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What do you think of when I say “discipline?”

  • Self-control
  • Restraint
  • Regulation
  • Punishment

Now, what comes to mind when you hear the word “freedom?”

  • Liberty
  • Independence
  • Choice
  • Autonomy

Those words seem pretty close to opposite, don’t they? But, in fact, one very much leads to the other…in sales, as in life.

Discipline = Freedom

The only way we can be free – financial-freedom, time-freedom, stress-freedom – is to ensure we’re disciplined in the areas of our lives that need focus and attention.

When we are focused and disciplined in our sales process, for example, it allows us the freedom to enjoy some free time, to give back when we want to give back, and to experience the true joy that makes us tick.

A Disciplined Example

When you think of a disciplined person, who comes to mind? In a recent Sandler President’s Club discussion, Tiger Woods came up as a good example. Now, say what you will about Tiger, but the man is disciplined – at least prior to enjoying “freedom” a little too much!

I can’t say 100% that this is true, but the Internet says so, so I’m going to take it as truth for this example. (Find the source here This is Tiger Wood’s schedule on a daily basis…

6:30 am – One hour of cardio. Choice between endurance runs, sprints or biking.
7:30 am – One hour of lower weight training. 60-70 percent of normal lifting weight, high reps and multiple sets.
8:30 am – High protein/low-fat breakfast. Typically includes egg-white omelet with vegetables.
9:00 am – Two hours on the golf course. Hit on the range and work on swing.
11:00 am – Practice putting for 30 minutes to an hour.
12:00 pm – Play nine holes.
1:30 pm – High protein/low-fat lunch. Typically includes grilled chicken or fish, salad and vegetables.
2:00 pm – 3 to 4 hours on the golf course. Work on swing, short game and occasionally play another nine holes.
6:30 pm – 30 minutes of upper weight training. High reps.
7:00 pm – Dinner and rest.

, “A dream doesn’t become reality through magic; it takes sweat, determination and hard work.”

One might respond to this schedule and say, “Well, if I had millions of dollars and played golf for a living, I would have a schedule like that, too. But, I have…”

This person would be completely missing the point. The “dream” life and all the money came BECAUSE of his discipline, not the other way around.

I’ll share a personal example: I have created a “cook book” – a set of tasks that I know, when I do them regularly, result in more exposure, better qualified leads and a higher percentage converting to customers.

Notice the part in there, “when I do them regularly?” I don’t do them regularly all the time, but when I do, I see the results. So why don’t I do them if they bring results? Because I’m lazy sometimes. Because my discipline gets mushy.

And that’s when I have to remind myself of WHY I do what I do. I have to remind myself that I promised my kids a trip to Hawaii when I hit my high goals. I have to remind myself that I love helping people, and the more opportunities I have to do so, the better off everyone will be.

Then, I remember that discipline works. But, in order to BE disciplined, I have to have a reason – a WHY, a passion, a greater purpose.

Because that’s what keeps me going.

Thank you to Matt White for sharing. Matt is the owner of JoltCMS where he helps businesses help their customers.


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