Sept. 8, 2025
Rep. 955 Get Out Of Your Head & Keep It Stupidly Simple.
Send us a text This episode is about breaking free from overthinking and learning to trust your instincts. Drawing on Keith Hernandez’s wisdom, I’ll show you why the best hitters—and the best salespeople—make their money not by knowing everything, but by relying on their eyes, ears, and split-second decisions. Preparation builds the foundation, but selling is live TV. In the moment, you’ve got to get out of your head, keep it stupidly simple, and command the game right in front of you. Free w...
This episode is about breaking free from overthinking and learning to trust your instincts. Drawing on Keith Hernandez’s wisdom, I’ll show you why the best hitters—and the best salespeople—make their money not by knowing everything, but by relying on their eyes, ears, and split-second decisions. Preparation builds the foundation, but selling is live TV. In the moment, you’ve got to get out of your head, keep it stupidly simple, and command the game right in front of you.
Free worksheet for today's episode. (Hint: This is the time to think:) (if no link: https://docs.google.com/document/d/1SH-Gl-NDcoex8CGSRKUz59uV1XZvSE8D/edit?usp=sharing&ouid=114215176850004969751&rtpof=true&sd=true)
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Keep it simple. Keep it moving. Never settle. Stay tough.
WEBVTT
00:00:00.000 --> 00:00:00.270
All right.
00:00:00.270 --> 00:00:02.069
3, 2, 1. Let's get it this morning.
00:00:02.129 --> 00:00:15.289
I'm reading out of Keith Hernandez's book titled I'm Keith Hernandez, and for those of you who don't know who Keith Hernandez is, let me kind of set the stage for you, man.
00:00:15.789 --> 00:00:21.182
He's a hall of famer, and a twice World Series champion with the Cardinals and the Mets.
00:00:21.513 --> 00:00:27.182
A five time Allstar, and the 1979 National League MVP.
00:00:27.393 --> 00:00:31.713
And he remains the all time gold glove winner with 11.
00:00:32.478 --> 00:00:35.298
11 straight defensive awards.
00:00:36.107 --> 00:00:37.968
Now he's in the broadcast booth.
00:00:38.468 --> 00:00:47.398
And so when a guy like Hernandez has mastered the game at every level and he says, don't think too much.
00:00:48.747 --> 00:00:50.128
You stop and pay attention.
00:00:50.628 --> 00:00:53.868
So on page 2 63, let me read to you what he wrote.
00:00:54.018 --> 00:00:59.718
He said, the reason a batter is getting paid a lot of money isn't because he's got a genius iq.
00:01:00.677 --> 00:01:08.867
It's because that batter has a split second reaction time that, allows him to do what's almost theoretically impossible.
00:01:09.498 --> 00:01:19.215
Hit a baseball hurled by a man with a cannon for an arm that's just 60 feet, six inches away, and his job is to make sure that you don't hit it.
00:01:19.513 --> 00:01:27.435
So for a batter to make split second decisions, there's no time for thinking in those moments.
00:01:27.905 --> 00:01:32.905
Now Hernandez by his admission, was known as a thinking man's hitter.
00:01:33.864 --> 00:01:42.745
And so he would go to the plate with a plan and this meticulous approach, he even admitted you can overdo it.
00:01:43.280 --> 00:01:54.105
He said, if I were coaching today, I throw half of that statistical stuff out and tell those players to rely on two things, their eyes and their ears.
00:01:55.396 --> 00:02:03.105
This hit me, man, because, you know, I'm always, I'm always reading to see how it relates to sales in life.
00:02:03.436 --> 00:02:08.026
And this is so true and relative in sales.
00:02:08.276 --> 00:02:24.143
Dude, I've seen salespeople who didn't know a lick about the product, but they could connect and they could convert, and they sold a lot because they had this incredible ability to use their eyes and their ears.
00:02:24.143 --> 00:02:30.323
They didn't know anything about the product, but they used their senses to watch.
00:02:31.133 --> 00:02:36.203
To listen and to make split second adjustments in real time.
00:02:36.532 --> 00:02:43.763
I mean, bro, they could turn what looked like a dead deal into a done deal and it, it's like mind blowing.
