Are You Persistent?

Never Give UpIn his timeless classic, Think and Grow Rich, Napoleon Hill addresses the importance of persistence. He shares a list of weaknesses shared, in whole or in part, by those suffering from a lack of persistence:

  1. Failure to recognize and to clearly define exactly what one wants.

  2. Procrastination, with or without cause.  (Usually backed up with a formidable array of alibis and excuses).

  3. Lack of interest in acquiring specialized knowledge.

  4. Indecision, the habit of ‘passing the buck’ on all occasions, instead of facing issues squarely.

  5. The habit of relying upon alibis instead of creating definite plans for the solution of problems.

  6. Self-satisfaction.  There is but little remedy for this affliction, and no hope for those who suffer from it.

  7. Indifference, usually reflected in one’s readiness to compromise on all occasions, rather than meet opposition and fight it.

  8. The habit of blaming others for one’s mistakes, and accepting unfavorable circumstances as being unavoidable.

  9. Weakness of desire, due to neglect in the choice of motives that impel action.

  10. Willingness, even eagerness, to quit at the first sign of defeat.

  11. Lack of organized plans, placed in writing where they may be analyzed.

  12. The habit of neglecting to move on ideas, or to grasp opportunity when it presents itself.

  13. Wishing instead of willing.

  14. The habit of compromising with poverty instead of aiming at riches.  General absence of ambition to be, to do, and to own.

  15. Searching for all the short-cuts to riches, trying to get without giving a fair equivalent, usually reflected in the habit of gambling, endeavoring to drive ‘sharp’ bargains.

  16. Fear of criticism, failure to create plans and to put them into action, because of what other people will think, do, or say.

As you reviewed this list, did any of these items hit a bit too close to home?  My intent is not to intentionally step on toes but instead highlight where we all struggle at times – in one way or another – with persistency.  This list helps me identify areas for improvement in my own life, so I hope it does the same for you.

Of all the things that I do to stay persistently committed to my success, I find the following the most important:

  • Have big, hairy, audacious goals.  I have created a list of goals that are well beyond anything I ever dreamed possible.  Best of all, I’m on track to make them happen.
  • Write your goals down on paper every single day.  Every morning, the first thing I do is write out every single one of my goals and I write them in the present tense — as if I’ve already achieved each one.
  • Create an action plan for each day.  I write my goals down in a leather journal on the left side and on the right hand page I write up my daily Battle Plan.  This includes the items on my calendar as well as the specific actions I need to take that day to accomplish movement towards my goals.
  • Create a daily power schedule.  I’ve created a Power Schedule that keeps me on track with all the key things that I need to be focused on each and every day that will drive more business.  If you would like to receive a sample, please email me at thomas.hackelman@gmail.com

Persistence is the key to achieving a successful career as well as a successful life.  Give careful consideration to ways you can improve in your persistence and you will reap great rewards!

Go big or go home!

Compete or Dominate?

“You can dominate a game if you dominate on the line…We’re just going to have to go out there and work hard and blow people off the ball, and let our runners do what they do best.” –Miles Davis

“Identify your niche and dominate it. And when I say dominate, I just mean work harder than anyone else could possibly work at it.” –Nate Parker

Up to this point, you likely have been competing. You’ve been competing for market share, for customers, for sales and revenue. It’s a traditional concept that competition is good. But I ask you, who is competition really good for?

It is argued that competition is good for consumers because, in theory, it provides them choices. Theoretically, it keeps the costs down. In reality, the consumer suffers because the businesses that are competing have to sacrifice profits to reinvest into the company and/or quality suffers in order to keep costs down. Jobs are reduced in order to manage the cost of operation. And, as a result, the quality of customer service is far less than it should be.

Competition certainly is not good for individual businesses. In the business world, when we choose to compete rather than completely dominate, we give other businesses hope. Hope is what is given when other companies think they are on the same playing field as you. When just a glimmer of hope is provided, it enables others to believe they can beat you.

In short, every time you view someone else as your competitor, you…

  • Make them credible
  • Allow them to see themselves as a suitable alternative
  • Give them space IN your space
  • You subconsciously agree to play fair and play by the “agreed upon” rules of engagement

It is just like athletics. A sports team’s desire and ultimate goal is to dominate their opponent. They watch film. They practice every conceivable situation that might occur in the game. They prepare for every potential option and prepare so their actions become second nature. Sports teams that take this approach are those we refer to as “dynasties.” Whether it’s the Yankees, the Los Angeles Lakers, the Miami Heat, the New England Patriots or the Crimson Tide of Alabama, a dynasty occurs when there is a complete commitment to viewing victory and success as the only option.

