Selling From the Heart Podcast

Guitze Messina is a trailblazer in the HVAC industry and the author of MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting. With decades of experience in building strategic partnerships and driving growth initiatives, Guitze specializes in enhancing service outcomes, fostering innovation, and building trust-based client relationships. His leadership philosophy is rooted in integrity and heart-centered values, making him a perfect fit for the Selling from the Heart podcast. Guitze is passionate about creating lasting value for organizations by focusing on trust, meaningful relationships, and genuine care—core principles that resonate across all industries.SHOW SUMMARYIn this Selling from the Heart podcast episode, Larry Levine and Darrell Amy are joined by Guitze Messina to explore the principles behind his book MONEYCALL and the art of achieving recurring sales with less prospecting. Guitze shares actionable strategies for proactively engaging with existing customers, understanding their needs, and leveraging relationships to drive sustainable business growth. He also discusses the importance of a customer-centric mindset, the value of asking strategic questions, and the role of structured sales processes in fostering long-term success. Whether you’re in HVAC or any other field, Guitze’s insights will inspire you to refine your sales approach, deepen client trust, and increase revenue through meaningful connections.KEY TAKEAWAYSProactive Selling: Focus on engaging existing customers to drive recurring sales rather than relying heavily on prospecting for new clients.Listening and Asking: Strategic questioning and active listening help uncover customer needs and buying preferences, leading to stronger relationships.Recurring Sales Focus: Businesses in recurring sales industries can unlock growth by nurturing relationships with their existing customer base.Right Structure: A structured and manageable client load is essential for sales professionals to adopt a proactive approach effectively.Customer-Centric Approach: Shift from transactional service to relational, serving-oriented strategies to foster loyalty and long-term success.QUOTES TO REMEMBER"The more that you learn from your customers, the more you earn from your customers." — Guitze Messina"You grow your business through your customers, not at the expense of your customers." — Guitze Messina"Nothing happens unless you're talking to a client." — Guitze Messina"Helping the customer grow their business ensures that you also grow your business." — Guitze Messina"Selling from the heart is making it easy for your customers to buy what they really want." — Guitze MessinaConnect with Guitze MessinaGuitze Messina's LinkedInFOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Robert Hamilton Owens is widely known as The Fittest and Mentally Toughest 71-Year-Old in the World. An Ironman athlete, Special Ops Pararescueman, keynote speaker, and father of five, Robert has completed 12 Ironman triathlons, extreme endurance races, and the World Marathon Challenge. His life is defined by resilience and determination. With over 25 years of inspiring audiences, from Navy SEALs to international governments, Robert is dedicated to helping others realize their potential through mental toughness and personal growth.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy talk with Robert Hamilton Owens about building mental resilience and overcoming rejection in sales. Robert shares his remarkable journey from a self-doubting youth to a leader in Air Force Pararescue and an endurance athlete. He provides practical strategies for cultivating mental toughness, handling rejection, and thriving in high-pressure sales environments. The conversation also emphasizes the importance of passion, mentorship, and embracing challenges to unlock one’s full potential.KEY TAKEAWAYSOvercoming Adversity: Personal growth often involves facing and conquering significant challenges. Robert shares his journey of transformation through resilience and mentorship.Mental Resilience: Mental toughness is critical in sales, especially in high-rejection environments. Practices like visualization, breathing exercises, and affirmations help build resilience.The Role of Mentorship: Having mentors who believe in your potential can be transformative, even when you doubt yourself.Rejection as Growth: Embrace rejection as a necessary part of the process. Learn from it, grow with it, and persevere.Passion Sells: Selling with passion turns sales into a natural and authentic expression, making it easier to connect with clients.QUOTES TO REMEMBER"Most people exist; they don't live." — Robert Hamilton Owens"It's not what happens to us; it's what happens in us." — Robert Hamilton Owens"If your why is strong enough, you can move mountains." — Robert Hamilton Owens"Rejection’s part of life, and you have to learn to grow with it and use it." — Robert Hamilton Owens"You sell from your passion. If you have passion, it's not selling; it's leaking." — Robert Hamilton OwensCONNECT WITH ROBERT OWENS:Robert Owens' LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Brent Long is the founder of Long on Life, an organization dedicated to helping individuals and businesses unlock their true potential through the practical wisdom of Jesus Christ. With decades of experience coaching sales teams and business owners, Brent is passionate about transforming the traditional image of salespeople into authentic, caring superstars. A former football coach and long-time straight commission earner, Brent brings unique insights into the demands of high performance. Alongside his wife Kelley, Brent advocates for adoption, runs a 32-acre retreat called Longhaven, and dedicates his life to service, family, and faith.