The Trap of "Waiting for the Spark"

I used to think that being great at sales meant having those "movie moments."

You know the ones—the high-energy pitch, the 14-hour grind to win a monster deal, the massive surge of adrenaline when everything finally clicks. I lived for that intensity.

But here’s what I learned the hard way: Intensity is exhausting.

When you live for the "big bursts," you’re constantly waiting for a spark of motivation to get moving. If the spark isn't there, the work doesn't happen. That’s how you end up on the "sales rollercoaster"—feeling like a hero one week and completely burnt out the next.

Moving from "High Pressure" to "High Habits"

The best people I’ve met in this industry aren't necessarily the loudest or the most caffeinated. They’re the ones who have mastered consistency.

Consistency isn’t about being a robot. It’s actually the most "human" way to work because it respects your energy.

• Intensity is trying to fix your life in a weekend.

• Consistency is just showing up for 30 minutes today, even when you’re tired.

  
  

Why it feels better (and works better):

1. It lowers the stakes: When you rely on a single "intense" moment, the pressure is terrifying. When you rely on daily habits, one "bad" call doesn't ruin your day—it’s just one of ten.

2. It builds real relationships: People can tell when you’re "performing" for a sale. But when you show up steadily, check in genuinely, and do what you say you’ll do, you aren't just a salesperson anymore. You’re a reliable human being.

3. It protects your peace: There is a specific kind of calm that comes from knowing you’ve done your "reps" for the day. You can actually turn your brain off when you go home.

   
   

My simple shift:

I stopped trying to "crush it" every single day. Instead, I just try to not break the chain. I have a small list of "non-negotiables"—the bare minimum I do to help my clients and grow my business. Some days I do them with high energy; some days I just get them done. But I always do them.