A Sales Guy's Sales Blog | All posts by Keenan, THE Sales Guy & Author of Not Taught | Page 2 Copy & Close


We’re Welcoming Virgin America to Denver RIGHT NOW #rockymountainfly



Boy did we mess up!!  There was no 7:00 flight today, from Denver to San Fran.  We’re not sure how we messed up.  We saw the flights and even priced out a first class ticket!  


OK, time to pivot. 

Stay tuned!!!

We’ll let you know what we come up with. 

OK! Here’s the deal. I dig Richard Branson. I love the guys gumption, innovation, brass, and overall approach to people, failure, creativity, and busting the status quo. I’m not big on “idols,” but Branson is definitely someone I respect and admire. So, when Virgin America announced they were coming to Denver with a direct route to San Francisco, I was pumped.  I’m a United bitch. I fly over 100k miles with them every year. I’ve racked up close to a million frequent flier miles, but I am absolutely going to use Virgin America when it comes to my trips to San Francisco.

So to celebrate their arrival and be different, I and my A Sales Guy team are doing a little guerrilla marketing campaign to welcome Virgin America to Denver.

As your reading this right now, we are sitting at the Virgin America Gate at Denver International Airport getting ready to celebrate Virgin Americas arrival to Denver.

Slack for iOS Upload

How are we celebrating?

To celebrate and show our excitement, we’re going big.

  • Giving out free Redbull and Coffee
  • We’re giving every passenger on the flight a copy of Not Taught. That’s right all 186 passengers are getting a free copy of Not Taught.
  • We’re giving away free t-shirts to passengers who share why they love Virgin America and why they are happy Virgin America has come to Denver.
  • We’re giving away a special RED TICKET, a $500 gift card to one lucky winner to use to upgrade to 1st class or whatever they want to use it for.
    • It’s tucked away in one lucky book
  • We’ve got a lifesize cut out of Richard Branson
  • We’ll be Periscoping, Tweeting, SnapChatting, and Instagramming the entire event at #itaughtavirgin and #rockymountainfly
  • It’s gonna be a blast


If you’re reading this and it’s 6:00 MST where you are, follow the #hashtags and watch us welcome Virgin America to Denver in full force. It’s gonna be sick!!



Being Different




We’re afraid to be different.

Yet different is what get’s us noticed.

Different is new.

Different is unique.

Different has value.

Different requires thought, connection, and awareness. You can’t cruise control yourself to different.

We, the world, doesn’t need more sameness. We need more difference.

The world needs different ideas, different approaches, different methodologies, different people, different companies, different solutions, different anything, different everything.

We have a lot of different companies in name, but in name only. Peel back the layers and more often than not, they are all the same. More of the same with a thin veneer of difference. It’s rare when a difference  is truly present.

We need difference, but difference is hard.

It makes us uncomfortable.

We fear the attention.

We fear the judgement.

We have a love-hate with being different. We praise some difference while vilifying others. We demand new, different, unique ideas, but blast them when perceived as  too different or not different in the right way.

Being different is hard, but fuck em.

The more different you can be, the more acceptable you’ll be of difference, and that’s when the party starts.

There is FAR more value in being different than there is in being the same and the world revolves around value.

Be different, don’t cover yourself.

We need more different.

Why You Should Never Ask A Buyer What They Want

I’m looking to do the audio version of my new book Not Taught.  As I was calling around, the owner of one of the studios began to ask me a lot of questions.

She asked, “How many hours do you need?”

I said, “I don’t know.”

She asked if I wanted to read and record the forward.

I said, “I don’t know.”

She asked me how fast I read.

I said, “I don’t know.”

She asked me if how long I wanted to record in a sitting.

I said, “I don’t know.”

The sales women, who happened to be the owner as well, kept asking me what I wanted, and I didn’t know.

I hated it.

Here’s the problem, when we ask our buyers what they want, it assumes they know what they want and that what they want, is accurate. These are dangerous assumptions.

Don’t ask your buyers what they want. Instead, ask them what they are looking to do.

When we ask buyers what they want, we’re giving control of the sale away. We’re making the customer do our job. Sales is not about order taking. You’re not a waiter or waitress. It’s our job to help them solve a problem and deliver on their goals.  Selling can’t be done by asking customers what they want.

Instead, ask your buyer what they are trying to accomplish.

Let’s flip this script.

Imagine if the owner of this recording studio started with questions like this.