00:02:43.763 --> 00:02:45.173
It's like magical.
00:02:45.443 --> 00:02:49.462
It's like you're sitting there watching David Blaine on the sales floor.
00:02:49.823 --> 00:02:50.633
Unbelievable.
00:02:51.923 --> 00:02:54.473
And then on the other side, I've seen salespeople.
00:02:55.013 --> 00:02:56.603
Who knew everything.
00:02:56.603 --> 00:03:00.862
I mean, they could probably teach the engineers who put the product together.
00:03:00.862 --> 00:03:04.193
They could teach them everything about the product.
00:03:04.733 --> 00:03:11.992
I mean, bro, they could, they could run a clinic on the topic, but they couldn't close because they were in their own head.
00:03:12.802 --> 00:03:14.758
See, when you're in your own head, you lose your senses.
00:03:15.622 --> 00:03:26.622
Your eyes and your ears dull down because all you're thinking about is stats and steps, but you miss the small tales.
00:03:27.103 --> 00:03:31.462
You miss the subtle shifts in tone and you miss the openings.
00:03:31.492 --> 00:03:35.723
These little daylight moments that were right there for you.
00:03:36.687 --> 00:03:37.918
Because you're in your own head.
00:03:38.758 --> 00:03:41.098
See, knowledge is important.
00:03:41.698 --> 00:03:43.768
Foundationally, it's important.
00:03:44.098 --> 00:03:44.937
Don't get me wrong.
00:03:45.657 --> 00:03:48.418
And I'm not saying like drop everything and just wing it.
00:03:48.627 --> 00:03:54.657
I'm not saying that at all, but I'm saying knowledge, the preparation, the skillset.
00:03:55.258 --> 00:03:57.057
This is done in the offline hours.
00:03:57.448 --> 00:03:58.948
This is done in the mornings.
00:03:59.157 --> 00:04:00.147
This is done at night.
00:04:00.147 --> 00:04:02.157
This is done on your car ride to work.
00:04:02.862 --> 00:04:04.002
And home from work.
00:04:05.082 --> 00:04:06.223
That's where you prepare.
00:04:07.092 --> 00:04:16.903
You prepare in the offline hours, but when it's game time, when it's live tv, bro, there's no time for thinking just like that batter.
00:04:17.473 --> 00:04:29.142
You gotta make these split second decisions and get out of your head and into the moment using your eyes and your ears and cultivating your instincts.
00:04:29.642 --> 00:04:33.093
I love what Brian Levinson said in his book, shift Your Mind.
00:04:33.512 --> 00:04:37.502
You gotta be humble in preparation and arrogant in performance.
00:04:37.773 --> 00:04:39.663
I did a whole podcast episode on that.
00:04:39.872 --> 00:04:41.132
Humble in preparation.
00:04:41.132 --> 00:04:43.233
Humble is when you're studying.
00:04:43.502 --> 00:04:46.202
Arrogant is when you're in the moment.
00:04:46.382 --> 00:04:48.333
You gotta command the stage.
00:04:48.452 --> 00:04:52.846
You gotta command the moment customers are coming to you for leadership.
00:04:52.846 --> 00:04:55.875
They need you to lead them in the right direction.
00:04:56.175 --> 00:05:07.762
Because see, selling is a series of split second decisions, and the best salespeople, the best ones the ones who make the big money are the ones who can make these split second decisions.
00:05:07.913 --> 00:05:09.202
They don't crack emotionally.
00:05:09.202 --> 00:05:11.723
When the objections come at'em, they just simply adjust.
00:05:12.877 --> 00:05:17.947
Using their eyes and their ears, and they keep it stupidly simple.
00:05:18.228 --> 00:05:21.437
They trust their senses and they command the moment.
00:05:22.324 --> 00:05:27.814
See, part of the reason why you're in your own head is because you don't trust your senses.
00:05:27.964 --> 00:05:29.495
You don't trust your instincts.
00:05:30.004 --> 00:05:37.475
The reason why is because you haven't trained and cultivated your senses and your instincts.
00:05:37.788 --> 00:05:39.680
So you're, it's use it or lose it.
