#192 The Mindset Behind Closing $1M+ Contracts

Success in sales isn’t just about strategy — it’s about mindset, discipline, and staying grounded in what actually matters. In this episode, James sits down with Brian Reimer, Regional Sales Director in the cybersecurity space (Cato Networks) and long-time enterprise closer, to break down what it really takes to win million-dollar deals without losing yourself in the process. Brian opens up about:His approach to enterprise sales cyclesHow his faith and family keep him anchoredWhy he chose people and purpose over prestigeWhat most reps get wrong about long-term follow-upAnd the real reason your energy matters more than your pitch If you"re trying to close bigger commercial cleaning contracts, stay patient through long sales cycles, or balance personal growth with business pressure — this episode will hit home. Whether you run a $500K company or manage a team of 200, this one’s for the leaders playing the long game. 💡 What You’ll Learn:✅ How to show up when deals take 12–36 months to close✅Why most people quit right before the breakthrough✅How faith, family, and energy play into long-term success✅Why relational equity outperforms short-term tactics✅The mental edge that separates 6-figure from 7-figure closers ⏱️ Episode Breakdown: (00:00) – Meet Brian Reimer  (01:00) – Redefining Success Through Faith & Gratitude  (04:50) – Finding Joy in Work (Even in Sales)  (06:30) – How Sales Found Him + Learning From His Mom  (10:45) – Selling Cybersecurity & Long Enterprise Sales Cycles  (14:00) – Staying Engaged Without Burning Out  (17:50) – Why Relationships Trump Sales Scripts  (20:30) – Making the Leap: Leaving a Dream Job for the Right One  (24:30) – The Right Sales Habits = The Right Outcomes  (27:00) – Personal Growth, Energy, and How to Prepare  (30:55) – What Most Sales Reps Forget  (33:00) – Personal Routines That Power Professional Results  (36:00) – Teaching His Kids Faith, Hustle, and Sales  (41:15) – Why You Have to Outlast Everyone Else  (44:00) – Closing Thoughts on Life, Leadership, and Legacy 💼 Want to Work With Brian?🔗 Connect on LinkedIn →https://www.linkedin.com/in/briancreimer/  📍 Based in Denver, CO –https://www.catonetworks.com/  💼 Our Trusted Partners: ✅ uSource: All-in-one hub for the facility maintenance industry  – Start Free Trial  ✅ Campos Law: Legal partner for cleaning companies – Book a Call  ✅ Team Engine: Hire, communicate, and manage your workforce – Learn More  ✅ Swept: Janitorial software that scales with you – Check it Out  🙌🏼 Join Our Community:🚀 Private Facebook Group: The Profitable Cleaner Community 📈 Profit Advisory Board: Business Growth Community  Text Our Community JOIN today Support the show