How to Unlock Your Earning Potential This Year

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If in 2025 you did not earn the income that you felt that you should have, don't worry, you can change that in 2026, and here's how you do so. Check it out. Hey, hey, hey, hey, everyone. Welcome to another great episode of the Sales Evangelist Podcast. I'm your host, Donald C. Kelley. The Sales Evangelist, and I'm so excited for another great episode. I'm so excited to be here with you today, and I hope that you had a fantastic Christmas. But right now, as we get ready for the new year, I want you to be able to earn the potential, earn the income that you feel that you deserve. I'm going into archives on this episode. In this one, I go out and connect with Ashley Winston. We did this episode a while back, but the principles that she shared still applies, and I love listening to it at the beginning of every new year because it helps me to change the way that I think, especially as I'm planning right now for 2026. What are some of those things that I can adjust in 2026 that I didn't do in 2025? Am I earning the income? Am I challenging the prospects enough? Am I going after the right type of deals? Am I making myself put myself in a position so I can earn the income? Or am I going to be in the same exact mode? We can't do that. So I want you to listen to this with that intent of how you can change and what you can do to make sure your new year is different. If you earned enough last year, man, keep on going. Take some of these principles and apply to it. Now, speaking for you who are first time listeners to this podcast, I'd love to share principles to help you to not only earn income, but to change your mindset. If you want you to improve and as we go into 2026, your mindset should be on performing your very best. Listen to those principles as we dive into this episode, connect with me on LinkedIn and tell me one thing you take away from it. Ashley, welcome to the show. Thank you so much for having me, Donald. I'm still looking forward to this. I think there's so many this time of the year, especially as we start off a new year so often we hear people make goals around money or they may commitments or resolutions. However, I think there's one lacking often, one piece lacking often times is just like understanding their potential, what they're capable of doing. So I really want to get into that with you and we'll talk about that for a little bit here. But talk to me a little bit more about what you do. I mean, I bragged about you a little bit that it's easier here, but I only could do so much. Tell us a little bit more about what you do, Ashley. Well, you know, I'm a multi-passionate entrepreneur, so I traffic between multiple industries, helping people unlock what I call their God-given potential and unleash their unstoppable. And so depending on the industry, that might look a little different, but it all boils down to, I help to build people, build teams so that they can have better outcomes in their lives and actually bridge the gap between where they are now and what they are saying they want. Whether that's a financial outcome or really just any type of life goal, I bridge the gap. I love it. And you got me, you got me a hello on this one, like this topic is just like a, so you know, as a podcast host, I can be selfish where I bring on guests that I want to hear from. Right. It's your prerogative. You can do what you want to do. Right. It just still happens, you know, it benefits our community as well, but I want to go straight into that. And I love the fact that you frame that, like, you know, you can help our team and you can help, like, you know, help bridge that gap. But go specifically around a financial potential. Let's go back even to a sub level, just potential in general. Why do so many people not live up to the potential that they have or don't have been tapped into their full potential? Like, I see, I've seen this throughout my life and it's just one of those things that go bonkers and I would love to hear your thoughts on it. You know, I really think, Donald, that it boils down to fear. I think that's the root of a lot of what keeps people boxed in to living beneath their potential. And lack of exposure too. It's kind of a combination because I think some people would, you know, explore and venture out to unlock their full potential if they were exposed to what's available to them. If they knew what was inside of them and that boils down to environment atmosphere, right? Like, if you're never in a certain atmosphere or this type of atmosphere where your potential can be seen or unlocked or somebody can see something in you that's never going to be realized. You don't even know what's there. It's hidden. Right. A lot of times our potential is dormant. It's so exposure and then fear, like if you do know that there's something in you, but you're afraid to try. You're afraid to step out. And I think it's because we love to, we love what's familiar and our future, in my opinion, our future is never found in what's familiar, but it's comforting. And so it's like, you know, you can have your comfort zone or you can choose courage and unlock your full potential, you know? It takes courage. Yeah, and I love those two and I was sitting here, amen in some of those things in my head, like dang it. Actually, it's like looking into my life and telling me stuff already. I hear