Moran Pober is the founder of abd Assets and former soldier in the IDF — Israel Defense Forces. Moran has had extensive dealings with many entrepreneurial projects. He founded iTips, a Top 100 app in 100 stores around the world in the app store including the United States, Canada, and the UK. Moran has carried out extensive consulting assignments with many companies — and — his current company seeks to acquire equity stakes in companies with growth prospects with a view to assisting them develop managerially and strategically.
Mark Stoner, author of “BLUE-COLLAR GOLD: How To Build A Service Business From The Dirt Up,” has been in the chimney industry for 30-years. He ran a one-truck company for 18-years until 2003, when he changed his path and built a multi-million dollar chimney company only a few years later. Mark is the current president of the Chimney Safety Institute of America, is the past vice president and treasurer, and has also served as the National Chimney Sweep Guild Ethics Committee Chairman. Mark was also featured on Season 2 of the CNBC-TV series “Blue Collar Millionaires.”
Stephen is the CEO of Predictive ROI and the host of the Onward Nation podcast. He is the author of two bestselling books, speaker, trainer, and his digital marketing insights have been featured in SUCCESS, Entrepreneur, The Washington Post, Forbes, Inc. Magazine, and other media.
Good Morning, Onward Nation and welcome to Episode 480 – this week’s solocast.
And I am so fired up for this discussion – that I can hardly wait to share a major win from one of our Predictive ROI clients and avid listeners!
No hyperbole – this win is really off-the-charts amazing.
Here’s a brief backstory.
Many Onward Nation listeners are business owners whose primary focus each day is to drive business development for their company. To drive new revenue, from new customers, and within new markets.
All of that is consistent with the small business revenue data we consistently see…that points to how 43 percent of owners are cite growing revenue as the top challenge within their company – so – winning at biz dev needs to be at the forefront of an owner’s vital priorities.
And breaking down the 43 percent for a second – that number – 43 percent – represents over 12 million business owners in this country who are concerned about growing revenue.
One of the proactive and super successful biz dev strategies proactive business owners have implemented is to put a podcast out in front of their core business – and then – to use their show as I like to call, a Trojan Horse of Sales – meaning – their podcast drives new client revenue into their core business by opening up biz dev relationships with the guests they interviewed for their show. Very smart and my Predictive ROI team are experts at helping owners of business-to-business professional services firms drive hundreds of thousands, if not millions of dollars in new revenue into their companies, through our Podcasting for Profit System. It is awesome.
If you haven’t started your own podcast – but – you like the sound of having a Trojan Horse of Sales out in front of your business – then I encourage you to go back to Episode 445 of Onward Nation for the full recipe – in complete transparency – so you can take and apply all of the step-by-step ingredients.
And then, a couple weeks ago, I took our biz strategy even deeper during Episode 460 by taking you on a deep dive into how to get a $10,000 to $100,000 sponsor for your podcast.
But – I want to make sure I am very clear here – the recipe I shared in Episode 460 was not my recipe. It is a recipe I learned directly from the brilliant and super talented Linda Hollander. Linda is one of today’s leading authorities on how to sell sponsorships to top tier sponsors – and – our incredible guest on Onward Nation and she was kind enough to let me pick her brain for Chapter 16 of my upcoming book. Thank you, Linda – you are a rock star!
Now, Linda’s sponsorship recipe is not just any recipe – it’s a recipe that can help you sell a $10,000 to $100,000 sponsorship for your business.
Again, no hyperbole. It is truly that awesome.
Here…I’ll prove it.
Dave Mammano, a three-time guest here at Onward Nation, host of the Avanti Entrepreneur Podcast, and one of our Predictive ROI clients…decided to sit down and really study Episode 460. He wanted to learn from Linda all about how to get a sponsor – and then – what did he do?
He immediately…and I do mean immediately, Onward Nation…he immediately applied what he learned. He went to work creating what Linda calls the “Sponsorship proposal.”
He then emailed me the draft and I could see that he had applied Linda’s insights and wisdom exactly as she had recommended.
