While You Still Have Time!

I talk to people, young and old, who are unsure of what they should be doing with their lives. They question their purpose, the meaning of their lives, what’s important. They’re undecided and they get stuck. I recommend they answer

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C’Mon: Bet On You!

In an article about responsibility I read recently, I saw this response from a person griping about his job and his life when someone asked him why he just didn’t do something different: That’s easy for you to say about

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Answer Your Way To Your Dreams!

How do you answer these questions?— What is my vision of success? What do I want to achieve this year? What are my three most important goals, right now? What are my top 5 core values? These penetrating questions produce

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Want More Sales?

I told a client this week: Most salespeople fail because, one, they’re told to do it the wrong way, or, two, they’re allowed to do it wrong. Even though every company lives on its revenues and, therefore, every one’s a

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No Do-Overs Allowed!

Ninety-plus-year-olds were asked: If you could live your life over, what would you do differently? Three answers recurred: I would reflect more. I would risk more. I would do more things that would live on after I’m gone. This isn’t

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You’ll Prove It!

They say: Of course I’m serious about achieving my goals! No one says otherwise. Nevertheless, if you are serious, you’ll behave in a manner that proves it. It’s not enough to say it, you’ve got to take steps to move closer

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Failure, Like Success, Is A Choice

Just as there are universal laws for success, there are universal laws for failure. Those doomed to fail say: We can’t…You don’t understand…We’re different; our situation is unique…We don’t have the people…money…time…They say it repeatedly, not occasionally. It’s always something

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Dreamer or Visionary?

Everyone starts off as a dreamer. Each of us has our dreams, those things we’d love to do. Most of us do nothing about it. A visionary gets things done. He pursues his dreams. His vision stimulates his pursuit. He

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Get Some Easy Early Wins!

Even the most successful people have crises in confidence: doubts, fears, failures. We’re human, we’re not invincible. To help build your confidence—get some easy wins at the start. If we lose often when we begin…we’re prone to give up, to

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Learn. Unlearn. Relearn.

Too many of us think that once we learn something, we own it forever. It’s just not true, it’s not “one and done.” Here’s the process: We learn. We unlearn. We relearn. When we concentrate on it and use it,

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Own Your Decision!

If you’re a leader, or aspire to be one, I have a recommendation: Never use the excuse, “I didn’t get it done because I didn’t have the time.” That’s BS and everybody knows it! You’re the leader; if that’s your

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Pick A Date!

I was speaking with a client the other day about a project I wanted to get going. When he asked me what my target date was for completion, I started to hem and haw and justify why I couldn’t give

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Why Should I Listen To Him?

I was listening to my favorite Brian Tracy audio program, How To Master Your Time. Why is it my all-time favorite? Because it’s much more than time management; it’s optimizing your life by prioritizing what’s important, then scheduling activities so

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The Brightest? Not Hardly!

Watson and Crick, the discoverers of DNA—the secret of life—were asked why, with all the other brilliant scientists pursuing the answer, they were the ones who found it. After giving 4 or 5 expected “Aw, shucks…” answers, Watson observed: “We were not

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How To Hire Salespeople!

When hiring salespeople, make sure you test their basic selling skills. Do they ask good questions? Do they listen well? Do they have empathy skills to match their ego-drive? Can they stand and present? Do they communicate effectively by phone,

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How Will You Change?

I’ve been learning from Brian Tracy for decades. In his book, Maximum Achievement, he writes about the realities of the human condition. I read this over 20 years ago; I’ve read it often since. It got my attention. I committed

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Anything, Not Everything!

When I was much younger I thought: If anyone can do it all, it’s gonna be me. I was wrong and not just that I couldn’t do everything, I learned that nobody can. Until I grasped this universal law, I scattered my

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Why Use Zero-Based Thinking?

First: What is zero-based thinking? It’s a creative thinking exercise used to solve problems. It’s part of my strategy of asking better questions, so I get better answers to help me in life and business. Zero-based thinking starts by asking

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Done Is Better Than Perfect!

Striving for perfection is self-defeating. Anytime you set such an unachievable goal, you guarantee failure. Because it’s unachievable (and, therefore, not believable), we procrastinate, we start but never finish, and we beat ourselves up for not completing our task. We

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How Do I Get More Sales?

An owner with a sales force,  a sales manager with a quota, a salesperson, experienced or new, struggling or succeeding…they all ask the same question, for the same reason. How do I get more sales? They want to perform better

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Them or Me?

I hosted a round-table discussion with a group of veteran salespeople. We were talking about how to build trust while qualifying prospects, when I observed: Those questions are all about you, what you need, strictly “me”-oriented. That’s the wrong way to

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