Mastering Your Money Mindset: How to Think Like A Top Producing RVP.
Welcome to Mastering Your Money Mindset: How to Think Like a Top Producing RVP.
Weekly Interviews with Top Performers in the industry.
Have you ever wondered what separates successful RVPs from the rest? What sets them apart isn't just hard work or skills, it's their mindset.
RVP’s sometimes struggle to make the calls, visits or follow up with FA’s. Michael Fox Coaching helps hold RVP’s accountable to take focused action, so they earn more money, exceed goals, and live a happier and more fulfilled life.
Mastering Your Money Mindset: How to Think Like A Top Producing RVP.
Transforming Challenges into Triumphs: Tommy Dieter's Story
Unlock the secrets to career advancement and personal growth with Tommy Dieter from Prudential Insurance. Discover how persistence, consistency, and authentic relationships can propel your career in the financial industry. Tommy's rise from internal wholesaler to Regional Vice President is filled with valuable insights, including the importance of modeling successful behaviors from mentors and the power of small, personal touches like birthday and anniversary cards to build genuine connections.
Tommy also opens up about overcoming a challenging childhood filled with family struggles, abuse, and instability. He shares how these adversities fueled his relentless drive for success and how shifting his motivation from proving others wrong to achieving personal fulfillment made all the difference. Learn about the critical role of mindset, positive self-talk, and focusing on self-improvement to navigate both personal and professional obstacles. Tommy’s story is a testament to resilience, adaptability, and maintaining a solution-oriented approach in life.
Finally, we'll explore the importance of setting specific next steps after meetings to keep momentum and relevance. Tommy provides effective strategies for making actionable asks, and emphasizes the value of having a coach for accountability and personal growth. Hear how overcoming self-sabotage and striving for excellence can break negative cycles and lead to significant professional success. This episode is packed with actionable insights on personal development and achieving greatness. Join us to learn how focused effort and a relentless drive can transform your career and life.
Today we have the pleasure of talking to Tommy Dieter. He's with Prudential Insurance. He started his career single out in Newport Beach, California. It was beautiful, it was sunny, and then, of course, life happens and things come up. Today we're going to talk to Tommy about how he made it as an RVP, how he continues to make it as an RVP, and what does he do when these obstacles come in front of him. Tommy, thanks for being here. How did you get started in the financial industry?
Speaker 2:Great question. I was 23 years old. I was a year out of college in Boston. Some of my fraternity brothers from Keene State College had gotten jobs at American Scandia, which Prudential eventually purchased. One of those friends had moved to California and gotten a job with Pacific Life in Newport Beach and when you're 24 years old you think of Southern California as bikinis all year round and it sounded like a good idea to maybe pick up and go there, and my best friend and fraternity brother ended up getting me an interview with Pacific Life and I became an internal wholesaler in October 15th of 2001, covering Southern California and Hawaii, 15th of 2001, covering Southern California and Hawaii, and then, fortunately, in 2005, I was promoted as a external wholesaler, covering the same exact territory and calling on Wirehouse.
Speaker 1:What was it about you that got that promotion from internal to external?
Speaker 2:I wholesaled my management, I wholesaled the regional sales managers and I knew I wanted to get out into the field. So I just took every opportunity that I could to really show that I could transition into the position and be a success.
Speaker 1:What, specifically, if you had to come up with one thing, really helped you get it Persistence. How did you persist?
Speaker 2:This is said in the wholesaling world like 80% of it is just showing up, and by showing up and being consistent not perfect, but consistent you're going to stand out more than most. That was the big part. Everything else you'll learn over time and for me personally, I learned best by doing, and what I'm able to do is make things better and also modeling. I did spend a lot of time with other wholesalers that I had a relationship with that I liked and I would see what their style was, what they did, and I just took it made it mine and just eventually made it better and made it my own style.
Speaker 1:The people you did model. What were some of the things that you learned from them? Again?
Speaker 2:persistence, having a simple, repeatable story, and you just got to keep showing up and you've got to find a core group of advisors that you like, they like you, and that's going to be the heartbeat of your business every year moving forward, and some will fall off, new ones will come in.
Speaker 2:But again, just having that core group and I would say too, you're building your reputation, what you're known for and for me personally, I'm a man of my word. If I say I'm going to do it, I do it and I'm quick to get back to people. So if an advisor leaves a message, sends an email, needs an illustration, I get back very quickly. And probably the biggest surprise over my 23-year career, if there were two things advisors have always complimented me on is you're always quick to return a phone call or an email or whatever I need and you always do what you say you're going to do. And to me that should just be the standard for anybody and it's amazing how many of my competition or other wholesalers don't do those things. And I think this career can be very simple, but I think people overthink it and make it a lot harder than it needs to be?
