The truth is simple, yet very uncomfortable for certain people. Those who succeed magnificently in Joint Ventures and make big money are not necessarily smarter, better experienced, or better connected. A good example is the fight I watched on ESPN last night: Jose Luis Castillo vs. Sebastian Lujan.

• From Boxed Ears:“Round 10: for Lujan: Lujan has thrown over one thousand punches in the nine previous rounds. He is a workhorse. Lujan is clowning and waving Castillo in over and over. He is so confident that he is willing to do anything.”
• From 15Rounds.com:“Lujan threw punches in bunches to put it mildly as the punch stats read Lujan landing 387 out of 1208 punches while Castillo could muster just 154 of 530.”

Be the Guy Who Throws More Punches

That’s it. Lujan throws 1208 punches and lands 387 of them (32%). Castillo only throws 530 and lands a mere 154 (29%). Even if the percentage of blows landed by Lujan was much lower than that of Castillo, Lujan would have won, simply because of his massive amount of activity / action. Two salespeople compete, and one has a much lower closing ratio, but sees three times more people, so in spite of his inferior skill set, he wins hands down. It’s not about skill; it’s about the dreaded WORK.

The Two Reasons People Fail

For people who insist upon success and are prepared to work hard, success is guaranteed. I had a salesman that wasn’t producing, and one day I called his house and found out that after attending our 8am sales meeting, while other salespeople were out beating the bushes, this loser went home for a BATH. His wife told me. I call someone on the east coast at midday Pacific Time and he admits that he has only just checked his e mail - at 3pm! No wonder he never gets anything done on time. Probably out clubbing the night before.

“The heights by great men reached and kept were not attained by sudden flight, but they, while their companions SLEPT, were working upward in the night.” If you knew that if you didn’t make a deal before tomorrow you would be beheaded, how hard would you work? When would you quit? In Joint Ventures, there is NO excuse not to succeed if you’re sufficiently driven and ambitious, because all the resources you need are readily available. The reason why people fail in Joint Ventures is only one of two things: You’re either plain dumb, or you’re plain lazy.

Defeat is not an Option

Lujan got into the ring with the right attitude, and he was determined to win, whatever it took. Castillo said before the fight: “IF I LOSE, I will retire.” There it is! He was already considering defeat! Paul J. Meyer said,

“Enter every activity without giving mental recognition to the possibility of defeat.”

And then, act accordingly - take determined, consistent, massive action, UNTIL you win.

How much money have you lost because you held back?

I decided there were many more opportunities to attend a specific networking meeting, so I took a break. My competition attended that meeting, in the rain, and got a deal worth tens of thousands that I would have got. Today that business is worth a small fortune. I missed it, because it was more convenient to stay home.

Does this sound familiar?

• I’m going to think about it.
• I’ll do it next time.
• There will be many other opportunities.
• I’ll attend the next program.
• I’m going to take a rain check.
• I’ll miss this meeting and do it next month.

Procrastination is the assassination of motivation. You snooze, you lose. Hugh Allen said,

“Jumping at several small opportunities may get us there more quickly than waiting for one big one to come along.”

Opportunities are never lost; someone will take the one you miss. “Nothing is so often irretrievably missed as a daily opportunity” says Marie von Ebner-Eschenbach. Time is money, honey. If you’re not there, someone else will win the prize, and over time that prize grows. Mark Twain said,

“I was seldom able to see an opportunity until it had ceased to be one.”

The inconvenient, pricey, difficult, and uncomfortable usually hides the most lucrative opportunity.

“I held a moment in my hand, brilliant as a star, fragile as a flower, a tiny sliver of one hour.  I dropped it carelessly, Ah!  I didn’t know, I held opportunity.”  ~Hazel Lee.

If that opportunity only made you a thousand dollars a month, you would have $24K in the bank within two years. Or nothing. Don’t justify laziness - it’s simply too expensive.

Successful people:

• Go beyond their comfort zones
• Pay the price
• Capture every minute
• Delay gratification
• Step up

Only three percent of people succeed magnificently, and it’s all about choice. Easy to do, easy not to do, as we learn from Jeff Olson. Small, consistent, good choices practiced daily, become a habit of success. Self discipline creates great self-esteem, and we earn money in direct proportion to our self esteem. Do the hard thing and get rich. Thomas Edison said,

“Opportunity is missed by most people because it is dressed in overalls and looks like work.”

Winners INSIST on success.

