Power Play #3: This 'Play' Will Change the Game in Sales
What separates top sales performers from the rest?
The secret often lies in emotional intelligence. In this episode, Lisa and Cindy dive into the concept of EQ and how mastering self-awareness, empathy, self-regulation, and social skills can give you a competitive edge in sales. Discover actionable strategies to leverage emotional intelligence in your daily interactions, builIt’s not just skill or experience—it’s resilience. In this episode of Secrets in Medical Device Sales™, Cindy and Lisa dive into the mental toughness required to thrive in a competitive industry. They share personal stories, powerful strategies, and real-world insights to help you push past rejection, maintain motivation, and adapt to change. Whether you're struggling with lost deals or fighting to stay motivated, this episode will give you the tools to rise above challenges and dominate your sales career.
Episode Chapter Markers
01:27 - What Is Resilience and Why It Matters in Sales
02:56 - Learning from Rocky Balboa: The Underdog Mentality
06:09 - Real-Life Example: Jamie Kern Lima's Journey
10:50 - Handling Rejection Like a Pro
14:46 - Staying Motivated Through Challenges
17:48 - Competing in a Crowded Market
24:50 - The Art of Adapting to Change
Must-Hear Insights and Key Moments
The Definition of Resilience – What resilience truly means in high-performance sales and why it’s the secret weapon of top reps.
Lessons from Rocky Balboa – How the underdog mentality and persistence in the face of setbacks can help you win in sales.
The Power of Belief – Why unwavering belief in yourself and your product is key to overcoming rejection and objections.
Handling Rejection Like a Pro – How to turn “no” into an opportunity and pivot conversations to close more deals.
Maintaining Motivation When Sales Get Tough – The mindset shift that keeps you pushing forward even when you don’t feel like it.
Navigating Competitive Environments – How to outmaneuver competitors and establish yourself as the go-to sales rep.
Adapting to Change with Confidence – Strategies for staying ahead when the market shifts, new competitors emerge, or your sales strategy needs adjusting.
Words of Wisdom: Standout Quotes from This Episode
“Rejection isn’t a dead end—it’s a detour to the right opportunity.” – Cynthia
“The most successful salespeople don’t just believe in their product—they believe in themselves first.” – Anneliese
“You don’t build resilience overnight. It’s a muscle you develop by showing up and pushing forward every single day.” – Cynthia
“If you take rejection at face value and walk away, you’re missing the opportunity to turn a ‘no’ into a ‘yes.’” – Anneliese
“Motivation isn’t constant, but discipline keeps you moving when motivation fades.” – Cynthia
“Resilient salespeople don’t just survive competitive environments—they dominate them.” – Anneliese
“If you want to win in sales, you need to be adaptable. The only constant in this industry is change.” – Cynthia
“A ‘no’ today doesn’t mean ‘no’ forever—it just means ‘not yet.’” – Anneliese
“When you believe in your product, you sell with confidence. Confidence closes deals.” – Cynthia
Follow The Girls of Grit:
We'd Love to Hear Your Stories!
Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!
A Team Dklutr production
Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: In a cutthroat market where competition lurks around every corner, how can sales professionals not only survive but thrive, harnessing resilience to navigate the constant change and uncertainty?
Join us today as we uncover the strategies that will empower you to rise above the competition.
Good morning. Good afternoon. Welcome everyone to another episode of Secrets in Medical Device Sales™. Cindy and I are so excited for you guys to continue joining us today. And we are here with our third part in our 10-part series.
Power Play #3: The Power of Resilience in Sales
Cindy Ficara: Of the power play. So our third power play that we're really focusing on today is, I think this is an awesome one, it's a characteristic as we mentioned in this power play series of what really drives high performers or what makes a high performing salesperson and the characteristic that we're really focusing on today is resilience and I think it's going to be fun.I think we're going to dig into a little bit. of what we see in our roles, in our jobs, and how, how we can be resilient and, and become that high performer.
Anneliese Rhodes: Oh, I love this. I love this topic because it's like, it brings to mind so many different things, Cindy, and resilience to me, like even the word, it's like, yes, it's like mental toughness, you know?