that a lot because it is very common, right? Like I think you're, I want to go back to the idea of fear and then we can come back into the money one. Okay. I can tell you I had what you hear people say, I've heard people say it and it's like the fear of success. I'm like, blah, blah, blah. Who's going to talk about no fear? And everybody wants to be successful, nobody's going to really have a fear of success. But then from, I can tell you when I first started a business actually, I was definitely fear of success because one, I didn't want to seem as a charlatan or like as an imposter. So the imposter syndrome, everybody, a lot of people faced that. But the number two towards that was like, I was a solo coach and I was like, I don't want to have more clients or the bigger clients because I'm not going to be able to take care of them. You know what I mean? Yes. The fear of success was like, there's no way I'm going to mess up. I don't want to do that. I'm going to be back here in comfortable zone. Yeah. Comfort zone. Exactly. I was just talking about that. I guess a night or so ago with a girl that I mentor and, you know, she's pursuing real estate and kind of doing a career swap. And, you know, every time we're talking about how every time she gets to a certain point, she sabotages, right, and we were like, yeah, self sabotage, yeah, self sabotage. And, you know, self sabotage can be tricky because at first it didn't look like that. You know, it could just like, oh, it's this or it's that because it can mask itself so many different ways. But then we started to look at the pattern of how many different areas of her life. This was happening in where like, you know, house almost sells and it doesn't sell. You know, you order something and then it doesn't come in the mail, right? It's like all these different things that seem random, like they're out of your control, but you realize, oh my goodness, this is happening because this is what's happening inside of me, right? I've got this chain and I'm believing I can only go so far. So when I get to that place, that chain, that belief system that I have is designed to bring me back. So you can't go any further than what you believe because we become what we believe. So your subconscious mind is going to bring you back into whatever your belief system is. That's why transforming our thinking is so important. And so when we keep reaching the same limitations or hitting up, you know, coming up against those, even in your earning potential, if we shift to that, you know, when you keep hitting a certain amount, you're like, man, I can't break this level or this amount. Now in my business, this goal that I have, the chain is the barriers inside of you. It's not outside. It's not the client. It's your belief system that you believe you can only get to 100k. You can only get to a million. You can only get to, it's what you believe because when you believe, whatever you believe, you start to act upon. You start to create what's necessary for that belief to manifest. Yeah. So if you're on 100k, you're going to do whatever you can to hit 100k. Keep the goal is 5k. You're going to keep doing whatever you do to hit 5k and you're never going to go up from there until you change what you believe. Truth lies and work is brought to you by the Hubspot Podcast Network, the audio destination for business professionals. Join husband and wife team Allen, Leon Elliott as they dispel myths, impart wisdom and answer all your questions about finding, keeping and motivating great people. People who listen to this podcast love the unique blend of theory and practice which helps business owners and leaders simplify consumer psychology. Plus, if you enjoy learning what makes people tick, then this show is perfect for you. I listened to the latest episode about Small Talk and being a sales guy, this was one that I was kind of keen to listen to. But it gives some great insights that I didn't think about when it comes to Small Talk in a sales process. You should check it out yourself and see if you should continue your Small Talks or not. 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If you're interested, go to bluemangostudios.com, again, bluemangostudios.com and our team could show you exactly what we did. It's amazing. Alright, you got this is, I think we can end the episode here and that will be like the, they got the cost for admission already, they got that like we gave them some good stuff on that. I want to go deeper, I need to be as a guest, I mean, as a host, I need to be able to do some probing here, some be some, some being technistic in some way. And I want to go into that idea because I agree with you 100% on this notion of the belief system because it's so true, but if I'm only, if I'm 100K level, have you read atomic habits yet? Actually, I have, not all the way through, not all the way through, but I have, it's a book I have that I go into. I have it on my list, too, like, and I'm going through right now and I'm just like, but one of the, yeah, James, one of the things that James Clare talked about in the book was this notion of like, and I've heard this before, we teach it in our sales mindset course, but it's like you're behaving in accordance to who you are, like, and just bringing this in your faith based individual too, right? I am. Yes. Remember the whole, what would Jesus do bracelet back in a day? Yes. I remember that. Yes. Because then