It Isn’t Supposed to Be Easy

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If reaching your goals were easy, you wouldn’t appreciate the struggle. If it were easy to reach your goals, there would be no reason to chase them. They wouldn’t be goals; they’d just be something that you do. If it were easy to accomplish something worthwhile, then everyone … [Read more...]

Change This One Thing Now

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If you missed this week’s newsletter, you missed two questions that have caused a lot of people to email me with their thoughts. The two questions were: What is it that you perceive to be missing? (Meaning, what do you need to produce the result that you want). If someone … [Read more...]

Why Sales and Success Are Intertwined

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You can’t talk about sales without also talking about success. The two ideas are so intertwined that they cannot be separated. The reason? Sales quickly exposes any weaknesses and rewards the attributes, beliefs, and behaviors that lead to success. You won’t succeed in sales … [Read more...]

3 Things I Learned from Coach Alvarez

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Saturday night I had the opportunity watch the Wisconsin - LSU game from Athletic Director (and former head coach) Barry Alvarez’s box. I had to chance to ask Coach Alvarez about football, about leadership, and about success. 1. You Have to Make the Call I told Coach Alvarez … [Read more...]

How I Read Books Now

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I’ve stopped trying to read a lot of books. I used to read a book a week. I read a book a week outside of my assigned reading in college and all the way through law school. I read hundreds and hundreds of books, and I am happy I invested my time doing so (there are few … [Read more...]

7 Things I Was Never Allowed To Do

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A few months ago I started dedicating my Saturday blog post to the Hustler’s Playbook, my ideas about the beliefs, attributes, and actions that lead to success. A lot of it is mindset. Recently a friend told me he looks forward to the Hustler’s Playbook posts on Saturday, and I … [Read more...]

Everything, Anything, Nothing, or Something

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Some people want to do everything. They want to chase every opportunity, no matter how little the return on their investment of time and energy. They want to pursue every initiative. They believe that they can do it all, but because they lack focus, they never really get anything … [Read more...]

The Work You Must Do Yourself

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There are some things that you simply have to do for yourself. No one can do these things for you, nor should you ever allow anyone to do so. Discover why you are here. Mark Twain said the two most important days in your life are the day you were born and the day you figure … [Read more...]

On Champs and Chumps

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Champs pick up the telephone, call their dream clients, and book their calls. Chumps send an email, avoid the call, and hope their dream client emails or calls them for an appointment. Champs ask their clients for the commitments that will help their dream client get the … [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...]