The Hustler’s Playbook: Hustlers Don’t Hold Back

alt text image of clouds with ladders climbing up to them

I remember the decision I made to change my life and hold myself to a higher standard than anyone expected of me. It happened in an instant, and the backlash was almost as fast. Some friends, and a few family members, were immediately critical, attacking me for the changes I had … [Read more...]

The Hustler’s Playbook: What A Hustler Is

alt text image of the words "get things done" crossed out and checked off

The word “hustler” sometimes has a negative connotation. Some people believe that a “hustler” is someone who is trying to take advantage of them, that they are “being hustled.” That’s not what it means here. Here the connotation is nothing but positive. A hustler is someone … [Read more...]

Episode 33 – The Irrepressible Grant Cardone

Grant and I had tried unsuccessfully to schedule this podcast for a long time. On the fourth try, we finally connected. Grant is an entrepreneur, and author, speaker. But in my view, he is most of all a hustler. I asked him to step into the arena because so many people I know in … [Read more...]

The Hustler’s Playbook: The Only Gatekeeper Is Your Willingness

alt text image of skeleton keys resting on an old leather book

As a young kid fronting a rock-n-roll band, I moved to Los Angeles in hopes of being discovered. In the days before the laptop and the Internet, you went to Los Angeles to play the Sunset Strip and wait for an A&R person from the record company to make you a star. You needed … [Read more...]

Self Selecting Out of a Deal

alt text image of a footprint

Once upon a time, my little team won a massive client. They developed excellent relationships with stakeholders throughout the organization. We were doing excellent work, and things couldn’t have been going any better. And then I was asked to meet with the decision-maker, the … [Read more...]

Four Reasons Your Deal Dissolved (and what to do about it)

alt text image of an alma seltzer dissolving in water

Your Contact Leaves: Is there anything worse that developing an opportunity, getting it right up to the line, and then having your primary sponsor leave? Yes, there is. Your contact could be replaced by someone with different priorities or who is adamantly opposed to your … [Read more...]

Be Your Own Hero

alt text image of a businesswomen as superhero

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...]

Your Desperation Isn’t Motivating

alt text image of a man with an angry mask in front of his face

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...]

Four Lies You Must Not Tell

alt text image of a man with his lips zipped shut

The truth at any price, even the price of your deal. Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you aren't all three of those things, and … [Read more...]

Transactional Selling to Avoid Conflicts Around Price

alt text image of a world in the balance

The reason so many people want to be transactional and agree to a discount their price is that it eliminates one of the major areas of conflict in sales. If you agree to your prospective client’s price, then there is no conflict, you just say “yes” and you are off to the … [Read more...]