What I was doing there was I was trying to craft my Zen state. Well, because today's all about crafting your sales Zen. So what is a sales then? We're to break that down, Jack. But I want you to just sit comfortably for a minute. OK, I'm sure it's quite what I had. It's from Seneca. Work inspires great minds. it one more time, work inspires great minds. OK. And what does it what does that mean? Where do you take that? We've done a little bit on.

Making everyday count, right? But our Ops Director, Ben, the third Jonas brother, he's got this great thing where he's like, if you've done everything you possibly could, then you've got no reason to have any regret afterwards. And I always think that's a really nice thing to think because you can apply it to so many different things. if you're, if you've got, in our, in our world, you've got a client and you're in our team and it might be, you didn't get the result you were hoping for in the time that you had, but actually you did everything you possibly could to try.

and make it happen. And you can go home quite satisfied and like, did everything I possibly could. I did it the right way with the right people. I put the right level of input in and actually I feel okay about that. But when those excuses start to sneak in about why you couldn't and why you didn't, that will teach your brain to always make those excuses and always do that without holding yourself truly accountable. So I've set the stage for you a bit there, Jack. Where does your mind go to straight away with that? I think about when I get into

bed at night and I think about like I think about the day and I spend some time reflecting and I've also got like a reminder at half eight to write something I'm grateful for. But I think about what boxes need to be ticked within the day for me to feel like that was a good day. Okay. So what is a good day? like a lot of the time it's did I work hard? Did I I

Do something good. Did I do something exciting? Was I true to myself? Did I laugh? Did I spend time with people I like? Did I move my body? Did I exercise? Did I do something? And actually, it doesn't need to be kind of war and peace for you to say tick, tick. You do it in bed. Today was a good day. At night. So I write something that I'm grateful for at half eight. So, so, so far for the year, I've got every single day.

You could look back all the way from May and you'd say, they're all the moments. They're the best bits. And it could be doing this, the sales story will, it will appear. It could be closing a big deal. could be time spent with my son watching Geordie Shore. could be a variety of different things, but that's just like my gratitude thing. And then you just spend some time and think like, right, okay, what am I like, have I took the boxes today? Because you can only improve from like reflection. So if I go.

And we were saying this earlier, sometimes I'll get to the end of the day and I'll be like, I feel ratty and I feel like this weekend, I still feel like it may be resting recoup. I maybe feel a bit more overwhelmed than I usually would on the weekend or maybe on a Saturday. don't feel as like rested as I'd like to. Okay. So what am going to do? Sometimes it could be like a bit of a reset could be a fast, a digital detox. So I switched my phone off for 24 hours or the, or the weekend.

It could be, I'm going to go and get out in nature. It could be that I'm going to see some friends. It's that I'm going to do, ⁓ no, you are too far down south to see you. Could be, I'm going to do like a team exercise where I might go and play badminton or squash with a friend. I'd like to see you try and play squash. That's nasty thing to say. I reckon I'd do you. Okay. What are rules? What are doing after this? What are the rules? Don't worry. Squash it. So that's what I'm thinking. I'm thinking like, did you tick the boxes to have a good day?

Because at the end of the day, if you're in a sales job, you want to leave that sales job and think I had a good day. I achieved something. I moved the needle. Now you don't need to move the needle a lot. You're just looking to move it every single day. 1 % because over 365 days where you move it quite a lot. And then over five years and 10 years that compounds, it's a ridiculous amount. There's that, there's that story about if you, if you set it ⁓ a boat on its way to Japan,

But then you just moved it one inch. It would actually end up. It would actually end up in Canada because of the trajectory. So you think like, ⁓ one inch isn't far, but like over a long amount of time. It is. So it's like, what are the things that make me feel like I fulfilled my day that move the needle forward? That's interesting because it's probably the goalpost. When we thought, you've moved the goalpost or the goalpost mover. It was probably moved very gradually over time.

And actually you just so gradually that maybe you didn't notice it. Maybe you let yourself just gradually get a little bit lazy and a little bit lazier. You know, it's interesting, right? Having children, there's little bits of wisdom in having children, isn't there? Row, row, row your boat gently down the stream. That's what it it? Yeah. Just rowing the boat gently down the stream and you'll get there. It's not absolutely cane it down the stream till you're knackered, is it? Batter. Absolutely batter it down the stream till you're knackered.

So in closing, make the most out of the day you're given and go home and ask yourself, even if you didn't get the result, then I'd do everything I possibly could that was within my power. And if you did, put it on your pillow and go to sleep and live to fight another day. Tomorrow's a new day. I've been Jack Frimston. I've been Zack Thompson. Remember you were dying. Echo.