They push the envelope. They create their future and seize every opportunity. They don’t think of reasons why it won’t work, or focus on the cost. They consider the prize if it DOES work, and get excited about the potential. H. Jackson Brown Jr. said,

“Nothing is more expensive than a missed opportunity.”

I agree. Today is the day. Today is the first day of the rest of your life, and it will never return. The price of discipline weighs ounces, but the pain of regret weighs tons. Just do it. The block of granite which is an obstacle in the pathway of the weak becomes a stepping-stone in the pathway of the strong. Choose to be strong; you’ll always be glad you did.

A wise man once said,

“If you had a hundred lazy, ineffective, needy, and unprofessional people working for you, you might realize that you would spend your time more wisely if you had ten good men who were driven, disciplined, and determined to accomplish their goals.”

Your time is your most valuable resource, and it should be treated as such.

• Only do what only you can do.  Delegate, buy the time of others, avoid duplication and other unnecessary tasks, and demand a fair return on your investment.
• When your working partners regularly do not produce that which they agreed to produce, replace them.
• Use the technology available, make people come to you for meetings, and avoid a physical meeting unless it is absolutely necessary.
• Travel less, think more, and insist on results.
• Hold others accountable or withdraw your time.

De-fang Time Vampires

Time vampires abound. Those with the biggest mouths usually produce the least.

• Look at your time investments carefully before committing.
• Learn that most important word, “NO.” You don’t need to provide explanations.
• Limit meetings to thirty minutes and train your staff to intervene when necessary.
• Put a sign above your desk: “My Time Is Worth More than $1,000 per Hour. Waste It At Your Own Peril.”
• End phone calls as soon as possible; scarcity is valued. “You have exactly ten minutes.” At the end of ten minutes, end the call.

“We had a meeting. I spent my irreplaceable time on you. You didn’t deliver what you promised. Why should I waste more time with you?” Get serious, get tough, and you’ll get rich. The losers that you feel sorry for won’t thank you or help you when you’re losing money. Time IS money. It’s YOUR time; you own it, and you’re not obliged to give it away anymore than you are obliged to give away thousands of dollars. People have to EARN your time by producing results - on time.

Where Time REALLY Matters

Finally, time with your family, a good book, at a lake or beach, or on the ski slopes, is time well spent, and never wasted. When you look back on your life, you will remember how fast it went, how much you missed, and how impossible it is to get back. Spend it wisely - you only have one life. Time IS life.

Men generally avoid clothes shopping, especially when a beady female eye is watching one’s every move. I steeled myself for months to venture out to buy a new belt and a pair of new shoes, and finally, bravely, hit Parc Royale in West Vancouver with Rika yesterday, warning her to keep a safe distance.

I had flounced petulantly out of three or four shops where brain dead mercenaries with no taste posing as salespeople had narrowly escaped my wrath, when Rika kindly pointed me at Ingledews. I braced myself and marched in, only to saunter out 30 minutes later with beautiful Italian shoes and belt, grinning from ear to ear, one’s querulous disposition gone and miraculously replaced with an urgent need for steak at the Keg. The long-suffering Rika breathed a sigh of relief, remarking, “Good salesman.” Not quite, one mused.

The “Good Salesman”

Yon salesman was an expert in shoes and all things pedalic / orthopedic / related to one’s sometime weary hooves; he understood his trade. He was well versed in the width, manufacture, quality, history, and application of the shoes he sold and the shoes sold by others. He had, as it were, done his homework for close to twenty years. One might be tempted to utter, “The boy understands shoes.” He didn’t have to sell; I had to discipline myself not to buy several pairs. He didn’t have to persuade, and price was never an issue. The only difference between the $500 pair and the $350 pair was the level of fit and comfort. One was so chirpy that one almost succumbed to the latest style instead of sticking with the conservative.

My point is…

…that when you package and present a Joint Venture well to the right people, with sufficient incentive and shared value, there’s an easy transition into the alliance. If you have to sell the deal, it’s probably not a good fit, with a predictably limited lifespan and and a few uncomfortable and pricey bunions arising in short order. One will have to endure a sour taste in the kisser, and the relationship might never be quite as rosy again. People might choose to meander along the other side of the street, meticulously examining storefront displays when they see you coming - not ideal. No. By taking the time to put together a juicy, well planned, and liberally oiled Joint Venture, and then being selective in one’s choice of Joint Venture partners, you can expect to see an easy flow.