He wrote his story – he shared insights into the good – the challenges along the way – and all of those things that make Dave the amazing, awesome, and incredible business owner he is today.
He talked about his previous company that he recently sold and the story behind his latest venture. All in brilliant storytelling form.
Dave’s proposal also included details about his podcast, his YouTube channel, and all of the other ways he communicates with his growing nation of true fans within in his community.
And when he was all done – he went out and started to sell it.
Then Dave called me a few days later and let me know that he sold a $30,000 sponsorship to the company called, Paychex.
Yes, Onward Nation – Dave sold a $30,000 annual sponsorship that stretched over his podcast, YouTube channel, all of the other properties within his business.
Definitely an incredible result outcome for Dave – but – it is also a real testament to the community, purpose, and high-quality content his Avanti Entrepreneur team are building.
And one of the most incredible aspects of the sales process is that the negotiations with Paychex were never about monthly downloads, website traffic, social media shares, or email optins.
Instead, the focus was about aligning the Paychex brand with Dave’s content and his ever-growing nation of true fans because both companies serve the same customers.
So Onward Nation, your ability to sell your own $30,000 or even a $50,000 sponsorship, or a $100,000 sponsorship rests solely on you creating “properties” that attract the prospects and customers who your sponsor wants to be doing business with – and – that you create the type of culture a prospective sponsor wants to be aligned with.
That should be your biz dev strategy, Onward Nation.
And of course, it’s exciting to think about building a YouTube channel with hundreds of thousands of subscribers or a super popular Instagram account.
But for most small business owners…becoming Internet famous…is not what is going to move the needle…and it shouldn’t be your vital priority.
To be clear…I am not saying credibility on social media doesn’t matter…but…what I am saying is that just because you don’t have a million followers, doesn’t mean you can’t build an incredible core business where sponsors will absolutely want to pay you $50,000 to be part of the special relationship you are building with your customers and nation of true fans.
What you do need above anything else is the confidence to know that it is possible.
That you can do it.
That you can be successful.
That you can deliver value to a sponsor.
That you have built an audience, a customer base, a loyal following – no matter the size – who value you, who love you, who appreciate your opinion, your insights, and they look to you for guidance. How amazing is that, right? You have so much to be grateful for.
Okay, let’s bring Dave’s success, and how you can do it too, back into focus.
I didn’t want to get you all fired up – and encourage you to go out there and start selling – without taking an opportunity to arm you with even more strategy and step-by-step process.
Yes, the recipes provided in earlier episodes will provide you with the right tactical ingredients – but in addition to Dave’s success story – I also received feedback from other listeners who felt they needed more detail. In fact…they wanted a lot more detail.
When I shared Dave’s story with them…they encouraged me to ask him to come back to the show and take us step-by-step through each and every detail that he experienced along the way.
Great push back, Onward Nation – thank you.
So I asked Dave – and – he agreed to come back and share each and every step…all the granular detail.
How he wrote his story.
What he decided to include or exclude.
How he designed the Pitch Deck or the visual format of his proposal.
How he presented it to Paychex.
And every detail in between.
Dave is going to share his story with you in full transparency because hearing his words may help move past any of the reservations – any of the hesitancy – any of the fear you may be feeling – that may be holding you back.
And we are going to air that interview two weeks from today, Onward Nation…Episode 490 on Wednesday, May 10th. Be sure to listen…download it…share it with other business owners who you think can benefit from the recipe…this biz dev strategy could be a game changer for your business and my hope is you will take advantage of it right away.
So, Onward Nation, here’s what I want to leave you with today.
The key to success with this biz dev recipe, or any of the biz dev recipes we share here, is to get out of your own head, to allow yourself to study this recipe, and to give yourself the opportunity to apply it.
Who cares if the first prospective sponsor you approach says no?
So then you make some revisions to your proposal and you keep right on going.
Just think about all of the studios and production companies that told George Lucas no – that his idea for Star Wars wasn’t going to go anywhere.
Or, the many editors from many publishers who told JK Rowling that her story about a young boy, a wizard named Harry, didn’t have what it took to be successful.
