In this episode of The Top Producer Podcast, I introduce the ABC Test, a simple but powerful self-assessment tool drawn from my book The ABCs of Professional Selling. Top performers don’t wait for external validation from markets, managers, or clients—they self-measure.

I encourage you to rate yourself from 1–10 in each category and identify the area most in need of improvement. Small, honest adjustments in the right place can create big shifts in performance.

In this episode of The Top Producer Podcast, I explore the “D” in my ABC of Professional Selling framework: Discipline. I make the case that momentum isn’t built on motivation—which fades quickly—but on consistent, structured habits that make progress automatic.

In this episode of The Top Producer Podcast, I explore the third pillar of my ABC of Professional Selling framework—Competence. I share how confidence is born from competence, and true mastery can’t be faked. Clients quickly sense whether you genuinely understand the craft.

Competence is credibility—it builds trust, strengthens every client interaction, and provides lasting confidence that can’t be borrowed, bluffed, or bought. Only built.

I outline three essential habits that will help you develop the kind of professional competence that sets top producers apart.