In sports, competition is necessary. There must be two opponents and a scoreboard in order to understand who wins and who loses. Without competition, fans refuse to watch and the value of professional sports is eliminated. There must be a winner and a loser.

At the same time, as the late Al Davis of the Oakland Raiders says, “You don’t adjust. You just dominate.” Even though these teams need competitors, their goal is complete domination and be the team everyone else wants to become.

What it Takes to Dominate

To dominate requires unwavering commitment from you to:

  • Commit to taking massive action. Taking massive action means you will establish a pace and put forth an effort that is unmatched by anyone else in your market space. This is why domination is not for the faint of heart. If you’re not prepared to take massive action consistently, don’t pretend to want to dominate.
  • Commit to doing what everyone else won’t do. There are specific things your competitors won’t do or aren’t doing to drive business growth. To dominate, you must be prepared to do what they won’t do.
  • A complete commitment to dominate your space. Every time someone wins and you lose, it takes money out of your pocket and away from your company. Every time you lose, your family loses and your company loses. Most of all, your customer loses. They miss out on the quality service and great products you provide and they miss out on having you as part of the package.

“Number one, cash is king… number two, communicate…number three, buy or bury the competition.” –Jack Welch

Examples of Domination

In the ‘60s and ‘70s, Xerox was THE company when it came to copying documents. Not only did they own the patents for xerography, but they were everywhere. For nearly three decades, no one asked to get something copied; instead they’d ask, “Would you Xerox that for me?” While today there are many competitors in the same industry, Xerox is still considered by many to be the go-to-brand for printing and they do so while spending a much higher price.

In the ‘90s, at the height of the dot.com bubble, search engines were fighting for awareness. They each wanted to become the “go-to” source for finding information of any kind on the internet. Today, Google completely dominates this market. With a 64.1% market share, it overshadows the other two “competitors” by a large gap. In second is Yahoo with 18% and Microsoft’s Bing at 13.6%. Together, all three control 98.5% of the search engine market. But Google comes to win when it pertains to the search engine market.

When it comes to soft drinks, everyone has their preference but when asked, it’s far easier to say, “I’ll have a Coke.” It’s at the tip of the tongue for good reason unless you’re in the Carolinas of the United States. In the soft drink market, Coca-Cola owns the lion’s share at 41.2% while PepsiCo is just behind with 33.6%. While this appears to be a slender difference, when compared in dollars, the gap is considerably wider.

Consider the world of tire manufacturing. In this arena, there are a number of manufacturers world-wide, but one stands out. Goodyear owns the market with 39% of the market share followed by Michelin at 28.2%. Goodyear not only leads the pack but they dominate as well.

Lastly, let’s look at the major household appliance manufacturers. In this competitive industry, it would be easy to assume that there are a number of key players in the mix, but instead, four manufacturers together own 90% of the market.

  • Whirlpool 8%
  • AB Electrolux 7%
  • General Electric 1%
  • LG Electronics 2%

Whirlpool, at 43.8%, has almost as much market share as the next three combined. According to IBISWorld, Inc., “The industry is expected to become even more concentrated in the next five years. Firms such as Whirlpool and Electrolux are expected to acquire more companies, further reducing the number of enterprises. These acquisitions will add to the companies’ economies of scale, lowering production costs and enabling firms to broaden their product ranges. The industry is expected to grow 2.2% in 2012 to $17.6 billion.”

In each of these examples, these industry leaders have chosen to dominate their space. While they are not alone in their market space, they clearly have a distinct advantage in terms of market awareness and in market valuation. A company like Whirlpool isn’t content with just being the dominant player. Instead they are consistently looking for additional partners to grow their business and increase their effectiveness in the market.

Just like each of these, you must seek to be the dominant player in your industry. Anything less is settling to be a competitor. And competitors get left in the dust.

Go big or go home!