00:05:39.798 --> 00:05:48.750
You've lost it or never had it because you're not putting a forcing function on cultivating what you see and what you hear.
00:05:48.899 --> 00:05:49.860
Bro, lemme tell you something.
00:05:50.040 --> 00:05:52.709
You know enough to stand your ground.
00:05:52.709 --> 00:05:59.694
You know enough off to go the direction it needs to go, but you gotta trust yourself first.
00:05:59.995 --> 00:06:06.595
One thing my sales manager told me 27 years ago, he said, marsh, you have to understand every deal is a thumbprint.
00:06:06.625 --> 00:06:08.394
No two deals are the same.
00:06:08.964 --> 00:06:18.458
So you have the base, but then when it's game time, it's the sense the eyes and the ears for these split second decisions.
00:06:18.958 --> 00:06:24.778
See, when you're working with your customers, you don't overload them with what you know.
00:06:25.208 --> 00:06:26.798
You show them what they need to see.
00:06:26.798 --> 00:06:30.637
You need to know everything, but they don't need to know that you know everything.
00:06:31.177 --> 00:06:35.497
Don't throw up all over 'em, trying to woo them with your expertise.
00:06:35.708 --> 00:06:42.398
There's no clarity for that, and they're confused and they say no, and you're gonna do all the heavy lifting for another salesperson.
00:06:42.697 --> 00:06:44.377
Don't tell 'em everything that you know.
00:06:44.737 --> 00:06:48.817
You need to know what they need to see, and you reveal it to 'em.
00:06:49.778 --> 00:06:55.447
And as you reveal it to 'em, you empower them with clarity, not complexity.
00:06:55.947 --> 00:06:59.132
And again, you gotta keep it stupidly simple.
00:06:59.523 --> 00:06:59.728
You do.
00:07:00.632 --> 00:07:01.802
Get outta your own head.
00:07:02.103 --> 00:07:06.783
Stop overthinking things because when you do, you're gonna lose every single time.
00:07:07.112 --> 00:07:12.392
You miss the moments, you miss the emotions you miss the the split second decisions.
00:07:12.572 --> 00:07:15.872
You miss it because in your mind, when you're in your own head.
00:07:16.413 --> 00:07:19.593
In your mind, you're just thinking about doubt.
00:07:19.862 --> 00:07:22.322
You're thinking about, oh no, here we go again.
00:07:22.322 --> 00:07:23.793
Another lost sale, man.
00:07:23.793 --> 00:07:24.723
These people aren't here.
00:07:24.843 --> 00:07:34.952
I mean, this narrative is going on and on and on, and the good salespeople are the ones who rely on their senses, their eyes, and their ears to make these adjustments.
00:07:35.132 --> 00:07:37.612
They're not even in their own head, they're not even thinking.
00:07:37.793 --> 00:07:42.593
They're making the adjustments they're seeing and capitalizing on different moments.
00:07:43.088 --> 00:07:46.418
, On different areas that they need to go, and they go.
00:07:46.538 --> 00:07:50.708
They don't think about it, they don't rationalize, they don't negotiate with themselves.
00:07:51.307 --> 00:07:51.848
They're gone.
00:07:52.348 --> 00:07:54.148
So here's what I wanna stress to you today.
00:07:54.987 --> 00:08:00.298
The preparation is key, but that's done on your time when you're selling.
00:08:00.387 --> 00:08:01.288
It's on their time.
00:08:01.788 --> 00:08:03.767
Keep it stupidly simple.
00:08:04.598 --> 00:08:09.608
And if you find that you're getting weighed down, like you're just, you're, you're just, man, I don't know what's going on.
00:08:10.267 --> 00:08:11.257
I'll tell you what's going on.
00:08:11.617 --> 00:08:13.208
Everything's going on in your head.
00:08:14.257 --> 00:08:17.288
You gotta empty your mind when it's, when it's game time, bro.
00:08:17.288 --> 00:08:18.098
It's on.
00:08:18.598 --> 00:08:21.958
Get outta your head and stay in your senses.
00:08:22.798 --> 00:08:26.067
This is how you command the moment and people commanding the moment.
00:08:26.247 --> 00:08:31.237
That's that confidence and people, your customers want a confident salesperson.