Speaker 1:Why do you think people overcomplicate things?
Speaker 2:Because some people just like to overthink things. Best thing that I think you can do in this business and in most areas of your life is once you dial it in to those habits, or those specific habits, that will make you successful, get you from your point A to your point B, and you just need to execute them consistently. Again, not perfect, because nobody's going to be perfect, but you can be consistent.
Speaker 1:I would imagine starting out, and probably even today, you face a lot of rejection. How do you deal with that personally? Great question.
Speaker 2:Yes, in the beginning it was very hard and I probably took it more personally than I did, however, over my career. It's just standard operating procedure. It just happens, but you're always finding a way to be of service somehow. So, for instance, they may not like my strategy today, but it doesn't mean they're not going to like it 5, 6, 7, 8, 9, 10 months from now. What I'm doing is just looking for a way to make some type of positive impact in their life. It can do nothing with what I'm trying to sell or I'm accomplished, but if I can make a positive impact somewhere in their life, the law of reciprocity kicks in.
Speaker 1:What's your process for doing that? What do you? What is work best for you to ultimately get them to say I really want to work with you, tommy, it's just getting to know them and getting them to know me.
Speaker 2:Every person on earth the first time they see someone, they judge them immediately and I know that I'm judged as soon as I walk through the door and whatever their judgments are, by me getting to know them and building that relationship and that rapport and showing up and just being authentic honestly. As they get to know me, those judgments go away and that relationship is like all right, he's a solid dude. I like him. He's someone I would like to work with. That has been what has worked for me. That doesn't work for everybody. Also, too, is I'm big on gifts. Somebody has a wedding anniversary. I do a little card for him and his wife, for the advisor and their spouse.
Speaker 2:I'm big on birthdays. I'm always sending out birthday cards, a birthday email. A lot of times I'll show up with a birthday card and a small gift. Christmas comes around. I will literally spend the first couple of weeks of December and I'll just drive around and deliver gifts. That's all I do, and it's I like to do all the extra little things that most other wholesalers are too lazy to do. The difference is I have fun doing it and I enjoy it Now, if I do it once, is there that big of a thing? No, but when I do it consistently, year after year, advisors take notice and they're like this guy is always going out of his way for me and again that shows, and that's how I've been really able to separate myself from others.
Speaker 1:I look at it this way.
Speaker 2:If you think about when you're dating or when you're going out with your friends and the prettiest girls at the bar, and what does every guy do? Hey, can I buy you a drink? So what do most wholesalers do? They're coming in always to sell you something, push something down your throat. You've got to take a different approach, to set yourself apart from everybody else. That's what I really focus on, and all those little differences lead up to bigger results. There's not every. You know my career with wholesaling. Every wholesaler is there's. What's the one thing I can do. It's not one thing, it's all the little things that you've got to do to bring it all together to get the results that you want.
Speaker 1:What's the most interesting thing that you've done?
Speaker 2:Actually like today's, a great example. I live in Frisco, texas. I'm going to see some clients in Wichita Falls, so that's a two-hour drive. Right now I had to stop off and get gas. As a wholesaler, you're always running behind as you're rushing from place to place. But the specific advisor I'm going to see his wife has cancer and she's been battling cancer. So I reached out to him and I said, hey, is there anything that your wife really likes that is just not accessible because of where you live? And he said that she loves the pink lemonade from Hebb. It's probably one of the only things that she can actually taste while she's going through her chemo and other things. So I stopped off at which is down the street from my house. I got two bottles of the pink lemonade and I got a bouquet of flowers to give to him, to give to his wife. I got to spend time with his wife. We went to a queen concert in Dallas and both him and his wife attended, and both him and his wife attended, and as myself and my wife attended Again because of those relationships, and honestly, what did that pink lemonade really cost?
Speaker 2:Not much and my time, but I bet you none of my competition has done that and I've done my best to come from a place. My mother is really thoughtful and I remember being a kid getting a Valentine's day card. I swear to God we're not Jewish, but I think she even gave me a Hanukkah card. She's just so thoughtful and I did that when I was younger and did that with it in my young love life and it didn't work out so well so I got away from it. But as I got deeper and deeper into business, I just turned that back on and I just noticed the more that I was thoughtful, the more that I was authentic. I built stronger relationships and those relationships you're not always going to have the best strategy and the best product wholesaling, but those relationships, those advisors will look for business for you as long as you stay top of mind, keep showing up and keep doing all those little things.