they can, they can ask themselves, is this something that Jesus would do? So then therefore they behave according to that, but it's the same concept when it comes towards you. Am I, if I'm looking at myself, if I'm looking at Donald being a, you know, a billionaire, then I need to ask myself, is this what billionaire Donald would be doing at this point? Absolutely. We had a, oh, sorry. Go ahead. No, go ahead. So same on this, the same on this line, like, you know, when it comes towards, like, the income potential, however, I also may not necessarily know those steps. I mean, and put yourself in a sales position, sales reposition now where, you know, I got Mandy listening to the episode and she's like, Ashley, I'm all on, I'm believing that. How do I do the action now to be able to make that happen? Like, what are some of those things that I could do to break past my limiting belief that beyond just a mental barrier, I don't know if I'm making sense there. If you know, you are, yeah, you're, you're getting into the how to, like, how to do it, right? Because we talk a lot about what, especially in the faith based environment, it's like, this is what you should be doing. This is, like, you said, what would you just do? But how do we just get, how do we, right? Walk on water. How do we turn water? Like, how are we operating in miracles? That's a different podcast. But what I'll say is, I think it has a lot to do with your, it starts with the thinking. Okay. I'm going to go back to that because you will naturally do some things differently if you transform your thinking. So that's where I'd like to start. How do I transform my thinking? As like you said, Donald, if I become the billionaire in my mind, I will begin to act in a, I will begin to act in a way that's congruent with that belief because, right, I was talking about this before. I believe that our thoughts, the way we're designed, our thoughts drop down into our heart and then out of our heart, our lives are produced. We act out of what's in our heart. And so it's like a automatic process. So the first thing I would tell someone is get some new thoughts and train your thinking. It's like a garden that's been untamed, like when you see a garden that's been untamed, there might be flowers in it or crops, whatever, but you're also going to see a whole bunch of weeds and a whole bunch of mess, right? Because it hasn't been tinted to you. And that's where our minds are a lot of times because of what we're exposing ourselves to, whether it's in our lives or at work or at home or on social media. So our minds are so full of clutter and mess. So let's start with managing our minds. The thinking that we already have in beginning to pluck out the negative thoughts, how do we do that? You first have to be conscious that you're thinking negatively. So it's like, what am I thinking about? What am I thinking about on a day-to-day basis and my thinking positively and my thinking negatively? And you have to begin to stop the negative thinking, right, and say, oh my gosh, I really don't think I can get X amount of clients. I really don't believe that. See, that's where the honesty comes in. And then you can say, you have to be willing to confront yourself. I talk about that in my book, Break Free, about, you know, it takes so much courage, which you have to be honest with yourself and then say, okay, I don't want to think that way anymore. I need to replace that thought. But see, sometimes we get all these positive thinking books and all positive thinking, but you have it dealt with the negative thinking. So it doesn't take root, right? Just like trying to put a whole bunch of new seed on top of crappy soil and a whole bunch of other seeds, right, that didn't fully reach their potential. It's like, no, let's deal with the soil. Let's cultivate that soil. Let's remove what's dead in there and no longer producing. And now let's lay the foundation and start planting new seed, new thoughts. How do you get the new thoughts, environment, who you're around, who you're listening to? The podcast, like the ones that you host and the ones that you produce, books, right? Conferences. You have to invest in yourself. Sometimes it's free, but sometimes it's not. Sometimes you have to pay for coaching. You have to pay for advising. You have to pay for, to be a part of certain communities, like the wealthy understand this. They understand. If you look at, even if you look at some of the top, I won't even say top earners, but if you look at some of the greatest people in their industries, they are paying people to correct them and help them with their thinking so that they can operate on a higher level. And they train with these people every week, sometimes every day, sometimes from multiple hours a day, just because they want to win, they want to be the best. And so it just depends on how far you want to take it. You know, as you were sharing this, a couple of thoughts that came to mind. One of them was like, you tapped into something when you were talking about like you're, you know, just to believe again, and you know, how this, it comes from a mind to our hearts and everything from there go out, right? You said it way more eloquent than I could. Yes, yes. It's a bible. I can't take credit. I can't take credit. But, you know, the thought though with it was like, when I think about it from like a sales professional, if I have a thought that no one's going to