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This is the Building Blocks of Success with Glenn Mattson,
Glenn Mattson:
Hey everybody, welcome back to The Building Blocks of Success. Yeah, you know, as we start to get into this new season and taking a look at where we are right now. Then lots of episodes, lots of conversations about goal setting. We know that you need to understand what your goals are, so you understand what your passions and your motivations are. You do not have goals that are somebody else's. You got to have goals that are yours.
You got to remember your goals are what gets you out of bed every morning. Not you're not going to go to work for somebody else. You're not going to go to work to make someone else money. You're going to go to work for you. So you need to understand your why behind the what. A lot of you, in the beginning of your career, have such fear about what's going on. It immobilizes you. Your goals for the future don't have to be something that's so black and white that it's got 17 pages of how tos. For some people, and I'm one of them, I had a very simple goal, which was, stop being afraid. That meant a lot of stuff. I'd stop going into sales calls afraid. Stop being afraid to ask the right questions. Stop being afraid to press, you know, a little confrontational. Stop being afraid of prospecting. Stop being afraid to know. So those are very powerful, but you got to have your personal objectives.
Glenn Mattson:
First thing is, is get your personal objectives. You gotta remember, you gotta have something you're willing to fight for. We've talked about this 7 million times from Sunday, but it's called IPDE: identify what you want, put a plan together to get it, that's the I and the P, the D is the most important piece. That's the decision. That is, are you willing to do whatever the plan calls for, legally, morally and ethically. But are you willing to do it? Most people say, yeah, yeah, yeah, I'm really, I want to do this, and within a week they start making excuses why they can't make it. Within a week, they start making excuses on why they didn't get certain things done. You got to remember, do not make this difficult. Human development is 99% mental. It's mental. It's all about our comfort zone.
So the first thing is, you got to understand what your goals are. You got to have goals to pull you through your comfort zone, your comfort zone screams for safety, your comfort zone screams to stay where you are. That's why, when it's time to do certain things, you get outside your comfort zone. Your body's screaming on. What are you doing? Why are you doing this? It doesn't make any sense. This is craziness, right?
When we're looking at certain things that we have to take a look at. When we get outside of our comfort zones, you have to realize when you're outside your comfort zone, you're uncomfortable. And when you're uncomfortable, you feel tension, you feel strain, you feel discomfort, and your body will resist heck, sometimes it shakes and screams and that's not working. Your body will start to tell you, what are you doing? We're not that bad. And your psyche starts to tell you to stay where you are. So I want to share with you discomfort.
Glenn Mattson:
Discomfort is the signal that growth is happening. So instead of running from discomfort, you should look for discomfort, because discomfort is not a comfort zone. Discomfort is that little area right outside your comfort zone where growth happens, and that's called the stretch zone. The stretch zone is outside your comfort zone. It does make you uncomfortable. It does make you resistance towards it, and most of your body will tell you, mentally and physically, what you were doing wasn't that bad. Why are you doing this? So when that happens, we have to have the power. We have to have the motivation to get through it and stick with it. So that is the reason we need to have some goals.
Now, when we look at it, these goals basically come down to what I consider wimp junction. Wimp junction is when you have to make the cognitive decision to either stay the course of what you're doing, which is wimping out and not getting to the objectives that you want, or you're going to plant your feet, you're going to get tough, and you're going to do the things that you don't want to do. But you know you need to do to get to where you want to go. And that's called wimp junction.
So you always have to ask yourself, what road do you take when these wimp junctions happen? And by the way, womb junctions sometimes are something as easy as the snooze button. You went to bed, you say, you know what? Tomorrow morning, we go to the gym. Alarm goes off at five or six, whatever it is. And you sit there and say, man, I'm tired. I'll go tomorrow. It just bailed in your first commitment. So if you ever are going to ask yourself, you know what, tomorrow, I'm going to do this, I would love for you to ask yourself this. Whenever you make a commitment to do something, just say this to yourself.