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Brent Long to explore heart-centered sales and the transformative power of compassionate questioning. Brent introduces the concept of the "begrudging heart" in sales and explains why the question "Do you want to be healed?"—rooted in the teachings of Jesus—is the greatest sales question ever asked. By focusing on authenticity, genuine care, and emotional impact, Brent shares how to build trust and create lasting success in sales. This episode highlights how asking meaningful, heart-centered questions can redefine relationships and foster authentic connections.KEY TAKEAWAYSHeart-Centered Sales: Genuine authenticity and compassion are the cornerstones of successful sales relationships.The Power of Questions: Asking deep, heart-centered questions builds trust and uncovers clients' core needs.Gratitude and Community: Focus on gratitude, authentic relationships, and community-building for long-term success.Authenticity vs. Faking: Authenticity cannot be faked—clients can detect insincerity and respond accordingly.Emotional Impact: Compassion and care help foster trust, loyalty, and repeat business.QUOTES TO REMEMBER"You can't fake authenticity and compassion. It's either there or it's not." — Brent Long"'Do you want to be healed?' is the greatest sales question ever asked." — Brent Long"I'm going to out care, out love, and out compassion everyone else." — Brent Long"Make someone feel comfortable, and they will open up and share their business secrets with you." — Larry Levine"Never ask for trust; demonstrate it and let them decide." — Darrell AmyCONNECT WITH BRENT LONG:Brent Long's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Jill Schulman is the Founder & Principal of Breakthrough Leadership Group and a passionate leadership development consultant specializing in programs that drive performance. A former Marine Corps officer, Jill began her career in sales management and honed her leadership skills over a decade in the field. Today, she’s dedicated to helping others cultivate their own leadership abilities. Known for translating leadership theory into actionable strategies, Jill’s diverse background in the military, corporate world, and volunteer organizations makes her a sought-after speaker, coach, and trainer.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jill Schulman, founder of Breakthrough Leadership Group, to discuss the science of bravery in sales. Drawing from her experiences in sales leadership and positive psychology, Jill emphasizes the importance of cultivating a brave mindset, taking proactive actions, and building meaningful connections. She encourages sales professionals to embrace discomfort, develop courage incrementally, and foster trust through genuine relationships.KEY TAKEAWAYSBravery is Cultivated: Bravery can be developed over time with consistent, intentional acts of courage.Mindset Matters: A growth mindset and positive outlook are essential for success in sales.Action is Key: Taking brave, proactive steps is crucial for personal and professional growth.Brave Connections: Building relationships with key influencers can accelerate success in sales.Regret Minimization: Acting bravely now prevents the regret of missed opportunities later.QUOTES TO REMEMBER"It is not because things are difficult that we do not dare, but because we do not dare things that are difficult." — Jill Schulman"Bravery is about doing the right thing, even when it's hard." — Jill Schulman"Sometimes we have to step into discomfort to truly grow." — Jill Schulman"Trust is the currency of sales." — Larry LevineCONNECT WITH JILL SCHULMAN:Jill Schulman's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Dan Owolabi is the Founding Executive Director of Branches Worldwide, a fast-growing non-profit organization dedicated to investing in high-impact Christian entrepreneurs globally. With 20 years of experience in teaching leadership, Dan is a sought-after keynote speaker and a member of the Global Leadership Summit teaching faculty. He has worked with leaders across more than 15 countries and four continents, helping them clarify their identity and leverage their influence to serve others.