The Habit of Belief

My Singaporean friend Theo is a very intelligent guy. One day my friend asked me “what does it take to be number one?” I found his question interesting considering he was the Valedictorian while getting his degree in math and engineering, and he’s formerly a #1 recruiter and top salesperson at the Southwestern Company. After much thought the only response I had for him was “belief“. Focusing on the habit of belief was the main reason Theo was earning $40,000 per year instead of earning $100,000 per year.

Theo responded belief… I thought that is a characteristic you’re either born with or not?” We discussed how in actuality belief is developed. For example over 500 years ago people believed the world was flat. Society had to change its belief that the world is round.

Theo then asked “how do you develop the habit of belief?”

Here are the 3 things Theo and I discussed while I coached him that next year:
1. You have to have Unconditional Confidence in yourself, your product, and your company.
– Ask yourself 2 questions:
Do you believe that your product is as good if not better than any other product in your industry?
Do you believe that your service is as good if not better than any other service in your area?
*If you answered “yes” to both of these questions, then you should have confidence in being persistent for people to take the time to at least meet with you!

While earning my Psychology degree at the University of Tennessee I learned that there are 3 levels of confidence.
False Confidence- not having anything on which to base your confidence.
Conditional Confidence- basing your confidence on results.
Unconditional Confidence- basing your confidence on controllable work habits.
*Focus on the number of hours you work in a day, the number of new people you talk to everyday, and keeping a positive attitude no mater what the circumstance and you will develop Unconditional Confidence.

2. Knowledge breeds confidence and confidence breeds persistence: Know thy self, product, and company so you can be passionately politely persistent.
Calvin Coolidge said it best when he said “Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”
Selling is 100% passion and conviction in yourself and your product with 0% pressure.
*Take 10 minutes everyday to improve yourself, study your industry/product, and understand how the inner-workings of how your company operates.

3. A key element of belief is knowing that you’ve put in more effort than anyone else. If you Out Work Everyone In Sight “OWEIS” and understand that life is a numbers game, then you will deepen your belief in what you do. If you are working more hours, talking to more people, following up better, and doing all of the little things right… you can sleep easy at night knowing you’ve done your dead level best. Belief comes from knowing your doing the right thing. Believing you can do something that’s never been done takes a lot of hard work and embracing the work makes all of the difference.
*Be extraordinary. Extraordinary people do ordinary things extraordinarily well!

Theo followed me that next year in Alaska and videotaped some of the things we discussed the year before. Then I coached him the next year about believing he can be number one! Not only was Theo number one the next year… he over doubled his income and almost broke the company record! It’s funny because the next year someone asked Theo during one of his keynotes at the Southwestern Company how he over doubled his production and almost broke the company record and he said “I just simply believed“.

6 Responses to “The Habit of Belief”

  1. thank you so much. this is so inspiring.

  2. Mark pedal Says:

    I remember seeing Theo’s smiling face on a SW newsletter with a big ol’ check in 2008 after he had just finished up a 13 week summer, I think it was. It was Kyah’s record he almost beat, wasn’t it? 🙂 What an amazing legacy Southwestern leaves in its wake.

    Thanks for the article. I especially needed to hear your first point and that quote for Coolidge. Great stuff! I’ve been looking for something just like this to share with my fiancee about beliefs and the power of positive thinking (she didn’t care for Success Through a Positive Mental Attitude overly much).

    Any books you would recommend, Dustin? We’re about to head to South Korea to teach English, so something that could coach us on right thinking, right action = desired results would be great! She still hasn’t bought into the SW ethos that I try to indoctrinate her in on a weekly basis, but she’s getting there and my belief level on its efficacy for life is through the roof, so we’re headed in the right direction 🙂

    Thanks man! Keep up the great work!

  3. Great job Dustin. I sold SW books in 79, 80 and 81 and the philosophy of “Belief” still holds true.
    Our team was BAD Co. (Belief, Attitude and Desire).
    Our sales mananger was Rick DeSoto. He was very inspirational and you remind me of him in many ways.
    Keep on knocking.

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