00:08:31.687 --> 00:08:36.908
That's the difference between someone who knows everything and someone who sells anything.
00:08:37.957 --> 00:08:40.207
It's the eyes and the ears.
00:08:40.268 --> 00:08:42.173
All right, let's get outta here.
00:08:42.203 --> 00:08:43.134
Remember, keep it simple.
00:08:43.134 --> 00:08:43.673
Keep it moving.
00:08:43.673 --> 00:08:44.214
Never settle.
00:08:44.214 --> 00:08:44.783
Stay tough.
00:08:44.783 --> 00:08:45.234
Peace.
00:00:00.000 --> 00:00:00.270
All right.
00:00:00.270 --> 00:00:02.069
3, 2, 1. Let's get it this morning.
00:00:02.129 --> 00:00:15.289
I'm reading out of Keith Hernandez's book titled I'm Keith Hernandez, and for those of you who don't know who Keith Hernandez is, let me kind of set the stage for you, man.
00:00:15.789 --> 00:00:21.182
He's a hall of famer, and a twice World Series champion with the Cardinals and the Mets.
00:00:21.513 --> 00:00:27.182
A five time Allstar, and the 1979 National League MVP.
00:00:27.393 --> 00:00:31.713
And he remains the all time gold glove winner with 11.
00:00:32.478 --> 00:00:35.298
11 straight defensive awards.
00:00:36.107 --> 00:00:37.968
Now he's in the broadcast booth.
00:00:38.468 --> 00:00:47.398
And so when a guy like Hernandez has mastered the game at every level and he says, don't think too much.
00:00:48.747 --> 00:00:50.128
You stop and pay attention.
00:00:50.628 --> 00:00:53.868
So on page 2 63, let me read to you what he wrote.
00:00:54.018 --> 00:00:59.718
He said, the reason a batter is getting paid a lot of money isn't because he's got a genius iq.
00:01:00.677 --> 00:01:08.867
It's because that batter has a split second reaction time that, allows him to do what's almost theoretically impossible.
00:01:09.498 --> 00:01:19.215
Hit a baseball hurled by a man with a cannon for an arm that's just 60 feet, six inches away, and his job is to make sure that you don't hit it.
00:01:19.513 --> 00:01:27.435
So for a batter to make split second decisions, there's no time for thinking in those moments.
00:01:27.905 --> 00:01:32.905
Now Hernandez by his admission, was known as a thinking man's hitter.
00:01:33.864 --> 00:01:42.745
And so he would go to the plate with a plan and this meticulous approach, he even admitted you can overdo it.
00:01:43.280 --> 00:01:54.105
He said, if I were coaching today, I throw half of that statistical stuff out and tell those players to rely on two things, their eyes and their ears.
00:01:55.396 --> 00:02:03.105
This hit me, man, because, you know, I'm always, I'm always reading to see how it relates to sales in life.
00:02:03.436 --> 00:02:08.026
And this is so true and relative in sales.
00:02:08.276 --> 00:02:24.143
Dude, I've seen salespeople who didn't know a lick about the product, but they could connect and they could convert, and they sold a lot because they had this incredible ability to use their eyes and their ears.
00:02:24.143 --> 00:02:30.323
They didn't know anything about the product, but they used their senses to watch.
00:02:31.133 --> 00:02:36.203
To listen and to make split second adjustments in real time.
00:02:36.532 --> 00:02:43.763
I mean, bro, they could turn what looked like a dead deal into a done deal and it, it's like mind blowing.
00:02:43.763 --> 00:02:45.173
It's like magical.
00:02:45.443 --> 00:02:49.462
It's like you're sitting there watching David Blaine on the sales floor.
00:02:49.823 --> 00:02:50.633
Unbelievable.
00:02:51.923 --> 00:02:54.473
And then on the other side, I've seen salespeople.
00:02:55.013 --> 00:02:56.603
Who knew everything.
00:02:56.603 --> 00:03:00.862
I mean, they could probably teach the engineers who put the product together.
00:03:00.862 --> 00:03:04.193
They could teach them everything about the product.
