December 20, 2025 | Read online​

With the year winding down there’s a lot of reflection going on.

All the different platforms (Apple, Amazon, Spotify, Instagram, etc) send us our ‘year-in review’ to remind us of all of the crap we bought and things we watched or listened to.

According to Spotify, the main genre of music I listened to in 2025 was Disco House and my “listening age” is 21, which I think is hysterical.

We also get a chance to reflect on how well we did on our goals this year and reset our goals for the new year with quota being the most obvious and objective one staring us right in the face.

I think it’s also an important time to reflect on our “Why.”

Sales is a BRUTAL profession and without a strong Why or passion/belief in what you do, it’s 100x harder and leads to burnout more often than not.

In my opinion, the main thing you need to be successful in Sales is a BELIEF in what you sell and that it makes a real difference for the right client.

People who don’t truly believe in what they’re selling and are just in it for the commission, are the ones who give this profession a bad name.

When you believe in what you’re selling, then Sales is about the transfer of that enthusiasm.

It’s still true that people buy on emotion and back it up with facts. If you’re not passionate about what you’re selling, then it’s really hard to transfer that enthusiasm.

However, no matter how passionate you are about WHAT you’re selling, sometimes the grind of Sales beats that passion out of you.

That’s why I think it’s important to re-center on your Why and find that passion again if you’ve lost it. Sometimes we can do that on our own, but other times we need some help from an outside perspective to make it click.

That’s what happened to me this week.

Let me be clear, I’ve never lost my passion for Sales or what I do, but let’s be honest, this year was brutal in more ways than one.

This was a year of experimentation for me. I tried A LOT of new things including launching a 1:1 coaching program, updating my OnDemand platform, trying out new strategies on YouTube and Instagram, and most recently running a 3 Day Challenge with an email nurture campaign to try and drive conversion for my membership.

For those of you who are already members, you didn’t receive any of the promo emails I was sending out over the past two weeks, but if you're not a member you probably got more than a few.

I HATE sending too many emails to my audience, but I was working with a consultant who swore by the approach and had seen success using it with other companies like mine, so I decided to give it a shot.

We drove over 400 sign-ups to the free webinar, about 30 VIP sessions at $19 each and about 20 new Memberships which was good but not great.

However, with one InMail, it ended up being one of the most successful things I did all year. Not because of the results, but because of the impact I apparently made on one of the attendees who had lost, or more specifically, never felt like they found their passion for Sales.

This person was in professional services and then went into sales to sell a solution he believed in to the personas he used to be. He has a true passion for WHAT he sold but as you’ll see in the message below, he never really LOVED Sales.

Apparently the content/approach I shared over this 3-Day Challenge and the passion I had for the topic transferred my enthusiasm enough for him to realize he could find a way to love this profession.

THIS is my Why.

This type of feedback is what makes all the hard work, mistakes, lost deals, nights in hotels, days on planes, and more worth it.

He was the one who reached out to me to thank me, but what he didn’t realize was how much this meant to me and how much I was the one who needed to thank him.

Take some time over the holidays to reconnect with or define your Why, and try to find that passion again if you’ve lost it.

If you want some help, you can join my membership and have direct access to me any time you want help with tips, strategy, motivation and more. I’ll offer you the same discounted rate for being a subscriber to my newsletter as I did to the people who joined me for the 3-Day Challenge.

Regardless, let’s make 2026 the year of enthusiasm and passion for what we do.

#MakeitHappen

P.S. I’m shutting things down after I write this and taking a break until the second week in January so you won’t be getting any newsletters for the next two weeks. I’ll see you in the New Year!