Brandon L. Clay's Blog, page 17

I'm Ready, Put Me In Coach!

I was quite the athlete when I was young - football, track, but my real sport was basketball.   They called me Dr. Clay in homage to Dr. J!  I had another nickname, but that will have to wait until another time. Each summer, there would be tryouts for the team.  Those of us that were already on the team would sit on the sidelines (wearing our varsity jackets in 89 degree weather!) and watch the dozens of people trying to make the team. The tryout would begin at 8am sharp.  The coach padlocked the door and no one could get in and no one could get out. He would put them in two lines and have them shoot layups - the easiest shot in basketball.  It would be the only shots they would take. The rest of the tryout was a series of drills.  He would pair them off and have them do a chest or bounce pass.  They would have to stand in a squat position with their hands up moving their feet pretending to play defense.  Then they ran...and ran...and ran some more.  I was tired just watching. Two hours later, he blew the whistle and sent them home and told them to look for their names on the list tomorrow morning.   I went up to the coach and asked,  "That's it?  No scrimmages...no game simulation or even a free throw?"  "I have seen all I need to see," he replied.  He must have seen the look on my face.  I was team captain (hey, I have always been a leader!) and insightful so he gave me a little more; "Ok Clay, I will tell you my secrets to identifying who would be an asset to the team;   Can they be on time.  I don't care if George Gervin (its the 80's!) is on the other side of that padlock, if you can't be on time for something that is supposed to be important...I don't need you! Can they do the fundamentals.  Shooting a layup may not show me they can make a longer shot, but it shows me their form - their potential.  They can develop the other shots through coaching and practice.   Can they master what matters most.  For every shot taken in a game, 6 passes are made.  I want to be sure they can do the majority activity with accuracy. Can they dig deep when challenges come.   Running the suicides tells me about their heart .  I can tell when a kid is acting tired when they have more to give...and I can tell when someone is giving me everything they have got. The next day, we all ran to look at the list on the school bulletin board.  The guy that transferred from another schools team didn't make it.   The guys were shocked and surprised... I wasn't. We had played pick-up games with him and he was very talented, but didn't always "play hard".  I remembered that coach had told me," "Heart is 1st...talent is down the list". The following summer I coached a little league team for the Boys Club (I was only a few years older than the players...hey, I have always been a coach!). The first practice? Layups, passing, laterals...and running, running, running.  I made my list and checked it twice.  Now that I have been doing this for 35 years... I'm Ready, Put Me In Coach!  Are you ready?  Until tomorrow, I wish you Money, Power, Success!

Back to Business!

Happy Monday! If someone asks you "how is business?" How do you answer? Do you give an answer based on your production?  Or do you tell them about  your business?  What is the difference between being a producer and running a business? Mindset. Taking care of business means you must get out of the producer mindset or employee mindset and become a business person - focused on being highly effective, driving new opportunity, and taking P & L (Profit and Loss) responsibility for all your efforts.  If you are working for a Fortune 50 company with thousands of sales people, if you are part of a call center conducting telephonic sales, or if you are a Lone Ranger in the field - you are running a business .  A word to those that are employees responsible for bringing sales into a company.  The next several Daily Sales Crumbs are for you, too!   Your employer is making a big investment in you and deserves and Return on Investment (ROI).  In order to receive promotion on the job (and in life), you have to give more than the environment requires.  What if it were your business?  How would you want you (the employee) to be on the job? I venture to say you (the business owner) would want you (the employee) to be excellent - that means being on time, smiling, managing your time, being effective and taking a "stakeholders" view of your time on the job.  Sure, some of you (the employee) will just be passing through, but if you (the business owner) were paying you would want that time to be valuable for both parties.   For those that are independent sales people, the viewpoint is similar... If you were hiring a sales person to represent your company , what qualities would you look for?  How would you write the job description?   You would want them to begin work on time each day. You would want them to be a positive extension of your company...your brand. You would want to them to maximize each client interaction and help you market the companies products without a dependence on "free leads" (they aren't free if you are the owner!).   The real question for everyone, regardless of where you find yourself in the equation...   Would you hire you? A harder question... Would you fire you? Ok. That wasn't very fair so don't answer that one...just yet! I am not trying to play mind games, but I am trying to define your mindset. 
If you did have a good employee with great potential that was not performing as desired, you would not fire them...you have already made a great investment in them... You would coach them...right? That is what we are going to do over the next several DSC (short for Daily Sales Crumbs)...we are going to help you become your companies best employee - even if you are the business owner!  It is time to get... Back to Business! Until tomorrow, I wish you Money, Power, Success!   Next Time: I'm Ready, Put Me In Coach!