answer a phone, then or prospecting doesn't work. I can't do any outreach. People are not going to want to accept my appointments. If I live in that belief and that's a $100,000 mindset, that's all I'm going to get because the only people I get are people who come in this inbound and people who raised their hand. But if I, if I have a negative belief about outbound, then I'm not going to get that. But if I change that belief and say, what would a successful business owner, a successful sales rep who's making half a million dollars a year do, well, they'll go for some of these larger accounts and they would actually reach out to them. They would be more confident on the call. They wouldn't give up as easy. Like, there's all of these different little things because that belief comes into their heart, heart, then comes into action. And I would say like when we started talking about how to, I think as a sales professional, I would challenge salespeople and say, you know what you should be doing, but you're probably not doing it because you're listening to the podcast. You're hearing this stuff, but you'd, you're automatically going to, I know I automatically when I listen to people. I'm not. I'm being straight. I'm trying to be honest here, right? I automatically, in my head, go back into that negative weeds, I need to rip out some of those negative weeds. I look at it and say, well, that won't work for me. I look for what's not going to work as opposed to what's going to work. I can't work in our industry. I actually talk about something and different types of sales, like that, that, you know, James is talking about it in that way or my industry is a little bit different. Because that right there is preventing me from even doing anything to test it out. So it's, I love your idea of ripping out those negative weeds from the roots. And then we could go ahead and plot some of those things here. So as the sales rep listened to this, that's how you start. Yes, because I mean, how can you learn what you already know? What do you feel that's already full? It's like when you're talking to someone, yeah, it might be different. But what's the one percent, two percent, five percent of information that you didn't have before the conversation that you needed to go that much further, right? So if you cut it off already, you don't even have the opportunity to learn that percentage that you needed to go the next step to go, you know, further, yeah, it all goes back to knowledge. Like that's the difference between somebody who's earning a certain, well, it's not just knowledge, it's knowledge plus execution, right? You have to execute because knowledge is, you know, really potential, we say knowledge is power, but knowledge is really potential. It's not power unless you're doing, you're acting on what you know. But that's the difference. It's like there's a knowledge gap. So, you know, Warren Buffett knows something that we don't know, right? So we need to read the book. We want to go in that direction. It's like, okay, well, read what Warren's talking about and see whether he was able to do it. Does it mean you'll do it that way? I always believe you have to leave room for God and Holy Spirit to move through you and your gifts in your way of doing it. But the bottom line is there's knowledge there that you need that can help bridge the gap between where you are today. And like you said, Donald, I used Warren because you brought up the billionaire example by it between where you are today and that billionaire that you're becoming. Yeah. No, I'm dead serious on that. And I wrote it on, I have it in my, when I record at home, my home studio, my home officer, I have that, the number, it's 10 billion that I have. Now, I may have limited, limited, I may have limited belief on it, but I put 10 billion in 10 years. So it's a, I agree with you. I'm excited to invite me to the celebration of party when you hit, when you hit the goal. I'm ready. But we hit that. You'll come on a yacht off Palm Beach. Yeah. I'll be there. I'll be there. I will be there. You know, what are some other things that may limit me, though? And we, we kind of get this idea now. You got us fired up here and folks are getting ready to jump out and create these goals for this year. But what are some of the things that might, that might hinder me from tapping into my fault potential? We talk about fear. We talk about the unfamiliar, like let's go into unfamiliarity with it. Yes. Imagine you talk about this being around people, that's coaches and so forth. But let's say, what about the people that are around me, my friends, like, how can that impact my earning potential? It's so funny. I love God. Because even before you said, I didn't know that's exactly where you were going. But when you're like, what are some other limitations, the first thing I thought was, change your circle. You have to keep changing your circle. Like we read books about this. We hear about this all the time, but I can't emphasize this enough. You know, you become like the people you spend the most time with. It's true. So if you wouldn't want to trade your future for the people you're around, perhaps you need a different group of people around you. Because that's who you're around the most, that's who you're talking to. So they're either helping you come higher or they're helping you to stay where you are, or potentially go lower, right? That's so important. I