Category: #my500words


It’s almost 2019 and there are a glut of articles about being more productive. I’m not going to add to that but instead maybe I’ll subtract. I’m thinking we need to do less, not more in 2019.

One of my annual reads is The One Thing by Gary Keller and Jay Papasan. That link will open a sample of the book for you to check out. In it they address many of the productivity myths and how they are actually counterproductive. Things like multi-tasking and will power being at will call.

It all comes down to doing what’s important and deciding to let the rest go or give it to someone else to do but how to decide? What happens if you don’t decide but instead just work harder, faster, smarter or any other rationalization you can come up with? I know folks who work really hard and get no where. They do good things every day and still get no closer to the goals they have. How do you decide?

In the book they ask a question.

“What’s the ONE THING I can do such that by doing it everything else will be easier or unnecessary?”

That’s the focusing question. The rest is about priority and doing what you know to do.

Now, don’t misunderstand me and think there is just one thing you can or should do in life. I don’t mean that but there are only a few areas of life that we can focus on. I’d suggest they are Spiritual, Family, Business, Financial and Personal (health and well being).

Can you come up with an answer to the focusing question in each of those areas and then dedicate the time to them so you get them done before you do anything else?

I believe we can and I believe if we don’t then we will struggle more than necessary. Life throws things at us and it’s our job to decide what to do with them. How do we spend our time and money solving life’s challenges?

What’s the one thing I can do right now to have a better relationship with my spouse? That might be a Family oriented question. I always said the best way I can teach my children about love is to show them how much I love their mom. Focus there and maybe other things will be less urgent.

What’s the one thing I can do right now to improve my business? Maybe it’s making those phone calls daily to past clients and friends in my database to forge better relationships. Focus on those things only you can do and delegate the rest.

What’s the one thing I can do right now to improve my financial situation? Maybe it’s balancing the accounts and making sure I’m not over spending on the wrong things.

Focus small. Find the areas that have the biggest impact on your life and make sure you do them well.

It’s almost 2019 and we get a new year to do something different unless what you’re doing right now is getting you everything you want. I’ll bet there is room to improve in lots of ways.

Read the book and let me know what you think. I’d love to hear from you.

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

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PS – if this was helpful to you, please share it with your friends and agents you know that would benefit from being a part of this gang. We’d love to connect with more folks. If you sign up we’ll send you a checklist to get you started on the right path and then send you a few more things that will be helpful. It’s all free and you can unsubscribe anytime. Give it a try and see if we can help.

You had 1 job!

I just read a story headline that read
“Someone left a human heart on a Southwest Airlines flight”.  

My first thought was to think about the person responsible for that heart. They had one job and it was a really important job and something went really awry. 

I read the story and the details are still fuzzy but the pilot found out about the mistake and turned the flight around. I think the heart got to where it needed to in time but as I marinated on it most of the day I kept coming back to that thought.

You had 1 job.

What’s your one job? Do you have 1 job that is really important to care for? 

In our business the most important thing is lead generation but what does that mean when you work by referral. Like the details of that story, it can be a bit fuzzy. 

We would likely say our business is built on relationships, wouldn’t we? We connect with people every day and some come into our sphere of influence and some don’t. What makes the difference? Our energy level can make the difference or the attitude of the person we meet. Things just don’t click and we pass on them or we find we like them and it allows them to enter our stream of relationships. 

A stream is an interesting metaphor. People come and they go. I just had a closing with a couple I met just a few weeks ago. They listed their house with me and moved to Utah. That’s a long way from Atlanta and chances are I will never see them again. It was a great relationship and we had several hurdles to overcome but it closed and we all said ‘Thanks’, but now they are gone. Outside my sphere. That’s not a bad thing but it is a true thing. People come and people go. 

So back to that one job. I love that our business can be built on relationships and a great quote from Scott Stratten (@unmarketing) said it best. “If you believe business is built on relationships, make building them your business.”

I would propose that is your 1 job. Build relationships every day. It requires time, energy and maybe a bit of your money but it will be worth so much more than the time, energy and money you might spend on online leads or cold calling. So much more. 

Have a great weekend if I don’t get anything posted before then. I’m working on videos and it’s going to be a packed time to get some work done. 

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

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PS – if this was helpful to you, please share it with your friends and agents you know that would benefit from being a part of this gang. We’d love to connect with more folks. If you sign up we’ll send you a checklist to get you started on the right path and then send you a few more things that will be helpful. It’s all free and you can unsubscribe anytime. Give it a try and see if we can help.

