A Better You
The Power of Consistency, Growth, and Self-Discipline
We all have room for improvement, and anyone who believes otherwise is fighting a losing battle. Growth and self-improvement are ongoing processes, not destinations. When I got into the car business many years ago, selling cars was a completely new challenge for me. The first piece of advice I was given was to stay "green." In sales, newcomers are often called "green peas" because they’re just beginning their journey. But the term “green” was more than just a reference to my lack of experience—it was a mantra for staying humble and always being open to learning.
Staying Green: The Importance of Learning
In any industry, especially sales, staying green is crucial. When you're starting out, you’re in a learning phase, and that’s exactly where you need to be. But too often, egos get in the way. When people start experiencing success, they begin to believe that they know everything or that their "stuff doesn't stink." The ones who fall into this trap are the first to get spun out. They forget how to stay grounded, and they end up struggling to meet expectations, despite early successes. One month they’re at the top of the leaderboard, feeling invincible, and the next month they’re struggling to keep up. The cycle repeats—success followed by burnout, and eventually, they either jump from one place to another or burn out entirely.
Staying green means you’re always learning, always growing, and never losing sight of the fundamentals. Consistency comes with time, and those who stay in the game and keep learning eventually find success through their experiences. You’ll have good months and bad months, but over time, you’ll develop the consistency that leads to long-term success.
Setting Goals: The Key to Progress
Every day is an opportunity to get better, and this starts with setting goals. Whether they’re sales goals or personal growth goals, make it a point to always strive to be better. I didn’t get to where I am by simply coasting along with the crowd. When I was in the mortgage business, I was always number one in the company—not because I was inherently better than anyone else, but because I set higher expectations for myself and worked harder than everyone else.
One of my daily rituals was to arrive at work a few minutes early and look at the performance numbers for the day. I’d break down the top performer’s numbers by the hours they were working, then double that number and figure out what I needed to accomplish per minute. If I fell short of my goal, I was still ahead of the competition. It wasn’t about ego or proving something to others—it was about hitting the goals I set for myself. And those goals led to a consistent stream of bonuses. Every month, I earned my bonus, and every month I worked hard to ensure I’d earn it again.
It’s not about being inherently better than anyone else. We all have the same potential—we all have the same ability to succeed. What separates those who succeed from those who don’t is the willingness to put in the effort and apply ourselves.
Applying Yourself: Consistency and Hard Work
You’ve probably heard the saying, “Do what everyone else isn’t doing.” When I was pursuing my dream of becoming a professional guitarist, that’s exactly what I did. I practiced for nine hours a day, every day, starting at the age of 15. I didn’t get there by wishing for success or by hoping someone would hand it to me. I put in the time.
Fast forward to today, and while I no longer tour or perform on stage, I’m still a better guitarist than most players out there. Why? Because I invested the time and effort when others were busy looking for shortcuts. Now, I still write records and produce music for TV shows and movies. People tell me they’ve heard my music on the Weather Channel or at fireworks shows—and I still receive royalty checks every month.
I’ve written 14 or 15 books, and I can tell you that I haven’t met my own expectations yet. I plan to keep writing, and with each new book, I continue to motivate and inspire people across the globe. Is my work done? Absolutely not. I’m still learning, still evolving, and still striving to do more. But the key to all of it has been consistency and the willingness to keep improving.
Many people tell me they could never write a book. They think it’s too hard, too time-consuming, or simply beyond their ability. The sad truth is that they’re probably right—because they’re too busy telling themselves it’s too hard. They spend their time watching TV or making excuses instead of doing the work required to succeed.
The Value of Effort: Money is Just the Exchange of Value
When it comes to money, I’ve discussed in my other books that it’s really just the exchange of value. Money isn’t something you just stumble upon—it’s the product of adding value to the world. When you make yourself more valuable to people—whether as an employee, entrepreneur, or business owner—you’ll naturally make more money. You become valuable to your employer or your industry, and in return, you get compensated. But that only happens if you put in the work.
Success comes from continually improving yourself, getting better at what you do, and being of value to others. Whether you’re climbing the corporate ladder or building your own business, the principle remains the same: the more value you add, the more you’ll receive in return.
What Does Being Better Mean?
Being better is about putting in the effort. It’s about quitting the hard work and starting to work smarter. Practice makes perfect, but only if you’re practicing the right way. If you’re practicing bad habits, all you’re doing is getting better at doing it wrong. You have to break those bad habits before they become harder to change.
Some people believe that it’s too late to change—that you can’t teach an old dog new tricks. I call BS on that. Every day, I see people—young and old—making positive changes in their lives. The only question you need to ask yourself is: How bad do you want it? What are you willing to do to get there?
Are you willing to step outside your comfort zone? Are you willing to risk failure? What does winning look like for you? Most people are so comfortable losing that they don’t want to risk the unknown of winning. They choose comfort and wish that one day something will change for them. Unfortunately, that day never comes for those who are too afraid to take action.
