Solopreneur Movement

It’s Your Duty to Fight for the Business

Why True Sales Professionals Never Back Down

In the competitive world of sales, winning business often requires more than just a good pitch—it requires grit, determination, and a willingness to fight for your prospects. I call this approach Fight Club—a place where sales professionals go to battle, not with their prospects, but for them. If you believe you are the best solution for your client’s needs, then it’s not just your opportunity but your obligation to fight for their business.

Why Salespeople Don’t Fight

The reality is, most salespeople don’t fight hard enough. Many are too afraid of being perceived as pushy or too focused on avoiding rejection. But when you shy away from the battle, you leave your prospects vulnerable to amateurs and transactional salespeople who simply don’t have their best interests at heart. Here’s the truth: If you truly believe you are the best at what you do, you have a duty to protect your prospects from mediocrity.

The 3-Question Filter

To decide whether a prospect deserves a spot in your Fight Club, you need to answer three critical questions:

If you answer yes to all three questions, then it’s time to step into the ring. It’s time to fight for their business—not just for you, but for them.

Building Your Fight Club

When a prospect enters your Fight Club, you are committing to:

This isn’t a soft approach; it’s assertive, direct, and relentlessly helpful. Most salespeople drift away after the initial pitch, but the Fight Club mindset keeps you coming back with value until the deal is closed.

Call to Action

Who’s in your Fight Club right now? Who are you fighting for? If you don’t have a list, then you have work to do. Because if you truly believe you’re the best at what you do, there should be a roster of prospects you’re fighting for every single day. It’s time to step up, show up, and fight for the business.

About the Author

Dr. Bruce Lund is the founder and CEO of Accountable CRM, the first mortgage CRM with built-in coaching and accountability software specifically designed for credit unions and community banks. Dr. Lund is also a nationally recognized speaker and coach, empowering sales professionals to achieve peak performance through disciplined sales practices and relentless follow-up.

This article is brought to you by Accountable CRM, the only CRM that combines mortgage marketing, coaching, and accountability under one platform. Learn more at AccountableCRM

The post Ep.47: It’s Your Duty to Fight for the Business appeared first on The Solopreneur Movement.

Title: From the Locker Room to Life: Aligning Daily Actions with Core Values

By Dr. Bruce Lund

After speaking at LSU’s iconic Tiger Stadium, I was struck by something beyond the grandeur of the venue or the passion of the players. What stood out most were the core values plastered everywhere—from the banners in the locker room to the motivational signs on the practice field. These weren’t just decorative slogans. They were reminders. Anchors. Daily cues to stay aligned.

We talk a lot about core values in organizations. Companies plaster them on walls, websites, and onboarding packets. But how often do we—as individuals—take the time to define and live out our personal core values?

That’s the disconnect I want to address.

The Real Game Is Internal

It’s easy to operate on autopilot. The demands of work, family, and society pull us in a hundred directions. Before long, we find ourselves chasing outcomes—money, recognition, success—without questioning if our behaviors match who we say we want to be.

Alignment means your daily habits reflect your deepest beliefs. It’s showing up as the same person in private that you project in public. It’s having the courage to say no to things that don’t serve your mission—even if they offer a quick win.

Why Personal Core Values Matter More Than Ever

In a distracted, comparison-heavy world, core values give you clarity. They become your filter for decision-making, your compass during hard times, and your measuring stick for growth. Just like LSU’s football team uses them to build culture and accountability, you can use your values to build a life that actually feels like yours.

Here’s a Challenge:

Final Thought

The best teams don’t just talk about culture—they live it. And the most fulfilled people aren’t the busiest or most popular—they’re the most aligned.

Your core values shouldn’t live on a wall. They should live in your calendar.

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Things Work Out Best for Those Who Make the Best of the Things That Don’t Work Out

How You Respond Defines Your Success

Success isn’t determined by what goes right—it’s about how you respond when things don’t. The best athletes don’t define their careers by their wins but by how they handle their losses. Those losses become fuel. They practice until they can’t get it wrong, rather than just getting it right once.

