Marrying Your Emotions to Your Logic

cortez 501The most successful people I have ever meet are extremely good at two very disparate things: They are extremely in touch with the full power of their emotions and they can break down their goals in an almost dispassionate, logical fashion.

Let’s explore the emotional side first.

When We Lose Our Why, We Lose Our Way. –Michael Hyatt

Why are you doing what you’re doing? Do you have a crystal-clear vision of what you are going into battle for each day? It can’t be “to make a living.” That has ZERO power to it. No, just paying the bills won’t do it. Neither will paying off your credit cards, or buying a house. Those last two might motivate you for a period of time, but what happens when you achieve them?

Over the last 16+ years I have hired and trained over two thousand Voluntary Benefit sales people. What I have found is the ones that were truly successful were the ones that connected their day-to-day activities to their overall big “WHY.” Their big “WHY” was something that made them willing to take on hell with a squirt gun. My big “WHY” was actually two things.

  1. I had just lost my Domino’s Pizza stores to business bankruptcy less than a year prior to starting in this business. If this didn’t work, my wife was going to make me go get a job. After tasting the freedom of running my own business, I couldn’t imagine working “for the man.” I really felt this was my last chance (at least for a long time) that I was going to be in control of my own destiny. It was make it or break it time, and I was going to (by God’s grace) make it!
  2. I never wanted to have to tell my daughters no to a legitimate opportunity due to finances. I’m not talking about giving them everything they ever asked for. I think it’s important for kids to understand that money does not indeed grow on trees, but I also didn’t want them worried about not being able to afford the opportunities presented to them. I think this stems from my memories growing up. My parents didn’t make a lot of money when I was a kid. We didn’t ever go hungry, but my brother, sister and I didn’t wear brand-name clothes (unless you consider Sears Toughskins Jeans a brand name). I remember when I was in High School, my dad almost had an aneurism when I bought a pair of Nike Cortez shoes with the money I had earned working at the local pizzeria. I think they cost me $40 and the Levis 501 Jeans I had also bought were around $20. Remember minimum wage was $3.10/hour. I also remember being worried to ask my mom and dad about the cost of little league, church mission trips and me joining the Casper Troopers (a Drum and Bugle Corps) while in high school. The bottom line is this: I’m not sure if you know this, but kids are freaking expensive! I knew with my own kids that there would braces, trips with their class to Washington D.C., prom dresses, band instruments to buy, college tuition, etc. And I never wanted them to be embarrassed or worried to ask me if we could afford it.

 Now let’s look at the logical side.

“I am convinced that the act of thinking logically cannot possibly be natural to the human mind. If it were, then mathematics would be everybody’s easiest course at school and our species would not have taken several millennia to figure out the scientific method.” 
 Neil deGrasse TysonThe Sky is Not the Limit: Adventures of an Urban Astrophysicist

I would argue that just the big “WHY” by itself isn’t enough. If it were, all it would take to be successful was “wanting it bad enough.” There are some people who will tell you that if you “want it bad enough” life will conspire to give you what you want. After watching 16 years worth of very motivated people struggle, I’m going to have to disagree. See, here is the problem. Your subconscious knows you’re full of crap. It knows that success comes by paying a price. That price must be made up of a series of logical activities that bring you predictably closer to your goal. Just wanting it, isn’t going to get the job done, and even if you don’t realize that, your subconscious does. It needs you to make a plan!

So let’s pretend that you put a goal on a piece of paper to earn $250,000 a year 5 years from now. That’s a start, and the brain needs that definite number. The problem is that your brain doesn’t believe that number. Your brain thinks you’re full of hot air. So what you have to do to convince your brain is “backtrack” the goal and break it down into smaller goals that can be accomplished relatively quickly and easily. So let’s do just that:

Goal: Earn $250,000 a year, 5 years from now….

  • To do that you’d need to have approximately 100 small businesses that are clients, and open 20 additional clients that year…
  • To do that you’ll need to open at least 30 small business clients each year for the next 4 years since you will never be able to keep all of your clients active. (Some may even go out of business)…
  • To open 30 business clients a year you’d need to have at least 60 clients in active solicitation mode at all times… you will close maybe 2 out of 4 possible clients at any given time (worst case); 3 per month would  give you 36 clients…
  • To do that you’d need to present to 20 new prospective business clients every month…
  • To do that you’d need at least 2,000 passive prospects on a hopper/tickler system…
  • To do that you’d need to be adding at least 100 contacts a week to your hopper for the next 5 months (or so)….
  • To do that you’d need to add 20 contacts a day for each business day….
  • To do that you’d need to continually call businesses out of the phone book, or from networking events, or find companies in the newspaper, or whatever…

So the point is, if you want to make $250,000 a year 5 years from now, go get 20 contacts for your hopper TODAY, and then the same thing tomorrow, and then the same thing the next day, and so on and so forth for the next 5 months.

You are in complete control of whether or not you do this one simple activity.

See, success woks like this….

  • The car gets 20 miles per gallon (mpg)
  • So if you put 1 gallon of gas in the car, you’ll go 20 miles.

Most people sit around and try to figure out how to get the car to go 25, 30, or 40 miles on that same gallon of gas. This is called “Working smarter”.

  • That’s also called BS.

Why not just put 15 gallons in the car (or capacity) and now your car will go 300 miles? Pretty simple, but the fact is… Most people are just plain unwilling to work that hard. 

So they end up broke and embarrassed. (Tweet That)

Conclusion: The “President’s Club” type producers rarely lose their way because they have figured out how to marry their big “WHY” with the logical plan it takes to be successful.

Question: If you struggle with one of these, which one is it? What are you going to do today to work on it? Let us know by commenting below!

Tim Martin

    Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary."

    Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 29 years and are the proud parent of two gorgeous grown young women, Brittny 27 and Victoria 25.

    Please note: I reserve the right to delete comments that are offensive or off-topic.

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    4 thoughts on “Marrying Your Emotions to Your Logic

      • Tracey,

        Thanks for your kind words! You are already on the right track. The good news is that you don’t have to run as hard as I suggest forever. Just for the first five to six months. Think of it this way: When the pilots at US Airways are taking off, they bury the throttle. Once they get to 30,000 feet they can back off to 1/3 throttle and still do 600 miles an hour. But if they tried to take off at 1/3 throttle……… well the word that comes to mind is “SPLAT.” Don’t risk the splat! Bury your throttle, and I’ll see you in the winners circle!!!


    1. So very true! Not only can I relate to the foolishness of “Working Smarter”, but I also shared some laughs with my Mom the other day about this same subject. She was in sales for 20+ years and shared with me her epiphony she (thought she) had when she set out to start “Working Smarter”. Bottom line she shared with me: “That Working Smarter $#!% just wasn’t working” for her and so she went back to working hard! A week later, I decided to start my new path with TMoney! Now I can’t believe I had to even think about the decision… Thanks Tim!