For those of you in sales…

SW 9

Some Will.
Some Won’t.
So What?
Stop Whining.
Start Working.
Stick With it.
Someone’s Waiting.
Start Winning.
then you can Stop Working (because you love what you do).

BTW, this isn’t just for sales.


Today’s message is especially dedicated to the great Nikki White in Oklahoma City.

“The reason sport is attractive to many of the general public is that it’s filled with reversals. What you think may happen doesn’t happen. A champion is beaten, an unknown becomes a champion.”

The year after Roger Bannister broke the previously thought physically impossible four-minute mile, 37 runners also ran a sub-four minute mile. A year after that, three hundred runners did the same.

There are no limits. Anything is possible. Does the fastest horse always win the race?

For the first time, the New Orleans Saints are going to the Super Bowl.

For the first time, there are two quarterfinalists in the Australian Open from China.

And this is just in the past couple of days!

Michelangelo said that the problem is not that we set our sights too high and we don’t reach them, it’s that we set our sights too low and we DO reach them.

If you have a growth mindset and focus on constant improvement, the sky is the limit.

Shoot for the moon. If you miss, at least you will be among the stars.

See you in orbit…


“It’s better to do a little a lot than a lot a little.”
-ROB GILBERT, Ph.D., and author of “Good to Great Golf” and “How to Have Fun Without Failing Out.”

What’s better…

Practicing 6 hours 1 day or 1 hour for 6 days?

Studying 6 hours on Sunday night or 1 hour every night?

Making sales calls 6 hours on 1 day or 1 hour for 5 days?

Inch by inch it’s a cinch…yard by yard it might be hard.

Homework: Do a little bit today.


From “Game. Set. Life.” page 52…

“It is in our times of decision that our destiny is shaped.”

Remember this formula:


Event + Response = Outcome

You create your destiny.

You cannot control the events in your life, but you can control your reaction to them. And that will determine your future.

Homework: Before you react to something today, count to ten in your head. This will help you to be more mindful of how you are affecting your future, and creating your destiny.


“The key to success is to focus our conscious mind on things we desire not things we fear.”

I recently worked with a high level athlete who used to get negative when competing. He used to yell and throw his racquet. This did not enable him to perform at a high level.

So I came up with a technique called “Click it.”

Many of us have iPods with our playlists and songs. Well, what do we do when we don’t like a song? We “click it” and change to a different song or playlist.

Sports are the same way, if we find ourselves getting negative, we need to “click it” and immediately change to a positive thought or mindset. Focus on your target, strategy and effort. When you do this, your mind cannot think about all that negative stuff.

We choose what we focus on, so next time you find yourself in a negative state, just CLICK IT!


“There is one quality which one must possess to win, and that is definiteness of purpose, the knowledge of what one wants, and a burning desire to possess it.”

What do you want out of life?

What do you want to be known for at the end of your life?

How badly do you want it?

Do you want to be a great tennis player? Chef? Salesperson? Artist?

All of your efforts should go towards making that happen. I see too many people go from one thing to the next and they are just spinning their wheels.

1. Figure out what you want.
2. Plan out specific steps to get there.
3. Take action.
4. Make adjustments if necessary.
5. Persist.

Oh, and I forgot, don’t try your best…



As you know, yesterday was Martin Luther King, Jr. Day.

I read an amazing quote by the nonviolent activist on my friend Adnan Shamsi’s Facebook status. But I had already posted the day’s message. So today I am sharing it with you; better late than never, right?

“Darkness cannot drive out darkness; only light can do that. Hate cannot drive out hate; only love can do that.”

In martial arts, when you are pushed, PULL and when you are pulled, PUSH.

If your opponent makes bad line calls, should you make bad line calls back?

If your teammates make fun of you, should you make fun of them back?

If someone cuts you off on the road, should you speed up and cut them off?

Of course not, but that happens all the time.

If someone does something bad to you, and you do something bad back, doesn’t that make you just as bad as them?


“Every man takes the limits of his own field of vision for the limits of the world.”

Most people hate Mondays. It’s the start of the work week. The weekend is over.

I love Mondays. I teach quite a bit on Saturdays and Sundays, so by the time Monday rolls around, I have free time to catch up on things.

It’s all perspective.

When you’re competing in sports, do you always want to give your opponent the same perspective?

Does a pitcher always want to throw fastballs?

Of course not.

A smart pitcher will have a good change-up and curve ball in their repertoire.

My challenge to you is to look at things from others’ perspectives. Your opponents, your coach, your boss, your co-worker, your peers, your family members, your romantic partner.

When you do this, you see things differently, you learn new ways to do things and you are less likely to be on autopilot. Oh, and you will get better results.

Here’s an exercise you can do.

Crawl around on all fours like a baby, or a dog. Notice how everything looks different. It’s not right or wrong, it’s just different.

We tend to get mindless in our actions and our thinking. If we can stop and look at things from other points of view, our world changes and it becomes a new game, a game where there are no limits.


Today’s message is especially dedicated to tennis greats, Jordan Kolb and Kevin Shi. Happy Birthday to two peak performers!

“You say you want a revolution
Well, you know
We all want to change the world.”

I like to think that I’m changing the world.

And anyone can do it – it’s a choice.

That was my main message yesterday when I spoke at a local juvenile detention center.

These inmates have obviously made mistakes in their lives…

But who hasn’t?

Your past doesn’t affect your future, unless you let it.

Everyone wants a revolution, we all want to change the world.

But nobody’s doing anything about it.

We all want to get more fit, be more organized, quit smoking but nobody’s taking action.

Many people have already broken their New Year’s Resolutions.

You don’t need to be great at the start, but you need to start to be great.

And if you fall off the horse, just get back on.

Here’s a quote I shared yesterday with the inmates…

“You don’t drown by falling in water. You drown by staying there.”

Be the change you want to see in the world.

Start today.


“Approach the game with no preset agendas and you’ll probably come away surprised at your overall efforts.”

Today I’m giving a talk at the Mercer County Juvenile Detention Center.

Talk about a tough crowd.

Someone asked me, do you know what you’re going to talk about?

I said, “Nope.”

That’s not entirely true. I have given close to 50 talks in the past year or two and they have all been pretty much the same talk. So I do know what I’m going to talk about, but I’m not going to have a set agenda.

My philosophy is that you should speak from the heart, instead of speaking mindlessly. When you do this, the message is more real and many times you figure out new ways to deliver it.

If you go into a tennis match thinking, “This is the ONLY way to win,” you’re setting yourself up for failure.

There is no “one way” but many options.