Part One: Your Free Prize
Daily One Thing
To stand out in your industry, you must align your BELIEF proposition with your VALUE proposition. We call this your “free prize.”
What sets you apart? Why should clients choose you over thousands of others in your field? Your ability to differentiate yourself—and your company—lies in how you present and deliver your unique value.
“Be yourself; everyone else is already taken.” – Oscar Wilde
In a world filled with sameness, standing out is your greatest asset. Too many people simply copy and paste what everyone else is saying and doing. Instead, you need to express common ideas in uncommon ways to truly capture attention and set yourself apart.
What’s Your Competitive Advantage?
Success in today’s business world is about creating a “Brand within a Brand.”
People aren’t just buying into the company you work for—they are buying into you. Once they know you, like you, and trust you, they will naturally trust the company you represent. Your unique brand amplifies the company’s reputation, making you an essential part of the decision-making process for your clients.
Free Prize “Intangibles”
Your free prize isn’t just a product or service—it’s the experience and transformation you provide. Here are a few intangible qualities that elevate your brand and make people want to work with you:
You make people feel better about themselves when they’re around you.
You take negative thoughts and transform them into positive action.
You simplify complex ideas and make them easy to understand.
You provide clarity in moments of confusion.
You remove emotion from tough decisions, helping others make better choices.
You inspire confidence and encourage people to take action.
You have a “whatever it takes” mindset to get things done.
E: What free prize intangibles do you want your clients to feel or say about you?
Part Two: Company Free Prize
For New Salespeople: Understanding Your Company’s Differentiation
Early in your career, you’ll rely on your company’s brand reputation. You’ll often say things like, “This is how WE do it differently.” That’s okay—you may not have your own unique differentiation yet. But as you grow, you’ll develop your own signature approach within the company’s framework.
Every business owner or manager should be able to clearly articulate how their company is different, better, or faster than competitors. In today’s oversaturated market, clients have endless options. Your ability to confidently communicate your company’s core values and differentiators will set you apart.
“You can’t sell the cookware if you don’t buy the cookware.” – Zig Ziglar
Three Ways Your Company Stands Out
One of the most common questions investors ask on Shark Tank is: “What is proprietary about your product?” You should be able to answer the same question about your company. Even if your business doesn’t have a patented product, it should have a structured, step-by-step system that you can walk clients through, reinforcing your expertise and credibility.
A commodity is something valuable, but when too many people offer it, it loses its uniqueness.
Our Company’s Differential Advantage Statement
At our company, we believe training should be intense yet fun and engaging.
Our P90X-style sales training ensures consistent daily accountability.
We incorporate gamification into the sales process, using leaderboards and scoreboards to keep people motivated.
We foster a community of learners, ensuring that no one is navigating this journey alone.
E: What is your company’s free prize?
(Write your response below)
Part Three: Money Changes Hands
Money Moves When Problems Are Solved
What problems do you solve for your clients? The bigger the problem, the more money you make.
Statement One Liner: There are two key ways that set us apart from others:
Entrepreneurs only make money when they produce real results.
Those results come from solving other people’s problems.
The more problems you solve, the more money you make. The bigger the problems you solve, the bigger your opportunities become. You can either solve small problems for small clients or solve large problems for high-value clients—and be rewarded accordingly.
Confidence in Solving Bigger Problems
Many new salespeople struggle because they lack confidence and focus on small, easy-to-solve problems. However, the most successful professionals tackle industry-wide challenges. When you develop expertise, credibility, and trust, you’ll feel empowered to approach higher-level clients and command greater financial rewards.
Being an Entrepreneur is About:
Identifying market problems.
Creating innovative solutions to solve them.
Think about a time when you paid for a service but still didn’t get your problem solved. Frustrating, right? That’s because most companies aren’t truly solving their clients' pain points.
Your job is to ensure that you deliver real solutions—not just services.
E: What problems do you and your company solve for people?
Your “Free Prize” is the unique value you offer that makes people want to work with you.
Your company’s differentiation should be clear, structured, and easy to communicate.
The biggest money is made by solving the biggest problems.
When you align belief, value, and action, you don’t just stand out—you become irreplaceable.