If you want to develop your business acumen, your situational knowledge, and your ability to create value for your clients and your dream clients, you need to become intellectually curious. You have to seek to understand how things work, why…

Your brain will answer any question you ask of it, which is why your mindset is critical to your success. When you ask your mind to provide you with a list of reasons you can’t do something, very much like a computer, it will generate an answer.…

Lao Tzu wrote, “If you are depressed, you are living in the past. If you are anxious, you are living in the future. If you are at peace, you are living in the present.”

I have never experienced depression, but I have friends that have real…

The words “I can’t” are a lie you tell yourself and others. It’s a form of giving up, of conceding defeat before you have even tried. “I can’t” is a form of surrendering before you have even begun. It’s also a way to absolve yourself of…

Two people can have the same experience and interpret it differently. Each of the stories they tell themselves and others about their experience can be wildly different, even if the general facts are indistinguishable. They are choosing between…

In a workshop at OutBound, I was sharing the 10 Commitments from The Lost Art of Closing: Winning the 10 Commitments That Drive Sales as a framework for accelerating deals. An attendee asked me about deals I had lost as a salesperson, and more…

Your results are precisely what they should be—even if they are not what you want them to be, and if they are not what is required of you. The results you are producing now are the result of your beliefs and your behaviors, nothing more, nothing…

1. Not Knowing What You Want: Your success is not my success, nor mine yours. The way you measure success needs to be based on what it is you want from your life. You cannot find success unless you know what it is you want. So, what do you…

It would be better if these words, outcomes really, were reversed. If you could get the end, and then contribute more, without having to do the work required of contribution, as the final two-word pairing is how you will measure success in the…

If you missed the Sunday newsletter, you may not be familiar with the concept here. The idea is that you should allow Future You to make the decisions as to what Present You does with your time. Future You knows what you are going to regret doing,…