The Journey - The Best Is Saved For Last!

When you think of Dynamite...who do you think of? J.J. from Good Times? Or Alfred Nobel? Nobel was the inventor of dynamite and also the Nobel Peace Prize for which he left the majority of his estate to ensure that he had a positive... Legacy.   For you and I, legacy is about what we are doing today that will outlast us...it will inform the generations to come about the past that made their future possible. It is a "pay it forward" mindset.
When Passion, Commitment and Something Worth Fighting For come together, it will take you through the first three stages and mandate you make it better for the next group through legacy.  You can't make the challenges go away but you can blaze a path for them to follow.  Like sales.  LeRoy as been with Guardian Group the last couple of years mentoring the future sales leaders.  He does it tirelessly and I have witnessed them coming to see him, after hours, "2 by 2" for the words of wisdom he can impart. He never rushes and sometimes takes hours to make sure they can implement the concepts. He treats them all like "powerful champions" and those moments are not forgotten by any of them...
During the recent Guardian Group awards, where he was inducted into the Hall of Fame, two of the highest young achievers recognized him as a major contributing force to their personal success.  He is truly the LeRoy from Sales Crumbs from the Master's Table. Legacy. When he initially told me about his induction into the Hall of Fame, I had the inspiration to commit more of his wisdom to paper... I told him,  "It is one thing to have your picture hanging in a corporate museum, it is quite another to have your words living in someone 100 years from now."  Thus, Lunch with LeRoy was written. Legacy. This is how most of us will leave a legacy. Children...grandchildren...great-grandchildren. College tuition, giving hands away in marriage and a shoulder to cry on at the critical stages of life... Moments and memories that define who we are as people. Legacy. For me, for LeRoy and for you...the Journey Continues... The Best Is Saved For Last! Until tomorrow, I wish you Money, Power, Success! P.S. Passion, Commitment and Something Worth Fighting For also remind me of a very special group- Mothers. I no longer have my mother with me physically, but she is here mentally and spiritually...she lives in me. My sense of humor and ability to connect with others - my momma. The ability to bounce back after something crazy happens - my momma. The love of people and a willingness to help anyone - my momma. I am her Legacy. While my dad is a great guy that gets credit for many of my gifts (and my hairline!), my mother was the day-to-day warrior that held it all together. I know the sales mothers out there are pulling triple duty to build a career and a family and while not easy...passion, commitment and something worth fighting for will see you through. Happy Mothers Day to my wife, my moms and all mothers...you are amazing.Available On Amazon! Available on Amazon!
Allow LeRoy to conduct 20 lunch time sessions with you in the new release Lunch with Leroy!
Read First 3 Chapters
Read the classic sales parableSales Crumbs from the Master's Table...inspired by LeRoy Shuffler!
Read 1st 3 Chapters! 

The Journey - Search for Significance!

