How to Maintain a Resourceful State In Difficult Conversations

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You cannot afford to be in anything less than your most resourceful state in difficult conversations with the people who work for you and with you. If you are in a foul mood, upset, or impatient, you can't produce a positive outcome. Your attitude subtracts from your ability to … [Read more...]

Your Why Do List

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You are not a procrastinator because there is no such thing. You are a human being who happens to procrastinate. Procrastination isn’t a nationality, like Italian. You weren’t born a procrastinator. It isn’t your identity, even if you claim it as such as a way to absolve yourself … [Read more...]

The Hustler’s Playbook: 4 Things the Hustler Fears

The Hustler's Playbook: 4 Things the Hustler Fears

Hustlers are driven. They are motivated to make a life of their own design. They are motivated to make a difference. And just like non-hustlers, they are motivated by their fears. Not Doing Enough Hustlers are motivated by the fear that they are not doing enough. They worry … [Read more...]

The Hustler’s Playbook: Hustlers Are Self Starters

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I once had a conversation with a leader. I mentioned to him how much I admired the accomplishments of one of his people, and he said, “Not a self-starter.” He didn’t say anything else. What had once been his top performer had become one of his worst performers. This once top … [Read more...]

On Leadership Strengths and Weaknesses

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A great leader knows his team’s strengths and their weaknesses. He knows what they can collectively achieve together, and he can see what they are capable of even when they cannot. He can also see where they are likely to be challenged, stumble, and fail. A great leader also … [Read more...]

How to Fail as a Leader

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Yesterday, I had the great and terrible privilege of watching a leader fail. Failure to Communicate: The leader did not communicate with his team. He left them to their own devices. The team did not communicate with each other. The lack of communication caused them to make … [Read more...]

Your Desperation Isn’t Motivating

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I once heard Anthony Robbins say that people change for one of two reasons: inspiration or desperation. He said it is normally desperation that gets people to the point of change. But desperation causes change when you reach that point on your own; it isn’t a tool for … [Read more...]

On Bad Intentions in Sales

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Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation suggests that the more self-oriented you are, the less you are trusted. What makes … [Read more...]

Wanting Money Isn’t Money Motivated

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“Wanting money” isn’t the same as being “money-motivated.” Everyone wants more money. The difference between simply “wanting money” and being “motivated” by money is the willingness to take the actions necessary to get it. Wanting Money People that only want money aren’t … [Read more...]