Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

thinkbiggerOut-In-Out Principle:


  • Look out and see what needs to be changed.
  • See the blind spots of your organization.
  • When your emotionally invested in a project your vision is fuzzy.
  • You can’t read the label when you’re in the bottle.
  • You can’t change what you don’t see


  • You can’t squeeze a grapefruit idea into a pea-sized brain.
  • If you want to do big things, you first have to be a big person.
  • If you can become a great person, you’ll do great things.
  • Concentrate on being a big person.


  • Act out the strategy.
  • Action is what separates winders from losers.
  • If you want to have a great organization, you need to be a great leader.
  • You teach what you know but you produce who you are.

What are you going to do today to improve yourself?

  • You get from yourself, what you demand from yourself.
  • Continue to demand more from you.
  • You always give up mentally before you give up physically.
  • Live in an excuse-free zone.
  • Success is not based on need but on seed.
  • Sow the seeds of determination and stick-to-it-ness.

E + R = O

  • Events + Response = Outcome.
  • Your events do not equal your outcome.
  • Your response equals your outcomes.
  • The only thing you can control is your response.
  • Become bigger so you become better.
  • Your outcomes are based on your response.

2 questions that help you take control:

What can I do to make it a little bit better?

How can I improve this situation today?

  • Your decisions control your destiny
  • You have made your life.
  • You can make different decisions and change your life.
  • Your response to the events determine your outcomes.
  • Your execution determines your outcomes.

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.


Myths Of Leadership

1.  If I’m not at the top, I can’t lead.

  • Build relationships with others to gain influence naturally.
  • Leadership is about valuing people, caring about them and getting permission to lead them.
  • People follow you, because they want to.
  • Every level of a company depends on leadership from someone.

2. When I get to the top, I will lead.

  • Being a leader is a lifetime process.
  • When the opportunity arises then it’s too late to prepare

3. When I get to the top I won’t be limited.

  • As you move up, your responsibility increases.
  • As a leader: Connect with people, find a common ground and empower them to succeed.
  • When you go up, the pressure is greater and your decisions have more impact.

Mangers vs Leaders

  • Managers make people feel stupid and lazy, but leaders free people to be smart and motivated.
  • Managers use titles to demand respect and require submission but leaders inspire respect by being productive and showing the way.
  • Managers set goals for other, but leaders help others set their own goals.
  • Managers impose accountability, but leaders give ownership.
  • Managers please their higher-ups, but leaders serve their team
  • Managers keep people from making mistakes, but leaders allow people to learn from their mistakes.
  • Managers promote themselves, but a leader promotes others.
  • Managers browbeat people, but a leader motivates people to make meaning.

What will you do to develop your team?

Goal Set 101

Monday Mojo



Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.


• 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.