Take the Path of Most Resistance

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Electricity follows the path of least resistance. So does water. And so do too many salespeople. Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they know, they are completely satisfied. … [Read more...]

What It Takes to Produce Higher Quality

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Quality = Investment + Time + Effort Quality requires a greater investment. Quality costs more to produce. If you start with cheap, poor quality inputs, you automatically end up with poor quality outputs. It costs a good bit more to begin with higher quality inputs, but the … [Read more...]

Nothing New Here

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The timeless principles are timeless for a reason: they’ve stood the ultimate test, the test of time. Time has a way of sorting the wheat from the chaff. But some don’t understand that the big principles, the enduring truths, are what really matter. They want something new. If … [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...]

Be Your Own Hero

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At a Toastmasters meeting, I was given two minutes to give an extemporaneous answer to the questions: “Who is your hero? And why are they your hero?” Without skipping a beat and without delay, I answered: “I am my own hero.” It sounds arrogant, I know. But before you judge the … [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...]

A Personal Psychology of Your Design

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You have a personal psychology. You might call it your belief system, your values, or your personal blueprint. But whatever you call it, it isn't really of your own making. You've caught it, just like you might catch a virus. You picked up a good deal of your personal psychology … [Read more...]

My Three Words for 2014

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Last year I chose the words platform, lean, and tribes around which to frame all of my goals and disciplines. I made major progress on platform and tribes, with much work still to be done. And I completely bombed on lean (until the end of the year, I didn't increase my effeciency … [Read more...]

Why Can’t You Fail?

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One of the best salespeople I ever managed wasn't at all what you'd expect. She wasn't particularly attractive. She wasn’t gregarious, didn’t have any real sense of charm, and didn’t possess any natural charisma. No one naturally gravitated towards her--even though she was very … [Read more...]

The Professional and the Amateur

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The professional never stops studying their craft. They never stop training, and they never stop trying to make the distinctions that allow them to improve their performance. The amateur stops learning as soon as they achieve some basic level of competence. They stop training , … [Read more...]

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