Your Self Talk is your secret weapon for success in whatever you do, no doubt about it. What you tell yourself about your circumstances, options, challenges, opportunities, strength, and abilities, determines, MORE THAN ANYTHING ELSE, what you will become, and what you will achieve in life. Your self talk is a prophecy of your future. I can predict what you will do by what you say. And what you do determines what you achieve in life.

Talk Like a Winner

Winners never say, “IF I win”, or “I’ll TRY”, or “I’ll do my best”, or “I hope”. They believe in themselves, they are self disciplined, the have high self-esteem, and they they expect to succeed. They say, “I WILL”, “WHEN I win”, and “I CAN”. And they mean it.

Think Like a Winner

Victors tell themselves, “I can handle anything. I am unstoppable. I and strong and focused. I’m a lean, mean, money machine. I never quit. Every day, in every way, I’m getting better and better. “I believe it and I will achieve it.” They consistently act in spite of the opinions of others. They don’t allow losers to get in their way. They have high self respect, they set their own standards, and they make no excuses. They never fear the opinions of other people. They are honest and outspoken. Read the words of Winston Churchill and General George S. Patton.

Act Like a Winner

Listen to what a boxer says before his fight, and you can accurately predict if he will win or not. Think of Mohammad Ali. Achievers take responsibility for thier lives and choices, and they don’t make excuses. Control your self talk, and you control your destiny. A congruent lifestyle empowers winners, and they never compromise their values. Winners are eagles, warriors, and visionaries.  Read “The Fountainhead” by Ayn Rand.

Live “Unconquered”

“Invictus” is a favorite short poem of mine, by the British poet William Ernest Henley. The title is Latin for “Unconquered”. It was first published in 1875. At the age of 12, Henley became a victim of tuberculosis of the bone. In spite of this, in 1867 he successfully passed the Oxford local examination as a senior student. His diseased foot had to be amputated directly below the knee; physicians announced the only way to save his life was to amputate the other. Henley persevered and survived with one foot intact. He was discharged in 1875, and was able to lead an active life for nearly 30 years despite his disability. With an artificial foot, he lived until the age of 54. “Invictus” was written from a hospital bed.

INVICTUS
Out of the night that covers me,
Black as the Pit from pole to pole,
I thank whatever gods may be
For my unconquerable soul.

In the fell clutch of circumstance
I have not winced nor cried aloud.
Under the bludgeonings of chance
My head is bloody, but unbowed.

Beyond this place of wrath and tears
Looms but the horror of the shade,
And yet the menace of the years
Finds, and shall find me, unafraid.

It matters not how strait the gate,
How charged with punishments the scroll,
I am the master of my fate;
I am the captain of my soul.

Men generally avoid clothes shopping, especially when a beady female eye is watching one’s every move. I steeled myself for months to venture out to buy a new belt and a pair of new shoes, and finally, bravely, hit Parc Royale in West Vancouver with Rika yesterday, warning her to keep a safe distance. I had flounced petulantly out of three or four shops where brain dead mercenaries with no taste posing as salespeople had narrowly escaped my wrath, when Rika kindly pointed me at Ingledews. I braced myself and marched in, only to saunter out 30 minutes later with beautiful Italian shoes and belt, grinning from ear to ear, one’s querulous disposition gone and miraculously replaced with an urgent need for steak at the Keg. The long-suffering Rika breathed a sigh of relief, remarking, “Good salesman.” Not quite, one mused.

Yon salesman was an expert in shoes and all things pedalic / orthopedic / related to one’s sometime weary hooves; he understood his trade. He was well versed in the width, manufacture, quality, history, and application of the shoes he sold and the shoes sold by others. He had, as it were, done his homework for close to twenty years. One might be tempted to utter, “The boy understands shoes.” He didn’t have to sell; I had to discipline myself not to buy several pairs. He didn’t have to persuade, and price was never an issue. The only difference between the $500 pair and the $350 pair was the level of fit and comfort. One was so chirpy that one almost succumbed to  the latest style instead of sticking with the conservative.

My point is that when you package and present a Joint Venture well to the right people, with sufficient incentive and shared value, there’s an easy transition into the alliance. If you have to sell the deal, it’s probably not a good fit, with a predictably limited lifespan and and a few uncomfortable and pricey bunions arising in short order. One will have to endure a sour taste in the kisser, and the relationship might never be quite as rosy again. People might choose to meander along the other side of the street, meticulously examining storefront displays when they see you coming - not ideal. No. By taking the time to put together a juicy, well planned, and liberally oiled Joint Venture, and then being selective in one’s choice of JV partners, you can expect to see an easy flow.