mean, I feel like I'm always talking about that with my clients about who they're around. Even if you're a high level leader, like if you want to go higher than where you already are, you have to put yourself around people who are doing better than you, which requires humility. Are you struggling to close deals? B2B selling is tougher than ever before and that's why I will tell you about LinkedIn Sales Navigator. Listen up. LinkedIn Sales Navigators is a sales intelligent platform that helps sales professional effectively prospect and engage high valued customers, drive higher revenue and increase sales performance. Sales Navigator helps target the right buyers. This key signal, such as job changes or which account you should prioritize, and shows you hidden allies so you can find those buyers that are most likely to convert. Fueled by LinkedIn, one billion members platform, yes, one billion, Sales Navigator gives you the most up-to-date, first-party data enabling you to unlock conversations with the people that matter. Right now, you can try LinkedIn Sales Navigator, get a 60-day free trial at LinkedIn.com/tse. That is LinkedIn.com/tse for a 60-day free trial. Try it for yourself. LinkedIn.com/tse, and let's get started. I think sometimes it's, again, one of those things that's easier said than done. How do I, I can't fire my family, like they're around me. How do I, you know, you maybe have great friends that you grew up with. How do I ensure that I still maintain relationships, but find that new group of people? Do I just go on, you know, Kora, go look for some group of folks, or how do I find the community thoughts feelings of them? I honestly think that we end up attracting them, okay, as we become the person we're called to be. Think about how I ended up on the podcast. Mm-hmm. It was a fit. Right? Right. You beat people as you become who you're supposed to be. You're introduced to new people, new environments, and events, and things like that. And so I think a big part of it is not focusing so much on like, I've got to create this new circle. I think you should focus on becoming the person that will attract the people that you want to be around, right? So you can still try, and it's like you might not be a billionaire, but what are some of those characteristics that billionaires have, right? Because it relates to just the person, like I said, the character. The character is important, right? Because your character is more than likely going to dictate your conversation. And people at a certain level, when they hear your conversation, they'll either be turned off by it or attracted by it, right? And they'll know, "Hmm, one of us, no, not one of us, or not one of us, but potential, we're ethic." I don't know. They'll see something. I do. You'll be getting access, so that's one way. I also think it is good sometimes to network with people and step outside of your comfort zone and go to events. You know, I'm kind of an extrovert introvert. You know, I'm extroverted in my career when I'm talking to people about what I'm doing. But there's another side of me where I'm like, "Leave me alone whenever I home." Because I'm out, you know, worrying out all day. Yeah, exactly. And so I have to be intentional about, well, maybe I should go to this. Maybe I should go to this event, get out of my comfort zone or go to that conference or, you know, whatever it is. I think you can meet people that way. And I think it's great to join like masterminds and communities like that where you know people are as hungry as you are and willing to put in the work. I believe in masterminds and communities like that. And then as it relates to the people, this is really hard, Donald, just being honest, that have always been in your life. The truth is that if they're not growing at the same pace and level as you, there's going to be separation. Yeah. I think we want to avoid this part because it's painful, but that is a part of growth. Elevation does require separation, right? The butterfly can't stay in the cocoon. There's a separation, a shedding, right, of its prior self in order to become its new form. Yeah. It will be some separation. And I think it's important to deal with your feelings around that and having conversations. It may not be that you never see these individuals again. It just might be the time that you spend with them is different, right? And then you have to understand, in your right, that is, that feels like a loss. It's costing you. But success pretty much costs you or will everything. I'm a witness to that. Wow. Your destiny will cost you everything plus everything. So that means. Talk to me about that. I want you to tap into that. There's a story there. And I can't let this episode go without hearing that. Oh my goodness. Yes. I think that, in my case, in my journey, I was, let's see, if I go back, I was coming out of grad school, thought I knew exactly what I was going to do next. I was coaching women at the time, mentoring women. And I felt like this is the level that I'm called to. Like I'm just going to, in my mind, Donald, I thought that was it. That was, I had built a business. It was doing, you know, well, and it had courses online and things like that. And I thought, okay, the next thing to do, I've been to school. I started my company. I'm doing well. Duh. Get married. That's what every woman is doing now, right? After, right? That's what I'm supposed to be doing. So, you know, I