This is a replay of one of our most popular episodes. We're bringing it back for those who missed it the first time around — and because the conversation remains as relevant as ever.

Overview: Johnny sits down with Nick Gorman — a former institutional sales trader turned career and wellbeing coach — for a candid chat about burnout, mental health, career transitions, and what it takes to build a sustainable life in high-pressure environments. Nick spent 20+ years on trading floors at Merrill Lynch, Macquarie, and Citigroup while privately battling undiagnosed mental illness. Today, he runs Equilibrium at Work, a coaching business helping professionals navigate burnout, work-life balance, and career challenges.

Key Takeaways:

• Know your non-negotiables. Identify the handful of things that truly matter — family, health, close relationships — and protect them ruthlessly. Everything else is negotiable,
• Burning out is not the same as being burnt out. Burnout is sustained, debilitating, and requires intervention. Learn to recognise the signs early: cognitive impairment, irritability, perpetual exhaustion, lack of empathy, and withdrawal.
• A proper diagnosis changes everything. Once a psychiatrist gave Nick a framework and treatment path to tackle his diagnosis, the relief was immense. Don't give up if a therapist or medication doesn't work the first time; keep searching for the right fit.
• External fixes don't solve internal problems. Lasting change comes from daily routines and habits that fill your cup faster than you drain it.
• Cold water is a circuit breaker. You can't be freezing cold and thinking about something at the same time. Even 30 seconds in a cold shower or pool is enough to interrupt a stress spiral and reset your headspace.
• The best coaches have lived it. Nick's credibility comes from having been through burnout, bad relationships, and misdiagnosis himself. Clients respond to someone who understands the terrain — not just textbook theory.
• Honesty is the most powerful coaching tool. The moment of discomfort is where real change happens — solving too early or softening the message robs people of that breakthrough.
• Solitude is not selfish. Making time to be alone is essential for recharging. Protecting that space — whether it's a walk or an hour in a sauna — is essential for sustained performance.
• Progressive employers are the future. Companies that genuinely invest in their people's wellbeing — not just on paper but in practice — will win. The ones still stuck in "toughen up" culture are losing talent and productivity.
• 77% of working professionals will experience some form of burnout. If you're struggling, you're in good company, and the stigma is fading fast.

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Nick Gorman is the Founder of Equilibrium at Work, a coaching practice dedicated to helping professionals navigate career challenges, mental wellbeing, and sustainable performance.

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Johnny and Rachael are back for another Psyche of Sales Snapshots to tackle one of the most asked-about topics in sales: nurturing.

They explore why generic mass emails and newsletters aren't the answer, and how personalised, value-driven touchpoints can transform your pipeline.

From the incredible story of a salesperson who contacted a prospect 71 times over two years before winning the deal, to practical frameworks for nurturing cold prospects and staying relevant over long sales cycles, this episode is packed with actionable insights for financial advisors, real estate agents, fund managers, and anyone who sells.

Key Takeaways

Nurturing isn't broadcasting. Sending a group-wide email to 4,000 people or a newsletter to 5,000 isn't nurturing. Real nurturing is personal — summarising content, telling someone why you sent it to them, and making it directed.

Cadence vs. value. Two useful contacts in a week beat one pointless check-in every three months. It's not about a strict cadence — it's about adding relevance and value every time you reach out.

Give before you ask. The best nurturers give information, give connections, and give value without always asking for something in return. A lack of response doesn't mean they're not interested — it might just mean "not right now."

The 71-contact story. A top salesperson contacted a prospect 71 times over two-plus years with almost no response. The competitor messed up — and he was the first person they called. Be visible, be useful, and be there when the need arises.

Five messages a day = 1,200 a year. If you send five extra messages every single day — text, LinkedIn, email, quick calls — your pipeline will look significantly different. It works regardless of industry: real estate, financial advice, fund management, banking.

Pitch the individual, not the institution. When selling to an organisation, don't pitch at the institution — pitch at the individual within it. Their personal values matter more than the company's.

Test your value. Ask yourself: "If I were in their shoes, would I get value from this?" Is it topical, fun, or interesting? If you're not progressing anybody ever, you're doing it wrong.

You still have to be good at your job. You can't do crap nurturing and expect it to work. If you're a fund manager with a crappy fund, or an agent who's bad at selling houses, nurturing is just noise. Performance is key — nurturing is in addition to, not instead of, doing your job well.

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About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

Johnny and Rachael are back for another Psyche of Sales Snapshots to discuss a potentially contentious topic: can you really be your authentic self at work?

Sparked by a Diary of a CEO clip featuring Seth Godin, Johnny and Rachael debate whether consistency, not authenticity, is really what matters when it comes to business. They discuss the difference between "being yourself" and "giving the impression" of yourself, using real client stories and explore how trust, rapport, and consistency drive sales outcomes.

Key Takeaways

Consistency vs. authenticity. You don't need to show up "raw" every day; professionalism means calibrating how you present, not suppressing who you are.

The 7-38-55 rule. Only 7% of impact comes from words; 38% from vocal tone; 55% from visual/body language. How you say something often matters more than what you say.

Trust removes barriers. Genuine rapport and trust make business easier: people open up, share real drivers, and deals move faster.

Recommendations transfer trust. Walking into a relationship with credibility (referrals, reputation) builds warmth faster than starting cold.

AI can't replace human connection. AI can help with research, prep, and content at scale, but it can't build the relationship itself; overuse without a trusted human foundation breeds distrust.

Practice makes permanent. Skills like rapport-building and communication can be trained and improved over time - authenticity isn't fixed; it's built through repetition (the "30,000 conversations" door-knocking story).

Four takeaways on authenticity:

1. Know your authentic self first.
2. Build skills/confidence to show up authentically in different situations.
3. Genuine connection breaks down barriers and makes business easier.
4. You can't fake energy indefinitely — inconsistency eventually shows

Consistency is the minimum standard. Be professional, capable, and adapt your communication style, but never manufacture intent — people will sense it, and trust collapses.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.