Speaker 1:When you're talking about authenticity, just clarify a little bit. What are different ways that you can be authentic to the advisor?
Speaker 2:I'm an open book. I am not perfect. I have a great growth mindset and mentality where I just want to improve in every area of my life all the time. I'm always willing to share the challenges that I'm going through, the tough stuff. Everybody always talks about how life is rainbows, butterflies and unicorns but that's not the real stuff.
Speaker 2:Whether I'm going through a challenge with one of my children or with my spouse or my career, or challenges with parents who are aging and having medical issues, it could be just current events. So it's again just being very authentic. For instance, my wife and I have been now married 15 years. We've been together for 17. She has two older children from a previous relationship and when I say older, they're once 30, once 28. And then we have a 12-year-old and an almost 10-year-old. One's 28, and then we have a 12 year old and an almost 10 year old, but coming in being a single guy living in Newport beach making a couple hundred grand a year by himself or my expenses are absolutely nothing and then going from one to now four, and now I'm coming into their life. Her daughter was in the seventh grade and her son was in the ninth grade the worst possible time you could come into a teenager's life and it was extremely challenging and it forced me to grow, for sure. But those were one of those things where I had conversations with my relationships, my advisors, and when they definitely gave me a lot of advice and helpful and it was just great to share that and they see that I'm human.
Speaker 2:And then I go through my own challenges, and especially, too, when you're able to connect on those different levels, because there's a lot of families that are bonded and you go through a lot of it. We get so focused in our lives we think we're the only ones going through it and that is not the case. And I think my through my journey of life I'll be 47 here next month I've really boiled life down to really two things. Again, back to simplicity. I believe we'll put on this earth to go on a journey and to grow and learn. But number two we're also here to be of service to others and that could be in a small capacity or a big capacity you don't know the littlest, smallest gesture that can make a difference in someone's life. That's really how I base, where I start and say my life and why I'm here and what I'm trying to do. And accomplish.
Speaker 1:You mentioned growth and learning. What's the biggest lesson that you've learned so far in life and how has that helped you in the business?
Speaker 2:I'm a big fan of Ed Milet, Tony Robbins. I've done a lot of different personal development and there's one thing that Ed Milet says and it's the first time I've heard it, I'm sure others have heard it said it, I'm sure others have said it Life doesn't happen to you, it happens for you. And that was probably definitely at first a tough thing to swallow. I had a very difficult childhood. My parents were divorced, my mother was a bartender and my stepfather worked on the railroad. We lived in upstate New York and my stepfather was an alcoholic and a drug addict and my mother would leave me with him pretty much all the time. And not that I don't think he loved me and cared for me, it's just that he had so many demons that things were taken out on me where I was in a constant state of fear of getting whether it was abused emotionally, physically, what have you and I could never understand how that was my life and that's where things were. But with that it built a lot of character. It made me very determined In the environment I was in. I had a lot of family members doubt me and what I would eventually do and accomplish. So from my point of view, I got really determined and I had heard a long time ago when I was a kid the best revenge is success. So I was determined to go out and prove everybody wrong and that was my drive for a really long time and I had to come to terms with that. That cannot be my motivator anymore, that I would have to do it for myself.
Speaker 2:Obviously, as I mentioned, I'm married with a family and now my motivator is my family and I would say one of the biggest things with having kids is you have a 50-50 chance that they're either going to turn out like you or the total opposite, and I am a highly responsible person. The last thing I want are two kids to grow up and go in the world and be clowns. So I constantly remind my children that I'm a man of my word. If I say it, I'm doing it.
Speaker 2:My son yesterday got in a little bit of trouble. He lied and a father down the street came over to talk to me about something that's going on. So I talked to my son about it and then when my wife came home, she said mommy, I got in trouble today, I lied and I wasn't a man of my word. So he's 10 or going to be 10. So I think instilling those values now is just so important, and to be that role model and to continue. I'm not perfect, but what I do is I work on myself and when I'm wrong I'll apologize for it and I'll do everything I can not to repeat it how important is mindset to being successful in the business that you're in?
Speaker 2:I was with my previous company for just shy of 21 years and I've moved to another company just over two years. In September, keep in mind, I left California in this first week of February 2020. My previous employer they needed somebody in Dallas, so my family and I decided to relocate. When I got here the first week in February 2020, is that when COVID was starting to be talked about I flew home March 12th, valeted my car at DFW and I never came back because that weekend the country was shut down. So in 2019, I had my best year ever as a wholesaler.
