A month ago, I started a new workout program that has me doing chin-ups three times a week. On my first day, I could only do nine reps before I was utterly exhausted. Today, I can do 30 total reps.

I am learning that the best I can do today is not the best I am capable of. I have found that when I rest a day, I can go back the next time and do more. I am continually surprised by what the human body is capable of achieving.

Here’s what the principle means to you — every day, do the best you can do in your new home sales process. The next day, focus on doing each presentation a little better because the day before doesn’t demonstrate what you’re actually capable of. Your first week’s “muscle group” to work on is closing questions (including the home close, community close, payment close, builder close, any trial closes, and your final close).

For your “workout,” ask each prospect as many closing questions as you can. Track your results to indicate where you’re at today. And since today’s results don’t indicate the maximum you’re actually capable of, do the same thing again tomorrow. Track your results with every prospect for a week and see how many closing questions you reach at the end of the week. Then, do it again the next week!

I don’t know how many more chin ups I will do before I reach my best possible performance, and you don’t know how great you can be in your sales process until you push yourself, day in and day out, to become the best version of you!

Here’s to earning what you’re worth!

As a sales professional, author, professional speaker, and consultant, Jason Forrest helps home builders increase closings and profits through leadership sales training. His books include Creating Urgency in a Non-Urgent Housing Market and 40 Day Sales Dare for New Home Sales. He can be reached at jason@jforrestgroup.com and www.jforrestgroup.com.