By the way, my latest book – Roar Like You Mean It! Dominate Your Market Like the King of the Jungle just became available on Amazon. You can find the Kindle version here: http://tinyurl.com/roarlikeyoumeanit

If you’d prefer a hard copy edition, I am selling introductory copies at a reduced price. The price on Amazon is $26.95 however you can purchase them through my site directly for just $15. Here’s the link:http://www.thomashackelman.com/services.html

Average or Extraordinary

determined vs average action

Let me ask you a personal question:  Are you average or extraordinary?

Before you answer my question, think through a few things first.  Determine whether you can answer “Yes” or “No” to each of these:

  • I write down my long term goals every day – at least once.
  • I have big, hairy, audacious goals.
  • I create a daily action plan first thing in the morning (or the night before).
  • I consistently take massive action to achieve my goals.
  • Others talk about my level of performance and action behind my back calling me, “Lucky.”
  • People suggest that I’m sending the wrong message – that others are intimidated by me; that I need to tone it down a bit.
  • I’m considered successful because I have the best territory.

How did you do?  If you answered “No” to one or more of these points, you’re someone that I would consider average.

“But, Tom, that’s harsh.”  Or maybe you’re saying, “You’re out of your freakin’ mind!”

Argue with me…and then show me your results.  By results, I mean your last six months, your last twelve months.  Show me a consistent pattern of above average level of success and then, maybe, I’ll agree with you.

The problem is we’ve settled for average.  When it boils right down to it, we look at everyone else’s expectations – our boss’, our company’s — as the standard to meet.  Folks, that’s just enough to keep your job.  And, in reality, it’s a sign that your goals aren’t big enough.

The worse part about average?  It lulls you into thinking you’re doing okay.  Everything is copacetic.  Everything is just fine with the world.  And then, like the frog in the kettle, you boil to death.

Here’s another way of looking at average — lukewarm.

“So, because you are lukewarm–neither hot nor cold–I am about to spit you out of my mouth.”
 –Revelation 3:16 NIV

Yeah, I know, that’s below the belt.  Or is it?  When was the last time you were really thirsty and you requested a glass of tepid, lukewarm water?  Even if you did, it was awful.  It’s like drinking pool water in the middle of summer (not that I would know :-) )

My point is this:  Stop settling for average.  You owe a duty to you employer, your clients, your family and yourself to be ultra-successful.  You should settle for nothing less that over-the-top excellence.  Anything less is a disgrace!

Start by setting big, hairy, audacious goals for yourself.  Set them big and bold and then write them down at least once a day – every day.  Set your daily battle plan in accordance with the type and quantity of activities that position you to achieve your goals.  Become the butt of the jokes at the office and make them consider you “lucky.”  Who cares?  They won’t be working there much longer.  And you?  You just might own the joint when it’s all said and done!

Go big or go home!

The Alamo Mentality

The AlamoIn the early hours of March 6, 1836, the Mexican Army began their final assault on the Alamo.  Facing insurmountable odds, those brave people entrenched at the Alamo stood their ground and faced down the invading Mexican Army.  When the day was done, every American in the Alamo was dead.  Historians report that between 182 and 257 people died in the Alamo and that approximately 600 of the 1,500 Mexican troops lost their lives in the battle.  Those at the Alamo that day were committed.

“I’d rather be 100% committed to the wrong thing, than only partially committed to the right thing.” –Grant Cardone

I’ve written about the subject of commitment before, but I sense the need to revisit it.  We’re 50 days into this new year; how’s it going for you?  Are you getting the results you need or desire?  Are you where you need to be at this point?  Do you have an Alamo-like commitment?

I suspect you, like far too many, if we’re being honest, will admit that you’re already struggling.  In fact, your New Year’s Resolutions are long past gone and your year-to-date results are nothing to write home to mamma about.

If you’re not getting the results you should be, I have to ask:  “Are you really committed to what you are doing?”  Too many sales professionals argue that they’re committed, they’re all in.  And yet, when you look at their daily activities and their results, it’s clear they’re not committed.

If your company isn’t getting the results you should or need to be getting, I have to ask:  “Are you really committed to your company and your clients or are you just mailing it in?”

