As the year—or even a season—comes to a close, it’s incredibly easy to focus on what didn’t go right. Missed goals. Deals that fell apart. Days you didn’t show up the way you wanted to. In sales and prospecting, especially, the scoreboard is always visible, and when the numbers aren’t where you hoped they’d be, self-criticism can creep in fast.
But smart prospecting starts with mindset. And beating yourself up is one of the fastest ways to drain momentum.
Instead of replaying failures, try something simple but powerful: create a mountain of moments.
Find a space you’ll see every day—behind a door, next to your desk, inside a cabinet, or on a wall near your workspace. Grab a stack of sticky notes and start writing down everything you’ve accomplished over the years. Closed deals. First listings. Hard conversations you handled well. Clients you helped. Projects you completed. Certifications earned. Risks you took. Even personal wins like consistency, discipline, or showing up during a tough season.
No win is too small. If it mattered to you, it belongs on the wall.
As the notes go up, something changes. What felt like a “bad year” starts to look like a long journey filled with progress, resilience, and growth. You begin to see proof—real, tangible proof—that you are capable, experienced, and moving forward, even when it doesn’t feel like it.
This mountain becomes your reset button. Anytime doubt creeps in, anytime you feel behind, discouraged, or stuck, stand up and look at it. Let it remind you that one slow season does not erase years of effort. One missed goal does not define your ability. One tough year does not cancel your future.
Smart prospecting isn’t just about scripts, systems, or strategies—it’s about believing you’re still in the game. Confidence fuels consistency, and consistency fuels results.
So before you set new goals or judge the year that just passed, build your mountain. Be proud of it. Add to it often. And remember: progress compounds, even when it’s quiet.
Sometimes the most productive thing you can do is stop doubting yourself—and start remembering who you already are.
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