How I Read Books Now

alt text image of a child reading a book with magic coming out of it

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

alt text image of a stop sign with the word Don't

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

alt text image of the words "What to do?"

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

alt text image of a little girl playing explorer

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

alt text image of a boxer taking a knee

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)

alt text image of a rescue buoy

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 Bigger Why Always Wins

alt text image of a typewriter with the words stay motivated on the page

The bigger why always wins. “I have to make calls today because people are counting me.” You have to take care of you and your family. Not making your calls puts that outcome in jeopardy. That’s a big “why,” isn’t it? “I’m going to browse the web because I want to read all the … [Read more...]

Take the Path of Most Resistance

alt text image of a volt meter

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

alt text a compass pointing to Quality

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

alt text image of an old coat

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...]