Here’s what real commitment looks like:

  • Committed to the End Result:  If you are a sales professional, let’s be real clear about your responsibility.  You’re paid to do one thing and one thing only:  Close business.  If you aren’t closing business that only means that you’re not committed.  You’re not committed to doing the daily things that position you to close more business.  You have impotent goals – or worse, no goals – that fail to inspire you to greatness.  If you are really committed, you are investing daily into the activities that create the results you are paid for – signed orders.  If you’re really committed, you’re not sipping another cup of coffee, scanning your database or the internet for leads, you’re creating business.  In fact, you already know where you need to be.
  • Committed to Your Career:  If you are truly committed, you’re taking daily action to learn your craft.  You aren’t waiting for someone else to do it for you; you’re investing in yourself.  You’re reading.  You’re listening to training material or motivational information in your car.  You’re using downtime to sharpen your skills.  You’re role playing with your team members to improve your sales ability.
  • Committed to the Grass on this Side of the Fence:  The grass is always greener on the other side, but that’s because of the “fertilizer” they happen to use.  The fertilizer, if you will, is prevalent everywhere, in every company.  It just has a different name and a different look, but really – it’s all the same.  If you’re working for ABC Company while also keeping your options open, you’re not committed.  Either get in or get out!
  • Look Like You’re Committed:  Do you dress the part?  Take a quick look at yourself in the mirror.  Do you look like someone who is committed to excellence, to success?  Or do you just look like every other schmo in the industry or in your community?  Elevate your game and look like you really mean business.
  • Committed to Your Clients:  When you’re in front of your clients, are you 100% focused on them?  Or are you thinking about the fat commission check you’re going to get off this deal?  Or are you thinking about your next appointment?  If you’re committed, you’re focused on your client — the one you’re in front of right now.  Get focused on your client!
  • Committed to Your Employees (as well as your Clients):  The biggest challenge for virtually every business is the failure to believe in the products they represent.  If you aren’t using your own solutions and services, are you really committed to those products and solutions?  What does that say about your commitment to your employees?  What does that say about your commitment to your clients?  Is it just lip service or are you prepared to get all in?

The lack of real commitment is one of the greatest dangers to this country and to our future.  Your lack of commitment is holding you back.  It’s creating a more challenging life.  In fact, it’s your lack of commitment that is creating this “living paycheck to paycheck” mentality.  We need individuals and companies who will step up their game, man up, and operate with an Alamo type of attitude.  We need men and women who have the brass balls and intestinal fortitude to do whatever it takes to be successful and make a difference in this world.

I hope you’re with me.  It’s pretty lonely in the Alamo right now.  I could use a few more people who are willing to take a stand!

Go big or go home!

Achieve Big Dreams

In his classic book, Think and Grow Rich, Napoleon Hill spells out the specific formula for achieving great things in your career as well as in life.  He writes:Napoleon-Hill

  1. Be definite about what you desire.
  2. Determine exactly what you intend to give in exchange for what you desire.  What is it you are willing to do?  What actions are you prepared to take?
  3. Determine a definite date you intend to achieve your desire.
  4. Create a definitive plan for achieving your desires and begin immediately, whether you are ready or not.
  5. Write out a clear and concise statement that states what you want, what you are prepared to do to earn it, when you plan on achieving it and your specific plan for making it happen.
  6. Read your written statement aloud twice a day.  Read it when you wake and again just before you go to bed.
  7. As you read, see, hear and feel your achievement in your mind.  Pretend you’ve already achieved it.

Napoleon Hill learned these steps from Andrew Carnegie, the great steel magnate at the turn of the 20th century.  Over the decades since, others have utilized Hill’s teaching to acquire great sums of money, positions of prestige and power, and achieve great successes.  This is a plan that works if you allow it to.

There are a couple caveats, however.

You must have a burning desire to truly make your dreams a reality.  Without a burning desire, you will abandon all hope when difficulties arise.  When challenged and you are only borderline in your commitment to your goal, you will abandon your pursuit faster than you created it.

Lastly, you must have abiding faith.  Faith is the ability to believe without seeing.  It requires only that you believe you have achieved something before you actually do.  It requires that you see your end in your mind before it actually happens and it is through your faith all things become possible.

If you aspire for greatness, follow in the tradition of Andrew Carnegie, Thomas Edison, Napoleon Hill and thousands of others who have applied this process.  If you do, there is not a thing you won’t be able to do.

Roar Like You Mean It!

“It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat.”

–Theodore Roosevelt

If we are honest with ourselves, we live and work at a time where real authenticity and accountability are painfully absent.  Regardless of the profession, the ability to commit and sustain a high level of work performance has been on a constant and consistent decline for years.  Far too many individuals are unwilling to accept their share of responsibility when deadlines or quotas are missed, instead blaming the economy, their customers and poor territories for their insufficient performance.

