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• People that sell with a noble purpose – truly wanting to make a difference to customers – consistently outsold the people that were only focused on goals and money.
• Top performers are driven by purpose not money.
• Mindset drives behavior.
• The way you think about something determines your approach and directs your actions.
• Companies that put improving people’s lives at the center of what they do outperform others.
• It’s impossible to have a great life unless it is a meaningful life.  It’s impossible to have a meaningful life without meaningful work.
• Customers can tell the difference between sales people who care about them and those who care only about having their business.
• When the customer is nothing more than a number, you become a number to them.
• Revenue to not the purpose, it just tells of our effectiveness.
• Purpose is the secret to making more sales.

Questions To Ask Yourself:

• What impact do you and your company have on your customers?
• How are you different than the competition?
• On your best day, what do you love about your job?
• How do we make a difference to our customers?
• How do we improve the customers condition?
• How will the customer be different as a result of doing business with us?
• Will doing business with you, get your customers better results?

Average Performers:

• Focus on the company
• Have a plan
• Want to be successful
• Think product/service, then customer
• Like their job

Top Performers:

• Focus on the company and the customer:   they hold 2 goals in their head.
• Have a plan and remain flexible:  Can live with uncertainty.
• Want success for everyone: They have a positive impact on everyone they meet.  What does success look like for your customer?  Creating success for others is the way you create success for yourself.
• Think customer, then product:  I have this customer, how might my solution be helpful?  Focus your conversation around their goals and environment, not our service.
• Love their job:  2 emotions: love and fear.  They are passionate about their company and customers.  Love is caring passionately about something other than yourself.


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A harvest of trust

Create Trust Like A Farmer Creates A Harvest

  • Trust affects the speed of business.
  • You can create an environment of trust.
  • When trust is high, you get projects done with less drama.
  • Every farmer is convinced in sowing and reaping.
  • They believe the harvest is hidden in the seed..\
  • Trust is just like seed.

1. A farmer prepares the ground

  • You have to prepare the ground of your team by talking about trust.
  • Your words create expectancy.
  • Show them what a high-trust high performance team can look like.
  • Close the gap between expectations and reality.
  • The bigger that gap between expectations and reality, the larger the drama.

2. A farmer sows the seed

  • You have to sow the seed of trust first.
  • As a leader you go first. You give trust first.
  • You will never have the things you want in your organization unless you give them first.
  • Earn your team’s heart by first giving yours.
  • The greater the risk, the greater the reward.
  • You trust your people first.
  • The more transparent you are, the easier it is to see your heart.
  • People connect with your why, before they connect with your how.
  • Don’t be self-oriented, but become other oriented.

3. A farmer waters that ground

  • Trust does not occur in one event.
  • Change transpires in a process, not a one-time event.
  • Don’t give up and revert to the carrot and stick approach of management.
  • Changing culture takes a process.
  • Values and beliefs take time to change.
  • When you have trust, people motivate themselves.
  • When you create a high-trust, high-performance culture, that culture will give you want you want.

Who can you give trust to?


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  • What do you demand of yourself?
  • You never make a change unless you make a demand on yourself.
  • Whatever you demand of yourself is what you accomplish.

1.  You lose focus

  • The reason people fail is broken focus.
  • How do you focus on your goals? Do you put them before you?
  • Whatever you give attention to, you’ll have energy for.
  • You only live life once, but if you live it right, once is enough.

2. You don’t become the person you need to become

  • Personal growth has little to do with time.
  • You won’t change on the outside if you don’t change on the inside.
  • Your inputs determine your outputs.
  • Being is always greater than doing.
  • Your present lifestyle is determined by what’s inside of you.
  • Be a big person and you’ll do big things.
  • As your ability and awareness increases, you will increase.
  • Nothing makes a better impression on other people than managing yourself.
  • Motion is generated by emotion.
  • If you don’t value yourself you won’t value your time.
  • Many people live busy but unproductive lives.
  • Do you have a stop doing list?
  • What’s the one thing today that I need to do to move my business forward?
  • The enemy of effectiveness is busyness.
  • Your mind gives back to you, what you put into it.
  • If I can’t lead myself, others don’t follow me.

3. You don’t have a big enough why

  • How clear is your why?
  • When it’s clear to you, you can communicate it clearly
  • If people don’t buy into your why, they won’t do your how.
  • Your why is your motivation.


Time Mastery