Get In Line

Imagine standing in a line of 100 people. They are nice enough but you don’t know any of them. Your job is to get one of them to say ‘Yes’ to you and most if not all of them only know how to say ‘No’. 

As you work to get them to say ‘Yes’ they get a bit less pleasant. As you approach them they realize you are hoping for a ‘Yes’ but they don’t know you and they certainly don’t trust you. They are nice on the surface but you can feel their frustration of being interrupted. They don’t have time for you or need what you offer right now and you don’t have time while in this line today to build any trust and the best tool you have is fear (what happens if they say ‘No’) or deception, to tell them what they want to hear in hopes of getting a ‘Yes’ so you can build trust later. 

The line keeps getting longer so you know you can keep working as long as you want to so you can perhaps find a ‘Yes’ but it becomes obvious most of them will say ‘No’. You keep working, hoping, expecting but it’s getting harder to stay positive and most of us will quit doing this stuff. It works but it’s exhausting and then we feel guilt for quitting.

So what’s the alternative?

Contrast that with a party. You know almost everyone and they like you and most even trust you. There aren’t as many folks there but almost all of them know how to say ‘Yes’. The few folks you don’t know are friends of the ones you do and they are happy to introduce you to their friends and to tell a bit about you, how they know you and the trust they have in you.

This was the picture I had in my head of the difference between working by referral and cold calling. It captures how it feels to me. Friends vs strangers, trust vs deception, building relationships vs using relationships. 

I saw a question in a Facebook group about how hard it is to lead generate this holiday season. For me it’s the easiest thing in the world. Go to the parties, make friends, build relationships and trust. Relax and don’t worry about getting to the end of the line or you can sit on the phone, dialing for dollars and getting through the 100 ‘No’ hoping to find the ‘Yes’. 

As the year winds down, spend time with family and friends, invest in others and listen for ways to help, to encourage, to build up and the referrals will come. Maybe not today but they will come and it’s a lot better way to live this life. 

Thanks for listening,
Jerry Robertson 
678-616-1578 Direct

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PS – if this was helpful to you, please share it with your friends and agents you know that would benefit from being a part of this gang. We’d love to connect with more folks. If you sign up we’ll send you a checklist to get you started on the right path and then send you a few more things that will be helpful. It’s all free and you can unsubscribe anytime. Give it a try and see if we can help.

Not my job

job photo

My last job ended on August 31st, 2001. I have not gotten a paycheck from someone else since then but I have not missed a meal or slept under a bridge. I am really past age 55 and I hear it’s tough to get a job if you’re older but I hope to be gainfully unemployed for the rest of my life.

This blog is pointed toward real estate agents primarily but it applies to anyone who wants to be self employed and searching for a way to make that work. I’d like to explore the difference between a job and a business with you.

A job involves waiting. You have to fill out applications and then you wait. You get a call and they want to talk to you so you schedule a phone interview and  you wait. They call you again and schedule a face to face interview and then you wait. Waiting is hard to do when you need a job.

You get the call that says you got the job! Your start date is 30 days away so you wait. You get to the office on your start date and introduce yourself to the person at the front desk and they show you to a conference room and ask you to wait. You meet the HR director and they give you lots of stuff to fill out and then you wait. They introduce you to your new boss and you meet for a bit and get shown around, introduced to a few folks and then you sit down at your new desk. And wait.

Getting a job means waiting on lots of other folks and waiting to be picked. Having a business does not involve as much waiting. Surely there is a bit but no one is going to tell you what to do so you don’t have to wait on them. You get to decide the next steps toward getting customers, clients and maybe a few employees if it all goes well. It’s on you and that can be more frightening than waiting. I once heard the most frightening word in the English language is ‘Freedom’ and I think that might be true.

For over 100 years we have been conditioned to think we need a job. I blame the industrial revolution. Because of the need for compliant factory workers, public schools came into existence. The goal was to create those workers. Sit down, line up, wait and by all means, be quiet. It was needed and it worked in the 60’s, 70′ and 80’s. It’s shifted with a lot of those types of jobs being eliminated by tech or moving to less expensive locations. That’s not a bad thing but it certainly upsets what feels like normal to us.

