You Can Do It

In late June 1988 I was a shaved-head basic cadet at the Air Force Academy in Colorado Springs, CO.

They gathered us all together and some “old dude” (an officer who was my current age, which is not old) said “Look to your left. Now look to your right. One of you will not be here for graduation in four years.”

They knew that about 1/3rd of the people who started would not finish USAFA.

And that was despite decades of experience in screening kids, interviewing them, requiring Congressional nominations, physicals and physical tests.

1/3rd would not have what it takes.

Fast forward to late January 2017. I’m in a borrowed gi standing in line with about 20 Brazilian Jiu Jitsu students, two of whom were brand new like me, and I’m wondering what I got myself into.

90 minutes later I knew what I had gotten myself into. The most interesting, challenging—both physically and mentally—and supportive sport I’ve ever done…

And I was hooked.

I was wiped out, beat up, and sore…but I was hooked.

Within six weeks one of my fellow rookies never shows up again and the other makes an appearance maybe once every other week and he’ll probably quit altogether if he hasn’t already.

Heck, even Peter, despite hanging out with Jesus for three straight years, turned and ran when he was first tested on the early morning of Good Friday.

It wasn’t until Peter fully understood and saw the big picture and knew he was not alone that he committed and knew he would find the strength he needed to move ahead and fulfill his calling.

Why am I telling you this?

For a few reasons.

One: yesterday you were given new life. Easter Sunday makes all the difference in the world.

Sure, Jesus had to be born and crucified first, but millions of people had already been born and thousands had been crucified before Jesus came along, so those events were not “unique” insofar as the world was concerned.

But rising from the dead!? Now that would be trending on Twitter if that happened for the first time yesterday.

So do something different, something better, something unique with this new life you’ve been given, starting today. Starting right now.

Chill out in traffic.

Hug your kids before they leave for school.

Kiss your spouse with a little more “WELL HELLO.”

Send a handwritten card to a client.

Listen to a podcast instead of the news or the Top 40 or even 80’s big hair bands. (Now you know I’m not kidding!)

Get back to the gym and work off your Easter feast and make it a new habit to take care of the body our Lord has given you.

I’ve heard that organ recipients have a new appreciation for life and that they often connect with the families of the donors and have a special bond forevermore.

And while that organ donor was selfless in agreeing to be a donor, he or she did not volunteer to die so the recipient may live.

Yesterday, you and I were given new life because Jesus volunteered to take the abuse and the torture and even death.

So that person that cuts you off in traffic or fires off an ugly email or doesn’t put their dirty clothes in the hamper is part of the family of the One who donated His life for you. So while they may have forgotten that, you need to remember it and lead by example.

Two: anything worth doing is both hard and worth doing poorly until you can do it well.

If Air Force or West Point or Annapolis or Harvard or becoming a Navy SEAL or a successful entrepreneur was easy, we wouldn’t think twice about any of these people.

But we do hold these institutions and these people in high regard because they did stick it out and graduate and build and achieve.

Former Navy SEAL and television host, Joel Lambert, was a guest on episode 159 of The Sales Podcast and he said “It’s really easy to become a SEAL. Don’t quit.”

He said it both tongue-in-cheek and seriously.

But 70% of those who enter BUD/S end up quitting.

And about 33% of those who start USAFA quit.

And 66% of my Jiu Jitsu rookie class has quit. And 80% of entrepreneurs fail within 18 months according to a study by Bloomberg.

Everyone—EVERY. SINGLE. ONE.—of those who started in the military, at an Ivy League school, in Brazilian Jiu Jitsu, or in business was terrible before they became decent, before they became masters.

Since it was worth doing, though, it was worth doing poorly until they were able to do it well, whether it was shooting, flying a plane, mastering their studies, or kicking the butts of their competitors and dominating their marketplace.

But few stick it out in any endeavor.

That’s why there’s usually only one black belt in a class of 20.

And while I’m a beaten up, sore, humbled, one-stripe white belt in Brazilian Jiu Jitsu, I’m a tested, proven, battle-savvy 20-year sales-making, commission-generating, deal-closing, referral-receiving, testimonial-collecting, book-writing, podcast-hosting, Black Belt Ninja Whisperer of sales, marketing, CRMs, and money-making.

And you can be, too.

You can do it without being arrogant.

You can do it without having a foul mouth.

You can do it affordably.

You can do it predictably.

You can do it while having a family.

You can do it while coaching Little League.

You can do it while holding a day job.

You can do it while battling a larger competitor.

You can do it in a down economy.

You can do it in an up economy.

You can do it regardless of who is in office.

You can do it in retail.

You can do it online.

You can do it with a brick and mortar store.

You can do it selling B2C.

You can do it selling B2G.

You can do it selling B2B.

You can do it.

There’s just one catch: you gotta wanna.

There’s just one more catch: you gotta start. Start here to make every sale.