Well, billions and billions of dollars in sales later, and we all know what happened when the creators of Star Wars and Harry Potter believed enough in their purpose and vision – amazing things!
Will your business enjoy similar success?
I don’t know – but the point is – the only way you will know for sure is if you get out there and try.
Some sponsors will say no – but all you need is 1 to say yes.
Be sure to listen to Episode 490 that will air two weeks from today – May 10th – and you will get the exact roadmap – the exact recipe from Dave Mammano’s success.
So with that said…I want to say thank you.
Thank you for being here and for making Onward Nation what you listen – what you study – and maybe what you take with you on your morning run – or your daily commute.
However we fit into your compressed schedule – I want you to know how much I appreciate you sharing some of your invaluable time with me today.
And I encourage you to listen to tomorrow’s episode with Mark Stoner, who built and scaled his business from a one-man operation to now being featured in the primetime television show Blue Collar Millionaires on CNBC.
You will not want to miss, Mark, Onward Nation. He is rock solid awesome!
Until then – onward with gusto!
Tom Hogan is the author of “THE ULTIMATE START-UP GUIDE: Marketing Lessons, War Stories, And Hard-Won Advice From Leading Venture Capitalists And Angel Investors,” has more than 25-years of marketing experience, including roles as vice president of marketing at Oracle, Borland, Lucent, and VitalSigns Software. As Oracle’s original creative director, he managed the global advertising, direct marketing, seminar/trade show, and creative departments.
Dr. Paul Zak is the author of the new book “TRUST FACTOR: The Science Of Creating High-Performance Companies”, is founding Director of the Center for Neuroeconomics Studies and Professor of Economics, Psychology, and Management at Claremont Graduate University. He was part of the team of scientists that first made the connection between oxytocin and trust. His TED talk on the topic has received more than 1.4 million views. Paul is also the author of “The Moral Molecule”, has appeared on ABC World News Tonight, CNN, Fox Business, Dr. Phil, and Good Morning America.
Dr. John Hayes was introduced to the franchise community in 1979 while an assistant professor at Temple University. Dr. Hayes has since been a franchisee of several concepts, a franchisor of a major American franchise company, and a consultant for franchisors in the U.S. and abroad. For more than 25 years he has taught “The A to Zs of Buying a Franchise,” the most popular symposium at the International Franchise Expo. Dr. Hayes has also written several books with franchisors, including “Start Small, Finish Big, Fifteen Key Lessons to Start-and-Run Your Own Successful Business,” with Fred DeLuca, the co-founder of Subway Restaurants.
Kevin Van Eekeren started his career as a logistic officer for a S.W.A.T. team, that gave him insight into the criminal justice world and he soon found that training S.W.A.T. teams was the best way to reduce the use of force while ensuring national security. Fulcrum Tactical was born out of that idea and within 18 months he took it from a charity to a for-profit company. He started investing in startups on the side but focused on Fulcrum Tactical and his new venture, Fulcrum Farms, a sustainable farm producing high-quality meat and eggs for families and restaurants in the Chicagoland area. After 6-years Kevin sold Fulcrum Tactical and moved on to investing in startups full-time by starting Fulcrum Investing. He is also the co-host of a podcast called “The State of Logic.”
Lolly Daskal is the founder of Lead from Within, a global leadership and consulting firm based in New York City. With more than 30-years of experience in her field, Lolly is one of the most sought after executive leadership coaches and leadership consultants worldwide. Lolly has worked with a top-shelf roster of clients, including many Fortune 500 companies and organizations of all sizes in a wide range of industries. Lolly uses a heart-based leadership approach designed to help people achieve their full potential to make a difference in the world. Lolly was named one of the Top Leadership Experts to Speak at your next event, and Top 50 Leadership and Management Experts by Inc. Magazine — and — The Huffington Post named Lolly the most inspiring person in the world.
Amy Bruske, author of BUSINESS IS BUSINESS: Reality Checks for Family-Owned Companies, is the president of Kolbe Corp and leads seminars for business leaders throughout the world. She was recently named Business Owner of the Year by the Phoenix chapter of the National Association of Women Business Owners (NAWBO).