No one really teaches you about owning a business. Being a real estate agent is a good way to start to learn but you have pay attention to some things you never cared about before. The big one that surprises most agents is the need for lead generation. When I started I had 300 folks that I thought would just ‘work with me’ because they knew me. I didn’t know they would throw my mailing in the trash, unopened. I didn’t want to pick up the phone and call them because I was afraid. As I look back, I’m not sure what I was afraid of but I remember the fear (some call it ‘call reluctance’).

The real estate business is stuck in the 80’s too in some regards. Most brokers teach cold calling and door knocking as the way to find business and the problem with that is it works. It’s like a slot machine that pays just enough to keep you engaged while it empties your pockets.

I believe the best business is referral based and my goal is to teach how to do that so you get started on the best path to success. Some make it in this business in spite of what’s taught but it’s a low 15% success rate. 85% don’t make it and I think that’s wrong.

There is lots to learn about running a business and you need to be connected to a brokerage that teaches that. If you are in the business less than a year and you think of it as a job, you’re in danger of being in that 85% who fail or quit.

If you don’t have the support you need then I encourage you to stay tuned here (sign up below for more info) and find a place to learn the business of real estate.

You’re welcome to call me or email me and we can talk if you like. I want you to succeed!

Thanks for listening,
Jerry Robertson
678-616-1578 Direct


PS – if this was helpful to you, please share it with your friends and agents you know that would benefit from being a part of this gang. We’d love to connect with more folks. If you sign up below we’ll send you a checklist to get you started on the right path and then send you a few more things that will be helpful. It’s all free and you can unsubscribe anytime. Give it a try and see if we can help.

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How to disappear

lessons photo

Lessons come from lots of places.  I just celebrated the 43rd anniversary of my 21st birthday and I’ve had the opportunity to learn lots of lessons.

Sometimes I learned and sometimes I didn’t. Sometimes it takes me awhile to figure out the lesson. This one took a while.

At the age of 24 I decided to take up Tae Kwon Do. I studied under Sung Jae Park in Indianapolis and I believe it or not he’s still teaching.

I started as all students do. A white belt and I knew nothing. Maybe less than nothing. I paid for 6 months of lessons up front. I was out of shape, smoking a pack a day and ready to make a change. Just coming out of a bad marriage and trying to figure out what to do next. This was just want I needed.

Master Park was a great teacher. He spent the time to help us get the details right. Details matter in martial arts. Form, position, conditioning and so much more. I was in the class room 5 nights a week at the start. I was allowed to come to the more advanced classes too after a little while. My class started about 6pm every night and the advanced class started at 7pm

I learned something about people while I was there.

The other white belts had something to prove and sometimes it ended up in bruises on my forearm as I protected myself from a badly executed round house kick. I learned how to block and protect myself first but then I learned how to disappear. That was better. Let me explain.

Sparring is part of the learning in Karate. It can be violent and painful but most lessons are if they are worth anything. As I developed skills I got more confident and I was willing to attend the higher belt classes. They were much more interested in teaching and helping. The black belts especially because they had nothing to prove. They could do it and we all knew they could. No one questioned their ability but they practiced to improve continually. It was about beating yourself instead of your opponent.

One of those black belts saw my bruises and asked me about them. He listened and then taught me how to avoid instead of block. To be someplace other than where the blow was coming. To disappear. You could still see me but it was harder to hit me.

Master Park taught the same thing later but with better results. He would demonstrate and I got to work with him one on one a couple of times. If you tried to hit him he just wasn’t there. If you tried to reach out to get him he would take you down in a lesson to show the value of balance. Humiliating at first but later it became a favorite part of my lessons. To learn from him.

Lessons learned? There are a few captured here.

Find someone with nothing to prove but really wants to help. They can be a mentor and will show you things you didn’t even know to ask.

Practice and be willing to take a few bruises on the way to getting better. Challenge yourself to be better than you were yesterday. This is not a contest, this is a chance to improve.

Be consistent and show up for class even if you’re over your head. You’ll learn more and stretch to be a better person.

That’s enough for this time but I am sure there are more lessons coming. Stay tuned.

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

PS: For more info now and to make sure you don’t miss anything in the future, sign up below for the free eBook I wrote. We’ll show you how to work by referral from day one. No cold calling or door knocking. We promise we’ll never spam you or sell your info. It’s just so we can stay in touch. You can unsubscribe anytime.

Half True

pinocchio photo

Photo by kewl

My son said something back to me a couple of days ago that told me he was listening after all. He said “A half truth is a whole lie”. I think he might have said it a bit differently but that was clearly the thought I was trying to get across when he was 12.