00:03:04.733 --> 00:03:11.992
I mean, bro, they could, they could run a clinic on the topic, but they couldn't close because they were in their own head.
00:03:12.802 --> 00:03:14.758
See, when you're in your own head, you lose your senses.
00:03:15.622 --> 00:03:26.622
Your eyes and your ears dull down because all you're thinking about is stats and steps, but you miss the small tales.
00:03:27.103 --> 00:03:31.462
You miss the subtle shifts in tone and you miss the openings.
00:03:31.492 --> 00:03:35.723
These little daylight moments that were right there for you.
00:03:36.687 --> 00:03:37.918
Because you're in your own head.
00:03:38.758 --> 00:03:41.098
See, knowledge is important.
00:03:41.698 --> 00:03:43.768
Foundationally, it's important.
00:03:44.098 --> 00:03:44.937
Don't get me wrong.
00:03:45.657 --> 00:03:48.418
And I'm not saying like drop everything and just wing it.
00:03:48.627 --> 00:03:54.657
I'm not saying that at all, but I'm saying knowledge, the preparation, the skillset.
00:03:55.258 --> 00:03:57.057
This is done in the offline hours.
00:03:57.448 --> 00:03:58.948
This is done in the mornings.
00:03:59.157 --> 00:04:00.147
This is done at night.
00:04:00.147 --> 00:04:02.157
This is done on your car ride to work.
00:04:02.862 --> 00:04:04.002
And home from work.
00:04:05.082 --> 00:04:06.223
That's where you prepare.
00:04:07.092 --> 00:04:16.903
You prepare in the offline hours, but when it's game time, when it's live tv, bro, there's no time for thinking just like that batter.
00:04:17.473 --> 00:04:29.142
You gotta make these split second decisions and get out of your head and into the moment using your eyes and your ears and cultivating your instincts.
00:04:29.642 --> 00:04:33.093
I love what Brian Levinson said in his book, shift Your Mind.
00:04:33.512 --> 00:04:37.502
You gotta be humble in preparation and arrogant in performance.
00:04:37.773 --> 00:04:39.663
I did a whole podcast episode on that.
00:04:39.872 --> 00:04:41.132
Humble in preparation.
00:04:41.132 --> 00:04:43.233
Humble is when you're studying.
00:04:43.502 --> 00:04:46.202
Arrogant is when you're in the moment.
00:04:46.382 --> 00:04:48.333
You gotta command the stage.
00:04:48.452 --> 00:04:52.846
You gotta command the moment customers are coming to you for leadership.
00:04:52.846 --> 00:04:55.875
They need you to lead them in the right direction.
00:04:56.175 --> 00:05:07.762
Because see, selling is a series of split second decisions, and the best salespeople, the best ones the ones who make the big money are the ones who can make these split second decisions.
00:05:07.913 --> 00:05:09.202
They don't crack emotionally.
00:05:09.202 --> 00:05:11.723
When the objections come at'em, they just simply adjust.
00:05:12.877 --> 00:05:17.947
Using their eyes and their ears, and they keep it stupidly simple.
00:05:18.228 --> 00:05:21.437
They trust their senses and they command the moment.
00:05:22.324 --> 00:05:27.814
See, part of the reason why you're in your own head is because you don't trust your senses.
00:05:27.964 --> 00:05:29.495
You don't trust your instincts.
00:05:30.004 --> 00:05:37.475
The reason why is because you haven't trained and cultivated your senses and your instincts.
00:05:37.788 --> 00:05:39.680
So you're, it's use it or lose it.
00:05:39.798 --> 00:05:48.750
You've lost it or never had it because you're not putting a forcing function on cultivating what you see and what you hear.
00:05:48.899 --> 00:05:49.860
Bro, lemme tell you something.
00:05:50.040 --> 00:05:52.709
You know enough to stand your ground.
00:05:52.709 --> 00:05:59.694
You know enough off to go the direction it needs to go, but you gotta trust yourself first.
00:05:59.995 --> 00:06:06.595
One thing my sales manager told me 27 years ago, he said, marsh, you have to understand every deal is a thumbprint.
00:06:06.625 --> 00:06:08.394
No two deals are the same.