In many ways, the financial meltdown of 2008 is a direct reflection of this bad behavior.  In every sector of our nation’s economy, fingers pointed elsewhere rather than where they deserved to be pointed.  Rather than accept responsibility for taking advantage of the tax code, financial institutions pointed the finger at Congress and past Presidents for crafting the laws that empowered them to make shady financial decisions.  Political parties threw each other under the proverbial bus for the disaster.  Individuals looked to mortgage brokers and banks for “allowing” them to buy far more of a house than they really could afford.  And real estate agents angrily looked at buyers and said, “Hey, you’re the one who signed off on it.”  No one truly wants to accept their portion of the responsibility for their irresponsible behavior.

In the office, employees and employers alike point fingers at each other for the lack of acceptable performance.  Employees rant about the extra work they’re expected to do with little to no increase in pay because of the decreased work force.  Employers are frustrated with the productivity of their employees and their attitude.  But they provide little incentive to their employees excel and fail to provide praise for good behavior.  Neither is prepared to make the hard decision to make a career change because, for the employee, the job market is weak, and, for the employer, the labor market is weak.  Is it any wonder that productivity suffers and the national confidence in the state of our economy is so poor?

It’s Time for Lions to Step Up

This brings me to the opening quote by Theodore Roosevelt.  Life is intended to be lived inside the arena, but that comes with inherent risk.  To step into the arena, you risk being bloodied and bruised.  While you may not risk your life, you do risk failure.  You risk humiliation.  You risk embarrassment.

This is why the world needs lions.  For, in the words of President Roosevelt, a real warrior, a real lion “spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat.”

Ever since I was a young boy, I have always been transfixed on the image of a lion.  I’ve always found the lion to be a transcendent figure.  There are no animals in the jungle that rival the majesty of the lion.  From how the lion carries itself to the marvelous mane he wears to the lack of any fear, the lion is an amazing animal.

Over the past thirty plus years of my sales career, I’ve found the lion to be a perfect analogy for the true sales champion.  For those who truly succeed and dominate, there are many traits of the lion that apply to how we, as sales professionals, should behave in the market space in which we operate.

Roar

The Roar                              

The roar of a lion is unmistakable.  Even from a distance, the roar of a lion strikes fear into the hearts of men and animals alike.  Whether the roar is one of warning or an announcement of his presence really doesn’t matter.  What does matter is that you respond accordingly.

Like a lion, a true sales champion’s presence in the market space sends a certain message to all others that a champion is present.  While it isn’t intended as a warning, others tend to understand that the presence of sales champion means deals will be lost and less suitable sales professionals need to spruce up their resumes for another career in another area.

The Unmistakable Look

The lion is the only member of the large cat family that possesses a large mane.  Matched only by the severity of the sound of his roar, the mane provides an intimidating aura to the look of a lion.  Setting his face in what appears to be a crown, the lion has earned his reputation as “the king of the jungle” for as much of how he looks as for how he rules his kingdom.Lion

In days past, a true sales champion was recognizable.  He wore his or her suit in such a way that their look distinguishes them from the rest of the market place as a true professional.  Today, the look of a true sales champion – a lion – is once again needed.  The marketplace needs leaders who look like leaders, not individuals who are so concerned with fitting in that they dress down to dress the part.

The Courage

A lion is fearless in his mission.  Regardless the size of the other animal, a lion will attack.  Lions have been known to kill other animals weighing as much as 1,000 pounds making them very dangerous to their surroundings.

Like a lion, true sales champions see anyone who seeks to compete as a threat to their survival.  Every deal closed where the champion was not the victor is seen for what it really is – it’s food off their family’s table, it is lost recognition, it is a lost customer, it is representative of a war wound that the champion would rather never experience again.  To combat this, the champion fights on.  In spite of the company size or reputation of the competitive company, the champion takes them on in such a way that the competition feels like they’re not in a fair fight.  In spite of their size and financial wherewithal, the competitor limps away feeling weak and lost.  In fact, the true sign of a champion is when the competition sells out to him or leaves the market altogether.

Roar like You Mean It!