In business, it’s the same. Growth is never a straight line. It’s two steps forward, two steps back. Some days, you feel like you’re winning. Other days, it feels like the market is against you. If you don’t learn to wire yourself for resilience, this industry will chew you up. But here’s the truth: things work out best for those who make the best of the things that don’t work out.

Housing & Banking: Why This Matters Now More Than Ever

Over the past few years, I’ve spoken at multiple large institutions, sales rallies, and industry association events. Every single one of them hires an economist to predict where the market is headed. The problem? Most people in this industry are obsessed with things they can’t control—rates, inflation, Federal Reserve policy, the economy.

They wake up every day hoping for a better market instead of getting better in this market. The top producers spend 80 percent of their time focused on what they can control while understanding the uncontrollable. They recognize that housing and banking are highly commoditized and government-regulated industries where most things are apples to apples. If you’re consistently losing deals, it’s rarely just the market. It’s often a skills issue or a product issue. The best competitors always find a way to win.

Front-Runner vs. Gamer: Who Are You in This Market?

One of the biggest differences I see in this industry is the contrast between front-runners and gamers.

A front-runner looks great when conditions are perfect. When rates are low, leads are flowing, and buyers are making quick decisions, they close deals left and right. They thrive off momentum and seem unstoppable—until the market shifts.

When things tighten up, front-runners start making excuses, slow down their activity, and wait for conditions to improve. Their success is conditional. If the market is great, they’re great. If the market is bad, they’re bad.

A gamer, on the other hand, competes no matter what. They don’t wait for conditions to improve—they improve themselves. Whether rates are three percent or seven percent, they put in the work. They focus on actions, not outcomes. When deals are harder to get, they step up. They keep their emotions in check and don’t let a bad day become a bad week. Where others see roadblocks, they see opportunities.

Here’s the key difference: a front-runner is only successful when conditions are perfect. A gamer finds ways to win in any market.

Ask Yourself: Which One Are You?

Are you waiting for things to get better, or are you making things happen?

Front-runners sit on the sidelines, hoping for a rate drop. Gamers are on the field, grinding, adjusting, and finding ways to create opportunities.

This industry will always be a fight. The question is whether you’re waiting for perfect conditions or becoming the competitor who wins in any environment. Are you front-running success, or are you building a skill set that makes you bulletproof in any market? The ones who figure this out win every time.

Controlling What You Can: The Mindset Shift

I refuse to let my success be dictated by market conditions. The way to separate yourself is to move in the opposite direction of the world’s negative pull. Be an island of excellence in a sea of mediocrity. Build, maintain, and protect your confidence and energy every single day.

Most of the time, things aren’t going to go your way. The market will do what the market does. Conditions will shift. Competitors will come and go. But your job is to make the best of them.

The market is what it is. Conditions are what they are. But you are the constant. The ones who figure this out are the ones who win—no matter what.

Final Thought

Things work out best for those who make the best of the things that don’t work out. The only question is—are you a front-runner or a gamer?

The post Ep.45: Things Work Out Best For Those Who Make The Best Of The Things That Don’t Work Out appeared first on The Solopreneur Movement.

It’s a Fight, But We’re Going to Find a Way to Win

In today’s episode, we’re diving into the reality of the battle every solopreneur and salesperson faces daily. It’s not about sunshine and roses, and while gratitude is important, there are times when you need to lean into your competitive edge, get a little pissed off, and let that fire fuel you forward.

Mental toughness is not just a trait, it’s a necessity in the world of entrepreneurship and sales. This podcast stems from personal experience and from the many one-on-one coaching sessions I’ve had with top performers across the country. It’s also a reflection of the battle for market share that I and many others are currently waging.

Whether you’re running your own business, leading a team, or just hustling to make ends meet, you’re going to face days where it feels like nothing is going right. But guess what? That’s when the winners separate themselves from everyone else. So let’s dive in.

