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Be vulnerable to be great. The path to business excellence.

I learned the path to business excellence in 1993.

For my 23rd birthday while attending Texas A&M for my meteorology degree in 1993 my dad bought me golf lessons (and an addict was born!)

I was single, had time, had money and I was—and still am—competitive.

I swung that club until my hands were calloused, my neck was red(er) and my heels were blistered from walking the TAMU golf course in 104-degree heat playing 2, 3 even 4 balls because I was the only one on the course.

I gradually improved with the lessons and the tireless effort and then it clicked.

While visiting my Dad in Jacksonville, FL before being shipped off to Osan, South Korea, I took another golf lesson where the pro video-taped me.


There I was in all my hunched over, head-swaying, outside-in, slicing glory for the pro to show "my angles, my planes, my grip and my pains."

He drew on the screen with boxes around my head, "Vs" on my arms, lines on my hips and you know what happened?

I got better.

I got A LOT better.

I got a lot better FAST!

The same thing happened with my prospecting and selling abilities when I recorded my phone calls and had my sales coach dissect my calls.

Reviewing both the golf videos and sales calls with an expert felt weird...awkward...even embarrassing.

But I wanted to excel at golf—and I wanted to excel at sales—so I made myself vulnerable.

Who's recording and analyzing your efforts to become excellent?

Would you like some help?

Market like you mean it.
Now go sell something.