Sara Taylor is the president and founder of deepSEE Consulting. She is a nationally-recognized speaker and consultant specializing in the areas of leadership, diversity, and organizational effectiveness. With over 25-years of experience, Sara balances her real-life anecdotes with research-based theories to deliver for her reader what she delivers for her clients.
Tony Grebmeier is a builder. While most well-known for building a multi-million dollar business with his childhood friends, it is Tony’s mission to build a community where struggling entrepreneurs know they can achieve anything they want despite their past. In 2001, he built his second supplement company, ShipOffers, with two of his childhood best friends. Fifteen years later, ShipOffers is an eight-figure business that has been an Inc. 5000 Company for the past three years. In 2015, Tony launched his podcast, “Entrepreneur Unplugged” to bring together his loves for business, radio, and life. Tony welcomes guests to share to-the-point, actionable tips for business success, but also share their journey in an authentic and transparent way.
Jared Nichols is a deep futures strategist, executive advisor, speaker, and coach. He provides the tools to help business owners and their organizations gain competitive advantage, seize new market opportunities, drive in new revenue, and increase profits. Jared is also the host of the small business podcast presented by the National Small Business Association entitled, “The Road Ahead: Small Business in the 21st Century”, which focuses on practical tips and insights for small business owners on how to create growth in a volatile and uncertain environment.
Stephen is the CEO of Predictive ROI and the host of the Onward Nation podcast. He is the author of two bestselling books, speaker, trainer, and his digital marketing insights have been featured in SUCCESS, Entrepreneur, The Washington Post, Forbes, Inc. Magazine, and other media.
Good Morning Onward Nation – I’m Stephen Woessner and welcome to Episode 470 – this week’s solocast.
And it’s during these weekly solocasts that I tend to go deep into tactics…where you and I get our hands dirty…where we cover a series of step-by-step business building recipes that oftentimes focus on scaling, sales, lead gen, hiring, or other business development topics that can help you move your business onward to that next level.
But today I am going to turn the tables…on you and on me.
I’m still going to share and teach but it is going to be from the perspective of a guest on another podcast. The Avanti Entrepreneur Podcast, which is hosted by my good friend, Dave Mammano, a three-time guest on Onward Nation.
Dave recently launched his own podcast and he already has listeners in 67 countries – and – his show has been a major source of new revenue for his business.
When Dave invited me to be a guest on his show – I said – “Heck, yeah, I want to do that!”
What I love about Dave’s interview style – and I think you will too – is that he is fun, energetic – but – he still asks the tough questions.
During the interview, Dave asked me to share the story and the lessons learned when Predictive ROI, my core business, lost $200,000 when we had to cancel a major live event. It was a major mistake and a very painful failure – and I share all the details with Dave. Nothing hidden.
Dave also asked me to share that proverbial moment from May 2015 when I decided to launch Onward Nation and the business case behind the show.
We even talked through some of the lessons and legacy I learned from my grandfather and how what I learned has shaped our company culture here at Predictive ROI.
Dave and I also dug deep into mentorship, how I meet one-on-one with all of my direct reports at Predictive ROI each week for mentorship lessons – and – how I have become a better mentor as a result of my accountability calls every Friday morning with my good friend, Don Yaeger.
And…I even share with Dave some of my experiences from working with nuclear missiles when I served in the United States Air Force – and – what it was like the one day my team and I had to rush into a silo one day to stop a missile from catching fire. Yeah – that was a rock solid awesome day to be sure, Onward Nation – but more importantly – it was from lessons like these that I learned that I have a real love and skill for troubleshooting and quickly solving problems.
Okay…so here we go…Dave Mammano…and me…on The Avanti Entrepreneur.
So there you have it Onward Nation. I hope you had as much fun listening to the conversation, as it was to record.
Dave is awesome…and if you haven’t listened to his show before this one…I highly recommend you visit AvantiEntrepreneurGroup.com for his other outstanding episodes and free resources.
So with that said…I want to say thank you, Onward Nation.
