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President's Club Sound Byte - 33 Day Challenge


OK…..the results are in regarding the 33 Day ChallengeA 90% drop out rate- wow! My critical parent (telling you, convincing you, using quit will not work) and my child (anger, rage ranting will not work either) I’m leaving in my car (yes, I have the air condition on). This tells me the why was not compelling enough, and I’ll take responsibility for that. If you’re wondering what the 33 Day Challenge is all about, then you’re not alone.  At our President’s Club meeting in June we discussed the Attitude/ Behavior Journal, known as A/B journal. The challenge was to have 33 business days (M-F) of using the A/B journal and coming back to evaluate the results. Out of 35 in attendance 30 hands shot up and said “I’m in.” What happened?

Well, if you will allow me I will tell you from my perspective what I learned, and you can draw your own conclusions. I cannot sell anyone anything, they must discover for themselves where and when and why they want to invest energy, time and money into any changed behavior (product or service). So, I thought why would David Sandler create this and speak so often about the A/B journal? Why have I struggled with this tool as well?

 So here are my 9 insights from doing the 33 Day Challenge:

  1. My Why? Because I made a commitment to my clients and myself. A mess = an obligation without a commitment (M= O-C).
  2. I’ve learned how to better deal with my child (fears, doubts, worries), and my critical parent (self- imposed limitations, attacks, you’re not good enough, you _____, you should, you’ve got to, etc.).
  3. The Golden Circle. From Simon Sinek’s book, Starts with Why. Begin first with why, then how, then what. My why has become compelling!
  4. I’ve discovered to be an I-10 is meaningless unless I grasp – really believe in a “Higher Power.” Something bigger than me.
  5. My “role” performance has been more consistent by keeping the A/B journal, and the payoff is more business in the pipeline (sales revenue).
  6. I look forward to the end of the day with the A/B journal- a real surprise!
  7. I look forward to the beginning of each day with the A/B journal rather than getting caught up first with the urgent or putting out fires.
  8. I’ve learned the behavior- technique link more closely. Meaning; when I don’t get appointments, or deals of how my technique was less than desirable. Now I go back to listening to Sandler, looking at the workbook, reviewing what I could have done better.
  9. Lastly, and a great discovery (23 years!), after 20 days I always put an I-10 at the end of the day. Much like David Sandler, I realize the day I felt like an I-5 is the day I planted the seed for a ‘big deal” to close, and I may as well realize every day I’m an I-10. But I must follow thru with behavior goals!

Conclusion: I will do the A/B journal every business day. My why has become compelling enough. How about you? Will you do the same old thing, or will you risk (perhaps again) getting out of your own comfort zone? A/B journal- yes or no? 

Good selling,

Jim Dunn

Sandler Trainer

Jim Dunn

Jim Dunn

Jim Dunn has been a regional franchise owner of Sandler Training since 1992. Dunn Enterprises' Mission is to help people and companies realize their full potential and to train and coach business professionals who believe in growth achieved through on-going reinforcement.