Archive for the ‘Blog’ Category

Do You Want Higher Levels of Performance? Take a Lesson in Courage.

You and I both aspire to higher levels of performance.  Perhaps one of the best ways to think about how to make that growth happen is to reflect on something that drives most of us on a daily basis. The engines in our cars. Let’s say you decide that you want to start using your automobile to pull your boat […]

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Do It Scared

It was May and we just moved into a new house, not far from the old one, but across town. My son had to move away from some friends, go to a different school, leave the life he had become so accustomed to. It was not easy. Here comes summer. He was sitting around the first week. Playing the iPad, […]

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15 Minutes to Greatness: The Conclusion

In the previous posts, we detailed our thoughts regarding 1% daily dedicated effort and 15 Minutes to Greatness. We dissected the following four areas: The math: Achieving greatness by quantifying 1% into transformative change. The psychology: Possessing a positive-growth mindset for improvement. The physiology: Treating your body right, and it will show in other aspects in your life. The scripture: […]

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Top Producers are ALWAYS Teaming for Compounded Interest

Albert Einstein is said to have stated that “the power of compound interest is the most powerful force in the universe.” Compound interest is the addition of interest to the principal sum. By reinvesting interest, the base grows larger and when that base grows again by a percentage, the amount of growth is compounded. Bankers and financial planners will regale […]

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The Two Types of Motivation to Know About

Most of us are motivated by contests and incentives or earning recognition. We like to work toward goals. This type of motivation is called “Toward Motivation.” There is another very powerful type of motivation that often gets overlooked, “Away Motivation.” Let’s say it’s 3 o’clock in the morning, on a very cold night in early spring. You’re laying in bed […]

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Is Lack of Consistency the Reason You Fall Short?

Since the title of the “Most Interesting Man in the World” is already taken, I have a personal goal to be the “Most Consistent Man in the World.” Now, the natural objection that we all have is: wouldn’t that be boring, monotonous, or predictable? No way!  I mean consistent in the areas that really matter: Spiritual peace Present and engaged […]

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What Does What You Collect Say About You?

Some people collect stamps. Others collect coins, artwork, porcelain dolls, and some even tattoos. Various collections range from the “normal” to the odd and macabre. What is it that makes us accumulators of… well, stuff? If you name it, someone has surely assembled it in mass. There’s Manfred Rothstein, a dermatologist from North Carolina. He has collected over 675 back […]

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Are You More than 50 Miles from Home?: Outsourcing Leadership Development

Reagan era politician and well-known political strategist Edwin Meese is famous for saying the following: “An expert is somebody who is more than 50 miles from home, has no responsibility for implementing the advice he gives, and shows no sides.”—Edwin Meese Sage wisdom, and it’s even truer today for leadership development.  Why?  Let’s break it down. More than 50 miles […]

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Why Not Me?

Why not me? Have you ever asked yourself this question? There’s this lie that we tell ourselves: The lie that someone is smarter. More educated. They’ve been doing it longer. They know more than we do. They have it figured out. On and on and on and on. Why not me? How come I can’t come in and set the […]

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What Closing Is Not

When you think of closing, what comes to mind? For most people, they think of being strong-armed. They think of a pushy, sleazy, manipulative salesperson.  They have negative connotations with closing because they really don’t understand what closing is. In order to be more effective in sales, you actually need to change your perception about what closing is and what […]

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Head Games

I was having a conversation with an advisor the other day. He’s been doing it for a long time and has a good thing going. But he puts way too much pressure on himself. So many of us do. We live in this scarcity mentality. We need it. We have to have it. So we press, we push, and we […]

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Understanding the Master Metric

One of the reasons your sales team might not be getting the results that you would like for them is because they are confused. Yes, your salespeople are confused. This happens because you are delivering too many messages to their team. You tell them to focus on follow-up. You tell them that the key is closing. Or you talk to […]

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The Art of Finishing Strong: Part 2

In the second part of this series on finishing strong, I want to focus on the cerebral aspect of having an overwhelming conclusion. To finish in a convincing and dominating fashion, our fellow competition is often not our biggest competition. Rather, it’s ourselves. Looking back on some of my personal finishes, I feel like I took the starter’s pistol for […]

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