Thank you for being here – thank you for all of your support – thank you for all of your daily encouragement – thank you for all of the wonderful emails sharing what you like about the show – and just as important – sharing how my team and I can get better – how we can deliver even more value to you.
I appreciate the emails, the tweets, the Facebook posts, and all of the connection requests on LinkedIn. I want you to know how much you mean to me – how much you and what you share with us energize my team and me.
You and your feedback is the lifeblood of the show and so before we dive into today’s lesson – I want you to know how much I deeply appreciate you taking some of your precise 86,400 seconds you were blessed enough to receive today – and sharing your time – your most precious asset – and deciding to share it with me.
I wish you the best of success as you conquer big goals and challenges the rest of this week – and look forward to having you back here tomorrow when we will have the opportunity to learn directly from Jared Nichols – you will not want to miss it.
Until then…onward with gusto!
David Mattson serves as the CEO and President of Sandler Training, he oversees the corporate direction and strategy for Sandler’s global operations including sales, marketing, consulting, alliances and support. His key areas of focus are sales leadership, strategy, and client satisfaction. Under David’s leadership, the Sandler organization expanded domestically and internationally to over 250 offices in 27 countries around the world. He added numerous program offerings to Sandler’s training portfolio, including Enterprise Selling, Leadership, and Customer Service programs, along with Sandler Certification — and — David is a Wall Street Journal and BusinessWeek bestselling author.
Corey Kupfer has negotiated successful deals for over 30 years as an entrepreneur and lawyer. He’s the author of Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them. Corey’s clients include best-selling business author David Bach and Ajay Gupta, financial advisor to Tony Robbins. He’s committed to inspiring authenticity in business. He has facilitated workshops for Entrepreneurs’ Organization, Fidelity Institutional Wealth Services, AICPA, Citibank, Schwab Advisor Services, and numerous other organizations. Corey is also very active with many nonprofit and public interest organizations. For many years, he was a leader of the New York community of The Hunger Project, an organization that empowers people to end their own hunger.
Mark Walker has been a real estate investor since 2004 and founded Luxmana Investments in 2011. Mark has successfully overseen the operations of his own assets, and that of other investors, in Colorado, Texas, Florida and Illinois. This includes his involvement with MBP Capital and Catalyst Multifamily Management — a successful multifamily investment, management, and brokerage firm. During this tenure, Mark has had property management oversight of his Dallas area multifamily portfolio, while also assisting with acquisitions and dispositions of assets.
Kathy Kolbe is the author of the new book BUSINESS IS BUSINESS: Reality Checks for Family-Owned Companies and is also the global leader in discovering and accessing the power of human instincts. She has done the brain research to prove the relevance of her Kolbe Theory of Conation to individual and organizational success. Kolbe was the first person to connect conative behavior to instinctive drives, which she postulated as the source of the patterns of mental energy commonly known as a person’s “MO.”
Good Morning Onward Nation — I’m Stephen Woessner. Have you ever noticed how most people only pay attention to the final product of a successful business owner?
They say things like…“I can never be like them.” or “They got lucky.”
What most people don’t see is what the business owner overcame on their path to becoming successful.
All of the struggles. All of the daily rejections. The heartaches. The betrayals. The rumors. The criticism.
Even the empty bank accounts.
And all of those lonely nights while they worked hard to make their vision become a reality.
You see, Onward Nation, the only difference between the one who quits, and the one who doesn’t, is that the successful owner showed up every day.
The successful owner worked hard every day.
They hustled every day.
They learned from a proven mentor every day. They worked hard to improve every day.
They did all this…even though they felt like quitting…every day.
And eventually, they became who they are today…a successful business owner.
All of this is a very powerful lesson that I learned from Patrick Bet-David, founder and host of the popular YouTube channel, ValueTainment.
Onward Nation, if you haven’t already subscribed to Patrick’s YouTube channel, I highly recommend it.
Patrick is exceptional at teaching success principles and lessons you can apply immediately in order to move your business onward to that next level.