I love rollercoasters. Especially the old wooden ones like the Scream Machine at Six Flags Over Georgia.  When it first opened, you had to stand in line 2 hours to get your hand stamped...to come back and wait 2 more hours.  It was their most popular ride. I did it gladly.  Several times! When it got a little older and newer rides like The Cyclone and Superman were more popular, we old purists would still go ride the Scream Machine.   Nostalgic...yea...but old girl can still give you a major thrill...she still has the stuff. Late at night when the park crowd dissipated, you could clap and shout at the end of the ride and if the conditions are favorable and fortune smiles... They take you around again! The second ride is always better...because you didn't expect it.Sometimes life lets you ride again... In 2010, LeRoy was 74 years young.  He had done some amazing things and lived an eventful life.  He and Pamela had been together 52 years and had 8 kids who provided them more grandchildren and great-grandchildren than I can keep up with. Thanksgiving and Christmas are total madness. We would sit for hours talking about sales and our philosophies.  There were people, who were still active in the business, constantly seeking his advice.  Occasionally, he was invited to speak on programs with Prime Ministers and important civic and spiritual leaders.  It was a good life but I could tell he wanted something more... Deep down I knew he wanted back in the game...he still had plenty of gas in the tank...more to give. "Why don't you write a book?" I asked him at Christmas. "You have great wisdom to impart and the things you have done are significant in your country, the Carribbean and the insurance industry."  I knew I had hit a nerve with the word "significant"...though we didn't speak about it.  The Search for Significance. That is what we all want after a life of service and commitment.  Not that we are seeking adulation or attention.  It is to know that our life mattered.  To leave a mark that we were here and that our life stood for something.  That we made the world a better place. At that moment, something inside of me said, "you write it".  It was the unmistakable voice of destiny that we can hear if we are quiet enough and the motives are pure. Two weekends later, Crumbs from the Master's Table was written.  We immediately sent copies to his friends and former colleagues all over the Caribbean as gifts.  This wasn't conceived as a way to make money ...I had only written training guides and one self-development program.  I didn't fancy myself an author.  It was to honor LeRoy for his service to a profession that I also believed in. Strange thing happened...orders for the book starting coming in quickly and what was only supposed to be a vanity book became an industry hit.  The book resonated with people from all industries, walks of life and stages of sales development - from the newbie to the wounded warrior to the successful veteran.  Sales teams started using the Daily Crumbs as a lesson planner theme for the day. Agents who were on the verge of quitting and giving up on sales found the strength to give it one more try... That simple book reminded all of us in sales what it means to be new...to be struggling.  To have someone reach back and mentor us through those scary times, leading us to the first signs of success. The book is autobiographical...for me, for you...and LeRoy.  At the end of the book he goes back to train another round of professional sellers.  Life imitating art...  The effects of the book were so great, and the impact he could still have was so evident that Guardian Group hired LeRoy as a consultant to help them increase sales in Trinidad. He was back in the game...the ride was going to be even more exciting this time around...no longer in the... Search for Significance. Until tomorrow, I wish you Money, Power, Success! Available On Amazon! Available on Amazon!
Allow LeRoy to conduct 20 lunch time sessions with you in the new release Lunch with Leroy!
Read First 3 Chapters
Read the classic sales parableSales Crumbs from the Master's Table...inspired by LeRoy Shuffler!
Read 1st 3 Chapters! 

The Journey - New Levels of Success!

Happy Friday! I told you a few weeks ago I was doing the Spartacus Workout.  A body-weight infused, 40 seconds on...20 seconds off punishment from the pits of Hades. I love it... Why? Progress!  New Levels of Success. Yes, I could keep running 30-40 miles a week or ride the stationary bike for an hour.  A good workout, but it has become "easy"  I need a "summertime in Cabos" body...ripped...49 and fine! Sometimes success can lull us to sleep and make us think we have "arrived" and that we are through growing and stretching... Until something shakes us. Like LeRoy in  1975.  The political environment in Guyana had become challenging, and though he was enjoying a very high level of professional success, he knew he could not remain and do the things he had envisioned for his family. He did the scariest thing he has ever done...he packed up the family to leave the country of his birth, Guyana.Coming to America!
The story is famous amongst the children about their journey and arrival to America.  Amazing how the passage of time makes things seem less traumatic.
The first struggle was going from the temperate climate of home to face the fierce winters of Ohio.   They left behind all the comforts of home to follow their father... who was following his instincts.
Remember we said it takes three things to progress from struggle to success; Passion, Commitment and Something Worth Fighting For?
It takes a strong woman to hold it down in a new land (with 8 kids!) while the provider flies all over the world for weeks at a time.  A shout out to the MVP's - (remember our recent series on Sales and Marriage?... click here for archive)
LeRoy and Pamela knew success required sacrifice.  It is for a season but will take you to new levels of success.Despite the culture shock of a 70's America, LeRoy set out to conquer a set of new challenges and he built a reputation as a molder of great sales professionals and high achieving organizations.
It took him all over the world to impact countries... from the Caribbean, to America to the Middle East.  In some circles, his name is legendary. 
Sometimes confident... sometimes conflicted about his choices, but he shows no signs of the struggles, failures and challenges he has experienced.  Through the fire, but no smell of smoke!
That is what makes us human... not always knowing... while we are doing.
Are  you successful today? Better question...Are you doing all you can with the gifts you have been given?  It is one thing for you to have financial success, great relationships, and good health but is there more that you are here to do? Don't rest on your laurels...success requires sacrifice.  It is for a season but will take you to New Levels of Success. Is there a New Level of Success calling you? I have a sneaking suspicion there is...and it is time to bust a move. 
Until tomorrow, I wish you Money, Power, Success! Next Time: The Journey - Search for Significance! Available On Amazon! Available on Amazon!
Allow LeRoy to conduct 20 lunch time sessions with you in the new release Lunch with Leroy!
Read First 3 Chapters
Read the classic sales parableSales Crumbs from the Master's Table...inspired by LeRoy Shuffler!
Read 1st 3 Chapters! 

