That little boy in the picture reminds me of my son Angelo. A full head of hair just like Angelo. Ever heard of the phrase, "even keel?" I was having one hellava month, Ammazza! Which means killing it in Italian. Some of you may know that I have a lot of Italian blood in me. My mom is 100% Italian. Back to my story. When I was killing it that month, the next month I went bone dry. I could not land a deal to save my life. My boss at the time said to me, "what's the matter Hoyt?" She could tell I was down. Sales bring lots of ups and downs as you can imagine. The key to getting to the top and staying there is to have an even keel frame of mind. In sales, let you not forget, you always have to have your A game with you. I do not allow myself to get to high or to low depending on my performance. If I go crazy when I win and on the flip side get depressed when I lose then I become unproductive. It's exhausting mentally and I lose focus on what is important, closing deals. So as I go through my selling days, I stay disciplined on even keel allowing me to have productive days without having to ride the roller coaster. It is a simple discipline however, and you have read this before from me, simple but not easy. This behavior also helps me in everyday life. Sure it's fun to get overly excited, and I am not saying do not celebrate but I have to be careful that I do not over indulge because the emotional swings can be to much to handle. This is an area that I have had to grown slowly in but the return on my even keel efforts has been and will continue to be mentally rewarding. In selling, anything I can do to enhance my performance I am willing to do. Do the emotional highs and lows of selling drag you down? Are you an even keel person? If so, super! Keep up the even keel and enjoy the rewards of this highly effective discipline.
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