On this 276th episode of my Monday Morning Pep Talk, I will discuss the mental side of winning at anything especially when you are trying to build a business and the setbacks keep coming. There’s a growing body of research confirming what we’ve long observed in sport - the best performers don’t just have better skills, they have better recovery. Not physical, but mental.
Remember, "Success Leaves Clues".
Before I jump into today’s call, I want to remind you of my professional purpose: to help you, the full-service, full-fee Advisor, optimize your productivity and become the best version of yourself. Why? Because “Happy Advisors Sell More Real Estate.” I do that by teaching you how to handle the challenges and opportunities you face every day. When you can effectively manage the situations that arise daily in your business, you’ll be more productive and live a life that reflects the best version of yourself. My ask is that you listen as if you’re in a one-on-one coaching session with me, either in my office or on a call.
A 2017 study published in Frontiers in Psychology showed that elite tennis players have higher levels of mental toughness and resilience. What separates them isn’t just power or precision - it’s how fast they bounce back from failure. They brush off mistakes with intention and return to focus immediately. In another study analyzing over 650,000 points in Grand Slam matches, researchers found that after an error, the average player was significantly more likely to make a second mistake - unless they had trained themselves to mentally reset. The conclusion? What you carry from the last point directly impacts your next one.
Top performers across sports disciplines share a crucial trait: the ability to quickly move past setbacks. This mental skill allows them to stay focused and perform at their best.
Serena Williams: Rituals of Resilience
Serena Williams, one of the greatest athletes in the history of sport, is known not only for her dominance on the court but for the mental discipline behind it. Before every first serve, she bounces the ball exactly five times. Before her second serve, exactly twice. She washes her hands before each match - not out of superstition, but to mentally reset and ground herself in routine. These rituals aren’t random; they are intentional tools to control the moment, eliminate distraction, and clear the slate from the previous point. Her ability to reset - again and again - is part of what made her unstoppable for over two decades.
Rafael Nadal: Mastering the Mental Game
Rafael Nadal, one of tennis's greatest, is renowned not just for his physical prowess but for his mental resilience. After losing a point, Nadal doesn't dwell on the error. Instead, he resets his focus, often using rituals like adjusting his socks or tucking his hair, signaling a mental reboot. This routine helps him maintain concentration and poise, enabling him to perform consistently under pressure.
Tiger Woods: The Comeback King
Tiger Woods's career is a testament to the power of mental fortitude. After personal and professional setbacks, including significant injuries, Woods made a historic comeback by winning the 2019 Masters. His ability to compartmentalize past failures and focus solely on the present shot exemplifies the short memory mentality. Woods once shared that he visualizes each shot independently, treating it as a new challenge, free from the burden of previous mistakes.
Michael Jordan: Embracing Failure
Michael Jordan, widely regarded as one of basketball's greatest players, famously said:
"I've missed more than 9,000 shots in my career. I've lost almost 300 games. Twenty-six times, I've been trusted to take the game-winning shot and missed. I've failed over and over and over again in my life. And that is why I succeed."
Jordan's perspective highlights the importance of viewing failures as learning opportunities rather than setbacks. His ability to move past missed shots and focus on the next play was integral to his success.
Simone Biles: Reclaiming Control
Simone Biles, the most decorated gymnast of all time, showed the world a new definition of strength when she stepped back from competition at the 2020 Olympics to protect her mental health. What followed wasn’t retreat - it was reset. In competition, Biles uses deep breathing to quiet her mind, listens to music to channel energy, and leans on positive self-talk to stay in control under extreme pressure. Her ability to pause, protect her mindset, and then return to dominance is a masterclass in emotional recovery. For Biles, like all the greats, composure isn’t passive - it’s practiced.
For You, the Advisor:
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You missed a listing. The seller chose someone else with no explanation.
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A deal fell apart right before closing
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Someone you've been working with for a long time ghosted you.
So what. That moment is done. The next moment is waiting.
Just like elite athletes, advisors and entrepreneurs face high-pressure situations where past setbacks can hinder future performance and adopting a short memory approach can be transformative:
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Acknowledge the setback briefly.
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Analyze what went wrong. Were you at fault? Most of the time, you aren't.
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Adjust your strategy going forward if necessary.
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Advance without carrying the burden of the set back.
This mindset fosters resilience, maintains confidence, and enhances overall performance.
Team, let’s call it what it is - the world feels heavy right now. Everywhere you look, you see people reacting, projecting, and often forgetting how to treat one another with basic respect. Add to that the emotional rollercoaster of buying or selling real estate - or building a business in this industry - and you’ve got one of the most stressful human experiences out there.
Think back to the last time you bought a home or made a major move. Was it “easy breezy”? Probably not. Most of you are thinking, “I’m not doing that again anytime soon.” And yet, this is the emotional space you operate in every single day. That’s no small task.
That’s why staying mentally strong isn’t optional - it’s essential. What are your rituals to stay mentally strong? I know it’s easier said than done, which is exactly why I wrote this MMPT. I want you to come back to it when things get heavy. Think of this as your personal pep talk - a reminder that just because you feel off doesn’t mean you’re failing. You’re not a failure. You’re in the fight. You’re showing up. You’re winning - even if it doesn’t look or feel like it today.
So tomorrow morning, get up and own the fact that chaos is the new normal. Lean into it. Accept it. And then outwork it. Focus on more shots on goal. And remember: your pipeline should be 1.5 to 2x your annual GCI target - that’s how you build insulation and momentum.
I’ve got you. Now replay this message as many times as you need. Let it remind you who you are - and why you’re built for this.
