How to Build Yourself Up from the Ground Up: Timeless Lessons for Sales Success
Oct 8, 2025
How to Build Yourself Up from the Ground Up: Timeless Lessons for Sales Success
A Salesperson’s Guide Inspired by Dave Hibbards’ Enduring Wisdom
Every year, I take a moment to revisit and share a message that has been instrumental to my career and to the success of countless sales professionals. The foundation of this message comes from the teachings of Dave Hibbards, once a professional commercial real estate trainer at Grubb and Ellis, later a celebrated motivational speaker at real estate events. Though these words were penned many years ago, the strategies and truths behind them remain as vital and actionable for today’s salespeople as they were back then. This article expands on Hibbard’s’ core notes, offering insights and practical steps to help you “build yourself up from the ground up.”
Rethink Your Vision, Rethink Your Passion
Sales is not just about numbers, quotas, or transactions—it’s about vision and passion. These two pillars are the driving force behind lasting success. The first step in building yourself up is to take a hard look at your goals. Ask yourself: Why am I here? What do I want to achieve this year, this month, this week?
It’s easy to get caught up in the daily grind and lose sight of your original motivations. Take intentional moments to reflect on what excites you about your work. Is it the satisfaction of helping clients realize their dreams? The thrill of closing a deal? Or is it the growth and challenges that push you to be better? When you reconnect with your authentic “why,” your vision crystallizes, and your passion reignites. This energy is palpable to clients and colleagues alike, setting you apart as someone who truly cares.
Emotional Revolution: Take Care of Your Mindset
Hibbard’s championed the idea of an emotional revolution—an approach that acknowledges the mental and emotional demands of the sales profession. To thrive, you must prioritize your well-being and mindset just as much as you do your sales strategies.
Start by finding time to recharge. Whether it’s a walk on the beach, a quiet moment in a park, or a short mindfulness exercise, stepping away from the hustle allows you to reset and refocus. Use this time to clear your mind and gain perspective. A refreshed spirit can reignite creativity and drive.
Next, develop your plan of action. Don’t leave your success to chance. Map out your goals, key activities, and timelines. Share your plan with your manager or a trusted mentor. Not only does this create accountability, but it opens the door to constructive feedback and encouragement.
As you implement your plan, make it a habit to evaluate your progress regularly. Are your actions moving you closer to your vision? What adjustments can you make? Continuous self-assessment ensures you remain on track and adapt efficiently to new challenges and opportunities.
Prospecting: Building Relationships, Not Just Pipelines
At the heart of every successful salesperson’s strategy is prospecting. But it’s not just about collecting leads or building a sales pipeline—it’s about genuine relationships. Enter each new conversation with a simple, service-driven question: “How can I support you?”
This mindset transforms the way prospects perceive you. Rather than seeing you as another salesperson pushing for a deal, you become a partner invested in their success. Listen intently, ask insightful questions, and be generous with your knowledge. The more you focus on supporting others, the more trust and credibility you build—opening doors to lasting partnerships and referrals.
Qualifying: Delivering Value from the First Interaction
Once you’ve established a connection, the next step is qualifying your leads. This isn’t just about ticking boxes or gathering information; it’s about clearly communicating your value. Develop a strong, concise value statement that sets the tone for your interactions. It should answer the client’s unspoken question: “Why should I work with you?”
Practice delivering your value statement until it feels natural and authentic. Tailor it to the unique needs and goals of your prospect. For example, “I help business owners maximize their investments by providing tailored market insights and hands-on support every step of the way.” Make your value statement the backbone of every conversation, demonstrating through your actions and words why you are the right person to help them achieve their goals.
Conclusion: Building Success Brick by Brick
Dave Hibbards’ wisdom serves as a powerful reminder: building yourself up from the ground up is an intentional, ongoing process. Rethink your vision and passion to fuel your motivation. Embrace an emotional revolution by caring for your mindset and holding yourself accountable to a clear plan. Approach prospecting as an opportunity to build real relationships and qualify leads by delivering undeniable value. With these principles, you’ll not only achieve your sales goals—you’ll set yourself apart as a trusted advisor and leader in your field.
This year, as every year, take these timeless lessons to heart. Let them guide your journey and inspire your growth, both as a salesperson and as a person committed to making a meaningful impact.
Written by: Hans Hansson
Hans Hansson is the President of Starboard Commercial Real Estate. Hans has been an active broker for over 35 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email [email protected] or call him at (415) 765-6897. You may also check out his website, https://www.hanshansson.com