  • Tell me what you’re trying to do.
  • Has your book been published yet?
  • Where are you currently selling it?
    • Is it on Amazon?
  • Why do want to do an audio book?
  • How long is the book, how many words/pages?
  • What type of book is it?
  • What is it about?
  • How’s it selling right now?
  • What are your thoughts on doing the voice over, you or a professional? Why?
  • Have you ever read in a studio before?
  • Would you do me a favor and read for me?
    • Could you read a paragraph from the book, any paragraph will work?

By asking these types of questions, the owner would have a much better understanding of how she could HELP me achieve my goals and objectives. She would have positioned herself as an order maker, not an order taker. It would have allowed her to make recommendations to the questions she had asked earlier, based on my answers. She could have recommended the number of hours I needed, based on hearing me read and the style of the book. She could have let me know if using a professional voice over person would be a better option and why. She could have suggested if it would have been helpful to read the foreword. She could have consulted me rather than trying to take my order.

Don’t ask people what they want. Ask them what they are trying to do and why.

Once you understand what your buyer is trying to accomplish, you’ll know what they want and more importantly, what they need.



Enough! You’re Not A Fucking Entrepreneur

I’ve gotta get this shit of my chest.

I fuckin’ love all the opportunity that is out there today. It has NEVER been a better time to start a business, to go out on your own, to pave your own path.  Never!

But to the majority of you running around calling yourself an entrepreneur, while you have a full-time job, collecting a paycheck from someone else, stop! You’re not.

Anyone can start a business in seconds. They can throw up a website. They can create a Twitter account. They can open up an eBay store. The can sell shit on Etsy. Anyone can call themselves an expert, a thought leader, a kingpin or a badass and start selling something.

But just because you have business cards, or slick website, or 1,00,000 Twitter followers, a million Periscope fans, or a savage Instagram account, it doesn’t make you an entrepreneur.

You’re an entrepreneur when your company is your job. When the only way you feed your family is when your company says you can. You’re an entrepreneur when the only time you go on vacation, is when your company says you can. You’re an entrepreneur when the only time you buy a new car, a new couch, a new house, go to a badass, kickass, dry aged steak dinner with a ’75 Chateau Lafite Rothschild is when YOUR COMPANY says you can.

Then and only then are you an entrepreneur.

In today’s world, everyone has a side gig. It’s easy to sell something to someone today. It’s easy to make money. The Internet has virtually removed all barriers to starting a business and it’s fucking awesome.

But the truth is just ’cause you can make a few hundred or even a few thousand bucks a month selling something, it doesn’t make you an entrepreneur — it’s a hobby.

An entrepreneur is in full tilt. An entrepreneur has bet everything on their company. They are all in. There is no safety net of a full-time job. If you have a full-time job, you’re not all in.  You’re not 100% committed to the business.  It’s a hobby or your dabbling.

Until you’ve felt the fear of missing your mortgage, you’re not an entrepreneur.  Until you’ve walked to the mailbox 4 times a day desperate for a check to come or you miss payroll, you’re not an entrepreneur. Until you’ve not been able to go grocery shopping, buy a new shirt, or had to skip a haircut, cause you couldn’t afford to spend the money, you’re not an entrepreneur.  Until you’ve woken up in the middle of the night in a cold sweat terrified your biggest client is about to switch, you’re not an entrepreneur. If you go to work every day for someone else and collect a paycheck. You’re not an entrepreneur.

With this said, there are two types of entrepreneurs, successful ones, and failures. Being an entrepreneur is hard enough, but being a successful one, that’s an entirely different discussion.

Guess who gets to decide if you’re a successful entrepreneur or not?  The market – not you! And this is why 99% of most people are not entrepreneurs or are failed entrepreneurs and don’t quit their real job. It’s fuckin’ hard.

When you’re at home working on your business, in between and after your full-time job, that’s the market telling you that your business doesn’t offer enough value to enough people. It’s the market saying to you,  hey not enough people (buyers) give a shit about your product, your service, your whatever so don’t quit your full-time job. That’s a real voice you need to listen to. If your offering provided enough value, and enough people knew about it, you wouldn’t have to work for the man. But, you do, because it doesn’t and you’ve yet to change that.

The market crowns successful entrepreneurs. Successful entrepreneurs don’t crown themselves.

Now before you go get your panties in a wad, I’m not saying those that are successful didn’t do it themselves. You bet your ass they did, but what they did was get the market to see the value in what they had to offer in a manner that got us to spend tons of money. And they didn’t do that working on it “part-time.”