The book I am completing is intended to provide a clarion call to all real leaders.  If you are in sales, this book is specifically intended for you because our profession needs the real lions to return.  We need individuals who proudly wear the lion’s mane and profess their ownership of their territory.  The sales profession is in desperate need of men and women who are prepared to tenaciously fight for the business in an ethical and moral way, but in a way that demoralizes the competition.  Most of all, real sales lions bring such a sense of integrity to the profession that the pride of being called “salesman” or “saleswoman” is a badge of honor, not a disgrace.

This book is also intended for everyone not in the “sales profession” as well.  If we’re honest with each other, we all are in sales in some capacity.  Whether you are selling your boss on a raise or interviewing for a new job; that is selling.  If you are working with a team of people to achieve a common outcome, any encouragement and motivation you provide is, in fact, selling.  Even parents, when we are challenging our children to achieve good grades at school as well as to take the trash outside, we’re selling.

In the jungle, the lion understand that if you’re not conquering, you’re being conquered.  In sales, if you’re not selling, you’re being sold.  Live or die; the choice is yours.  Whether we’re discussing this metaphorically or as a practical purpose, we all must choose to live or die, move forward or slide backwards.  But to stay in the middle is not an option.  Frankly it’s never been an option and yet, here we are, struggling with mediocrity and average behavior, average performance.  It’s time to put a massive paw print down in the ground, dig in, and roar like we’ve never roared before.

It’s time to roar like we really mean it!

Reading Recommendations for 2015

Over the past year, I’ve read and/or listened to a large number of books.  One thing I’ll share specifically is that every book that I read and every Audible book I listen to, I do so with the simple intent of identifying and using at least one idea that I come across in each.  Over the years I have found this to be incredibly useful for myself personally as well as for my career.

So here’s the list:

  • The 10X Rule by Grant Cardone
  • If You’re not First, You’re Last by Grant Cardone
  • Sell or Be Sold by Grant Cardone
  • Coaching Salespeople into Sales Champions by Keith Rosen
  • The Slight Edge by Jeff Olson
  • Cracking the Sales Management Code by Jason Jordan
  • Do It! Marketing by David Newman
  • Mastering the Rockefeller Habits by Verne Harnish
  • Turbo Strategy by Brian Tracy
  • Topgrading for Sales by Dr. Bradford Smart
  • Own It! by Tabatha Coffey
  • Dying Every Day by James Romm
  • Meditations by Marcus Aurelius
  • The Obstacle is the Way by Ryan Holiday
  • Selling to Big Companies by Jill Konrath
  • New Sales. Simplified by Mike Weinberg
  • Agile Selling by Jill Konrath
  • Traction:  Get a Grip on Your Business by Gino Wickman
  • Born to Win by Zig Ziglar
  • Selling to the C-Suite by Dr. Stephen Bistritz and Nicholas A. C. Read
  • The Official Guide to Success by Tom Hopkins
  • One Call Closing by Claude Whitacre
  • Master the Art of Selling by Tom Hopkins
  • The Closer’s Survival Guide by Grant Cardone
  • Hyper Sales Growth by Jack Daly
  • When Buyers Say No – by Tom Hopkins and Ben Katt
  • Growth Hacker Marketing by Ryan Holiday
  • The Motivation Manifesto by Brendon Burchard
  • You are a Badass by Jen Sincero
  • Secrets of Selling – Audiobook by Grant Cardone
  • Sell Like a Pro by the Dale Carnegie Training Company
  • The Five Dysfunctions of a Team by Patrick Lencioni
  • Moral Letters to Lucillius – Letters from a Stoic by Seneca
  • The Advantage by Patrick Lencioni
  • The Magic of Thinking Big b David Schwartz
  • Change Your Thinking, Change Your Life by Brian Tracy
  • The Challenger Sale by Brent Adamson and Matthew Dixon
  • The Maverick Selling Method by Brian Burns
  • The Psychology of Selling by Brian Tracy

That’s 39 books over a twelve month period.  And these are just the books I’ve chosen to share. All told, there are over 50 books that I’ve read or listened to – even re-read several times — that have been incredibly important to my life.

How?  I recommend using your car as a literal “university on wheels,” as Brian Tracy calls it.  We all have time in our car, driving to and from work, to and from sales calls, etc., to listen to audio books.  As a confession, I find myself buying both the book as well as the audio book (you’re welcome, authors!) so I can refer back to the book when there is a specific point I want to review again.

Regardless how you do it, get in the habit of reading and listening to audio books.  Your life and your career will thank you for it!