I wish our politicians would learn this lesson. It’s election season again and I am trying to hear what they are saying but it’s hard with all the half truths flying around.

It’s possible to tell something that’s true and it not be the whole truth. Maybe that candidate voted for (or against) something in the past but if we don’t have the whole story we are not sure what and why they did it. It means taking something out of context and sharing it in a way that makes us look good or them look bad. Us and Them. Maybe that’s part of the problem. It ought to be ‘We’, shouldn’t it?

We the People. That’s how this all got started. We the people decided to fight for Justice, Domestic Tranquility and the Common Defense. It’s gone way past what we planned from a federal government but that’s a different rant for a different day.

Let’s stick with the half truth thing.

It’s usually about this time I start giving away a book. The book was written by Andy Andrews and the title is How do you kill 11 million people? A quote from the book is:

We must recognize that, as voters, we sometime accept a lie when it suits our own self-interest. That’s why polls sometimes show that Americans are in favor of throwing everyone out of Congress except their representative (at least among those knowing who their representative is.

It has become an accepted political strategy for politicians to tell voters the lies we want to hear. We, in turn, reward them with elected positions even when we know we’re not being told the truth.

Another quote is:

The danger to America is not a single politician with ill intent. Or even a group of them. The most dangerous thing any nation faces is a citizenry capable of trusting a liar to lead them.

In the long run, it is much easier to undo the policies of a crooked leadership than to restore common sense and wisdom to a deceived population willing to elect such a leader in the first place. Any country can survive having chosen a fool as their leader. But history has shown time and again that a nation of fools is surely doomed

From the book but actually a quote from Hitler himself is ‘How fortunate for leaders … that men do not think. Make the lie big, make it simple, keep saying it, and eventually they will believe it.’  That seems to be the theory behind the TV and Internet ads that I see. They are telling a different story about the same person or event so I know they can’t both be the truth. Likely, neither are the truth even though some aspect of it might be true.

So where am I going with this?

I want you to buy the Kindle version of his book and read it. It’s $2.99 when I looked last time and you can read it with the free Kindle app on your phone or their cloud reader on your laptop. It’s a short read (20 minutes or so) and it is sobering in an election season.

I’ll leave you with the mystery that can be answered if you read the book.

How loudly are you singing?

You’ll understand if you read the story about the church located near the railroad tracks.

I hope you follow through and read this. It could make all the difference.

Thanks for listening,
Jerry Robertson
678-616-1578 Direct


I’m not normal

unique photo

I changed my hair cut a while back and I’m reminded I am not normal.

When I was a kid and I decided to let my hair grow out from the buzz cut (I think I was about 6 or 7) my hair parted on the right side, naturally. My mom was not happy about it because most of the kids hair parted on the left side and she wanted mine to part on the left side like everyone else. She wanted me to be normal.

She decided she was going to fix it and that involved Dep hair gel, a nylon stocking pulled tight over my head to sleep and lots of frustration. It didn’t work by the way. My hair still parts on the right today and I’m OK with it. I think my mom is too.

Why am I telling you this? I wanted to share the thought that being ‘normal’ may not be for you. We are all created differently (yes, you are unique, just like everyone else) and that reflects in everything we do. Where we work, what job or business we have, how we communicate with people, how we relax and recharge. Everything.

Let me talk to my fellow real estate agents for a minute. (You can listen in if you’re not an agent).

We get told a lot of things in this business. Things are changing and I think it’s positive. When I started I was told I had to make cold calls, call expired listings and knock on doors.  That was the normal thing to do. We still tell people that but it’s changed a lot since 2003 and it will continue to change. We are moving into a connection economy and that changes how we do a lot of things.

Here’s a clip from Seth Godin about the connection economy. It will make you think a bit.

The old ways are going to go away because they don’t connect us to someone who cares.

Google’s new phone, the Pixel 3 (and all the other android phones that will soon support it) has a new feature called call screening. When a number pops up you don’t already have in your phone, you can screen it by letting the ‘assistant’ answer and it will transcribe in real time the conversation. She will ask who is calling and what’s the purpose of the call. You get typed out on the screen, the response and you can decide to answer, send to voicemail or send to spam.

