(Some Of The) Best Advice I Can Give

I have the honor of speaking to and teaching individuals all over the world about business and success. The one question I’m most asked is: What is the best business advice you could ever give?

I’m sure people sometimes expect some world-class, Pulitzer Prize-winning rhetoric to flow from my mouth. But that seldom happens. My life and business experience have developed from a lifetime of hard work. I learned a strong work ethic in my youth on a Kansas farm and learned to sell as a means to buy groceries and provide for my family. I’ve been a street-fighting entrepreneur for forty years.  Nothing was ever easy, so I committed to continuous learning to stay on the leading edge of progress and innovation. Through all of this, I’ve come to be proud to say that I’m a graduate of that learned institution, GSDU. As in, GET STUFF DONE UNIVERSITY.  I’d even venture to say that anyone who has ever had advanced levels of success as an entrepreneur has at least a graduate degree from GSDU, where nothing happens until you get to work.

I didn’t need to think too long when I recently asked the question. The answers come directly from the real world where nobody owes you a thing. You have a vision, a dream, and clear goals, and nothing gets in the way. I can think of over twenty pieces of advice I could give someone, but let’s start with the following seven very direct steps.

Here are some personal and business growth thoughts that have served me best.

1. LEARN TO SELL: I don’t care what you think about it, but in our world today, nothing happens unless you sell it. You must sell yourself, your ideas, your passion, your commitment. Selling is a learned skill. If you’re going to be in business and expect any modicum of success, you will need to learn to sell. Learn the basics, if nothing else.
2. NEVER ACCEPT A NO FROM SOMEONE WHO CAN’T SAY YES! One of my very first business mentors taught me this. It’s based on the simple fact that you can waste a lot of time dealing with someone in virtually any phase of business who can say NO to your proposal but has no authority to say yes. Just ask a few questions, find out where the authority lies, and save yourself days, weeks, months, and maybe years in time and frustration.
3. BE PASSIONATE ABOUT WHAT YOU’RE DOING, OR DON’T DO IT! If you’re an entrepreneur who’s selling an idea, a product, or a service or selling your boss to give you a raise, much of your success will be determined by how passionate you are about your work you are. Prospects, customers, bosses, bankers, and board members can see, feel, and smell your passion or lack thereof. It’s not always the most talented that wins. Sometimes, pure passion, drive, and belief will overcome talent alone. If you don’t love what you’re doing, do yourself and everyone around you a favor and move on!
4. PROTECT YOUR CASH! Don’t waste a penny. Create metrics around everything. If something isn’t working, from marketing to people, stop it immediately, or at least be able to make a good decision. Never become enamored with anything or anyone. Protect your cash.
5. “I COULD BE BROKE TOMORROW” MENTALITY.  A sage, famous, and wealthy business mentor told me this around 2001. He said that at the end of every business day, he tries to have a very particular mentality about business. No matter how successful he is, he tells himself, “I could be broken tomorrow, so what did I do today to protect myself from that?” Anything can happen. A key employee leaves, the stock market plummets, his accountant steals everything, or a competitor announces a breakthrough product that makes him obsolete. Anything can happen, so what have I done today to protect myself?  It was a lesson that I remind myself of every day.
6. WORK REALLY, REALLY HARD! My Grandfather was a Kansas farmer whose business advice I recall every day. So many years ago, his most powerful message to me was straightforward. No matter what you do, work hard and win the award for the best at what you do. Even if you don’t enjoy what you’re doing, hard work and high-quality performance will be a reputation that will follow you wherever you go!
7. GET A MENTOR; Face the facts: You don’t know everything. The greatest advisors, counselors, and coaches that I know all have advisors, counselors, and coaches themselves. Get another opinion, get questions answered, and, if nothing else, have someone you trust that you can talk to.

Some will say that advice is cheap. Most people who say this, however, are lazy and comfortable in their own mediocrity. This is different; these are just a few of the Real-World foundational building blocks of both personal and professional success. It’s real-world advice from real-world experience. Give it a chance. You might get where you’re going faster.