It is. And who's not going to hit hurdles along their way? Everybody hits hurdles. So I just, I'm so excited. Um, I, so I think what we should do maybe is define resilience first, just for everybody. I mean, I'm sure all of you guys know out there what it means. You know, you can imagine in your head and we're going to give you a couple of really cool, um, examples of what we think resilience is, and that's going to get you guys motivated for this episode.
But Yeah, in terms of definition, what does it really mean in the context of high performing, uh, salespeople, high performing men and women? It's emotional strength, adaptability, persistence, and mental toughness. And all of those things put together really is resilience. And, you know, I think, um, I don't know. I mean, Cindy, I know you said you had a really good example of resilience and thinking about things to get people pumped up.
Lessons in Resilience from Rocky Balboa
Cindy Ficara: Well, you know, I think it's kind of funny because, um, I grew up in South Jersey, so outside of Philadelphia. And I don't know why the, the word resilience makes me think of Rocky. Maybe it's the R's, maybe it's not. Ooh, yeah. Rocky Balboa. Okay, so let's think about this. Here's this guy. I mean, there was what, six or seven? I mean, it was Rocky part one, two, three, and it just kept going and going and going. But you know, Rocky II was my favorite Rocky. And that's the one where he's famously running up the art museum steps and they're playing the song Getting Strong Now.
And he's in, he's in these simple, like gray sweatpants with these like High top shoes that have no support. I mean, nowadays nobody runs without any support. Right. Um, but like he had such determination to, to really be a boxer and to win. And it was kind of like every setback that he had, he just kept overcoming.
And if the thing about Rocky, okay. So true underdog mentality. Yeah. What I like about Rocky, I really think we can apply to sales in some ways too. And that is, he didn't have. All the bells and whistles. Okay, so that movie was filmed in like 1978. And you look at now where people are like, Oh, I have to have this outfit or this certain computer and this like Sometimes people look at everything that they have to be what they need.
Could be excuses. Rocky literally just took the same gray sweatpants every single day. Found this old gym. But you know He was so determined to win and be, and be strong that think about what he did. I mean, every day he got up and worked harder and harder, no matter what, found a great trainer. And every time he got knocked down, he got back up.
And then he wanted to fight the hardest person. You know, I mean, the, I don't remember. Was that the blue? Was that the
Anneliese Rhodes: Russian who bled blue? That was three.
Cindy Ficara: That was three. Because that has a song, uh, Burning Heart by, um, Skyler. Oh my God, I love
Anneliese Rhodes: you. That's so great. You're such a Rocky fan. I love it. I am, but
Cindy Ficara: it's true resilience.
God, that's such a great Got knocked down. I love it. Got back up. Just like Chumbawamba. Such a great example. I love I get knocked down. Oh. But I get up again. I'm
Anneliese Rhodes: like, wait, who? Who are
Cindy Ficara: you talking about? You know the 90s song, Chumbawamba? Okay, anyway, resilience.
Anneliese Rhodes: Yeah.
Cindy Ficara: Get knocked down.
Anneliese Rhodes: Get
Cindy Ficara: back up.
Anneliese Rhodes: Oh my God, that's so funny you just said that.
But God, what a great, like, I visually can remember the movie, the feeling of hearing that music. Like To this day, if that song plays and I'm like running or doing something, I'm like, Yeah, I'm super
Cindy Ficara: strong,
Anneliese Rhodes: you know? I gotta tell you something
Cindy Ficara: funny. My second grade class trip, we went to Philadelphia and we lined up at the bottom of the art museum steps and our teacher, I remember saying, alright, go, and we were singing like, you know, da na na.
Yes! Racing up the art museum steps. So, like, I think it's in everybody. But, like, if you take that energy and that drive and resilience into yourself, Sales in your job. I mean, come on. You're, you are just, you are unbeatable.
Anneliese Rhodes: I love that. I love that. Um, so I have a really, so there's, you know, I've been given a lot of books over my life and one of my really good girlfriends, you know her very well, Tiff, sent me this book and I actually ended up buying the book for like five or six of my friends and I sent you the book and the book is not her.
You're welcome. It's not a first book, but it is Called worthy and the woman that I'm talking about is Jamie Kern Lima and she is and I have the book here with me Um, she to me Literally epitomizes you guys Ultimate resilience and let me just give you a brief history and I'm gonna read it a little bit off of Google because I knew I know her history, but I don't want to get it wrong, but she was a woman who I'm pretty sure she was a newscaster and constant on on air.