The Reality of the Fight

Let’s face it. Some days, we wake up pissed off that things aren’t moving fast enough. Maybe you’re doing everything right—making the calls, setting the meetings, showing up every day—but nothing seems to be happening. That frustration is natural, and more importantly, it’s okay.

Most people let that frustration turn into defeat. They give up. But what they don’t realize is that their breakthrough could be right around the corner. The truth is, most people quit right before things get good.

The Power of Resilience

What separates successful people from everyone else? It’s resilience. The ability to keep pushing forward, even when it feels like you’re stuck in the mud. Every great leader, entrepreneur, or athlete has faced moments where giving up seemed easier than pushing forward.

The difference? They didn’t quit. Instead, they used that frustration to fuel their next move. You’ve got to do the same. Don’t let setbacks define you. Let them push you to the next level. When you feel like you’ve hit a wall, that’s not the time to stop—it’s the time to dig deeper.

Every time you refuse to quit, you’re one step closer to that breakthrough.

Tapping into Your Competitive Spirit

If you’re in this game, it’s because you have something inside you that most people don’t—a competitive spirit. Tap into that. When things aren’t happening fast enough, get a little pissed off, and let that fire you up.

Don’t sit back waiting for the perfect moment or for things to just happen. You’ve got to make them happen. You’re not just going to sit around and hope for a win—you’re going to fight for it.

And trust me, if you stay in the fight long enough, you will find a way to win. Because that’s who you are—a winner.

Conclusion

Here’s the bottom line: The fight is inevitable, but so is the win. The key is to stick it out when everyone else is ready to throw in the towel. Next time you feel frustrated, like you’re about to give up, remember that’s the moment right before the breakthrough.

Keep fighting, and keep pushing. The win is coming, but only if you’re willing to fight for it.

Call to Action: Go out there today, this week, and take control of your success. Don’t wait for things to change—you have the power to make them change.

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Why This Topic?

This past week, I flew into Wichita to present on “how to win the buyer” at the REALTOR association of South Central Kansas, thanks to my friends at Peoples Bank. As a speaker, most people only see the glamorous side with many pictures taken from the stage. What people don’t see is landing at 1am the night before, flying out at 6am the next day, and dealing with the stresses of travel delays. This experience got me thinking about all industries and the life of an entrepreneur. The journey to becoming a “10-year overnight success” is filled with unseen challenges and triumphs.

Passion Fatigue: Initially, your passion fuels you, but eventually, the daily grind can make even the most exciting projects feel mundane. Passion alone isn’t enough to sustain you in the long run.

Sacrifices: Being a solopreneur often means sacrificing your social life and work-life balance. Long hours and the pressure to succeed can take a toll on your personal relationships.

Celebrate Rarely, Grind Daily: Success is built on daily efforts and consistency. Celebrations are rare because the journey is continuous and often challenging.

Less Is More: Stop trying to “change the world” and understand that less is more.

What happens when that deal you were counting on falls through because they went with someone else after you spent so much time with them?

The 20% Rule

You only get paid for about 20% of your efforts. The rest is administrative work, marketing, customer service, and all the other tasks that keep the business running.

Control the Controllables

Focus on what you can control. Ask yourself, “What’s the highest use of my time right now?”

As you grow your business, you’ll notice changes in your relationships. Those closest to you might be the ones who turn away.

Here’s why:

Different Seasons: You’re going through different seasons of life compared to your friends and family. While you’re focused on your business, they might be pursuing other paths.

Business Relationships: Your business relationships might become some of your closest relationships.

Law of Attraction: As you immerse yourself in your industry, many of your new friends will be industry friends. You’ll attract people who understand and support your journey.

Be Cautious of Fake People: Business attracts certain “types” of people. Some are genuine, but others are not. Follow your gut intuition to navigate these relationships.