You can’t win over a market workin’ for someone else and doing your thing on the “side.” You just can’t, eventually you have to jump in, all in,  or it’s just a hobby.

Now that I’ve got most of you all worked up because I called your part-time hustle a hobby, take a deep fuckin’ breath.

You’re a good person. You hustle. You’ve got grit. You grind it out. You are worthy . . . you’re just not an entrepreneur.

You’re an entrebetweener (entre-between-er): Someone who has started a business but still works for someone else full-time collecting a paycheck.

If you’re an entrebetweener be proud, but have a goal, have a launching point, know when you are going to jump and commit your entire being to your business. In many ways, that should be more important than actually running the business. ‘Cause if you don’t pick a date, a moment, a milestone to go all in, you never will.

Reasons NOT to take risks are a lot easier to come buy than to take them

Not Taught, Chapter 5 Have the Balls to Make it Happen

To all those huslin’, grinding, passionate, entrebetweeners I salute you. But please, stop calling yourself an entrepreneur — ’cause you’re not!

Build A Brand That Matters With Brand You “Taught Leader” Bryan Kramer

What do you think of when you think of Apple?

What do you think of when you think of Coke?

What do you think of when you think of Starbucks, Dunkin’ Donuts, Google, Yahoo, Vail Ski Resort, St Moritz or Chevrolet and Porsche?

Whatever it is you think, that’s their brand. Period!

Now flip it.

What do people think of when they think of you?

Do you know? Is it what you want them to think? Have you been carefully and deliberately cultivating this brand or have you stumbled into it.

Do you even have a brand?  Do people think of you in any way other than, “yeah, that guy, he’s cool.” or “Yeah, that woman, she’s smart.”?  If you’re like most people, they probably don’t, and that is a problem.

To be successful in the 21st century, developing a powerful personal brand or brand you is critical.  It’s no longer OK not to be known for something, not to have a brand.

In Chapter 2 of Not Taught, I talk about the importance of having a brand and not being digitally anonymous. We have to be known for something in the 21st-century, and you have to be known online.

“You need to build brand you and promote the shit out of it!”

Chapter 2 Not Taught

Meet Bryan


Taught Leader Bryan Kramer (1)

Bryan Kramer is a brand and connection master. His recently published book, Shareology is all about connecting with people in this hyper-connected world. Bryan is a social media maverick and leader in the Human to Human world.  Credited with the term H2H, Bryan has written two books on the power of personal connection. He argues it’s no longer B2B or B2C but rather H2H (Human to Human).

Bryan’s work on sharing and connecting is powerful. In many ways, I wish I had created a separate chapter in Not Taught just for sharing and engaging, it’s such a critical part of success in the 21st-century.

Bryan is a Ted speaker, a respected author, global speaker and a cat who gets the power of 2 billion connected people in the information age.

Bryan can help you build your brand

I can’t underscore the importance of deliberately building a brand that matters and Bryan can help you do it.

To get you kicked-off you HAVE to take his simple, fast and easy brand building quiz. It will tell you what your personal brand type is. Mine was an Altruist. (I’m not sure I agree, but hey who can argue with science.)

Branding is essential to success in the 21st-century. You just can’t ignore it. The price of such a foolish action is digital obscurity, and that’s a death sentence.

To keep that from happening, follow Bryan at all his cool places:









Human to Human


The BK Show

I get it; a personal brand is a foreign concept for most people. Especially if you’re over 30 years old. It’s not something most of us have given much thought to in the industrial age. We were never taught it mattered. But times have changed. We’re in the information age, where everyone is connected, information is at our fingertips and everything and everyone are Googled before we engage with them.

Don’t get left behind.  Start following Bryan and make sure your brand is what it needs to be so you can crush it the 21st-century.

————————————————————-Not Taught Book w. Brogan Review

The Taught Leader series is a weekly series highlighting those who exemplify the tools and skills discussed in my new book Not TaughtEach week I highlight a different chapter and share the killer stories of the people who have become experts in the area. I provide readers with all the wonderful goodness these early adopters and 21st-century success stories have to offer. The goal, to help you learn the new rules to success and crush it in the 21st-century.

What, you haven’t read Not Taught? 

Then get it here. Hurry up, you’re already late.

You can download a free chapter of Not Taught here

How To Come Up With Better Ideas with Think Taught Leader Claudia Altucher

People just don’t think enough today.

I’m a bit biased, ’cause the lack of thinking in the world is a pet peeve of mine. But the truth of the matter is most people don’t think. You like to think you do, but the fact is you don’t.