Okay, and constantly people would like have the bright lights on her and she had rosacea and they kept saying to her. You have something on your face. You have something on your face and they'd like scrub her face and put more makeup on and just continually like it. Tried to cover her skin and it, Rosacea is not like, it's not like acne.
It's different and you can't, like it doesn't just go away. And so, um, she got so tired of that Cindy that she created this concealer of her own. And she started applying it and she realized, wow it works. And so she literally quit her job. And invested all of her money, her and her husband, into this product and she tried to sell it.
And because she wasn't the perfect fit model, you know, she didn't have everything. You're talking about Rocky being simple. She was a simple woman. She's your typical woman who's, you know, trying to Rub two pennies together and make a great career out of it. And she tried to sell this product to so many companies, including Sephora and Ulta and all these other companies, and they all told her no.
Because she didn't fit the mold. She didn't look like a supermodel. Her product wasn't proven. You know, all the things. Even though she put it on her skin and showed it to them, they didn't believe her. And she was down to, I think, her last thousand dollars. And ended up getting an in on QVC, and they said, Hey.
If you can produce X amount, like I think it was like 10, 000 units of this one product and you sell out. Then we'll back you. And so she got on QVC and as everybody knows, it's a live thing. She got on there and they're like, hey, you really need to use supermodels for this product. You know, we, we believe that you should use supermodels.
And she's like, no, I am gonna go against the grain here, just like Rocky, and I am going to put myself on camera. Fresh faced. with my rosacea, and then I'm going to cover it up with my concealer. And not only did she sell out, like, I'm going to cry. Not only did she sell out within, like, the first, I want to say, like, minute or two minutes, she went on to sell her company.
And that product is It Cosmetics. She owns Which I
Cindy Ficara: wear, and I love, by the way. Oh my god, you do? I've worn that for, like, 10 years. No, I'm serious. I love that. Stop. No shine. No one. Okay. Keep going. Your story.
Anneliese Rhodes: So anyhow, she, uh, yeah. So she sold out. She ended up selling her it cosmetics company for hang on. I had it pulled up 1.
2 billion with a beach dollars to L'Oreal and she went from having no money at all. So I don't know if our two examples haven't inspired you guys yet or not. But hello, resilience. Hello, believing in yourself, mental, physical, emotional toughness. Like that is what we're talking about today. And we are going to teach you guys how to apply resilience to your everyday sales careers.
Cindy Ficara: Oh my gosh, I'm so excited. Makes me like just want to go out and sell but of course now We have to reveal a secret. So today's secret on Resilience. So again, these these are our these are the girls of grit secrets and We truly believe that when you listen to Lisa's story when you when you look at Rocky There is one common theme where they were both able To be resilient, overcome everything, and that is belief.
And that is the fact that he believed that he could win. And so what did he do? He trained. He worked hard every day. He got up every day. He fought every mental battle. That story you just told, is amazing about Jamie Kern Lima. But guess what? She believed in her product. She believed in it. She had this like unbelievable belief that no matter what she's going to make it work.
So you, you dig deeper. There's this personal grit that they both. Underlining had in two completely different ways. I mean, these examples are so different, but they're very common. And so when you are going out to approach your job today, you've got to believe in what you're doing. You gotta believe in yourself.
You gotta believe in your products because there's gonna be challenges. And when these challenges come, when you are resilient and overcome them, that's how you get to be just like Rocky Balboa and Jamie Kern. Lina. So let's start with number one. Okay. So we're only going to talk about four, four different, I want to say like, um, what we call these like situations.
Anneliese Rhodes: Obstacles, hurdles, things that we believe that you guys are probably running into a lot, you know, every day in your sales careers. I know we have. So these to us really kind of made sense to outline for y'all and how can you apply, how can you find your resilience and then apply it? To these hurdles.
Handling Rejection Like a High Performer
Cindy Ficara: I like that. So number one is handling rejection. Okay. So I feel that this is a common problem that every salesperson's gonna have. Every day. Let's be real. Okay. So, um, frequent no's are part of this. It's just part of the cycle. Right? It's literally like, are you in sales?
Anneliese Rhodes: Oh yeah. You hear no every day.
Cindy Ficara: Absolutely.
