1
00:00:00,119 --> 00:00:02,768
I'm watching surfers in B, California.

2
00:00:03,541 --> 00:00:04,576
Here's what I'm noticing.

3
00:00:05,372 --> 00:00:07,735
Surfers don't care if they wipe out. I'm

4
00:00:08,015 --> 00:00:09,855
They don't feel rejected by a wave.

5
00:00:10,735 --> 00:00:12,574
Wiping out is the nature of surfing.

6
00:00:13,294 --> 00:00:15,830
When surfers wipe out, they paddle out

7
00:00:16,266 --> 00:00:18,884
wait for another wave and simply begin again.

8
00:00:19,836 --> 00:00:21,423
Surfers don't judge waves.

9
00:00:22,216 --> 00:00:23,986
Surfers don't have expectations

10
00:00:24,533 --> 00:00:26,443
surfers aren't attached to the outcome.

11
00:00:27,319 --> 00:00:28,911
Some waves last longer than others,

12
00:00:29,787 --> 00:00:31,003
big and small waves

13
00:00:31,379 --> 00:00:33,549
seem to be part of the same experience.

14
00:00:34,109 --> 00:00:35,309
Surfing just is.

15
00:00:36,189 --> 00:00:37,309
It's the same with selling.

16
00:00:38,030 --> 00:00:40,682
Some conversations of you have with people last

17
00:00:40,682 --> 00:00:42,279
a long time and turn into business,

18
00:00:42,917 --> 00:00:44,035
some fizz out,

19
00:00:44,913 --> 00:00:47,548
good and bad conversations are part of the

20
00:00:47,548 --> 00:00:48,346
same experience.

21
00:00:49,478 --> 00:00:51,631
Paddle out, or identify prospects,

22
00:00:52,428 --> 00:00:54,261
wait for the wave, meaning, reach out,

23
00:00:54,979 --> 00:00:55,218
surf,

24
00:00:55,855 --> 00:00:56,812
have conversations,

25
00:00:57,703 --> 00:01:00,647
and just let what happens happen without expecting

26
00:01:00,647 --> 00:01:01,442
anything to happen.

27
00:01:02,476 --> 00:01:05,738
Waves or conversations come and go all the

28
00:01:05,738 --> 00:01:05,977
time,

29
00:01:06,548 --> 00:01:08,936
There's power and confidence in knowing that.

30
00:01:09,891 --> 00:01:12,915
Accept each wave or conversation without judgment, let

31
00:01:12,915 --> 00:01:13,870
go of expectations,

32
00:01:14,586 --> 00:01:15,382
detach from the outcome.

33
00:01:16,112 --> 00:01:16,850
Hang loose

34
00:01:17,221 --> 00:01:19,120
and adopt a surfers mind.