Thomas Edison said so eloquently;

Five percent of people think, ten percent of people think they think and the other eighty five percent would rather die than think.

Sorry, I believe this to the bottom of my heart. Having run businesses, worked with people at all stages of their careers in Fortune 500 to start-ups, the biggest deficiency I’ve found is people just don’t think. They operate on autopilot, accepting the status quo. Rarely if ever challenging why things are done, wondering if there is a better way or even considering the idea that maybe they could be wasting time, missing an opportunity or losing money.

Thinking is a muscle too few of us exercise, and it costs money, innovation, growth and our careers.

In Chapter 6 of Not Taught I dedicate an entire Chapter to the importance of thinking and why learning how to think critically, constantly and with direction is a critcal key to success in the 21st century.  CEO’s and their respective companies are desperate for thinkers to help navigate the challenges and problems being created in today’s rapidly changing world.  A 2010 IBM study said CEO’s are fearful they don’t have the leadership on their teams to handle the increasingly complex world of business. They are scared.

In essence, CEO’s of the worlds largest companies are echoing what I’m saying. They can’t find enough people who think at a level required to be successful.

Thinking is code for problem solving. The better we are at thinking the better we are at solving problems and the better we are at solving problems, the greater success we will achieve.

Meet Claudia

Ideas, Think!

Claudia is a goddess of idea generation. She get’s in more than almost anyone. When it comes to success, ideas are what matters.

Every problem we face is solved or made through the ideas we come up to resolve them.  Idea creation requires thinking and as Claudia spells out in her book, Become an Idea Machine.

Claudia argues that becoming good at creating ideas is like a muscle and can be trained. She argues that idea generation and thinking can be improved upon, and all it takes is practice, lots of practice. Claudia’s method of practice is to create ten ideas a day on any topic.  The premise is that coming up with ten ideas is not that easy, and it takes work to get our brain to think past the first few obvious choices.

Adam Grant argues this same point in his new book, Originals.  He argues that “originals” procrastinate to come up with MORE ideas and let their ideas germinate before they jump in. In other words, they create more ideas before they find the best one.

Claudia is a yoga master for your brain.

In addition to her book on thinking and generating ideas, Claudia is a yoga master. She can help you get your mind in the right place to maximize your thinking skills.

Follow Claudia at all these cool places.

Twitter: @claudiayoga

Website: Claudia Yoga


Become and Idea Machine

The Power of No

Facebook: @claudiayoga

Follow Claudia, read her book Becomeand Idea Machine and start learning how to come up with ten ideas for ten different things each day. Start training your brain for higher-level thinking.  The 21st-century is desperate for higher-level thinkers, and Claudia is a Taught Leader that can get you there.

————————————————————-Not Taught Book w. Brogan Review

The Taught Leader series is a weekly series highlighting those who exemplify the tools and skills discussed in my new book Not TaughtEach week I highlight a different chapter and share the killer stories of the people who have become experts in the area. I provide readers with all the wonderful goodness these early adopters and 21st-century success stories have to offer. The goal, to help you learn the new rules to success and crush it in the 21st-century.

What, you haven’t read Not Taught? 

Then get it here. Hurry up, you’re already late.

You can download a free chapter of Not Taught here;





The Difference Between a Selling Product or Selling a Service

product-vs-service_imageWhat’s the difference between selling a product and selling a service?

I get this question a lot.

Here’s the answer and I’ll make it as simple and as clear as possible. I think it’s important, very important, people understand the difference between selling a product and selling a service. Knowing the difference can affect how you sell AND how one hires, evaluates and assess salespeople.

The difference between how you sell a product verse how you sell a product is . . .

There is no difference!  Period.

Let me be perfectly frinkin’ clear here.

There is no difference between selling a product and selling a service — absolutely NONE!

Those of you who think there is a difference, need to evaluate how you sell because you’re selling wrong. The sales people who focus on their service or product as their selling approach are missing the point.  Good selling doesn’t sell a product or a service. Good selling focuses on identifying problems, then offers a solution to solve the problem and if it’s a kickass solution, no one cares if it’s a product or a service.

When we start with the customer and their problems, there is no difference whether the solution is a product or service. It’s what the product or service delivers that matters. The impact of a solution, product or service, is still a vision, an intangible. It’s not something you can touch or feel and it’s custom to EVERY customer.