Absolutely. But. But no, as we've talked about in other episodes before, it's not to discourage you. No is about, okay, now you're going to have to go start to dig a little deeper, understand more. And again, we talk a lot about this with your customers, you know, um, understanding what they need. But rejection isn't always something personal.
So, um, you know, and I think, and Lisa, you may agree with me here, so.
Anneliese Rhodes: Yeah.
Cindy Ficara: Well, first let me give an example of handling rejection. Okay, so, they may say it might be a cost issue. Oh, we can't afford that. We've talked about that in another episode. Cost may just be, I don't have enough information. Tell me more about your product.
No may be, um, I didn't like the previous rep.
Anneliese Rhodes: Yes. So, you know, what we're talking about is that these are the, these are the objections, right? So how do we infiltrate belief now in yourself, in your product, in who you are? And to me, This is when you get real creative, guys. You know, you hear the no. Okay, now it's on you.
Have the belief in yourself that you're going to figure out a way to solve whatever problem they have and you're going to come up with the best solution and it's always going to be your product. You know, you have a belief in yourself that you're going to solve it and you have a belief in your product that it's going to solve it for them.
So, if it is a cost objection, well, we talked about this before. You need to have the belief in yourself that you can get around that cost objection. How? Well, what does your product solve? What does it bring to the table? How does it help the hospital save money in some way, shape or form? There will be a way around the cost objection.
I know because I faced it. I mean, I can't tell you how many times Cindy, what, what, what I sell right now isn't cheap. It's not like it's a hundred dollars. It's very expensive. And a lot of hospitals are like, well, we can't afford to pay that. Well, here's the deal. It's a life saving product. It saves a patient from an open operation, which would, oh my gosh, talk about the intangible costs or the soft costs associated with that.
Those patients can stay in the hospital for weeks. Sometimes they don't make it out of the hospital. So my product is there to not only minimally, invasively treat the patient, but also get the patient in and out of your hospital quicker, faster. And oh, by the way, it's going to need follow up for months and years down the road.
Those follow up tests also bring in money for the hospital or the institution. So you just have to get a little bit more creative, but you have to have the belief in yourself, you guys, that you're gonna be able to do it. If you just take it at face value and say, oh, well, guess they're just not gonna buy my stuff today.
That's not resilience. You have to learn how to find that inside of yourself.
Cindy Ficara: Well, what you just said is a perfect example of truly believing in your product. Like you believe that these outcomes are better. And when you lead with selling with that, you have completely handled any rejection that comes your way.
Of, of. You know, being told no. So again, you know, we talked about, um, our power play number two, right? If everybody remembers what that was, emotional intelligence, EI or EQ. Okay, so turn inward. Not all the answers are outward. Have some self compassion, and be strong and ready to face these rejections, and you're on your way.
Carry the secret that we gave you today about belief, and rejections just will be in the rear of your mirror before you know
Overcoming the Power of "No"
Anneliese Rhodes: it. Yeah, you just have to keep persevering. You have to keep pushing forward. Because if you don't, you'll just allow that no to stop you. You know? And then, honestly, like, it's really tough to be successful in sales. When you give in to the no's. It is.
Cindy Ficara: Without resilience, no is literally just a nail in the coffin.
Anneliese Rhodes: You're exactly right. Oh, I love that. That's a great quote, Cindy. Um, you always come up with these little zingers. Um, all right, let's talk about number two. So this one I struggle with. It's maintaining motivation.
And what does that look like? You know, that could be you have been a high performer for years and years and years, and now you're starting to get your butt kicked. I'm putting my hand up here. So, hi, that's me. My name is Lisa, and I struggle with motivation some days. But it's the truth. You know, when you are, whether you were a high performer before or not, it's hard to stay motivated some days.
I mean, everybody has those days where they don't want to get out of bed or they're tired of getting their butt kicked every day. So
Cindy Ficara: true.
Anneliese Rhodes: You have to have resilience in these moments because this is where you really pull from the inside. It's gonna take some growth. Uh, a growth mindset. And say, you know what?
I'm not gonna stay stagnant. I'm not gonna stay in bed. I'm gonna get out of bed. I'm gonna grow. Uh, and I'm gonna pull on my grit, you know, grit, resilience, things that we talk, we're talking about. You can't absolutely stagnate if you don't try and push forward through that, um, time of just really saying, no way, I can't do this.
