What do marathons and sales have in common? More than you think!

Photo: Mark(ing) Time Photography

We all want new business, new clients, new revenue. I don’t focus on that. Strange? Maybe! But here’s the thing: at the start line of a marathon, I’m not thinking about the finish line – that’s 42.2 km away.

If I focused on the end, I’d feel overwhelmed. I’d worry about the distance, maybe even start doubting myself. Instead, I focus on each step, the moment, the preparation. Sales, believe it or not, works the same way.

Sales goals (or goals in general) can feel just as daunting. They can trigger anxiety and procrastination. No one talks about it. I’ve felt it, and I bet you have too.

5 Strategies to Help Owners & Advisers Sell With Less Stress and More Success

1. Take the Next Step, and Only the Next Step

In every marathon, just like in sales, I start by asking: Have I prepared? Am I warmed up, fuelled up, ready to enjoy the journey? Focusing on my attitude and my next step is all I control. I can’t skip to the end; I can only control how I start and how I keep moving forward. If I take enough of those steps, I’ll get there.

After more than 50 marathons and ultra-runs, I can say that no two races are alike. Every course has unexpected challenges. The same goes for sales. You react, solve problems, and be in the moment. As you gain experience, you get better at handling surprises, but they never entirely go away.

2. Focus on Progress, Not the Finish Line

If I only focused on the $ sign at the end of a sale, I’d lose momentum. Sure, I set goals, but my energy goes into the steps: What’s the smallest possible action I can take today that moves me closer to my goal?

In sales, before we close, we pitch. Before the pitch, we prospect. Before that, we build partnerships. Before partnerships comes profile. Start small: what can you do to raise your profile? Ask questions like, What’s my mission / purpose? Who do I serve? What value do I create for clients? Break that down even further – choose 1-3 actions you can complete in the next hour to move forward.

Congratulations – you’ve just run the first 100 meters. Keep going, step by step, and soon you’re at 5 km, gaining confidence and real progress.

3. Build Systems, Not Just Goals

Every runner, every business leader, needs a system. A framework. A process. A guide, mentor, or coach. I have them for running and for business. Without these, I’d struggle to reach either finish line. Like James Clear said, “We don’t rise to the level of our goals; we fall to the level of our systems.”

4. From Impossible to Routine

I once couldn’t run a single kilometre. I was 20 kg overweight. My knees hurt after just a few steps. I told myself running wasn’t for me. I felt similarly when I began in sales. I failed hundreds of times, got stacks of "no’s," and made mistakes. But I kept going, and now, I run 50km, 80km, and 100km ultra-marathons and build successful 6, 7, and 8 figure sales businesses.

Today, I coach others in both running and business, and there’s nothing better than seeing someone achieve what they once thought was impossible.

5. It’s Not All About the Money

The best salespeople and business leaders don’t define themselves by their numbers alone. They’re driven by the impact they make and the people they serve. If you’re in financial advice, you know the difference your work makes in the lives of Australian consumers and their families. That’s your purpose, and it’s worth pursuing. When you focus on helping more people, success naturally follows.

(Side Note: Reciprocity works! Too few talk about it, but that’s a topic for another day.)

The Noble Pursuit of Financial Advice

I love this industry (and this topic :)). Financial advice is a noble cause. We help people live better, healthier, and wealthier lives. And it’s an industry where you can build a business that gives back to clients and helps your own family live a better, healthier and wealthier life.

That’s a win-win and, if you ask me, a marathon worth running!

Now, where are my running shoes? Time for a run! 🏃♂️

P.S. What’s your “marathon” in business? I’d love to hear from you - share your journey or tips below!