It's the 23rd of February and I'm annoyed at you. Okay, I'm about to take it. I'm sat my throne. I think you've been doing so well this year and you've done such wonderful work. You're making me look bad. Wow. What makes you say that? Because I want you to fail. It's the 23rd of February. It's a short one today from our friend, Curly Marcus, Marcus Aurelius. You shouldn't give circumstances the power to rouse anger.

for they don't care at all. Yeah. Yeah. there's some beautiful stoic quotes that probably we might be able to have a bit of a quote of it. The one it reminds me of is the one about getting into the boxing ring and expecting not to get punched in the face. Yeah. The boxer doesn't get into the boxing ring and complain when he gets punched in the face because he accepts the rules of the engagement. I'm going to get punched.

But where in life it can go wrong, certainly where it can go wrong in sales is you're taking punches and thinking, but hold on a second. I didn't agree to these rules. I'm supposed to just succeed on what's going on. And, um, I think it's, it's the old adage of no man enters the same river twice. You know that one? No man, no man enters the same river twice because it's not the same river. It's not the same man. Yeah. It's similar to, um, the broom.

Yeah, you change the broom head. You change the broom handle. It's never the same broom. Exactly. Jim Carrey's got this great speech that he gives a university somewhere in America. It's like a graduation ceremony. He's talking about how there's a belief perhaps early on in your life that life's happening to you. You're the center of your own universe and you feel like everything's personal, both the good and the bad, but you feel like it's all happening to you. And then he talks about how

It got to a point in my life where I felt actually, no, no, no, it's happening for me. And there's opportunities, but the stoics would probably say life's just happening regardless of you. The river continues to run. And I think there is that stoic quote of life is a river. And at some point you're to get taken out. Yeah. It carries on flowing before you and after you. So in a sales setting, it might be, um, the prospects decided to go with someone else or we agreed that meeting, but they didn't show up.

because life has continued without you. You're not the most important part of someone's day. And salespeople, if they're doing the work properly, not only are forgettable, but probably should be forgettable as well. It isn't about you. Life continues with or without you. Have you ever experienced Sonder? Sonder. Do you know Sonder? Sonder? Is that the realization that everyone has?

a life outside of you. Yes, exactly. So you're not the main character. You are in your life. It is the Zach Thompson show. And I'd like to think I'm a supporting lead in this episode. But there are extras all around. And when you go to Tesco and you get your sushi, there's hundreds of extras. But actually, they're also the main character in their own life. Thank you, Tesco. And that makes me.

think about like the sales setting, because it can be quite an overwhelming feeling that like it's not all about you in the opposite words of McFly. But what we, what we see is somebody will go, I can't call them back. I call that person once before they're going to be mad. You think that people are going to remember you. And when you go back, had a brilliant conversation with him four months ago and you see it in your diary and you know, three months ago, two months ago, one month ago, you'll have to remind me.

But it was a dead sir. They sounded so into it in that moment. And they forgot about you because you're not the main character. Exactly. We had a guy who was doing a bit of training with the drummer and he was saying that I call this guy back every month and every month he tells me, no, it's looking like next month star because that guy's life's continue without you, but he's probably just being very polite. So I actually go back to him and say, if I just put this down as a no and didn't chase you, what would you tell me? Yeah. And he went.

Yeah, that's probably wise to do and I'll just get back to you if and when we're ready. So in his mind, so that was certain he's the main character. He's definitely on that guy's mind where he actually took himself out of it and realized he wasn't. There was no interest there. Yeah. And as salespeople, all you want is you don't want a pipeline full of hope. You want yeses and nos and the nos will sometimes come back to surprise you and turn into yeses. at least that you've been in control and you've said, I'm confident moving forward.

that this goes into the pipeline because there are some next steps attached to this. There's no hope in there, baby. I've been Jack Frimston. I've been Zack Thompson. Remember you will die. Sven, Sven, Sven, Goran Ericsson.