Cindy Ficara: I agree. And you know what? Here, here's kind of ironic. What is, what if something motivating is thinking about how good you feel when you're motivated? You know, I like that when you're mindset, when you've got a great day, you're like, oh my gosh, it feels so good. You just have this energy behind you and, and you're just going forward, you know?
So how do you kind of have these self management strategies? So some quick tips on how to maintain motivation is that something I have mentioned before, motivation isn't there every day, but with. Discipline behind motivation, that's how it becomes habit and it, and it just happens. So something simple you can do is just set clear goals.
You know, we talk about this all the time, have a plan, set a goal, and, and your growth mindset is not every day I'm going to feel my best. Not every day I'm going to go to one out and do it, go out and want to do it. However, if I get up every day and I have a, goal and a habit and a routine and I go through the motions, I'm going to be more motivated at times than others, but I'm still going to get there.
By not doing this every day, you're never going to reach that day that you feel so great when things come together and you've been resilient because you believe in your product and you went back after somebody who said no, two, seven, nine, 24 times. And now. Now you've got momentum, and now the motivation is there, and then you become unstoppable to go into another account and grow.
And that maintaining motivation is how it gets done, and that's pure resilience, because you just fall down, get back up, and keep going.
Anneliese Rhodes: I love that, because if you stay in that bed, you stay stagnant. You're never going to be motivated. So I love that, Cindy. You are absolutely right. And setting goals is not hard.
We talked about this. Pull out a friggin index card and write, you know, ten things of your goals for the quarter. Three. Sure. Three things. Make it
Cindy Ficara: simple. I'm like, ten? Three goals. Keep it
Anneliese Rhodes: simple, stupid. You can have ten.
Cindy Ficara: Yeah,
Anneliese Rhodes: no. You're right. Three goals. for the quarter and then start reminding yourself of those goals every day.
Okay, moving forward, this actually, you know, this goes along with like, the no thing, you know, is navigating competitive environments. And that can look very different for everybody. For me, what comes to mind, pretty self, pretty simple and basic is my competitors, right? I mean, I have definitely Because of where I live, which is not like a, a metropolis of a, of a huge city.
I don't live in like Atlanta or New York or Chicago. I live in a smaller town. Usually when I am working for a company, the markets surround me are not developed, or they have competitive, um, companies in them, and this new company's hired me to come and take that business. So I'm always running up against competitors and I will tell you guys, you know.
It's easier when you're first with a company because you're like so excited and you're just like motivated and you're moving forward. It does get harder year after year after year, you know, again, when you've taken that business and then the competitor takes it back from you. So how do you, how do you stop that?
How do you become resilient in the fact that no matter where you are in your sales career, you are going to be, you are going to be able to overcome these competitive environments. And one of the really important things is. adapting, right?
Cindy Ficara: Some
Anneliese Rhodes: of the, some of the easiest ways to do that is if your competitor is selling against you in a certain way, well adapt, figure out what they're doing and then flip the script.
You know, go back to the basics of what you have, what your product provides to that patient, to that physician, to that customer, whatever it is, flip the script, adapt and say, you know what, I'm going to be able to change with you. I'm going to be able to say, hey, just because you're now selling at this level, I'm not only going to sell at this level, but my product can also bring these, you know, benefits or whatever it is that you're talking about.
You really got to be able to do that quickly because if you get too caught up in the, in the environment of competitiveness, it'll absolutely beat you down.
Cindy Ficara: And so when you navigate these competitive environments, I think you have to change the narrative. Okay. So here's something you need to think about.
And I, and I think, I think competition especially in medical device is so necessary. Why? It validates the specialty that you are in, and it shows that the treatment that you are bringing day in and day out is needed. It's warranted. And, you know, we talk about becoming these high performers and all that it takes to be there.
And when you align with your customers, when you're truly authentic, You're yourself, you bring value that you know what, you can stand up against that competition. You can go in there and really stand by your products. You know, I worked for a company for a long time and there is a product that was made, it's probably even been 15 years.
So think of like an old car, you know, like an old Ford or something that just keeps driving on forever and ever. Well, now you've got these Teslas that have all, it drives itself. It does all this blah, blah, blah. Well, how many people still drive the Ford? Because all they want is the simplicity, or all they want is, hey, I love this car salesman.
