Truth be told this was on the list to write about prior to knowing when the movie AIR was going to be released. Random perfect timing. And if you haven’t checked the movie out yet, I highly recommend it.

Just Do It.

Phil Knight, co-founder of Nike, shared a story that perfectly captures the essence of the Nike brand and what it truly means to “Just Do It”.

He asked the audience to stand up if they ran 3 times a week, rain or shine, regardless of weather or temperature. He then said, “The next time you’re out there, before the Sun is up, it’s dark, it’s cold, and it’s wet, and you’re running by yourself. We’re the ones standing under the lamp post cheering you on.” That’s how he described Nike. In an instant, you understand what “Just Do It” means. It has everything to do with doing and nothing to do with winning.

Taking consistent action, even when you are busy or do not want to, will get you to where you want to go.

Anyone else a runner? Brooks are my go-to shoes. What’s yours?

“Action is the foundational key to all success.”
— Pablo Picasso


As a salesperson, your ability to take consistent action is what sets you apart from your competition.

Consistency in the mundane can also be the hardest part about what you do day to day.
In 1to1 coaching the two things I hear the most are:

-“I don’t have enough time in the week to do outreach”
-“I don’t have a consistent follow-up plan”

So how then can you effectively and efficiently create success within the action?

60% of customers say no four times before saying yes, and 48% of salespeople never make a single follow-up attempt.

🔑 Key pieces to consider when developing your consistency to success.

  • It is in the Follow-Up. Create a touch point cadence (at least 5-8 steps). A cadence may look like: Email, call, LI connection, call, email. Next, draft out what to say in your emails and calls-this undoubtably is the hardest part. Keep the focus on them and providing value for them. Don’t pitch. Do ask for time.
  • Priming Bias. People become more open to something the more they see it. Building incremental value creation is a way to create credibility. The client learns that you have the consistency and determination to invest and reinvest in the relationship over the long term. Create your touch points closer together in the beginning and slowly spread it out over time.
  • Technology is your friend. Back in my day…😊 the only technology I had was a CRM system. Now there are endless amounts of technology that help streamline your workflow and makes it easier to stay consistent in your action. If your company offers these, use them, make them your friend.
  • Remember the pancake. A few newsletters back we talked about “The First Pancake”. Starting to put your action into practice is not going to be perfect the first time around. Have fun with it! Stay curious, what can you learn along the way as you stick with the action of being consistent? them you have heard them.


In our industry, it’s easy to get caught up in the numbers and focus solely on closing deals. Focusing on consistent action not only gives us a clear roadmap-it gets us to those closed deals faster.

So the next time you’re feeling discouraged or overwhelmed, remember Phil Knight’s story and the Nike brand.

Celebrate the accomplishment of doing. Keep pushing forward, even in the face of adversity.

And always remember to “Just Do It”.

What’s Happening This Month
All month-New programming being designed!

5/14 – Mother’s Day

– Keynote Speaker meeting with AMWINS

– Coaching Circles with Accurate

– Keynote Speaker & Training meeting with EMC

– Memorial Day

6/2 – Speaking “Make your first impression count” with Pride Lending

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