was so thirsty to be married. I got this relationship, this athlete, I'm like, oh my god. You know, you're so focused on it. And it wasn't the relationship that God had for me, right? And what I mean by costing, I had to make a decision. Either I'm going to get it, stay in this relationship and pretend like this is all there is to me and what I'm called to do. Or I'm going to grow and choose my purpose. And that's really how my business and my ministry started. I called off my wedding and decided to pursue my purpose and it cost me that relationship. It cost me maybe some of the opinions people had about me. It cost me the whole future I had planned and I, you know, had to mill all of my gifts back to family and friends and things and in some ways it felt like at the time my reputation because, you know, at the time it was like, you're this brand new kind of entry level entrepreneur. You hit the jackpot, you know, this aptly, like, what are you doing? But I knew in my heart that that's not what I was supposed to be doing. And so that was the beginning of my entrepreneurial journey. It cost me that, right? It's cost me, you know, having some times to people are going to certain events or certain things and I couldn't go, you know, things like that, it costs a lot. You know, there's so much more to my life in the story. But I would honestly say to anyone listening, I feel like every dimensional leap that you make toward your destiny will cost you something that you had on the last level because every point of increase requires us to change. And that's why going back to your original question, you were asking why are so many people living beneath their potential? It's because it's expensive to grow. You know, I mean, we always say ignorance is expensive. It is not knowing will cost you, but knowing will cost you too and growing will cost you. It'll load you up on the opposite side, but it's going to cost you going up. Yeah. It's going to cost something. I love this. I mean, so many things that I thank you for sharing that first off and being willing to do so. Sure. And I think we can probably go for like another hour on this conversation. I have a couple other podcasts that Ashley is coming on as guests, so I'm going to link to those in our show notes so you can get a chance to check them out as well. But Ashley, one of the things though, like I would ask you, was it worth it though the cost that you had to pay? Yes. And I tell everyone that all the time I say, listen, it's not going to be easy. I'm being honest. It was so hard. Like every time I've had to level up, it has been so hard, but it's been so worth it. And then when I get on the other side, I realize why what I thought, just encourage someone, what I thought I needed so bad, I realize why I couldn't go where I was going next. So you don't see it there in that moment or when you're in process, but once you land and you're on solid ground and that next dimension, you realize, oh, that really wasn't a match for this location anyway. It wouldn't have served me here. And it doesn't make them bad. It doesn't make that situation bad. It served you when you needed it. Yeah. And so, yes, I would say for sure it's worth it because you got to leave this earth knowing you exhausted your potential. Yeah. Oh, my. Listen, there's so much here. Actually, one takeaway in 15 seconds. What's one major takeaway you want the salesperson listen to this episode to walk away as they apply and financially to hit their potential in 2023? Work on you because you'll never out earn yourself worth. So you've got to believe that you're worth it first. And if you don't work on that because you can't make an ask that you can't back in your heart. Amen to that. Actually, thank you for coming on the show today. Thank you for your insights. Truly appreciate it. If folks want to get in touch with you, what's the best way for them to go by connecting with you? Sure. You can find me on Instagram. That's the best way at the Ashley Winston or just connect with me on my website at the Ashley Winston dot com. Ashley, thank you again. Truly appreciate this. Thanks for having me. That was Ashley Winston and I'm telling you we got some gems today. I want you to tell me which one you liked the most. Go ahead and drop me and connect with me on LinkedIn, Donald C Kelly, Donald C Kelly. Don't just follow send me a connection request and I'll be sure to respond to you. Hope you're new year. It goes amazingly well. We still got some more content before that starts. But I want you to make sure I want you to know that I am sure that grateful for you and for the opportunity to be able to work alongside you as we strive to be able to not only hope our clients, but to earn the income we deserve. If you enjoyed this podcast, please share it with one other individual that can find benefit from it. As always, I want you to raise the level of thinking. I want you to go out and do big things. See you on the next one. The sales evangelist podcast is created by the sales evangelist sales training organization. It is produced by TSE Studios, a podcast production manager as Nancy Paul. Our audio engineer is Gershon O'Biole. Our video engineer is Desson Cunado. Guests management is done by Jill, Vito, and Kristi Virtus. Our content writer is Carlisa Galbreath, our graphic designer's Yuravish Savalia, and I'm your host and executive producer, Donald C Kelly. The sales podcast network.