I HAD ABOUT $120,000 ON THE LINE AND I TOTALLY CHOKED.

WE WENT INTO A PITCH, MY BUSINESS

PARTNER AND I, AND I JUST FOR SOME REASON, I FROZE. SO HE HAD DONE HIS PART OF THE PITCH AND
I JUST FROZE. NOW THIS WAS LIKE 20 SOMETHING YEARS AGO. AND FORTUNATELY HE BAILED ME OUT.
BUT FOR SOME REASON IN THAT MOMENT, IN A SALE THAT COULD HAVE GOTTEN ME $120,000, I JUST
CHOKED AND I THINK WHAT HAPPENED THERE IS I JUST DIDN'T HAVE THE CONFIDENCE AT THE TIME TO
REALLY BELIEVE IN WHAT I WAS DOING AND SOMEHOW I JUST FROZE. AND SINCE THEN I'VE TRIED TO
WORK ON, OKAY, WELL, HOW CAN I REALLY MASTER THIS SO THAT I CAN HAVE THE CONFIDENCE TO
WALK IN THERE AND RIGHT NOW, LIKE $120,000, LIKE NOT A BIG DEAL IF I'M PITCHING THAT. I'M NOT
GOING TO FREEZE ON THAT. IF IT'S HALF A MILLION, NOT GOING TO FREEZE ON THAT. BUT THAT'S
BECAUSE I'VE GOT THE CONFIDENCE TO KNOW WHAT DOES A NEGOTIATION LOOK LIKE. WHAT AM I
SELLING AND AM I ACTUALLY GOING TO BE ABLE TO DELIVER VALUE TO THE CUSTOMER? AND THAT
MINDSET CHANGES EVERYTHING