And during this solocast, we are going to dig deep into one of the fundamental – yet underlying principles that I just shared from Patrick. The principle is fundamental to success — but Onward Nation — it is also easy to miss, overlook, or to take for granted.
The principle is that there is no such thing as an overnight success.
There isn’t. No matter what industry — no matter what sector — the companies that have achieved sustainable success reached their pinnacle after years and years of perfecting their craft.
Successful people think about long-term wins – not short-term wins. It is about the long-haul, it is about endurance, and outlasting the competition not just for today – but for years and years down the road.
So I am going to share some examples to illustrate this powerful principle.
Because it is critically important to realize that success takes time.
Your success requires your full attention. Your success requires failure, it requires making adjustments, repositioning, trying again, failing again, reintroducing products, and maybe even being on the brink of collapse as was the case with Apple, before you finally, truly “make it.”
My hope for you is that you will celebrate the challenges and obstacles that are in your way right now.
With the right perspective – you will see them as the gift that they are. Each challenge – each obstacle – each setback – is actually making you stronger — if you let them.
Each embarrassing failure is forcing you to think differently — they are testing your commitment to your vital priorities, vital function, and your wherewithal.
Will you push forward — or will you quit, Onward Nation?
My hope is that you will always push forward and never quit.
There is no such thing as an overnight success. Instead, it takes persistence and tenacity over the long haul. The path to success often winds and swerves – and then ultimately – you make it – after 15 to 20-years of grinding it out and remaining focused on your vital priorities that you are then seen as an “overnight success.”
To that point, I encourage you to go back and re-listen to my interview with Verne Harnish in episode 205 and listen carefully to how Verne introduces himself to you, Onward Nation.
Verne says this is his 34th year of doing just one thing — helping companies scale up. His organizations and companies are devoted to this “one thing”…his books are dedicated to this “one thing” and even his family and friends are dedicated to supporting him be successful with this “one thing.”
The discussion with Verne is so compelling because he takes some time to dispel the overnight success myth by sharing some interesting data points and stories. One of those data points is that there are over 11,000 new companies launched every hour all over the world today.
Just think of that, Onward Nation…11,000 new companies an hour.
However, the vast majority of those companies will not be successful — they will lack the fortitude — the staying power to effectively scale their business. For example, Verne went on to share that of the 28 million businesses in the United States, about 24 million of the total are solopreneurs and will never scale up.
Most lack the resources — and I don’t mean just financial. Often times, as Verne shared, it is not a question of “how much do I need to scale?” but typically a question of who do I need to be in association with in order to scale up over the long haul.
Verne cited Apple and how the company had slowly moved along with their 25-year timeline — nearly collapsed — until Steve Jobs came back. At the time Jobs returned, they had 9,800 employees and were nearly broke.
And likely all of us know what happened following the iPod’s release in 2001 — but it didn’t succeed right away…in fact…the iPod floundered a bit for a couple of years.
But in 2003, it got some traction and now Apple has scaled to over 110,000 employees during the last 13 years. It would be very easy to forget about those first 25 years of trial, error, struggle, losing millions of dollars, nearly going broke, and then focusing on just one thing and doing it with excellence in the iPod — and then traction takes hold.
Success requires a disciplined effort over a long period of time.
Some people look at Gary Vaynerchuk, CEO of Vaynermedia in New York City, as this guy who came out of nowhere to leap in front of the social media space and is now super popular with a massive following. Couldn’t be further from the truth — and Gary would be the first one to tell you. His story is one of grit, tenacity, outworking the competition, and playing to win for the long term.
When Gary launched Wine Library TV — his daily show — for about the first year, his audience was really small…almost discouragingly small…but Gary didn’t quit. Then year two…then year three…then year four…then year five, and then year six.
Six years, Onward Nation!
Six years of producing a high-quality show of 20 to 30-minutes of engaging video content — every day — that’s what it took for Gary Vee to win.
Just think about that for a minute. The magnitude of content he produced. It is really easy to look at Vaynermedia today and become impressed with the success — heck — nearly 900 in NYC and five other locations across the United States — those are significant accomplishments.
