In Accord with Your Rhythms

Out of college, I drove a used dark green '96 Honda Accord purchased off my Aunt Pat.

During the week, I’d cruise my northwest-side Chicago territory, foot-canvassing small businesses, discovering hidden restaurant gems, and listening to Brian Tracy's The Psychology of Sales on cassette. My trusty companion? A notepad holder suction-cupped to my windshield. That’s where I logged my daily & weekly activity tallies:

• Prospects (8)
• Clients (6)
• Banks (10)
• CPA's (6)
• Drops (20) – cold visits where I’d leave a business card and grab one.

If I hit my weekly goal of 40 visits across those categories, I knew I had a good week.

But not every week went as planned.

I struggled to control my emotions when things didn’t go my way.

Lose a sale? It could ruin my whole week. I’d disengage, sulk, and let bad habits creep in. But I kept showing up, hitting my numbers, and learning from the repeated routines. Over time, losing a deal stung a little less—ruining a day instead of a week. Eventually, just a morning.

The lesson? Rhythms stabilize the emotional rollercoaster. The lows don’t feel as scary when you focus on consistently doing the right things, the right way, for the right reasons.

Rhythms are about consistency over intensity. With your relationships, your sales efforts, and with yourself - the right rhythms create balance, momentum, and results.

The older we get, the more conflicting responsibilities we juggle, the more our rhythms can be interrupted.

When your emotions are getting the beset of you, take stock of your rhythms. When we find ways to protect our healthiest rhythms - good things happen. How do you protect yours?

Additional Learning:

• Sales is Polyrhythmic
• The Red X Technique

?? Thanks for being here. Check out my monthly dispatch as well - Sales Drummer ??