Speaker 2:Now fast forward a couple months later and I'm in a new territory that needs to be built and nobody knows me. So talk about mindset. Everything that was going on at that time was just not in my favor, and what you repeat to yourself makes such a difference. Something I've always said winners find a way to win. It was that mindset that you just got to keep grinding, keep making the calls, looking for any little opportunity to be able to build a rapport, relationship with someone and to show value and what you can bring to the table. Then you fast forward.
Speaker 2:Two years later, in September of 2022, I decided to make a move to another company and then start all over again. That was scary because when I originally started wholesaling, it was just me. I didn't have really any expenses. My expenses are dramatically different now and I had to start from scratch. But again, winners find a way to win and through a great partnership with my internal, we were able to take our territory from like a million a month to 10 million a month, and also to May 1 of last year they changed my territory again At my current place. Challenges are always going to pop up. You just got to be solution oriented to figure out how to overcome the challenge. That goes for every area of your life.
Speaker 1:You said the words. You speak to yourself, the thoughts you think are really important when you're in a challenging situation. How do you actually do it?
Speaker 2:I try to focus on the questions that I ask myself. So how do I find a way to win? How do I find a way to overcome this challenge? The bit of education I've done on the brain itself is someone asks you a question right now and you know the answer, but you just can't recall it. It's not coming to you. But then, several hours later, without thinking about it, the answer pops in your head, using your brain. The quality of your life is the quality of the questions you ask yourself. So be mindful of what you say to yourself, what you speak. Now I'm not perfect. Believe me, do I have my mind go to a negative place and I'm just kicking my own ass? A hundred percent. But I've got to be aware enough to say stop, please. Stop, and go into a different direction or a different way of thinking.
Speaker 2:When I had recently made this change, two years ago, to this new carrier, one thing I do is I don't look at everybody else's sales, right, because if I do, I'm going to beat myself up comparing myself to everybody else. Like I said, I took over a territory that was doing maybe a million a month, so I really was like, okay, I'm not going to look at sales. Everybody sells. For as long as I can Now did I do it from time to time. I did because I just wanted to see how my progress was compared to others, but I don't do it often just for that specific reason. So if I'm waking up every day going out to compete against what I did yesterday, I'm not taking my head out of the game where I know for me. If I look at everybody else's sales, it's really going to bother me. And then you go into a negative thought you suck, you shouldn't be doing this, Figure out another career. And you're beating yourself up all the time and that's just not going to help.
Speaker 1:Are there any other things that you eliminated as well to help you stay focused on what you want in your life?
Speaker 2:that is a negative trigger point. What do I mean by a negative trigger point? Let's say you're in your home office and you look around. Is there anything that when you see it, it bothers you, it gives you a negative emotion? So you've got to get rid of all that stuff, any negativity that's coming in, because you've got to remain positive, the best that you can, to keep grinding and pushing forward.
Speaker 2:And the challenge with this business is just like with exercise and dieting you can start doing it today, but you're really not going to see any of those big results several weeks from now. With wholesaling. You're not going to see any big results six months from now. And all of a sudden it's like magic. All this money's flowing in and all these sales are like oh my God, where'd that come from?
Speaker 2:And you're starting to see the fruits of your labor and it just takes time. You just got to put your head down and you got to go and keep grinding until that month comes where you're like you're starting to get some traction. And now that I'm coming up on two years in September, I'm starting to feel like I actually have relationships again where I can go and have a great conversation with the two advisors I'm going to see today. It's a two hour drive out to see him, two hours home, but at this point I'm just going to see friends, so it makes it all worth it. And if you can build a territory, region, with people you like being with, you're in a great position.
Speaker 1:What's the difference for you when it comes to either giving or taking in the relationship that you have with the advisors?
Speaker 2:That's a great question. I am, I have a very giving personality and probably to a fault a lot of times. I don't think taking is the right word. I think receiving is a better word I'd like to use because I don't consider myself a taker, but I've got to be open to receiving. That's where the law of reciprocity comes in. When I'm bringing value, whether it's to their business or to their personal life, they want to reciprocate and that just comes down to keep showing up. I think what I've gotten better at over my career is being for the business. And at the end, what specific next steps can we do? I think too many times over my career I've had a great meeting, a great conversation. I'm like, all right, see you next time, and I walk out and I didn't finish as strongly as I should have. So it's more about those specific next steps staying in touch and don't call for no reason. You've got to have a specific reason to reach out to the advisor and just to stay relevant in their world.
