Velocity Selling TV – Episode 71 – Discipline Towards Yourself

Sales Discipline

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the importance of discipline towards yourself.


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Velocity Selling TV – Episode 71: Discipline Towards Yourself
Bob: Welcome back to Velocity Selling TV, this is Bob Urichuck, founder of Velocity Selling up in Ottawa, Canada and today we’ve got our one and only Matthew Whyatt down in the Gold Coast of Australia. Matthew, good to see you again.
Matthew: Great to see you too Bob. How are you today?
Bob: I am absolutely fantastic. It’s going to be another great day. Especially now that I’m a senior citizen.
Matthew: Actually that’s right Bob. Happy Birthday!
Bob: Well thank you Matthew. In the meantime, let’s take a look at this episode and take a look at Discipline. You know we’ve covered so far four modules. We talked about attitude, we talked about behaviour, competencies part one, competencies part two and to complete the whole cycle we’ve got to talk about discipline. This is where we take everything we’ve learned and we apply it in sections of discipline for ourselves. Matthew, why don’t you take a couple of minutes and talk about Discipline towards yourself. What are some important things people can do to become more disciplined? And of course, how do they reward themselves or punish themselves accordingly.
Matthew: Absolutely Bob. This is a really interesting subject especially in the last little while where I’ve been reading some more books on the topic. For example, Tim Ferris, everybody here should know about Tim Ferris, if you don’t know about him, go and look him up. He’s a bit of a success hacker guy out of silicone valley and he’s interviewed hundreds and hundreds of top performing CEO’s, athletes, billionaires, everybody, from President’s to Tony Robbins and asked them a couple of questions. And one of those questions is always, what’s your morning routine? Most of those people, 90% of those people have a structured morning routine to get themselves into state, to get themselves ready for the day. And so have a think about how you prime yourself for success because your habits will determine a lot of the things that occur in your life. Now Bob, about two years ago when I really started getting into Velocity Selling, you talked about your particular morning habit and I’d like to actually offer you the floor a moment to talk about your morning ritual.
Bob: Well I guess it’s all about, I ask people, I ask listeners, what’s the most productive time of your day? Some people say morning, some people say afternoon, some people even say evening. I ask the question what would happen in your life if you took one hour of your most productive time and dedicated it to the most important person in the world, yourself, what do you think would happen? Well of course all kinds of things would happen because now you’re going inside yourself, inside the most important person in the world and you’re setting your priorities. What I did I realized I was a morning person instead of getting up at 7:00, having a cup of coffee, I’d get up at 6:00 in the morning and dedicate that first hour to me. It would be like how can Bob take Bob where Bob wants to go? And it could be reviewing goals, strategizing, being thankful, a lot of different things and at 7:00 of course, here’s the secret, any discipline that gets recognized or rewarded gets repeated. So if I do my Bob time, guess what, 7:00 I reward myself with my first cup of coffee. And as I have that first cup of coffee I give thanks to the world for the fact that I can have a clean cup of coffee when there’s people that can’t even get clean water in the world. Again, give thanks. It’s an attitude of gratitude. And I believe in physical fitness. I got to take care of this, this is all I’ve got. So I’ll walk, I’ll ski, I’ll snowshoe, I’ll swim, I’ll do whatever I can and of course my reward for that is breakfast. And from breakfast, it’s take a shower, go and present. Now if I go and perform, well how do you think I’m going to perform? Because the bottom line is this, if I don’t have it inside of me to give away, I can’t give it away. So that’s why it’s so important for people to start with themselves and get themselves geared up from the inside out so that they can go out in society and make that difference.
Matthew: Yeah look, that’s fantastic Bob. Because it’s structured, it’s something you can repeat and repeat and repeat every single day of your life and that’s why you look so young as a senior citizen, you’ve been able to look after yourself and you’ve got that discipline around how you work. You know some of the highest performers in the world, most of them, about 60% will actually do some sort of internal meditation and that might just be sitting quietly for ten minutes, it doesn’t need to be some dot on your forehead sitting on a rock, chanting. It’s just taking time to have gratitude towards yourself.
Bob: That’s right and go inside and visualize the things you want in life and set your priorities and remember you will only live what you visualize clearly in the mind so it starts here. Just taking fifteen minutes to visualize your goals and your timing or visualizing – a discipline I used to have years ago Matthew before going out on a sales call, I would sit in the car and I would visualize the call. From going in and meeting the receptionist, to being introduced to the decision maker, to asking a bunch of questions and listening to them, empathetically listening to them and of course getting around into the meat and actually the more you can see it here, the more real it becomes out there.
Matthew: Absolutely now I really want to talk about how discipline towards your buyer in a future episode and how we can really make that work inside the business, we’re not going to get into that just yet. I hope the take away from this conversation today between Bob and I is to really think about your morning routine. Are you getting up, rolling over and looking at FaceBook for ten minutes. Is that really going to set you up for success for the day? I very much doubt it. If you check your email in the first part of the day, is that going to help you? No it’s not. You’re actually going to start, because email is someone else’s task list being forced upon you, most of the time. So take that. And I’m the biggest – I’m so guilty of that and I’ve done that so often in my life, I was, I really adopted to the whole email on phone thing. I’ve had it for about fifteen, eighteen years now and it’s so important to get yourself away from that, take care of yourself, and then you can take care of the world, and you can take care of your business.
Bob: and that’s where punishment kinda comes in. It’s reward/punishment system. You reward yourself for your effective habits, for your daily disciplines, month long disciplines, or quarterly disciplines. Reward yourself. However, you punish yourself if you don’t do what you say you’re going to do, you’re going to punish yourself. If I go partying tonight and I don’t get up until 9:00 tomorrow morning, well I’ve missed Bob time, I’ve missed breakfast- or exercise time, and I miss breakfast. And I do without them and it teaches you the way it goes and after doing this, one or two times, you really get the hang of it and you start getting very disciplined because you don’t want to do without.
Matthew: Yeah that’s right Bob. That’s the missing ingredient for a lot of people. It’s all carrot and no stick. That’s fantastic Bob. Thanks very much. I’m really looking forward to continuing to unravel this discipline piece because I think it’s the hand and glove, it’s the last piece, it’s the cornerstone that actually holds the bridge up. So let’s come back next week and we’ll talk again about more discipline.
Bob: and I think for our listeners, is take the time right now to ask yourself what disciplines would I like implemented on a daily basis? Whether it be your morning time, your power hour, or all these different things in your life that you want to get done, what’s your reward, what’s your punishment, and have a list. In our next episode we’re going to talk about discipline towards your organization, whether it be your business or whether it be your organization you work with. So Matthew, until next week, have a great week, we’ll talk to you then.
Matthew: Fantastic, bye for now.





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Matthew has been involved in the growth of many businesses across multiple industries including, health products, software development, IT consultancy, Real Estate and franchise sales with personal sales of over $100 million.

After all of this hard work Matthew took a year off with his wife and two children in Bali. After returning to Australia Matthew was ready to take on his next challenge, following his passion in Sales, and joined the Velocity Selling team as CEO.

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