Let’s just say it. Most people don’t fail in this business because they lack talent. They fail because they never got their mind right. Period.
I remember my first interview at a Honda store like it was yesterday. The GM looked at me and said, "You’ve got to let rejection roll off your back like water off a duck." Weird visual, sure, but the man wasn’t wrong. This job will come at you fast. Missed sales. No-shows. Customers who ghost you after three hours of hard work. If you don’t have the right mindset, you’re done before you even get started.
Truth is, I almost bailed in the first 30 days. I questioned whether I had made the right move. I thought maybe this wasn’t for me. But then I started paying attention to the top dogs. Listened to what they did, how they carried themselves, how they handled customers. And slowly, it started to click. The clouds didn’t part and angels didn’t sing, but I sold a car. Then another. And suddenly, the fear turned into fuel.
Here’s the thing nobody tells you: mindset is a practice, not a personality trait. You don’t just “have it” or “not have it.” You build it. And on the days when you feel like everything is falling apart, the best medicine isn’t some Instagram quote. It’s action. Any action. Make a call. Walk the lot. Shoot a video. Shake a hand. Action kills doubt like sunlight kills vampires.
Top performers aren’t better at selling because they’re smooth talkers or born closers. They’re better because they work on their mindset like it’s their job. Because it is. Every day. Not just on paydays or when the showroom is packed. Every single day.
You need a mindset that is:
💪 Unshakable when the lot is dead
🎯 Focused when distractions are high
🛡️ Resilient when the customer walks after a four hour grind
And let’s be real. There are going to be days when you feel like a punching bag. That’s normal. That’s the job. But your ability to bounce back, refocus, and take the next step is the difference between top tier and out the door.
So if you’re here to be great, and I hope you are, start here:
✔️ Decide this is your career
✔️ Decide you want to be the best
✔️ Build the mindset to back it up
No magic. Just consistent work on the stuff that actually matters.
The job doesn’t get easier. You just get stronger. And it starts in your head.