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Move the Big Rock

It's very rare that I take on a private coaching client. But when I do, I spend a lot of time listening for "the big rock."

The big rock is the major obstacle blocking them from producing better results. It's a metaphor for whatever is blocking…

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Are You Being Outworked?

You don't outwork your competitors by working more hours. The number of hours you are “on the clock” is not a measurement of work, unless you do manual labor. You can get to work early and turn the lights on, and stay late and be the last to leave…

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6 Lies About Success

There are many lies about success. It’s easy to believe these lies, and doing so will distort your perception of what real success is.

  1. It’s all about the money. Success isn’t all about the money, even though that is what some people…
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Do What Is Difficult

It's easy to reduce your price and eliminate it as an obstacle to a deal. It's difficult to increase your price once you have established a lower price, even when you create greater value.

It's easy to avoid dealing with a challenging customer…

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My 2014 Balance Sheet

Another year ends, and it's time for an accounting.

Assets

  • I practiced patience, empathy, and compassion more often and more consistently.
  • I massively improved my ability (and willingness) to listen.
  • I spent more time with my family (but…
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