Brainwash yourself into closing 90% of your deals

I used to think mindset was soft bullshit that broke closers told themselves so they didn't have to learn the actual skill. Then I built a system around my internal state and went from grinding out deals to closing over 90% of my calls and pulling $60k a month. This isn't theory. I've run dozens of closers through this exact process and watched them go to $30k, $40k, $50k plus a month. Let me show you how it works.

You need both, stop picking a side

There's a camp that says mindset is everything. There's another camp that says mindset is all fluff and skills are all that matter. Both are wrong.

"Will your mindset and your internal state make up for a shitty skill set? No, it will not."

But here's what mindset does do. It makes the skill set easier to build. It makes you show up every single day confident on your calls instead of some days hot and some days cold. It makes your skill set go further than it would on its own. For the last year I sold full time, I barely touched skill set training. I went all in on internal mastery and that's what took me to the next level.

Focus is subtraction, not addition

Everybody thinks focus means doing more stuff, cramming in more hustle. Wrong.

"Most people when they think about focus, they think about doing more. But oftentimes in order to focus, we need to be focusing on doing less."

You have a finite amount of focus. Every app on your phone was built by people who spent millions, maybe billions, studying your brain just to steal that focus from you. Amazon Prime, Netflix, Instagram, Pornhub, all of it. If you want it back, you don't fight harder. You remove the thing that's stealing it.

This is where I run what I call monk mode. Your brain wants the least effort for the highest dopamine hit. A like on Instagram gives you a dopamine spike close to what a caveman felt slaying a mammoth. That's why you'll scroll for an hour but avoid cold calling for ten minutes. The fix isn't willpower. It's elimination.

I go hard on this. "Death to the world" means if something in your life is a constant pull toward low value distraction, you cut it off, permanently, no negotiation. I removed women outside of business contact from my life, I removed politics and most social media access. Monks on Mount Athos don't even allow female animals on the property, because they protect one single focus above everything else. That's the level of seriousness I'm talking about.

Pick 3 to 5 focuses max, one main focus, run that for a season, 6 to 12 months. For me that's business, my wife and daughter, health, and theology. Everything else gets cut.

And don't rely on willpower to hold the line. Systemize it. I use blockers on my phone and my computer so there's no YouTube, no X, no Rumble, no Facebook, no dating sites, no Netflix. Tech Lockdown runs about $15 a month and makes it so I literally cannot access the distraction even if I want to in a weak moment.

Sales is a transfer of belief, so fix your own beliefs first

"You can't lead someone out of a belief that you're still living... You can't transfer what you don't possess."

If you carry a belief that money is scarce, or relationships don't last, you will leak that energy into every call whether you say it out loud or not. I had to identify the trances I was running, build the opposite empowering belief, and reinforce it daily. I did this with money and I did this with relationships. Both areas of my life changed, including meeting my wife, after I stopped living out the old script.

Here's the move that changed how I evaluate my own thinking. Stop asking if a belief is objectively true. Ask if it serves you.

"Stop asking, 'Is this objection true?' and start asking, 'Does believing this help them move forward?'"

I run the belief "I am a lucky person." Studies show people who believe they're lucky take more action and stay more optimistic, which creates more lucky outcomes. It's a loop you can build on purpose.

To install a new belief: decide on it, write it and visualize it, tag every win as proof of it, read it morning and night. "Money flows to me easily." Every sale becomes evidence. One belief at a time, one domain at a time.

Your body is the vehicle, food is the fuel

"Your body is a vehicle which you execute. Your brain is the engine. The fuel you put into this vehicle determines your performance."

My first Jaguar needed premium fuel or it would underperform and die early. Same deal with you. If you don't perform, you don't get paid, so stop running your engine on garbage.

My rule is simple. 90% single ingredient foods, 10% flexibility. If you can't pronounce what's on the label, don't eat it. Chicken breast, salmon, eggs, steak, broccoli, rice, bananas, almonds, avocados, olive oil, water. Not cereal, not protein bars, not frozen meals, not fast food, not soda. My wife cooks for me or I meal prep. Steak, sweet potato, mushrooms, ten minutes, done.

"What you eat is how you think and what you eat is how you feel and what you eat is how you perform."

Processed food spikes your blood sugar, crashes it, and hijacks your dopamine, leaving you foggy and craving more junk instead of craving the win on your next call.

During an intense sales push, I even cut out chess. It gives me so much dopamine I'd catch myself thinking about chess moves in the shower instead of thinking about my pipeline. If something gives you cheap dopamine, it competes directly with your ability to do hard, delayed gratification work. Cut it during your push.

Resistance is real and it gets smarter as you get richer

Resistance didn't go away once I hit six and seven figures. It got sneakier.

"In the pursuit of a goal, you will face an opposing force. That force is resistance... You're the knight and the dragon. War is inevitable, but the knight must win."

Focus and resilience are the two pillars that beat resistance. Focus is the surgical removal of distraction. Resilience is how fast you get back up after you get knocked down.

"Resilience is a measure of how quickly you can return after facing adversity."

Momentum works like fitness. Staying in shape is way easier than getting back in shape from zero. One skipped day makes the next skip easier. So the rule is: always start before you feel ready, because starting is what creates the momentum, not the other way around. And when things get easy, that's exactly when you go harder, not when you coast.

I had a guy, Nathan, who closed one deal in a day while another closer on the team hit four, and he immediately started questioning his whole ability based on one single day. That's the trap. Don't judge your skill off one bad day's sample size.

Build the full operating system

"You win the day before it even starts."

Your evening routine sets up your morning. Your morning sets your state for the whole day.

"Your morning self is a terrorist. And we do not negotiate with terrorists."

I write tomorrow's schedule by hand the night before. I reset my desk. Phone goes away. I wake at the same time, take a cold shower capped at two minutes, walk 10 to 20 minutes with no phone and no music, and visualize my calls going well before I ever pick up the dialer. Before every call I read words like curious, calm, confident, leader. After a no-show, I take 5 to 10 minutes to reset instead of letting it bleed into the next call.

"Focus is not something you do, it's something you are."

Discipline beats motivation every single time

"Discipline is the ability to do the work regardless of how you feel."

Every call you make right after a rejection is a discipline curl, same as a rep in the gym. On New Year's Eve, a quick shopping trip turned into almost four hours, I was exhausted and in pain, and I still sat down and recorded training at 11:25 at night. That's the whole point. Discipline doesn't ask how you feel.

Pick 3 to 5 non-negotiable tasks and do them before email, before Slack, before coffee.

"Your KPI is not your close rate, it is your adherence to the process."

When you lose a deal or bomb a call, you get 60 seconds to feel it. Then say "next" out loud and move on.

"After a bad call or a lost deal, you have a 60-second window to feel an emotion."

Half measures get half results. How you do one thing is how you do everything. I cut off high school friendships once I saw the envy and the lack of discipline in them compared to where I was headed. That's not harsh, that's just protecting your trajectory.

The bottom line

Internal mastery doesn't replace skill. It multiplies it. Cut the distractions, install beliefs that actually serve your goals, fuel your body like it's the only vehicle you've got, build real resilience instead of waiting on motivation, and run a daily system so tight that showing up at your best becomes automatic instead of optional. That's how you get to 90%. Not by trying harder on your calls, but by becoming a different person before you ever pick up the phone.