00:06:08.964 --> 00:06:18.458
So you have the base, but then when it's game time, it's the sense the eyes and the ears for these split second decisions.
00:06:18.958 --> 00:06:24.778
See, when you're working with your customers, you don't overload them with what you know.
00:06:25.208 --> 00:06:26.798
You show them what they need to see.
00:06:26.798 --> 00:06:30.637
You need to know everything, but they don't need to know that you know everything.
00:06:31.177 --> 00:06:35.497
Don't throw up all over 'em, trying to woo them with your expertise.
00:06:35.708 --> 00:06:42.398
There's no clarity for that, and they're confused and they say no, and you're gonna do all the heavy lifting for another salesperson.
00:06:42.697 --> 00:06:44.377
Don't tell 'em everything that you know.
00:06:44.737 --> 00:06:48.817
You need to know what they need to see, and you reveal it to 'em.
00:06:49.778 --> 00:06:55.447
And as you reveal it to 'em, you empower them with clarity, not complexity.
00:06:55.947 --> 00:06:59.132
And again, you gotta keep it stupidly simple.
00:06:59.523 --> 00:06:59.728
You do.
00:07:00.632 --> 00:07:01.802
Get outta your own head.
00:07:02.103 --> 00:07:06.783
Stop overthinking things because when you do, you're gonna lose every single time.
00:07:07.112 --> 00:07:12.392
You miss the moments, you miss the emotions you miss the the split second decisions.
00:07:12.572 --> 00:07:15.872
You miss it because in your mind, when you're in your own head.
00:07:16.413 --> 00:07:19.593
In your mind, you're just thinking about doubt.
00:07:19.862 --> 00:07:22.322
You're thinking about, oh no, here we go again.
00:07:22.322 --> 00:07:23.793
Another lost sale, man.
00:07:23.793 --> 00:07:24.723
These people aren't here.
00:07:24.843 --> 00:07:34.952
I mean, this narrative is going on and on and on, and the good salespeople are the ones who rely on their senses, their eyes, and their ears to make these adjustments.
00:07:35.132 --> 00:07:37.612
They're not even in their own head, they're not even thinking.
00:07:37.793 --> 00:07:42.593
They're making the adjustments they're seeing and capitalizing on different moments.
00:07:43.088 --> 00:07:46.418
, On different areas that they need to go, and they go.
00:07:46.538 --> 00:07:50.708
They don't think about it, they don't rationalize, they don't negotiate with themselves.
00:07:51.307 --> 00:07:51.848
They're gone.
00:07:52.348 --> 00:07:54.148
So here's what I wanna stress to you today.
00:07:54.987 --> 00:08:00.298
The preparation is key, but that's done on your time when you're selling.
00:08:00.387 --> 00:08:01.288
It's on their time.
00:08:01.788 --> 00:08:03.767
Keep it stupidly simple.
00:08:04.598 --> 00:08:09.608
And if you find that you're getting weighed down, like you're just, you're, you're just, man, I don't know what's going on.
00:08:10.267 --> 00:08:11.257
I'll tell you what's going on.
00:08:11.617 --> 00:08:13.208
Everything's going on in your head.
00:08:14.257 --> 00:08:17.288
You gotta empty your mind when it's, when it's game time, bro.
00:08:17.288 --> 00:08:18.098
It's on.
00:08:18.598 --> 00:08:21.958
Get outta your head and stay in your senses.
00:08:22.798 --> 00:08:26.067
This is how you command the moment and people commanding the moment.
00:08:26.247 --> 00:08:31.237
That's that confidence and people, your customers want a confident salesperson.
00:08:31.687 --> 00:08:36.908
That's the difference between someone who knows everything and someone who sells anything.
00:08:37.957 --> 00:08:40.207
It's the eyes and the ears.
00:08:40.268 --> 00:08:42.173
All right, let's get outta here.
00:08:42.203 --> 00:08:43.134
Remember, keep it simple.
00:08:43.134 --> 00:08:43.673
Keep it moving.
00:08:43.673 --> 00:08:44.214
Never settle.
00:08:44.214 --> 00:08:44.783
Stay tough.
00:08:44.783 --> 00:08:45.234
Peace.