If your career was a house, would you feel safe living in it—or are you one storm away from everything cracking? When building a home, nobody starts with the curtains or the artwork. We start with the foundation, then the framework, and only then do we worry about how pretty it all looks. It is exactly the same with a sales or business career. If your foundations are unstable, no script, system, or social media tactic will save you when the market shifts. Over the years in re

If this doesn’t work, what’s your Plan B, and does it scare you enough to get you on the phone today? Have you ever stayed too long in a job or business you absolutely despised? I have. One of my earlier jobs was at the local meat-works. It was cold, messy, physically demanding and—to be blunt—soul-destroying. When they moved me to the slaughter floor, my job was to pull kidneys out of freshly killed, skinned sheep hanging on hooks. It’s not surprising I spent many years as a

You don’t need more inspiration—you need a diary that tells you exactly what to do at 3:00 pm. “Work smarter, not harder” sounds clever, but the truth is most high performers do both. In sales, the person who consistently does more of the right actions will almost always beat the person with the perfect plan that sits in a drawer. When I first stepped into real estate, my manager and I were launching a brand-new office under a big franchise name in a market where that brand h

You don’t have to outrun the bear—you just have to outrun the person next to you. There’s an old story about two CEOs who get air-dropped into a forest with just a backpack of supplies. As they land, they hear a roar—a very angry grizzly bear. One CEO panics. The other calmly takes out his runners and starts putting them on. “What are you doing? You can’t outrun a grizzly bear!” the first one cries. The second replies, “No, but I can outrun you.” That’s competitive advantage.