Your Personal Path to Independence

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You are independent when you no longer need to rely on something or someone else. The first level of independence you need to reach is being independent of needing “this job.” This doesn’t mean that you are wealthy enough that you no longer need to work, although that is a level … [Read more...]

There Are Some You Cannot Save (A Note to the Leader)

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There are some people you are going to struggle to save. Sometimes you will fail. These people need to change. They are capable of producing much better results. They’re smart and they have great people skills. Many of them will tell you they want to change, need to change, and … [Read more...]

The Hustler’s Playbook: On Wealth, Envy, and Creating Value

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Right now it’s popular to talk down wealth and the wealthy. But there is a deep, dark psychology at work here. It’s as old as time, and it’s called envy. Envy is feeding the wrong wolf. It Doesn’t Make You Green Envy and jealousy are different (although both are unhealthy). … [Read more...]

How To Invest In Your Personal Growth When You Are Broke

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Anonymous writes: “I want to improve myself, but I don’t have any money to invest in programs.” Even though you may not have a lot of money right now, you have to invest as much as you possibly can in your personal and professional development. In fact, if you don’t have money … [Read more...]

On Always In Sales

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Oh, you didn’t think yesterday’s post was about sales? Here is more about sometimes and always. If you sometimes make your calls, do your prospecting, or nurture your dream clients, you might sometimes produce a result. But those results will mirror your efforts—they’ll be … [Read more...]

Build Your Own Burning Platform

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It isn’t easy to change. Our brain tends to shut down the desire to improve ourselves and our situation as soon as we are comfortable. As long as we don’t experience too much pain, we don’t change. Even if we know we are capable of more, if we could gain pleasure, we still don’t … [Read more...]

Who Will You Be This Week?

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It’s a brand new week. Who will you be this week? Will you be the person that you promise yourself you’ll be? Or will you be the person who breaks those promises? Will you be the person who keeps the promise to block the time they need to prospect, to open relationships, and … [Read more...]

Leading From Outside Your Glass House (A Note to the Sales Manager)

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Sales managers are always complaining that their sales people don’t read, don’t study and don’t work on improving themselves as sales professionals. This criticism is 100% valid. Most salespeople don’t (except, of course, those who continually show up here!) Here are three ways … [Read more...]

Value Creator’s Code: 100% Brand Equity

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Not so long ago, call it right after World War II, a bargain was struck. You would trade 47 years of your life for a salary, healthcare, and a pension plan. At some point in time this bargain fell apart. It wasn’t broken all at once. It deteriorated over time, maybe starting in … [Read more...]

Sales Is a Numbers Game (But Not the Numbers You Think)

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“Sales is a numbers game,” they say. Then they propose that, “if you want better numbers, just make more calls.” And when low activity is the problem, this might be a reasonably good answer. But most of the numbers that really matter aren’t captured in any format in which a … [Read more...]