Speaker 1:When you go in and you're sitting down with someone, you have a great conversation. If you don't ask, you won't receive. So what have you found that your ask typically is when you go in?
Speaker 2:I'm pretty simplistic. At the end of a conversation or a meeting I'm like okay, what specific next steps can we take? Who are you meeting within the next couple of weeks that maybe we can do an illustration on? Usually, a lot of people talk about open-ended questions or multiple choice. Are you someone that needs more information? Would you like to do a Zoom with my intern to show you how some of these tools work? Or to go deeper, Are we ready to do an illustration and talk about a client? Or should we kind of set up our next meeting to give you some time to digest this and then come back in and we can go a little deeper?
Speaker 2:It just depends on the way you position it and trace it to understand, and also, too, in our business. I think over time I've become better at reading people and getting a better sense of whether they, like me, they're interested in what I'm sharing. But there's some people that are very stoic and you have no idea how they're feeling. So I'll actually call those people out and I'll just say listen, you're really stoic right now. I can't read you. What are your thoughts? What's your reaction? Is there anything I told you you don't like Just to get some conversation going, to get a better idea.
Speaker 2:Again, you've got to have a focus list and you've got to have a simple, repeatable process to really manage your territory, manage your advisors, that you can follow easily. Because, again, as if I look back over my career, time right now is I just don't. What I mean by that is I was up this morning at 5 am. I'm up that early because there's things I've got to do for me and whether it's personal or business, but I know I'm not going to be interrupted. The dog's not even up yet Now. Once wife and kids get up, now I've got time with them or I've got distractions, and then I'll go all day and then by the time I get home I've got two very intelligent athletic kids. So we've got practices, we've got games, and then I'm getting into bed at 10 PM and it's rinse and repeat. So you've got to be really critical with your time and schedule things out and execute to it, Because if you don't, you're going to have a hard time keeping your head above water.
Speaker 1:How important is having a coach doing what you do for an RVP.
Speaker 2:Gives you a different level of perspective. Sometimes you can get just caught into your daily mind frame, daily grind, and it's more of that accountability and help to expand your mind and your thoughts and help you see your blind spot, where you're coming up short, maybe the things that you're not doing. So it helps me dramatically where one it helps hold me accountable. It also keeps me working on myself. So, for instance, those of you who go to the gym and who's ever worked with a trainer, there's a big difference if you go to the gym and there's a big difference if you go to see your trainer. When you go to see your trainer, it's accountability. You're most likely not going to wake up like, oh, I can miss today, no, you're going because you're paying for it and you're also learning and able to see other ways to work on yourself with your trainer that you wouldn't do normally because of your comfort level. And it's hard for us to get out of our comfort level.
Speaker 2:There is a lot of value in working with a coach and it's funny I've had some family actually pick on me over the years for having a coach. And if you take a step back, if you've played sports, you have a coach. If you've played an instrument, you have a coach or an instructor, whatever you want to call it. And now what you're doing is you're having a coach to help you just do better in the game of life. Why wouldn't you do that to improve yourself, unless your life is so awesome. You love exactly where you are with everything you have, but I don't think a lot of people are there. We're all challenged with something, and another set of eyes is going to help us, open us up to overcoming those challenges.
Speaker 1:Talk about the investment. You've invested a lot of money in yourself. Do you believe that investment has paid off?
Speaker 2:So one thing I've learned over all these years, going back to high school my parents wanted me to go to college. I went to high school because I love sports and I love the social aspect, and, all right, I had to go to school too. I was not a big fan of going to college, so I wasn't a big fan of school, and what I realized at that moment was my parents wanted me to go because why? Because you can't be successful if you don't go to college. That was someone's narrative that they built, and college has become a very big business. I was like, okay, I'm not going to be a doctor, I'm not going to be a lawyer, I'll just go to a school that's not super expensive. And I went to Keene State College in Southern New Hampshire. I had a great time.
Speaker 2:My point in sharing that with you is when I went to California and when I was dating my wife, I came across a personal development program called PSI Seminars. Prior to that, I had worked with a life coach, went to Tony Robbins, been working with you, and if I had a choice to either go to college or do personal development and have a coach, I would choose personal development and a coach every day, twice on Sunday. Why? College is going to get you ready for a job or a career. The coach is going to get you ready for life and you do not need college to be successful. And where I've seen that hurt people. My father never went to college, my wife didn't go, and her sister and several others, and they will always use that as a crutch. I didn't go to college. I can't do this. I didn't go to college. It is such a lie and it is someone's narrative. So college could be big business, just like another narrative, the American dream is to own your own home. Why was that ever created? Because, if you think about it, home ownership and everything we do to our house whether you get a couch, whether you get someone to come by and put a new roof on it helps the economy to grow.