Glenn Mattson:
Are you sure? Are you really going to do it? Are you really going to do it? Are you just saying that you're going to do it? Because here's part of the issue, team, seriously, your psyche needs to know that you're going to be a liar or not. If you tell your body you're going to do something, and there's a high tendency you won't do it the following day or the following week, or two weeks, all you're doing is creating an “I” ism.
And an “I” ism is basically that you have a belief system that says, I'm okay where I am. You go learn new stuff, you practice a little bit, but then you go right back to where you were. So that's an ism and basically what you're doing is you're reproving what you're doing is accurate, and you're giving justification. I'm not very good at selling this. You go, you don't learn it. You don't get your questions right. You go out and you try to sell it in a bombs. Then you come back and say, See, I didn't know how to do it. That's not a fair appraisal of what happened. So get outside your comfort zone. What that really means is, is that when your body starts saying to you all that fun stuff, realize it's just screaming to you that it's about time to grow.
So I want you to realize uncomfortability is awesome. It's your radar, right? Your sensor is beeping off that, hey, man, we're about to do something here outside my comfort zone. Now realize when you're outside your comfort zone, there's gonna be a massive amount of resistance. So imagine taking a big rubber band and stretching it way past almost to the point where it looks like it's going to be white, it's going to snap on you. You know, that's a lot of resistance. But when you start to get outside your comfort zone, you got to be stoic about it. I personally love stoicism to a certain point. It's the virtues and reality of I'm focusing on control.
What I mean by control are things that you can control; your thoughts and your actions, while accepting externals with peace. What I mean by externals is things like the sun goes up, sun goes down, illness, death. Those are things that happen, and we are at inner peace with it. Now there's virtues also to stoicism. You know, some people have different words for different ones, and ones I know is wisdom, courage, justice and moderation, or temperance. Now, what it really means is wisdom is that you make sound judgments, and you make sound judgments and good filters. Good filters are things that you have a true understanding of what's good, what's bad and what's indifferent.
Glenn Mattson:
So wisdom is having the ability to take information in, not gossip, not hearsay, but truth. You can't have someone run in and say, well, oh my god, the client's so irritated. Why are they irritated? You look at the email and they're not irritated. They just wrote the email the way they did so wisdom, courage. Courage is about facing adversity, fear, pain, uncomfortability, but you do it with integrity. And by the way, it's never in without fear. It's never in the absence of fear. There's always fear. But you do it anyways. That's the thing about courage, is you're still panicking, you're still nervous, you're still uncomfortable, but it's the right thing to do. So when you fear, you have adversity, pain, everything else, you still act right? That's courage. That's why you gotta do a little bit all the time, not a lot, some of the time.
Then we have justice. Justice is about fairness, and it's kind of the golden rule, right? Act admirable by treating others with fairness, and fairness is is making sure you're not getting prejudgments or listening to gossip yourself. So, having the same filters that you can judge on yourself and taking yourself accountable. For instance, for me, justice is the rule of every sales problem. Every sales problem happens because of one or two reasons. Either you chose to do something or you chose to say something you should not have done, right? You did or said something you should have done, or you didn't do. You didn't say something you should have done. So it's just acting in a manner that you're you're taking that and you're accepting it. You're not going to make excuses around it.
Now, the other one is self control. That's moderation, not a glutton. You have self control. You know you went to say no. You have discipline. Discipline to get up, discipline to go for a walk, discipline to eat the right food, discipline to drink the right amount of water, right? So discipline is really important, which means you own your word, but it's also moderation. In moderation, and nothing's bad, right, for the most part, along with moderation. So when you look at and have the ability, for me, right, on stoicism. It's just looking at ,from literally where you are, controlling your thoughts, making sure that you, if you decide not to do something, you don't make excuses, you don't BS yourself.