The argument I hear most often is, you can see and feel a product, where a service is harder to sell because it’s an intangible. Are fucking kidding me?  When someone tells me this, I just want to jump out of my skin. When someone argues a tangible product is easier to sell than an intangible service, it tells me they are a horrible sales person or worse yet, a terrible sales manager. It tells me their sales approach is to lead with their offer (the product or the service) and that they don’t look to understand their customers issues and problems. It tells me they sell feature/function. This is terrible selling.

If we’re selling correctly, we’re ultimately anchored in the customers “gap.”  The gap between where they are today and where they want to be tomorrow. We’re selling based on solving, measurable, tangible, urgent, business problems. We’re not selling our service or our product, but what our product or service can deliver for our customers in terms of their business value. When we’re selling like this, it’s all intangible. It’s always different for each client, customer. When we’re selling like this, there is no cookie-cutter approach. It doesn’t matter if you have a tangible, tactile, visual product or an intangible, nontactile service. It’s all intangible if you’re selling incorrectly.

There is no difference between selling a product or a service.

If you believe, there is a difference between selling a tangible product or an intangible service you have a bigger problem than you realize. You need to re-evaluate your sales skills. Start here with these books.

If you’re selling correctly, there is no difference between selling a product and selling a service. In the case that there is, it means your not selling, you’re pitching a product and it’s time to start over, read this.

Anyone disagree?

If so, how do you sell a product differently than a service?

I’m all ears.

How To Become a Change Creator with “Taught Leader” John Kotter

Change is inevitable, YET all of us, at varying points in our lives, fight it. As humans, we don’t like change very much. We resist it. We avoid it. Change, by definition, means different, and when things are different, we freak out.

But, without change, there is not growth. There is no innovation. There is no advancement.

In Not Taught, I identify three types of people when it comes to change.  The change resistor, the change acceptor, and the change creator. Depending on which one of these you are, your life will turn out very differently.

In understanding and accepting this ever-increasing rate of change in the information age, we’ve got only three responses to the change — resist it, accept it, or create it. Only the last sets you up for success.

Not Taught Chapter 4 – Change

Standing in the middle of the road to success is the challenge of learning to move from being a change resister or change acceptor to becoming a change creator.

Meet John Kotter:

John Kotter (1)


John Kotter is the godfather of change, particularly when it comes to creating change in organizations.  John has written the book on change, 19 to be exact. He’s written a book in every decade since the 70’s.  A professor emeritus at Harvard University. He’s a NY Times and Wall Street Journal best-selling author.  John’s work in change has been evolutionary and revolutionary. His 8-Step Process for Leading Change is a MUST for organizational leaders.

John is the founder of Kotter International a management consulting firm that helps organizations and leaders transform. Put in my words, Kotter helps companies change to stay competitive.

In Chapter 4 I talk about how quickly the world is changing and the only way to keep up and to provide value is deliver on the rate of change. Companies are desperate for people who can create change and help implement that change. John Kotter is THE guy that can help you become a change creator, whether that’s helping you become a change creator or helping your company become a change creation machine.

John Kotter is the guy that will get you to LOVE change, not fear it.

John’s books, research, and information are must have consumables.  There is so much to choose from; you’ll have to choose wisely based on your goals.

Johns Books:

Our Iceberg Is Melting


Leading Change 

The Heart of Change 

And a whole bunch more. 

John’s Social Presence:


LinkedIn (Kotter International)



John’s Videos (there are some good ones in here)


John’s Website

Kotter International

Change is inevitable. It’s gonna happen, whether you like it or not. It’s the rate of change, the type of change and the impact of the change we can control. So why not take control and lead the change? When we become change creators, we are living our lives, not accepting our lives.

Dig into John’s work.  Follow him on Facebook, Twitter and watch his videos. Read his books and become an expert in creating change for both YOU and your company.  It’s what the 21st-century is expecting from you!! Not Taught Book w. Brogan Review


The Taught Leader series is a weekly series highlighting those who exemplify the tools and skills discussed in my new book Not TaughtEach week I highlight a different chapter and share the killer stories of the people who have become experts in the area. I provide readers with all the wonderful goodness these early adopters and 21st-century success stories have to offer. The goal, to help you learn the new rules to success and crush it in the 21st-century.

What, you haven’t read Not Taught? 

Then get it here. Hurry up, you’re already late.

