. Since we’re talking to salespeople, the fastest path to cash here is this. You have circumstances in your life. Circumstances happen all day long. We show up at work and something happens.
Circumstances are facts. If I was a police officer, and I was looking at the situation and I was writing it down in my notebook, I would just report the facts. Now what happens is we show up as human beings. We show up with our history, we show up with what’s going on right now and I turn those facts into what I call a situation.
Facts plus history and emotions turn into a situation, and that adds some things, some energy to this whole situation. And then I begin to think, and here’s where the problem is. And Danielle, I think you mentioned something about our mind is our most precious asset or something like that. And I would just like to say, 100% agree.
The mind is where everything begins, because I will have a thought. That thought makes me feel a certain way. So I lose a big deal. I can choose to think about that in a couple of different ways. But most often, especially if I’m new at this, I lose a big deal and I go down the tube. My thinking goes negative.
That negative thinking then causes me to feel a certain way. Maybe I can’t make my quota. Maybe I can’t put food on my table this month. Maybe I can’t make my house payment. All of those feelings of fear and anxiety cause hormones to race through my body, adrenaline and cortisol.
Adrenaline and cortisol cause me to act, or not act, or react in a certain way. So those feelings cause hormones, those hormones cause my actions. So now because I feel fearful, I am going to do something. I am going to, in some cases, maybe go out and get really drunk that night.
And that’s not going to help anything, but it makes me feel better or we think it makes us feel better for just a couple of hours. I ease the pain for a couple of hours. But you know what? When you do that enough times, all of those actions create our reality.
And the reality, what we live in on a day-to-day basis, is really how we feel on a day-to-day basis. So if you want to change your reality, you have to do certain things. To do certain things, you have to feel a certain way. To feel a certain way, you have to think certain things.
So at the very most simple level, begin analyzing. Usually, this requires working with somebody to understand how you think and how that’s changing the way that you feel. And how those thoughts and feelings are changing your reality. This is the simplest way to changing how you show up in the world.
Fred Diamond: I agree. As a matter of fact, I have something similar, think, feel, do. When people ask me how do I stay centered, I say breathe, meditate for a minute, call a friend. Like you just said about having a set of resource and people you could go to, to keep you centered and focused.
We have a question here from Marla. And Marla says, “Can you give me some more specific things that I can do to get past the challenges of the past year?” So we’re coming down towards the end here, I know I’m going to be asking you for your final action step in a minute or two.
But I don’t know if you have a couple other prescriptive things that you recommend for the high performing salespeople watching today’s webinar or listening to today’s Sales Game Changers Podcast.
Gv Freeman: What I’m going to say is if you look down in the bottom right-hand corner of this slide, it says gvfreeman.com/ies. I created a page just for this show and there’s more slides in this presentation. I’m just going to quickly scan through them just to show people why they might want to download.
I actually look at things through the four bodies, physical, mental, emotional, spiritual. If we can begin to integrate all of these things into kind of our reality, we begin to feel the self and we begin to improve the self. But there are some things for the physical body, there are some things for the mental body. There are some things for the emotional body, and there are some things for the spiritual body.
All of these practices you can begin implementing. And you really have to be an explorer to a certain extent. You’re going to try something and it’s not going to feel good, so stop doing it. The reality is we punch ourselves in the face so often.
We say, “I want to be a meditator.” And you try and sit down and meditate sometimes years unsuccessfully. And every time we sit down to meditate, we say, “I didn’t do it again. See?” And that’s us punching ourselves in the face. So I would tell you to stop meditating.
Go do some yoga. Go run. There are a lot of ways that we can make ourselves feel better, and integrate these practices into our life. The last thing that we want to do is make ourselves feel worse.
Fred Diamond: GV, we could talk for hours. As a matter of fact, we have a comment here from Crystal. And Crystal says, “Could you please go for another hour?” We’d love to keep talking to you. You’ve given us such great ideas here.
I’m just curious. Last question here before I ask you for your final thought. The pandemic has given a lot of people the opportunity to become aware of a lot of the things that you just talked about. Emotional intelligence, self-care. The four bodies, if you will. Are people taking advantage of that?
It’s been a year, you’re studying this, I’m studying this. We’re doing a show every Thursday on mindset. I have shows booked through the end of the summer. We’re going to keep going probably forever. It’s a topic that people are interested, and our webcasts or podcast is getting a couple of thousand downloads per show.
I’m just curious on your thoughts. It’s been an opportunity, are people taking advantage of the opportunity?
Gv Freeman: Most people are. At least the people that I’m bumping up against. My coaching practice is busier than it’s ever been. I’m doing more work like this because managers are saying, “How do I help take care of my employees?” So I’m doing workshops like this.
Crystal, if you go to my website gvfreeman.com, hit the live button. And if you want to chat for 45 minutes, I give 45 minutes for free to just about everybody as long as they’re willing to show up and do some sharing. So yeah, I think that people are ready.
And not to be too esoteric, but in yoga we call them the Yugas. And we are in the Kali Yuga right now. Which is Kali the Yuga of destruction. And out of this Yuga of destruction, we will move into this kind of era of rebirth and let’s say “wokeness”. I hate to even say it, but people are ready to start shedding off some of their old skin.
We don’t have to become new people. I want to make that comment really important. Maybe this is the best thing that I could tell people is you don’t have to gain anything to find some happiness. In fact, what I would encourage you to do is let go of a lot of our old history and beliefs.
We have been trained to think, feel and do in so many ways. And what this whole process is really about is tearing off, shedding, peeling away the things that no longer serve us. We are fundamentally perfect human beings. When we are born, babies come out super happy. It’s the world that bogs them down.
We walk around with armor, and we put on the armor every day. And sometimes we forget to take it off and it gets heavy. So this whole process is about letting go off the armor.
Fred Diamond: GV Freeman, that last thing you said was just beautiful. It was poetic. So first of all, I want to acknowledge you for all the help that you’ve brought to tens of thousands of people with your practice. And helping them get to their core of what makes them happy, which of course helps them achieve what they want to achieve out of life. And again, I want to thank Kristie Jones for introducing us to you.
You’ve given us so many great that things that people can do. We’re actually getting some comments here. Daniella says, “Thank you so much.” Michelle says, “Wow, this was great.” A lot of women today. Martina says, “This was absolutely fascinating.” Edward says, “This was a great use of time.” Give us something specific, an action step that they can do right now to take their sales career to the next level.
Gv Freeman: Go to the website, download this slide deck because it’s going to give you a whole list of things. But the real importance of all of that it’s not what you do, it’s how you do it. If I could just encourage you all to have more patience with yourself, give yourself permission to try and experiment and play. Do it with compassion.
Do not beat yourself up. We are our own worst enemies. If we took this voice that lives in our head and if we manifested them out, and we sat them in front of us and we acted like they were our best friend, that voice in our head is a crap talker all day long.
That voice, if it was a real person, we would never want to hang out with that person. He is not our friend, he’s not my friend. The more we can improve the self-care and the self-talk to more positive versus negative, the better off we’re going to be. So patience, permission and compassion. That’s what I would leave you with.
Fred Diamond: All right, my friend. Thank you so much for all the great work you do. For everybody who’s watching today’s webinar, thank you so much. And if you’re listening as a Sales Game Changers Podcast listener, thank you all so much as well. Thanks, GV.
Transcribed by Mariana Badillo