Most successful leaders believe that only 3% of people are truly successful, and statistics support this. Only 3% of the North America population, for example, reads books. If you look at retirement and wealth statistics, baseball batting averages, and business sales ratios, you’ll find that magical 3% everywhere.

That means that 97% of people are not ideal business partners, and you frankly don’t need them to succeed if you can get to the 3%. Entrepreneurs who try to be well liked, popular, and politically correct, waste a lot of time appeasing losers and consoling whiners, instead of  focusing on the leaders, the winners, and the results. It’s more important to be respected than it is to be liked, and then only by the 3%.

I once heard a good analogy that a friend of mine taught when illustrating that “the tall trees catch the wind”.  He said that he regarded the complaints and resentment of wanna-be’s as he would barking dogs. The opinions of successful people were important to him and he took advice only from people who were achieving more than he was. Some say they justify tolerating underachievers and has-beens with the old saying, “You have to kiss a lot of frogs to find a prince”, however we don’t build relationships with frogs. Those are simply the duds that lead to the studs. You don’t carry stepping stones up the mountain with you.

You don’t have to justify or explain yourself to anyone who does not contribute to your success.

You simply don’t have the time and resources to waste. Rescuing victims and enabling parasites is for government and social workers. John Addison said, “Never take advice from someone more screwed up than you are”, and Boreh Dean said, “You have to earn the right to whine to me.” Casting pearls before swine is fine if you like applause, but if you like profit you need to conserve your resources.

If you are serious about creating wealth:

• become extremely selective
• set high standards
• discipline yourself
• and develop a thick skin.

You need courage to achieve success, and, if you want to join the 3%, popularity is superfluous. Study the life of Winston Churchill for a great example of this philosophy. Do what winners do, and you’ll get what they get.

We bought a washer/dryer at Sears. The salesman came round to my house in his own time to disconnect the water pipes at no charge, the night before delivery of the new appliances. He had a great, friendly, helpful attitude. He recommended I buy longer pipes and a longer drainage pipe so that it would fit better, which I did. When the machines were installed, the installers forgot to remove the supports, so when we turned the appliances on, they leapt around like kangaroos. The salesman came over, fixed everything, and arranged a $100 discount.

This salesman used his own, private time, got his clothes dirty, never complained, went the extra mile, and made sure we were happy customers. Amazing service. Would I want to help him, send him business, and support him in any way I could? You bet I would. Did he have to sell me anything, pitch anything, or ask for anything? No. My daughter is about to buy a new fridge. I called her and suggested she give this salesman her business.

I have an amazing insurance / financial planning guy who has been a great benefit to me and to strong businesspeople for who I have lots of respect. I refer him to people and he gives them a complimentary consultation. He saves me thousands in tax – why would I not refer him? He didn’t have to ask me to do so, because he went the extra mile. He’s reliable, honest. Astute, professional, always on time, and responds fast. You will probably e-mail me and ask for his telephone number. I’ll be glad to pass it on (if you’re in Canada.)

When you take the time to go into the forest to chop the wood, meticulously prepare the fire, get your hands dirty, and make sure the thing blazes away, you deserve to enjoy the heat, but not before. Entitlement, arrogance, socialism, shoddy service, and impatience robs many people of excellent referrals in business. It’s not about the money, honey. I don’t even know what I paid for the washer/dryer stuff – I just chose the most expensive and bought it. It’s all about the service.

“If you want a friend, BE a friend” – good advice. If you want benefits, you have to contribute. When the contribution stops, losers don’t understand why they’re not still enjoying the benefits. Create massive, unexpected, glittering value, and you can rest assured smart people will reciprocate. We bought expensive hardwood flooring from Home Depot and had it delivered and unpacked. Then we sent it all back again three days later since the floor was too uneven. They collected it and didn’t charge us a blue cent. They even paid the delivery and the installers. They didn’t have to. Now we’re loyal customers, and this article will be read by thousands of people.

Yes, what goes around comes around. Keep your promises, deliver on time, be friendly and helpful, and you will have little competition. Give additional service and go the extra mile, and your success is all but guaranteed if you’re serving good people. If not, you’ll wake up one morning to find you have been replaced by someone who understands this. We help those who help us. The good news is that you can use Joint Ventures to create MASSIVE additional value that your competition can never equal, at no cost to you.

Robin J., Elliott
www.JVWisdom.com