Poof, no more cold calls. No more unknown calls, no more wasted time dealing with the folks who do that. Not even robo calls from politicians 🙂

Technology helps us in lots of ways. Have you ever used Google Maps and have it tell you to exit now and bypass a big traffic jam on the freeway? Waze will do it too and it’s owned by Google. It’s saved me literally hours of sitting in traffic. That happens because all the people using Google maps send back real time data as to speed and location so Google can figure out there is a traffic jam and can tell you about it. It’s pretty cool.

Marking the cold call as spam will do the same thing. As the spammer calls more Google users who mark it spam, the system will automatically divert the call and future users will never even get the call, saving all of us lots of time. That can change the math of cold calling from 1 in 100 to 1 in 200. It’s not going to stop all cold calling but they won’t be getting to me anymore with the silly offers to separate this real estate agent from him money.

Take that cold caller, time waster, script regurgitating drone.

So what does that mean for the real estate agent who has a business to run? We need to connect with new folks all the time to stay in business and the cold call route is going to die. Door knocking can work but most folks hate being interrupted at home as much as they hate spam. No soliciting signs on the door fixes some of that so that won’t be a good long term answer. It just gets harder to do business that way.

I would suggest it’s best to build relationships. Build trust by providing a valuable service or information so you are the one folks think of when they are asked who they would recommend. It’s called a referral and it works in any business or even jobs if you’re in sales.

But it starts with trust. You have to earn it and that is the work part.

Being normal or following the crowd will get you to ‘average’ and that is a bad place in most businesses. Especially if  you are the business owner. 85% of all new real estate agents are out of business inside of 3 years. Most new businesses fail inside of 5.

Don’t follow the crowd, they don’t know where they’re going.

Building relationships and connecting with people on a deeper level will always be better than other methods. You can’t fake it though. It has to be real or the folks you connect to will know it. It’s about caring and doing. It’s about making promises and keeping them.

That’s enough for now. I wanted to get that off my heart and mind as it came up to me this morning. I’d love to hear your feedback on this too. Comment below or email me. Conversation and connection is a good thing.

Thanks for listening,
Jerry Robertson
678-616-1578 Cell

Trust Begins with Honesty

trust photo

Do you trust me? If you know me, you might. If you don’t then I’d guess the best I’ll get is the benefit of the doubt. If you doubt something about me then you’ll wait and see if it’s true before making a decision.

Trust is earned over time and the price we pay to gain it is being honest. That costs us something but not being honest costs us more. It might seem to solve a short term problem or help us save face but once the lack of honesty is discovered then the price is lack of trust and it’s hard to get anything done if you’re not trusted.

The thought bouncing around in my head is also about forgiveness. Sometimes Trust and Forgiveness get tangled up. If someone is less than honest with you I believe you have to forgive them. That’s about you and how you treat someone who has hurt you. If you don’t forgive then it festers in you and damages your well being. It’s OK to forgive and move on.

Trust is about the other person. If someone steals from you and you forgive them I think the result is peace for you. Do you trust them again? Likely not and that’s OK. It’s how it works.

Forgiveness is about you, trust is about them but back to trust.

Being open, authentic and the same inside as outside is how we are honest with each other and over time it builds trust. It takes time together and we learn quickly who we can trust and who we shouldn’t.

I can say in my office the folks I work with are trustworthy. My vendors I recommend are trustworthy. They’ve proven it over and over. They do what they say they will do. They make it right if something goes wrong and they fess up quickly when things don’t work the way we expected. It’s simple but not easy.

Think about someone you trust. How did that start? What did they do or not do in the beginning to get that going? I meet lots of folks and over time I earn their trust by making promises and keeping them. I earn their trust by doing more than expected and giving when I don’t have to.

One quote that sums it up is  “Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundation principle that holds all relationships.” – Stephen R. Covey

There is one more post about culture and I’ll get it out this week.

See, there’s a promise I can keep 🙂

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

PS: For more info now and to make sure you don’t miss anything in the future, sign up below for the free eBook I wrote. We’ll show you how to work by referral from day one. No cold calling. Ever and we’ll never spam you or sell your info. It’s just so we can stay in touch. You can unsubscribe anytime.



communication photo

Seek first to understand. The dictionary defines communication as “the successful conveying or sharing of ideas and feelings”. I think the key word is ‘successful’.

Have you ever traveled to someplace you didn’t know the language? Communication is hard and the tendency is to talk louder so the people around you can understand you better. It doesn’t help. Louder does not work.

