For a long time it seemed to me that real life was about to begin, but there was always some obstacle in the way. Something had to be got through first, some unfinished business; time still to be served, a debt to be paid. Then life would begin. At last it dawned on me that these obstacles were my life.
In each age men of genius undertake the ascent. From below, the world follows them with their eyes. These men go up the mountain, enter the clouds, disappear, reappear, People watch them, mark them. They walk by the side of precipices. They daringly pursue their road. See them aloft, see them in the distance; they are but black specks. On they go. The road is uneven, its difficulties constant. At each step a wall, at each step a trap. As they rise the cold increases. They must make their ladder, cut the ice and walk on it., hewing the steps in haste. A storm is raging. Nevertheless they go forward in their madness. The air becomes difficult to breath. The abyss yawns below them. Some fall. Others stop and retrace their steps; there is a sad weariness. The bold ones continue. They are eyed by the eagles; the lightning plays about them: the hurricane is furious. No matter, they persevere.
Obstacles are necessary for success because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats. Yet each struggle, each defeat, sharpens your skills and strengths, your courage and your endurance, your ability and your confidence and thus each obstacle is a comrade-in-arms forcing you to become better or quit. Each rebuff is an opportunity to move forward; turn away from them, avoid them, and you throw away your future.
Imaginary obstacles are insurmountable. Real ones aren't. But you can't tell the difference when you have no real information. Fear can create even more imaginary obstacles than ignorance can. That's why the smallest step away from speculation and into reality can be an amazing relief. The Reality Solution means: Do it before you're ready.