Mastering the Game:

Some time back, I had the privilege of sharing a conference stage with Jesse Itzler, but more importantly, I had the opportunity to hear his electrifying keynote and meet him afterward. If you’re unfamiliar with Jesse, let me tell you—this guy is a powerhouse. He’s an entrepreneur, endurance athlete, and all-around dynamo, with a mindset that’s nothing short of transformational.

One of his philosophies that truly resonated with me—and one I’ve listened to repeatedly—is what he calls the "Rule of 100." This concept is simple but incredibly powerful: commit to doing something 100 hours this year, which is 18 minutes a day, the cumulative effort will generate exponential growth. Whether it’s fitness, business, or personal development, the Rule of 100 forces you to push past plateaus and achieve mastery.

For sales professionals in the promotional products industry, this principle is a game-changer. Imagine making cold calls,18 minutes a day for a year.  If you can make 5 calls on average every day, that’s 1,050 cold calls. Not only will you refine your pitch, handle objections more effectively, and gain deeper market insights, but you’ll also be in the top 5% of salespeople simply because most give up too soon. Now, let’s break down how this principle applies to our industry and how you can leverage it to dominate your market.

Key Principles of the Rule of 100 in Sales

1. Consistency Over Intensity

Too many salespeople start strong but fizzle out. They send a burst of emails, make a few calls, and then retreat when results don’t come immediately. The Rule of 100 is about showing up every single day—whether you feel like it or not. It’s about persistence, not perfection. In our industry, long-term success is built on consistent outreach, follow-ups, and client engagement. The key is to make sales activity a non-negotiable part of your daily routine.

2. Quantity Leads to Quality

Repetition sharpens skill. By committing to The Rule of 100,  sales calls, presentations, or prospecting emails, you naturally refine your technique. Most salespeople quit after a few rejections, never reaching the point where they truly master their craft. The ones who stick it out become the closers, the industry leaders, the rainmakers. Think about a professional athlete, they don’t just practice when they feel like it. They put in the reps, refining their technique over time. The same applies to sales.

3. Mental Toughness and Resilience

Sales aren’t for the faint of heart. There will be days when the calls go unanswered, emails are ignored, and deals fall through. But pushing through those tough days builds resilience. The Rule of 100 isn’t just about skill-building—it’s about developing the mindset of a champion. Resilience is what separates top performers from average ones. The more you commit to consistent activity, the more you develop an unshakable belief in your abilities.

4. Eliminating Decision Fatigue

Ever find yourself debating whether to make calls or follow up on leads? When you commit to the Rule of 100, there’s no internal debate, it’s just part of your day. This removes hesitation, reduces procrastination, and increases productivity. The decision is already made; you just execute. The less time you spend thinking about whether to act, the more time you spend actually doing the work that drives results.

5. Habit Formation and Long-Term Growth

Studies suggest it takes 20 days to form a habit, but embracing The Rule of 100 ensures it sticks. By the time you’ve completed 18 minutes a day for an entire year proactive selling activity, it’s no longer a struggle, it’s second nature. And that’s how top salespeople stay at the top. When a behavior becomes ingrained, you don’t have to rely on motivation, it becomes automatic.

How to Apply the Rule of 100 in Sales

1. Cold Calling and Prospecting

Make  cold calls for 18 minutes a day for a year. You’ll refine your approach, handle objections effortlessly, and develop a natural rhythm that sets you apart from the competition. Most salespeople don’t even come close to this level of consistency. By simply showing up and doing the work, you’ll separate yourself from the pack.

2. Content Creation and Social Selling

Post valuable insights, case studies, or industry trends every day for 18 minutes a day for a year. By the end, you’ll be positioned as a thought leader in the promotional products space, making it easier for prospects to trust and engage with you. Building authority in your space isn’t about sporadic posts, it is about delivering value consistently.

3. Client Nurturing and Relationship Building

Send a personalized email, handwritten note, or check-in call every day 18 minutes a day for a year. Imagine the depth of relationships and opportunities that will unfold by simply staying in touch consistently. People buy from those they know, like, and trust. The Rule of 100 ensures you stay top of mind with clients and prospects alike.

4. Personal Growth and Mastery

Commit to reading 10 pages of a business or sales book daily for 18 minutes a day for a year. That’s 3,650 pages of wisdom—enough to completely transform your approach and strategy. Continuous learning is what separates stagnant salespeople from those who continue to evolve and adapt.

The Challenge: Will You Commit?

Jesse Itzler’s Rule of 100 isn’t about overnight success—it’s about long-term transformation. It’s about taking control, showing up, and doing the work. The results? More clients, better clients’, more deals, better opportunities, and more confidence.

https://video.search.yahoo.com/search/video?fr=mcafee&p=rule+of+100&type=E210US1045G0#id=1&vid=f8ab003a7c8370b4b30e6c4ebcb98efc&action=click

So, here’s my challenge to you: What’s one thing in your sales process you can commit to doing for 18 minutes a day for a year?

Will you step up and become part of the elite 5%, or will you settle for mediocrity?

The choice is yours. I’m rooting for you!  - CQ

PS. Jesse, I’m a big fan; keep the positive vibes flowing!