I only buy from this dealership. Well, guess what? You can establish that same Ford mentality in your In your job, when you show up every day, when you support your customers and you provide that your product that you believe in and have your customers understand that same belief that your product will do the best in certain situations.
And I'm going to tell you something, if you let your competitor define your ability. You might as well just turn around and walk away because there's always going to be something new. There's always going to be something slightly better, but it's up to you to position your product best for your customers.
So if you just want to sit back and be like, well, this customer just came out with this product. Wipe your hands clean. I'm out. That's not how it works. You got to find some resilience, get back up every day and go resell. What is so great about your product? Because clearly you've been successful at some point and clearly something about it is great.
So focus on the good and it's, it's amazing because you will, you will charge right through those competitive environments unless you tell yourself that your competitor is better than you.
Anneliese Rhodes: I love that. That was so well said and something that quickly came to mind as well is think about those great leaders that you would want to be a part of their team.
The doctors look at you the same way. They don't want to work with somebody that's like, well, I guess I'm not good enough. No, they want to work with a fighter. They want to work with somebody that they can lean on and trust and know that they believe in their product and they're not like you said. Not going to allow their competitor to define them.
I'd work
Cindy Ficara: with Rocky any day.
The Key to Staying Competitive
Anneliese Rhodes: Absolutely! 100%! And he was totally the underdog. But there's something about that underdog mentality. And we did a great episode with a wonderful woman who talked all about underdog mentality. So if you want to get inspired on that one Go listen to that episode. It was with Kaylee. So the last thing that I think we're going to talk about today is it's something that is inevitable. It's going to happen in every sales career. It doesn't matter what you're doing, what you're selling, who you work for is adapting to change. Change is inevitable. It is going to happen guys. So if you don't like change, well, you might as well get out of the business because it's going to change.
Just like you mentioned, Sidney, Sidney with the, um, you know, the cars and the, um, computer equipment and technology. Things change in the medical device world. New companies come out of nowhere. You know, there's a lot of venture capitalist companies now investing in new ideas and new companies. There's always, like you said, going to be competition.
Somebody will always be upping the game. And so you have to be able to adapt to that. You have to want to learn. You have to want to be able to change, move quickly on your feet. You know, if you think about the Rocky, those punches come quick. You have to be, you have to be light on your feet. You know what they say, light as a feather.
You got to be able to be light on your feet and dodge those. Dodge those, uh, uppercuts and, you know, whatever they call them. Um, Left hook, right hook. There you go, hooks. Yeah, thank you. And, uh, I used to take kickboxing, by the way. I should totally know this. But anyhow, you guys have to be able to, to be quick.
And your, and your adaptability to change. And do it smartly. Do your research. Learn about the other companies. Learn about what your competitor might be getting in their bag in the next, you know, three to four months. Or it's already in their bag. It just happened. You gotta learn about it. Learn everything you can.
And then you're going to fight it. Then you're going to be able to go up against them and fight them.
Cindy Ficara: Well said. Well said. I mean, adapting to change. Exactly. Continuous learning. We're forever learning. Research. Be open to using new tools. Just because maybe some new computer program you have to use in your company, instead of being like, oh my gosh, I knew it wasn't this, or.
Oh, this is so hard. No, just do it. And you know, just like anything else, every time you, um, update your iPhone, you're always like, Oh, it changed. But then you love it, you know, I'm like, well, the screen's different. Oh my, you know, adapt to it because you know, it might make you better. And I think something else that in our girls of grit, we, we talk about a lot is that Always reach out to a mentor, you know, like if you've got change, ask for help, you know, have that supportive community of your co workers to help you adapt in a changing environment.
And I, I mean, I think that's really important. So Oh my gosh, I'm so excited. This is so fun. I just feel that bring on a challenge today because I'm going to be really resilient. I am, seriously. Whether I have to, You know, in summary, we talked a little bit about handling rejections, maintaining motivation, navigating competitive environments, and adapting to change, all of which resilience is a tremendously strong characteristic that will help you overcome any of this.
When you apply the secret of belief to, to any one of these challenges, you will be successful. Maybe not the first day, but you're going to get knocked down, get right back up because that's what being resilient is.