But to me, and I suppose it is because I’ve had the rare opportunity to be Gary’s guest at Vaynermedia, to go behind the green curtain to interview him and to learn from him, I know that one of the things he is most proud of — and he should be — is all of the hard work, the struggle, the determination to make something out of nothing.
Gary truly enjoys the journey to success — and he would be another one to tell you there are no shortcuts to success.
And just because someone gets paid over $50,000 to deliver a keynote today — like Gary does — there is precious backstory there and it’s the backstory that is much more interesting.
Let’s take a look at the late Peter Drucker, arguably the godfather of modern day management.
Verne Harnish shared with me during our interview that of Peter’s 39 groundbreaking books, only 13 of them were written before Peter’s 65th birthday. Peter wrote twice the number of books after he turned 65.
It takes a long time, Onward Nation, to collect, curate, and share the wisdom that is deep and impactful enough to matter and add value to a lot of people, like Peter did.
Or, how about Picasso?
Of his top 10 paintings — six of them were painted after he had turned 50. And four of the of 10 paintings were completed when Picasso was 51.
Again…it’s the long-term commitment to your vital priorities and vital functions…perfecting your craft with years, and years, and years of disciplined effort.
I have mentioned vital priorities and vital functions a couple of times this morning — so if you want a refresher on terminology — just go back and listen to episode 203. I dedicated an entire solocast to the topic of the vitals in your business and the lessons I learned from one of my mentors, Darren Hardy.
So let’s move onto another example of long-term success. It would be very easy to look at James Patterson, one of the most successful novelists in history, and think — wow — here’s a guy who has it made. How amazing to be that lucky — to just write all day — what a joy.
Again, let’s go behind the green curtain.
I had an opportunity to interview the incomparable Linda Kaplan Thaler — oh my word, Onward Nation — Linda is brilliant. She was the creator of the AFLAC duck and so many ad campaigns that I know you will recognize if you go back to listen to our interview.
But during our conversation, Linda told me about how she used to work for James Patterson when James was the creative director of the agency where Linda worked. James and Linda worked together for 17-years and became great friends. As Linda shared with me, James did not become a great novelist by accident or luck. Instead, to perfect his craft, James would get up every morning at 4:00 and would write for four hours until 8:00 when he would leave his home for the agency.
He would then put in a full day — go home — and be in bed by 8:30 every night. And he rinsed and repeated this process for 21 years, Onward Nation. Staggering. 21 years!
Just think about how many times during those 21 years that he would have second guessed himself, called himself bat crazy, how much criticism he received from friends and family encouraging him to just quit and to give up on his dream, and so much more.
But he didn’t.
He remained committed to his vital priority — and after 21 years — he became the successful James Patterson we know today.
Or, how about Henry Ford? He was 40 years old when he founded the Ford Motor Company with the help of friends, family, and several investors who collectively helped him raise $28,000 in capital in 1903.
And if you look through Mr. Ford’s timeline, you will see trials, tribulations, blood, sweat, tears, heartache, success, followed by disappointment, followed by triumph, followed by obstacles.
So, let’s put all of these stories and principles into context by remembering the excellent lesson taught to us by Cody Foster, founder of Advisors Excel, our exceptional guest on Episode 81 of Onward Nation. Cody said to me, “Stephen, don’t compare someone else’s front-of-stage with your back-of-stage.”
If you only look at someone’s front-of-stage — what you see in the public eye — you miss all of the struggles, the obstacles, the pain, the suffering, the courage, and their zig-zagged journey to where they are now.
For example…we could look at Dwayne Johnson, aka The Rock, one of Hollywood’s hottest and most in-demand actors today…and it would be easy to fall into the trap of thinking that his path to success was different…that it wasn’t full of struggle, grinding it out, working hard to be the best…and most importantly…that it took 20-years for Dwayne to reach the pinnacle of success that he now enjoys.
An injury on the football field at the University of Miami that ended any hope of a professional football career that then he directed his attention toward professional wrestling.