Closing Remarks: Why do we do it? Because it’s still better than working for other people. Being in total control. Embracing the entrepreneurial spirit.

Nobody told you about this part – but now you know. The journey of a solopreneur is filled with unexpected challenges and profound rewards. By embracing the realities, focusing on what truly matters, and navigating relationships wisely, you can thrive as a solopreneur.

Thank you for joining me today on “Nobody Told Me About This Part – Life of a Solopreneur.” If you enjoyed this episode, please subscribe, leave a review, and share it with fellow solopreneurs. Stay tuned for more insights and stories from the frontlines of solo entrepreneurship.

People are often unreasonable, illogical, and self-centered;

forgive them anyway.

If you are kind, people may accuse you of selfish, ulterior motives;

be kind anyway.

If you are successful, you will win some false friends and some true enemies;

succeed anyway.

If you are honest and frank, people may cheat you;

be honest and frank anyway.

What you spend years building, someone could destroy overnight;

build anyway.

If you find serenity and happiness, there may be jealousy;

be happy anyway.

The good you do today, people will often forget tomorrow;

do good anyway.

Give the world the best you have, and it may never be enough;

give the world the best you’ve got anyway.

You see, in the final analysis, it is between you and God;

it was never between you and them anyway.

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The post EP 42 – You Didn’t Come This Far Just To Come This Far appeared first on The Solopreneur Movement.

What is Your Competitive Advantage?

Anything that gives you an edge over your competition.

Competitive advantage for service professionals in the housing, banking, insurance, or financial services industries can arise from several key factors:

1)  Service: Providing exceptional customer service is crucial in service-based industries. Professionals who consistently go above and beyond to deliver a positive and personalized experience to clients can create a competitive advantage.

2)  Differentiation: In commoditized industries, you must have niche products or services you provide that set you apart. Commoditized means that it’s heavily regulated so often companies are doing very similar things at very similar prices. What one or two things are you world-class at? What one or two things are you world-class at? There are riches in the niches.

3)  Price: To say that price doesn’t matter would be naïve. We don’t want you to be the “cheapest” but you also must be competitive.

4)  Reputation / Relationships: Reputation isn’t built overnight. It takes years of consistency to build and can be destroyed overnight. We can’t afford to have “bad” days. Every day with your current client is an interview for your next.

Once you deliver on these 4 pillars of competitive advantage then you can focus on having a “contagious confidence” that attracts others to you.

“Contagious confidence” refers to a state of self-assuredness or certainty that is so compelling and inspiring that it spreads to others. It is an attitude or demeanor characterized by an unwavering belief in oneself and one’s abilities, which has the power to influence and uplift those around you. When someone exudes contagious confidence, they radiate a sense of poise, competence, and optimism that can be infectious, inspiring others to feel more confident and capable in their own pursuits.

People with contagious confidence often display qualities such as strong self-esteem, assertiveness, charisma, and a positive mindset. They project a sense of authenticity and conviction that resonates with others and encourages them to believe in themselves. Through their actions, words, and body language, individuals with contagious confidence motivate and empower others, helping them overcome self-doubt and take risks in pursuit of their goals.

Contagious confidence can have a profound impact in various areas of life, including personal relationships, professional settings, leadership roles, and public speaking engagements. By instilling confidence in others, it can foster an environment of growth, collaboration, and success.

It is worth noting that contagious confidence should not be confused with arrogance. Confidence becomes contagious when it is accompanied by genuine empathy, respect, and a willingness to support and uplift others rather than diminish them.

Conclusion:

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The Purpose of Any Business is to Create a Customer

However, amid the myriad of responsibilities, it is crucial for solopreneurs to prioritize customer creation. In this blog, we will explore the reasons why solopreneurs should focus on creating new customers and how it can contribute to the success and growth of their business.

Revenue Generation:

Business Sustainability:

Business Growth:

Feedback and Improvement:

Networking and Collaboration:

Increased Visibility and Brand Building:

While solopreneurs have multiple responsibilities to manage, focusing on customer creation should be a top priority. New customers bring revenue, contribute to business sustainability, drive growth, provide valuable feedback, and offer networking opportunities. By actively creating new customers, solopreneurs expand their reach, establish their brand, and position themselves for long-term success. Balancing various aspects of the business is important, but without customers, the foundation of any solopreneur’s enterprise remains incomplete.

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Without Discipline, there’s No Consistency!

Discipline and consistency are both important qualities for achieving success, but they are different in nature. Discipline is about making a plan and sticking to it, while consistency is about regularly executing that plan over time. Both qualities are important for achieving success in any endeavor.

Discipline refers to the ability to control one’s behavior and actions in order to achieve a specific goal. It involves setting clear goals, establishing a plan to achieve them, and then sticking to that plan even when faced with challenges or obstacles. Discipline requires self-control, willpower, and the ability to delay gratification in order to achieve a long-term goal.

Consistency, on the other hand, refers to the ability to maintain a regular and steady pattern of behavior or action over time. It involves doing something consistently, without fail, in order to achieve a desired outcome. Consistency is important because it helps to build habits and routines that can lead to long-term success.

Micro = Daily (Discipline)

What is a “Disciplined Focus” and Why it’s Important to Have? 

The reason discipline is so important is because “in the moment” on a MICRO level, your feelings get in the way which leads to creative avoidance or making excuses for yourself. 

That’s why I coined the word “Disciplined focus” which is how to increase the probability of doing something that’s important in the moment.  

A disciplined focus is a term that refers to the ability to concentrate on a specific task or goal, while applying self-discipline and avoiding distractions. It involves the ability to prioritize and allocate time and resources efficiently and effectively towards achieving a specific goal.

A disciplined focus requires setting clear goals and creating a plan to achieve them. It also involves the ability to maintain concentration on the task at hand, even when faced with distractions or competing priorities. This can include avoiding social media or email notifications during work hours, setting aside specific blocks of time for focused work, and breaking larger tasks into smaller, more manageable parts.

Having a disciplined focus is important because it allows individuals to maximize their productivity and achieve their goals in a timely and efficient manner. It also helps to minimize stress and improve overall job satisfaction by providing a sense of accomplishment and progress towards larger goals.

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A few years ago the book “Essentialism” came into my life. I love to revisit the most important (meaningful) books year after year. This past weekend I dove back into this book and here are my takeaways…

Some key lessons of essentialism:

2. Must Haves? Identify the must-haves vs. nice-to-haves in your business (and life). You can do anything, but not everything. What are the daily non-negotiables?

3. Focus on WHO vs. how. Who can help you achieve your most important goals? A coach? Hiring an assistant? Hiring a marketing or sales VA? Is it just yourself being disciplined and consistent?

4. It’s never going to be “perfect.” We are all a work in process and so are our systems. Get 1% better each day in the most important areas.

5. You encourage what you allow. Remove clutter and distractions (apps on phones). Build that habit of asking yourself… What’s the highest use of my time right now? Outside of your daily timeblock essentials, during those downtimes throughout the day how you are spending your time.

Essentialism, in the context of business, is identifying (and prioritizing) the most important and essential aspects of a business or a task and eliminating or minimizing non-essential elements. It’s about simplifying and streamlining operations, strategies, and decision-making to achieve greater effectiveness, efficiency, and success.

In essence, essentialism for business involves distilling the core purpose, values, and goals of a business, and aligning all efforts and resources towards those essential elements. It emphasizes prioritization, focus, and disciplined execution, while consciously saying “no” to non-essential activities, distractions, or opportunities that do not align with the essential aspects of the business.

90-Day Sales CORE MISSION?

Vision: To be the #1 sales onboarding and accountability program for solopreneurs specific to housing, financial services and insurance salespeople.

Mission: The core purpose of 90-Day Sales Manager is to help people reach their potential faster.

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