I’ve traveled to places where they spoke Italian, Spanish, German, Japanese, French, Flemish, Swiss German (it’s different), Australian (it’s different too) and I can tell you it was a challenge to be understood. Even if I said the right words I generated laughter as the meaning was not apparent to me.

I was working in Mexico and studying hard to learn Spanish. My friend Pepe came by and said “Que pasa!?”. I was working on an assembly line where we painted cars and at that point we were only getting a few cars a day. Maybe 10 or so.

I responded “Estoy esperando” and Pepe burst out laughing. Now I thought I said “I’m waiting” and after he quit laughing he explained to me I had to say what I was waiting for. I should have said “Estoy esperando para coches” or “I am waiting for cars”. He told me what I had said the first time was correct the correct words for “I’m waiting” but in that dialect it meant I was pregnant.

During that trip my Spanish got better and at the end I was able to understand most of what was said around me. I still had trouble speaking but I captured the thoughts my friends and co-workers has to share most of the time. It took a long  time to get to that point.

And the point I’m making here is not about a different language but simply to say it can take a lot of time to understand what someone means, not just what they say.

Listening is a difficult thing to do when you’re anxious to share what you have to say but not sharing your thoughts until the other person is ready to listen can be a big step in the direction of communication. I’m practicing this and sometimes I forget what I was going to say because I was listening to them instead and I count that as a success.

If my thought was critical I find it comes back to me and we can add to the conversation but sometimes it’s just better to listen some more. Most people are anxious to share their thoughts and someone who really listens to them is so rare they truly appreciate the effort and time you give them.

Sometimes all I really need to add to the conversation is a sincere “Thank you” and a smile. Put down the bull horn and listen closely. You might be surprised how much you learn in the process.

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

PS: For more info now and to make sure you don’t miss anything in the future, sign up below for the free eBook I wrote. We’ll show you how to work by referral from day one. No cold calling. Ever and we’ll never spam you or sell your info. It’s just so we can stay in touch. You can unsubscribe anytime.

Commitment in all things

rock climbing photo

commit photo

Commitment is defined in Webster as
1 : an agreement or pledge to do something in the future
2 : the state or an instance of being obligated or emotionally impelled



It’s not obvious at first. I don’t know if we consider commitment as much as we should so let’s dig in. Commitment is what carries us through the rough patches.

Seth Godin wrote a book called The Dip. Every endeavor that moves us from a lower place to a higher place involves a dip. A dip in excitement, passion, energy and drive. It’s the place where you find out if you really want the thing you are going after.

Steven Pressfield’s book The War of Art talks about something called Resistance. The force that keeps you from doing what you know you ought to do. I think this is part of the dip but it’s also external to us. As we move past the start we find out there is work involved. There is learning involved and you have to commit to doing it. To show you’re invested.

Pressfield talks about The Muse too. His book is about writing but it applies to anyone working on anything to improve your life, business or health. His take on The Muse is she’s someone who comes by and if she finds you working, she’ll reward you with inspiration but if you’re just sitting on the couch, she won’t. You have to put in the labor (emotional, physical or intellectual) before you receive her gift. I know I’ve experienced this in my writing. I go back and read things I’ve written in the past and am amazed it came from me. It seems to come from somewhere else, it’s not just me in the effort.

I think this business of real estate is similar. Especially if you work by referral. It involves work for sure. Calling your sphere or database, writing notes to folks or going by to see how they are doing. It’s hard to keep on doing it but if you do it consistently, invest time is listening and action based on what you heard the reward comes and it’s not obvious where it comes from. The cool thing is it gets easier as you do more of it and it develops a momentum of it’s own. It’s not just the slog of daily cold calls.

Commitment is what got me where I am today but it was a struggle early on. I remember the day I took down an old journal and started reading. I was able to see a pattern in my thoughts from a couple of years back and realized I was focused on quitting instead of succeeding.

I repeatedly wrote things like ‘don’t give up’ or ‘don’t quit!’ and that focus on quitting was not helpful. I changed my thinking that day and committed to staying in, no matter what and I’d encourage you to think about that too.

Make a commitment, burn the boats (you know that story, right?), and figure out what you need to learn. What you need to know or do to succeed. Winston Churchill said “Never give in, never give in, never, never, never, never—in nothing, great or small, large or petty—never give in except to convictions of honor and good sense.” Check here for the full speech if you want to read it.

I’ll be back with the next thing on culture shortly. Stay tuned.

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

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