Part One:
Sales is a Game of Probability
One Thing:
Why do the same franchises consistently win? Why do certain top producers always seem to get “lucky”? The answer is simple: they have systems. They execute consistently and with discipline. They hold themselves accountable and take ownership of their success.
Daily Disciplines:
For top producers, these words aren’t just clichés; they represent a business lifestyle. They “chop wood and carry water” every single day through their prospecting and marketing activities. While we won’t win every sale, we can drastically increase our probability of success by committing to a disciplined Proactive Prospecting System.
Every category of our selling system serves a greater purpose for our business and should shape our mindset for every conversation. Early on, most business advice is filled with vague platitudes like “Get your name out there” or “Hand out as many business cards as possible.” But true success requires a structured system.
The Purpose of Business:
Peter Drucker said, “The purpose of any business is to get a customer.” That’s it.
We must think bigger about our business and stop apologizing for wanting ultra-success and financial freedom. It is our duty and obligation to create wealth—for our families, for our futures, and for the lifestyle we deserve.
Proactive Mastery:
Being proactive means making things happen rather than waiting for them. The word "active" means "doing something." The prefix "pro-" means "before." So, when you are proactive, you are prepared before things happen.
The opposite is being reactive—waiting for things to happen to you.
Prospecting Mastery:
Every day, we should be:
Calling on new business
Following up to close business
Re-engaging past business
Nurturing current business
Success isn’t complicated—it’s about consistency and action.
Part Two: Daily 5/3/1/1 System
2 New Business Contacts:
Help List: Prospects you haven’t yet met with or shared your opportunity statement with. These are people you suspect could benefit from your services.
Fight Club: After an initial meeting, if they align with your opportunity filter (shared beliefs, clear value, motivated buyer), move them here.
3 Favorite People:
New Clients: A deal has closed, money has changed hands. Now, the goal is to blow their minds with your service, communication, and results. Happy clients introduce you to more people like them.
Promoters: Clients who have completed your 90-day onboarding process and have influence, trust, and connections. These are people you want to do business with again.
Advocates: Your most valuable category. Advocates champion your business, refer clients, and make work enjoyable. They fight for you.
1/1 Person of Influence:
Connectors: B2B referral partners with strong influence or reputations in the community.
Climbers: Young professionals on the rise who may not be ready to buy today but will be soon. Today’s climber is tomorrow’s buyer.
Someday People: Once in your Fight Club but didn’t move forward. Stay in touch—timing changes everything.
Aspirational Contacts: Individuals or companies who could transform your career if they choose to work with you.
Nextpert: A mentor or thought leader who inspires you to think and act bigger.
Part Three: Daily 3/1 System
Daily 3 Marketing Activities:
These activities should continually position you as the go-to expert in your industry. Don’t overthink it.
Recommended Activities:
Social Media Post (Business, Fun, Family/Friends = B.F.F.)
Go-Giver Strategy (Engage with 5 Comments, 5 Likes, 5 Messages)
Daily Gratitude Cards (2 handwritten notes per day)
Content Creation for a database blast (multiplier activity)
One Daily Showcase Event:
Speaking Engagement = Captive audience for your opportunity statement and beliefs.
Networking Event = Get outside the office and meet new people.
Advocate Mini-Event = Strengthen relationships with your favorite people.
Every day, commit to small, disciplined actions that drive your business forward. Success isn’t about luck—it’s about proactive mastery. Stay consistent, stay accountable, and watch your business grow.