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What would a

Oct 18, 2013

The new leader in extreme sporting events around the world is the "Tough Mudder" competition. These are a series of crueling events that test your physical and mental limits beyond anything you can image. You enter these events and torture yourself because you want to and whats more unbelievable for salespeople, is that you are willing to "PAY" to do it.

The English version of "Tough Mudder" is considered the toughest challenge in the world. Its 24 hours of intense physical and mental challenges. The course was designed by English Special Forces. Some 1,200 participants started the contest and only a handful actually finished. Signed up were some of the toughest individuals you will find in the planet. A Marine that had dropped out half way through the contest said that Marine boot-camp takes you to the dropping point, but his survival halfway through this was beyond insanity.

What really got my eye is who the ultimate winner was, JY Pak from Korea. The attached link will show you JY Pak having fun before the event. The next picture will show JY Pak and his ultimate intensity.

I don't know about you but JY Pak was named the toughest of the toughest in the world - he just does not look the part. Yet as the old wrestler Ric Flair used to say "to be the best you have to beat the best" and JY Pak did that at "Tough Mudder."

As a salesperson I have competed with everything in my life. Its what was built into me, in fact my biggest competition is with myself. Each year I compare my sales results with my previous years, if I drop one year I try to figure out what I did during the year that prevented me from achieving sales that beat my previous years. What I learn each year is that if I failed to beat my previous years sales goals it had more to do with what deals I was working on that failed more so than the economy at the time. As salespeople particularly in commercial real estate, our challenge is not that we have no business, it is that we have too many opportunities and we have to decide what opportunities we want to tackle. Failure for me comes when I take on an opportunity with low risk to succeed or low return on my time investment.

If we developed a "Tough Mudder" contest for Salespeople what would it look like?

First, it would be a contest that would test our ability to choose the right path for success. Next it would require us to leave our comfort zone and do things that we either don't like doing or ignore because it does not provide immediate results. This contest could include attending more sales conferences, attending more networking meetings, force us to call on a higher tier client base, force us to team up with a partner to develop more business opportunities, force us to develop broker relationships in other markets to develop a referral base business, learn new social media tools to provide us better.

When you look at JY Pak what it tells me is: don't under estimate yourself! You never can surprise yourself enough if you set your mind to being a "Tough Mudder" type salesperson.


Written by: Hans Hansson


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 28 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email or call him at (415) 765-6897. You may also check out his website,

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