Chapter 22

Sometimes, just a few simple words can completely reshape how we see the world. In Chapter 22 of Fanatical Prospecting, Jeb Blount shares eleven such words that hold the power to change careers, fortunes, and mindsets:

“If it is to be, it is up to me.”

This statement of personal accountability cuts through excuses, energizes our efforts, and places us firmly in the driver’s seat of our own success. Let’s dive into how this mindset revolutionizes your approach to sales, prospecting, and life.

Why These Eleven Words Matter

1. You Control Your Success

Blount’s mantra underscores the concept that you—and you alone—are responsible for your results. While external circumstances play a role, your response and daily actions determine whether you sink or swim.

2. Accountability Drives Results

The top performers in sales aren’t passively waiting on luck. Instead, they invest time, energy, and discipline into their prospecting activities every single day. They hold themselves accountable when they fall short—and celebrate progress when they see wins.

3. Ownership Spurs Growth

By adopting an ownership mindset, you stop seeing challenges as roadblocks and start seeing them as opportunities. Each setback becomes a chance to improve. Each “no” becomes a lesson rather than a dead end.

Key Lessons from Chapter 22

Own Your Effort

True results in sales stem from a tireless commitment to consistent action—especially on the days it feels impossible.

Eliminate Excuses

External factors may influence outcomes, but when you focus on what you can do instead of placing blame, you regain your power.

Set High Standards for Yourself

It’s easy to hold others to high standards, but turn that same lens inward. Are you living up to your own expectations?

Take Responsibility for Your Goals

While managers, mentors, and resources can help, no one else is responsible for hitting your numbers. It’s on you.

Stay Positive and Persistent

A positive outlook fuels action. Coupled with persistence, this can break through the toughest prospecting hurdles.

How to Apply This Mindset in Prospecting

Set Daily Goals

Success starts with clarity. By defining manageable daily goals—like a certain number of calls or emails—you give yourself targets to aim for every single day.

Track Your Progress

Measuring your activity isn’t just about numbers; it’s about awareness. Knowing exactly how many calls you made or appointments you set reveals patterns in your efforts.

Focus on What You Can Control

You can’t directly control whether prospects say “yes,” but you can control how many people you reach out to, how prepared you are, and how you follow up.

Celebrate Your Wins

Did you secure an appointment or gather insightful information that might lead to a sale later? Acknowledge it. Small victories keep motivation high.

Embrace a Growth Mindset

Sales is a dynamic process—there’s always a new method to master or a different angle to explore. With a growth mindset, every challenge is a chance to learn.

Common Mistakes to Avoid

Blaming Others or Circumstances

It’s tempting to blame the economy, your product, or your manager. But complaining doesn’t set meetings—action does.

Waiting for Motivation

Passion wanes. Inspiration fades. The best way to spark motivation is by taking action first and letting momentum propel you forward.

Neglecting Accountability

Without accountability, even the best strategies falter. Whether it’s a self-assessment or tracking software, find ways to keep yourself honest.

Real-Life Example

A salesperson on our team consistently missed weekly prospecting goals. Feeling demotivated, they adopted the mantra, “If it is to be, it is up to me.” Instead of blaming the market, competitors, or prospects, they:

Set Clear Daily Goals: They aimed for 25 calls and 10 emails every day.

Tracked Progress: A simple spreadsheet revealed when they were slacking—and helped them see improvements.

Focused on Effort: Rather than obsess over outcomes, they put energy into the process.

Within a month, their performance soared, leading to a 20% increase in the number of appointments set. That’s what ownership can do.

Key Takeaways

Accountability Is Empowering

Far from being a burden, accountability puts you in control. Your future is in your hands.

Discipline Fuels Progress

You’ll have tough days. Show up anyway. Over time, consistent effort compounds into big wins.

Mindset Shapes Results

Embracing an “I am responsible” perspective transforms the actions you take—and the outcomes you get.

Reflection Questions

Are you taking full responsibility for your prospecting results?

What daily habits can you implement to stay consistent and disciplined?

How can you shift your thinking from “I can’t because…” to “What can I do differently?”Remember: If it is to be, it’s up to you. By taking ownership of your activities, maintaining a positive attitude, and staying consistent—even when it’s tough—you’ll be unstoppable in your prospecting journey. Keep this mantra front and center, and watch your results skyrocket.