I had a powerful moment of reflection during a casual Zoom meeting with my team recently. One of our team members shared an experience that really resonated with me, and I think it offers a valuable lesson for all of us. She was talking about her journey through a call reluctance class led by Kevin Gillespie, and during the meeting, she got vulnerable, opening up about some deep personal discoveries she’s been making.
She shared how she’s been uncovering some internal barriers—emotional challenges that she believes have been holding her back in both her personal and professional life. These are the kinds of realizations that can be tough to confront, but what impressed me the most was her resilience. Despite the intense emotional work she’s doing on the inside, she hasn’t let it stop her from doing the work that needs to get done on the outside.
She’s been digging up some pretty powerful and emotional stuff, but she hasn’t let it derail her. In fact, she’s been more committed than ever to sticking with her plan and doing the activities that drive success. This kind of commitment shows that she understands a key principle: even when we’re doing the hard, internal work, we can’t let it prevent us from continuing to push forward in our business.
Working on the Inside
When we talk about working from the inside out, we’re talking about taking the time to look inward, identifying the things that might be holding us back, and addressing those issues head-on. It’s not easy. In fact, it’s some of the hardest work we can do. Our team member’s openness about her journey reminded me that we all have areas where we can improve, and sometimes those areas are more personal than professional.
It takes courage to dig deep and explore those internal challenges—whether it’s fear of failure, lack of confidence, or unresolved personal issues. But it’s the only way to grow, not just as a mortgage originator, but as a person.
But Don’t Stop the Work
The most important takeaway from her story is this: She didn’t stop. Even as she was doing this tough, emotional work, she stayed committed to her plan. She kept making her calls, staying disciplined, and doing what needed to be done to keep moving forward. That’s something I admire and think we can all learn from.
Too often, when we start focusing on our internal struggles, it can feel overwhelming. It’s easy to get bogged down and let it become an excuse to pull back from the external work that leads to success. But as our team member demonstrated, the key is to keep pushing forward, even when the inside feels messy. You don’t have to have everything perfectly sorted out to make progress.
The Lesson for Us All
I’m proud of her for the commitment she’s shown to both herself and her business. It’s not easy working on the inside while still working on the outside, but it’s necessary. The truth is, the most successful people are often those who have learned to balance both—the internal growth and the external grind.
So this week, let’s take a page from her book. Don’t shy away from the internal work that needs to be done, but don’t let it become a reason to stop the external work, either. Keep making the calls, setting appointments, and doing the things that bring success, even while you’re digging deep and facing those internal challenges.
It pays to do both. The work you do on the inside will make you stronger, but the work you do on the outside is what will move you forward. Let’s commit to doing both.