You can download a free chapter of Not Taught here;




Click Here to Get YOUR Copy

How To Sell And Win More Million Dollar Deals

If you sell enterprise wide, large, million dollar deals, you get how complex and difficult it can be. Even if you’ve been killing it for years, and are highly successful, you know that complex selling has changed considerably. Over the past few years, selling big deals, million dollar deals, has become increasingly harder than it’s ever been. Social media, the Internet, competition, and as CEB has discovered, more buyers in the buying process have made selling the big deal one giant complexity.

Let’s be real. Selling big deals is a bitch.

Yet, fear not my friends.  NY Times best-selling author Tim Sanders is gonna make it all better fo you. In episode 23 of The Word, I get to rap with Tim about his new book, DealStorming and what it takes to sell really big frickin’ deals.

DealStorming is not only the name of his book, but a new and highly effective way to win the big sale.  Tim’s used the approach to sell billions of deals His story about winning a huge Disney deal is priceless.

Today’s sales world demands new approaches and methods to winning require new, innovative approaches to win the sale and Tim delivers. Watch Episode 23 of The Word and bring your sales game to the next level.

You can also download The Word on iTunes here:

See all The Word Episodes here.

Where Is Your Comfort Compass Pointing?


I was recently at a client site where I was meeting with the sales team one-on-one. My one-on-ones are not your typical, boring, go through the motion, “update” driven one-on-ones. They are almost like therapy sessions or serious coaching sessions.  We get our hands dirty, dissecting, assessing, and analyzing where improvement and opportunity exist.  The goal, get fucking better.  A lot fucking better.

Getting better at something is hard, really, really, fucking hard. You can’t do it by playing on the surface. You can’t do it without digging deep, challenging yourself and letting others challenge you. So, that’s what I do.

Candice (No, not it’s not her real name), and I were talking about her new role. She had just been put into a what could be interpreted as “lower” role.  She expressed to me that when she started in her first role a month previous, she felt “intimidated” as she had the least experience of anyone on the team and it made her uncomfortable. She said now that she’s in her new role she is feeling much better. I asked why and she said because she is the is the top dog. She has more experience than the other folks.  She’s a big fish in a little pond.

This struck me and was the breakthrough in our discussion.

I told her that’s a problem and we need to fix it.

Feeling confident as a big fish in a little pond is not a good thing. It is a common emotion however. I think it’s how most people feel.  When we’re the smartest, best, most competent person in the room, it builds our confidence, it makes us feel competent and capable. We don’t have to work as hard when we’re the big fish in the little pond. We set the direction. People look up to us. We’re familiar with our surroundings. Very little is new. Being a big fish in a little pond is easier. I get it.

When we’re the little fish in a big pond it can be overwhelming. We can feel small, insignificant, and incapable. Being a little fish in a big pond can be scary. We’re not familiar with our surroundings. We have to work harder to keep up. We have to take control of our actions. There is more room for failure and judgement. Being a little fish in a big pond is a LOT more work.

But here’s the problem, there is no growth when you’re a big fish in a little pond AND that should make you a shit load more uncomfortable than being a little fish in a big pond and this is what I shared with Candice.

Here’s the deal.

If you get comfortable when you’re a big fish in a little pond and uncomfortable when you’re a little fish in a big pond, your comfort compass is jacked up.  The best, most successful people, get very uncomfortable when they begin to become the big fish. They start to feel squelched, suppressed and penned in.  The comfort compass of the successful is exactly the opposite of most people. They get increasingly uncomfortable as their competence begins to outpace those around them. This is when they start looking for new, bigger ponds to swim in.

The successful are comfortable being the little fish in the big pond, because they see the opportunity. The see all the open space as growth and improvement. They see all the other big fish, not as competition, but as teachers. They recognize the big pond is a trove of information, ideas, approaches, methodologies, and lessons they can’t get in the smaller ponds.

The successful LOVE, and thrive in big ponds and they know exactly when it’s time to jump ponds. They never stay in a pond that’s too small. They don’t let themselves outgrow their pond.

The average and unsuccessful are just the opposite. They are much more comfortable being a big fish in a small pond. They seek environments where they can be the top dog and do everything they can to stay there. In many cases they are the reason the successful look to jump ponds. The big fish becomes threatened and starts to fuck with the up and comer.  Rather than look for a bigger pond and expand, the unsuccessful, the average person, takes residence in the little pond, content in their safe, predictable and known environment. This is not good.

I’m gonna tell you what I told Candice. Learn to get comfortable in being the little fish in the big pond and VERY uncomfortable being the big fish in the little pond.

Get your comfort compass straight. Success can’t be found with a broken compass.