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy talk with Dan Owolabi about the crucial role of authenticity and self-awareness in sales and leadership. Dan shares insights from his book Authentic Leadership, discussing the importance of understanding both internal and external self-awareness and how these practices impact influence and relationships. The conversation provides practical steps for developing self-awareness and highlights the significance of core values and cultural intelligence in effective leadership. Larry and Darrell also thank listeners for their support of Selling in a Post-Trust World and encourage reviews to unlock exclusive podcast content.KEY TAKEAWAYSAuthenticity in Sales and Leadership: Genuine behavior is essential for building trust and achieving success in sales and leadership.Self-Awareness: Understanding both your internal thoughts and how others perceive you is key to enhancing influence and fostering relationships.Core Values: Identifying and adhering to a few core, non-negotiable values is crucial for maintaining integrity and guiding actions.Cultural Intelligence: The ability to understand and connect with people from diverse backgrounds is vital for effective leadership and sales.Influence and Connection: True influence comes from connecting with others authentically, helping them improve, and building trust through integrity.QUOTES TO REMEMBER"Self-awareness is a lot like trying to read the outside of a bottle from the inside. When you're inside yourself, it's really hard, but if you can ever get outside yourself, if you can understand how people see you, that'll make a huge difference in your life." – Dan Owolabi"To know thyself is to value thyself. And if you really value yourself, you’ve got to do the heart work (H.E.A.R.T.). It’s hard work, but it pays off." – Larry LevineCONNECT WITH DAN OWOLABI:Dan Owolabi's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Liz Wendling is a renowned sales and business development consultant with expertise in transforming the sales approach for modern professionals. As president of Insight Business Consultants, Liz focuses on helping businesses and individuals refine their sales strategies to connect authentically with clients. Known for her no-nonsense style, Liz emphasizes genuine communication and building trust in sales relationships. She is also a respected author and speaker, offering practical insights and actionable advice to help sales professionals succeed in today’s competitive marketplace.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Liz Wendling to explore the power of authenticity in sales communication. Liz shares practical advice on overcoming common challenges in sales emails and follow-ups. She highlights the importance of personalized messaging, engaging directly with clients, and refining sales language to avoid sounding pushy or self-serving. The conversation offers insights on how to ask clients about their preferred communication styles and provides motivation for sales professionals to finish the year strong by focusing on genuine connections. If you want to elevate your sales game, Liz’s tips on crafting compelling sales emails will inspire you to sell with heart.KEY TAKEAWAYSAvoid Clichés: Stop using overused phrases like “just following up” that can harm credibility.Define Your Reputation: Focus on what you want to be known for as a sales professional.Refine Your Language: Eliminate self-deprecating or minimizer statements from your communication.Direct Communication: Engage clients with respectful and direct conversations.Follow-Up Preferences: Ask clients how they prefer to stay in touch during meetings.Authenticity Matters: Ensure every message delivers real value and reflects authenticity.Language Matters: Pay close attention to the words you use in emails and interactions to create meaningful impact.QUOTES TO REMEMBER“When you sound like everyone else, you get the same results as everyone else: ignored.” — Liz Wendling“Act like a professional, and do what professionals do.” — Liz Wendling“Your language should catch their attention with business-centric value, not gimmicks.” — Liz Wendling“Declare what you want to be known for and make that your mantra.” — Liz Wendling“You don’t need fluff—get straight to the point and the heart of your message.” — Liz Wendling“Ask your clients how they want to communicate moving forward.” — Liz WendlingCONNECT WITH LIZ WENDLING:Liz Wendling's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Mike Garrison is an expert with over 25 years of experience working with financial advisors and small business owners to grow their businesses through a comprehensive, predictable referral system. Beyond his professional work, Mike is a passionate fly fisherman and a certified exit planning advisor, dedicated to helping business owners preserve their legacies. His expertise in business growth, referrals, and trust-building makes him a valuable guest on the Selling from the Heart podcast.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Mike Garrison to explore the art of winning referrals. Mike shares how trust and genuine relationships are the foundation of lasting business success. He introduces the concept of being "referable," stressing the importance of maintaining trust and value in relationships, much like borrowing a friend’s prized car. The discussion focuses on giving back more value than received and shifting the referral mindset towards heart-led engagement. The episode also encourages listeners to explore Larry Levine’s book, Selling in a Post Trust World, and access his exclusive podcast series to dive deeper into these themes.KEY TAKEAWAYSImportance of Referrals: Referrals are an opportunity to build authentic relationships rooted in trust, not just a tool to