The Journey - Dire Straits!

I used to conduct financial workshops (an early Dave Ramsey) and I would ask a question... Would you rather dig ditches every day for 10 years and at the end have $1 million dollars or a one shot lottery ticket for $10 million? How would you answer? Surprisingly, the majority of people chose the lottery ticket.  Mind you, I have just taught on the power of compound interest (Albert Einstein's rule of 72 to be exact).  While the small group tried to rationalize their decision, I understand people want the easy way out...  Money for nothing.  That is why so many people are in Dire Straits. Ok, my 80's pop culture Brothers In Arms will know the reference...the Mark Knopfler guitar riff...the Eric Clapton singing style..."I want my MTV" line in chorus...Now you remember! Struggle is not a punishment...it is a price.   Struggle is a seed of effort that returns a harvest of success. Every time you want to have more success, then get ready for more struggle. That's what LeRoy faced when he had reached the highest level possible with NCR and he looked for more success.  In his words; "On April 1, 1967, I resigned from NCR and joined ALICO Guyana to sell insurance. I understood and immediately found to be true, that there were no territorial restrictions in the insurance industry." An amazing thing about sales...there are no income limits, no restrictions, no ceilings on what you can accomplish. But you must be willing to struggle. LeRoy had to struggle with a new industry, struggle with new products and struggle to establish a client base. But he did not struggle with his confidence - he learned more about himself through his experiences that constantly reminded him that he was more than a conqueror.  Not just a conqueror, but more than... "Through my previous experiences and the new ones, I understood and mastered the sales process. I quickly rose to be among the top producers and started a meteoric climb through Unit Manager, Agency Manager, Caribbean Agency Director and ultimately, International Agency Director." Struggle had delivered him to the high place of success.Struggle is not designed to punish but to provide a predictable avenue to progress.   You have to have a big enough "WHY" something is important to you and why you will be tenacious in pursuit of your goals, dreams and aspirations. Don't wait on Free Leads...get on the phone! Don't expect the client to call you back...reach out today! That presentation isn't going to type itself...turn the computer on and get busy! I hate to burst your bubble...but there is no "Money for Nothing". Remember that the next time you have to dig deep to accomplish something, the next time the odds are against you, the next time you feel like giving up...the next time you are in... Dire Straits.  Until tomorrow, I wish you Money, Power, Success! Available On Amazon! Available on Amazon!
Allow LeRoy to conduct 20 lunch time sessions with you in the new release Lunch with Leroy!
Read First 3 Chapters
Read the classic sales parableSales Crumbs from the Master's Table...inspired by LeRoy Shuffler!
Read 1st 3 Chapters! 

The Journey - The 4 Stages of Struggle!

What happens when you try something for the first time? Beginners luck?  Maybe. It's called luck for a reason...random...fickle...indiscriminate. Or is the first time you try something best quoted as,  "If at first you don't succeed...try and try and try and try again."  We don't mind a $500 million dollar lottery winner every once in a while, but we love "rags to riches" entrepreneurs even better! For there to be justice, we all have to work for the things we want...we have to endure struggle as we learn new things. Like sales. When we last left LeRoy he was 26 and just had his 4th child (Hey Garfield!).  The need for more income opportunity prompted him to leave the security of a good job as an Airport Radio Operator into sales. He was hired by R.J. Shannon's National Cash Register's (NCR) Trinidad Ltd. He admits he was scared but resolute, knowing he had much at stake. He recalls his indoctrination into sales; "Three weeks of classroom drills, followed immediately by three months mentoring in the field in Trinidad, gave me a powerful foundation into that business and the raw materials to be successful.  I went back to Guyana, a Gold Calling robot with a sincere smile as my greatest asset." He quickly excelled in NCR and was selected for a leadership position.  When asked what he would tell a new person to sales to accelerate the "struggle to success" curve he answers, "Have as many learning experiences as possible in the shortest time possible.  That will take you through the 4 Stages of Struggle, more commonly referred to as the 4 Stages of Competence, more expeditiously". You have likely heard of the 4 Stages of Competence before:     While the other new recruits were trying to figure things out, LeRoy was in front of a prospective client by 8.00am every day and going to the office only if there was a meeting or some kind of administrative work needed.   "I was on a mission and did not have time to waste!"  That commitment to activity left him rejected many times, frustrated with the process, and spinning his proverbial wheels as he went through the 4 Stages.   The reward of that tenacity: Each challenge overcome made him a little smarter, each rejection made him a little tougher, and each sale gave him a view into his higher authentic sales voice.   Before he knew it...he was conscious of his ability and competent which lead to confidence.  The first leg of the struggle was over. What about you? Are you having enough experiences to work through the 4 Stages? Don't be timid... Be fearless enough to be a little lost in the learning, be resolute enough to be a little awkward in the doing (for a season), and persistent in temporary failure to allow for the process to deliver you to a higher state of success...all from  The 4 Stages of Struggle.  Until tomorrow, I wish you Money, Power, Success! Available On Amazon! Available on Amazon!
Allow LeRoy to conduct 20 lunch time sessions with you in the new release Lunch with Leroy!
Read First 3 Chapters
Read the classic sales parableSales Crumbs from the Master's Table...inspired by LeRoy Shuffler!
Read 1st 3 Chapters!

