On Internal and External Distractions

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There are countless external distractions that can keep you from focusing on what’s important. Some of these distractions are really important, and you need to pay attention them. Your child calling from the school sick and needing a ride home. Your best client calling with a … [Read more...]

Leadership and Two Types of Growth

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Leaders are responsible for envisioning the future and executing the plan to make that future a reality. This is growth: current state, new results, better future state. Leaders manage two types of growth. Company Growth The leader is responsible for the growth of their … [Read more...]

The Hustler’s Playbook: Hustlers Act With a Sense of Urgency

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You can tell a hustler from a non-hustler by the way that they walk. A non-hustler is moving forward, but not very quickly, and with no apparent purpose. A hustler, on the other hand, looks like they are flying, moving purposefully towards some target in front of them. And this … [Read more...]

Your Personal Path to Independence

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You are independent when you no longer need to rely on something or someone else. The first level of independence you need to reach is being independent of needing “this job.” This doesn’t mean that you are wealthy enough that you no longer need to work, although that is a level … [Read more...]

On Snake Oil and Medicine

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The people who sell snake oil stand on boxes and shout about it’s great value, how it has changed lives, how you will never be the same. They promise fast, effective, easy answers to serious problems. They’re great at their pitch. These hucksters want you to believe that the … [Read more...]

What You Do Between the No Answers

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The first “no” you receive when you ask your dream client for their time is usually neutral. The first “no” doesn’t mean that your approach is wrong or ineffective. That “no” most likely means that your dream client already has a partner, receives way too many calls, can’t … [Read more...]

The Danger in Being Reflexively Contrarian

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Some people reflexively take the contrarian view. But there is nothing to be gained by always taking the contrarian view. If you say white, the reflexively contrarian says black. If you say up, the reflexively contrarian says down. It doesn't matter what you say or believe, the … [Read more...]

You Don’t Have Enough Time

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You don’t have time to make all of the calls you need to make right now. But you do have the time to make one or two of them. You don’t have enough time to nurture every dream client on your target list right now. But you do have time to make a deposit in one of those … [Read more...]

5 Reasons Your Prospect Doesn’t Buy (And What To Do About Them)

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Yesterday I had a Facebook chat exchange with my friend, Chris. We were chatting about why people who know they need to change don’t buy when what is being sold will help them. Here are five reasons your prospective clients don’t buy and some ideas about how you can better serve … [Read more...]

The Hustler’s Playbook: Hustlers Believe

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Hustler's believe in themselves. They’re confident. Hustlers believe that, no matter what else happens, they can deliver. They believe they are empowered to make a difference. This isn’t the false confidence that is braggadocio. It’s the authentic confidence that one gains from … [Read more...]

Show Your Work

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When you were a kid in school, your math teacher made you show your work. In my case, the Nuns at St. James the Less insisted that any answer without the accompanying steps to arrive at that answer was wrong. It wasn’t enough to know the right answer. You had to prove you knew … [Read more...]

How to Work Your Sales Funnel

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There is a reason to do work in a certain order, to plan your week, to be a disciplined “me manager.” You don’t always get to decide when you do some of the work that you need to do each week. Some clients need you to be available when it fits their schedule. Some prospective … [Read more...]

If You Feel This Way About Your Clients You Won’t Have Them

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I’m troubled when anyone really complains about their customers. I am mortified when that person occupies a leadership role. A fish rots from the head, and rot it will. When a prospect presents you with a challenging business problem or a need that is difficult to serve, you see … [Read more...]

Are You Valuable Enough for C-Level Access?

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What do you sell that is so valuable that it demands a C-Level Executive’s attention? Sometimes the right strategy for prospecting is to connect with someone at the C-Level. But it isn’t often the best strategy, and there are more effective strategies for creating opportunities … [Read more...]

How Are Your Excuses Serving You?

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In response to the Hustler’s Playbook, Family Guy writes: “A hustler doesn’t have a family that wants him home for dinner.” By providing this comment, Family Guy reveals his excuse: I would hustle, but then I wouldn’t be home for dinner with my family. That excuse provides the … [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...]

The Hustler’s Playbook: Hustlers Do What Others Won’t

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Hustlers do work that others won’t do. A non-hustler doesn’t do work that is inherently difficult or unpleasant. The non-hustler does everything in the power to avoid difficult tasks, especially the things that involve long, hard, focused work. The non-hustler hates unpleasant … [Read more...]

Value Creation Is the Main Thing

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Covey said, "The main thing is to keep the main thing the main thing." It was clever, funny, and true. intentions and outcomes matter most. The main thing when you are engaged with a client, dream client, or prospect is to create value during every interaction. The more value … [Read more...]

When Was the Last Time You . . .

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When was the last time you met with a brand new prospect face-to-face? Was it more than 7 days ago? When was the last time you called one of your dream clients to schedule a face-to-face meeting? Was that call made more than 48 hours ago? When was the last time you nurtured one … [Read more...]

Is Just the Same As

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Knowing what you need to do and not doing it is the same as not knowing. Having a dream and not taking action on that dream is the same as not having a dream. Having a goal and not doing the work that moves you towards that goal is the same as not having a goal. Knowing … [Read more...]