generate sales.Being Referable: Ask yourself, “Are you referable?” Maintain trustworthiness and consistently provide value in all relationships.Engaging Centers of Influence: Collaborate with key centers of influence, such as attorneys, to create mutually beneficial business opportunities.Heart-Led Sales: Approach all sales and referral activities with a heart to give, focusing on genuine relationships over transactions.QUOTES TO REMEMBER"You don't build trust when you're always asking and taking, but you do build trust when you get beyond yourself." – Mike Garrison"Are you referable? Do you provide value? Will you bring the relationship back better than it left?" – Mike Garrison"If you want referrals as a sales rep, the people you work with want them too." – Darrell Amy"A big percentage of your client base comes from other financial advisors; I'll never ask you to betray a professional relationship that gave you a client." – Mike Garrison"Find out the areas in their business they want to accomplish, bring in your centers of influence, and watch what happens." – Larry Levine"Have a heart to give in every interaction—whether with customers, centers of influence, or the person next to you on a plane." – Darrell AmyCONNECT WITH MIKE GARRISON:Mike's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Ann Latham is the founder and president of Uncommon Clarity, Inc., where she specializes in strategic planning, decision-making, and process improvement. With over 20 years of experience, Ann has worked with Fortune 500 companies, non-profits, and government agencies, helping them enhance productivity and achieve sustainable growth. A recognized thought leader, Ann’s work has been featured in major publications. She holds a degree from Tufts University and is an expert in guiding organizations to achieve clarity and alignment in their operations.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Ann Latham to explore how clarity can transform both sales and organizational effectiveness. Ann shares insights from her extensive experience in strategic planning and decision-making, emphasizing the importance of clear objectives and disciplined processes. She highlights how disclarity and the lack of defined decision-making procedures can stall sales deals and derail organizational success. Ann advocates for sales professionals to embrace clarity in their approach, helping clients solve their problems and make confident decisions. Larry and Darrell also promote Ann’s book, The Power of Clarity, as a resource for anyone looking to enhance communication, productivity, and decision-making in their business.KEY TAKEAWAYSClarity in Decision-Making: A disciplined decision-making process that includes clear objectives and defined criteria is crucial for moving forward effectively.Enhancing Productivity: Clarity improves communication, alignment, and overall productivity within teams and organizations.Involvement of Key Decision Makers: Engage all key stakeholders from the beginning to avoid stalls and misalignment later in the decision-making process.Addressing Risks: Identifying potential risks upfront is an important step that is often overlooked in decision-making.Common Sense, Uncommonly Applied: Despite the importance of clarity, it’s often not implemented effectively in organizations.Sales Professionals' Role: Sales professionals can guide clients through a clear decision-making process to ensure smoother and faster deal progress.Process Clarity: Clearly defining the steps in decision-making helps reduce misunderstandings and streamlines actions.QUOTES TO REMEMBER"The key is to focus on understanding what people’s problems are and helping them solve those problems more effectively." — Ann Latham"Bringing a disciplined process to any decision helps get everyone on the same page." — Ann Latham"When you think about sales, unleash true sales potential by guiding with clarity—it’s an incredible gift." — Darrell Amy"Everyone come together and agree on what ‘good’ looks like." — Larry LevineWHY YOU NEED TO LISTEN:This episode is packed with practical strategies to help you incorporate clarity into both your sales approach and your organizational processes. If you’re a sales professional or leader looking to improve decision-making, enhance productivity, and ensure long-term success, Ann Latham’s insights will guide you on the path to achieving clarity and confidence in every decision.CONNECT WITH ANN LATHAM:Ann Latham's LinkedIn. FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Tim Ohai is a business strategist and founder of Kupu Solutions, specializing in leadership development, sales enablement, and organizational transformation. With over two decades of experience consulting for Fortune 500 companies and startups, Tim helps businesses achieve sustainable growth through innovative strategies. Known for his practical and human-centered approach, Tim is an expert in navigating organizational dynamics and empowering teams. He holds a degree in master's degree in Organizational Psychology and is passionate about philanthropic initiatives.