One of the coolest things I get to witness in my coaching is this moment:
People come in convinced the habits they want to change are too hard. They think they are hiring me for some discipline building.
Health.
Self-talk.
Communication.
Procrastination.
Decision-making.
They’re sure they’ll never be able to stick with what’s required to reach their goals. At least not on their own. They are convinced it's gonna be hard all the way through!
And then, step by step, skill by skill, habit by habit, we work our way up.
And suddenly:
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Working out daily feels normal.
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Going to bed on time feels obvious.
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Eating the “right thing” feels like… no work at all.
It’s like they’ve become a different person.
(Wink 😉 - because they kind of have.)
I’m going through rebuilding my sales system.
One of the most important lessons I’ve learned about sales is this:
You need to sell to the right people first - people who value what you offer, want it, and can comfortably pay a price that makes your offer sustainable for you.
For a long time, I was trying to sell to people for whom my price represented a huge percentage of their income.
Which meant I was effectively asking them to sacrifice too much - against rent, family, security, and a dozen other priorities.
Then something interesting happened.
I got a few clients where closing at my best prices took about 2 minutes.
Not because they wanted it more.
Not because my offer suddenly improved.
But because, for them, it wasn’t that much money.
If I ask you to pay $1,000 and you make $200,000 a month, that’s less than 1% of your income.
If you want it, you probably won’t blink twice.
No objections.
No discounts. No back and forth.
But if that same $1,000 is a third of your monthly income?
You’ll think a lot.
And it might still be a no, no matter how good the offer is.
The same dynamic shows up in habit change.
If someone already eats well most days, tightening things up to get a beach body doesn’t cost them much.
They don’t have to “pay” a high price in discomfort, identity change, or daily friction.
But if you’re just starting with nutrition?
That request is MASSIVE!
It’s not a tweak, it’s a full lifestyle overhaul.
And unless you’re ready for serious pain and sacrifice, it’s often too much to ask.
So:
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In sales, you either warm people up a lot… or you choose different people.
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In habits, you either warm yourself up… or you quit because it's "too hard".
Gradual change takes longer.
But it feels lighter. And that's why it lasts.
It stops feeling like sacrifice at all.
Over to you, dear reader,
Where are you asking too much, too fast, of yourself, turning a hill into an insurmountable mountain?
What would happen if you tried hiking the smaller hill first?