You gotta own your own decision. You gotta own your feelings, and when the you know what hits the fan, you gotta own it up. And you gotta run towards the the fire and do the best you can, even though you're terrified. So realize your brain is going to resist things. Your body already resists things. Your brain is trained to resist pain, but you got to remember resistance isn't failure. It's feedback. Let me say that to you again. Resistance isn't failure, it's feedback. The feedback is, what am I doing well, what am I not doing well? So when you take a look at it, when we go to the gym, for goodness sakes, we lift until it's failure, yet we go out in the real world and we practice until it hurts a little bit, and then we run.
Glenn Mattson:
So you got to remember that there's a sign I saw at a gym years ago down here in Florida, and in this gym that you'd walk into has a little bit of a gym smell to it. Nothing fancy about this place. Pads and duct tape on the benches, and it's just an old school really cool old school gym. And on the wall in masking tape, there's a sign “you can cry, you can bleed, you can vomit, you can run but you can't quit." But how many of us do? Because you know what resistance does? Resistance creates confidence. Because after repetition, your body, your mind, you start to have confidence.
Confidence is that I can do this even when it's scary. Confidence is when I get knocked down, I can still get up what becomes scary or uncontrollable, and sometimes even possible becomes very manageable. That's when we build confidence. See, you got to remember this one liner, confidence never comes from staying comfortable. Confidence doesn't come from being comfortable. It comes from knowing you can handle whatever discomfort throws at you. You got it. So to me, looking at those things are really important.
Now take a look at all of us. We all have things that we need to let go of. We all have things that are in a comfort zone that we need to get better at. We all have things that we know that if we went into the darkest part of our closet, we could pull out things that would change, epically change who we are and epically change our lives. But the successful people who learn to live in the uncomfortable world have a little secret. They're called micro stressors. Micro stressor is taking a big episode and knocking it down to small, deliberate challenges that stretch your tolerance.
So instead of thinking about, I have to eat the elephant one bite. How do you do it in bite sized pieces? Instead of worrying about how to get to the top of the staircase, why don't you worry about how to get two steps up and then another two steps and another two steps. When you do one right wimp junction, when you do one right wimp junction decision every day, that small choice to take the harder path over the easier path, will create a habit of discomfort, which will make you naturally want to climb versus running from it. See, confidence doesn't come from being comfortable again.
Confidence happens when you can handle anything that life throws at you. Realize that what I really want you to do is run from comfort and find yourself wanting discomfort when you want discomfort, and that just means discomfort is challenging yourself. That's why some of your very successful people aren't necessarily super regimented, but many of them are. They try to get their body, the gym, working out, etc. Eating right, eating healthy, sleeping, sleeping well, drinking water. They actually work not just on how to be a great salesperson, but they work on how to make sure that the machine can run as efficient as humanly possible. Now, with micro stressors, I would share this with you.
Glenn Mattson:
You got to find a good gym partner. A good gym partner is an accountability person, not someone that you're going to have to be accountable to, necessarily, but someone who wants to take the journey of discomfort with you. One that you can sit down and have a conversation with. My son and my wife just ran a half marathon, and the accountability they had was to each other. Each night, they would talk about the plan that each of them had to get their body in shape for a marathon. My wife started practicing in August. They just did it last week.
Every single week, there is a thing needed to be done to get your body in shape. The accountability is, it's snowing out, it's not nice out. I don't feel good. I had people over. I just got off an airplane. You can have 1000s of them. You still need to do what your job is every single day to get prepared for the marathon. So accountability is having someone or something to help you stay consistent in the resistance. And as time goes on, you will train your brain that you are a warrior because you do what everyone else should do but everyone else is afraid to.
As you go on and start looking at The Building Blocks of Success, ask yourself, and please have as a goal: choose one right wimp junction a day and see how far you can come in six to nine months. Enjoy your journey in the building blocks of success.
This is the The Building Blocks of Success With Glenn Mattson.