And then he worked tirelessly to perfect his craft…slowly…training…making mistakes…until he made it to the big show…22,000 people in New York City’s Madison Square Garden…and a pay-per-view television audience for his first big shot at a win back in 1996.
And due to all of the excitement…he forgot to direct his attention toward the correct camera…so the huge at-home audience saw a lot of The Rock’s back.
Did this send him spinning and worrying about the mistake?
No! He got back to work…and ground it out for years until he won his first WWE championship.
And then that success led to controversy and tension…which he battled through…and finally some smaller movie roles…then a movie series…then some larger roles…and in November 2016…a starring role in Disney’s Moana as the mythical, Maui, whose bigger than life personality is a perfect fit for The Rock.
And if you want to see some awesome behind the scenes video for the recording of Moana – just check this out:
But what if The Rock would have quit after football?
What if he would have quit in his early WWE career and let the frustration of not getting an early break set him back? What if he approached the smaller movie roles with less than full enthusiasm and instead decided to hold out for the big one?
What if, Onward Nation…The Rock had not been willing to invest the 20 years of blood, sweat, and tears to become an overnight success?
And what if you don’t? You will be robbing the world of your special gifts and talents.
What if Napoleon Hill gave up and quit because he had not become an overnight success?
But, most people don’t know the story behind the success of “Think & Grown Rich” — and how the first edition, per se, was a great book but not well-received by the American public.
Why? Well, several factors.
First, it was published in 1928 — just one year before the Great Depression.
The American public was not looking for — or ready for — a success manuscript at that time. And second, the book was huge and it was under a different title. It was the 612-page “Law of Success” — wow. I own the book — it is sitting on my desk right now — and it is amazing.
It is essentially a more comprehensive version of “Think & Grow Rich.”
Smartly, Napoleon decided to revise and repackage the Laws of Success by trimming it down — making it more concise — and then publishing it as “Think & Grow Rich” in 1937, nearly 10 years later, following the Depression.
“Think & Grow Rich” then went on to sell 70 million copies worldwide.
Again, no such thing as an overnight success.
So don’t give up, Onward Nation!
I hope you realize that the struggles you are facing — perhaps the abyss you are staring into right now — is all part of the master plan. You are more talented, more wonderful, more gifted, more incredible than you can possibly imagine.
You are a child of the highest God and were blessed with an abundance of talent — so don’t quit — don’t give in — don’t stop. Keeping moving forward — success is there for you — just not overnight.
So with that…I want to thank you again for taking the time to be here with me today. It is an honor to have you here — thank you for tuning in — I am delighted you chose this episode to be what you listen to, study, and take with you on your morning run, or maybe Onward Nation has become part of your daily commute, or in some other way has become part of your morning routine.
However our daily podcast fits into your daily routine — I want you to know how much I appreciate you sharing some of your invaluable 86,400 seconds you have in your day with me and the strategies we learn and share each day from today’s top business owners.
And please continue to let me know what you think of Onward Nation…good or bad…I always want your feedback.
My direct email address is email@example.com — and yes — that is my actual Inbox.
No fancy filters or filing system and I read and reply to every single email.
So please let me know how you think we are doing. I look forward to hearing from you.
Until then, onward with gusto!
Through his life in martial arts, Jim Bouchard transformed himself from dropout, drug abuse, and failure to successful entrepreneur and a Black Belt. Over 30 years of practice, studying, and teaching, he has developed the tools needed to master life, career, and business. As a speaker, trainer, and author of “THINK Like a BLACK BELT” and “THE SENSEI LEADER”, Jim is in demand internationally among corporate and conference audiences. He appears regularly on TV and radio including BBC Worldview and FOX News.
Rick Crossland is an internationally known expert and thought leader on A Player Talent. His innovative approach to developing and validating high performers has been published in leading business sites such as Inc.com and Fortune.com, where Rick contributes articles as a Fortune Insider. Rick has almost 30 years of experience developing, recruiting and leading high performers, and developing high performing cultures at companies. Before founding his executive coaching, leadership, and talent development company, Rick had worked at Johnson and Johnson, Ford Motor Company, and Limited Brands.