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Tim Ohai, founder of Kupu Solutions, for an insightful discussion on overcoming workforce stress and disengagement. Tim dives deep into what he calls the “stress pandemic” plaguing today's workforce and offers strategies for building clarity, empowerment, and engagement within organizations. The conversation explores the importance of aligning priorities, creating trust-based accountability, and fostering a culture that supports authentic sales practices. Tim also introduces a masterclass designed to help leaders elevate their teams and enhance execution. This episode is packed with actionable insights for sales leaders looking to empower their teams and drive sustained success.KEY TAKEAWAYSAuthentic Sales Approach: Selling from the heart means operating from a place of confidence, trust, and acceptance, not fear of failure or rejection.Clarity Is Key: Establishing clarity in goals, strategies, and roles is crucial to reducing confusion and increasing engagement.Empowerment and Engagement: Empower your team by providing the necessary tools and support while creating a culture of trust and accountability.Adaptive Leadership: Leaders must balance disruption with optimization, maintain clear communication, and stay accessible to their teams.Execution Over Strategy: The true success of any strategy lies in its execution, driven by an engaged and empowered workforce.Self-Coaching: Sales professionals should seek clarity in their roles and resources, helping leaders improve and guide more effectively.QUOTES TO REMEMBER"When you're selling from the heart, you're selling from a place of confidence, not fear of failure, rejection, or risk.""Clarity is king. Make sure everyone knows what success looks like and keep the priorities aligned.""Accountability should be trust-based, not fear-based.""Engagement is key. Companies with highly engaged workforces are 23% more profitable.""Execution is where all the money is made."WHY YOU NEED TO LISTEN:This episode is a must-listen for sales leaders looking to tackle workforce stress and disengagement while driving authentic and sustainable success. Tim Ohai shares practical strategies that will help you clarify your vision, empower your team, and execute your strategy with confidence.CONNECT WITH TIM OHAI:Tim Ohai on LinkedInLooking for even more insights? Don’t miss Tim Ohai’s masterclass on building high-performing teams! Check it out here: timohai.com/masterclassFOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Jake Thompson is the founder and Chief Encouragement Officer at Compete Every Day, a lifestyle brand dedicated to fostering a competitive mindset for personal and professional growth. As a keynote speaker, author, and performance coach, Jake helps individuals and organizations harness the power of resilience, motivation, and leadership to achieve their goals. Through his work, Jake inspires people to embrace competition as a way to drive continuous improvement and achieve success in all aspects of life.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy engage in an inspiring conversation with Jake Thompson, founder of Compete Every Day. Together, they explore the vital role of a competitive mindset in sales and how cultivating resilience, motivation, and authenticity can lead to long-term success. Jake shares strategies for overcoming the comparison trap, building mental toughness, and fostering healthy competition within sales teams. This episode is packed with actionable insights to help sales professionals navigate challenges, embrace a growth mindset, and focus on relational selling for lasting impact.KEY TAKEAWAYSResilience Training: Learn how to build resilience by handling rejection, sticking to a process, and bouncing back after setbacks.Healthy Competition: Discover how to encourage healthy competition within teams by focusing on process praise, gamification, and leveraging team dynamics.Overcoming Comparison Syndrome: Gain insights into managing the negative effects of comparison, which is often amplified by social media.Coaching and Mentorship: Understand the role of sales leaders in sharing their experiences and providing continuous coaching to help their team develop.Long-Term Success: Embrace a mindset that values relationships and consistent effort over quick, transactional wins.Daily Routines for Success: Learn how to structure your day into productive quarters to stay focused and resilient in the face of challenges.QUOTES TO REMEMBER"We must move from a transactional sale to a relational sale.""It's all about relationships and building them for the long term.""Resilience is built in struggle.""How are you competing every day—with your fears, doubts, insecurities, and rejections?""Sales is a full-contact sport. You're going to get knocked down, but you have to pick yourself back up.""Be consistent and hold yourself radically disciplined to make sure it happens."WHY YOU NEED TO LISTEN:This episode is packed with practical strategies for cultivating a competitive mindset that helps sales professionals thrive in tough environments. Whether you're looking to boost your mental toughness, develop resilience, or improve your sales performance, Jake Thompson’s advice will inspire you to compete with yourself and drive long-term success in your sales career.FOLLOW THE CONVERSATIONJake Thomposon's LinkedIn. Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration