Smart Prospecting: Changing Your Story, On and Off the Field

I just finished listening to Changing Your Story by Bill Beswick, a performance psychologist who’s worked with elite athletes. And you know what struck me? The lessons he shares about sports apply directly to sales and prospecting.

Because at the end of the day, sales and sports aren’t all that different.

Both are about showing up prepared, pushing past discomfort, and staying focused when the pressure’s on. Both demand resilience—getting back up after a tough loss or a rejected call. And both require a mindset that fuels consistent action, not just occasional bursts of effort.

Here are a few takeaways that I think every salesperson can use:

1. Take Responsibility

In sports, athletes can’t blame the referee or the weather forever. In sales, you can’t blame the market or interest rates. Own your effort, your preparation, and your follow-up—that’s what you can control.

2. Raise Your Bottom Line

Athletes don’t always hit peak performance, but the great ones work to raise their baseline. In prospecting, that means even on your “off” days, you still hit the calls, send the emails, and plant the seeds. Consistency beats perfection.

3. Compete With Yourself

Your competition isn’t the other agent in town—it’s yesterday’s version of you. Did you prospect more today than yesterday? Did you follow up with clarity instead of excuses? Progress is the real win.

4. Mindset Over Mechanics

A playbook matters, but the mindset to run the play when you’re tired or discouraged matters more. In sales, scripts and systems help—but your attitude in the moment closes the deal.

Living It Out

Beswick reminds us: You’re the author of your own story. If you don’t like how your sales game is going, change the story. Start with one action today—pick up the phone, send the follow-up, ask the extra question. Small shifts add up to big results.

Just like in sports, the scoreboard in sales doesn’t lie. But the good news is, you’re always in control of how you show up for the next play.

We all love stories. They make us feel, help us connect, relate to one another and make sense of our lives. Bill Beswick is a storyteller who has 20 powerful life lessons to share from his work with his clients at the top of their fields to help us all overcome our fears, boost our performance and achieve success.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!