Let's start from the very beginning. What inspired you to do sales? How did you find your way into sales? What has been your biggest motivator?

When I was discharged from the defense forces to the reserve, I didn't know what to do with my life. I only knew that in the future, I wanted to be financially free and the master of my own time.

I didn't put much emphasis on university, but I had to start somewhere.

I put together a CV, hoping to get a job as a rental agent. Thank God I didn't get it! Instead, I was contacted by another company and they quite bluntly confirmed a job interview right away. At first, it seemed sketchy, but I thought I'd give it a chance. During the interview, it turned out to be a sales job where you demonstrate cleaning equipment in homes, mainly vacuum cleaners. It seemed like one of the most unpleasant things to do.

After the interview, I thought it wasn't for me because my whole life I had heard statements like "you are so quiet," "you are so modest," "don't be so shy." Traits I had never associated myself with.

The day after that, I realized that if I wanted to break out of the frames people had created for me, that was exactly what I had to do. I didn't care at all, even if I didn't earn anything. I just didn't want to live the life I lived before anymore.

But indeed, this job was uncomfortable. Every night I dreamed about doing sales presentations and having tense situations. Every morning I thought of reasons why I couldn't go to the client and hoped that the presentations would be canceled. But each time, I still rang the doorbell and introduced myself at the door with a shaking voice.

I didn't stay long in that company, but it was a very good stepping stone for the future. Quite quickly after that, I joined the Upsell team because I noticed their active and bright employees in the centers.

How did your journey go in Upsell? When did you experience your first feeling of success?

Upsell became the place where real development began, thanks to older colleagues, coaching, and sales training. At first, everything seemed foreign, but only in a positive way. I had simply never been in an environment where everyone worked determinedly towards goals they had set for themselves. In the first few days, I realized that this is a place where I can develop myself and through that, also earn a decent living. Here I can fulfill my dreams.

But this journey was not easy because I had quite a few limiting beliefs to root out. Since my whole life I had been told that you are quiet and modest, I always had an inner feeling that others were better anyway. I thought my "natural traits" wouldn't let me go past a certain limit.

After the first major paycheck, it dawned on me how needlessly I had been shooting myself in the foot my whole life by listening to other people's comments. I started focusing on my strengths and realized that I was not a single bit worse. If others have been able to earn large sums, so can I... if not even more!

True feelings of success and amounts that I couldn't even imagine before started coming after completing 1 year. By that time, I was fully committed and my mindset had been properly polished.

What does your daily routine look like? What do you pay the most attention to? Do you tune yourself in for the upcoming workday?

During the first year of doing active sales, I held the belief that workdays and workouts do not go together. I couldn't have been more wrong. After reading David Goggins' book "Can't Hurt Me," I quite quickly concluded that physical training is a total lifehack.

Over the last year, my routine has been as follows: I wake up early, take a cold shower and work out. If it's not a gym day, I go for a short run. Physical exertion in the morning helps the body and mind wake up. During the workout, I usually tune myself in for work and visualize the results I am going to chase.

How much do you contribute to mental and physical health?

I believe that all well-being and efficiency start with how you eat and how you take care of your body's well-being. I work out 4x a week and try to eat as clean as possible.

If the physical side is in order and the goals are set, then there is nothing left but to bring home the best results. This, in turn, feeds mental well-being!

What are your hobbies?

In the past, I wouldn't have classified going to the gym as a hobby, but it is one of my hobbies. Otherwise, I have wrestled my whole life in judo. This is something that is truly close to my heart and which I am now trying to bring back into my weekly schedule. Let's see how that adds extra value to the results!

While working at Upsell, you also fulfilled one of your dreams. You lived and traveled for a month in the USA. Describe what life was like in the USA? Why did you decide to go there of all places?

I have dreamed of traveling to the USA since I was young. I always wanted to do it as young as possible, but how to do it, I had no idea. As we know, it is not cheap either.

Even though I was fully focused on work, it seemed to me that now was the last chance to make my younger self proud. Once I had worked hard and saved up a decent amount of money, I thought, why not realize one of my dreams. It was completely worth it!

The nature there was incredibly beautiful and the people were open.

The USA is a fun and crazy country, but after the trip, I got even more proof that Estonia is still the best place to live.

What are your next goals and dreams that you are striving for? How do you plan to achieve them?

It's hard to point out a specific dream at the moment. The goal is to achieve financial success and freedom as quickly as possible – and through that, grow as a person of course. The dream is to constantly develop into a more ideal version of myself so that one day I can look back with pride and pat myself on the shoulder – "I made it!"

Who is your biggest inspiration and why?

Mindset: David Goggins, Alex Hormozi

In the sales world: Jeremy Miner – a very good new-school sales teacher. Anton Izjumov – our CEO. The man's consistency is impressive. Many in his position would have settled for less long ago, but he tirelessly strives forward so that the company can grow and develop. He brings in innovation and a new approach that I would never have thought of myself!

How has sales work changed your life? Have you also found new good friends here?

I don't have the words to describe how it has changed my life. Every standard I can think of has risen by several hundred percent. Financial, physical, mental. All of them!

My beliefs have changed the most. Working on a performance-based salary for a long time, I no longer find a single excuse for things left undone.

It has taught me the skill to take full responsibility for everything. But my communication skills have developed the most, which actually is sales in itself. This skill accompanies you through life, offering a decent head start over others.

What would you recommend to those who are still thinking about sales?

If you are afraid, it means that is exactly what you have to do.

A quote that has resonated with you the most over time:

The best time to start was yesterday, the second best time is today.

Be afraid, but do it anyway.