The Journey - The Struggle is Real!

"The Struggle Is Real". That's the phrase the hip young folks are using these days.  I'm hip, maybe I can join in... 
I am struggling with my golf game. I am struggling to lose these last 10 lbs. I am struggling with the last few pages of a new training guide.... Struggle.
 I have watered the definition of struggle down to the point if I have to fight to keep from eating a $4 cupcake, I call it a struggle. I needed a new perspective...so I went to Webster (not Emanuel Lewis, but the academic Webster - the dictionary guy).  Here's what he said; 1.  to contend with an adversary or opposing force.
2.  to contend resolutely with a task, problem. 3. to advance with violent effort. Now I get it...real struggle has to mean something is at stake.   Struggle is supposed to deliver you to a higher level...it is supposed to help you change... To Get Better. I figured out that to be really ready for the change that struggle brings, you have to have three things;
 #1 - Passion
A young LeRoy sees a beautiful Pamela and passion strikes.  Not the kind of passion that is a passing fancy but one that strikes a man as a "destiny moment".  He knows he as to move quickly and resolutely.   He is ready to contend with any adversary... or opposing force...#2 - Commitment Meet the opposing force... Pamela is young, beautiful and smart enough to know that passion might demonstrate the desire, but is not sustainable without commitment.  In his moment of passion LeRoy made a commitment, "Be with me and you will never want for anything". Pamela answers softly but firmly, "To have anything of great value takes more than idle chatter...You better put a ring on it!"#3 - A Reason to Fight
Passion and commitment always produce results....for LeRoy and Pamela, 8 of them in fact! (That is my passion on the far right!)
LeRoy was an Airport Radio Operator with a fixed income.  While it was a good job, and a childhood dream, it was obvious it was not going to help him keep his commitment...his promise.
As with many young married couples, they were happy, but struggling. The need for change drove him to do something that at the time seemed unthinkable and friends and some family thought him mad...
He quit that "secure" job to get into sales.
Thus the beginning of a new struggle...What about you?   The first question I ask sales people is "Do you love sales?"  Do you have a passion for service and interacting with people to solve problems or meet a desire? Are you committed to the profession?   Are you ready to do the "hard stuff" that it takes to get to the "fun stuff"?  The client you laugh with today over tea would never have meet you otherwise...right? Face it, passion and commitment aren't always enough... Do you have something worth fighting for?   
Do you have something on the line that will make you "Get Your Webster On" and contend with an adversary...get resolute...and advance come hell or high water?  What ever it is...I am encouraging you today, like LeRoy to fight ...
Don't be afraid to move out of your comfort zone into the struggle zone...that is what it will take to advance, because.... The Struggle Is Real. Until tomorrow, I wish you Money, Power, Success.
Next Time: The Journey - The 4 Stages of Struggle! Available On Amazon! Available on Amazon!
Allow LeRoy to conduct 20 lunch time sessions with you in the new release Lunch with Leroy!
Read First 3 Chapters
Read the classic sales parableSales Crumbs from the Master's Table...inspired by LeRoy Shuffler!
Read 1st 3 Chapters! 

The Journey - SSSL!

