MOTIVATION


Motivation Is a Lifestyle, Not an Event JAMES LORENZEN


When I began playing golf at age 15, I faced a difficult person to control: myself. Under pressure when the game didn’t go my way, I was discouraged, depressed, and disgusted with my own performance.


Learning golf was a tough lesson. I was out on the course trying to con- trol all events...and it upset me when the ball had a mind of its own. When things went wrong, I wanted to throw the clubs in the water. It was only as I grew and matured that I began to re- alize what Arnold Palmer had said was


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really true: “Golf is a game of inches... the seven inches between your ears.” Once I learned to put the nega-


tive experiences behind me and look ahead for the challenge of new opportunities, I began to play the game a little better. Little did I know that the mental lessons I was learning


would be great training for my future selling career. Dealing with the inevitable ups and downs has more to do with outlook and lifestyle than with how your particular cookie crumbles from day to day. Now I don’t mean to imply that sales isn’t work, but some people spend their days (and nights) in coal mines! All my job required was get- ting out there and seeing people. The next time something goes


wrong for you, I suggest you look for the positive in the situation. When a client cancels, ask yourself, “How can I find the good in this?” Look for the


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