Speaker 2:It's 2009. I'm pulling into my first home in Newport beach, california. It was a bank repossessed townhome. I'm pulling in and I'm like I go to work just to pay bill, just to pay my mortgage, pay my car payment. I'm like this sucks, who's thought of this? Again? Because that's what we see growing up and that's what we come to understand. Because that's what we see growing up and that's what we come to understand. So, basically, what helps the economy is let's all get in debt and let's go to work to pay for it. We need to open our minds and have a different perspective. I think working with a coach that's what it's allowed me to do- this is this programming.
Speaker 1:We hear things from teachers, we hear things from parents, we hear things on the news. In your experience, how much does that control someone's actions in life? I almost became a gym teacher.
Speaker 2:My father said to me when I was in high school he said you should become a gym teacher. And I'm like okay, sounds like a great idea. So I went to college to be a gym teacher. My brother got me a job at a mail order computer company because my dad was like you need to get a job while you're there. I worked more than I should have, probably 25, 30 hours a week, but I brought home my W-2 so I can do my taxes. And he goes do you realize? You made $30,000 last year part time, and this was in 1997. And I go huh, yeah, isn't that what a teacher makes? He's yeah.
Speaker 2:Guess, I can't be a teacher and that's how I got into sale. The biggest challenge is listening to people. He saw me smaller than I saw myself and he's my father because he just he wanted me to be safe. You've got to take a step back from the narrative, from the programming, and really stop the ignorance. Think about what you really want to do and, if you can't figure out what you want to do, start doing stuff to see what you like and what you don't. It's just really important and unfortunately, I was very programmed for a very long time and it wasn't until I started doing personal development where my eyes really opened.
Speaker 2:I would share working with Michael, who recently was talking about programming, how we're programmed from zero to seven and how, basically, whatever your beliefs are, whether they're right or wrong you're just acting or living your life to those beliefs.
Speaker 2:And, to be very honest, at 47 years old, my life is not where I thought it would be. I have not come close to my dreams and aspirations, and that's my own fault, but I spent a lot of time beating myself up, comparing to others, and it was through this, the last few weeks that we've been working together, where I was just like, I was able to forgive myself and just be like it's not my fault. I was just programmed and I was just acting and living to my programs, now going forward, because I'm aware now if I don't act to those dreams and aspirations now it is a hundred percent on me, because I'm at least aware this journey that we're all on. We all go about it different ways and we have different aha moments at different times. And when's the best time to plant a tree? It was 20 years ago. The second best time is right now. Just keep moving forward and keep grinding.
Speaker 1:If an RVP was to remove this programming, what do you think would happen to their business?
Speaker 2:It would go up and explode. I built a program when I was a young child and that program because of being around my stepfather, who was very insecure, I was able to shine, shine, very insecure, I was able to shine, shine and then, out of safety, I would self-sabotage to go backwards out of fear of being hurt. I can carry that program with me for a majority of my life. Like I said, I love sports. I was a good athlete. I wasn't a great athlete, but what separated me from good and being great was that shine, shine, but then I would self-sabotage. So if you do one thing in one area of your life, you most likely do it in every other area of your life, and what I realized was I started to do that in my marriage as well.
Speaker 2:Before 2020, at my previous place, there was this thing called leader of the pack. It's the top 25% of wholesalers. So over my time there, I had made it two years in a row. I've never did it three years in a row. What I realized was I was self-sabotaging. So when I realized that I think it was 2018. And so I was so determined to make it for the third year and break that cycle.
Speaker 2:I worked right up through Christmas and even right after Christmas to get every dollar and cent I could get in. Thank goodness I made it. It's just amazing that the programs that we have set and what we've done and how they can negatively or positively impact our lives, and I think it's critical for people who view this to really think about this. If you do something in one area of your life, you most likely do it in every other area of your life. So even though you think you're working with Michael to work on your business and wholesaling, it's going to have a positive effect everywhere else in your life and you can't put a dollar figure on that.
Speaker 1:If you could only share one thing with your family, friends, just one message. What would that message be? Good is the enemy of great. Love it.