Happy Monday! Greetings from Trinidad...90 degree weather, ocean breeze...tough work but someone has got to do it!  I am here for a couple of weeks because of this man. Who is he? Delta Force knows...big shout out to an awesome Guardian Group sales team in Trinidad! They know him as a flesh and blood selling and training legend. Most of my Daily Crumbs folks know him as the "fictitious character" LeRoy from Sales Crumbs from the Master's Table. He was the mentor to young Matt over 20 lunch sessions...awesome book if I do say so myself.  5-Star rating on Amazon means sales people from all over the world think the same thing! His full name is Conrod Athelstan LeRoy Shuffler.  Here is his quick resume;50 year sales professional with a truly international resume of success.Married 55 years...to the same woman! 8 children, 19 grandchildren and 6 great-grandchildren (hope I didn't miss any!)Enjoys great health and unbounding energy at 76 (77 end of this month!) Instrumental in helping Guardian Group of Trinidad orchestrate it's single greatest revenue year ever in excess of 300 million in premium...more than all the other insurers combined!Check out this 3 minute video I can hear some of you... "Ok, Brandon...that was great and touching...really, it was.  LeRoy is successful, has lived a charmed life, has been immortalized in books and now a Hall of Fame induction.  I wish that were me." It can be! "How?  Look at how awesome he is and life must have surely been easy for him given all of his talents, charisma, and ambition." LeRoy would be the first to tell you that his journey has been a road of great struggle to success .  Then a drive for significance...to make a difference in the world and the profession of sales. Now the pull is to leave a legacy for sales generations to come. His journey is far from over, but I will use his life as a crystal ball for all of ours.  To show you that life can be filled with trials, tribulations and triumphs...and a surprise or two along the way. Struggle...Success...Significance...Legacy. To leave a legacy is what we all want in life.   Yes, we may be so stuck in struggle that we cant see past this months mortgage or the next 100 cold calls.  We may have just hit six-figure success and haven't looked outside our window to see others challenges.   Strange thing about life...the things we can't change we simply have to outlive. As the video says. Keep Living. I just wanted to show you the "Happily ever after" before I showed you the "Once upon a time". Struggle comes first. Until tomorrow, I wish you Money, Power, Success!Next Time: The Journey - The Struggle Is Real! Available On Amazon! Available on Amazon!
Allow LeRoy to conduct 20 lunch time sessions with you in the new release Lunch with Leroy!
Read 1st 3 Chapters
Read the classic sales parableSales Crumbs from the Master's Table...inspired by LeRoy Shuffler!
Read 1st 3 Chapters!

The Journey: Your Destiny Calls!

As we reviewed yesterday, your character is the sum of your thoughts, words, actions and habits.  Character becomes your Reputation with others.  It is the interaction with people who need you and you need them that help craft your Destiny. That process is not spooky or outer worldly...it is mathematics.  The Transitive Property of Equality - don't be impressed, you know it...  If A=B and B=C...then A=C  Thoughts = Character = Destiny I am in sales... "Duh...I couldn't tell it from the last few weeks!" Hang on...hang on...things aren't that simple...I am trying to take you deeper.   I have been doing it for 30 years and predominately in one industry for 17 years.  I have built a Reputation for strategy, knowledge, motivation, and integrity.  I get great results while creating an environment of inclusion and fun. It aint easy being me!   I recently updated my LinkedIn profile.  It was 3 years old and I never paid any attention to it. The first week a few people I hadn't seen in years connected...it was fun to catch up and reminisce about old times The next few weeks more people reached out...a couple I hadn't heard from in over a decade...great to see them so successful...I had trained and mentored them. Then people began "endorsing" me for my talents...my reputation as they saw it. In the last two weeks, I have been offered several consulting opportunities and companies have been buying blocks of books and inviting me to speak. My Destiny is Calling! Strange thing about life.  It look like chaos when you look through the front windshield, but when you peek in the rear view mirror - you can see how the dots of your life connected. In hindsight, what was once chaos begins to look logical...ordered.  "The rearview mirror is always clearer than the windshield." Warren Buffet Little wonder the windshield is a 100 times bigger than the rear view mirrors...you have to keep looking forward!    You have to control your thoughts...right now!  As you look out of the windshield of your life...they will become the moments of the immediate future.  They will become your Reputation and they will govern what people say when it is time to "endorse" you.   When you look at where you are and where you want to go make sure your thoughts today are preparing you for when... Your Destiny Calls! Until tomorrow, I wish you Money, Power, Success! Next Time: The Journey - SSSL!