Most sales managers will tell you that the only way to write seven figures in new business is to follow a rigid, uncompromising metrics plan—100 dials a week, three meetings a day, come hell or high water. But what if the secret to elite production isn’t a strict script, but rather what we call “opportunistic chaos”?

My guest, Thomas Cox, Vice President at Lockton, joins me to share how he broke records by generating $1.7 million in new business in a single year using an unconventional approach to prospecting.

Thomas walks us through his background – from playing college basketball when he wasn’t cut out for it, to enduring Navy SEAL boot camp, to making the high-stakes jump from carrier rep to broker. We discuss how to drop your ego to learn a new industry, why your physical and mental health dictates your “commission breath,” and how to master the art of being “always around, but never in the way.”

If you are feeling completely drained by your current sales routine, this episode is a breath of fresh air.

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